Sales from the minds at SaaSLeads

Mar 17, 2022

We asked some of the SaaSLeads team to give us their best advice for SDRs building a sales career. Here’s what they said.

Want to be the best? 

At SaaSLeads, we’re uniquely placed to get golden nuggets of advice from SDRs who are doing the job right now, as well as sales stars that have achieved success in their careers. 

In this article, we’ll bring you our nine top tips for SDRs. Which ones are you doing already? And which ones will you start doing today? 

Let’s go!


1 – Reading = continual learning

Will Koning – SaaSLeads CEO and Co-founder

Will likes stories and reads or listens to around 20 books every year. 

Reading brings three benefits when you’re in sales:

  • Being able to tell a story is essential in sales. Prospects buy into stories and emotionally invest. The more you read, the better a storyteller you become
  • Reading helps you learn new concepts that you can apply in your role
  • It positively impacts your mental health

Stuck on what to read? Will has many books to recommend. Right now, he’s just finished AMP It Up by the CEO of Snowflake, Frank Slootman. It discusses the importance of execution, which is a perfect trait to master as a salesperson. 


2 – Learn sales skills, not your product

Jon Bratton – SaaSLeads CRO and Co-founder

Too many companies train their SDRs to know the ins and outs of their products – features, roadmap, value drivers. Perhaps, if you’re lucky, you might learn about ideal customer profiles and find the sales playbook. 

But when you ask any salesperson, manager or CRO what their biggest challenge is, it’s not memorising the value prop; it’s booking meetings and building pipeline.

The best SDRs get skills-based training. They learn how to talk to prospects and move them through the sales cycle. Then, when they start, they swim rather than sink.


3 – The most important skill an SDR can have…

Chris Ritson – SaaSLeads COO and Co-founder


You may not be good at a particular thing, but you will be good at it if you keep putting in the hard work and repetition.

Failure isn’t a permanent situation. We need to be ready to fail. Then, measure, learn and come back even better.

No SDR can be amazing all day every day, especially when they’ve just started. But, keep showing up, be open to learn, and you’ll get there.


4 – Build your personal brand

Holly Allen – SaaSLeads SDR Coach and Community Host

If you don’t have a personal brand, you’re just another salesperson. To succeed, you’ve got to stand out from the crowd.

Use LinkedIn (the SDR’s friend!) to build a profile that sets you apart from the herd. Here are three tips:

  • Optimise your profile and content with bright colours, a striking headline and an easy-to-read About section
  • Like and comment on other people’s content – and they’ll return the favour to you
  • Be consistent – Commit to posting and building your brand. The more you post, the more the LinkedIn algorithm will feature you


5 – Get out of your comfort zone

Jack Vesztrocy – SaaSLeads SDR

The only way to grow and succeed is to push yourself away from your comfort zone. 

Don’t settle for doing what you’ve always done, and don’t let your own limiting thoughts hold you back.

Since Jack started at SaaSLeads, he’s not only built a successful career as an SDR; he’s written articles for the SaaSLeads website and hosted a LinkedIn Live. 

Not bad for someone who thought he was super-disorganised and could never do time management. That is, before he started at the SaaSLeads Academy!


6 – Learn how to listen

Indra Gheorghe – SaaSLeads Customer Success Manager

Sales is about building relationships with your customer. The most important skill to focus on? Active listening.

It’s pretty simple really. When talking to your prospect, listen to what they say, take it on board and use it to further the conversation.

Alternatively, here’s what not to do:

  • Continually looking away from the person you’re talking to (even if they’re on a screen)
  • Asking them something they’ve already told you
  • Following a script instead of having a conversation


7 – How to get promoted

Raoul Zaat – SaaSLeads Account Executive

You don’t want to be an SDR forever. Here’s how to position yourself to make that jump to the next stage:

  • Go to follow-up meetings with AEs in your team. Be curious and have a list of questions for afterwards
  • Attend demos with AEs
  • Learn how AEs ask questions and observe how the sales process works
  • Find out as much as you can about your industry, so when you have conversations about your product, it comes across as more natural
  • Perform consistently in your SDR role – hit your numbers and show you can do more


8 – Don’t shy away from difficult conversations

Gabriela Bojilova – SaaSLeads Customer Success Manager

In sales, you have difficult conversations every day. These are the conversations where you see a risk of a negative outcome or how the other person will perceive what you say. 

But remember, conversations are not usually as dangerous as you think.

Here are three tips for those difficult conversations:

  • Ask good questions and listen to the answer. Don’t try to interpret what they say
  • Read their body language and the room to understand the best phrasing to use
  • Control the controllable – you can’t control people’s emotions and reactions, but you can control your thoughts


9 – Look after yourself

Sonia Gonzalez Guillonneau – SaaSLeads SDR Coach

It’s not easy being an SDR. It can be demanding on your time and mental capacity. 

You absolutely have to dedicate time to looking after yourself; your physical and mental health. It’ll make you feel better, work smarter and avoid the dreaded burnout.

Here are 11 great self-care tips:

  • Make lists
  • Prioritise your time and tasks
  • Discover breathing techniques
  • Take regular breaks
  • Get some fresh air
  • Have a morning routine that sets you up for the day
  • Sleep
  • Drink lots of water
  • Listen to music that energises you
  • Eat healthy snacks and have a proper lunch
  • Celebrate wins and learn from failures


Find out more from SaaSLeads

Want to take your first step into the fun, exciting and lucrative world of SaaS sales? It’s time to talk to SaaSLeads.

At, we’ll give you all the skills you need to be a successful SDR on our three-month paid internship. Then, we’ll find you a great job with a fast-growing SaaS company, where you can build a brilliant career.

To find out more, contact us by filling out the form below.

Lena Miah

Lena is our Marketing Executive here at She is versed in all things marketing and loves creating thought provoking, inspirational, and informative pieces for the company. 

Lena was born and raised in London. She has a passion for all things words and completed a BA degree in Journalism at the University of Roehampton. 

When she isn’t keeping the company blog in tip top condition she can be found in a yoga class or checking out the London food scene, but if the food isn’t up to par she could bake it all herself. 

You can find Lena on LinkedIn here 

Ready to talk? Get in touch today