Tips for Developing a Hustler Mindset in Sales Development Roles

The number one reason top sales reps burn out isn't quota pressure. It's because they work incredibly hard at their job but completely neglect working hard on themselves. Here's what I discovered managing a $195M sales organization: The reps who lasted and thrived weren't the ones grinding 12-hour days in their CRM. They were the ones who built systematic approaches to their entire life. Sales is a game of habits, not just hustle. When you only focus on quota, you're building a house on sand. When you work on yourself systematically, everything improves. The top performers I mentored used what I call the four-part productivity system: #1 The PACER Calendar Method. They color-coded their calendars into five buckets: Personal (purple), Admin/Action (red), Creation (deep work), Enrichment (learning), and Recovery (yellow). This prevented them from being reactive to whatever hit their inbox. #2 12-Week Planning. Instead of annual goals, they broke everything into 12-week sprints with clear micro-steps. They knew exactly what to focus on each week to hit their biggest goals. #3 Daily Win System. Every night, they spent 5 minutes journaling three wins, decisions made, and lessons learned. This prevented the "what did I even accomplish?" spiral that kills motivation. #4 Weekly Reset Protocol. Every Friday, they did a 30-60 minute review of energy vs. time, cleared their workspace, and planned the next week intentionally. When they did these, they showed up with more energy, clearer thinking, and better resilience. Your prospects can feel the difference between someone operating from burnout versus someone operating from a place of systematic strength. Stop treating personal development like it's separate from sales performance. When you become a better version of yourself systematically, everyone benefits. Your family, your team, your prospects, your bank account. — Want to build an ELITE routine and mindset? Watch this: https://lnkd.in/gbpFye_t

Most sellers: • Dread cold calling. • Avoid the phone. • Fear rejection. But too many never confront these fears. They'll dodge calls, staying in their comfort zone. They end up feeling stuck. → My advice to you: Don't fear cold calling - embrace it. The only way to overcome this fear is through action. Face your fears before they define you: • Make that first call of the day, no matter how you feel. • Share your journey with others to inspire and learn. • Use rejections as stepping stones, not setbacks. • Celebrate every small win to build confidence. • Set a daily goal for cold calls and stick to it. Don't let fear hold you back. Here's a checklist you can use for cold calling: 𝟭. 𝗟𝗶𝘀𝘁 𝗽𝗿𝗲𝗽𝗮𝗿𝗮𝘁𝗶𝗼𝗻 ☐ Are your prospect details verified and up-to-date? - thoroughly research your prospects - focus on mobile numbers + mark verified numbers - Use tools like FullEnrich to enrich and verify your lead data. 𝟮. 𝗚𝗲𝘁 𝗿𝗲𝗮𝗱𝘆 ☐ Are you mentally prepared and focused, ready to handle rejections positively? Adopt this mindset: "I approach each call as a new opportunity to learn and connect, keeping my objectives clear and staying adaptable throughout the conversation." → Each call is a win. 𝟯. 𝗗𝗶𝗮𝗹𝗶𝗻𝗴 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆 ☐ Have you set up your workspace to maximize efficiency during your call sessions? - Use dialers to organize your calls efficiently. - Your CRM should give you the option to dial with one click. - Open 30 tabs in your browser (=next calls) - Time block 30-90minutes with regular 5min breaks - Use times when you have the highest energy. Is your focus on quantity or quality? The truth is: you need both. 𝟰. 𝗢𝗽𝗲𝗻𝗲𝗿 ☐ Is it clear, concise, and does it feel natural to you? It’s about finding what works for you. Try it out at least 100 times before you move on. Without giving your opener enough time to work, you’ll be lost. 𝟱. 𝗧𝗼𝗻𝗮𝗹𝗶𝘁𝘆 & 𝗽𝗮𝗰𝗲 ☐ Are you experimenting with trying different paces, volumes, and tones? ☐ Standing up or sitting upright to project confidence? ☐ Smiling while you speak? Don’t forget: tonality and tempo are key. Work on this daily. That doesn’t always mean being very upbeat. A relaxed, friendly tone works well. 𝟲. 𝗔𝗰𝘁𝗶𝘃𝗲 𝗹𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴 ☐ Are you responding to cues during the conversation? ☐ Are you using their information to ask deeper questions? Make sure your solution can help - qualify them. Don’t waste your time with interested non-buyers Save the pitch for later meetings. Your only job: book the meeting. 𝟳. 𝗠𝗮𝗻𝗮𝗴𝗲 𝗿𝗲𝗷𝗲𝗰𝘁𝗶𝗼𝗻 ☐ Have you accepted rejection as part of the game? Each "No" you receive isn't personal - it's simply business. Stay positive. 𝟴. 𝗥𝗲𝗰𝗼𝗿𝗱 𝗰𝗮𝗹𝗹 𝗱𝗲𝘁𝗮𝗶𝗹𝘀 ☐ Are you taking a moment to jot down everything? Do it right after the call. No matter how minor it may seem. P.S. What's your best cold calling tip?

Ever caught yourself in a conversation where someone's trying to sell you something, and instead of feeling engaged, you're just overwhelmed with info? Or on the flip side, have you ever chatted with someone so chill yet confident in their game that you're convinced without them hardly selling anything? That's the sweet spot in sales we're diving into. It's not just about what you're saying; it's about how you're being while you're saying it. Picture this: A pro walks in, no fluff, just a solid "I got you," and you feel it. They're not just throwing words at you; they're bringing an aura of "we've got this under control." It's like they're not even selling, but you're already buying. What gives? Here's the breakdown: • Confidence is Key: When you know your stuff inside out, it shows. You don't need to hide behind jargon or over-explain. Your vibe does half the talking. • Value Over Volume: The real pros? They listen more than they talk. They understand what you need, sometimes better than you do, and they offer solutions that hit home. • Honesty Sells: People respect straight shooters. If you're in it to make a real difference, don't just tell folks what they want to hear. Get real with them, even if it's not the easiest route. • Experience Speaks Volumes: Sure, knowing your product or service like the back of your hand comes with time. But it's more about evolving from someone who does to someone who truly understands. So, how do you level up your sales game to embody this effortless sell? Here's the playbook: • Deep Dive into Your Craft: Know your product or service better than anyone else. The more you know, the less you have to try. • Master the Art of Communication: It's not just about words; it's about presence, body language, and listening. • Lead with Integrity: Be the person who's not afraid to have the tough conversations. Build respect, not just a client list. Stepping into the world of sales with this mindset isn't just about closing deals; it's about building genuine connections. It's about shifting from proving your worth to simply being the best at what you do. Let's cut through the noise, focus on what matters, and change the sales game by being unapologetically real.

How to Think in Sales (The Mindset Nobody Teaches You) Most people think sales is about talking smart or chasing targets. But real success starts inside your mind. Sales is 90% mindset. Your thinking decides your income. Here’s the deeper mindset top performers use: 1️⃣ “I’m here to help, not to sell.” When your intention is to understand the customer, not push the product — you build trust. And trust closes deals faster than discounts. 2️⃣ “A ‘No’ is a clue, not a rejection.” Average reps feel hurt. Great ones get curious: Why no? What did I miss? Rejection becomes learning. 3️⃣ “The customer’s world is bigger than my target.” Budgets, pressures, approvals, stress — when you understand their reality, selling becomes easier. Empathy is a superpower. 4️⃣ “Small daily habits create big monthly results.” Top performers win because of discipline: calls, CRM, follow-ups, visits, pipeline building — every day. 5️⃣ “I must earn the customer, not win the argument.” Ego loses customers. Respect wins them. 6️⃣ “My pipeline is my future.” Weak pipeline = stress. Strong pipeline = confidence. 7️⃣ “Follow-up is caring, not irritating.” Consistency shows seriousness. Customers respect the one who doesn’t disappear. 8️⃣ “Every customer is a long-term relationship.” Don’t sell and vanish. Sell and support. That’s how promoters and repeat buyers are created. 9️⃣ “I control my day — my day doesn’t control me.” Top salespeople plan and execute — not react. 🔟 “I’m paid for value, not visits.” Anyone can visit. Few bring value. That difference closes deals. Mindset → Habits → Results Sales isn’t a job. Sales is a mindset — and the right mindset makes you unstoppable. #SalesGrowth #SalesTraining #SalesLife #SalesCoaching

I’m giving you a masterclass in SDRing for free. (I hit quota 10 straight quarters with this) 𝟭. 𝗖𝗼𝗹𝗱 𝗰𝗮𝗹𝗹 𝗱𝗮𝗶𝗹𝘆: Reps who don’t call don’t book meetings. Make calls every day, no excuses. 𝟮. 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁 𝗱𝗮𝗶𝗹𝘆: Add 5–25 net new prospects into sequences daily (depending on segment). Each sequence shall run for 15–20 days. Prospecting is pipeline insurance. Skip it for a week and you’ll feel it next month. 𝟯. 𝗣𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗼𝘃𝗲𝗿 𝗽𝗲𝗿𝗳𝗲𝗰𝘁𝗶𝗼𝗻: The best SDRs don’t wait for the perfect message. More touchpoints = more meetings. Quantity fuels quality. 𝟰. 𝗙𝗼𝗹𝗹𝗼𝘄 𝘂𝗽 𝗹𝗶𝗸𝗲 𝘆𝗼𝘂𝗿 𝗹𝗶𝗳𝗲 𝗱𝗲𝗽𝗲𝗻𝗱𝘀 𝗼𝗻 𝗶𝘁: 80% of meetings are booked after the 5th follow-up. If you give up after 1-2 attempts, you're leaving opportunities on the table. 𝟱. 𝗟𝗲𝗮𝗱 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺, 𝗻𝗼𝘁 𝘁𝗵𝗲 𝗽𝗶𝘁𝗰𝗵: Nobody cares about your product. They care about their pain. Start with what’s hurting them, then guide them to the solution. 𝟲. 𝗕𝗲 𝘀𝗼 𝗰𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝘁, 𝘁𝗵𝗲𝘆 𝗮𝘀𝘀𝘂𝗺𝗲 𝘆𝗼𝘂’𝗿𝗲 𝗿𝗶𝗴𝗵𝘁: Your tone sells as much as your words. Sound like a pro, and they’ll treat you like one. Your voice = your credibility. 𝟳. 𝗧𝗿𝗮𝗰𝗸 𝗲𝘃𝗲𝗿𝘆𝘁𝗵𝗶𝗻𝗴: Measured calls made, emails sent, meetings booked, and conversion rates. What gets tracked gets improved. 𝟴. 𝗦𝗸𝗶𝗹𝗹 𝗿𝗲𝗽𝘀 𝗲𝘃𝗲𝗿𝘆 𝘀𝗶𝗻𝗴𝗹𝗲 𝗱𝗮𝘆: Most SDRs practice on live prospects… which is insane. Record your calls. Listen back. Train your tonality, openers, discovery, objection handling. A tiny improvement daily turns into a monster SDR in 90 days. 𝟵. 𝗨𝘀𝗲 𝗽𝗹𝗮𝘆𝗯𝗼𝗼𝗸𝘀, 𝗯𝘂𝘁 𝗱𝗼𝗻’𝘁 𝗯𝗲 𝗮 𝘀𝗰𝗿𝗶𝗽𝘁-𝗿𝗼𝗯𝗼𝘁: Scripts keep you consistent. Curiosity gets you meetings. Learn the structure, opener, problem, discovery, close, then make it sound human. Frameworks beat memorized lines every time. 𝟭𝟬. 𝗕𝘂𝗶𝗹𝗱 𝗮 𝘀𝘁𝗿𝗼𝗻𝗴 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽 𝘄𝗶𝘁𝗵 𝘆𝗼𝘂𝗿 𝗔𝗘: This might be the most underrated key to success. Your AE technically OWNS your quota. The better your relationship, the more they’ll have your back. When AEs see how hard you fight to bring them good opportunities, they help, pass you leads, or even credit you on deals they sourced themselves. It makes all the difference. If you want to outperform 90% of SDRs, this is the blueprint. Are you doing any of this already? P.S. If you’re serious about becoming a top SDR, I built a 140+ page course called 𝘚𝘋𝘙 101 with the exact system I used to hit quota. Grab it here: https://lnkd.in/dhYEr8Vg

I've met very few sales reps who can bounce back like Dillon Reyes In his first 2 months as a first-time SDR at Datto, he booked 0 meetings But 12 months in, he was named SDR of the Year across APAC and the 3rd highest-performing rep globally! Dillon soon landed an AE role... but 7 months in, he was put on a PIP He pushed through and turned his results around, spending close to 2 years with the team, before pivoting into cybersecurity at Huntress Starting as an SMB AE, he hit >200% of his target in his first 12 months He's now a Senior AE on track for >150% of target this year 🤩 So what did he do to overcome the lows? Dillon changed 3 things about his mindset 👇 💥 1. Accept the pressure as a normal part of the job Shit days are going to happen; learn to detach from the outcome A bad conversation or rude prospect is not a reflection of you as a person Lots of things you can't change; focus on what's within your control ❤️🩹 2. Make yourself #1 by prioritising your physical & mental health If you don't respect yourself, how can you expect to perform highly? Find ways to get away from work and truly switch off Your mind is your money maker, look after it with mindfulness and gratitude 🤝 3. Seek help where you can Work with people you can trust and who have got your back Seek mentorship from people who can give you value, be that a sales coach, personal trainer or psychologist Grateful to have Dillon share his vulnerable, raw lessons on 'healthy hustle' with Earlywork Sales Club this month If you're an SDR/BDR keen to get access to future events, shoot me a message :)

Let's get real about outbound sales it's a beast. Experience? Doesn't matter. Closed deals? Irrelevant. Call count? It's all just numbers There are those highs that make you feel like you are on top of the world and then there are those lows that can shake you to your very core I've been there. I have felt it all One of the toughest battles isn't just dealing with objections or rejections. It's staying sane when things dont go as planned. You get attached to outcomes and when they don't materialize it feels like a punch in the gut I was that person once. I was way too invested. Taking every rejection personally. It ate me up inside. But I had a revelation.  I learned that I couldnt control everything. Sh*t happens. Clients go silent. Deals fall through and you are left wondering why 🤷♂️ So here is the secret sauce. The key to not just surviving but thriving in this wild world of sales Focus on what you can control 👇 ✅ Your Activity How many calls are you making? How many emails are you sending? Activity breeds results ✅ Your Qualifying Are you talking to the right people? Are they a good fit for your solution? Don't waste time on tire kickers ✅ Your Attitude Keep that chin up. Sales is a mental game. Stay positive even when rejection stings ✅ Your Mindset Believe in your value and your product. Confidence is contagious ✅ Your Approach Adapt and refine. What's working? What isn't? Keep evolving ✅ Your Strategy Plan your work and work your plan. A well thought out strategy is your compass When I embraced this mindset shift the game changed for me. I stopped being the guy who took every setback personally. I focused on what I could control and that is when success started to flow for me The journey of sales is tough but it's worth every ounce of effort. Embrace the challenges, learn from the lows and celebrate those highs. Focus on what you can control and let the rest flow like water 😎 Because when you do you will find success beyond measure. Keep grinding, keep pushing and keep evolving. Your next win is right around the corner 🤘 P.S. How wicked is this AZ sunset?!

I am the hardest working sales rep in my team. I hustle for more than 14-15 hours a day I chase every lead I can beat Mike Tyson in the sales ring Yet, my revenue numbers on records were low. This was the story shared by one of the guys. And in all honesty, I have been there too. Until I learned.., Most salespeople don’t fail because of hard work. They fail because they’re working hard in the wrong direction. Here are the simple and powerful shifts that I brought in and it helped me grow my numbers. (These can help you too.,) Shift 1. From ‘Always Be Closing’ to ‘Always Be Curious’ I stopped working hard on "closing" and started getting genuinely curious about my customer’s problem, my discovery calls doubled in depth. Trust started to build. This is when people felt heard, not herded. Shift 2. From ‘More Leads’ to ‘Better Conversations’ I once believed sales was a numbers game and made more calls. But what moved the needle wasn’t 100 more cold calls, it was improving the first 30 seconds of my pitch. "Personalized" pitch not the "Preachy" pitch. Quality over quantity, especially in today’s noisy world. Shift 3. From ‘Product Expert’ to ‘Problem Finder’ I thought knowing my product inside out was enough. My notes showed the various features our product offered. But then, it didn't matter. What mattered was the diagnosis before the prescription. I started asking tough questions clients didn’t think I would ask. These questions closed the deal faster than follow-ups. These shifts aren’t just tactics. They’re transformations. And the best part? Anyone in sales can make these shifts, regardless of experience or targets. Which of these 3 shifts hit home for you? #salesmindset #salestips #salestraining #growthmindset #b2bsales #sellingwithpurpose #sharatsharma #simpli5sales #letstalksales

SDR success starts with mindset: ✕ I have to make cold calls ✓ 𝗜 𝗴𝗲𝘁 𝘁𝗼 𝗺𝗮𝘀𝘁𝗲𝗿 𝗽𝗲𝗿𝘀𝘂𝗮𝘀𝗶𝗼𝗻 ✕ I have to hit activity metrics ✓ 𝗜 𝗴𝗲𝘁 𝘁𝗼 𝗽𝗿𝗮𝗰𝘁𝗶𝗰𝗲 𝗰𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝗰𝘆 ✕ I have to deal with high-pressure goals ✓ 𝗜 𝗴𝗲𝘁 𝘁𝗼 𝗽𝗿𝗼𝘃𝗲 𝗜 𝗰𝗮𝗻 𝘁𝗵𝗿𝗶𝘃𝗲 𝘂𝗻𝗱𝗲𝗿 𝗽𝗿𝗲𝘀𝘀𝘂𝗿𝗲 ✕ I have to manage objections ✓ 𝗜 𝗴𝗲𝘁 𝘁𝗼 𝗿𝗲𝗳𝗶𝗻𝗲 𝗺𝘆 𝗻𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗼𝗻 𝘀𝗸𝗶𝗹𝗹𝘀 ✕ I have to grind every day ✓ 𝗜 𝗴𝗲𝘁 𝘁𝗼 𝘄𝗼𝗿𝗸 𝗼𝗻 𝗺𝘆 𝗰𝗿𝗮𝗳𝘁 𝗱𝗮𝗶𝗹𝘆 ✕ I have to hit a monthly quota ✓ 𝗜 𝗴𝗲𝘁 𝘁𝗼 𝗲𝗮𝗿𝗻 𝗰𝗼𝗺𝗺𝗶𝘀𝘀𝗶𝗼𝗻 ✕ I have to handle constant change ✓ 𝗜 𝗴𝗲𝘁 𝘁𝗼 𝗯𝘂𝗶𝗹𝗱 𝗮𝗱𝗮𝗽𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆 ✕ I have to juggle so many things at once ✓ 𝗜 𝗴𝗲𝘁 𝘁𝗼 𝗽𝗲𝗿𝗳𝗲𝗰𝘁 𝗺𝘆 𝘁𝗶𝗺𝗲 𝗺𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁 ✕ I have to build internal relationships ✓ 𝗜 𝗴𝗲𝘁 𝘁𝗼 𝗳𝗶𝗻𝗱 𝗺𝗲𝗻𝘁𝗼𝗿𝘀 𝗮𝗻𝗱 𝘀𝗽𝗼𝗻𝘀𝗼𝗿𝘀 ✕ I have to SDR 18-24 months before AE ✓ 𝗜 𝗴𝗲𝘁 𝘁𝗼 𝗵𝗼𝗻𝗲 𝗺𝘆 𝘀𝗸𝗶𝗹𝗹𝘀𝗲𝘁 𝗮𝗻𝗱 𝗿𝗲𝗮𝗱𝗶𝗻𝗲𝘀𝘀 Moral of the story? ✕ "I have to" ✓ "𝗜 𝗴𝗲𝘁 𝘁𝗼" Be positive-minded. Be solution-focused. Be future-thinking. This mindset will get you further, faster. Happy hunting.

A lot of sales teams measure activity. Very few measure rejection tolerance. A key to consistent and predictable revenue as well as entry into the C-suite. I had a conversation today that reminded me of something important. One person shared stories from old commission-only roles. 100 calls a day. Door knocking. Debt collection. High rejection. No safety net. What stayed with me wasn't the grind. It was what that level of exposure does to your perception of effort. When you've had to make 100 cold calls in a day, 10 thoughtful outreaches no longer feels hard. When you've heard "no" enough, rejection stops feeling like danger and starts feeling like data. That matters because many salespeople don't have an effort problem. They have a nervous system problem. If you want better performance (and your reps succeeding at the c-suite) don't just coach activity. Teach people how to recover from rejection faster. A straightforward way to do this is to build anti-fragility: 1️⃣ Shift from fixed to growth mindset (close to 3x seller impact) 2️⃣ Help them build a selling identity tied to impact, not just outcomes 3️⃣ Ground them in values and purpose (why this work matters) 4️⃣ Develop the 4 pillars of Adversity Quotient (another 3x performance driver) 5️⃣ Give them peak performance training (what athletes and performers actually use to hit elite results) This isn't about motivation or mindset posters. It's about giving people the mental models and skills to bounce forward after setbacks, not just survive them. 👉 If you could coach your younger sales self on handling rejection, what's the one thing you'd say? 💾 Save this for ideas for your next team meeting. Or repost if you've seen the difference anti-fragility makes. 📍 Follow Holly Moe for more on the psychology and behavioral science behind elite high-performance sales.