Meet Kolbie Knorr

🚀 Role: Senior Sales Development Representative at Orum
📅 Years in Sales: Kolbie spent 3+ years as an AE before changing industries, eventually coming back to the SaaS space, taking a role as Senior SDR.

What he does best: Finding the formula to hit quota in your first month as an SDR

🔹 Prioritizes action over the typical drawn out ramp cycle. He focuses on hitting the phones by the second day.
🔹 Finding the low hanging fruit to quickly generate opportunities
🔹 Uses AI Agents (Gem-E) to find the accounts and contacts who know the product he is selling better than he does. (Previous users, champions, and closed lost deals)
🔹 Automates email writing, call scripts, and account/contact research so he never misses a buying signal.
🔹 Focuses on conversational selling with warm prospects rather than feature selling to cold contacts, especially in the first month.

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How Kolbie Uses UserGems to Hit Quota in the First Month as an SDR

Step 1: Stacking The Right Signals with Gem-E

✅ Closed Lost Deals + Previous Champions →

"During your first few months as an SDR, finding prospects who know your product better than you is the most efficient way to sell. There's no better stack for this than people that have evaluated you in the past, whether it's closed won or closed lost."

✅ Hiring SDR Signal + Previous Champion at Account →

"When I see a hiring SDR signal paired with a previous champion, I know the SDR leader is in growth mode—it's the ideal moment for Orum to show how we can empower their growing team."

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Step 2: Focus on time to action, not perfection

💡 How he booked 15 meetings in his first 4 weeks:

✔️ Automate as much as possible: Automate as much of your prospecting and outbound as possible so you can focus on building connections, learning your product, and "checking off your ramp boxes" while still hitting quota.

✔ Find the prospects who know more than you: Kolbie has discovered his winning formula for selling, even before he's fully ramped. His strategy focuses on identifying prospects who have already evaluated his product. This allows him to engage with buyers who are ready to purchase, even if he’s still getting up to speed.

✔️ Talk to your team and find out what works for them: Ask your team for the sequences, emails, subject lines, and talk tracks that are working for them.

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<div class="pro-tip"> 💡If your team already uses UserGems, you can automate your entire workflow, including email writing with Gem-E </div>

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<div class="pro-tip"> 💡How Gem-E Automates This Process: These signals are automatically stacked, ranked, and surfaced to sales teams. Instead of manually combing through CRM and outreach tools, reps get a prioritized list of prospects along with pre-written AI-driven messaging. </div>

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💡Quick Tips for SDRs

Have conversations, don't feature dump:

Focus on connecting with people who know your product so you can simply have a conversation. This helps you learn more about your product from the perspective of a previous user and helps you avoid feature dumping

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Find your winning first email:

Kolbie leverages UserGems to generate his first email to prospects based on what signals they are showing. Here is his formula to a great email based on how Gem-E does it:

1. Identify your signals and write them down
   • Previous customer
   • Previous closed lost
   • Website visitor
   • Consumed marketing content
   • Company is hiring for specific role
   • They are a competitor of your customer
   • They recently raised funding
2. Acknowledge and call out the relationship
   • "Hey, we know each other"
   • "You might be familiar with us based on ______"
3. Ask if they are going through the same pain points that they were when you formed the relationship
4. Soft ask
   • "Would love to reconnect"
   • "Here is a $10 gift card to get some coffee while you settle into your new role"

<div class="pro-tip"> 💡Keep it short and sweet. Don't make it feel automated or like you could have sent it to 20 other people. </div>

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Interested in using Gem-E as a rep?

Here's how to talk with your manager about how Gem-E helps reps hit quota in their first month:

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