CHAPTER

10

Twelve Habits of Highly Successful SDRs

As a result of the many books the two of us have read on selling, we have come to the conclusion that there is little new under the sun concerning the habits of highly successful salespeople. However, that doesn’t mean we don’t appreciate a reminder now and again to revisit what we do know, should do, and don’t always practice. Our guidance falls into three broad categories: time management, communication, and professional effectiveness.

Time Management

1. Focus

Focus operates at both the macro- and the microlevels. At the macrolevel, focus is about setting specific, measurable, achievable and/or attainable, realistic and/or relevant, and time-bound (SMART) goals. At the microlevel, focus is ...

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