#13: Top Enterprise SDR: time management, enterprise prospecting, cold calling, being relevant vs personalizing, top down approach, and tips & tricks - Brad Norgate, Senior Enterprise SDR at Cognism

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In this episode, I talk with Brad Norgate, Senior Enteprise SDR at Cognism

We talk about his days in the life on an Enterprise SDR, his approach to enterprise prospecting, his cold calling process, thoughts on being relevant vs personalizing, and his top-down approach to enterprise accounts. In the end, he shares his favorite resource: Gong and 2 tips for other enterprise SDRs.

Follow Brad: https://www.linkedin.com/in/brad-norgate-203383226

0:00 intro

1:22 Buyer personas, KPIs, quota, etc

10:41 Time management
22:00 Cold call framework & script

31:28 First call

33:17 Personalizing vs being relevant

35:43 Top-down approach

38:23 Favorite SDR resource

40:10 3 advice for new Enterprise SDRs

42:40 1 advice to ignore

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Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

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