Explorez tous les épisodes du podcast Outbound Kitchen - B2B Sales Podcast
| Titre | Date | Durée | |
|---|---|---|---|
| OK9: AI in Outbound: Why AI SDR Effectiveness is Overrated, with Jordan Crawford, Founder of Blueprint | 15 Nov 2024 | 00:56:16 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- On this episode, we talk about:
Discover why AI SDRs may not be the silver bullet for outbound sales strategies. Learn how go-to-market AI tools can enhance your sales pipeline optimization without sacrificing the human touch. Perfect for founders and GTM leaders looking to revolutionize their B2B Outbound Sales approach. --- Who is Jordan Crawford? GTM Strategist, and Founder of Blueprint Buy Jordan's course: Agent 7 - Jordan Crawford's Clay AI Agent Finding Course --- Connect with Jordan: - On LinkedIn: https://www.linkedin.com/in/jordancrawford/ - Subscribe to his YouTube Channel: https://www.youtube.com/@BlueprintGTM Resources mentioned: --- When you're ready 👨🍳 Want to work with me? Send me a DM --- Connect with me 📌 Connect on LinkedIn 📹 Subscribe on YouTube Chapters (00:00) Intro on AI in outbound (00:45) The Outbound is Dead Debate (02:24) Challenges in Outbound (07:47) The Role of AI in Sales (09:08) The Flaws of AI SDRs (15:28) Effective Data Utilization in Outbound (27:26) Finding Hidden Data Sources (32:28) Debating the Future of SDRs and AI (33:09) Human Psychology in Sales Teams (34:44) Rippling's Dual Approach to Sales (35:49) The Role of AI in Sales Research (38:05) Practical Steps to Implement AI Agents (39:26) Building Effective AI Agents (40:05) Tools and Techniques for AI Agents (41:35) Advanced AI Agent Strategies (53:25 )The Importance of Cold Calls | |||
| OK8: How Pigment Scaled Their BDR Team from 2 to 50 in 3 years with Alexis Valentin, Global Head of BDRs at Pigment | 08 Nov 2024 | 00:49:19 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- On this episode, we talk about: • Build a 4-tier BDR Academy that retains top performers for 2-4 years • Structure compensation models across experience levels • Implement weekly performance metrics that drive results • Create an enterprise-grade tech stack for outbound prospecting • Develop business acumen in junior BDRs • Transform BDRs into Enterprise Corporate Sales (ECS) leaders --- Who is Alexis Valentin? - Global Head of BDRs at Pigment - Got expertise in outbound and customer acquisition at major tech firms like Facebook and Dropbox. More context about the Pigment Sales team: - ACV: $100k - Buyer personas: Finance, HR, and Sales teams - Markets: NA, and EMEA --- Connect with Alexis: - Subscribe to his growth team newsletter - Alexis is hiring! Check their career page - Pigment on Repvue (Top 5% of companies) --- When you're ready 👨🍳 Want to work with me? Send me a DM --- Connect with me 📹 Subscribe on YouTube Chapters (00:00) Scaling from 2 to 50 BDRs (00:47) Alexis Valentin's Initial Challenges (02:29) Building the AdBond Tech Stack (03:58) Hiring and Training Strategies (04:55) Metrics and Performance Measurement (12:33) Compensation and Career Growth (17:50) Evolving Skill Sets and Industry Focus (23:21) Optimizing BDR Activities (25:53) Leveraging Marketing Signals for BDR Success (26:26) Scaling Insights for Effective Prospecting (27:41) Prioritizing Accounts and Engagement Strategies (28:25) Growth Team Philosophy and Account Management (32:34) Segmenting Teams by Company Size (35:00) Hiring and Productivity Strategies (38:32) Enhancing BDR Efficiency and Training (42:41) Adapting to Market Changes and New Techniques (43:59) Reflections and Future Plans | |||
| 73. How this Enterprise SDR sourced $5.86 million in pipeline with PR Leaders - Jacob Farmer, Strategic Accounts SDR at Muck Rack. | 22 Jun 2024 | 00:30:31 | |
In this episode, you'll discover the strategies of a successful Enterprise SDR:
Jacob Farmer is a Strategic Accounts SDR at Muck Rack. Since he's joined Muck Rack:
Connect with Jacob on LinkedIn https://www.linkedin.com/in/jacobfarmer1/ Here’s more information about Jacob’s accounts and buyer personas:
---- 📬 For more prospecting and sales development tips, join 3,211 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire ---- Chapters (00:00) Top Enterprise SDR (00:30) Maximizing Productivity: Organizing Tasks and Prioritizing Time (06:09) Booking Meetings: Using Channels and Triggers (07:37) Building Relationships: Leveraging Past Conversations (08:06) Prospecting Sessions: Comprehensive Research and Tailored Messages (14:18) Parallel Dialing: Efficient Outreach Strategy (21:28) Data Analysis: Tracking What's Working and Making Tactical Changes (27:39) Taking Accountability: Owning Your Pipeline and Seeking Feedback Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 72. How this Enterprise SDR achieved 190% in Q1 with tech leaders, DevOps, and engineers - Quitterie Lafont, Enterprise SDR at Datadog | 15 Jun 2024 | 00:29:56 | |
In this episode, we'll discuss:
Quitterie Lafont is a top-performing Enterprise Sales Development Representative @ Datadog In February 2024, Quitterie was the global Top Performer SDR Enterprise with 267%. In March 2024, she achieved 173% and was the Top Performer SDR Enterprise EMEA. For Q1, she reached 190%. Connect with Quitterie on LinkedIn https://www.linkedin.com/in/quitterie-lafont-9850b7164/ Here’s more information about Quitterie’s accounts and buyer personas:
---- 📬 For more prospecting and sales development tips, join 3,211 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire ---- Chapters (00:00) Top Enterprise SDR (02:08) The Sunday Preparation Routine for Success (06:14) Optimizing Time Slots for Maximum Productivity (09:26) Strategies for Booking Meetings and Maximizing Conversion Rates (11:43) The Power of Personalization in LinkedIn Messaging (13:28) The Importance of Self-Reflection and Continuous Improvement Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 71. How to Use AI for Prospecting with IT Leaders in Enterprise Accounts - Benyamin Holley, Enterprise SDR at Lightyear, and Founder at Lazy Sales | 06 Jun 2024 | 00:39:27 | |
In this episode, we'll discuss how to use AI to:
Benyamin Holley is an Enterprise SDR at Lightyear, and Founder of Lazy Sales Benyamin is building a true enterprise outbound motion from the ground up. Helping refine targeting, messaging, processes and tooling. He booked meetings with 2 of the F500 so far. In Q1 '24 - #1 in outbound sales accepted meetings. Connect with Benyamin on LinkedIn https://www.linkedin.com/in/benyaminholley/ If you want to work with Benyamin, check his website: lazysales.xyz Here’s a bit more info about Benyamin's accounts and buyer personas:
---- 📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire ---- Chapters (00:00) Enterprise Prospecting (02:24) Building Outbound Motion Challenges (07:18) Targeting and Messaging Strategies (09:39) AI for Lead Scoring (12:01) Account Prioritization Techniques (16:49) Email Personalization and Validation (24:08) Prospecting Tools and Final Thoughts Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 70. How this top SDR converts 27.8% of cold calls into meetings in the SaaS industry - Teddy Frank, Senior SDR @ Atrium | 24 May 2024 | 00:44:19 | |
In this episode, we'll discuss:
Teddy Frank is a top-performing SDR @ Atrium Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%. Connect with Teddy on LinkedIn https://www.linkedin.com/in/teddy-frank-690b501b7 Here’s a bit more info about Teddy's accounts and buyer personas:
---- 📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire ---- Chapters In this episode, we'll discuss: - The different outbound sequences Teddy uses - His cold-calling framework - How to use your analytics and reports to improve your results Teddy Frank is a top-performing SDR @ Atrium Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%. Connect with Teddy on LinkedIn https://www.linkedin.com/in/teddy-frank-690b501b7 Here’s a bit more info about Teddy's accounts and buyer personas: - Personas: 2nd Level+ Sales and RevOps Leaders (occasionally SalesDev) - Industries: Software Development, IT Services / Consulting, Computer / Network Security - Org Size: 51+ folks in sales org (ranges from 300 - 10k employees) ---- 📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire ---- Chapters (00:00) Top SDR (03:54) Defining Top Tier Accounts (07:18) Handling Objections and Referrals (10:13) Call Calling Strategies for Booking Meetings (11:10) Philosophy for Booking Meetings with Directors and VPs (12:05) Structuring the Cold Call Pitch (14:24) Using Relevant Statements and Assumptions (15:22) Pain and Solution Statements in the Pitch (18:47) Going for the Close in the Pitch (20:15) Handling Objections and Sending More Information (21:39) Asking for a Specific Follow-Up Time (22:38) Handling Objections to Booking a Meeting (25:05) Researching Prospects and Private Equity Companies (26:30) Understanding the Challenges of Rev Ops Leaders (28:59) Using Research to Improve the Pitch (30:54) Using Analytics to Improve Conversion Rates (32:50) Calling After 5 PM for Better Results (40:59) Advice for New SDRs Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 69. How This Top SDR Consistently Exceeds 129% Quota in the Restaurant Industry - John Cianello, SDR at Fourth | 18 May 2024 | 00:36:21 | |
In this episode, we'll discuss:
John Ciannello is a top SDR @ Fourth. John started as an SDR six months ago and averages 130% of his fully ramped quota, achieving 500% in his second month of onboarding. Connect with John on LinkedIn https://www.linkedin.com/in/johnciannello ---- 📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire ---- Chapters (00:00) Top-Performing SDR (02:22) John's Onboarding and Initial Success (04:37) Engaging with Prospects (06:56) Handling Corporate vs. Local Decisions (09:21) Using Texting as a Tool (11:45) Balancing Prospecting Between Customers and New Prospects (14:07) Effective Use of Triggers (18:50) Strategic Calling and Balancing Quality with Quantity (23:24) Cold Call Strategy (30:33) Advice for New SDRs Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 68. Scale Your SDR Team: How AI Can Transform Your Outbound Process in 2024 - Collin Stewart, CEO of Predictable Revenue | 04 May 2024 | 00:44:51 | |
In this episode, we'll discuss:
Collin Stewart, the CEO of Predictable Revenue. Here's what Collin has done:
Connect with Collin on LinkedIn https://www.linkedin.com/in/collinstewart/ ---- 📬 For more prospecting and sales development tips, join 3,811 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire ---- Chapters (00:00) Opening Remarks (03:19) Optimizing for Profitability in Sales Development (06:15) De-risking the SDR Model for Clients and SDRs (13:31) Tools and Infrastructure for the Scale Model (23:30) Increasing Call Volume with Parallel Dialers (25:49) The Importance of Personalized Outreach and Flexibility (29:35) Scoring Accounts Based on Tech Stack and Other Factors (39:09) Testing and Iterating to Find the Most Effective Approach Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| [GREATEST HITS] 29: How This BDR Got 260% of her Quota and Rookie of the Quarter in Q1 (Top SDR Strategy): no sequences, and no cold emails - Holly Allen, BDR at Deel | 28 Apr 2024 | 00:40:20 | |
3 takeaways from this episode:
— For more prospecting and sales development tips, join 2,611 SDRs getting the newsletter here: https://sdrgame.substack.com/ — Welcome to Episode 28, where we immerse ourselves in the world of a top-performing BDR, Holly Allen of Deel. She exceeded her target by 260%, got the 'Rookie of the Quarter', and 'Influencer' awards all in Q1. Join us as we deep dive into:
(0:00) Top BDR at Deel (2:07) No sequence, and no emails (4:52) Why Social selling (7:43) How to go after a new account (9:27) LinkedIn Sales Navigator lists (10:53) Triggers for prospecting (13:34) LinkedIn voice note (17:47) Voice note and a message? (19:19) Follow up after the voice note (20:14) Video prospecting (23:29) Multithreading (24:18) Cold calling (30:07) End of a cold call (30:39) How to manage your time with social selling and cold calling (32:01) How to overcome the fear of cold calling (34:18) Social selling with CFOs and HR leaders (36:39) Favorite tool for prospecting on LinkedIn (37:14) Favorite resource to grow as an SDR (38:22) Advice for new SDRs Follow Holly: LinkedIn https://www.linkedin.com/in/hollyallen1/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 67. Sourcing, and Hiring the Best SDR Candidates - How to build a High-Performing SDR Team (Part 2) - Chris Ritson, Co-Founder of The SDR Leader | 23 Apr 2024 | 00:44:02 | |
If you missed part 1, listen to the episode here: https://link.chtbl.com/build-high-performing-sdr-team --- In this episode, you will learn 3 key things:
--- Chris runs 2 businesses: - He helps SDRs hit quota and get promoted. - He helps SDR Leaders build high-performance SDR teams. Chris has led SDR teams for 8 years at Tessian, Peakon (Workday), and Perkbox. Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-ritson Subscribe to his newsletter: The Pipeline Post https://the-pipeline-post-9a4342.beehiiv.com/subscribe --- 📬 For more prospecting and sales development tips, join 3,811 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire --- Chapters (00:00) Team Foundations (03:50) Hiring Focus (07:14) Engage Candidates (11:30) Agency Relations (14:19) Candidate Pool (17:55) Role of Ownership (21:00) Inbound Quality (24:45) Leveraging Referrals (28:30) Job Descriptions (32:15) Future of Hiring Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| [GREATEST HITS] #38: How to write cold emails that get replies (A 45.8% reply rate) (Prospecting strategy) - Mike Wander, Former Account Executive at Lavender | 17 Apr 2024 | 00:32:46 | |
4 things you'll learn in this episode:
Mike Wander is a former Account Executive at Lavender. Despite describing himself as a mediocre salesperson and an average email writer, his results tell a different story. Mike's results:
Connect with Mike: https://www.linkedin.com/in/mikewander/ --- 📬 For more prospecting and sales development tips, join 3,811 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (0:00) The average email sales writer (1:07) Booking 87 meetings in his first 3 months. (2:53) Building your account list (9:22) How to create your Point of View (13:58) Effective triggers to use in your outreach. (15:34) Insights into executives inboxes (19:12) Crafting effective Subject lines (20:26) Overcoming the Mental Spam filter (22:32) Tying your triggers to challenges and how you can help. (25:16) The balance between creativity and following Mike's process. (26:47) Other cold emails frameworks (28:00) How to leverage your research in your outreach (29:24) Tips to improve your cold email reply rate. (30:20) The most common mistake in cold emailing. Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 66. The (First-Time) Sales Manager's Survival Guide - KD - Kevin Dorsey, CRO at Finally, SaaS Consultant, & Sales Leadership Coach | 13 Apr 2024 | 00:42:02 | |
In this episode, you will learn 3 key things:
--- KD, Kevin Dorsey, known as the Father of Modern Leadership. He's the CRO at Finally. Here's what KD has done as a sales leader:
Connect with KD on LinkedIn https://www.linkedin.com/in/kddorsey3/ Resources mentioned in the episode: KD's course: Sales Leadership Accelerator https://www.salesleadershipaccelerator.com/ Books:
--- 📬 For more prospecting and sales development tips, join 3,831 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire --- Chapters (00:00) Father of Modern Sales Leadership (00:55) Is Leadership Right for You? (09:45) Sales Leadership Process and Operational Excellence (16:55) Personal Development and Managerial Effectiveness (21:41) Enhancing Sales Skills and Techniques (28:47) Leadership Philosophies and Long-term Impact (35:40) Adaptability and Continuous Learning (38:06) Resources for Aspiring Leaders Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| OK7: How to Scale Outbound: From Founder to 20+ Reps with Zach Rego, CRO at Triple Whale | 01 Nov 2024 | 00:46:11 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- On this episode, we talk about: - How to go from founder-led sales to a scalable team, - The real secrets behind outbound that works, - Scaling fast with 20 high-performing reps. --- Who is Zach? - Chief Revenue Officer of Triple Whale, - He’s the master chef behind Triple Whale’s growth, joining as Head of Sales and now CRO. - Built a team from scratch and hit 10,000+ customers in just 3 years. --- Connect with Zach: --- When you're ready 👨🍳 Want to work with me? Send me a DM --- Connect with me Chapters (00:00) Intro (00:41) Building the Initial Sales Team (07:24) Building the Outbound Motion (09:26) Hiring Strategies and Team Dynamics (19:12) Compensation Plans and Pipeline Management (24:25) Evolution of the Team (25:08) Challenges in Transitioning to Outbound (25:56) Maintaining Brand Integrity (27:08) Scaling and Personalization (30:07) Leveraging Partnerships for Growth (32:50) Headcount Planning and Hiring Strategies (38:51) Reflections and Lessons Learned Get full access to Outbound Kitchen at https://outboundkitchen.substack.com/podcast | |||
| 65. How to Build a High-Performing SDR Team (Part 1) - Chris Ritson, Co-Founder of The SDR Leader | 23 Mar 2024 | 00:38:18 | |
In this episode, you will learn 3 key things:
--- Chris runs 2 businesses: - He helps SDRs hit quota and get promoted. - He helps SDR Leaders build high-performance SDR teams. Chris has led SDR teams for 8 years at Tessian, Peakon (Workday), and Perkbox. Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-ritson Subscribe to his newsletter: The Pipeline Post https://the-pipeline-post-9a4342.beehiiv.com/subscribe --- 📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire --- Chapters (00:00) Establishing the Foundation for Your Team (03:11) Creating a Team Culture and Playbook (08:45) Hiring the Right People (13:06) The Three-Step Process for Achieving Long-Term Success (25:25) The Importance of Obsession with Learning Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 64. SDR Leadership: my 4 lessons in 2023 | 16 Mar 2024 | 00:19:52 | |
Episode #3: My Journaling Journey - My Lessons on SDR Leadership in 2023:
Send me a message on LinkedIn to let me know what you think about the episode: https://www.linkedin.com/in/elriclegloire/ --- 📬 For more prospecting and sales development tips, join 3,722 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ -- Chapters: (00:00) SDR Leadership lessons (00:28) Lesson 1: SDR Team Layoffs (05:19) Lesson 2: The Evolution of the SDR Model (09:08) Lesson 3: Hiring Strategies (11:35) Lesson 4: SDR Creators Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 63. How I revamped this ineffective outbound LinkedIn message into a conversation starter - SDR at a B2B Contact data business (Pipeline Uni #1) | 09 Mar 2024 | 00:07:48 | |
2 weeks ago, I received an ineffective cold LinkedIn message from an SDR at a B2B contact data company. Today, I'll show you how I improved it to start a conversation with my prospects. --- If you'd like me to review and enhance your outbound messaging, feel free to send me a DM on LinkedIn. I'm eager to help you refine your messaging. --- 📬 If you find this episode useful, you might also enjoy my newsletter, SDR Game. Join 3,712 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Chapters: (00:00) Problem with the LinkedIn Message (01:29) Researching the Market and Competitors (04:53) Analyzing the Sales Team Structure (05:23) Identifying Current Data Providers (06:21) Revamping the Message (07:14) Key Takeaways Get full access to Outbound Kitchen at | |||
| 62. The 10 Rules for Outbound of this SDR Leader at Scratchpad: Harry Sims. | 02 Mar 2024 | 00:39:04 | |
3 things you'll learn about outbound sales in 2024:
--- Harry Sims is the SDR Leader at Scratchpad. Harry has been working in sales for the past 12 years and leading/building SDR teams for the past 7 years. Connect with Harry on LinkedIn https://www.linkedin.com/in/harry-sims77777/ Subscribe to Harry's newsletter: https://www.personal-prospecting.com/ --- 📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Chapter (00:00) Outbound sales expert (01:24) The Limitations of Playbooks and the Need for Autonomy (06:07) Educating Prospects and the Importance of the First Meeting (07:34) Understanding the Prospect's Awareness and Education Level (08:32) Targeting the Buyer and Business for Effective Outbound (10:30) Using Lawsuits and Technographic Data for Targeting (12:28) The Importance of Targeting in Outbound (20:06) Generating Ideas for Messaging through Customer Feedback (23:27) Gathering Insights from Customer Calls and Interviews (26:49) Using Champion Data and Referrals for Targeting (30:11) Tracking and Enriching Data for Effective Outbound (32:32) The Experimental Nature of Outbound and the Future of Personalization Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 61. How this Cold Caller booked 200+ meetings in 6 months (2024 Cold calling Playbook) - Sam Byassee, Cold Caller at Apex Revenue | 24 Feb 2024 | 00:43:37 | |
3 things you'll learn from the playbook of a top cold caller in 2024
Join me in this episode: Sam shares his cold calling playbook and discusses his approach to cold calling as a top performer. Sam Byassee is a cold caller at Apex Revenue. In the past 6 months at Apex Revenue, Sam:
Connect with Sam on LinkedIn: https://www.linkedin.com/in/sam-byassee-72b009152/ --- 📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ -- Chapters
Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 60. Hiring Managers' Guide: How to get an SDR role in 2024: Tips & Strategies - Gabrielle “GB” Blackwell, Sales Development Manager at Culture Amp | 19 Feb 2024 | 00:48:02 | |
3 things you'll learn from a hiring manager to land an SDR role in 2024
Join me in this episode as we dive into GB's strategies to get an SDR role in 2024, without sales experience, and a college degree. Gabrielle “GB” Blackwell is a Sales Development Manager, Mid-market at Culture Amp Over the past 7 years, GB:
Connect with GB on LinkedIn: https://www.linkedin.com/in/gabrielleblackwell/ --- 📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ -- Chapters
Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 59. How to Use Video Prospecting to Improve Your LinkedIn Outreach Efficiency - Kayla Cytron-Thaler, Partnerships at Drata | 10 Feb 2024 | 00:33:03 | |
3 Things You'll Learn About Sending Prospecting Videos on LinkedIn to Improve Your Efficiency:
---- Here's one example of a video that Kayla uses, and you can start using now. ---- Join me in this episode as we dive into Kayla's strategies and techniques for booking meetings with prospecting videos on LinkedIn. Kayla Cytron-Thaler is a Partner Development Manager at Drata. Kayla's notable achievements on her journey include:
Connect with Kayla on LinkedIn: https://www.linkedin.com/in/kayla-/ --- 📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Chapters (00:00) Introduction and Background (00:58) Starting with Video Prospecting (01:53) Progression to Personalized Videos (03:20) Using LinkedIn for Video Prospecting (04:19) LinkedIn vs. Email for Video Prospecting (05:45) Why Video Works (06:42) Creating Authentic and Personalized Videos (07:31) The Challenges of AI-Generated Videos (08:31) Using Video for Job Search (09:30) Routine and Process for Recording Videos (10:49) Researching and Personalizing Videos (11:44) Calling Out Frustrations and Pain Points (13:10) Sending Videos to Connects on LinkedIn (16:05) Choosing Who to Send Videos To (17:26) Sequencing Videos and Nurturing Prospects (18:24) Using GIFs in Video Prospecting (19:52) Balancing Video Prospecting with Other Outreach Channels (22:12) Framework for Recording Videos (24:09) Personalized Videos vs. Group Videos (25:00) Using GIFs on LinkedIn (27:18) Scaling Video Prospecting (28:46) Realistic Expectations and Avoiding Perfectionism (30:05) Common Mistakes in Video Prospecting (31:03) Keeping Videos Short and Focused on the Prospect Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 58. Land Your SDR Job in 2024 (Without network and Sales Experience) - Sam Nguyen, BDR at Gitlab | 04 Feb 2024 | 00:27:35 | |
3 essential tips for landing an SDR role in 2024:
---- Join me in this episode as we dive into Sam Nguyen's strategies and techniques for landing an SDR job in 2024. Sam is a BDR (Business Development Representative) at Gitlab Sam's notable achievements on her journey to securing an SDR role include:
Connect with Sam on LinkedIn: https://www.linkedin.com/in/samqnguyen/ --- 📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Chapters (0:00) Get an SDR Job (03:00) Discovering Tech Sales (06:00) Preparing for the Interview (10:00) Stand Out in the Hiring Process (15:00) Using Research to Impress (18:00) Staying in Touch After Rejection (23:00) Avoiding the Mass Easy Apply Approach (25:00) Persistence Pays Off Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 57. My 6 biggest takeaways on outbound in 2023 | 02 Feb 2024 | 00:25:11 | |
Episode #2: My Journaling Journey - The Six Biggest Takeaways on Prospecting in 2023:
Send me a message on LinkedIn to let me know what you think about the episode: https://www.linkedin.com/in/elriclegloire/ --- 📬 For more prospecting and sales development tips, join 3,722 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ -- Chapters: (00:00) My 6 biggest takeaways (01:56) 1: LinkedIn (04:18) 2: Focusing on Accounts (06:16) 3: Business Impact (10:02) 4: Having a Point of View (15:37) 5: A/B Testing and Analytics (20:24) 6: AI Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 56. How to Make a Great Cold Call: Key Lessons & Tips from 100K Cold Calls - Sheriff Shahen, Account Executive (AE) role at Deel (Former Enterprise SDR) | 27 Jan 2024 | 00:33:34 | |
3 cold calling tips you'll learn in this episode for 2024:
---- Join me in this episode as we dive into Sheriff Shahen's lessons and insights on cold calling. Sheriff has recently been promoted to an Account Executive (AE) role at Deel, previously serving as an Enterprise SDR. Sheriff's achievements include:
Connect with Sheriff on LinkedIn: https://www.linkedin.com/in/sheriff-shahen-384930164/
--- 📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Chapters (00:00) Enterprise SDR (01:27) Early Days of Cold Calling (05:41) Transition to Enterprise Sales (09:01) Anatomy of a Successful Cold Call (15:41) Researching and Targeting Enterprise Accounts (19:01) Handling Common Objections (20:29) Competitor Differentiation (22:19) Measuring Call Call Success (24:07) Managing Fear and Anxiety (27:55) Common Mistakes in Cold Calling Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| OK6: The Secret Recipe to Hiring Top BDRs with Jack Knight, the Tech Sales Coach | 26 Oct 2024 | 00:46:05 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here --- In this episode, we'll discuss: - His top 3 interview questions - Key skills he seeks - Real-life examples of top candidates Who’s Jack Knight? - The tech sales coach with over 5 years of SDR leadership XP experience. - He’s led SDR teams, hired 30+ reps with a 93% success rate, and helped launch over 70 SDR careers. Connect with Jack on LinkedIn https://www.linkedin.com/in/techsalesjack/ Join his Break Into Tech Sales 💸 community: https://www.skool.com/break-into-tech-sales/about --- When you're ready 👨🍳 Want to work with me? Send me a DM --- Connect with me Chapters (00:00) The Secret Recipe to Hiring Top BDRs (00:34) Jack's Top Three Interview Questions (01:02) Breaking Down the First Question (01:45) The Importance of Soft Skills in SDR Hiring (03:27) Ideal Responses to the First Question (07:22) The Second Question (08:21) How to Impress with Company Research (10:43) Real Examples of Outstanding Candidates (22:01) The Final Question (24:12) Curiosity in Interviews: Asking the Right Questions (26:18) Engaging in a Conversational Interview (29:31) Preparing for the Interview: Tips and Tricks (35:34) Standing Out in the Hiring Process Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 55. The Cold Calling Playbook for 2024: How to Book More Meetings on the Phone - Tips from an Elite Cold Caller Who Closed 15M+ - ☠️ Belal Batrawy, Founder of LearnToSell.io | 21 Jan 2024 | 00:34:18 | |
3 cold calling tips you'll learn in this episode for 2024:
---- Today's episode is brought to you by Belal's "Mic Drop" Cold Calling Masterclass. This is the approach Belal has used to close over $15M phone-generated pipeline and help 5k+ sellers master the art of pipeline creation. If you’re looking to improve your cold calling skills in 2024, I highly recommend using the "Mic Drop" Cold Calling Course to book more meetings on the phone: https://www.learntosell.io/mic-drop-masterclass ---- Join me in this episode as we unpack Belal Batrawy's playbook about cold calling. Belal is the Founder of LearnToSell.io and the Creator of ☠️ Death to Fluff. Belal's results:
Connect with Belal on LinkedIn: https://www.linkedin.com/in/belbatrawy Join Belal newsletter: ☠️ Death to Fluff https://deathtofluff.substack.com Cold Call Worksheet: --- 📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Chapters (00:00) The Cold Calling Expert (01:12) Understanding the Purpose of Outbound (02:07) The Value of Disqualification in Outbound (03:05) The Mic Drop Method: Four Parts of a Successful Cold Call (05:27) Using the Mic Drop Method to Get Buyers Talking (06:25) The Four P's of the Mic Drop Method (08:12) Permission-Based Openers (08:41) Transitioning to the Problem Statement (09:40) Finding the Right Problem Statement (10:39) Provoke: Getting the Buyer Talking (13:31) Using Competitors to Provoke Conversation (15:27) Being Informed and Curious in the Conversation (16:53) Passing the Mic to the Buyer and Leaning Back (21:46) Making Progress and Lowering Expectations (23:38) The Power of Self-Sourcing Pipeline (24:35) The Importance of Self-Diagnosis in Cold Calling (27:29) Avoiding the Pain Menu (30:50) Improving Through Self-Diagnosis Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 53. 4 (painful) lessons I've learned about sales career in 2023 | 16 Jan 2024 | 00:25:23 | |
Today I try a new format: journaling where I share 4 lessons I've learned about sales career in 2023.
Send me a message on LinkedIn to let me know what you think about the episode: https://www.linkedin.com/in/elriclegloire/ --- 📬 For more prospecting and sales development tips, join 3,648 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ --- Chapters: (0:00) 4 lessons about Sales Career (2:51) Job Market and Remote Hiring (8:56) Skills Development (14:32) Managing Up (20:02) Problem Identification Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 54. The Account-Based Prospecting Guide: How to Book Meetings with Top Enterprise Accounts, and SDR AE Relationship - Austin Jouett, Enterprise Sales Development Representative at Intentify Demand | 13 Jan 2024 | 00:42:05 | |
Download his Sheet: Account Tracking and Opp Tracking 3 things you'll learn in this episode:
Join me in this episode as we unpack Austin Jouett's playbook about Account-Based Prospecting. Austin is a Senior Enterprise Sales Development Representative (NAM region) at Intentify Demand Austin's results:
Connect with Austin on LinkedIn: https://www.linkedin.com/in/austinjouett/ Subscribe to his DnA Prospecting Newsletter --- 📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Chapters (00:00) Enterprise BDR (02:12) Approaching Account-Based Prospecting (03:31) Targeting Enterprise Companies (04:01) Deep Dive into Accounts (05:28) Finding Competitor Information (06:55) Using ChadGPT for Personalization (08:18) Human-Level Prospecting (13:13) Account Alignment with AEs (14:39) Opportunity Tracking Template (28:34) Being Curious and Genuine (39:14) Common Mistakes in Account-Based Prospecting (40:11) Advice for New SDRs (41:09) Treating People with Respect Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 52. 2023 Recap of the "SDR Game" Podcast: 10 most popular episodes - Part 2 | 06 Jan 2024 | 00:50:50 | |
Happy New Year! 🥳 Welcome to the SDR Game Podcast, where it is my job to deconstruct top sales performers to tease out the processes, routines, and habits that you can apply to your career. This is part 2 of the special in-betweenisode serves as a recap of the 10 most popular episodes from 2023. From episode #5 to episode #1. It features a short clip from each conversation in one place so you can easily jump around to get a feel for the episode and guest. Please enjoy! ✌️ --- 📬 For more prospecting and sales development tips, join 3,601 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (0:00) Recap 2023 (1:27) #5 Julia Carter (07:38) #4 Will Falkenborg (17:38) #3 Anand Gopinathan (29:00) #2 Holly Allen (39:31) #1 Mike Wander Full episode titles: 🥉: How to get an SDR job within 2 weeks (without sales experience) - Anand Gopinathan (Episode #7) 🥇: How this AE averages a 45.8% reply rate on Cold Emails - Mike Wander (Episode #38) Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 51. 2023 Recap of the "SDR Game" Podcast: 10 most popular episodes - Part 1 | 30 Dec 2023 | 00:52:54 | |
Welcome to another episode of the SDR Game Podcast, where it is my job to deconstruct top sales performers to tease out the processes, routines, and habits that you can apply to your own career. This special in-betweenisode serves as a recap of the 10 most popular episodes from 2023. It features a short clip from each conversation in one place so you can easily jump around to get a feel for the episode and guest. Please enjoy! Happy New Year! ✌️ --- 📬 For more prospecting and sales development tips, join 3,601 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (0:00) Recap 2023 (1:46) #10 Tito Bohrt (13:17) #9 Maddie Hopkin (22:19) #8 Devesh Tilokani (34:30) #7 Brad Norgate (44:07) #6 Caspian Lewke Full episode titles: #9: How This Lowest-Performing SDR Became The Top-performing SDR - Maddie Hopkin (Episode #36) Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 50: How This BDR Became the Top-Performing BDR and Created $1.75M ARR in Outbound-Sourced Pipeline - David Sánchez, Hybrid BDR/AE at Aircall | 16 Dec 2023 | 00:48:08 | |
3 things you'll learn in this episode:
Join me in this episode as we unpack David Sánchez's journey to becoming the top-performing BDR at Aircall. David's results:
Connect with David on LinkedIn: https://www.linkedin.com/in/saleswithdavid/ --- 📬 For more prospecting and sales development tips, join 3,601 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- (0:00) Hybrid BDR/AE (02:25) Becoming a Top Performing BDR at Aircall (03:23) Identifying Ideal Customer Profile and Pain Points (06:14) Understanding Conversion Rates by Country (07:43) Factors Affecting Conversion Rates in Different Countries (09:38) Using Keywords and Reports in Salesforce for Targeting (13:04) Learning from Top Performers at Aircall (14:46) Territory and Account Management (17:38) Becoming an Expert BDR (20:28) Using Alerts and Buying Triggers (22:51) Keeping Track of Alerts and Triggers (24:20) Prioritizing Leads and Prospects (25:20) Quantifying Pain Points (29:32) Approach to Discovery Calls (36:13) Quantifying Pain Points During Discovery (39:32) Advice for Aspiring Top Performers (47:00) Closing and Conclusion Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 49: SDR's Guide to Outbound Success: Strategies and Tactics - Elric Legloire, SDR Manager at Agorapulse on the Teach Me Outbound podcast | 09 Dec 2023 | 00:18:39 | |
3 things you'll learn in this episode:
In Today’s episode, I’m sharing my interview on the Teach Me Outbound podcast by Kaspr If you don't know me, I'm Elric Legloire, SDR manager at Agorapulse. I've been an SDR for 3 years, and I have been building an SDR team for the past 2 years. I've worked for 5 tech companies. My results → In 2020, I was promoted to SDR manager in 5 months. → In 2021 and 2022, I got promoted 4 times and promoted 13 SDRs. → Over the last 6 years, I helped 5 companies to create $15M+ in pipeline --- 📬 For more prospecting and sales development tips, join 3,601 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (00:00) Elric Legloire (02:22) Traits of a Successful SDR (05:12) Building the Outbound Function (07:34) Choosing the Right Channels (09:02) Effective LinkedIn Outreach (11:41) Crafting ICP and Buyer Personas (12:41) Hiring Experienced SDRs (14:02) Focus on ICP and Personas (16:46) The Importance of A/B Testing Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 48. How this SDR achieved 133% of her SDR target in Q3 with cold calling in the DACH Market - Katherina Tustea, Sales Development Representative at Dealfront | 01 Dec 2023 | 00:38:36 | |
3 things you'll learn in this episode:
Join me in this episode with top-performing Sales Development Representative Katherina, as we unpack the power of cold calling in the DACH market. Katherina's results:
Connect with Katherina on LinkedIn: https://www.linkedin.com/in/katherina-tustea/ --- 📬 For more prospecting and sales development tips, join 3,601 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- (00:00) Top SDR at Dealfront (04:28) Tailored phone approach, no script. (08:23) Inquiring about hiring and conversation strategy. (12:45) Avoid comparing in new SEO. (16:46) Prioritize prospect research for effective communication. (18:46) Active listening and understanding are essential. (23:16) Nurturing prospects is essential. (26:03) Adjust prospecting for different leader types. (28:38) Exploring personality profiles for sales approach (33:04) Resources to grow as an SDR (36:32) Tips for SDRs Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 47. PLG Prospecting Playbook: Strategies from a Top-Performing SDR - Dorothy Huynh, SDR at Gretel.ai, and SDR Coach at SDR Nation | 26 Nov 2023 | 00:30:51 | |
4 things you'll learn in this episode:
Join me in this episode with top-performing Sales Development Representative Dorothy, as we unpack the power of PLG (Product-Led Growth) strategy in sales. Dorothy's results:
Connect with Dorothy on LinkedIn: https://www.linkedin.com/in/dorothyphuynh/ Dorothy newsletter: http://dnaprospecting-newsletter.beehiiv.com/ --- 📬 For more prospecting and sales development tips, join 3,601 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- (00:00) Top sales rep Dorothy excels in PLG environment. (05:42) PLG Prioritization (08:09) Enable buyers, offer demos, do discovery. (11:06) Sharing signals potential champion influencers for PLG strategies. Look up Dropbox's PLG strategy for insights. (15:31) Collaborate with multiple teams to understand metrics and ensure success. (17:35) Restart trials to bring back old users. (21:22) 80% conversion rate, targeting right titles, higher chance of close. (26:34) Different use cases for marketing agencies, consultants, and internal businesses. (28:44) Be friends with your CSMS, learn from them. Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 46: Beyond the 530% quota: Q&A session with SDR Expert William Falkenborg, Sales Development Representative at HG Insights | 16 Nov 2023 | 00:38:02 | |
3 things you'll learn in this episode:
William Falkenborg is a top SDR (Sales Development Representative) at HG Insights Will's results:
Connect with Will on LinkedIn: https://www.linkedin.com/in/william-falkenborg-73617910a/ --- 📬 For more prospecting and sales development tips, join 3,531 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| OK5: 3 proven sequence frameworks to book more outbound meetings | 10 Oct 2024 | 00:11:42 | |
Ready to join? Subscribe to The Tasting Menu newsletter today for $178/year (save 32%) or $22/month. --- 📫 Subscribe to the Free newsletter --- Ask: Submit your questions here --- When you're ready 👨🍳 Want to work with me? Send me a DM --- Connect with me Chapters (00:00) Intro & 2 announcements (02:21) Framework One: The Agoge Sequence (05:00) Framework Two: The Becc Holland Sequence (08:06) Framework Three: Combo Prospecting Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 45: How this SDR achieved 530% quota, and booked 81 meetings in September 2023 just with cold calls (Prospecting strategy) - William Falkenborg, Sales Development Representative at HG Insights | 15 Oct 2023 | 00:37:59 | |
3 things you'll learn in this episode:
William Falkenborg is a top SDR (Sales Development Representative) at HG Insights Will's results:
Connect with Will on LinkedIn: https://www.linkedin.com/in/william-falkenborg-73617910a/ --- 📬 For more prospecting and sales development tips, join 3,456 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (0:00) Top SDR at HG Insights Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 44: Behind the Scenes: Revenue Enablement Leader and 4 Real Cold Outreach Breakdowns - Stephanie White, Senior Director, Revenue Enablement at Loopio | 05 Oct 2023 | 00:35:03 | |
In today's episode, you'll learn about a revenue enablement leader:
Meet Stephanie White, Sr. Director, Revenue Enablement at Loopio Connect with Steph: https://www.linkedin.com/in/stephanie-white-sales/details/experience/ --- 📬 For more prospecting and sales development tips, join 3,413 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (1:05) What does a Sr. Director of Revenue Enablement really do? (3:05) The 2023 Challenges (4:45) The secret behind measuring revenue enablement success (8:15) Inside Steph's learning library: her go-to content (14:39) The kind of cold outreaches Steph gets. (16:51) A peek into a cold outreach Steph received (19:10) Another cold outreach Steph got. (21:15) Diving into yet another cold outreach for Steph (23:39) What made this fourth cold outreach stand out? (26:41) Two tips for more effective outreach Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 43: SDR to AE: The Transition Blueprint of a Top Sales Rep - Alex Nelson, Enterprise Account Executive at Gainfront | 26 Sep 2023 | 00:45:55 | |
3 things you'll learn in this episode:
Alex Nelson is an Enterprise Account Executive at Gainfront
Connect with Alex: https://www.linkedin.com/in/mynameisalex/ --- 📬 For more prospecting and sales development tips, join 3,331 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (0:00) Top performing SDR to AE transition (0:45) Routines that help in your SDR role in the AE role (6:35) cold calling strategies (10:26) Stories about different customers (12:46) 1 habit from the SDR days that helps in the AE role (15:24) 1 resource that helps with the transition (17:23) How to be patient before the promotion (24:58) Following up in prospecting vs an opportunity created (27:39) 3 things Alex wishes every SDR knew (35:32) Challenge for SDR who want to become an AE (38:16) Tips for SDRs who want to become an AE Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 42: The 3 Key Pillars: How Tito Bohrt Built 70+ SDR Teams and Sourced Over $100M in Revenue - Tito Bohrt, CEO of Altisales | 13 Sep 2023 | 00:45:58 | |
3 things you'll learn in this episode, the 3 pillars of successful sales development:
Tito Bohrt is the CEO of Altisales Tito's results:
Connect with Tito: https://www.linkedin.com/in/titobohrt/ Looking for an SDR job? https://www.altisales.com/careers Join the Sales Mad Scientist Series https://lu.ma/sales-mad-scientist --- 📬 For more prospecting and sales development tips, join 3,301 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (0:00) Meet the CEO Behind 70+ SDR Team Success Stories (0:54) Multichannel outreach: what’s working today (2:16) Boosting SDR Team Connect Rates (6:49) Crafting Precision: Account Targeting and Scoring Demystified (11:57) Navigating Buyer Personas (15:43) Unlocking Pain Points: Deciphering Prospect Challenges (18:25) Lead Distribution Pitfalls: Two Missteps Costing You Big (23:40) The Pulse of Effective Outreach (25:11) The Ideal Number of Sequences (27:55) When Should You Tweak Your Sequences (30:46) Understanding Statistical Significance in Sales (33:00) Reflection: Tito's Greatest Misstep in Messaging (36:12) 3 Sales Books Transforming Tito’s What He Learned Sales Journey (38:29) Tito's Evolution: what he learned from the Last 5 Years (40:39) Empowering SDRs: Tips from the Frontline Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 41: How this SDR Hits 150% Quota with Security Buyer Personas (Prospecting Strategy) - Stone Gomez, Sales Development Representative (BDR) at Drata | 06 Sep 2023 | 00:34:41 | |
3 things you'll learn in this episode:
Stone Gomez is Drata's top-performing Sales Development Representative (SDR). Stone's results:
Connect with Stone: https://www.linkedin.com/in/stone-gomez-347b71135/ --- 📬 For more prospecting and sales development tips, join 3,252 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (0:00) Top performing SDR at Drata (0:46) Stone prospecting sequences (2:25) The different prospecting sequences used by Stone (3:54) Sequence based on whether they use SOC 2 framework (5:28) Sequence based on the size of the company (7:48) The pains for a 500 people company (8:52) Thinking about your different buyer personas (11:33) Customer stories (12:26) Prospecting messaging: impact vs pain (13:33) Lessons about prospecting companies with different sizes (15:58) Lessons from A/B tests (17:56) Where Stone thinks can improve (19:21) The reality of social selling with prospects who are not active on LinkedIn (24:32) Hyper personalization (26:52) Security buyer personas (28:29) Using links in your outreach with security personas (32:27) Tips to improve your outreach and tips to avoid Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 40: Q&A - Being a founding BDR at an early stage startup, resources to learn about prospecting, and prospecting on LinkedIn tough buyer personas | 23 Aug 2023 | 00:59:02 | |
4 things you'll learn in this episode:
--- I need your feedback to level up the SDR Game: https://tally.so/r/woeOkN If you have questions and want me to tackle them on the show here's the link: https://tally.so/r/mJpXdJ --- 📬 For more prospecting and sales development tips, join 3,171 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (0:00) Intro (2:52) Update on my current role (3:41) Update on the SDR Game (10:04) How to start a founding BDR role (37:17) What I'm reading right now (39:01) 11 Resources That Will Teach You All You Need to Know About Prospecting (50:37) Prospecting on LinkedIn: Finance, Engineers, and Security personas Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 39: How this BDR Overachieved Quota for 3 Straight Quarters (Prospecting Strategy) - Luis Buitrago, Business Development Representative (BDR) at Braze. | 16 Aug 2023 | 00:35:49 | |
4 things you'll learn in this episode:
Luis Buitrago is Braze's top-performing Business Development Representative (BDR). Luis' results:
Connect with Luis: https://www.linkedin.com/in/luis-buitrago-vallejo-876160161/ --- 📬 For more prospecting and sales development tips, join 3,107 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (0:00) Top performing BDR at Braze (0:50) Luis's prospecting sequences (4:41) Structure of Luis's main sequence (8:04) How to balance personalization and efficiency (9:41) Different triggers to leverage in your outreach (11:42) How to structure your cold emails (13:50) Booking meetings going at your prospect’s office (19:24) Booking meetings at events and trade shows (24:10) How to use the event app to prospect (25:07) How to prep an event (26:05) How to talk with prospects at events (28:29) How to prospect different countries in Europe (31:08) Differences in culture with prospecting in Spain, and the UK (32:45) Tips for new SDRs Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 38: How this Account Executive averages a 45.8% reply rate on Cold Emails (Prospecting strategy) - Mike Wander, AE at Lavender | 09 Aug 2023 | 00:32:46 | |
4 things you'll learn in this episode:
Mike Wander is an Account Executive at Lavender and runs the "3-Min Sales School." Despite describing himself as a mediocre salesperson and an average email writer, his results tell a different story. Mike's results:
Connect with Mike: https://www.linkedin.com/in/mikewander/ --- 📬 For more prospecting and sales development tips, join 3,011 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (0:00) The average email sales writer (1:07) Booking 87 meetings in his first 3 months. (2:53) Building your account list (9:22) How to create your Point of View (13:58) Effective triggers to use in your outreach. (15:34) Insights into executives inboxes (19:12) Crafting effective Subject lines (20:26) Overcoming the Mental Spam filter (22:32) Tying your triggers to challenges and how you can help. (25:16) The balance between creativity and following Mike's process. (26:47) Other cold emails frameworks (28:00) How to leverage your research in your outreach (29:24) Tips to improve your cold email reply rate. (30:20) The most common mistake in cold emailing. Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| [GREATEST HITS] #13: Cold Calling: the 4-step cold-calling framework to book enterprise accounts - Brad Norgate, Senior Enterprise SDR at Cognism | 05 Aug 2023 | 00:44:45 | |
4 things you'll learn in this episode:
Connect with Brad Norgate: ⭐️⭐️⭐️⭐️⭐️ Leave a review on Apple Podcasts 📬 For more prospecting and sales development tips, join 2,951 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ TIMESTAMPS: (0:00) Top enterprise SDR Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 37: Prospecting Playbook: 7 Tips on How to Beat the Summer Slowdown | 27 Jul 2023 | 00:08:27 | |
In this episode, I share 7 tips to help you prospect during the summer slowdown. I've learned them after 5 years of prospecting, and being a top performer at 4 different tech companies The newsletter mentioned in the episode to adjust your daily goals: How to prep Q3 to smash quota: SDR Game Plan with AI ⭐️⭐️⭐️⭐️⭐️ Leave a review on Apple Podcasts -- 📬 For more prospecting and sales development tips, join 2,951 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ -- Timestamps: (0:00) How to prospect during the summer slowdown (0:37) Tip 1: Reach out to Low-hanging fruits (4:03) Tip 2: Rank your accounts (5:11) Tip 3: Stop thinking that no one is going to reply (5:23) Tip 4: Send emails to get OOO replies (5:53) Tip 5: Leverage the OOO replies (6:48) Tip 6: Adjusting your daily goals (7:13) Tip 7: Frontload the season Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| OK4: Nail Q4: My Simple 5-Step Formula to End 2024 Strong | 29 Sep 2024 | 00:08:34 | |
Grab the “Q4 Calculator” spreadsheet here. --- Next up, check out this episode: How to use Perplexity AI for outbound --- Ask: Submit your questions here --- When you're ready 📫 Subscribe to the newsletter 👨🍳 Want to work with me? Send me a DM --- Connect with me Chapters (00:00) Finish 2024 Strong (00:34) Step 1: Analize Q3 (02:05) Step 2: Plan Q4 (04:03) Step 3: Time block (05:16) Step 4: Quantify your activities (7:03) Step 5: Keep testing Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 36: How This Lowest-Performing SDR Became The Top-performing SDR - Maddie Hopkin, Enterprise Sales Development Representative at Cognism | 19 Jul 2023 | 00:28:02 | |
4 things you'll learn in this episode:
Maddie Hopkin is the Top performer and Enterprise Sales Development Representative at Cognism But the thing is Maddie started out as the lowest-performing SDR. And became the top-performing SDR. With her process: she became the highest performing UK SDR, was SDR of the Quarter for Q1 and Q2, at 160% vs target in Q2. Since joining Cognism in September 2022, she's created 1.8m in pipeline and created 960k in Q1 alone. Connect with Maddie: https://www.linkedin.com/in/madeleine-hopkin-002053144/ --- 📬 For more prospecting and sales development tips, join 2,911 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ --- Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (0:00) The Top-Performing SDR at Cognism (1:01) The challenges faced when Maddie was struggling (2:19)The process to overcome being the lowest-performing SDR (6:57) The Moment when Maddie started to see her results improved (8:42) Listening to the cold call recordings (10:55) Tips from her mentors (13:30) Daily routine to help in the transformation (15:42) Multithreading prospecting (17:08) How to use WhatsApp in your process (19:16) Differences between commercial and enterprise prospecting (20:32) Strategy to go after a 400 000 people account (24:20) Tips for struggling SDRs Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 35: How this Top SDR is Redefining Prospecting (A Unique Approach) - Deb Saha, Sr. BDR at 6sense | 12 Jul 2023 | 00:38:45 | |
4 things you'll learn in this episode:
Deb Saha is the Top performer within the APAC BDR Team at 6sense. But Deb approaches his outreach differently than your typical SDR. He’s found a way to stand out: his bottom-up prospecting approach. With this strategy, he books 60-70% of his meetings. --- 📬 For more prospecting and sales development tips, join 2,844 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ --- (0:00)Top performing SDR at 6sense (0:53) Trigger-events for prospecting (5:42) Structure of a cold email (9:31) Example of a successful cold email (13:46) Deb and Subject lines (15:45) How to use LinkedIn when you sell to BDRs and SDRs as an inbound channel (17:25) Examples of LinkedIn posts (18:45) Bottom-up approach (22:25) Conversations with SDRs (24:42) How to leverage the information (25:45) How to use communities for prospecting (29:50) How to find messages relevant to your product on Slack (30:47) Favorite resource (33:07) Favorite tool (33:58) Tips for SDRs Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 34: Meet the Snowflake's Top SDR Who Achieved $10M+ and 178% Quota (Top Prospecting Strategies) - Lauren Aboud, Manager, Sales Development @ Snowflake | 09 Jul 2023 | 00:47:07 | |
3 things you'll learn in this episode:
--- For more prospecting and sales development tips, join 2,844 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ --- Lauren Aboud is Manager of Sales Development at Snowflake, specializing in the verticals of manufacturing, retail, and CPG. She brings a diverse range of experiences from her background in operations, marketing, and people leadership. This diversity helps her unique approach to sales, heavily focusing on understanding prospects' psychology, personalizing outreach, and creating urgency. Lauren was a top-performing SDR at Snowflake. [00:00:00] Top-performing SDR at Snowflake [00:00:51] Outreach Strategies and Success in SDR Role [00:03:52] Lauren Aboud on Balancing Personalization and Optimization in her Role at Snowflake [00:05:43] Understanding the Difference Between Buyer Personas [00:07:53] Understanding Industry-Specific Prospecting in Retail Manufacturing and CPG [00:10:56] Sales Techniques and Prospecting Strategies in a Competitive Market [00:17:51] Optimizing Sales Results through A/B Testing [00:26:27] Engaging High-Level Prospects via Emails [00:27:43] Effective call-to-action for prospect sales emails [00:37:37] Utilizing Direct Messaging and the Importance of 'No' in Sales [00:40:31] The importance of leveraging marketing counterparts [00:41:57] Favorite Prospecting Tool - LinkedIn Sales Navigator [00:43:29] Improving your Results as an SDR [00:46:24] Success in Sales and Career Development --- Connect with Lauren on LinkedIn: https://www.linkedin.com/in/laurenaboud/ — Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 33: How this Account Executive hit 400% SDR Quota with Social Selling (And Without a Single Cold Call) - Julia Carter, Full Cycle AE, Marpipe | 28 Jun 2023 | 00:34:30 | |
3 takeaways from this episode:
— For more prospecting and sales development tips, join 2,768 SDRs getting the newsletter here: https://sdrgame.substack.com/ --- We're back with another episode of the SDR Game Podcast! In this 4th and last episode of our Social Selling mini-season, I had a chat with Julia Carter, an over-achieving AE at Marpipe. Julia has an amazing journey of transforming from an SDR into an AE superstar, exceeding quotas by up to 400%. But it's not just about her impressive numbers. So, how did she do it? Here’s the breakdown:
(0:00) Intro (1:42) Prospecting vs building relationships (4:10) Quality in prospecting (5:58) How to learn about your ICP and buyer personas (7:30) How to use boolean searches (11:31) How to prospect on LinkedIn (13:15) Visual prospecting 17:33) Follow up message (18:52) Automated cold emails (19:40) Julia only has 1 sequence for emails (22:46) What Julia does when a prospect engages a lot with her outreach (23:53) Success story with a prospect on LinkedIn (26:25) How to add value to your prospects (28:18) Challenges faced when prospecting on LinkedIn (31:18) Favorite tool for social selling (32:26) Favorite resource to grow as a rep (33:30) Social selling tips Follow Julia on LinkedIn https://www.linkedin.com/in/juliacarter98/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||