#108 Why Ego is the Enemy and knowing how to deal with what you don’t know with Jonas Gesslein, SDR Coaching

Europe's B2B SaaS Sales Podcast

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3+ y ago 35:42

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“Before I begin telling you what I think, I want to establish that I’m a “dumb shit” who doesn’t know much relative to what I need to know. Whatever success I’ve had in life has had more to do with my knowing how to deal with my not knowing than anything I know.” (Ray Dalio)

Jonas Gesslein invested 8 years of his career in face-to-face sales on the street (“Dialogmarketing”) before becoming an SDR leader and it was a true pleasure learning from him on having him on our Europe’s B2B SaaS Sales podcast.

Here are 3 insights he shared on our conversation:

1️⃣ Prioritise learning to (only) KPIs: Enable coachees to figure out solutions themselves and empower them to take action and be confident and proactive themselves to fix problems.

2️⃣ Be incredibly fast in hiring: Jonas dedicated 30-50% of his time as an SDR Leader at Solve Mate to hiring, then strived to “close the deal” within ideally a week if an A+ player.

3️⃣SDRs deserve coaching: Either hire a fantastic sales leader that can lead SDRs. If not in place, get external help & invest into your SDRs to help them ramp quickly & be successful.

Thanks Jonas for sharing these great insights & happy prospecting!

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