Superstar SDR 13: Mike Burrows and Katelyn McElroy from Salsify

 Today we have a special episode, because we have two people joining us Mike Burrows and Katelyn McElroy from Salsify. They are two of the top performing SDR's from a group of 30, so they must be doing something right. 

The topics covered, are indexed below the video. If you don't have time to listen to the whole interview, just jump around.

If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had ick Bieszczat, Grant Horvath, Val Moisland, Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate.

Welcome guys!

Topics covered:

0:00 -> Intros

1:20 -> What is Salsify and who do they sell to?

2:00 -> Inbound vs. outbound? 

3:25 -> How are you being measured?

5:30 -> What is your quota?

6:50 -> Katelyn's secret sauce?

10:10 -> Mike's secret sauce?

14:20 -> What companies do you go after?

16:30 -> How does your company work? How many SDR's vs AE's?

19:10 -> What tools do you use?

20:50 -> How do you distribute accounts?

22:55 -> What is your activity?

25:40 -> Cold calling scripts and email templates

27:10 -> Training

31:40 -> What keeps you motivated?

36:50 -> How to get in touch with everyone