#231 S2 Episode 100 - The Path Of SDR To CSM with Kelsey Calabro

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HIGHLIGHTS

• Entering sales via the support role 
• Moving into a new state and acquiring a new SDR role
• Job hunt tips: Build your own relationships with the company
• Transition to CSM and enjoying the long game 
• Try different paths in sales and see where you really fit 
• Run into the water and figure it out
• Starting a writing agency
• You don't have to have everything figure out

QUOTES

Kelsey: "I wasn't the best cold caller. I'm not the best person that you meet on a call and 30 seconds I can pitch you and you see the value and you're like, yea, that was compelling enough. I had a lot of blind spots, a lot of weaknesses as an SDR. I'm definitely a better closer. And then for CS, that transition to Customer Success just really came down to, I like the adrenaline of sales, I'm just kind of tired of holding this heavy quota every month even though now I have churn and retention, and all these other things on my back, it's different."

Kelsey: "If you can, anywhere you're at, try to carve a path into different roles. AE if you're an SDR, don't be afraid to go backwards if you're an account executive and you want to try your hand in SDR work, that's great too."

Kelsey: "The vernacular of CS life is different. You have to learn a lot about advocacy and how you can champion and play into your customers. You're selling them constantly on the value, but you don't want to be a seller. So there's a fine line and a fine balance to walk there which was hard for me at first, as understanding the difference between demo and training and supporting and selling." 

Kelsey: "It is a role where you are given autonomy truthfully, and ownership. At the end of the day, if your accounts fail, it's the same as quota for sellers. Like if you don't hit quota, you got to look at your process. For CS it's the same thing. If your accounts aren't succeeding, you're gonna go back and keep tweaking your process and figure out how you can make it better."

Connect with Kelsey with the links below: 

• LinkedIn: https://www.linkedin.com/in/kelseycalabro/
• Twitter: https://twitter.com/antisocialkels
• Email: kelsey.calabro1@gmail.com

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.