AI Coach: find and fix deal issues before they result in closed-lost using AI

Elements of Mindset

How to Stay Motivated When Cold Calling

7 min
Average Score

Andrew Huberman

Professor and Neuroscientist at Stanford University and Host of the Huberman Lab podcast

Watch Session

Sales SDRs, or Sales Development Representatives, play a pivotal role in any business's success. Their ability to connect with potential customers, qualify leads, and initiate the sales process is crucial. However, for many SDRs, the process of cold calling can be daunting and mentally taxing. In this session, we will delve into a fascinating aspect of human psychology that can revolutionize the way you approach your work as an SDR – the relationship between effort and reward.

The Science of Effort and Reward

To understand how to thrive in the demanding role of an SDR, we must first explore the science behind effort and reward. The human brain is wired to seek rewards, which are often associated with the release of dopamine, a neurotransmitter associated with pleasure and motivation.

But here's the twist: when you focus solely on the end goal or reward, you might undermine the entire process. Think about it like this – if you're constantly chasing after the gold star, you might lose the intrinsic joy of drawing that led you to start drawing in the first place. This phenomenon is known as extrinsic reinforcement.

This idea is backed by a classic experiment conducted at Stanford. Children who initially enjoyed drawing were given gold stars as rewards for their art. When the rewards were removed, these children were less likely to draw on their own. This experiment highlights the danger of associating too much pleasure with external rewards, which can diminish the intrinsic joy of the activity itself.

Cultivating a Growth Mindset

Enter the concept of a growth mindset, popularized by Stanford psychologist Carol Dweck. A growth mindset is all about embracing the process of improvement as the ultimate goal. It's the mindset that says, "I'm not there yet, but I'm striving to be better."

A growth mindset is intrinsically linked to the ability to find pleasure in effort. It's about shifting your focus from the end goal to the journey itself. When you can find satisfaction and even pleasure in the challenges and friction of your work as an SDR, you're well on your way to unlocking your full potential.

The Power of Dopamine Release in Effort

Dopamine plays a starring role in this narrative. When you learn to access the rewards from effort and truly enjoy the process, your brain responds with a release of dopamine. This not only increases your baseline level of dopamine but also enhances your energy, focus, and efficiency.

Imagine being able to derive pleasure from the very act of making those cold calls or sending those outreach emails. It might sound counterintuitive, but it's a game-changer. Instead of dreading the hard work, you'll start looking forward to it because you've trained your brain to see the effort as the good part.

Building the Reflex of Rewarding Effort

David Goggins, a former Navy SEAL and motivational speaker, is a prime example of someone who has mastered the art of turning effort into the ultimate reward. His story revolves around embracing the pain and discomfort of rigorous training, not for the promise of an external reward, but for the intrinsic satisfaction of pushing his limits.

To build the reflex of rewarding effort, you must practice it consistently. During those moments of intense friction, remind yourself that the pain will lead to a release of dopamine later. Tell yourself that you are doing it by choice and because you love it, even if it feels like lying to yourself initially. Over time, this mindset shift will become reflexive, and you'll find yourself eagerly tackling challenges without relying on external rewards.

In this enlightening session, you've discovered the profound connection between effort and reward and how it can transform your approach as an SDR. To dive deeper into this topic and explore practical strategies to start loving cold calls, watch the full video session. It's time to harness the power of your own mind and unlock your true potential as a Sales Development Representative. Embrace the journey, and let the rewards follow.

Don't miss out on this opportunity to revolutionize your sales approach. Watch this session to learn more about how to start loving cold calls, and take your SDR game to the next level. Your future success awaits – click the link and start your journey today.

How Triple Session works

Training, Testing, & Feedback

Triple Session's proven formula accelerates your sales performance through consistent, organized practice, backed by measurable results.

Watch a session

Bite-Sized Knowledge

Our expert-led video sessions simplify complex sales concepts into easy-to-digest 5-15 minute videos for better retention.

Test your understanding

Test Your Understanding

After each session, there will be a quiz to test your understanding and help you improve on any areas that need more attention.

Evaluate and Grow

Evaluate and Grow

Get progress snapshots after each quiz to track your improvements and achieve your sales mastery goals.