In this episode of Enterprise Sales Development podcast, we speak with Ali Palermo, BDR Manager at SafeLease. Ali shares well-developed insights on how she runs her team and how she is building her team now. She discusses themes she’s learned along the way. She also talks about what she thinks are the biggest changes in the SDR space and where she thinks things are going.
WHAT YOU’LL LEARN
What she’s learned in her various roles in the SDR world
How she coaches SDRs on the craft and her coaching must-haves
What she thinks are the biggest changes in the SDR space
Ali’s forecast to where things are going
QUOTES
“It’s personal. It’s not a generic conversation. We’re not just reaching out to anybody. We’ve had multiple conversations with these people. Let’s first understand what the closed lost reason is and let’s be smart about it and thoughtful about our outreach.” -Ali Palermo [06:25]
“For me, a big coaching thing I do with my team is asking the right questions.” -Ali Palermo [10:43]
“You see it so much with BRDs. They’re so nervous that they’re not going to nail the pitch. What I tell them is ‘Look, it’s just a conversation. The worst thing to happen is they tell you a no, and then you move on and call someone else.’” -Ali Palermo [12:35]
“We’re in an industry that is fairly recession proof. We’re working with the self-storage industry, and it’s one of those industries where it’s been pretty consistent throughout time.” -Ali Palermo [24:28]
“There’s definitely room for all of it, I think, interest-based emails as part of a sequence, and I think if you can layer on top of that, right? But also not just interest. Let’s always, always, always provide value.” -Ali Palermo [30:07]
TIMESTAMPS
[00:01] Intro
[00:26] This week’s guest: Ali Palermo
[01:18] Looking beyond the meeting
[06:01] Technique for restarting the conversation
[08:30] Using Gong
[09:56] Coaching the craft of SDR work
[13:03] Her role at SafeLease
[17:19] The must-haves
[21:42] The messaging in the SDR playbooks
[23:51] How the team is handling these current times
[25:17] The biggest changes in the SDR space
[28:27] Personalization in emails
[32:47] Where she thinks things are going
[35:52] How to contact Ali
RESOURCES
Gong Revenue Intelligence
Atrium HQ
CONNECT
Ali Palermo on LinkedIn
SafeLease website
SafeLease on LinkedIn
CIENCE website
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
CIENCE on Instagram
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