In this latest episode of the Enterprise Sales Development Podcast, we had the pleasure of interviewing Charity Lee, an expert in sales development and cold calling. During our conversation, we delved into essential topics such as SDR best cold calling practices, humanizing cold calls, and product-led growth (PLG) sales development. Charity shared valuable insights on effective cold calling strategies, emphasizing the importance of thorough research, personalization, and a value-driven approach. She provided tips on how to humanize cold calls, stressing the significance of authenticity, active listening, and building rapport. Additionally, Charity discussed the role of PLG sales development in today's market, Don't miss this informative episode full of actionable advice to improve your sales development game!

WHAT YOU’LL LEARN

SDR best cold calling practices

How to humanize cold calls

PLG sales development

QUOTES“And the thing I always tell SDR is that you don't have to be an engineer. You don't have to be a developer like they don't expect you to be that, but you do have to know about your industry.” - Charity Lee [13:14]“Because what gets the emotional responses is questions about like what problems people are having or bringing kind of up something, you know, that's a pain point in the industry.” - Charity Lee [17:39]

“And I've worked with reps to make their pitch and I'm like, yeah, they stick by it at the beginning but once they get more comfortable, it always transforms and they're always able to have more kind of like authentic conversations.” - Charity Lee [39:28]

“You have so many different ways the things that you can do and that you can talk about. But if you can get them hooked on one two tops three things, then you've done your job because the wanting more is what's going to make that momentum into your product and into the folks that can talk a little bit deeper about this.” - Charity Lee [44:23]

TIMESTAMPS[0:00] - Meet Charity Lee[6:31] - Charity’s managerial experience[9:37] - How Charity builds her SDR programs[15:49] - The SDR - Persona relation  [21:47] - Charity’s PLG sales development[30:02] - Being human in cold calling[36:46] - Charity on SDR challenges and best practices on cold calling[45:58] - Connect with Clarity

CONNECT

Charity’s LinkedIn

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