David Zucker

Studies show 48% of BDR’s / SDR’s fear cold calling. Here’s 5️⃣ steps to help overcome the fear: ⬇️ 1. Preparation is Key 🔑 : The more prepared you are, the less room there is for fear. Know your product, anticipate questions, and practice your pitch. 2. Mindset Shift 🧠 : Instead of viewing fear as a negative, see it as a sign that you’re stepping out of your comfort zone. This is where growth happens. 3. Incremental Exposure 📈 : Start with a few calls and gradually increase the number. The more you do it, the more confident you will become. 4. Focus on the Process, Not the Outcome 🧘: Don’t stress over the immediate results of each call. Instead, concentrate on making each call better than the last. 5. Embrace Rejection 📞 : Understand that rejection is part of the process. Each ‘no’ brings you closer to a ‘yes’. Cus D’Amato, the legendary trainer of Mike Tyson, often spoke about fear. He famously said, “Fear is like fire. If you let it control you, it will burn everything around you and destroy you. If you control it, it will make you stronger and sharper.” Fear is necessary for humans, but you must learn to embrace it in order to achieve your goals. By embracing and harnessing your fear, you can turn cold calling from a dreaded task into an opportunity for growth and success. How do you deal with fear / anxiety when cold calling? #SalesTips #ColdCalling #OvercomingFear #SalesStrategy #Alleyoop #SalesSuccess #CusDAmato #MindsetShift

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Hey SDRs: Your importance is underestimated. Always remember that. You do the hardest part of the sales cycle. You turn nothing into something. You face the unknown and make it known. And that is incredibly valuable. It may not always seem that way, But it truly is. And it's not just valuable to your company. It's valuable to you as an individual as well. In fact, probably even more valuable. Learning these skills will set you up for success wherever you go next. This is the growth phase of your career. And careers are marathons, Not sprints. The maximum amount of money you make in your career won't be as an SDR. But the skills you learn as an SDR will be essential in helping you get to that point. That I can guarantee.

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SDRs: Don't let sequences imprison you. A lot of people follow sequences like they're the law of the land. But here's the thing: A sequence is simply a guideline. It makes your life easier so you don't have to manually track touchpoints. There are reasons to stop following the sequence. For example: If someone opens your email 5+ times, just pick up the phone and call them. Strike while the iron's hot rather than waiting for the next step. Also, don't be afraid to remove people from sequences. You don't have to send every prospect you've started through to sequence completion. If you have a hunch that you aren't going to reach a particular person, don't waste any more time. Lastly, your open sequence tasks don't have to be zero every day. If there is something better you can be doing than going through your sequence tasks (and there usually is), Do that instead. Always prioritize your time by what will produce the most output. Regardless of what your sequence says.

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QUICK PROCESS! NOW ACCEPTING INTERVIEWS: Account Executive - #adtech #martech #earlierstagestartup - $110-$125k base 50/50 split #saas #automation #abm #paidsocial space everything from web, to paid campaigns - all automation REMOTE **MARKETING PEFORMANCE SALES EXPERTS WANTED** DO NOT BOTHER ME IF YOU ARE NOT A MARKETING EXPERT PLZ GIG$$$: 💓 Account Executive (2) team of 4 now 💓 Revenue Operations Manager (1) reports to head of growth 💓 Founding SDR (1) $55-$80k base up to $120k+ OTE uncapped (willing to give $300+ per qualified attended meeting, acquisition costs are less than $1k) willing to see people from an earlier stage #saascompany or people coming from an agency like Directive or any TOP performing seller who has sold into #marketingleaders at scale maybe even a TOP performing Outreach or high volume seller (who wants to be at a series A level) LEGIT #productmarketing fit - good quality, 3rd party data, frameworks to bypass new cookie req Used as a tool to build campaigns, and source data like what #techtools a company uses really refined customer success teams, this company not only cares about new logo they are DEFENDING churn with legit marketing experts and avoiding "traditional csm" tactics one SDR supports 5 AEs - hiring a founding SDR now this company generates 80% of their own pipeline through their own data company has less than 200 employees, small sales (4) team, report to vp of sales & ceo - earlier stage tools: sf apollo Regie.ai (extra points if someone works with this tool) gong postal qualified -deal size $60-$100k -quota: $900-$1.1 million (excluding ramp) -5% rate kicker, for self sourced deals for sellers -get 150 accounts to work with/sell into -open territory/vertical, industry -ICP: $100m+ work with major #saascompanies and some #midmarket brands too -full mdv benefits, dependents are gonna cost you (vp pays less than $700 month for his 3 dependas - employee plan covered at 100%) ppo plan, bxbs, delta dental, vsp, equity with 4 year vest RELATIONSHIPS FOCUSED! VP was the founding #AE and has had CMOS intro them to 4+ companies, very loyal to current buyer! very customer led they want CREATIVE sellers - test, design, perfect, act as a product marketing manager hit me up! #marketingsaas #gtm #consumerintellegence #salesjobs

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NOW ACCEPTING INTERVIEWS: AE #adtech #martech #earlierstagestartup - $110-$125k base 50/50 split #saas #automation #abm #paidsocial space everything from web, to paid campaigns - all automation REMOTE **MARKETING PEFORMANCE SALES EXPERTS WANTED** DO NOT BOTHER ME IF YOU ARE NOT A MARKETING EXPERT PLZ GIG$$$: 💓 Account Executive (2) team of 4 now 💓 Revenue Operations Manager (1) reports to head of growth 💓 Founding SDR (1) $55-$80k base up to $120k+ OTE uncapped (willing to give $300+ per qualified attended meeting, acquisition costs are less than $1k) willing to see people from an earlier stage #saascompany or people coming from an agency like Directive or any TOP performing seller who has sold into #marketingleaders at scale maybe even a TOP performing Outreach or high volume seller (who wants to be at a series A level) LEGIT #productmarketing fit - good quality, 3rd party data, frameworks to bypass new cookie req Used as a tool to build campaigns, and source data like what #techtools a company uses really refined customer success teams, this company not only cares about new logo they are DEFENDING churn with legit marketing experts and avoiding "traditional csm" tactics one SDR supports 5 AEs - hiring a founding SDR now this company generates 80% of their own pipeline through their own data company has less than 200 employees, small sales (4) team, report to vp of sales & ceo - earlier stage tools: sf apollo Regie.ai (extra points if someone works with this tool) gong postal qualified -deal size $60-$100k -quota: $900-$1.1 million (excluding ramp) -5% rate kicker, for self sourced deals for sellers -get 150 accounts to work with/sell into -open territory/vertical, industry -ICP: $100m+ work with major #saascompanies and some #midmarket brands too -full mdv benefits, dependents are gonna cost you (vp pays less than $700 month for his 3 dependas - employee plan covered at 100%) ppo plan, bxbs, delta dental, vsp, equity with 4 year vest RELATIONSHIPS FOCUSED! VP was the founding #AE and has had CMOS intro them to 4+ companies, very loyal to current buyer! very customer led they want CREATIVE sellers - test, design, perfect, act as a product marketing manager hit me up! #marketingsaas #gtm #consumerintellegence #salesjobs

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NOW ACCEPTING INTERVIEWS: Account Executive - #adtech #martech #earlierstagestartup - $110-$125k base 50/50 split #saas #automation #abm #paidsocial space everything from web, to paid campaigns - all automation REMOTE **MARKETING PEFORMANCE SALES EXPERTS WANTED** DO NOT BOTHER ME IF YOU ARE NOT A MARKETING EXPERT PLZ GIG$$$: 💓 Account Executive (2) team of 4 now 💓 Revenue Operations Manager (1) reports to head of growth 💓 Founding SDR (1) $55-$80k base up to $120k+ OTE uncapped (willing to give $300+ per qualified attended meeting, acquisition costs are less than $1k) willing to see people from an earlier stage #saascompany or people coming from an agency like Directive or any TOP performing seller who has sold into #marketingleaders at scale maybe even a TOP performing Outreach or high volume seller (who wants to be at a series A level) LEGIT #productmarketing fit - good quality, 3rd party data, frameworks to bypass new cookie req Used as a tool to build campaigns, and source data like what #techtools a company uses really refined customer success teams, this company not only cares about new logo they are DEFENDING churn with legit marketing experts and avoiding "traditional csm" tactics one SDR supports 5 AEs - hiring a founding SDR now this company generates 80% of their own pipeline through their own data company has less than 200 employees, small sales (4) team, report to vp of sales & ceo - earlier stage tools: sf apollo Regie.ai (extra points if someone works with this tool) gong postal qualified -deal size $60-$100k -quota: $900-$1.1 million (excluding ramp) -5% rate kicker, for self sourced deals for sellers -get 150 accounts to work with/sell into -open territory/vertical, industry -ICP: $100m+ work with major #saascompanies and some #midmarket brands too -full mdv benefits, dependents are gonna cost you (vp pays less than $700 month for his 3 dependas - employee plan covered at 100%) ppo plan, bxbs, delta dental, vsp, equity with 4 year vest RELATIONSHIPS FOCUSED! VP was the founding #AE and has had CMOS intro them to 4+ companies, very loyal to current buyer! very customer led they want CREATIVE sellers - test, design, perfect, act as a product marketing manager hit me up! #marketingsaas #gtm #consumerintellegence #salesjobs

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SDRs don't work for AEs.... In fact, AEs should work for SDRs. If you're in a position to have an SDR helping you crack meetings you need to point them in the right direction with the right messaging and use cases. SDRs aren't your assistants. They're the tip of the spear. Cole Praver 🙌 #sales

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SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

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Most email opt-ins convert at less than 10%. But I've found a way to consistently hit 70%. Here's the lesser known email opt-in offer that's crushing B2B averages: The most effective way to get someone onto your email list and prime them to become a customer one day isn’t to give them a discount or newsletter. It’s to give them FREE EDUCATION. Every company and creator on earth needs this. And almost none of them have it. (and if they do, it’s probably not very good). Here are the 5 biggest opportunities to grow a quality email list with an email-based course:

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NOW ACCEPTING INTERVIEWS: Account Executive - #adtech #martech #earlierstagestartup - $110-$125k base 50/50 split #saas #automation #abm #paidsocial space everything from web, to paid campaigns - all automation REMOTE **MARKETING PEFORMANCE SALES EXPERTS WANTED** DO NOT BOTHER ME IF YOU ARE NOT A MARKETING EXPERT PLZ GIG$$$: 💓 Account Executive (2) team of 4 now 💓 Revenue Operations Manager (1) reports to head of growth 💓 Founding SDR (1) $55-$80k base up to $120k+ OTE uncapped (willing to give $300+ per qualified attended meeting, acquisition costs are less than $1k) willing to see people from an earlier stage #saascompany or people coming from an agency like Directive or any TOP performing seller who has sold into #marketingleaders at scale maybe even a TOP performing Outreach or high volume seller (who wants to be at a series A level) LEGIT #productmarketing fit - good quality, 3rd party data, frameworks to bypass new cookie req Used as a tool to build campaigns, and source data like what #techtools a company uses really refined customer success teams, this company not only cares about new logo they are DEFENDING churn with legit marketing experts and avoiding "traditional csm" tactics one SDR supports 5 AEs - hiring a founding SDR now this company generates 80% of their own pipeline through their own data company has less than 200 employees, small sales (4) team, report to vp of sales & ceo - earlier stage tools: sf apollo Regie.ai (extra points if someone works with this tool) gong postal qualified -deal size $60-$100k -quota: $900-$1.1 million (excluding ramp) -5% rate kicker, for self sourced deals for sellers -get 150 accounts to work with/sell into -open territory/vertical, industry -ICP: $100m+ work with major #saascompanies and some #midmarket brands too -full mdv benefits, dependents are gonna cost you (vp pays less than $700 month for his 3 dependas - employee plan covered at 100%) ppo plan, bxbs, delta dental, vsp, equity with 4 year vest RELATIONSHIPS FOCUSED! VP was the founding #AE and has had CMOS intro them to 4+ companies, very loyal to current buyer! very customer led they want CREATIVE sellers - test, design, perfect, act as a product marketing manager hit me up! #marketingsaas #gtm #consumerintellegence #salesjobs

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NOW ACCEPTING INTERVIEWS: Account Executive - #adtech #martech #earlierstagestartup - $110-$125k base 50/50 split #saas #automation #abm #paidsocial space everything from web, to paid campaigns - all automation REMOTE **MARKETING PEFORMANCE SALES EXPERTS WANTED** DO NOT BOTHER ME IF YOU ARE NOT A MARKETING EXPERT PLZ GIG$$$: 💓 Account Executive (2) team of 4 now 💓 Revenue Operations Manager (1) reports to head of growth 💓 Founding SDR (1) $55-$80k base up to $120k+ OTE uncapped (willing to give $300+ per qualified attended meeting, acquisition costs are less than $1k) willing to see people from an earlier stage #saascompany or people coming from an agency like Directive or any TOP performing seller who has sold into #marketingleaders at scale maybe even a TOP performing Outreach or high volume seller (who wants to be at a series A level) LEGIT #productmarketing fit - good quality, 3rd party data, frameworks to bypass new cookie req Used as a tool to build campaigns, and source data like what #techtools a company uses really refined customer success teams, this company not only cares about new logo they are DEFENDING churn with legit marketing experts and avoiding "traditional csm" tactics one SDR supports 5 AEs - hiring a founding SDR now this company generates 80% of their own pipeline through their own data company has less than 200 employees, small sales (4) team, report to vp of sales & ceo - earlier stage tools: sf apollo Regie.ai (extra points if someone works with this tool) gong postal qualified -deal size $60-$100k -quota: $900-$1.1 million (excluding ramp) -5% rate kicker, for self sourced deals for sellers -get 150 accounts to work with/sell into -open territory/vertical, industry -ICP: $100m+ work with major #saascompanies and some #midmarket brands too -full mdv benefits, dependents are gonna cost you (vp pays less than $700 month for his 3 dependas - employee plan covered at 100%) ppo plan, bxbs, delta dental, vsp, equity with 4 year vest RELATIONSHIPS FOCUSED! VP was the founding #AE and has had CMOS intro them to 4+ companies, very loyal to current buyer! very customer led they want CREATIVE sellers - test, design, perfect, act as a product marketing manager hit me up! #marketingsaas #gtm #consumerintellegence #salesjobs

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NOW ACCEPTING INTERVIEWS: Account Executive - #adtech #martech #earlierstagestartup - $110-$125k base 50/50 split #saas #automation #abm #paidsocial space everything from web, to paid campaigns - all automation REMOTE **MARKETING PEFORMANCE SALES EXPERTS WANTED** DO NOT BOTHER ME IF YOU ARE NOT A MARKETING EXPERT PLZ GIG$$$: 💓 Account Executive (2) team of 4 now 💓 Revenue Operations Manager (1) reports to head of growth 💓 Founding SDR (1) $55-$80k base up to $120k+ OTE uncapped (willing to give $300+ per qualified attended meeting, acquisition costs are less than $1k) willing to see people from an earlier stage #saascompany or people coming from an agency like Directive or any TOP performing seller who has sold into #marketingleaders at scale maybe even a TOP performing Outreach or high volume seller (who wants to be at a series A level) LEGIT #productmarketing fit - good quality, 3rd party data, frameworks to bypass new cookie req Used as a tool to build campaigns, and source data like what #techtools a company uses really refined customer success teams, this company not only cares about new logo they are DEFENDING churn with legit marketing experts and avoiding "traditional csm" tactics one SDR supports 5 AEs - hiring a founding SDR now this company generates 80% of their own pipeline through their own data company has less than 200 employees, small sales (4) team, report to vp of sales & ceo - earlier stage tools: sf apollo Regie.ai (extra points if someone works with this tool) gong postal qualified -deal size $60-$100k -quota: $900-$1.1 million (excluding ramp) -5% rate kicker, for self sourced deals for sellers -get 150 accounts to work with/sell into -open territory/vertical, industry -ICP: $100m+ work with major #saascompanies and some #midmarket brands too -full mdv benefits, dependents are gonna cost you (vp pays less than $700 month for his 3 dependas - employee plan covered at 100%) ppo plan, bxbs, delta dental, vsp, equity with 4 year vest RELATIONSHIPS FOCUSED! VP was the founding #AE and has had CMOS intro them to 4+ companies, very loyal to current buyer! very customer led they want CREATIVE sellers - test, design, perfect, act as a product marketing manager hit me up! #marketingsaas #gtm #consumerintellegence #salesjobs

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Account Executive - #adtech #martech #earlierstagestartup - $110-$125k base 50/50 split #saas #automation #abm #paidsocial space everything from web, to paid campaigns - all automation REMOTE **MARKETING PEFORMANCE SALES EXPERTS WANTED** DO NOT BOTHER ME IF YOU ARE NOT A MARKETING EXPERT PLZ GIG$$$: 💓 Account Executive (2) team of 4 now 💓 Revenue Operations Manager (1) reports to head of growth 💓 Founding SDR (1) $55-$80k base up to $120k+ OTE uncapped (willing to give $300+ per qualified attended meeting, acquisition costs are less than $1k) willing to see people from an earlier stage #saascompany or people coming from an agency like Directive or any TOP performing seller who has sold into #marketingleaders at scale maybe even a TOP performing Outreach or high volume seller (who wants to be at a series A level) LEGIT #productmarketing fit - good quality, 3rd party data, frameworks to bypass new cookie req Used as a tool to build campaigns, and source data like what #techtools a company uses really refined customer success teams, this company not only cares about new logo they are DEFENDING churn with legit marketing experts and avoiding "traditional csm" tactics one SDR supports 5 AEs - hiring a founding SDR now this company generates 80% of their own pipeline through their own data company has less than 200 employees, small sales (4) team, report to vp of sales & ceo - earlier stage tools: sf apollo Regie.ai (extra points if someone works with this tool) gong postal qualified -deal size $60-$100k -quota: $900-$1.1 million (excluding ramp) -5% rate kicker, for self sourced deals for sellers -get 150 accounts to work with/sell into -open territory/vertical, industry -ICP: $100m+ work with major #saascompanies and some #midmarket brands too -full mdv benefits, dependents are gonna cost you (vp pays less than $700 month for his 3 dependas - employee plan covered at 100%) ppo plan, bxbs, delta dental, vsp, equity with 4 year vest RELATIONSHIPS FOCUSED! VP was the founding #AE and has had CMOS intro them to 4+ companies, very loyal to current buyer! very customer led they want CREATIVE sellers - test, design, perfect, act as a product marketing manager hit me up! #marketingsaas #gtm #consumerintellegence #salesjobs

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Want to immediately stand out as an SDR? Do this 👇 Start documenting your experiences and learnings here on LinkedIn. Why? Sales reps and leaders spend a TON of time on LinkedIn. If someone from their company starts posting frequently, They'll notice. You don't want to be the rep that's hitting their number and getting better in silence. You want people to KNOW you're doing these things. Having a strong internal personal brand is essential to get promoted. You want to frame yourself as a hard-worker who is obsessed with their own development as a seller. Posting about it on LinkedIn is like standing on a stage and telling everyone about your progress. So here's what you need to do: Think about the day you had yesterday. Identify what went well and what didn't. Explain it a brief summary. And then post that summary. That's all you need to do to get started.

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Comparing performance of handraiser and non-handraiser SDR cadences for "inbound" leads ⬇️ HANDRAISER • Open rate: > 50% • Meeting rate: 30-50% NON-HANDRAISER • Open rate: ~25% * Meeting rate: ~1% TAKE-AWAY ➡️ Non-handraiser performance is functionally indistinguishable from cold outreach, and in some cases worse. Another reason why the "inbound" vs. "outbound" distinction isn't particularly useful, at least not anymore Instead, we should think about the level of intent of the signal + relevancy of the message.

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BDR to AE in 6 months: A Short Guide 1. Stumble into sales, stay because of the opportunities in front of you 2. Get first SDR/BDR role at a good SaaS company. For me, this was Aircall 3. Develop a taste for commission 4. TRY to Master the basics (cold calling, discovery, email personalization, deal stages) 5. Network, network, network. Sales people love after-work events, and they love a friendly beer and chat. 6. Figure out if your goals align with your current company's goals. Can you be where you want to be in 3 months at this company, or do you have to move? 7. Perform. And be able to show it. 8. Ask yourself where you REALLY want to be. Once you have made up your mind, do everything possible to get there. For me, this was Navan 9. Connect with a recruiter, explain to them where you are and where you want to be. Regardless of open positions on LinkedIn, ask for what you want. 10. Prove yourself in every step of the interview. 11. Sign contract, and continue to prove yourself every day. Not easy, also not the hardest thing you'll ever do. Sales is about knowing what you want, and being able to prove you deserve it. I am super thankful to have the opportunity to prove that I want this job, every single day. I would never have been here if it weren't for the amazing DACH team at Aircall: Léo Fang-Tribalat Murat Cevik Merve Dogan Patrick Michalczyk Philippe Moignard Rosie Rigby Alex Keller Julia Tran Sharifah Marie Bengel Michél Misch Francesco Garcia Choque Tu Anh Nguyen Sean Hayes Caspar D. Hartmann Felix Zietz Charlotte Lattreuter Moritz Kehl Nicholas Mamet Jack Obertelli Channah Gonzalez Escobar, and of course my beloved UKI and Iberia/LATAM teams :) and for the team at Navan, who took me seriously and listened to what I had to say: Anna-Katharina Überbacher Jakob Rohner Laurenz Bordiehn Rachel Tabellion Nils Neumann Now, it's time to finish bootcamp and get my first closed-won.

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If you want to get promoted to AE, You need to have AE skills. And, unfortunately, most SDRs don't have them. Why? Because the SDR role and the AE role are very very different. If you just focus on developing your skills as an SDR and expect to get promoted to AE, You're kidding yourself. You'll get better as an SDR (which is table stakes for promotion), But you won't show you're ready for the next step. So how do you develop AE skills? By doing AE work. This means running calls. And it doesn't have to be customer calls right off the bat. Here's a strategy that worked for me: Schedule a mock call with a different person internally every week. There are 3 big advantages of this: 1️⃣ You get experience running calls and then get quick feedback on where you can improve 2️⃣ You get to work with different personalities and get different perspectives on how to best run a call 3️⃣ Word will get around internally that you're working on your AE skills, which will improve your internal personal brand This is how you take control of your own development. There are a lot of competition for these spots, So you need to make your promotion a no-brainer. There's no better way to do that than to do the job before you actually get it.

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Stuff you think you learn as a SDR: → How to set meetings → How to cold call → How to email blast a ton of people Stuff you're actually learning as a SDR: → How to identify buying signals without talking to prospects → How to tailor a pitch in real time based on these signals → How to run A/B tests on email campaigns → How to creatively source peoples personal contact information → How to track down anyone in an organization and get them on the phone or get in front of them → How to track the most mundane tasks every single day and understand what levers to pull to hone your craft → How to list build at scale with no budget → How to leverage AI to engage prospects at scale → How to work cross-functionally to build campaigns to engage top accounts and so much more. All skills I use to this day. The SDR role is no joke. Do it right, it'll transform your career.

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Summer months are tough for SDRs Prospects take A/L. Reps take A/L. It feels like you have fewer days to work with. Here’s what I do: Look through past Closed-Won cases. Look at the titles/ICP that moved the needle. Build a list of that ICP. Put them into a call-only sequence for one day. This is why: Your talk track will be the exact same, every convo. The pains they’re familiar with, will likely be the same. You’ll also become familiar with talking with that ICP. Learn & mirror the language they use. I do this on days towards the end of the month. Get those dials lined up. P.S - How many times a week do you cold-call?

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