The best-sellers aren’t always the most charismatic, understanding, or intelligent. Sometimes, all it takes is an organized, structured and productive day. In today’s episode of The Sales Evangelist, Donald is joined by tech sales Account Executive William Padilla to learn how he structures his day to make sales, make connections, and impact his work.
Many old-school sales organizations are built on price.
- However, with tech sales, a single deal can require an 8-month process of creating the relationship first.
- BDRs might only have 6-8 qualified demos each month, but creating that number of opportunities requires much more leg work behind the scenes.
Planning and prepping your day:
- Don’t go into your day winging what you plan to do. For example, Will realized he was too distracted and hit his metrics only by scrambling on a Friday afternoon.
- He decided to structure his day, achieving all his late-stage interactions in the morning to reserve his afternoons entirely for prospecting.
- He’s not more talented than the next seller; he’s more structured.
Your mindset creates the structure needed to foster more sales.
- BDR roles are fairly science-based because it’s focused on hitting metrics and quotas.
- When Will needed to book eight demos per month, he quickly realized that not every cold call was a qualified demo.
- He would make sure to have at minimum four cold calls set up each week with qualified leads.
- What every demo number you need to hit, book double to ensure enough opportunities to reach your quota.
- Implement the 5×5 rule – don’t log off for the day unless you have five new companies to prospect and five contacts within each company.
Be like Batman and Robin; work with your AE:
- As a BDR, understand that your account executive is your teammate. So sometimes, it helps to be friends.
- By creating a working relationship with your AE, you increase the chance for both of you to succeed (because your success largely depends on one another.)
For more content and information from Will, follow him on social media:
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This episode is brought to you in part by Skipio.
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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.