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Episode 125  |  31:58 min

What is a Sales Development Representative?

Episode 125  |  31:58 min  |  03.02.2020

What is a Sales Development Representative?

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This is a podcast episode titled, What is a Sales Development Representative?. The summary for this episode is: <p>What is a Sales Development Representative? with Morgan J Ingram, Ep #125 </p> <p>If you’re in the world of procurement, a Sales Development Representative (SDR) is an often misunderstood and foreign role. What is an SDR (Or BDR or AE)? What do they do? How does their role impact or affect procurement? My friend, Morgan J Ingram, joins me in this episode of <em>Negotiations Ninja</em> to help us understand the role of an SDR—and why they’re not the enemy. </p> <p>Morgan is currently the Director of Sales Execution and Evolution at John Barrows. His initial dream was to be in sports management—but after graduating college, he realized he’d have to continue his education and get a law degree. On top of that, the odds of him making it were between 1-3%. He pivoted, reached out to a local startup, and ended up being hired as a SDR. </p> <p>Listen to this episode as he shares about his struggle as an SDR and how he broke through and found success. He shares insight into the sales side of the spectrum, his 11-touch campaign strategy, and how to best understand the interplay between sales and procurement. </p> <h2>Outline of This Episode</h2> <ul> <li>[1:35] Morgan J Ingram’s background in sales</li> <li>[6:32] Two strategies to start a cold-call strong</li> <li>[12:00] Overcome anxiety associated with cold-calling</li> <li>[16:20] Morgan’s 11-touch campaign strategy</li> <li>[20:55] What procurement people should know about SDR’s</li> <li>[23:04] An SDRs impression of procurement </li> <li>[27:27] Two pieces of advice about sales and negotiation</li> <li>[30:03] How to connect with Morgan</li> </ul> <h2>Resources & People Mentioned</h2> <ul> <li><a href= "https://www.amazon.com/High-Profit-Prospecting-Powerful-Strategies-Breakthrough/dp/0814437761" target="_blank" rel="noopener">High-Profit Prospecting</a> by Mark Hunter</li> </ul> <h2>Connect with Morgan J Ingram</h2> <ul> <li>John Barrows Sales Training <a href="https://jbarrows.com/" target="_blank" rel="noopener">website</a></li> <li>SDR Chronicles on <a href= "https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA" target= "_blank" rel="noopener">YouTube</a></li> <li>SDR Chronicles on <a href= "https://podcasts.apple.com/us/podcast/the-sdr-chronicles-with-morgan-j-ingram/id1318279610" target="_blank" rel="noopener">Apple Podcasts</a></li> <li>Morgan on <a href="https://www.linkedin.com/in/morganjingram/" target="_blank" rel="noopener">LinkedIn</a></li> <li>Morgan on <a href="https://twitter.com/morganjingram" target= "_blank" rel="noopener">Twitter</a></li> </ul> <h2>Connect With Mark</h2> <ul> <li>Follow Negotiations Ninja on Twitter: <a href= "https://twitter.com/NegotiationPod" target="_blank" rel= "noopener">@NegotiationPod</a></li> <li>Connect with Mark <a href= "https://www.linkedin.com/in/markraffan/" target="_blank" rel= "noopener">on LinkedIn</a></li> <li>Follow Negotiations Ninja <a href= "https://www.linkedin.com/company/negotiations-ninja-podcast" target="_blank" rel="noopener">on LinkedIn</a></li> <li>Connect on Instagram: <a href= "https://www.instagram.com/negotiationpod/" target="_blank" rel= "noopener">@NegotiationPod</a></li> </ul> <p><a href="https://plinkhq.com/i/1300435924" target="_blank" rel= "noopener"><strong>Subscribe to Negotiations Ninja</strong></a></p> <p> </p>

What is a Sales Development Representative? with Morgan J Ingram, Ep #125 

If you’re in the world of procurement, a Sales Development Representative (SDR) is an often misunderstood and foreign role. What is an SDR (Or BDR or AE)? What do they do? How does their role impact or affect procurement? My friend, Morgan J Ingram, joins me in this episode of Negotiations Ninja to help us understand the role of an SDR—and why they’re not the enemy. 

Morgan is currently the Director of Sales Execution and Evolution at John Barrows. His initial dream was to be in sports management—but after graduating college, he realized he’d have to continue his education and get a law degree. On top of that, the odds of him making it were between 1-3%. He pivoted, reached out to a local startup, and ended up being hired as a SDR. 

Listen to this episode as he shares about his struggle as an SDR and how he broke through and found success. He shares insight into the sales side of the spectrum, his 11-touch campaign strategy, and how to best understand the interplay between sales and procurement. 

Outline of This Episode

  • [1:35] Morgan J Ingram’s background in sales
  • [6:32] Two strategies to start a cold-call strong
  • [12:00] Overcome anxiety associated with cold-calling
  • [16:20] Morgan’s 11-touch campaign strategy
  • [20:55] What procurement people should know about SDR’s
  • [23:04] An SDRs impression of procurement 
  • [27:27] Two pieces of advice about sales and negotiation
  • [30:03] How to connect with Morgan

Resources & People Mentioned

Connect with Morgan J Ingram

Connect With Mark

Subscribe to Negotiations Ninja

 

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