The SDR Growth Mindset

High-trust relationship digital playbook for B2B sales developers who want sustained, maximized earnings.

SDRs have the toughest job in sales, yet most overlook the one thing that drives higher earnings more than any script, template or tech stack.

It's easy to miss - I did for years. But once you have it, it changes how you operate, impacting your trajectory, your results and ultimately, your earnings.

I've spent nearly two decades in B2B sales and in 2017, I started VAL 3 Solutions, an outsourced B2B sales development firm.

Up to this point, my earnings hovered around industry average for a SDR, and that continued for nearly two years as a solopreneur.

However, through a series of events in 2019, I discovered the key to unlocking my earning potential.

I realized that because of the consultative nature of B2B sales, the path to sustained, maximized earnings is intentionally operating in a way that creates high-trust relationships.

This carries equal weight whether you are an in-house or outsourced B2B sales developer and is accomplished through a values-based growth mindset centered around integrity, punctuality and tactical persistence.

- The SDR Growth Mindset -

B2B sales developers can break through their income ceilings by operating with this mindset because: High-Trust Relationships → Sustained, Maximized Earnings.

Making the mental shift to operate with this mindset has enabled me to:

4X my earnings over several years
Serve 100+ SMB clients in SaaS, Crypto, High-Tech, Manufacturing, Real Estate, Professional Services, Education, and Government, generating $20M+ in pipeline and revenue
Book 3,000+ qualified prospect meetings
Show social proof of customer satisfaction through extensive testimonials (here)
Produce over 60% of the case studies for a globally top-ranked B2B lead gen agency across five years
Create over 550 segmented outbound campaigns for a variety of ICPs

But how do you use The SDR Growth Mindset to create high-trust relationships in the B2B sales development context?

It's not complicated, but most sales developers struggle with proactively and consistently operating with this formula across their entire workflow:

Do what you say you will do and be reliable in both small and big things. This requires Integrity.
Respect yourself and others by being on time and communicating at a high rate of speed. This requires Punctuality.
Face momentary setbacks with determination and creativity to achieve the desired outcome. This requires Tactical Persistence.

The B2B sales development workflow is filled with ongoing opportunities to apply each core value and build high-trust relationships, however, most SDRs miss them.

Missing these trust-building opportunities weakens relationships with sales partners, prospects and customers - making sales development more stressful, short-lived and less financially rewarding.

I learned how to identify and seize each trust-building opportunity across the sales development workflow, and that unique skill has been the cornerstone of my success for numerous years.

Operating with the The SDR Growth Mindset helps B2B sales developers capitalize on these same opportunities so they can achieve higher levels of sustained, long-term success. Because after all...

Success is not a moment. It's a mindset.

Hello - I’m Brennan Farrell

B2B Sales Leader and Creator of The SDR Growth Mindset

I created The SDR Growth Mindset for active and aspiring B2B sales developers who want to:

Maximize their earning potential
Reduce stress
Achieve more sustainable success in their role

Mastering hard skills, leveraging the latest technology and following best practices all matter. But the key to achieving the outcomes above is intentionally operating with a mindset that builds high-trust relationships.

If you're an active SDR, aspiring B2B sales developer, or have interests in B2B sales development, The SDR Growth Mindset is your digital playbook for maximized earnings, delivered through a unique, structured course built exclusively for this role.

Inside, I'll show you how to apply this mindset across your entire workflow, so you can consistently identify and seize valuable trust-building opportunities that drive long-term, maximized earnings.

The best part? Your path to higher income can start within just 30-days.

About The Course

Let me start by saying I understand the perception that some people have about paid digital courses.

It's 2025, and there's a lot of free, valuable information on every topic, including B2B sales development. So, it's natural to ask, "Why should I pay for a course when I could learn what I need to know for free?"

If that's on your mind, I'll speak to that within the FAQ a few of sections down. Look for the question, "Why should I pay for this course when I could learn what I need to know for free online?"

For now, let's keep moving with a little more information about the course.

The SDR Growth Mindset contains 31 videos with more than 15 hours of no fluff, real-world content.

Via on-screen video, I lead students through a step-by-step approach to developing high-trust relationships with sales partners, prospects and customers, from the very beginning of go-to-market planning through realizing customer LTV potential - the entire B2B sales process.

Are you an active SDR who is struggling with:

An income plateau?
High stress from having to continually hit aggressive KPIs?
Low creativity due to micromanagement?
Feeling drained from facing high rates of rejection?

Are you an aspiring SDR who:

Wants to avoid common pitfalls that lead to stress and burnout?
Is interested in hitting the ground running with a proven B2B sales development playbook?
Desires to become a top performer and earner?

On the other hand, you may be an Account Executive, B2B business owner, sales leader, aspiring B2B entrepreneur, student, or in-between roles, and have interests in B2B sales development.

Regardless of your experience in sales, your geographical location, the size of your company or what you are selling, the key to sustainable success in B2B sales development is operating with a values-based mindset that perpetually creates high-trust relationships.

The SDR Growth Mindset is that mindset. It’s proven. It’s adaptable. It’s timeless.

Course Outline and Lessons

PART 1

Foundation

Instructor Overview and Course Introduction
Key Terms Glossary
ICP For This Course
The Truth About Being an SDR
Adopting The SDR Growth Mindset
Mindset, Values, Trust and Hope 101

PART 3

Launch and Optimization

Launching Your Outreach
Post-Launch: First Few Weeks
Shifting Your Outreach Strategy
Prospect Management
Supporting Your Sales Partner

PART 2

Pre-Launch: Building a High-Trust Relationship with Your Sales Partner

First Impression
Kickoff Meeting
Immediately After Kickoff
Segmenting Your ICP
Building Lists
Outbound Approach
Outbound Cadence
Creating Messaging
Project Example, from Segmenting Your ICP through Creating Messaging
Trust Building Opportunity Summary

PART 4

Course Summary from Parts 1-3

BONUS MATERIAL

Handling Different Sales Partner Personalities
How to Scale Your Time To Earn More
SDR Career Progression Options
12 Lessons I’ve Learned
Hub of Inspirational Quotes

What’s Included

Relationship-Building Core Values

How to identify and seize ongoing, valuable opportunities to use Integrity, Punctuality and Tactical Persistence to build trust with internal sales partners, prospects and customers at each stage of the SDR workflow.

Real-Life Case Studies

Case Study examples incrementally throughout the course.

Built-Out Example Project

Creation of a segmented ICP and a full project example from establishing sales goals, establishing the right outbound approach, creating an outbound cadence, creating multi-channel messaging, going to market and pivoting based on market-feedback.

Application Questions

Practical and reflective application questions to solidify what you've learned and put strategies into action.

Course Testimonials

"I had the pleasure of working with Brennan years ago in B2B sales development, and I can’t think of a better person to distill the essentials of becoming a top-performing and top-earning SDR. Whether you’re an aspiring or current SDR, you won't regret investing in The SDR Growth Mindset."

– Cesar, Owner of Cesar A. Garcia Agency, Inc.

Frequently Asked Questions

Offer Section

Ready to Maximize Your Earnings?

The SDR Growth Mindset

ENROLL IN THE SDR GROWTH MINDSET

The SDR Growth Mindset (Earnings and Trust Maximizer Course): $89

What You Get:

On screen instruction from me across 31 videos and 15+ hours of no fluff, real-world content.
Total breakdown of the SDR workflow starting from the "First Impression" with your Sales Partner, all the way through realizing customer LTV potential.
Unique insights on how to operate like a "Relationship Investor", through identifying and seizing valuable trust building opportunities that most others routinely miss across the entire B2B sales development workflow.
Formula for how to make trust your personal sustainable competitive advantage through operating with iron-clad Integrity, Punctuality and Tactical Persistence - the core values that are the three pillars to creating high-trust relationships in B2B sales.
For Current SDRs: A real-world, adaptable and timeless playbook on how to break through income ceilings and unlock your earning potential, while reducing stress and experiencing more sustainable success in your role. Proven methods to avoid micromanagement, handle rejection more effectively and position yourself to meet aggressive KPIs with confidence.
For Future SDRs: A proven playbook to hit the ground running towards becoming a top performer and earner, while avoiding the many pitfalls that lead to sales development stress and premature burnout.
For AEs, B2B business owners, sales leaders, aspiring B2B entrepreneurs, students, or those in-between roles: This course will help you understand the mindset and workflow that creates world-class B2B sales developers. The benefits of this knowledge will vary depending upon your interests and activity in B2B sales development.
Money back guarantee. See FAQ for details.

Additional Course Detail:

Mini-101 lessons on Mindset, Core Values, Trust and Hope in the context of B2B sales development.
Fully built-out project example from the "kick-off meeting" through GTM launch and strategy innovation.
Incrementally referenced real-life case studies.
How to show credibility early on in GTM planning by asking the right questions related to your offering, target audience, value proposition and use cases.
Detail on how to segment your ICP prior to commencing your GTM planning. In B2B sales development, precision = success.
How to properly build prospect lists and avoid the "Uh-Oh" list moment.
Analysis of the different outbound approaches and how to pick the optimal one for your outreach.
Creating the ideal Outbound Cadence based on your outreach goals, approach and KPIs.
Messaging bonanza via ten timeless messaging tips, best practices per messaging channel and a detailed multi-channel messaging breakout for the referenced project example, using digital and non-digital channels.
The benefits of launching with a "Proof of Concept" prospect list.
Outline of why "Hope" is the most important emotion in B2B sales development (emotion...not strategy), and how to become a world-class "Hope Manager."
How and when to pull from a detailed outreach strategy menu after your GTM launch.
How to use the core values of The SDR Growth Mindset to manage prospect interactions.
How to support your Sales Partner from lead generation, to initial prospect call, through realizing customer LTV.
Outline of the Seven Ways you can achieve higher earnings from consistent application of the lessons in this course.
Application questions to help put each lesson's topics into action within your specific context.
Outline of how to handle the five primary types of Sales Partner Personalities.
Personal tips on how to scale your time to help you earn more and operate with more efficiency.
Career progression or pivot opportunities that are extensions of the sales development skill set.
Overview of 12 Lessons I've learned that can help you both now and into the future.
50+ inspirational quotes to help you unlock your mind to new and better ways of thinking.

ENROLL IN THE SDR GROWTH MINDSET

Ready to Maximize Your Earnings?

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