Be The Delta

Opt In | Ep. 39

Welcome to a Rewind version of Opt In! This might be episode 39, but this was actually the 2nd ever-recorded episode of the show! We’ve come a long way since then…

The idea behind this episode started when AJ & Greyson (of SDRev fame) interviewed François Bourdeau for the SDRepresent video series.

In it, when asked a question about what the best SDRs are doing, he brought up the idea of being the delta between what your prospects can find about you online and what they can’t.

Basically, instead of leaning on feature/function for prospecting (think copy/paste website content in an email), the best reps are able to leverage anecdotal stories about how they’ve helped other customers solve similar problems or challenges.

That resonates more powerfully than reading through a bulleted list of features. AND it’s not something you can easily find online – these stories are coming from the unique perspective of the rep. They’re more personal and relatable.

Less product-heavy, more experience-heavy.

It’s not easy (if it was, everyone would be doing it), but if you want to level up your prospecting then you need to start humanizing your messaging.

Opt in to being the delta between what prospects can find about you online and what they can’t – because that’s what drives buying decisions.