SaaSy Talk Unfiltered - SaaSy Talk S01.46: Embracing the Role of SDRs

SaaSy Talk S01.46: Embracing the Role of SDRs

Explicit content warning

02/18/24 • 51 min

SaaSy Talk Unfiltered

About The Guest(s): Victoria is an experienced SDR Leader, most recently awarded top 60 SDR Leaders in the space. She currently is the Director of Sales Development for NAMER and LATAM over at LivePerson. She started her journey at LivePerson as an SDR about 4 and a half years ago and has been there ever since. She is passionate about managing SDRs and SDR Leaders and helping them reach their career goals and full potential.

Episode Summary: In this episode, Victoria shares her journey into the tech industry and provides valuable insights for aspiring SDRs. She emphasizes the importance of doing thorough research on top tech companies, reaching out to people at those companies, and networking to break into the industry. Victoria also discusses the role of SDRs in a tech company, the skills required to be successful, and the significance of onboarding and training. She highlights the need for a strong tech stack and the importance of using tools effectively. Additionally, Victoria shares her perspective on career progression for SDRs and the role of SDR Managers in supporting their growth.
Key Takeaways:

Conduct thorough research on top tech companies and reach out to people at those companies to break into the industry.
Start as an SDR to gain valuable experience and learn the fundamentals of sales.
Focus on building relationships and networking to create opportunities for career growth.
Utilize a strong tech stack and ensure proper onboarding and training for SDRs.
SDRs should be motivated by hitting their numbers, making money, and career progression.

Notable Quotes:

"Starting out as an SDR is the best way to break into the tech industry and learn the fundamentals of sales." - Victoria
"SDRs are a privilege, not a necessity. They play a crucial role in generating interest, booking meetings, and qualifying leads." - Victoria
"The role of an SDR is to generate interest, book meetings, and qualify leads. It's all about creating opportunities for the sales team." - Victoria

Chapters

00:47 Victoria's Early Career and Transition into Tech

03:35 Victoria's Career Progression at LivePerson

04:49 Advice for Aspiring SDRs

05:38 Tips for SDRs Looking to Break into Tech

08:36 Building a Successful SDR Team

12:31 The Role of SDRs in a Tech Company

13:49 The Importance of Onboarding and Training for SDRs

19:01 Career Progression and Transition for SDRs

22:30 The Future of SDR Roles and Career Opportunities

31:55 Understanding Commission Payouts

33:19 Tracking Key Metrics for Success

35:24 Exploring the SDR Tech Stack

36:50 Debating Where SDRs Belong in an Organization

42:16 Becoming an SDR Manager: Skills and Pathways

44:16 The Value of Mentorship and Personal Development

47:58 Quick Fire Round including The Great Peanut Butter Debate

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#Leadership #SaaSyTalk

Conduct thorough research on top tech companies and reach out to people at those companies to break into the industry.
Start as an SDR to gain valuable experience and learn the fundamentals of sales.
Focus on building relationships and networking to create opportunities for career growth.
Utilize a strong tech stack and ensure proper onboarding and training for SDRs.
SDRs should be motivated by hitting their numbers, making money, and career progression.

Notable Quotes:

"Starting out as an SDR is the best way to break into the tech industry and learn the fundamentals of sales." - Victoria
"SDRs are a privilege, not a necessity. They play a crucial role in generating interest, booking meetings, and qualifying leads." - Victoria
"The role of an SDR is to generate interest, book meetings, and qualify leads. It's all about creating opportunities for the sales team." - Victoria

Chapters

00:47 Victoria's Early Career and Transition into Tech

03:35 Victoria's Career Progression at LivePerson

04:49 Advice for Aspiring SDRs

05:38 Tips for SDRs Looking to Break into Tech

08:36 Building a Successful SDR Team

12:31 The Role of SDRs in a Tech Company

13:49 The Importance of Onboarding and Training for SDRs

19:01 Career Progression and Transition for SDRs

22:30 The Future of SDR Roles and Career Opportunities

31:55 Understanding Commission Payouts

33:19 Tracking Key Metrics for Success

35:24 Exploring the SDR Tech Stack

36:50 Debating Where SDRs Belong in an Organization

42:16 Becoming an SDR Manager: Skills and Pathways

44:16 The Value of Mentorship and Personal Development

47:58 Quick Fire Round including The Great Peanut Butter Debate

Subscribe on Spotify:

https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq

Subscribe on Apple:

https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070

Subscribe on YouTube:

https://www.youtube.com/@SaaSyTalkUnfiltered

Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered

Subscribe to our Newsletter:

https://substack.com/@saasytalkunfiltered

Visit our Website:

https://saasytalkunfiltered.transistor.fm/

Follow Ricky Sevta on Linkedin:

https://www.linkedin.com/in/rickysevta/

Follow Sean Diljore on Linkedin:

https://www.linkedin.com/in/seandiljore/

#Leadership #SaaSyTalk

Previous Episode

SaaSy Talk S01.45: Demystifying the Complexities of SaaS Pricing with Dan Balcauski

About The Guest(s): Dan Balcauski is the founder and Chief Pricing Officer at Product Tranquility, based in Austin, TX. He focuses on helping high-volume B2B SaaS CEOs define pricing and packaging for new products. Over his career, he has worked in both B2C and B2B companies ranging from startups to publicly traded enterprises.

Summary: In this episode, Dan Balcauski joins Ricky and Sean to discuss the complexities of SaaS pricing. He shares insights from his career in the tech industry and explains how he transitioned into entrepreneurship. Dan highlights the most common mistakes made in the early stages of SaaS businesses and emphasises the importance of understanding customer value and market segmentation. He also provides practical advice on determining initial pricing and explains the process of pricing as a continuous journey. The episode concludes with a discussion on the pitfalls of freemium strategies and the benefits of value-based pricing.
Key Takeaways:

Pricing is not just about the dollar amount; it's about who and how you charge. Understanding your customer and their needs is crucial for successful pricing.
Startups often make the mistake of trying to emulate the pricing strategies of large companies without considering their unique market and customer base.
Pricing should be an ongoing process, not a one-time event. It should be continuously evaluated and adjusted based on market dynamics and customer feedback.
Freemium strategies may not be the best approach for SaaS businesses, as they can lead to low conversion rates and create friction within the organisation.
Value-based pricing, which focuses on the differentiated value a product provides to customers, is a more effective and sustainable pricing model.

Notable Quotes:

"When it comes to SaaS pricing, most executives think that what you charge determines your success. In fact, who and how you charge determines your success." - Dan Balcauski
"You don't build average products because there's no average person. Similarly, there's no average price." - Dan Balcauski
"Pricing is not an event, but a process. It should be continuously evaluated and adjusted based on market dynamics and customer feedback." - Dan Balcauski

Chapters 00:06 Guest's Journey into Tech

01:36 Transition into Entrepreneurship

03:02 Challenges and Mistakes in Pricing

03:17 Understanding the Importance of Pricing

06:39 The Role of Pricing in Early Stage Startups

07:43 The Process of Pricing

14:32 The Impact of Economic Climate on Pricing

19:02 Pricing in the Context of Competition

19:58 Understanding Your Competition and Customers

20:39 Defining Your Market and Customer Segment

21:14 The Innovator's Dilemma and Disruptive Business Models

22:36 Understanding Different Market Segments and Value Proposition

23:18 Innovative Monetization Strategies

24:44 Understanding Customer Value and Pricing Orientations

25:17 The Journey of Pricing: From Cost-Based to Value-Based

29:33 The Pitfalls of Freemium Strategy

35:46 Closing Thoughts and Personal Insights

Subscribe on Spotify:

https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq

Subscribe on Apple:

https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070

Subscribe on YouTube:

https://www.youtube.com/@SaaSyTalkUnfiltered

Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered

Subscribe to our Newsletter:

https://substack.com/@saasytalkunfiltered

Visit our Website:

https://saasytalkunfiltered.transistor.fm/

Follow Ricky Sevta on Linkedin:

https://www.linkedin.com/in/rickysevta/

Follow Sean Diljore on Linkedin:

https://www.linkedin.com/in/seandiljore/ #Leaders...

Next Episode

SaaSy Talk S01.47: The Peaks and Valleys of CEO Life

About The Guest(s): Sahil Patel is the CEO of Spiralyze, a leading company specializing in predictive CRO and data-driven website optimization. Prior to Spiralyze, Sahil was the CEO and founder of ER Express, a successful SaaS company, which he led for 11 years before its sale in 2021.

With over 23 years of experience in sales, operations, software development, and finance, Sahil also holds an undergraduate degree from Emory University and an MBA from Harvard.

Throughout his career, Sahil has worked with renowned organizations such as Netflix, Podium, NBA, Lowe’s, Harvard University, and Gusto. He specializes in website conversion optimization, running over 130,000 A/B tests for clients, and offers unique insights into best practices for efficient A/B testing.

Episode Summary: In this episode, Sahil Patel shares his journey as a CEO and the lessons he has learned along the way. He discusses the challenges and rewards of being a CEO, the impact of the role on personal life, and the importance of mental health and support. Sahil emphasizes the value of simplicity in business and the power of building a strong team. He also provides insights into his approach to goal-setting and time management.

Key themes discussed in this episode include the intrinsic and extrinsic rewards of being a CEO, the challenges of balancing work and family life, and the importance of seeking help and support. Sahil's personal experiences and reflections offer valuable insights for aspiring CEOs and entrepreneurs.

Key Takeaways:

Being a CEO is emotionally taxing and requires resilience. The job is not just about achieving external success, but also finding intrinsic rewards in creating value for customers and developing your team.
Balancing work and family life is a challenge for CEOs, but it is important to prioritize personal relationships and be present for your loved ones.
Seeking professional help, such as therapy, and joining peer groups can provide valuable support and guidance for CEOs.
Keeping goals and plans simple and focused is key to success. Having a clear vision and working on a few key priorities can lead to better outcomes.
Building a strong team and creating a positive work environment are essential for long-term success as a CEO.

Notable Quotes:

"When you're the CEO, there's not a lot of social kudos. No one's giving you a performance review and saying, 'Here's three things you did well last quarter.' And here's a couple of things I want you to work on."
"If you're the CEO that can create that kind of workplace where people are no longer being paid to be there, they want to be together, I think that's number one."
"Get the help before you need it. When you're in crisis mode, you don't have a lot of options. If you can work on yourself before you're in crisis mode, you're going to be in a stronger place."

Chapters 00:08 Sahil's Journey to CEO

00:13 The Story of Spiralize

01:44 The Challenges and Rewards of Being a CEO

07:19 The Impact of Being a CEO on Personal Life

11:01 The Intrinsic and Extrinsic Rewards of Being a CEO

13:59 The Importance of People in a CEO's Journey

15:45 Reflections on the First CEO Gig

20:08 Balancing Work and Family Life

20:53 The Importance of Mental Health and Support

22:20 Challenges of Young Entrepreneurs

23:05 Tools for Personal and Professional Growth

27:43 The Power of Simplicity in Business