In this episode of Enterprise Sales Development podcast, we speak with Arpit “Appy” Choudhary, Head of Sales Development at Blend and previously at LaunchDarkly. Appy shares his insights on how to run a sales development team and the sales techniques that have worked for him throughout his career. He discusses scaling efficiency tips, his gifting techniques and ways of managing an SDR team.
WHAT YOU’LL LEARN
The practices Appy has taken up since the remote shift to keep his team inspired and motivated
What he uses to measure the success of his team and what kinds of analytics he would encourages sales leaders to take a look at when measuring success of a team
His thoughts on driving personalization through sales outreach and how he helps his reps prepare for these calls
Appy’s favorite sales methodologies
How he coaches an SDR for a specific conditioned response
His perspective on the departmental shift between SDRs and marketing
The skill sets SDRs need vs the ones developed in the closing role and how SDRs can bridge that gap
How he screens for SDRs during the hiring process
What he feels is changing the most about the SDR role
QUOTES
“We started doing weekly call review sessions, where we probably bring four to five calls as a group together. Everyone would listen to the call on the meeting, enter their Gong score card and then give the feedback on the call itself. This encourages a lot of people to learn, not just from their leader, but from their peers.” - Appy Choudhary [05:37]
“If the culture of the team is good, then anything can be achieved. If the culture is not great, it becomes difficult to experiment new things.” - Appy Choudhary [09:23]
“So the difference I see is that calls work more with the banking sector compared to the VP engineer and persona we were going after. ‘Cause in this space, people are in their roles for a really long period of time. They’re not very tech savvy. They’re not active on LinkedIn, but they’re more active on the phone.” - Appy Choudhary [13:10]
“It’s all about asking the questions and asking for their permission rather than throwing things on them.” - Appy Choudhary [27:12]
“Someone who’s persistent than consistency is very important when you’re an SDR because 99% of the time the answer is going to be no.” - Appy Choudhary [35:52]
TIMESTAMPS
[00:01] Intro
[02:00] Meet Appy Choudhary
[03:34] Practices he has taken up since the remote shift
[07:15] The size of his team and measuring team’s success
[14:28] Driving personalization through sales outreach
[19:34] His favorite sales methodologies
[26:03] Coaching for a specific conditioned response
[31:59] The departmental shift between SDRs and marketing
[34:42] The division of skill
[37:37] Screening for SDRs
[42:56] What he feels is changing the most about the SDR role
[44:41] How to contact Appy
RESOURCES
Sendoso
Charlie Brown’s teacher speaking
The Sandler Selling System
MEDDIC
Gong
CONNECT
Appy Choudhary on LinkedIn
Appy Choudhary on Twitter
CIENCE website
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