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Seamless AI is looking for a Sales Development Representative–how could I pitch them?

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Mitchell Earl answered

Working in sales at a software company that makes a sales tool is about as good as it gets for a career in software sales. (The reason being you’ll be calling into a ton of other sales organizations, many of which are also software startups.)

This means as part of your job, you’ll get to build a network with people who could later be co-workers, potential bosses, or valuable contacts. Another not-so-obvious advantage of this role is it’s in Columbus, Ohio versus a major tech hub. Maybe that makes it a less-competitive talent pool, but the real benefit in my opinion is that it’s a city with a lower cost of living.

Skills/Responsibilities that stand out:

• Strong demo pipeline using dialer system

How I’d play this one:

Lead generation software is a competitive market, so you’ll want to bring your A-game. I’d combine several different tactics. These are to show you understand their product, the market, who their customers are, and that you've thought about how to reach them. Then you'll wrap it all up in a nice presentation to show you’re willing to go above and beyond.

Product Demo and Market Research: First, go demo their product. Get a sense for how it works. Take note of what data their product offers for leads.

Then, look around on their website. Get a sense of who their customers might be–what titles at what companies might indicate a good buyer?

Lastly, go look up any competitors in their space. Try to figure out why someone might choose Seamless.ai over other tools, and vice versa.

Lead List: This company sells leads. So it’s probably already cost effective for them to get info on leads–but which leads? For a lead list, I suggest focusing on people you already know or have a good connection that could make an introduction–specifically people who might be good buyers.

Using the info you collected in the market research section, go search your own personal network on LinkedIn. Make a list of anyone who works in sales whom you think might be able to benefit from Seamless.ai. You’ll use this.

Project: With the list of leads you have in mind, come up with a few steps you could use to get in touch with these people.

If you already know them, go ahead and try to schedule a call to learn from them. On those calls, explain that you’re on the job hunt and considering Seamless.ai, so you want to learn. Ask how they get leads now, what they spend, and what the quality of those leads are. Ask them if they’d be open to another conversation–when you get the job–if you can put together a better offer for them.

For the leads you don’t know personally, I recommend coming up with a three- to five-step sequence of emails and phone calls for getting in touch with them. Document this process (you don’t necessarily have to do this, but spell out how you would do it if you did have the job).

For bonus points, research what dialer software tool they use and reference that in this. If you can score a trial, I’d also recommend testing out the tool to get familiar.

Tailored Pitch: Assuming you’ve run the above process, it's now time to bring all the steps together.

I recommend using two tools to highlight everything you’ve done in this exercise: Google Slides and Loom.

Start by creating a new slide deck in Google Slides. Add the company’s logo and colors to the cover slide with your name and the role you’re interested in. Something like, “Hey Seamless.ai, I’m [your name], and this is why I’ll crush it as an SDR.”

To take this to the next level, go use LinkedIn to try to figure out who the hiring manager for the company might be (even if it’s just your best guess). For this role, I’d look for anyone in the Columbus, OH office with a title of Sales Manager or VP of Sales. Address the presentation to that person. It makes it feel even more personal.

Then, in a few slides, outline what you like about the company, why what they do matters to you, and how the skills they ask for translate well with your existing skills (even if you don’t have a ton of experience).

Then, spend two to three slides outlining the results of the exercise you put together. Don’t go too into-the-weeds here–you’ll cover this in the Loom video.

On a final slide, add how they can get in touch with you.

Once you have your deck finished, hop on Loom, and record yourself on-camera talking through the slides. Explain the content, and go into a little more detail about what you learned through the exercise and how you can apply that to be successful in the role.

Then, last step–this is critical: after you send in your application, go back to LinkedIn, find the person you think might be the hiring manager, and message them, sharing your video, slides, the lead list, and the project you created. While you’re at it, go ahead and send an email as well–something like, “I want to make sure you saw this."

Then, if you don’t hear anything back, follow up every 24-72 hours until you hear something.

This is sales–so you’re trying to get a response (even if it’s a "no"). If you can prove you’re capable of persevering through rejection until you hear something, then it’s a good signal. Sure, use your judgement, and try not to be annoying.

But remember, if you don’t have any experience, leveraging your effort and willingness to work hard can both be secret weapons.

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