Entrepreneur Meetup: SDR 101 University with Morgan Ingram

On May 10, we hosted the first Simply SaaS University class: SDR 101 with Morgan Ingram, Director of Sales Execution and Evolution at JBarrows Sales Training. Morgan joined us to help develop, motivate, and teach tactics to sales teams. His training techniques include high-impact, interactive training (with live application) to ensure adoption and results.

In the SDR 101 class, sales reps and entrepreneurs learned more about filling the funnel. Morgan covered how to prospect through video, email, social, and calls.

Video Works for Sales Outreach

“Is your message going to resonate with your prospect? It doesn’t matter if you think it’s cheesy, it’s about them. #videoworks”

• The first 15 seconds need to resonate with the prospect and generate attention.
• The next 30 seconds need to be your value prop that creates interest and desire for them to want to learn more.
• The last 15 seconds is the ask which promotes them to take action based on the value you have given them.

Keep Emails Short

• It creates a real human touch towards the prospect.
• It puts you above the noise of prospecting.
• No one wants to read a novel.
• 79% of emails are being read on a phone.

Social Listening, Not Social Selling

“Most people live on social. I post every single day. I don’t do it for my health! I do it for awareness.”

Social is a long term play. Consistency of results and consistency of action to cultivate the action of results. Take your personal brand seriously.

Cold Calling Is Not Dead

• Research the account before a call.
• Reach out with purpose and have a talk track around their persona priorities.

Track Your Results

Last but not least, know what works. Define your metrics, focus on the priorities. Track them, and measure the outcomes.