The Hawaii List

Hey SDR Newsletter - Drew here. 

When I first talked to Jimmy and Stephen about taking over the SDR Newsletter, we all agreed that we should focus on examples and tactics. 

There are too many people talking about sales and not enough people in the trenches sharing what actually works.

That’s the overwhelming focus here - but every once in a while, mindset is the tactic. This is one of those weeks.

It was a Friday night at 5 est, end of quarter and I was down 3 qualified holds from the #1 position for the month. 

The #1 guy Rick had won 3 months in a row and I was the new guy on the block. 

And It was looking like it would probably be 4. 

I called my mentor Blake who was the Sr. Director at the time and basically said “Well it was a good shot, #2 isn’t so bad.

He immediately said “What are you talking about, there’s 3 hours left until the end of PST plus don’t forget about the hawaii list” 

I thought he was joking. He was dead serious. 

I immediately pulled a list of PST only + Hawaii contacts in my ICP and started dialing. 

5:34 - Hot pass. Meeting held. 6:12 - Hot pass. Meeting held. 6:43 - Hot pass. Meeting held. 7:49 - Hawaii list. Hot pass. Meeting held.

Holy sh*t I actually did it. 

I sat there for a second just staring at the screen. 

There’s few better feelings than being #1. 

I texted Blake after. He texted back “Told you” 

That moment taught me more about sales than any training I’ve ever sat through. 

This story is the best example I have of the one trait that separates good SDRs from great ones:

There is always a way.

Do not take no (or in this case second place) for an answer. 

The best reps don't accept the situation in front of them - they look for the angle nobody else sees. They dial when everyone else has gone home. They find the Hawaii list.

If you really want something go and get it. 

Find a way.

Find your Hawaii List. 

Happy Calling - 

P.S. None of this happens without Blake guiding me in the first place. Find your mentor before you need one. Become useful to the top reps and sales directors and this will pay dividends long term.