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#193 S2 Episode 62 - From College Graduate to Rock Star SDR Coach with Katherine Caldwell

/ 23:32/S2:E62
This episode of the Sales Transformation Podcast with Collin Mitchell features Katherine Caldwell, Holistic Sales Coach at Katch Consulting. There is no silver bullet coaching manual. When it comes to sales, you have to play to the individual strengths of your team instead of rigidly following a playbook. Katherine shares how she found her niche selling to VPs of sales. She uses LinkedIn as her main platform to develop her personal brand and become a thought leader to her ICP. A winning strategy of hers includes using LinkedIn's video messaging feature as an opener and personalizing it. She shares that, due to the nature of her ICP, she can really customize her messages to the tone she thinks the receiver will resonate with.

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HIGHLIGHTS

01:27 Using LinkedIn to sell to VPs of sales and training SDRs

04:19 Innovating sales and interview processes for clients 

07:01 Sales manager vs sales coach: Play to individual strengths with a vision board

11:03 Personal branding on LinkedIn: Use video and become a thought leader

15:48 Personalize LinkedIn videos: Do your research on your prospect

18:57 Creating a course and monthly on-demand access for clients

21:13 Connect with Katherine 
 

QUOTES

02:21 "I was selling to VPs of sales, which people say is the hardest persona to sell to. And so I was really having to figure out how can I break through the noise in this crazy time? So I started using LinkedIn like crazy."

07:23 "We can't have that management approach where everyone is doing ABC every single day. We have to have the coach mindset where we're able to easily pick out what people are good at and then get them doing that on repeat." 

09:25 "I don't think a lot of managers know that their new SDR wants a Mercedes next year or that someone's playing to buy a house or have another child coming soon. And so being able to create that vision board and have the holistic view of your salesperson will help you tap in as a coach in an insane way that no one else is doing."

13:12 "My golden nugget of advice is, after you've sent a video, they've heard your voice, he's seen your face, they've seen some follow-up, that's when you start cold calling. Because I just found so much gold in being able to call people."

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Learn more about Katherine in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

#193 S2 Episode 62 - From College Graduate to Rock Star SDR Coach with Katherine Caldwell

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