I’m not sure if I have secrets, but I do have principles, and if you follow those that gets you where you need to be. – Nick Rundlett
Nick Rundlett is a Praxis alum who did his apprenticeship as an SDR at Reliant Technology in Atlanta, GA (where he outpaced his entire sales team combined for six months). After a year at the company, he was promoted to Account Executive — and then pitched his boss on becoming the SDR team manager.
Nick worked as both an account executive and the SDR team manager for seven months (in which time he trained three Praxis apprentices), before resuming working full-time as an account exec (which is what he currently does).
In the call, Nick gave us his top three rules for success:
- write your own ticket
- never give less than 110%
- don’t be afraid to change the game
His points on each:
Write your own ticket: “You write your own ticket in life. You’re solely responsible for wherever you end up. There’s no one at the end of the rainbow to hand you the golden ticket . . . but on the flip side, you can create whatever you want.”
Never give less than 110%: “Never do less than 10% more than what your job requires. Always give 10% extra. If you only do exactly what your job description entails, you’re entirely replaceable. Give your employer reasons to keep you around. Get smarter. Get faster. If you can, do 20% more.” The more you learn and the more you excel, the less replaceable you’ll be.
Don’t be afraid to change the game: “You can rewrite the game. You’re going to inherit systems, and ask “why do we do it this way?” Everybody has always done it this way, and your boss is telling you you have to, but you have to change the game to be successful.”When Nick started working at his business partner, he was given a cold call script that didn’t work. He got hung up on hundreds of times — so he rewrote the script. When he was promoted to Account Executive, he saw lots of flaws in his old SDR team — so he pitched his company on switching over and becoming the SDR team manager. Don’t be afraid to change the rules you’ve been given if you find something that works better.
“An average employee sees a problem, gets annoyed by it, and goes back to what they’re doing.
A good employee sees a problem and brings it to someone’s attention.
A great employee sees a problem, comes up with a solution, implements it, and shows it to the boss and says “this is what happened, and this is what’s better now.”
You always want to be that last person.” – Nick Rundlett
Nick also talked about:
- how to learn the ropes as a new employee and set yourself up for success
- the little things that make you most impressive
- how to make pitches to your BP (like the pitch that landed him the SDR manager role)
- owning your work
- his top sales tips
- the art of crafting a perfect cold call
“Being able to think is job security.” – Nick Rundlett