{"id":4796,"date":"2023-08-11T07:56:49","date_gmt":"2023-08-11T07:56:49","guid":{"rendered":"https:\/\/www.klenty.com\/blog\/?p=4796"},"modified":"2024-04-02T06:05:42","modified_gmt":"2024-04-02T06:05:42","slug":"asatta-leggett-sales-tips","status":"publish","type":"post","link":"https:\/\/www.klenty.com\/blog\/asatta-leggett-sales-tips\/","title":{"rendered":"Asatta Leggett of Smart 3rd Party: Quota-smashing SDR Shares Sales Tips"},"content":{"rendered":"\n<p><em>The SDR X Factor is a series of long-form stories that aims to reveal what sets top-performing sales reps apart. How do they go about their day? What do their cold calling and cold emailing strategies look like? How are they crushing quota every time? We extract their key strategies, tips and tricks so you can sell better.&nbsp;<\/em><\/p>\n\n\n\n<p>In this eighth and final installment of this series, we\u2019re meeting <a href=\"https:\/\/www.linkedin.com\/in\/asatta-leggett-05aa98a9\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Asatta Leggett<\/a>, a Business Development Representative (BDR) with <a href=\"https:\/\/smart3rdparty.com\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Smart 3rd Party<\/a>, a US-based startup focusing on third-party IT hardware maintenance and support. Having graduated in the middle of the COVID-19 pandemic, she\u2019s been an SDR for nearly a year across two companies.&nbsp;<\/p>\n\n\n\n<p><em>(As of March 2023, Asatta is a Sales Business Analyst at Home Depot.)<\/em><\/p>\n\n\n\n<p>Being a young SDR, we were curious to know what drew her to sales, her approach to work, and how she crushes her quota every time.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"a-chance-on-faith-that-turned-out-well\"><strong>1. A \u2018Chance on Faith\u2019 That Turned Out Well<\/strong><\/h2>\n\n\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"682\" src=\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/graduation-women-education-college.webp\" alt=\"graduation-women-education-college\" class=\"wp-image-5069\" title=\"\" srcset=\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/graduation-women-education-college.webp 1024w, https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/graduation-women-education-college-300x200.webp 300w, https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/graduation-women-education-college-768x512.webp 768w, https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/graduation-women-education-college-691x460.webp 691w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p>In December 2020, as the pandemic was raging across the United States, Asatta completed her Bachelor\u2019s degree in Organizational and Professional Communications from Kennesaw State University in Kennesaw, Georgia.<\/p>\n\n\n\n<p>It was also the time when many newly-graduated Americans couldn\u2019t land jobs. A <a href=\"https:\/\/www.pewresearch.org\/short-reads\/2021\/05\/14\/college-graduates-in-the-year-of-covid-19-experienced-a-drop-in-employment-labor-force-participation\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">study<\/a> by Pew Research Center revealed that 2020 college graduates saw a marked decline in labor force participation, which was higher than what graduates saw in 2008 as the Great Recession was setting in.<\/p>\n\n\n\n<p>\u201cSo initially, I actually wanted to do public relations and marketing. But with COVID, everything closed down, and I just had to kind of find a way,\u201d she recalls. While the jobs she looked for weren\u2019t available, she noticed that sales jobs were booming and hiring was in full swing, despite the brute force of the pandemic.<\/p>\n\n\n\n<p>Asatta says she took a \u201cchance on faith\u201d and landed her first job as an SDR. She relied on her experience working in call centers while still in college and her communication skills. \u201cMy major was in communication. So, talking with people, that&#8217;s a really big strong suit of mine,\u201d she highlights.<\/p>\n\n\n\n<p>The chance she took turned out well. She ended up becoming a top-performing SDR, as she exceeded her monthly quota for November 2022. \u201cA lot of other jobs, you just get your salary, and that&#8217;s it. I really love that with sales, you can really put in a lot of work and get to it, and it will reflect that right back,\u201d she says, referring to the commissions on top of the base salary.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"what-sets-her-apart\">i) What Sets Her Apart?<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Bolsters <strong>product knowledge with her ever-curious mind<\/strong><\/strong><\/li>\n<\/ul>\n\n\n\n<p>\u201cA question-asker\u201d is how Asatta describes herself. Any work-related questions, no matter how small, she ensures to get the answers from her colleagues. \u201cI&#8217;m always looking for the opportunity to learn or to get any more experience or knowledge,\u201d she explains.<\/p>\n\n\n\n<p>By learning the ins and outs of her product, she is able to sell better to her prospects. Cultivating a <a href=\"https:\/\/www.quotapath.com\/blog\/a-sales-reps-secret-weapon-product-knowledge\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">robust product knowledge<\/a> will help SDRs boost their confidence and make you sound like an expert while selling, and the most effective way to get here is to have a big appetite for constantly learning on the job.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Doesn\u2019t take rejections personally<\/strong><\/li>\n<\/ul>\n\n\n\n<p>For someone quite new to sales, Asatta has quickly learned not to take any rejections from prospects to her heart. \u201cI&#8217;ve had a little bit of experience to be able to learn, okay, people are gonna say no, people are gonna hang up in the middle of your sentence, people are going to be a little cutthroat. But at the end of the day, it&#8217;s just a phone call,\u201d she explains.<\/p>\n\n\n\n<p>Letting such rejections roll off her shoulders also helps her to be persistent in her outreach. Unless the prospect explicitly asks her to stop contacting them, she would keep them in the cadence and keep reaching out. \u201cI take all the replies with a grain of salt and just try again the next day,\u201d she notes.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"how-asatta-aces-the-cold-calling-game-by-making-50-100-calls-a-day\"><strong>2. How Asatta Aces the Cold Calling Game by Making 50-100 Calls a Day<\/strong><\/h2>\n\n\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/telephone-call-gossip-communication.webp\" alt=\"telephone-call-gossip-communication\" class=\"wp-image-5068\" title=\"\" srcset=\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/telephone-call-gossip-communication.webp 1024w, https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/telephone-call-gossip-communication-300x200.webp 300w, https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/telephone-call-gossip-communication-768x512.webp 768w, https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/telephone-call-gossip-communication-690x460.webp 690w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p>Asatta makes at least 50 cold calls a day. On some days, she even touches 100 calls.<\/p>\n\n\n\n<p>Before entering sales, she honed her <a href=\"https:\/\/www.klenty.com\/blog\/cold-calling\/\" target=\"_blank\" rel=\"noreferrer noopener\">cold calling<\/a> chops working in call centers while still in college. \u201cIf I get that person who lets me talk, then phone calls can be great, because you can fully hear their needs,\u201d she says.<\/p>\n\n\n\n<p>So, what makes Asatta great at cold calling? Let\u2019s find out:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">i) Prioritizes Calling Prospects Based on Their Engagement With Emails<\/h3>\n\n\n\n<p>Like many SDRs, Asatta first sends out emails to her prospects before calling them. After logging into her sales engagement platform <a href=\"https:\/\/www.klenty.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">Klenty<\/a>, she checks out the \u201cactivity\u201d of each of her prospects\u2014whether they&#8217;ve opened her emails and clicked on links multiple times. She explains that prospects who have engaged with her emails well will be the first to receive a call. This way, Asatta can bring up the email during the call, and the prospect could recollect opening the email she had sent.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">ii) Tries to Sound More Personable Over the Phone, Avoids Sounding Like a Telemarketer<\/h3>\n\n\n\n<p>During the cold calls, Asatta avoids blindly parroting the script given to her. \u201cThey&#8217;ll usually quickly hang up if they hear \u201cHi, I&#8217;m calling from..\u201d and if it sounds too telemarket-y. So, I want to try to sound more personable than a telemarketer,\u201d she says.<\/p>\n\n\n\n<p>To sound personable, she uses the prospect\u2019s first name, greets them as per the time of the day (\u201cGood morning\u201d or \u201cgood afternoon\u201d), and proceeds to state the reason for her call. She then pauses to allow the prospect to ask a few questions. This approach gets the prospects to engage better during the call.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">iii) Staying Skeptical Helps Her in Handling Objections:<\/h3>\n\n\n\n<p>Instead of taking the objections posed by prospects at face value, Asatta says she takes all the objections with a grain of salt to stay persistent during the call. Let\u2019s look at how she handles some of the most common objections she receives:<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">a) Objection : \u201cWe Don\u2019t Need Third-Party Maintenance.\u201d<\/h4>\n\n\n\n<p>As her company focuses on third-party IT maintenance, many prospects pose this objection during calls. Taking this with a healthy dose of skepticism, she replies: \u201cDoes your IT department deal with the motherboard failures or hardware failures or certain things that we know that your IT department just doesn&#8217;t touch?\u201d<\/p>\n\n\n\n<p>If the prospect replies that they\u2019re under a contract with their existing solution, she will make a task to follow up with them after 6 months.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">b) Objection : \u201cI\u2019m Not the Decision Maker.\u201d<\/h4>\n\n\n\n<p>Asatta often faces this situation, where the prospect she contacted no longer works in that particular department. \u201cThey are who I&#8217;m trying to contact, they just don&#8217;t handle that decision making,\u201d she explains. In this case, she requests them to point her in the right direction towards the decision maker and then contact the right person. However, if they do not provide the contact details, Asatta says she would simply remove them from the cadence and move on to the next prospect.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">c) Objection : \u201cI Don\u2019t Work at This Company Anymore.\u201d<\/h4>\n\n\n\n<p>This is a variation of the previous objection, wherein the prospect that she contacted no longer works at the company or has retired. In this case, she asks: \u201cIs there someone in that department, you can transfer me to, that I can speak to? Or can you give that person a message for me?\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">iv) Doesn\u2019t Give Gatekeepers Too Much Information:<\/h3>\n\n\n\n<p>\u201cThe gatekeepers are definitely on their job, they do not play,\u201d Asatta says with a chuckle. She has faced gatekeepers often asking for details like her name, the company\u2019s name, and the reason for the call. However, giving the gatekeepers a lot of information could be unproductive, as they could claim to pass the message and mostly won\u2019t keep their word.&nbsp;<\/p>\n\n\n\n<p>So, she avoids giving out too much detail for the gatekeeper\u2019s questions, like saying, \u201cI\u2019m following up on an email,\u201d as the reason for the call. \u201cI just try to keep it very broad because the more questions they ask, the more they realize I am a salesperson trying to sell something, and they&#8217;re just not gonna send me through,\u201d she elaborates.<\/p>\n\n\n\n<p>As for gatekeepers saying they would pass the message to the decision maker, she\u2019d politely decline and would reply that she\u2019d call back in a week or so. \u201cAnd then, I\u2019ll make a task for myself to call back in a day or two because I really want to catch the person on the phone or catch them while they&#8217;re in the office,\u201d she notes.<\/p>\n\n\n\n<p>For a prospect with considerable email engagement, Asatta tries to build a rapport with the gatekeeper to get her call transferred. \u201cI try to smooth them every time I call, \u2018Hey, how are you doing today?\u2019 Talk to them a little more before I just immediately ask for a transfer,\u201d she explains. Having persistently reached out, the gatekeeper might transfer the call eventually, she adds.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">v) First\/Worst Cold Calls<\/h3>\n\n\n\n<h4 class=\"wp-block-heading\">a) First Cold Call:<\/h4>\n\n\n\n<p>Asatta recalls how unprepared she was during her first sales cold call. \u201cI wasn&#8217;t confident within myself, I wasn&#8217;t confident within the script, I wasn&#8217;t confident making the call,\u201d she recalls. Her speech was interrupted by fillers like uhs and ums, and her nervousness sped up whatever she was saying.&nbsp;<\/p>\n\n\n\n<p>To her luck, the prospect turned out to be a nice person. \u201cHe was just saying, \u2018I think you should call me back when you know a little bit more of what you&#8217;re calling about.\u2019 \u201d<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">b) Worst Cold Call:<\/h4>\n\n\n\n<p>While she, like any SDRs, has faced many bad calls, the one that has scarred Asatta the most was a call she made during her call center days in college. She was collecting debt for hospital bills and used to cold call debtors about their payments. During one such call, a debtor yelled at her for around 20 minutes. \u201cShe went on a rant and she was just letting me have it about how I&#8217;m bringing her stress by calling about her hospital bills, how I&#8217;m messing up her mental health and how I need to give her a day to relax,\u201d she remembers with a laugh.<\/p>\n\n\n\n<p>As per the saying, \u201cWhat doesn\u2019t kill you makes you stronger,\u201d Asatta feels that this experience prepared her for the calls she would eventually face as a salesperson. \u201cNo other call can really touch it. Someone just hanging up or saying not interested, that&#8217;s like nothing, as long as you&#8217;re not screaming in my ear for 20 minutes!\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"13-vi-asatta%E2%80%99s-tips-from-her-successful-cold-calling-journey\">vi) Asatta\u2019s Tips From Her Successful Cold Calling Journey:<\/h3>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"14-a-use-humor-to-navigate-tense-situations\">a) Use Humor To Navigate Tense Situations<\/h4>\n\n\n\n<p>Handling objections can be quite stressful for any SDR, especially if the prospect is not in a good mood and the conversation turns a bit heated. To ease the tension in such situations, Asatta uses humor by usually saying something unexpected.&nbsp;<\/p>\n\n\n\n<p>If a prospect says, \u201cI&#8217;m not interested\u201d during a cold call before Asatta finishes a sentence, she will retort: \u201cWell, how do you know you&#8217;re not interested? You don&#8217;t even know what we do!\u201d This usually gets a little chuckle from the prospect, she recounts.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">b) Call On Fridays Before Lunch<\/h4>\n\n\n\n<p>In Asatta\u2019s experience, cold calling on Fridays before lunch yields good results as people generally tend to be in a good mood ahead of the weekend. \u201cO\u200b\u200bn Fridays, before lunch around one o&#8217;clock, people are in a good mood because it&#8217;s Friday and they\u2019re ready to go home. So sometimes they give a little more information,\u201d she elaborates.&nbsp;<\/p>\n\n\n\n<p>This also applies to gatekeepers, as they might be more willing to transfer the call to the decision maker on Fridays, according to her.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"why-does-asatta-prefer-cold-emailing-over-cold-calling\"><strong>3. Why Does Asatta Prefer Cold Emailing Over Cold Calling?<\/strong><\/h2>\n\n\n\n<p>Between cold calls and cold emails, Asatta prefers <a href=\"https:\/\/www.klenty.com\/blog\/cold-email\/\" target=\"_blank\" rel=\"noreferrer noopener\">cold emailing<\/a> primarily because of two reasons:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>She feels that her emails have a faster reach than calls. \u201cWith cold calls, I have to wait for someone to answer and not only to answer, I have to hope that they&#8217;re gonna have a conversation,\u201d she notes.<\/li>\n\n\n\n<li>According to her, a prospect replying \u201cnot interested\u201d after reading an email is more credible than the prospect saying \u201cnot interested\u201d during the cold call. \u201cBecause they at least were able to see some of the information to decide, \u2018Okay, I&#8217;m really not interested\u2019, versus a phone call and say not interested. They&#8217;re just trying to get me off the phone,\u201d she explains.<\/li>\n<\/ul>\n\n\n\n<p>On a working day, she sends around 300 automated emails using <a href=\"http:\/\/www.klenty.com\" target=\"_blank\" rel=\"noreferrer noopener\">Klenty<\/a> and between 5 and 15 one-off emails. We\u2019ll now get into why her cold emailing skills land so many meetings:<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"664\" src=\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/work-wfh-convenience.webp\" alt=\"work-wfh-convenience\" class=\"wp-image-5067\" title=\"\" srcset=\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/work-wfh-convenience.webp 1024w, https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/work-wfh-convenience-300x195.webp 300w, https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/work-wfh-convenience-768x498.webp 768w, https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/work-wfh-convenience-709x460.webp 709w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\">i) Selectively Personalizes Her Emails<\/h3>\n\n\n\n<p>As she reaches out to a large number of prospects every day, Asatta does not choose to personalize all of her outgoing emails. As a thumb rule, she sticks to using <a href=\"https:\/\/www.klenty.com\/blog\/personalized-sales-email-templates\/\" target=\"_blank\" rel=\"noreferrer noopener\">personalization templates<\/a> for the initial emails in her cadences and personalizes only the replies. \u201cIf I do a lot of personalizing for the initial email, it&#8217;s just a lot of work because they don&#8217;t even necessarily always open it, read it, click it,\u201d she says.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">ii) Sticks To Minimal Personalization<\/h3>\n\n\n\n<p>Asatta likes to keep her email personalization minimal, or in her words, \u201cjust a little touch.\u201d \u201cJust something to be there to say, \u2018You took just a few extra minutes to see something about me,\u2019\u201d she adds. Also, her personalization will be aimed at the company, not the individual prospect.<\/p>\n\n\n\n<p>Her research would involve digging through the prospect\u2019s LinkedIn and their company website and trying to find any recent event that she could use to personalize her email copy. For example, she found one of her prospects celebrating 20 years at their company. \u201cI started off and I was like \u2018Congratulations for celebrating 20 years!\u2019 And then I kind of just went more into what I was doing,\u201d she outlines.<\/p>\n\n\n\n<p>Regarding image personalization, she usually attaches an infographic of her product with the email. \u201cI&#8217;m still learning with that as to how I can better personalize things,\u201d she points out.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"19-iii-includes-exclamation-points-at-the-end-of-subject-lines\">iii) Includes Exclamation Points at the End of Subject Lines<\/h3>\n\n\n\n<p>When it comes to subject lines, Asatta never fails to include an exclamation point at the end. \u201cFor some reason, I just think exclamation points send urgency. It just makes me seem a little important,\u201d she feels. She mostly caps the length of her subject lines to 4 words.<\/p>\n\n\n\n<p>A couple of subject lines she uses are: \u201cThanks for the visit!\u201d and \u201cContract expiration after [date]!\u201d<\/p>\n\n\n\n<p>On including the names of the prospect or their company, she now includes the prospect\u2019s company names in the subject lines, as mentioning her prospect\u2019s name in the subject lines didn\u2019t lead to any notable increase in her open rates.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"20-iv-sends-12-emails-per-prospect-over-two-months\">iv) Sends 12 Emails per Prospect Over Two Months<\/h3>\n\n\n\n<p>Each of her prospects will receive around 12 emails over a 60-day period, which is the length of her organization\u2019s sales campaign. If the prospect did not respond in these 2 months, she would \u201crecycle\u201d them by including them again in the new 60-day campaign. The emails will be spaced out in the cadence over this period to not spam the prospect, she notes.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"21-v-doesn%E2%80%99t-send-any-breakup-emails\">v) Doesn\u2019t Send Any Breakup Emails<\/h3>\n\n\n\n<p>Asatta\u2019s cold emailing does not involve sending any breakup emails. \u201cYou\u2019re either gonna have to unsubscribe from my emails or tell me to stop contacting you. Outside of that, the emails will just keep on coming!\u201d she describes her approach with a chuckle.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"t-te---t-te-with-asatta\"><strong>4. T\u00eate-\u00e0-T\u00eate With Asatta<\/strong><\/h2>\n\n\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/coffee-freshmind-energy.webp\" alt=\"coffee-freshmind-energy\" class=\"wp-image-5066\" srcset=\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/coffee-freshmind-energy.webp 1024w, https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/coffee-freshmind-energy-300x200.webp 300w, https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/coffee-freshmind-energy-768x512.webp 768w, https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/08\/coffee-freshmind-energy-690x460.webp 690w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"23-i-one-thing-that-you-will-not-compromise-on-when-it-comes-to-work-life-balance\">i) One Thing That You Will Not Compromise on When It Comes to Work-Life Balance?<\/h3>\n\n\n\n<p>\u201cI leave work at work. Once I leave for the day, once I check out, I will not open, look, check anything.\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"24-ii-what-do-you-do-after-work-to-rejuvenate-yourself\">ii) What Do You Do After Work To Rejuvenate Yourself?<\/h3>\n\n\n\n<p>\u201cThroughout the day, if I&#8217;m making calls and I get drained, I&#8217;ll just walk away from the computer and pause it for a second and then come back after I&#8217;ve regrouped already. So, by the time I go home, I&#8217;m already good.\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"25-iii-favorite-book\">iii) Favorite Book?<\/h3>\n\n\n\n<p>\u201c<em>Mindset: The New Psychology of Success <\/em>by Carol Dweck. I like to read things about fulfilling your potential, to go a little harder, or just to change our way of thinking.\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"26-iv-what-sales-training-did-you-undergo\">iv) What Sales Training Did You Undergo?<\/h3>\n\n\n\n<p>\u201cInitially, we got a script. And we did a little roleplay between each other. But overall, my main training came from learning the company.\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"27-v-best-sales-advice-you%E2%80%99ve-ever-received\">v) Best Sales Advice You\u2019ve Ever Received?<\/h3>\n\n\n\n<p>\u201cHave confidence in yourself and in your product.\u201d<\/p>\n\n\n\n<p>Interviewed and written by:&nbsp;<a href=\"https:\/\/www.linkedin.com\/in\/akileish\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Akileish R<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>The SDR X Factor is a series of long-form stories that aims to reveal what sets top-performing sales reps apart. How do they go about their day? What do their cold calling and cold emailing strategies look like? How are they crushing quota every time? We extract their key strategies, tips and tricks so you [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"rank_math_title":"Find out how this young SDR makes up to 50 cold calls a day","rank_math_description":"Here's the story of how an SDR who shifted from a marketing background is succeeding in sales today.","footnotes":""},"categories":[30],"tags":[],"class_list":["post-4796","post","type-post","status-publish","format-standard","hentry","category-x-factor-series"],"_links":{"self":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts\/4796","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/users\/12"}],"replies":[{"embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/comments?post=4796"}],"version-history":[{"count":70,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts\/4796\/revisions"}],"predecessor-version":[{"id":23845,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts\/4796\/revisions\/23845"}],"wp:attachment":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/media?parent=4796"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/categories?post=4796"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/tags?post=4796"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}