In this episode of the SDR Game podcast, Alrik sits down with Brad Norgate, a Senior Enterprise SDR at ‪@Cognism‬ , to uncover the truth about relevance vs. personalization in enterprise sales. You'll learn invaluable strategies for mastering enterprise prospecting, effective cold calling techniques, and how to maximize sales development results.

Key techniques include Brad's top-down approach to engaging enterprise accounts and his innovative use of Gong to refine his strategy.

Brad shares his journey, tackling initial struggles and ultimately achieving a connect rate of up to 15%, double the industry average.

Discover actionable sales tips and insights that can transform your cold emailing and calling tactics.

Follow Brad:   / brad-norgate-203383226  

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Follow me on LinkedIn:   / elriclegloire  

For more prospecting and sales development tips, join 1'852 SDRs getting the newsletter here: https://sdrgame.substack.com/

Chapters:
00:00 - Intro
01:18 - Cognism Overview
05:17 - Key Performance Indicators (KPIs)
10:41 - Day in the Life of an Enterprise SDR
11:01 - Daily Structure for SDRs
13:11 - Morning Routine for SDRs
17:06 - Post-Lunch Activities
19:58 - End of Day Tasks
21:45 - Cold Calling Strategies
23:36 - Cold Calling Script Tips
25:51 - Discussing Benchmarks with Prospects
27:59 - Product Discussion on First Call
28:31 - Call Termination Strategies
30:06 - Ending the Call Effectively
33:16 - Personalization vs Relevance in Sales
35:44 - Top-Down vs Bottom-Up Sales Approach
38:28 - Favorite Resource for SDRs
40:10 - Advice for New Enterprise SDRs



#sdr #salesdevelopment #prospecting