OK16: How this BDR smashed the record: 37 meetings in month 1, 2x the old record - Jacob McLeod, BDR, Customer Expansion at Nextiva

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Chef's specials: - Preparation before day one determines month one success - Systems beat motivation in sales performance - Top performers organize differently than average reps

In this episode: A masterclass in SDR excellence with Jacob McLeod, who shattered Nextiva's onboarding record by booking 37 meetings in his first month, double the previous record.

We dissect his pre-day-one preparation, systematic approach to prospecting, and the mindset that separates top performers from average reps.

Whether you're starting a new sales role or looking to level up your game, this episode is your blueprint for accelerated success.

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Here’s more context on Jacob’s team:

They’re not doing cold outbound on customer acquisition. Their focus is outbound for customer expansion: reaching out to existing customers to drive more growth.

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Who is Jacob McLeod?

BDR on the Customer Expansion team at Nextiva

Connect with Jacob: On LinkedIn⁠⁠⁠

https://www.linkedin.com/in/jacob-mcleod-b80a69198/

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When you're ready

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Chapters:

(00:00) Thoughts on the Record

(00:52) Background and Transition to Sales

(01:10) Discovering the Record and Setting Goals

(02:54) Strategy and Preparation Before Day One

(05:26) Onboarding and Early Challenges

(09:24) Organizing and Managing Time Effectively

(18:35) Creative Approaches to Booking Meetings

(22:28) Proudest Meeting and Handling Big Accounts

(29:32) Staying Motivated and Consistent