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Say ‘Yes!’ to SDR success

One little word can bring so much to your sales career. Liz Meuse from Hootsuite explains to the Sales Confidence audience the awesome power of ‘Yes!’

Back in October, we staged another of our exclusive SDR-only events, in partnership with Venatrix. Every talk at this event was aimed at helping SDRs be as good as they can be, bringing value to the 100+ SDRs in the audience. Based on these talks, we’ve put together some articles. Even if you couldn’t be with us at the event, you can still get inspired.

Liz Meuse

Liz Meuse is Manager of Global Sales Development at Hootsuite, the social relationship platform that empowers users to execute social media strategies across their organisations.

However, tech wasn’t always Liz’s thing, as she told the Sales Confidence audience.

‘A little over 40 months ago, I was selling coffee machines in the basement of a department store in Canada. If you told me on my first day that I would be standing here talking to you all about sales development, tech, SaaS, any of that, I would’ve laughed in your face!

So, how did Liz Meuse go from selling Nespresso to achieving four promotions and reaching global management level with Hootsuite?

Here are three things Liz did, which she recommends you do too.

1 — Say yes to everything

When you’re in sales, opportunities present themselves. But, you’d be surprised how many people don’t spot them, or, if they do, don’t take advantage. Liz decided early on that she would be a ‘yes person’, saying yes to every opportunity that came her way. It was a great decision, because it created a chain of possibilities.

‘Becoming a yes person is very important. Say yes to piloting a new project. Say yes to shadowing a new person or training someone up. All those different things you do will equip you with the skills that will set you apart from other people in the same position as you.’

‘You get to meet new people, acquire new skills; all things that lend themselves to new opportunities in the future.’

One simple word. So many possibilities.

2 — Get an overview of your business

SaaS businesses can be complex places, particularly if you’re new to the industry. While as an SDR, you’ll be shown early on how to make a good discovery call, for example, you need to take the initiative to educate yourself on many things.

Find out how the business works and how what you do fits into it. Reach out to people who do different jobs, such as AEs and CSMs. Spend time with them and find out how being an SDR relates to what they do.

As well as getting a good understanding of how the business works, you’ll also see what aspects appeal to you personally.

‘I shopped around, trying to figure out what I wanted to work on. I found myself gravitating towards leadership. I enjoyed ramping people up and getting them excited.’

3 — Know your business inside and out

Liz’s final tip to turbocharge your progress in a company is to know your business ‘inside out and backwards.’ When you know what’s going on, not just in the present but in the future, you can position yourself to take advantage of the situation. This puts you ahead of so many other people, who are just thinking day-to-day.

‘Anticipate where things are going in the next six, twelve, twenty months. Understand hiring and firing, when the budget is being put through, where the business is putting its money. What teams are growing? Who’s not performing?’

When you take this intentional approach to building your career, you can make sure that when the opportunities come up, you have the skills that put you at the front of the line.

How about you?

Thanks to Liz for that excellent talk. Now, we want to know what you think.

What have you said ‘yes’ to recently? How did it work out for you?

Leave a comment below and share your story with the Sales Confidence community.

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