I used to be in sales for a while. It was crap. There is no "good sales man." It's all a numbers game. The more people you try to sell, the more sells you get. You never make good money. Don't ever pay for training to better your skills. It's a scam. All the coaches do is hype you up so you can keep chasing that carrot dangling in front of your face.

Good stuff. I've been doing this for the last couple of decades religiously and didn't know it was a thing. Maybe that's why I take control of the call in the opening so well.

Alright I'll give it a shot again to get into SaaS, thanks for the motivation. Had interviews with 20 different companies. made it to the 3rd interview round twice and received 1 offer letter which was rescinded because I was 1 class off of my degree at the time. Started to think it was impossible without moving to a tech hub like the bay area because remote SDR roles have so much competition but after watching this vid I noticed there are some steps that I wasn't doing. Thank you.

How about Cole Gordon sales tips??

You this buddy 💪 we’re all in the cold calling biz together. Thanks for keeping it real and producing great content

Without it being in the title. You spoke to my exact situation. I'm a BDR going through the same thing

You are awesome dude. Helped me a lot setting my Call Flow. Looking forward to more content!!

13:25

I sold my car and gave the cash to Matt after this video, wut

Thanks!

How do you handle gatekeepers? like an employee, staff in a company?

Thank you so much Matt! Over here prepping because I have a SDR interview in the morning 😅

You're a legend

The passion of this guy's. Making me feel uff. Like I want to hire him haha

Andy reminds me of a car dealer I met while looking for a landcruiser suv 20yrs ago. I was dealing with a calm and collective dealer giving me other options (they didn't have landcruiser) I was polite, telling him I was set on what I wanted, than this guy walks in aggressively, talking just like Andy Elliott, really aggressive, viens popping out of forehead, telling me why I should buy the Isuzu trooper, saying "let me tell you why you need this trooper ".. I was like, sir, I've researched and I'm 100% a Toyota guy, but he continued being crazy fast spoken and aggressive, I caught the original sales guy helping me kinda frustrated with his coworker.. I told the guy, I'm out. Aggressive sales guy just gave me a death stare and walked away.. lol

Sorry guys. Permission-Based Openers put you in a Beta position. Just as bad: callers doing poor versions of PBOs have flooded the phone lines (it's December 2024), to the point to those recipients who MAY have given the caller an extra few seconds if called when this first posted now will not.

Yeah the call backs will tell the sales person to buzz off... wont give us a time-day.

recently landed an interview for a tech sdr role out of pure luck, by SV academy who partnered with a startup company. how should i go about vetting a company? what are things to look out for?

🔥🔥🔥

I have 2 comments: 1) a 30 minute SDR meeting every day is a waste of time. 2) if you want to reach people of VP level and up, you should call between 8-9 am. That's when they're not yet in a 1000 meetings but may still pick up.

Thank you for the good tips

VERY VERY VERY VERY GOOD!

Im here today because it's been 2 months and i haven't closed any leads yet for Digital Marketing Services. Everything here is helpful except to the fact that they hung up after declining or your talking to employees and not the actual decision maker.

I go thru that as well. When im selling, im sky high. Endorphins thru the roof. When im not, im a total failure. Its a brutal way to identity with your own humanity

If you want to capture your contacts' attention - slow your conversation down when you are talking your important points. Stop dead when you ask questions. It works. I use them.

This is definitely an SDR master class. How we say something is as important as what we say. Both covered beautifully.

Great video. I've been a Sales Engineer / Trainer with a company for over 24 years. Now I work closely with a lot of young SDR BDRs - man I could not do that job. Selling to people who've invited you to their offices is tough enough....we have super long sales cycles....think selling a CRM or ERP system.....lots of complicated sales to diverse stakeholders..... but they expect these yound SDRs to be fluent in really tough issues . The worst is that they think tweaking some inconsequential strategy is going to have some amazing effect....or slicing and dicing some pointless matrix of region or vertical is the magic trick.....and in reality it's mostly out of your hands.... it's like surfing....you need the wave to be there in the first place.... you can place yourself in the right area but you can't "make it happen" just be ready when it does.

What if they are not welcoming at all and ask "what do you want right off the bat?" And you know the call is not going to be super brief😊 since sales is the end goal. Whats the best work around for that part?

Worked in sales in past, my health is destroyed completely. Can not fix it yet, it is better now but still unbearable

whats the best sales book you can recommend?

My company has an extremely long sales cycle. It's not that I'm a bad salesperson... you can't sell someone who has zero need for what you sell. I'm connected too... there's a yellow brick road for all of us salespeople. Keep educating, stay dialing, and you WILL break through. Seriously, keep educating. If you stop success will wander further away. Matt - you're my hero. Finding you helped me carry on with sales.

Thank you for putting this here! It will be my first day later (on training) and I hate to tell, this really made me AWE! i will definitely follow your scripts Matt i love it and i know i will make it! Hope to see more of your tips and help us who struggles. Thank you!

Hey Matt, I got a rare opportunity with a reputable company as a lead qualification specialist, basically running discovery calls. Do you think it is possible for me to book a 1 hr meeting with you to best prepare myself for the interview process? Thanks.

what do you think about high ticket sales? Been on the journey of high ticket sales and transferring over to tech sales because of the base salary and in a tough financial spot right now haha.

everytime i think about the pressure and stress sales brings, I am reminded of my girlfriend who is an entrepreneur who if she does not sell, she literally will not eat. that is real pressure that people in corporate sales do not have...because atleast you have a base salary.

This approach and way of speaking would NEVER work in the UK...

21 days on my cold calling carrier and look what I have found! Absolute gem..

I seriously struggle with the leaderboard thoughts and knowing I have potential to put up big numbers I’ve been in my industry for a long time an seem to struggle like a rookie still. I don’t know why I can’t seem to break thru an am still sitting average. Everyone seems to believe in me but me. What kinda therapy do u recommend just General counseling?

I just got laid off and things are not going my way, I'm near depression but since I came from customer service and it looks saturated and the competition is high. I though of trying sales this time. I saw this video and man I just hope the opportunity would come my way soon. It's getting tough out here but I'm hanging. Thanks Matt.

I was in the same boat for a couple months, terribly anxious too. It caused physical issues. But the worst part is that at my currently job there are no other reps im literally the only one. When I started there were 2. It’s just not a good place to be, I got out of it mentally the last couple months but physically have had issues. It sad when you like a product but you don’t believe in it because you haven’t seen it perform well and there are so many issues within a company…I didn’t even have business cards for the first two months of this role (this is an outside sales position) the only positive is they are so laid back when I was going through that it’s as if they didn’t even care whether I got results or not. It’s turned into a negative now that the fire has been reignited in me. If there isn’t 6 figure potential in the next role I don’t want to even bother. For anything less than 75-100K the uncertainty and stress at times is not worth it. Really should be aiming for at least 100 within a few years but it depends on stress level. I’d rather make 90-100 and not have them constantly on my ass than go for a position that could have the potential to be double that and be stressed about hitting a number every single day idk. I could think of a lot worse careers overall than sales though

Thank you matt! I never been into sales. I want to get into sales so i started watching your videos. It shows me reality before entering into sales.

Thank you for another great video Matt

This is 100% true Matt; I saw a psychologist for first time after COVID and it got my life on track better than I could have ever imagined. Would recommend to anyone

love it! excited!

Transparent. Upfront. Genuine. Love this type of content once in a while, Matt! Really looking forward to more of your stuff <3

Thank you for your candor here. I think a lot of people need to hear this. This was me at my first SaaS job in 2016 at a fast-growing startup in a tech incubator. Mine was more anxiety than depression, but ultimately it was so bad that I gave my notice and then took the merciful offer from my supervisor to leave that same afternoon. In hindsight, some things I learned: 1.) I didn't resonate with the product and its purpose (ad-tracking software....blech), but I should have stuck in there and learned everything I could to enable myself to move on to a place of my choosing. I didn't face my fears and I had succumb to them instead. 2.) A lot of my anxiety was a physical issue that I had assumed (and was erroneously told by a GP) was mental. I white-knuckled it for 8 more years before changing my gut health and completely dispelling my daily anxiety that I had assumed was related to my job and my mental health. 3.) In tandem with point #2, physical fitness is key and is synergistic with mental health. There's a reason that it's a cliche for tech salespeople to be super into hitting the gym, and while it can be corny or come with the baggage and pratfalls of 'toxic positivity', there is something to be said for making time for even moderate gym time 1-2 days a week to boost/regulate hormone levels and stay healthy physically/mentally *especially* if you stare at computers all day! 4.) This one is the biggest, I think, especially with regard to the depression angle: are you in sales because you're focused on getting? What's your giving like? What do you give? I know we talk about added value in this industry but think about it. There's a reason. It's a win-win. Not only does the customer feel seen and benefit from it, but you do too. Are you mentoring? Are you an aid and asset to your fellow salespeople, or those newer reps underneath you who are about to burn out? If you don't give, if you are inlet-only, you become The Dead Sea. I was 28 when I left my first SaaS opportunity. Now I'm 35 and interviewing for SDR roles and Jr AE roles and it's *hard* to break back in. But I'm getting closer and landing more final interviews--I'm reaching critical mass toward an offer. The work I'm doing in my prospecting and interviewing is reflective of the work I'll be doing in the role, and when I do land that offer, I'll be better than I ever was before, holistically: as a person and as a professional. Thanks for great content like this for those of us who are struggling in the job market. Keep going, y'all!

Please don't call me.

Join customer success

Dude love your content it's been helping me gain traction in interviews, sincerely. Where can I find the video that this clip is from? I'm scrolling around on your channel and so far not seeing it. Thank you for the tips!

this video hit me differently man 🙏