The best SDRs are not cold calling or emailing.

They're warming leads up before reaching out.

This was historically the job of marketing but today SDRs have a new superpower (social media)... AKA LinkedIn.

This doesn't mean you should never make a cold call or send a cold email.

It means you should make an effort to warm leads up before reaching out.

The more transactional your process is, the more difficult this is at scale.

The more strategic your process is, the more this makes sense every time.

It's simple and doesn't require a fancy tool or process.

It requires taking the time to engage with prospects on social media (mostly LinkedIn) before you make contact. 

The objective is simple... for them to become familiar with you and your company before you reach out.

Don't just hit them with one comment and then shoot them a message.

Engage 1-3x per week for 30-90 days to warm the lead up.

Engage with both their personal and company accounts.

THEN put them into your outbound queue.

Results will vary, but you'll see an increase in response rates.

Familiarity is the name of the game.

The best SDR orgs are absolutely CRUSHING this today.

Your goal is to make your outreach feel organic.

You want them to feel like their content got your attention over time and as you got to know more about them through reading and engaging with their content you realized there's a legitimate reason to reach out.

This is how organic relationships are formed via social media, so it's best to take the steps necessary for systematizing this into your process.

Happy Selling,