What are your best tips for SDR's that need to squeeze in one or two more opps to hit quota for EOM?

I remember early in my career being in a position where I needed to get ultra creative to make sure I hit quota on the last couple days of the month. Let's get a thread going with all the best tips/tricks you know to make sure we help every SDR in this community exceed quota.

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    • Profile picture of Scott Barker
      ( 1.3k POINTS )
      1 week, 3 days ago

      I’ll start:

      1. Create a sequence for all meetings booked that never converted.

      2. Ask a leader internally for 1 or 2 intros (make the template for them).

      3. Go through your entire LinkedIn network, sometimes we miss really obvious potential opptys because we’re too close to someone.

    • Profile picture of Colin Campbell
      ( 2.3k POINTS )
      1 week, 3 days ago

      Not sure this works for everybody, but my favorite as an Account Manager always was: call a client with great results and ask for help.

      A recommendation, referral, introduction, or just more services (for a need/pain we develop together).

      Happy clients were ALWAYS more eager to help than I expected.

    • Profile picture of marygreencny
      ( 2.1k POINTS )
      1 week, 3 days ago

      I went through old opportunities that hadn’t turned into anything and asked how things were going. I would really dig through my contacts to find these. Even asked customers who had moved on or contacts that seemed beyond my reach.

    • Profile picture of Ryan York
      ( 0 POINTS )
      1 week, 3 days ago

      Go through contacts that have been marked as follow up. This list should grow every week, month over month. Always treasures hidden here.

    • Profile picture of Craig Henehan
      ( 430 POINTS )
      1 week, 3 days ago

      Level set.. lead with empathy and understanding. Acknowledge their quarter end and aim for the 10-15 quick sync versus a 30-60 “introductory call”. Also target non quota carrying positions like Ops and or Marketing.. sales is trying to bring in as much $$$ as possible. If it must be sales, know many were in your shoes at one time, make reference to the first sales job they had on LI.. they may soften up a bit and “hook you up”.

    • Profile picture of James Alkire
      ( 0 POINTS )
      1 week, 3 days ago

      We have our SDR block the time for key sales activities, then we create metrics for the activities. If the SDR meets the effort metrics then we provide more personalized training, for example, one hour of one on one review of recorded conversations, or opportunity assessments attended by more seasoned leaders. Our belief is our job is to make an SDR effective but only if the SDR puts in the effort.

    • Profile picture of Brooke Bachesta
      ( 0 POINTS )
      1 week, 3 days ago

      oohh definitely been there. Working with a rep who is SO close to hitting and just 1 away from quota. Here’s some tips that have worked for us in the past:

      1. Never discount the possibility of a same-day meeting! Be sure to clear it with your AEs first so they can be prepared but if you’ve got a hot prospect on the phone and they’re interested in meeting, offer up a time that afternoon.
      2. Review all your MQLs/Leads that you’ve gotten in the last 2 months that may have gone dark. Sort them by sense of urgency (I.e. demo requests first, content syndication last), and re-prospect that account. While the lead may have gone dark, I bet there’s some new folks (either to the account or to your CRM) that are working making a call into.
      3. Review all your held meetings that didn’t SAL. There may be some deals where your AE just needs help booking some next steps and they haven’t had the bandwidth yet.

      In the end, there’s no silver bullet but the best reps push hard all the way to the end of month and use these tips even when they’re ahead of the game!

    • Profile picture of Connor Morello
      ( 0 POINTS )
      1 week, 2 days ago

      If all else fails and you have a prospect that you have built a lot of rapport with and this prospect has also committed to a meeting next month, give them a ring and say your AE actually had something open up today and we were wondering if we could sync up today so we can have a contextualized presentation for you next month.

      Swinging for the fences with this one, but sometimes that’s exactly what you need to do!

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