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Make Cold Calling the First and Last Thing You Do Every Day

3 min read
Jun. 26, 2015

Meet The Salesloft Staff: Adam Johnson

Adam’s Bio: Adam joined the Salesloft family in the spring of 2015, and has quickly become one of the strongest sales development reps on the team. After years of experience at Verizon, Adam brought experience and personality to the SDR team. His sense of humor and ability to make every situation positive and fun make him a powerhouse on the phone with prospects. Here’s some tips and tricks Adam uses to stay motivated, productive, and positive in his sales development role.

What’s your ultimate sales development productivity hack?

Make cold-calling the first and last thing you do every day. The ideal time to reach a prospect is when they are at their desk working. Meetings, conference calls, lunches, and other things that pull a prospect away from their desk occur primarily closer to the middle of the day. So the best time to catch them is usually right when they get into the office in the morning or at the end of the day when they are wrapping things up.

Who is someone in the world of startups or sales development that you admire or find inspiring?

Mark Cuban is someone that I’ve always enjoyed following. He’s been hugely successful in business, but he seems to stay as hungry as a young entrepreneur. It’s a good example to follow for any salesperson.

How do you use Salesloft Prospector/Cadence on a day-to-day basis?

Salesloft Prospector is the easiest way to find contact information for prospects on the internet. I can do advanced searches on LinkedIn to find the exact prospects I’m looking for and Prospector automatically verifies the corresponding email addresses and phone numbers.

Still, you can have the perfect list of prospects, but if you don’t have a defined, repeatable process for reaching out to them, you’re not getting the most out of those leads. Salesloft Cadence makes it easy for me do that.

What quote do you live by, both personally and professionally?

You will get all you want in life if you help enough other people get what they want. – Zig Ziglar

How do you stay fired up to come into work every day and help motivate the team?

Salesloft is such an awesome environment to work in that the people around me give me all the energy that I need. The company is filled with people who love working here and love winning. When you’re around that kind of positivity all day every day, it’s contagious. Yes, work is work, but Salesloft is way more than just a workplace.

When you were little, what did you want to be when you grew up (besides a sales development rep, of course!)?

I always wanted to build houses. That was all I ever did growing up. But one day my friend said he really wanted to make a food stand so I made a concession. 🙂

What sports announcer tagline would you like to start incorporating into your calls?

When a prospect tells me they don’t have a set touch plan that they want their reps to follow, I want to channel my inner Dick Vitale and scream “You can’t be serious?! Are you serious, baby?!?!”