Hunter Deskin’s Post

Do you pay your SDRs more than $10/hr? (avg is $30-$35/hr in US for tech) Then why are they doing these $10/hr tasks: - List building (why are your reps verifying if people still work at companies...) - Building SF reports to prioritize accounts based on previous interactions - Building sequences; first-time, follow-up, event-specific… - Writing email copy & crafting follow-up emails - Calling people who don’t answer - Finding routes through IVRs Cold outbound is already an expensive channel, don’t make it more expensive by adding inefficiencies. You can get the same output as 3-5 SDRs with 1 SDR if you delegate these tasks away from them. They should be focused on conversing - and anything that can be done by someone else for less than their hourly rate should be delegated. This is how I've been able to work with 2-4 clients at once as a fractional SDR and hit $30k months. Because I average 500-600 conversations per month. This wouldn't be possible if I kept all of the $10/hr activities on my plate. (aspiring fractional SDRs learn more here -> https://bit.ly/3LbYWpE) Are your SDRs having 10+ conversations/day minimum? No? Connect & shoot me a DM. Happy hunting 🦌 🔫 What other things do companies have SDRs doing that aren't worth their time? Let me know 👇

Steal my 10-year sequence framework that books meetings 100% of the time. Inspired by Will Sawyer Build perfect list Follow up with the list forever Never fails ✌️

Most of you reading this are probably tech SDRs. I am here to tell you... your company doesn’t need you. If they start burning too much cash, can’t raise another round, or aren’t profitable… You will be the first thing to go. Software & SAAS is a recurring revenue business. Unless they transition you to maintaining & upselling existing accounts they no longer need you to exist. Many of you have seen this happen. Great, highly-trained talent ends up being displaced... Who usually ends up going out and getting another SDR job... Because they feel like since they were fired it would make zero sense to try to find a job ‘above’ the SDR role. Even though you were at your last job for over a year and got very good at business & sales development. I am here to tell you otherwise. Your skills are immensely valuable. And positioned properly in the marketplace. With the right frameworks. You can make 2x, 3x, or 5x what you’re making now as an SDR. I'm breaking down the frameworks that helped me reach $250/hr, consistently, as a fractional SDR -> https://bit.ly/supersdr Dm's are open.

Are you spilling your candy in the lobby? (a la Sandler) My Director of Sales Ryan Cron did a training on this for the team this morning. It's a crucial learning for SDRs & AEs. We call it a 'Reversal'. What this means is that when a prospect asks a question... Instead of answering it immediately (and spilling your candy in the lobby). 𝗬𝗼𝘂 𝗻𝗲𝗲𝗱 𝘁𝗼 𝘂𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘄𝗵𝗮𝘁 𝗺𝗮𝗸𝗲𝘀 𝘁𝗵𝗲𝗺 𝗮𝘀𝗸 𝘁𝗵𝗲 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻. Which is impossible without asking another question. However, this is often difficult to do without annoying or aggravating the prospect. Prospect: "So are you guys cloud-based or on-prem?" Rep: "Well our system is set up to support a wide variety of clients, more clients go towards the cloud nowadays 𝗯𝘂𝘁 𝗰𝗮𝗻 𝗜 𝗮𝘀𝗸 𝘄𝗵𝗮𝘁 𝗶𝘀 𝗺𝗮𝗸𝗶𝗻𝗴 𝘆𝗼𝘂 𝗮𝘀𝗸 𝘁𝗵𝗶𝘀 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻 𝗱𝗼 𝘆𝗼𝘂 𝗵𝗮𝘃𝗲 𝗮 𝗽𝗿𝗲𝗳𝗲𝗿𝗲𝗻𝗰𝗲?" (Do you see how the rep took the frame back and reversed it back into a question for the prospect? We are attempting to understand the question behind the question.) Prospect: "Well, we have to have an on-prem system because of the type of industry we are in." Rep: "Got it. What else would you be looking for in an ideal 'insert type of product or service you sell?" -- See how instead of just product vomiting and advocating for our cloud-based system - I took the frame back by asking another question? Oftentimes times people will just start spilling everything they can do and everyone that they can help. What ends up happening is that your pitch isn't contextualized. And it's irrelevant to the prospect. So it might feel weird... So remember, inquire, inquire, and then advocate. When you're asked a question... ask a couple of clarifying and probing questions to understand WHY they are asking that question in the first place.

I've been able to consistently make $250/hr as a fractional SDR. But it took me over a year to get there. Luckily, I had some tools helping me: - Apollo.io - Trellus (YC W22). - ConnectAndSell, Inc - Clay - Instantly.ai - ZeroBounce By far one of the most affordable & useful tools I have in my stack is Trellus (YC W22). I've been a power user of Trellus (YC W22) as I scaled my fractional SDR business to $30k months. Since you work with multiple clients as a fractional SDR your clients want to know what you’re up to. If you’re using Trellus’ client dashboard & other features you can now easily share these stats with your clients. Plus I get transcripts, live AI call coaching, email follow-ups, and amazing support from Ajinkya Nene Dom Odoguardi Craig Bonnoit. It's extremely affordable compared to tools like Gong, Nooks, & other dialer / convo intelligence tools out there. Dm me if you want to learn more about my experience; I can also help you get 20% off for life. Happy hunting ✌ -- Curious about what other tools I've used to grow my fractional SDR business to $30k/mo profit? See here -> https://lnkd.in/gBVD5ryZ

I only used two pieces of technology to get started and get to $10k/mo profit as a fractional SDR. 1. Data source 2. Dialer You can access both for less than $500/mo. And at the beginning, you're just trading your time. Results > Reasons. -- Curious about what other tools I've used to grow my fractional SDR business to $30k/mo profit? See here -> https://lnkd.in/gBVD5ryZ 

KEEP YOUR SALES REPS ON THE PHONE. How much time do you think your reps spend: - Crafting emails - Building prospect lists - Trying to figure out who to call next - Doing $10/hr tasks that can easily be outsourced This all equates to less prospecting time. Let's assume these administrative tasks eat up 90 minutes per day. That's 8-12 conversations (if following my advice of controlling convo flow rates). That's 40-60 conversations/week and 160-240 conversations per month. Now, assume you have a 10-person SDR team. That's 1600-2400 conversations and likely 50-100 meetings per month that you are missing out on. Why? Because you're having your $36.50/hr reps spending their time doing $10/hr activities. Do you really think your reps need to be the ones crafting follow-up emails? You really don't think 90% of the email can be written & a VA can't come in and write the other 10% that recaps the cold call or presentation? If your outbound needs a facelift - look at how many conversations your reps are having each day. And how much time they waste doing tasks that can be done for someone at a lower cost per hour. Start tracking it. Reach out if you need help improving it (if your reps are below 5 per day we desperately need to chat) P.S. In this new world, capital efficiency is key. You HAVE to get the most out of all of your activities or the inflated CAC will kill you. ✌

Trellus (YC W22) has been an instrumental tool in my journey. Dm me for details.