Terry Williams

SDR Managers aren’t going to like this but... I give a spiff to the SDR with the most cold call rejections. Part of their job is getting rejected all day long. Part of my job is making sure my team doesn’t let that crush them. When you flip rejection into a game, something interesting happens: The fear of rejection goes down. The number of dials goes up. With more rejections came more conversations, and more conversations created more opportunities. Being a manager isn’t about nagging your SDRs to book more calls. It’s finding ways to keep your team energized when the work is tough. Sometimes the best way to win is to lose more first.

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The SDR-to-AE track is a cheat code. 👉 Average U.S. salary: $63,795 (SSA) 👉 Average SDR OTE: $85,000 (RepVue) 👉 Average AE OTE: $180,000 (RepVue) As an SDR, you’re starting $21,205 above the national average. One promotion later? You’re $116,205 ahead. If you’re already an SDR, maximize the opportunity. If you’re considering becoming an SDR, take the leap. It could be the best decision you ever make.

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Why most SDR outreach is getting ignored in 2025 ? Buyers don’t answer cold calls. They ghost emails. LinkedIn messages go unread. Because every SDR is doing the exact same thing. ❌ Sending the same “Just following up” email ❌ Copy-pasting generic templates ❌ Relying on automation instead of personalization Buyers are drowning in bad outreach. So what actually works? >> Make it about them, not you. → Stop leading with “I’d love to book a call.” Instead, start with “I saw your post about [X] and had a quick insight to share…” >> Use multiple touchpoints. → Combine email, LinkedIn, video, and (yes) even voicemail. Buyers need multiple interactions before they engage. >> Follow up with new value. → Every touchpoint should add something new. A fresh insight, a relevant case study, a question that makes them think. The SDRs who stand out are the ones who put in the extra thought. Are you? We are teaching what works in 2025 in our live cohorts. Link to speak with me in the comments. #sales #sdr #outbound

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Coffee Chat with the same New SDR ☕️ New SDR: “I finally got an interview!” Me: “Amazing. How’d you prep?” New SDR: “I read the job description twice.” Me: “Nice. What’s their ICP?” New SDR: “Um… not sure.” Me: “Alright. What’s their value prop?” New SDR: “The website said… innovation?” Me: “Ok. Who are their competitors?” New SDR: “…I’ll Google it?” Me: “My friend. Research is your prospecting. Without it, you’re pitching blind.” Here’s the real talk: Getting the interview is step one. Converting it is step two. *Know the company like it’s on your account list. *Understand their customers, their pain points, their market. *Anticipate objections (aka tough interview questions). *Come with a POV, not just answers. Your first quota isn’t pipeline. It’s trust. Earn it by showing you do the work others won’t. Because in sales (and interviews), preparation is the unfair advantage. P.S. Another SDR got a 100%+ hike and was trained under GTM Bootcamp (review coming soon) #SDRLife #JobHuntTips #TechSales #ColdOutreach #SalesHumor #HumanSelling #CareerStarterPack #CoffeeChatWisdom

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When I started coaching an SMB AE, he was a quota ghost—5 months straight, barely cracking 25% close rates. His company could have fired him. Instead they brought me in We tore into 1:1s, call replays, deal autopsies. By month 7, he was closing 60% of his demos and got promoted to Sr. AE. Here’s the 5-step gut-punch playbook we used to turn his sales around: 1/ Kill the Product Hype: He’d lead with ‘Let me give you a walkthrough of [product]’—and lose them in 5 minutes. We flipped it: ‘Out of [all the problems mentioned], whats #1 on your list to solve in next 90 days?’ Discovery became the star; the product waited its turn. 2/ Name the Bleed, Then Bandage It: He’d rattle off features like a spec sheet. I taught him how to alley-oop it to the feature. Example: "You said [PROBLEM] is killing you—here’s how we stop it." Pain-first hooks them; solutions seal it. 3/ Drop the Commission Chase: He’d oversell every deal, gunning for the fattest paycheck. We flipped it: "This solves your headache—nothing more, nothing less." Honesty built trust, and deals started closing faster. 4/ Cut to the Chase: His demos dragged with fluff—prospects checked out. We slashed the word salads, hit their pain point in 3 minutes: Example: "This is why you’re here; here’s the fix." Speed won them over. 5/ Sell the Win, Not the Widget: He’d geek out on feature details—felt like a CS onboarding call. We reframed it around solving the prospects problems in the shortest period of time. Example: "Here’s how this gets you [GOAL] faster." He stopped being a demo monkey. SMB reps have the chops—they just need the right lens.

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The Average Household income in America is roughly $80,000. The average SDR is making $85,000 The average SMB AE is making $130,000 a year. The average MM AE is making $165,000 a year. And don't even get me started on what some top performers are making... If you crush it as an SDR, are at a company that actually promotes top talent, and continue to perform as an AE you can literally double your income in just a few years. There are VERY few career paths that unlock that kind of earning potential that early in your career. My favorite thing about this industry though... you are not confined to a certain income... and you are not holding out for a bonus at the end of the year. Your earning potential is uncapped and is a direct reflection of your production, there is no subjectivity, and you can influence the outcome. That is power. I teamed up with RepVue and put together a few resources with some more details on salaries based on roles... check it out. SDR salaries & a list of high-paying SDR Roles: https://lnkd.in/gqfUbnqR SMB AE salaries & a list of high-paying SMB Roles: https://lnkd.in/gcpnQ_Xt Mid-Market AE salaries & a list of high-paying MM Roles: https://lnkd.in/gPd-RHCb Ent AE salaries & a list of high-paying Ent Roles: https://lnkd.in/gibqD9Gv

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