How Top SDRs Stay Sane When 90% of Their Day Is Rejection

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Hey, I’m Ray Green. I’m a strategic growth specialist for B2B companies.

Since this is social media and anyone can claim anything, here’s a quick rundown of my background:

Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where I doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.

Former CEO operator for several investor groups where I led turnarounds of recently acquired small businesses.

Founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com

Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.

Founder of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com

This video is about building resilience as a crucial skill for outbound sales professionals who face constant rejection and failure as part of their daily work.

I share seven practical strategies I've learned throughout my career to help salespeople bounce back from setbacks, including taking feedback constructively, managing expectations, not taking rejection personally, focusing on controllable factors, using scripts effectively, establishing pre-game rituals, and creating an alter ego to handle difficult situations.

CHAPTERS

00:00 - Challenges of Outbound Sales

01:33 - Understanding Failure in Sales

04:10 - Cultivating Resilience

06:09 - Key Lessons for Building Resilience

06:53 - Strategies for Resilience

08:37 - Managing Expectations

10:07 - Handling Rejection

11:34 - Controlling Your Response

13:43 - The Power of Scripts

15:44 - Establishing a Pregame Ritual

18:28 - Creating an Alter Ego