Episode 43: Adam Weitzman

Share on linkedin
Share on twitter
Share on reddit
Share on facebook


Sales Development Representatives bring value to every company by connecting their offer to possible leads and customers — this work, however, is not as easy as it seems. What people don’t realize is the effort it takes to even just connect with a lead.

In this episode, Adam Weitzman, shares with us his experiences as a former SDR in SalesForce and as a current AE inLinkedIn. With David, Adam will walk us through why multi-threaded leads are much more feasible than having just one point person, how important building a relationship is, and how he uses LinkedIn to build trust with prospect leads.

3 Key Points:                                       
1.Start considering having different points of contact in a company vs having just one.
2.Always build relationship and trust first before selling something.
3.Do something that your competition doesn’t.

Time Stamped Show Notes:

  • 00:00 – Talk to the experts at Inside Sales Team for all your sales development needs
  • 00:46 – David introduces Adam to the show
  • 02:27 – After school, Adam decided he will be in a banking-type role
    • 02:40 – In 8 months, he left the job and managed to get into an internship program at SalesForce
    • 03:06 – He later transitioned as a sales development representative (SDR)
    • 03:28 – He was fortunate enough to be an account executive (AE) right after his SDR position
  • 05:12 – SalesForce has a great way of training their talents
    • 05:24 – The internship was a great opportunity to get a ton of exposure
    • 05:58 – In his first month, Adam’s goal was to inform the SDRs who to reach out to, when, and why
    • 06:21 – The biggest opportunity that Adam found in the internship was following through from start to finish
    • 07:31 – Adam’s SDR role helped shape everything for him
    • 08:06 – After his SDR position, he skipped becoming a BDR and went to take on an AE position at LinkedIn
  • 09:11 – As an intern, Adam supported 12 BDRs with hundreds to thousands of accounts on his team
    • 10:58 – There weren’t many opportunities for net new accounts
    • 11:09 – The true measurement of effectiveness are based on the opportunities or pipelines that were generated from the intern’s efforts
    • 12:33 – The relationship between interns and BDRs is crucial to success
  • 15:01 – An SDR gets a list of inbound leads from SalesForce website
    • 16:22 – If an SDR bumps into an influencer it will be one of 2 things: get help to be introduced to the decision maker or seek to gain information
    • 18:04 – There are multiple people involved in buying decisions that SDRs are not relying on one point of contact anymore
    • 18:38 – Adam’s goal in LinkedIn now is to identify people in an organization who are in the sphere of influence in buying decisions
  • 19:57 – Adam shares about a multi-threaded sales lead
    • 20:52 – “It’s all about building relationships and having conversations”
    • 21:26 – Adam gets conversations started through personalization and genuine curiosity
    • 21:41 – Be willing to learn and share about what you do to find commonalities
  • 22:58 – Adam shares an example of upfront selling
    • 24:01 – Learn to ask people or the answer will always be “no”
  • 24:52 – “Who else should we have involved in this conversation?” is a great question to ask a point person who the decision maker is without offending
  • 26:48 – LinkedIn is a platform that gives you information that can help you build a relationship
    • 27:05 – Finding commonalities and understanding what’s important to a person without having to ask is valuable
    • 28:29 – By interviewing thousands of salespeople, LinkedIn now knows that a lot of traditional sales tactics are not as effective as they used to be
    • 29:14 – A few areas LinkedIn Sales Solution help businesses with:
      • Knowing how many people are involved in the B2B buying decision
      • Researching: 75% of research happens online before the company reaches out
  • 32:07 – Revenue Disruption is a great book about the change in buyer processes
  • 33:01 – Sales Navigator allows you to follow individuals and companies regardless of being connected with them
    • 33:12 – Adam talks about how he used Sales Navigator to socially “listen,” get a relationship built, and eventually get his software sold
    • 36:38 – LinkedIn is now a critical tool in finding out what people need
  • 38:12 – Adam’s biggest tip to SDRs is to generate an opportunity with a much higher close rate by recognizing what happens in a buyer’s process
    • 40:25 – Try something different your approach
    • 41:00 – “There’s always different ways of going about doing things”
  • 42:22 – Connect with Adam on LinkedIn
  • 43:00 – Subscribe to our show on YouTube and review us on iTunes
  • 43:08 – Contact us to discuss your sales development needs

Resources Mentioned:

  • SalesForce – Company where Adam worked as an SDR
  • LinkedIn – Company where Adam currently serves as an account executive
  • Revenue Disruption – Book David recommends to know about the changes in buyer’s processes
  • Sales Navigator – A LinkedIn integration tool that Adam uses to connect with individuals and companies

More Appointments. More Pipeline. More Sales.