First things first…

This week, I had the pleasure to meet with Steve Schmidt and to record an episode of his podcast! I think it's as real as I’ve gotten in public. So it's going to be an excellent watch! I will let you know when it’s out!

Content of the week

• My good friend Kinglsey blew up the interview with this one

• Build a GTM juggernaut

What am I seeing this week: From Mayonaise factory to SDR leader

For many of you who are new to my newsletter, I want to make sure you get to know the person behind the words, So

I moved back to the Netherlands in 2013 with the €500 I received when I wrote off my car, thanks to forgetting the adage 'Deer caught in headlights'. Those Deer did not move one bit...

I had an excellent friend, Remy, who took me in and stayed at their place while I figured out what I wanted to do with my life.

All I knew was that the Netherlands was where I wanted to live.

Over several months, I bumped around in different jobs, working at the local mayonnaise factory and picking clothes at a factory.

Finding a job was difficult, especially as my prior experience had been coaching Rugby and in education. Finding a 'proper job' in a foreign country was hard.

I will never forget when a recruiter messaged me about this mysterious role called a 'Business Development Representative'. Initially, I was nervous, thinking I'd not be good at the role.

But she took a stab at me, saying, 'You do not have the experience, but you have such great qualities. You'd be perfect for the role.'

What was it that she took a chance? It was a combination of being able to articulate complex problems simply and my ability to speak with confidence.

It was so powerful that someone took a chance with me, and that started my pathway to being in tech sales.

So, in closing...

Your journey is unique. Ensure you celebrate it!

For those new to the newsletter and like what you are seeing, please click on the subscribe button, and you’ll receive this top-quality newsletter in your inbox every Friday morning!

Five Questions of the Week: Jérémy Carvalho

Today, we are pleased to be joined by Jérémy Carvalho, Team Lead BDR at Talkdesk and the writer of The Top 1% SDR’s Secret Sauce! Jérémy dives deep into how he identifies new team talent and how he rose so fast into a leadership position at Talkdesk!

Thanks for coming, Jérémy! The first question is, why did you become a leader in the first place?

Instead of becoming an AE like most SDRs, I've always had a deep desire to help people and make them progress. I think knowledge transfer is essential to how I am and what I want to achieve.

What core attributes are you looking for when you want to bring talent into your team?

Several points are essential when it comes to bringing talent to my team:

1. Talk the Talk and Write the Write: I need someone who can chat on the phone smoothly and craft emails that don't sound robotic. Communication skills are a big deal.

2. Bounce Back Ability: Rejection is part of the game. I look at someone who can take a hit, learn from it, and come back swinging with a positive vibe.

3. Rolling with the Punches: Sales are constantly changing. I want someone who can ride the waves, adapt to shifts in the market, and stay on top of the latest sales tricks.

4. Go-Getter Attitude: Initiative is key. I love a proactive candidate, always looking for new leads and figuring out how to up their own game.

5. Curiosity is King: The best SDRs are the ones who can't stop learning. I want someone curious about the industry, our product, and the newest sales hacks.

6. Team Player Vibes: While SDR work can be solo, I value someone who can toss ideas around, share insights, and be a team player.

7. Tech Whiz: Comfort with sales tools is a must. I need someone who can navigate CRM systems and use tech to boost productivity.

8. Goal Chaser: Targets are what we're aiming for. I want someone who's all about hitting and surpassing those goals.

9. Customer Champ: Understanding the customer's needs is golden. I need someone who can connect with prospects, get what they're going through, and explain how our product can solve their problems.

You've had a quick rise into leadership at Talkdesk! What was it about you that made you achieve such fast results?

I've always been consistent in my results, surpassing my targets every month. I've also been curious and always go the extra mile. As I said before, one thing that drives me is creating value by helping the people in my team/organization.

What is your leadership methodology?

Active listening is essential. When I do 1/1s with team members, I have a motto: we focus on solutions, not problems. We write down all the problems on a Google Doc, then brainstorm to find solutions. Another critical point is to be available for team members. Everyone is essential and needs to feel valued.

What motivated your newsletter, The Top 1% SDR Secret Sauce?

I used to post 2-3 times a week on Linkedin about prospecting tips. I came up with the newsletter idea after some of my team members told me, "You should create an e-book with all the tips you give us". I started thinking about the format I wanted to adopt and decided to go for a newsletter format. Quite simply because, firstly, it's free and, secondly, it provides a common thread for anyone who wants to start reading it, a bit like a book. Many SDRs or people with prospecting jobs cannot access all the content they need. My vision for this newsletter is to be able to help any SDRs or even, in a broader sense, anyone wishing to prospect have a minimum of basic knowledge.

Book of the week

And Finally!

As we start entering the Holiday period, I want to share with you my gift to you.

I have started a soft launch of my book, Closing the Gap, and I want to ensure you are some of the first to know!

So, as loyal readers of Mastering Sales Development, I want to give you 33% off my ebook: use the promo code EARLYADOPTER at checkout! This promo code is until 31st Dec.