Sales Development Representative (SDR)

Overview

You're a phone-based SDR selling sales training to other sales reps and teams. Your job is to cold call prospects (other SDRs, BDRs, AEs, sales leaders) and convince them to take a meeting about Outbound OS's training programs on cold email, cold calling, and LinkedIn outreach. You work remotely but need to be available during US business hours.

Role Snapshot

Company Context

Stage: Small training/consulting business (likely <10 employees based on hiring 2 reps)

Size: Small team

Growth: Actively hiring, seems to be scaling outbound motion

Market Position: Crowded space—lots of sales training companies, differentiation is Aaron's personal brand and systems

GTM Reality

Pipeline Sources:

• 100% Outbound - you're given leads (presumably scraped lists of sales reps/teams)
• No inbound mentioned
• Your job is to dial through lists and book meetings

SDR/AE Structure: You ARE the SDR. Someone else (likely Aaron or a closer) takes the meetings you book.

SE Support: No SE—this is sales training, not technical software.

Competitive Landscape

Main Competitors: Countless sales training programs, consultants, and courses (Sandler, Challenger, NEPQ, individual coaches on LinkedIn)

How They Differentiate: Aaron's personal brand, focus on systems/repeatability, specific tactics for outbound

Common Objections: "We already have training," "Too expensive," "Not interested," "Send me information" (classic brush-offs)

Win Themes: Proven results, practical systems vs theory, direct coaching access

What You'll Actually Do

Time Breakdown

Cold Calling (70%) | CRM Updates (15%) | Training/Coaching (15%)

Key Activities

• Dialing: You make 50-80+ cold calls per day to sales reps and sales leaders. Most don't answer. Many hang up. You're trying to get them interested in a meeting about improving their outbound results.
• Handling Objections: You'll hear "not interested," "send me info," "we're all set" constantly. Your job is to push past initial brush-offs and get to a real conversation about their current outbound challenges.
• Qualifying: When you get someone talking, you need to figure out if they're actually struggling with outbound, have budget/authority to buy training, and are willing to take a meeting. If they're just being polite, that meeting won't show.
• Booking Meetings: You schedule qualified prospects on the calendar for whoever closes deals. You get paid when they show up. If they no-show, you don't get paid for that one.

The Honest Reality

What's Hard

• You're cold calling other sales people—they know all the tricks and many will be dismissive or rude
• 100% commission means if you don't book meetings, you don't eat. No base salary safety net.
• The grind is real: hours of dials, most going to voicemail, lots of rejection
• You need to book 3-5 qualified meetings EVERY DAY to hit the $4-8K/month range
• "Qualified" means they show up—if your meetings no-show frequently, your income tanks
• Sales training is a saturated market; convincing people they need another program is tough

What Success Looks Like

• Consistently booking 3-5 meetings per day that actually show up
• Making $4-8K/month in meeting fees
• Getting backend commissions (5% of $6-10K = $300-500 per closed deal)
• Building a rhythm where you can hit your numbers without burning out

Who You're Selling To

Primary Buyers:

• SDRs/BDRs struggling to hit quota (individual contributors)
• Sales managers/directors looking to train their teams
• Founders/VPs of Sales at small companies building outbound motions

What They Care About:

• Hitting their numbers (reps) or getting their team to hit numbers (leaders)
• Practical, actionable tactics they can use immediately
• Proof/testimonials that it works
• Price (many will push back on cost, especially individual reps)

Requirements

• Comfortable making 50-80+ cold calls per day
• Resilient enough to handle constant rejection from other sales people
• Fluent, articulate English (you're representing a training company)
• Available during US business hours (even if you're international)
• Financially stable enough to handle 100% commission (no base)
• Coachable and willing to follow Aaron's systems/scripts
• Ready to start within 1 week and commit to the grind