Graduate Case Study – Garth Agnew – SDR at Termgrid
‘If I could go back, I’d have chosen the SaaSLeads Academy instead of university.’
Garth Agnew is a new graduate from the SaasLeads Academy. He is now starting his SaaS career as an SDR at Termgrid, where he is already wowing prospects and booking meetings. We sat down with Garth to talk about his experiences at the Academy.
Discovering the Academy
Hi Garth. Let’s start at the beginning. How did you come to join the SaaSLeads Academy?
I’m a bit different to most of the other people in the Academy in that I’m a bit older and I’ve got some sales experience. I’d been travelling around the world, surfing and selling surfing holidays. (It was a pretty easy sell, to be honest. ) Also, I live in rural Norfolk on a farm with questionable internet!
A friend recommended SaaSLeads to me and I applied. It’s funny; I didn’t get a reply straight away and I thought, ‘Here we go again.’ It turned out their email was in my junk folder. I only discovered it the day before the application deadline!
What advice would you give someone starting at the Academy?
I’d say to dive in and absorb as much as you can. Prove yourself as a hard worker that’s willing to learn. Also, make use of the huge support network they have at SaaSLeads.
It’s a brilliant opportunity to fast-track your professional career. I’d been trying to get sales jobs before joining SaaSLeads and it was a bloodbath. Job sites aren’t fit for purpose. Recruiters would just mess you around.
But SaaSLeads is a brilliant fit; if someone had offered this to me instead of university, I’d have chosen SaaSLeads.
Building your skills
What skills do you think you developed at the Academy?
I learned a lot about using the software, which I wouldn’t have had a clue about before. But mainly, it was the psychology of sales; that people love buying but hate being sold to.
I also learned about being a good listener. Sales is about seeking first to understand rather than sell. If you don’t get the deal, that’s fine. But, if you keep pushing, pushing, pushing when there’s no fit, you just irritate the prospect.
Which guest speakers did you get the most value from?
The guest lectures were great because they were by people who have done exactly what you’re doing and flourished. The corporate world is new to me, so to network, from home, with people who’ve been in my shoes is such an opportunity.
Saif Khan from Cognism was so helpful. He was doing 100-170 calls a day and his approach was so refreshing. I asked him what to do if the worst happens on a cold call. He said, just laugh and call the next person, forget about it and try again in a month. It’s so simple. Then there was Jack Neicho from SalesLoft. He shared his playbook of objections. It was brilliant.
What are your hopes for the future? Do you see sales as the career for you?
Yes. I’m happy to put in the time to build relationships as an SDR, network and build the skills I need. But sales can facilitate the life I want – and I now know that I can do it without compromising my integrity. You don’t have to be a slimy, greasy salesman and hate yourself to succeed!
Finally, can you sum up your SaaSLeads Academy experience in three words?
A brilliant opportunity.
Find out more from SaaSLeads
If you would like to follow in Garth’s footsteps and join the SaaSLeads Academy, or you just want to find out more, complete the form below.
Ready to talk? Get in touch today