Steps:

1. Make a copy of the list below in google sheets

2. Request any account that is unowned

3. Make a note of any account you already own

5. Make sure each account was researched and sequenced immaculately

Cloud 100 in Google Spreadsheet

Happy Hunting!

-Sam

Post here

While ICs commonly learn from well-known thought leaders on LinkedIn, leaders tend to learn from other leaders in private. I strongly recommend following each of the SDR Leaders below:

Julia Wyder
Lydia Winn
Sam Griffard 🧪🎨🧮
Alex Herrera-Mora 🐯
🐯Nick Sproul
Tyler Gruca
Melinda Mathews
Zach Clark
Alexander Jason Temelkovski
Bob Wassell
Heather Polzin
Tyler Kopas
Brian Mueller
Elizabeth Peterson
Rob Small
Grant Buckland
Johnnie Salimbene
Lydia Tapia Hutchison
Michelle Laker
Lily Youn Jaroszewski
Collin Chlarson

Happy hunting!

-Sam

Turning public information into a lead list can be extremely valuable, but time-consuming. Here’s a process that would have saved me at least many, many hours as an SDR:

Step #1

Find an event that will have sponsors you want to sell to and navigate to the sponsor page.

Example: www.blackhat.com/us-23/sponsors.html

Step #2

Copy all the text from the sponsorship page and paste it into a google doc

Example: Google Doc with pasted content

Step #3

Open ChatGPT and describe which info you want put into columns

Example: The prompt I would use to make the most of the black hat sponsors would be: 

“Please make a table using the following information with columns for the company name, company URL (and add www. to any urls that don't have that), City, State, Whether the company listed social media accounts (Put a "Yes" or "No", and the sponsorship tier:”

Step #4

Now copy and paste the sponsorship content from your google doc right after the prompt from step #3.

Example:

Please make a table using the following information with columns for the company name, company URL (and add www. to any urls that don't have that), City, State, Whether the company listed social media accounts (Put a "Yes" or "No", and the sponsorship tier: <copy and paste information from the google doc in step 3 here>

To avoid having too long of a prompt keep the info you are pasting in less than 4,000 characters. You can see how many characters you have highlighted by pressing Command + Shift + C.

Step #5

Observe a beautiful table with all the information you need for your lead list. It may stop generating at some point depending on how much text you put into your prompt. Not a problem. Simply use the prompt:

“Please continue with the same instructions for a table that uses information after <last company that was completed>”

You will get a table that looks something like this:

Step #6

Optional: Add a column with a brief description of what each company does.

Use the prompt:

Please rewrite the chart and add a column that describes in one sentence what the company does.

Your table will now have this:

Step #7

Copy and paste the table(s) from ChatGPT into a spreadsheet

Example Spreadsheet here

Step #8

Ta da!

Now you have an organized lead list of cybersecurity companies roughly stack-ranked by how much they spend on marketing.

What if I don’t care about the marketing spend of cybersecurity companies?

I chose to use a specific example to keep it tactical. But!

You can use this same process to organize other public information that would be valuable to organize. Trade shows or conference sponsors, speaker agendas, customer testimonials on a competitor’s website, review websites, Top 100 Lists, etc. 

The process is the same.

Happy Hunting!

Below is a spreadsheet with names, companies, links to their LI profile, and whether they are hiring remote.

People hiring SDRs

I also put together a free course about how to get an SDR job here: How to Get an SDR Job

Good luck!

-Sam

Below is a spreadsheet with names, companies, links to their LI profile, and whether they are hiring remote.

People hiring SDRs

I also put together a free course about how to get an SDR job here: How to Get an SDR Job

Good luck!

-Sam

Below is a spreadsheet with names, companies, and links to their LI profile.

People hiring SDRs

I also put together a free course about how to get an SDR job here: How to Get an SDR Job

Good luck!

-Sam

Usually I don’t comment directly on my polls to avoid biasing them, so I thought I would share my thoughts here.

One thing oddly never comes up in this debate..

What if someone who has great teaching/training skills, but produced mediocre results as a practitioner… Is just really good at teaching strategies that lead to mediocre performance?

I would actually agree with the majority on this poll for most subjects, but disagree when it comes to choosing an SDR mentor.

Current outbound strategy isn’t a subject like math where there isn’t much controversy about what’s actually true and you just need someone to teach it well.

If you want to be a top performer, you need to be able to discern what makes top performers successful whether or not they are good teachers.

I expected a higher proportion to have at least one parent that was a salesperson. An interesting follow-up for those who are first-generation sales people would be “Are you doing better financially than your parent’s were at this point in their career?” My guess (if they are in B2B SaaS) is that it would be yes.

Ok this one was a little tongue-in-cheek. “Working less can actually INCREASE productivity because (x)” articles always go viral on LinkedIn.

No matter how bogus the study/personal anecdote is, these get shared on LinkedIn like crazy.

There might some truth to some of these, but they will be popular regardless.

Performance as SDR is a much better predictor of success as AE than how long you were in the SDR role.

Pretty much every SDR manager I speak to about this says the same thing. There’s just a tight correlation between performance as SDR and performance as AE (unless they are selling an extremely technical product).

Have a question you would like you would like to ask thousands of salespeople? Submit a poll idea here!

FREE Course: How to Get an SDR Job

I put together a free course for anyone who is looking to break into an SDR role.

I’m going to speak with some former SDRs who have been phenomenally successful in different career paths. Sign up below!

Upcoming Webinars

4/27 @ 8 am PT Getting Promoted into Different Career Paths From SDR

4/28 @ 10 am PT Personal Branding Masterclass with Sam Nelson & Daniel Disney

5/3 @ 10:45 PT 6 Ways to Beat the Burnout Within Sales

Subscribe now

If you work in Sales Development you get used to watching individuals jump from low-paying, dead-end jobs… to six-figure incomes in the technology industry with more opportunities than they can handle!

All. The. Time.

Sales development is a social mobility engine 🙌

I put together a (free) course for anyone who is looking to break into their first SDR role:

FREE Course: How to Get an SDR Job

Forward this to someone you know who wants to get into SaaS!

I’m going to speak with some former SDRs who have been phenomenally successful in different career paths. Sign up below!

Webinar: Getting Promoted into Different Career Paths from SDR

4/27 @ 8 am PT Getting Promoted into Different Career Paths From SDR