Alexis Bertholf

If you're a tech seller who earned $250K OTE last year, you're likely losing $113,636 a year. Here's the sneaky culprit: INTERRUPTIONS. The average knowledge worker is interrupted every 11 minutes (source: UC, Irvine). That's 2.5 hours wasted daily, or 587.5 hours every year. Let's break down exactly how much that's costing you: If you're a SaaS seller making $250K/year: Working days per year: 235 (Assuming 52 weeks, minus 3 weeks vacation & 10 holidays) Effective annual selling hours: 1,292.5 (1,880 total hours - 587.5 interruption hours) Your real hourly rate = $193/hr ($250K ÷ 1,292.5 hours) If you reclaim: → Just 30 mins/day = +$22,727/year → 1 hour/day = +$45,455/year → 1.5 hours/day = +$68,182/year → 2 hours/day = +$90,909/year → All 2.5 hours/day = +$113,636/year Real money. Real impact. But here's the critical insight: You can't "grind" your way to better focus. High performance isn't about pushing harder. It's about feeling better first. “If you feel good, you play good.” Said every champion athlete ever. The same holds true in tech sales. In my last 3 years as a strategic seller, the distractions were relentless. So, I built a simple, repeatable system to start each day feeling clear and focused. It changed everything for me—performance, earnings, and quality of life. And now I'm sharing the exact process that worked for me here: → [Free Guide] https://lnkd.in/eym8aAxP Get your time (and money) back. 🐝

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The SDR role is process-driven. If you follow the process, you'll be an average SDR. There's nothing wrong with average. That's why we have quotas. So the average SDR can accomplish the goals. But creativity is what makes you stand out. If you sound the same on every call, you’ll never connect authentically with prospects. Adjust your approach depending on who you’re talking to, for instance, a roofer in Arkansas vs. a banker in NYC requires different energy. You can take your time with one but not the other. Also, injecting humor or being a little self-deprecating can go a long way. If it's done authentically. Creativity and agility are your best tools to build a genuine connection and get that prospect to say yes. Not only that, creativity will help you become a better-than-average SDR. The choice is yours. Learn to be creative, or don't.

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My favorite tip for AEs and SDRs right now ⬇️ Don't take notes. ONLY if you're using a call recording software. Give the buyer your full attention and then review the call afterwards. You'll retain more, build better rapport, and be able to actually listen. Ultimately, you'll set better meetings and build better partnerships. Might not be your style to put down the notebook, but give it a try. PS - when you go back to review the call, this is when you can write down notes, enter stuff into the CRM etc. Leave the admin for later. Face to face time with the buyer >>> admin work. -- Post inspired by Brian LaManna Photo credit: Morgan J Ingram's team at AMP Creative

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SDRs – stop treating different titles the same. It’s killing your chances of success. → Different titles, same sequence → Different titles, same talk track → Different titles, same emails I see this mistake way too often. C-levels, VPs, directors, managers... 1. They face different problems. 2. They care about different outcomes. 3. They use your product in different ways. Here’s what you need to know: C-levels & VPs: → Big-picture strategy & ROI → Focused on growth and efficiency They want to know how your product drives revenue, cuts costs, or reduces risk. Directors: → Department goals & team performance → Focused on hitting KPIs and deadlines They want to see how your product boosts productivity and helps achieve team objectives. Managers: → Daily operations & execution → Focused on ease of use They want to know how your product simplifies processes and saves time. What does this mean for you? Different titles = different value propositions. If you want to maximize your success, customize your approach. Show each prospect what they care about. More relevance = more pipeline. Happy hunting.

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Hey SDRs—want to crush your end-of-month numbers? Here’s a quick tip: Pick up the phone. Seriously. Here’s my playbook: 📋 Build a call list: Focus on closed-lost deals, no-shows, and prospects with recent job changes. 💆‍♀️ Group them by context so you’re clear on your approach. 👌 Do a quick scan of their website and LinkedIn for new insights. 🤙 Make the call. And for Q3: If you’re not already, get obsessed with your ICP and their world. Dive into customer stories, chat with your CSMs, and join LinkedIn groups where your prospects hang out. The better you understand their current state, the more doors you’ll open. #endofquarterhustle #sdr #bdr #pipeline #pipelineislife

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