On our podcast this week, our Market Dominance Guy, Chris Beall, is flying solo with an episode about selecting the best SDR to have discovery conversations with senior-level prospects. You might subscribe to the “cheaper cold callers are better” mindset, but Chris presents some well- thought-out reasons to put your money where your telephone’s mouthpiece is. That’s right — once again, Market Dominance Guys is asking you to look at the scary spot — cold calls — and rethink what would work best. Chris’ contention is that people holding senior-level positions are much more likely to respond to and connect with someone who has the same level of experience or background they have.

Here’s what he says: “If somebody is worth having a meeting with, then have a senior person be the contact.” He means, have that person conduct each call in the sales process, from first conversation, through follow-up calls or rescheduling a missed meeting, to the discovery call. Why? Because it’s a lot easier to set a meeting or to get accurate discovery information when talking with a senior person if the caller is also a senior person. Generally, there will be a shared background or job experience that will create a connection between these two senior-level people. As good old Mom used to tell us, “You never get a second chance to make a first impression.” So, put your best, most experienced, highest level cold caller’s foot forward. There are plenty of other sales-related tasks better suited for your young SDRs. Yep. Doing what works: That’s what it’s all about on today’s Market Dominance Guys’ episode, “The Best Frog- Kisser for the Job.”