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I run TWO businesses (am I crazy? Maybe) Here’s what they do: Business 1.0 - I help SDRs hit quota and get promoted. How? 1. My digital courses - The Cold Call OS, Outbound Systems & The Social Selling OS are all best sellers. 2. My live Bootcamps - The SDR-to-AE Skills Camp. 3. My Outbound Team Training Program. Want to learn more? Check out my website or email me at chris@flexprts.com. Business 2.0 - I help SDR Leaders build high performance SDR teams. How? 1. Live Bootcamps - The SDR Leader Bootcamp So yes, I’m a busy boy. But I LOVE what I do and I LOVE the SDR community! When you need me, reach out: Email: chris@flexprts.com Phone: +447814904622
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SDR is the hardest job in sales. You’re expected to: - Build relationships with people who have no desire to talk to you. - Bring the same enthusiasm to every outreach knowing you'll get rejected in 90% of conversations. - Keep dailling, emailing and DM'ing when your chances of a response are maybe 3-4% [if you're good]. - Show-up to meetings you've booked to ''take notes'' for your AE and say nothing. And somehow.... Keep hitting your quota when it increases every quarter. Yes, the hard skills in AE are more technical and advanced blah blah blah. But the mindset skills you get in SDR are unrivalled. And sure, it's not for the faint of heart. But if you can stick with it, you'll be handsomely rewarded. Not just with money but with something much more valuable. An unbeatable mindset that stays with you forever. If you used to be an SDR, I bet you'd agree its hard but 100% worth it. If you're an SDR today - keep grinding. You won't regret it. Do you agree? SDR is the hardest? PS. Have a top day, my SDR friends! ❤️ ---- 𝗛𝗲𝗿𝗲'𝘀 𝗺𝘆 𝗦𝗗𝗥 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗙𝗼𝗿𝗺𝘂𝗹𝗮 🔀 double your conversion from outreach to meeting using it: https://lnkd.in/esqxWqKS
Founder: ''Our BDRs are expensive''... SDR Expert: ''Use AI for everything''... Founder: ''Okay, great plan...''. - Fires all 5 SDRs - Hires 1 SDR ''agent'' - Saves £200k upfront Then they wonder... - Why meetings are lower - Why conversion rates suck - Why pipeline coverage is lagging - Why they hired an AI SDR in the 1st place Then they... - Remove the AI SDR agent - Hire back 5 SDRs - Start winning AI is ridiculously helpful. It can get you far, fast. But it's the Robin to your Batman. It's the enabler, not the architect. ♻️ Repost for other SDRs! Credit: Brandon Jeppson 👨🏼🍳 for the post inspo (give this guy a follow). PS. Should AI SDRs replace human SDRs?
SDR: ''Are you free next week for a call''? Prospect: ''No, let's do next month instead''. SDR: ''Okay, Tuesday 14th at 3pm? Prospect: ''Sounds good, speak then''. - Phone goes down - SDR sends the invite - Doesn't get accepted - Meeting is a no-show 99% of SDRs get annoyed that prospects no-show. But the problem isn't the prospect, it's what you said on the call... Here's how to close 10x better and make sure no-shows stop happening: 𝗨𝘀𝗲 𝘁𝗵𝗶𝘀 𝘁𝗮𝗹𝗸-𝘁𝗿𝗮𝗰𝗸: ''Okay, based on what you said around [insert problem], I recommend we have a follow-up call to work out if we can help you with that. I'm free [insert 3 times for tomorrow]. Which one works best? 𝗪𝗵𝘆 𝘂𝘀𝗲 𝗶𝘁... 1. Recommendations based on things your prospect actually said are highly logical and VERY powerful in convincing your prospect to take the next step. 2. Outlining what they'll do on the next step is shows your prospect they need to show up or they won't figure it out. 3. ''Time kills all deals [and meetings]''. By offering 3 times but controlling the timeframe gives your prospect options and control but not over the day you're guiding them towards. This helps the call happen fast whilst they still remember you. Try this approach, let me know how you get on. ♻️ Reshare for other SDRs if this is useful! PS. How do you ''close the call''? —— PSS. 30+ page cold call playbook here if you'd like it; https://lnkd.in/e6PcPr2V
CRO: ''Put them on a PIP'' Me: ''Not this time''. A few years ago, my CRO told me to put anyone not performing on a PIP. 1 month missed quota ➞ PIP. The CRO was 3 levels away from the SDRs. It looked like... - Him - Me - SDR Manager - SDRs All he saw was the a Salesforce dashboard. But ''Salesforce was King'' [apparently]. Most leaders just complied and played politics. But for me it was about ''right over easy''. So I refused to ''PIP 'em''. Because he didn't see... - The daily grind - The no show meetings - The personal challenges - The 7am starts / 7pm finishes - The rejections Every. Single. Day Remember... Everyone misses quota sometimes. Most CROs? They see the numbers. Not the humans. Every time I've backed ''failing'' SDRs ➞ they've flown 🦅 The best leaders treat failure as an opportunity. Am I right? PS. This SDR went on to be 3rd top performer in a team of 30+ SDRs. --- Uplevel your outbound game & check out my 𝗢𝘂𝘁𝗯𝗼𝘂𝗻𝗱 𝗣𝗹𝗮𝘆𝗯𝗼𝗼𝗸 - it’s 33% off this week only: https://lnkd.in/gQBTaVE9 ⏰ Ends Friday!
SDR: ''Hi X, got 30 seconds...? Prospect: ''I'm in a meeting'' SDR: ''What time are you free later''? Prospect: ''3pm'' SDR calls at 3pm, no answer. SDR calls at 4 & 5pm, no answer. SDR calls 10 more times, no answer. SDRs → avoid saying ''when are you free''. Instead, try this: Prospect: ''I'm in a meeting'' SDR: ''Okay, appreciate your busy. Just so you know, I help {insert their persona} with {insert their most common challenge}. I know you're busy right now but are you open to a 2-minute chat now or does scheduling 10 mins later still work better? Why it works: 1. You start by showing understanding, this demonstrates listening and builds trust. 2. You lead with your personas title and challenge, you 'show em you know me' and build more trust. 3. You give them an in or out. A lot of prospects are lying to you. By giving a soft 'in or out' you either get a qualified convo for now or later. Stop letting prospects off the hook to easily. Try this approach, let me know how you get on. ♻️ Reshare for other SDRs if this is useful! PS. How do you approach ''I'm in a meeting''? —— Want my cold call playbook? Check it out here: https://lnkd.in/e6PcPr2V
High paid SDRs: Will not: 1. Work >100 accounts 2. Do 200+ calls per day 3. Blame Marketing leads 4. Grumble about their AE 5. Discard accounts too quickly 6. Think sales is a ''numbers game'' 7. Send 1000s of automated emails 8. Post ''thought leadership'' on LinkedIn and expect loads of inbound meetings... Will: 1. Work fewer, better accounts 2. 40-50 strategic calls per day 3. Give Marketing weekly feedback 4. 20-25 highly targeted emails daily 5. Work on mastering the DMs on LinkedIn 6. 2 hours of ''no distraction'' work every-day 7. 15 minutes weekly reviewing performance 8. Learn that conversion matters more than aimless volume Stop listening to the trends. Start doing the hard yards. Do you agree? ♻️ Repost if you think this will be ''the way'' on 2025. PS. All my courses are 33% off. This week only. Check 'em out here: https://chrisritson.xyz/ ----- Here's my SDR Success Formula double your conversion from outreach to meeting using it ▶️ https://lnkd.in/esqxWqKS
Today, $1,000,000s of dollars in deals will start because an SDR made a cold call. Yet most SDRs still think ''cold calling doesn't work'' and choose AI-written emails and DMs instead. They bombard inboxes, automate everything and then wonder why they get no responses. So I created an ''Ultimate Cold Call Cheatsheet''... It'll help you... - Have more conversations - Have better conversations - Book more meetings and deals All on the telephone! 📞 Hope it's helpful for all you cold callers out there. ♻️ Repost if you'd like to share with other SDRs. PS. If you want my new 'Cold Call Conversion Code'' resource, comment ''CALLS''. I'll send it on over. 📌 Updated here with the resource; https://lnkd.in/e6PcPr2V
If cold calling is part of your job, remember: 1. Not everybody will like your calls 2. The best sellers started from zero 3. You build your skill set with every call 4. Every call can change a prospects life 5. Most people won't be bothered to call 6. Make sure to not let the nos upset you 7. You call for your prospect, not yourself 8. Your call can help someone do their job 9. More people will ignore you than pickup 10. Make sure your tone reflects who you are Most importantly; → Someone out there needs your call today. → Someone out there is struggling with a pain you can help them with. Never forget the impact of your calls, SDRs. Take me for example; cold calling allows me to reach prospects all over the world. These prospects have pains I know I can solve. No calls → No solution. I hope this post gives you a bit more confidence in WHY your calls matter. ♻️ Repost for other SDRs to see this! PS. Do you call first thing in a morning? ---Here's my Cold Call Playbook. The average seller doubles their conversion from conversation to meeting using it. You can grab it here: https://lnkd.in/e6PcPr2V
An SDR I've been coaching Booked 12 meetings on LinkedIn in June I'm giving away my Social Selling process, for FREE — Comment "LINKEDIN" to get access — It's 100's of hrs of my IP in 1 doc, and includes... 👉 1st Message Templates 👉 My 3 Simple Steps to Messaging 👉 How I respond to objections on LI 👉 How I get prospects to trust me quickly I should probably sell this for $199. It's a 25+page Google Doc that walks you through... How I help clients book 100's of meetings each month on LinkedIn. — Comment "LINKEDIN" to get access — PS. ♻️ Reshare for other SDRs to see this. —- Stopped replying and here’s your Social Selling Success Kit: 🔓https://lnkd.in/e53Ddd3X
SDR life is unpredictable. Somedays you're on top of the world. Others you feel like absolute sh*t. Win or lose. Keep going! ♻️ Repost if this hits home! PS. Have a great Tuesday, my SDR friends ❤️ ---- 🔓 If you'd like to improve your outbound game check out my Outbound Playbook - it’s 33% off this week only. ⏰ Ends Friday! Check it out here ▶️ https://lnkd.in/gQBTaVE9
The #1 mistake SDRs make: → They try to book the meeting right away. It looks like... • Pitching straight away in the DMs • Pitching as soon as anyone responds • Pitching as soon as the prospect answers The problem? Not enough trust between you and them. We've all been there... Pressure makes you feel like you need to ''ask for the meeting'' in every outreach. Buuuut...most prospects aren't ready for it. ---- Here's how to do it instead [Email Example]: 1. Take 1x observation I've seen about the prospect and use for my 1st line 2. Share my POV about the prospects situation and a problem they likely have. 3. Tell a short story about solving that problem. 4. Ask a 3-4 word closed question. ''John - noticed you're hiring 2 BDRs. Bet you're thinking about how to ramp them fast. VP Sales at X, used my bespoke team training course to get the team ramped and decreased ramp-time from 5 to 2.5 months. Worth a chat''? ---- - My observation show research = trust. - My POV shows understanding = trust. - My story shows expertise = trust. You're not trying to book meetings fast. You're trying to build trust & relationships. Whoever is able to stockpile trust, wins. And to do that, ALL your messages should be focused on answering: ''will this build trust''? ...Or are you just pitching again. Use the cold prospect funnel [below] as your guide: Start Convo > Build trust > Deepen the relationship > Book the meeting. Patience, my dear SDR friends. ♻️ Reshare this for other SDRs to benefit. PS. Ready to transform your SDR game? Follow me, Chris Ritson for more content like this. ----- Here's my SDR Success Formula ➡️ double your conversion from outreach to meeting using it: https://lnkd.in/esqxWqKS
Monday - 100 calls, no meetings. Tuesday - 100 calls, no meetings. Wednesday - 100 calls, no meetings. Thursday - 100 calls, no meetings. Friday - 100 calls, 5 meetings. You’re closer to something good happening than you think. Keep going 🏋️♂️ ♻️ Reshare if this hits home for you. 🔓Here’s my 𝗖𝗼𝗹𝗱 𝗖𝗮𝗹𝗹 𝗖𝗼𝗻𝘃𝗲𝗿𝘀𝗶𝗼𝗻 𝗖𝗼𝗱𝗲➡️a proven framework to double the number of meetings booked from live calls: https://lnkd.in/eauFNGVq
I've made over 160,000 Cold Calls. And only 12,000 have gotten answered. [at a 7% pick-up rate, give or take] If there's one thing I can tell you about cold calling... 1. Every SDR, AE, VP Sales & Founder benefits from doing it. 2. Calling daily (for practice) is like free ironman training - it builds serious resilience 3. Speaking better opens a crazy amount of unseen future opportunities 4. You'd be shocked how bad people are at verbal communication. Calling sets you apart. 5. One year on the phones is like 20 years sending emails. 6. You will fail more than you win. But the wins taste incredibly sweet. Ok, those were 6 things, but who's counting? :) My point is: You can't go wrong when you cold call. Cold Calling changed my life when I started >10 years ago. And I know it can do the same for you. So what's stopping you from calling today? ♻ Repost if you agree. P.S. I now travel the world coaching sales teams how to call. And it all started with doing 200+ dials a day and booking no meetings 😎 --- 🔓 Here’s my 𝗖𝗼𝗹𝗱 𝗖𝗮𝗹𝗹 𝗖𝗼𝗻𝘃𝗲𝗿𝘀𝗶𝗼𝗻 𝗖𝗼𝗱𝗲 - a proven framework to double the number of meetings booked from live calls: https://lnkd.in/e6PcPr2V
Prospect: ''I'm not interested'' SDR: ''Okay, I'll take you off the list'' The end of a call I listened to last week ^^ Here's my feedback to the SDR: ''30% of people who say ''no'' or ''not interested'' actually mean ''not right now''. The job is to figure out if it's really a no or a not right now. Here's a couple of way to do that... 1. Use mirroring Prospect: ''I'm not interested'' SDR: ''Not interested?'' Turn their objection into a question to get more context as to why they're aren't interested. 2. Re-iterate value prop & ask a closed question [my favourite] Prospect: ''I'm not interested'' SDR: ''Ah sorry! Thought as you were 'insert observation], you'd be going all in [insert hypothesis]. Are you not interested forever or it is a timing off thing? Repeating your value prop consolidates WHY you are calling to your prospect. A closed question around timing means you can either book a nurture meeting or disqualify and ave time Win:win''. We practiced and they were immediately better. I then sent them my playbook on cold calling, you can get it here: https://lnkd.in/e6PcPr2V Hope this story is helpful, my friends! ♻️ Repost for others in your network!
Most SDRs try to pitch first on cold calls. Big mistake. Start by winning the objection - then win the trust - then sell. Here’s a simple 5-step cold call framework I’ve taught to 1000s of SDRs👇 1. Opener → Trigger the truth 🎯 Use their name and yours ❌ Don’t pitch yet 💬 Ask a low-context question to gauge their energy Example: “Hey Mark, it’s Chris Ritson - got a minute?” Listen closely to their tone - it'll tell you a lot about how they are feeling so you can respond effectively. 2. Reason for the call - Get Aligned ✅ Outline why you called them 👬 Refer to their persona so they feel like you understand their day to day challenges and role. 💥 Example: “Reason I called is I work with [insert persona] like you on challenges like [insert common challenge]. Mind if I grab a minute to chat more on that? This acts as a double permission based opener. The goal? Make them trust you so when you ask 'pain' questions they'll be more likely to tell you. 3. Comfort Blanket → Uncover Pain ✅ Recap how you help 🧠 Use “typically” language to surface real problems by listing 2/3 common challenges. 💥 Example: “Typically, when I speak with [insert persona] they tell me A, B & C are challenges. Then Ask: “Do either of those feel familiar?” The goal? Make them feel understood before you qualify. 4. Problem Storytelling → Build belief 🧩 Share a relevant story 🔍 Focus on the problem, not the company logo 📈 Use tangible, specific results Example: “John’s team went from 45% to 85% hitting quota in 3 months...” No need for industry-perfect stories - just relatable problems. 5. Confident Recommendation → Book it 🗓️ Recommend next steps, take control 🎁 Highlight what’s in it for them ⏰ Offer 3 times Example: “I recommend a 30-min call. Free tomorrow at 1, 2 or 3 - what works best?” Pro tip: book it within 5 days = 90%+ show rate. Bonus: One Last Thing → Qualify Smart 🎯 “What’s your ideal timeline to fix [problem]?” 👥 “Would it help to loop others in?” Use the last 30 seconds to learn just a little more. If your cold calls feel like battles, try flipping the script: Objection first. Then trust. Then value. Which step are you most excited to try? Let’s talk cold calls 👇 PS. Get my cold call playbook here; https://lnkd.in/e6PcPr2V
An SDR said this to me... ''I can't be an SDR much longer, I need to quit''. For context, they'd: - Been an SDR for 18 mths - Hit quota 5/6 quarters - Missed a promotion - Feel stuck in role They're desperate to be an AE but companies tell them the same thing... ''You need closing experience''... ''You've never closed any deals''... They feel demoralised and like your their career is on hold. Here's what I advised them... 1. Prioritise a great manager - If that means sticking in your current role, so be it. 2. Prioritise a company with product market fit - If that means sticking in your current role, so be it. 3. Prioritise joining a team that appreciates you - If that means sticking in your current role, so be it. If you DON'T have these → consider quitting. But don't mistake a fancy job title [AE] and a bump in salary as success. If you've got a great manager, product and team, you're already winning. Stick with it, be patient and earn your stripes. Agreed? ♻️ Repost this for others to see. PS. The average career is 80,000 hours - play the long game. ---- 📌 How long have you been an SDR?
An SDR Cold Emailed me... The Email: ''Hi Chris - I hope you're well. Are you looking to grow your customer base? I bet you are. We work with lots of leading training companies to boost the number of customers they have. We also offer a full 28 day refund. Do you think you'd have time on Monday to discuss this? Thanks - Ant'' My reply: ''Hi Ant - always appreciate SDRs hustling! I'm not interested but here are some email tips to help you convert others... 1. Remove ''I hope you're well'' - it's polite but unnecessary. 2. Switch your first sentence for an observation about me. 3. Love you're making a bet but give more context. What exactly are you betting? 4. Be specific with the customers you have helped. Limit to one logo and include the exact result you achieved. 5. Remove the refund line & reduce your CTA to 'worth a short convo?' 6. Include a PS. if you can. Here's the whole step by step guide if you'd like it: https://lnkd.in/eRavPSXt Good luck - Chris. ---- 1 week later Ant messaged saying he'd booked a meeting using the framework. Win for him. Win for his biz. And a big win for me. It takes 1 minute to write feedback emails to SDRs. And can be all the difference between them hitting quota or not. PS. ♻️ Repost if you'd like to share this with your network. And follow me Chris Ritson for more SDR training content like this.
The best SDR I ever hired? Huge introvert. - Never spoke-up in team meetings - Never spoke about his results - Never replied on slack/SMS He was a ''middle performer'' on the activity leaderboards. Most days he would make maybe 40 dials, send 25-30 emails and a few DMs. He'd come in almost exactly at 9am and leave right after the round-up at 530pm. But every month for 15 months... his name was at the top of the leaderboard. Every account in his list? ICP. Every cold call? Concise, structured. Every AE he worked with? Loved him. He never complained, never made a fuss when he had a bad day or bad week. He just took account and started the next day fresh. He was quiet. He was consistent. He was a huge introvert. My point... The best SDRs aren't all ''extroverts who played team sports''. That's a myth. The truth? The best SDRs are all different. There isn't one magical profile. Some are extroverts. Some are introverts. Some are in the middle. The thing they share? The will to win. They take accountability for their sh*t and they keep showing up daily with a can-do attitude. It's their mindset that sets them apart not how loud or flashy they are. To all the introverts out there... It doesn't matter if you're the silent type or the SDR who posts memes in the slack channel. What matters is you get results. Do you agree? --- Here’s the proven 𝗛𝗶𝗿𝗶𝗻𝗴 𝗣𝗹𝗮𝘆𝗯𝗼𝗼𝗸 𝘄𝗲’𝘃𝗲 𝘂𝘀𝗲𝗱 𝘁𝗼 𝗵𝗶𝗿𝗲 𝗵𝘂𝗻𝗱𝗿𝗲𝗱𝘀 𝗼𝗳 𝗦𝗗𝗥𝘀: https://lnkd.in/giwwX94G
When a big deal is on the line, how you negotiate matters. Most AEs lose deals they could’ve won. Especially AEs who are new to the role. Not because the price was too high. Not because the product was wrong. But because they said the wrong thing (or folded too early). Negotiation isn’t just a skill. It’s a communication tool. And every word matters. So I built a negotiation cheat sheet for SDRs and AEs who can’t afford to lose deals. 12 high-impact negotiation phrases. Plus, exactly what to say when you hear them used on you. Here’s the list: 1. “We’re ready to move fast if the terms are right.” → “Let’s define ‘right.’ What’s most important to you?” 2. “What does success look like to you?” → “Great question. Let me walk you through our goals.” 3. “We’re exploring a few options right now.” → “What would it take to move us to the top of your list?” 4. “Can you walk me through how you got to that number?” → “Sure. Happy to explain our value prop step by step.” 5. “That number just doesn’t work for us.” → “Help me understand what you need to make this work.” 6. “Let’s make sure we’re solving the right problem first.” → “Totally agree. Let’s align on the real goal here.” 7. “That’s outside the scope of this agreement.” → “Would you like a separate proposal for that?” 8. “We’d need a little more flexibility here.” → “What kind of flexibility are you hoping for?” 9. “We’re looking for a long-term partner, not a short-term fix.” → “So are we. What would that look like to you?” 10. “We’re happy to move forward if X is included.” → “If we do that, can we close today?” 11. “We’ll need internal sign-off before we commit.” → “Of course. What concerns do they usually raise?” 12. “That’s a great point. Let’s talk about how we could meet in the middle.” → “I’m open. What would that look like to you?” Save this. Share it with your team. Refer back before your next big conversation. It'll help you: Stay calm. Gain leverage. Lead with confidence. ♻️ Repost to help an SDR or AE in your network. Follow Chris Ritson for more on content like this. I post infographics and cheatsheets daily. PS. SDR who wants to be an AE someday? Check out my SDR to AE Test; https://lnkd.in/enn4tNSD You'll get personalised feedback when you complete it.
SDR is the #1 career choice. But here's the reality: ⏰ You'll spend more time getting rejected than accepted. 📞 You'll spend lots of time talking to an answerphone than a real human. 😡 The people you do speak to mostly don't want to speak to you. 📈 You'll get your KPIs and targets raised most quarters to accounts for a ''bad market'' 💻 The meetings you do book will often not show up and ghost you forever more after that. ✏️ The meetings that do show up you won't be able to run because that's not part of your job. ❌ And you'll go back to getting rejected whilst the AE has all the fun running the deal cycle. 📆 When you ask for training to be an AE you're told you need to do SDR for another year even though you've hit quota for 18 months. 🖥️ Technology [automation, AI, whatever] is permanently coming for your job. Adapt or die. If you can get through that, you'll have a great career. No pain, no gain. Am I right? ---- 🔓 Uplevel your SDRing with my 𝗦𝗗𝗥 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗙𝗼𝗿𝗺𝘂𝗹𝗮 ▶ double your conversion from outreach to meeting using it: https://lnkd.in/eyWk9c4a
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