SDR Insider #5

It can be difficult to tune out the rest of the world and succeed in sales, especially during times like these when layoffs are all around us. So, what advice could someone who has continued with their sales career after a round of layoffs share with current SDRs?

The answer: a lot.

And that is exactly what we took away from this interview with former demandDrive SDR Darcy Clew – a lot of advice and motivation to continue working towards your goals, even when the path to get there may seem treacherous.

The ideas behind the topics and questions in Episode 5 of the SDR Insider started with a quote from Darcy: “To succeed in sales…you have to fail.” This quote has become the episode’s title.

Darcy addressed this idea at various points throughout this episode, which also ties into the lessons of Episode 4: ‘No’ in Sales Isn’t Rejection, but Redirection.

Episode 5 takes the conversation a step further while inspiring others to keep trying.

Key Takeaways

What Next?

A time of flux or change often forces us to examine ourselves from different perspectives. That is exactly what happened to Darcy after she experienced her first layoff.

After some time and soul-searching, Darcy remembers thinking to herself, “Sales is…who I am.” And she has continued to thrive in the sales world ever since.

“I am constantly going out and making friends, marketing myself, or networking. It is really hard to find a position that allows me to have that side of my personality shine the same way a sales role does.”

When it came to her next move, she considered the things she liked and what she wanted in her next role, which confirmed her interest in furthering her sales career.

“There is a certain breed of person who becomes a salesperson, and I like being around those people—the ones who are hungry and driven.”

Success and Failure Are a Package Deal

Despite popular belief, success and failure are not separate entities but a package deal. “A lot of learning and growth (in) sales comes by doing things wrong.”

Darcy’s advice for beating rejection? Is “learning how to navigate around that rejection in a way that’s positive and conducive to your learning, as opposed to… retreating internally”

Turning the bad parts of life into learning lessons is not only a golden rule for business and sales but also everything else.

Work On The Things You Find Difficult

Speaking of turning negatives into positives, Darcy shared in this episode how she took things she had previously found difficult to now being assets to her career.

For example, she started asking herself, “How am I going to leverage data I am given on a daily basis….and see that data as something I can leverage to do better.” With this perspective shift, she saw not only direct translations of her work but also the money she was making.

Another example included taking a weakness and making it a strength, such as being more organized. This shift of perspective can be applied to anything in work or life you struggle with.

Attitude is Everything

Darcy’s final piece of advice on the topic? “A lot is about your attitude. A lot of it is about your mindset.”

“When something bad happens, I give myself 48 hours…after that 48 hours, it is time to get it back together”

Her checklist if you find yourself in a time of transition?

1. Ask yourself, what are my transferable skills?
2. Reach out to the network you have acquired and leverage it.
3. Don’t be discriminatory in your job search.
4. Be able to sell yourself and your resume.
5. Have some confidence!

“The only time you really fail is when you stop trying”

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Editor’s Note: This episode is chock full of advice for an SDR hitting a rough patch – something that is inevitable in virtually anyone’s sales journey. In particular, her points on mindset and burnout are perpetually relevant.

We had Tad Bustin on our podcast to talk about the mindset required for SDR success – I recommend giving that a listen as a follow-up to this episode.

And we talked with Quinn Underwood about burnout prevention – another recommendation from me if you’re feeling like nothing is going your way and sales might not “be for you.”

Sales is a grind – no doubt about it. But without the right attitude, it can become unbearable. Darcy’s story and advice is a great reminder of that and a valuable listen for SDRs new and old.

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Sales Rep new or old, we hope you found this episode and post helpful. We are looking forward to sharing more insights from top performers through the SDR Insider, a new initiative from demandDrive.

If you are interested in being included in a future episode or have an idea for a conversation, feel free to reach out to our marketing team at marketing@demanddrive.com.