Missing quota? You could be making this HUGE mistake

Ronen R. Pessar eats, sleeps and breathes sales and has dedicated much of his time to helping reps up their sales and ascend the seller’s ladder. He started as an SDR at Smartling, where he managed 16 SDRs, and 3 team leads. After moving up, he went on to become Senior Director, Commercial Sales & Business Development at SecurityScorecard. 

These are some of his most-hard-hitting pointers for helping SDRs perform like crazy.

Ronen R. Pessar’s Four Keys to Growth

Develop a growth mindset:

Less successful people develop an idea about themselves and allow it to become set in stone. If you are convinced you aren’t a great cold caller, then start facing challenges, you will never improve unless you recognize something has to change.

Research is overrated:

Most SDRs prioritize research when cold calling prospects. Provoking the prospect’s pain point is way more powerful. After all:

• 96% of prospects don’t answer their phone (this means you can do hours of research only to have wasted your time)

• You risk getting stuck in analysis paralysis.

But how exactly do you provoke a pain point?

2-step process: Probe --> Provoke

PROBE:

↳ when it comes to <pain>, do you already have a way to <avoid>?

PROVOKE:

↳ have you ever considered <solution> to get <value>?

Ronen breaks this down perfectly in this recent LinkedIn Post.

Align your motivation with your day-to-day job:

Typically, this is up to leaders and coaches in the organization. However, sales professionals who can naturally motivate themselves by aligning their personal motivations with their day-to-day duties at work are more driven to meet and exceed expectations.

Shameless audacity:

Reps mustn’t be afraid to let prospects know when they’re wrong. Challenging the prospect's perspective on a particular subject creates opportunity to build trust and establish your expertise. Keep in mind, this is a ‘delicate dance’. 

Ronen R. Pessar was featured on mixmax.com where he also spoke on objection handling, the requisites for being a great sales leader, and more.

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