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Chef's specials: - Preparation before day one determines month one success - Systems beat motivation in sales performance - Top performers organize differently than average reps
In this episode: A masterclass in SDR excellence with Jacob McLeod, who shattered Nextiva's onboarding record by booking 37 meetings in his first month, double the previous record.
We dissect his pre-day-one preparation, systematic approach to prospecting, and the mindset that separates top performers from average reps.
Whether you're starting a new sales role or looking to level up your game, this episode is your blueprint for accelerated success.
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Here’s more context on Jacob’s team:
They’re not doing cold outbound on customer acquisition. Their focus is outbound for customer expansion: reaching out to existing customers to drive more growth.
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Who is Jacob McLeod?
BDR on the Customer Expansion team at Nextiva
Connect with Jacob: On LinkedIn
https://www.linkedin.com/in/jacob-mcleod-b80a69198/
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When you're ready
👨🍳 Want to work with me? Send me a DM
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Chapters:
(00:00) Thoughts on the Record
(00:52) Background and Transition to Sales
(01:10) Discovering the Record and Setting Goals
(02:54) Strategy and Preparation Before Day One
(05:26) Onboarding and Early Challenges
(09:24) Organizing and Managing Time Effectively
(18:35) Creative Approaches to Booking Meetings
(22:28) Proudest Meeting and Handling Big Accounts
(29:32) Staying Motivated and Consistent