On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Scott Barker, Head Of Partnerships at Sales Hacker.

Scott lives and breathes sales – not only does he help lead Sales Hacker, he is a Sales Engagement Evangelist at Outreach, and that GM of the Vancouver Enterprise sales meetup.  

Throughout the pod, Collin and Scott take a detailed tour through prospecting fundamentals – trust us, this is a masterclass on how to be an effective SDR. Highlights include: how to handle the “brush off” ([14:54]), how to increase your response rates ([22:30]), how to handle the inevitable end-of-quarter push ([30:10]), how to stay on a prospect’s radar ([36:10]), how to keep objection handling fresh ([51:05]), and cold call Collin ([1:04:00]).

Links mentioned in the show:
https://github.com/mgp/book-notes/blob/master/never-split-the-difference.markdown
https://www.linkedin.com/pulse/agoge-tribe-sdr-onboarding-revolution-sam-nelson/#/
https://en.wikipedia.org/wiki/Agoge
https://www.linkedin.com/pulse/writing-copy-closers-blueprint-2x-response-rates-sam-nelson/#/