In this episode of the Sales Empowerment podcast, Mike and Shawn talk to Andrew Kappel, SDR & GoToMarket Strategy Consultant for Skaled Consulting. 

Andrew talks about his work, and how he found success as a sales development representative, got promoted to account executive, and not doing very well as a result. Fortunately, he found his niche when he was tasked by his company to work with other B2B companies in designing and implementing modern SDR and GoToMarket strategies. Andrew talks about the most common issues that SDRs face, and the most urgent interventions that make the biggest impact in improving outcomes. 

HIGHLIGHTS

• Know your product just well enough to sell it 
• Always be curious and resourceful 
• Do SDRs overcomplicate things?
• Phones are still the best way to establish a two-way connection
• Try to get the quick wins as soon as possible
• The importance of the feedback loop

QUOTES

The most important trait for sales reps, according to Andrew: "An important trait of SDRs and sales reps is being curious. Having that curiosity and resourcefulness to try to figure stuff out, to do some research."

How Andrew approaches clients: "When I'm working with clients and SDR teams, it's really great to break it down, the outbound process into target, channel, message, and then feedback loop."

Connect with Andrew and his work via the links below: 

• LinkedIn: https://www.linkedin.com/in/andrewkappel/

Connect with Mike and Shawn and learn more about OpTonal by visiting the following links:

• LinkedIn (Mike): https://www.linkedin.com/in/zmmiranda/
• LinkedIn (Shawn): https://www.linkedin.com/in/shawnwinters1/
• Website: https://www.optonal.com/