Outbound Kitchen - B2B Sales Podcast – Details, episodes & analysis

Read the written version of the Cold Email Deconstruction here.

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CHAPTERS

Updates

(0:00) - Introduction and Rebranding Announcement

(0:58) - Elric's Career Update: From Fired to Solopreneurship

(2:17) - Why Choose Solopreneurship and Fractional Leadership

(4:31) - The Birth of Outbound Kitchen: New Focus and Branding

Cold Email Deconstruction (6:45) - Analyzing a Real Cold Email Example

(8:50) - Feedback on the Original Cold Email

(9:16) - How to Improve: Splitting Research and Staying

Focused

(10:56) - The Importance of Acknowledging Competitors

(11:57) - Rewriting the Cold Email: A Step-by-Step Breakdown

(14:44) - Key Differences and Improvements in the New Version

In this episode, we'll discuss:

• How to plan your week
• How to execute daily
• How to follow up properly

Celine Hoyle is a top BDR and BDR Team Lead at Mosaic.

Celine's performance:

• Q1 '24: #1 BDR (144% of quota)
• Q4 '23: #1 BDR (122% of quota)
• Q3 '23: Ramping (137% of quota)

Connect with Celine on LinkedIn:

https://www.linkedin.com/in/celine-hoyle-6588a117b/

Here’s more information about Celine’s accounts and buyer personas:

• ICP: B2B SaaS companies with 50-500 employees
• Persona: Finance leaders, and CFO
• Market: English-speaking countries

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Btw I already recorded 2 other episodes with the Mosaic team, listen to them here:

• Ashley Hamano, Senior BDR at Mosaic -18: Top BDR: $1.6M in pipeline created with cold emailing, LinkedIn, a chatbot, how to rank prospects: CFOs and accounts, and her different sequences
• Matt Roberts, SDR leader at Mosaic⁠ - 1. Buyer personas, Multi-channel, prospecting Attribution, Tips for future SDR leaders and new SDRs

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📬 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

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Chapters

(00:00) Top BDR

(04:41) Quality Over Quantity Approach

(11:33) The Power of Email Outreach

(28:54) Approaching LinkedIn Outreach

(32:45) Focusing on the Process for Success

4 things you'll learn in this episode:

1. How Mike writes cold emails.
2. What to do before sending emails
3. The mindset behind writing emails.
4. The framework for cold emails.

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:

• In his first 90 days at Lavender, Mike managed to book meetings with 87 out of 103 accounts only from cold emails.
• His email open rate stands at 65.3%.
• He has a 45.8% reply rate on cold emails.

Connect with Mike: ⁠https://www.linkedin.com/in/mikewander/⁠

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📬 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/⁠⁠

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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.

In this episode, you will learn 3 key things:

• Is leadership right for you?
• The transition from being an IC to a leadership role
• Tactical tips and insights from KD on leadership

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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:

• At Bench, he led the team to their first $1M ARR month, tripling their customer base.
• At PatientPop, he expanded the team to over 170 members, doubled conversion rates, and tripled the sales pipeline.
• At ServiceTitan, he successfully grew the team from 20 to more than 70 in just one year.

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:

• Radical Candor by Kim Scott
• Sales Manager Survival Guide by David Brock
• Cracking the Sales Management Code by Jason Jordan
• The Connector Manager by Jaime Roca, and Sari Wilde

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📬 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

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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

In this episode, you will learn 3 key things:

• The importance of hiring the right people to build a high-performing SDR (Sales Development Representative) team.
• How creating a team culture and playbook can align behaviors and drive high performance.
• The significance of understanding individual goals and linking them to sales performance to boost motivation and commitment.

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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

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📬 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

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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

Episode #3: My Journaling Journey - My Lessons on SDR Leadership in 2023:

• Team Layoffs

• The Evolution of the SDR Model

• Hiring Strategies

• SDR Creators

Send me a message on LinkedIn to let me know what you think about the episode: ⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠⁠⁠

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📬 For more prospecting and sales development tips, join 3,722 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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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

3 things you'll learn about cold outbound LinkedIn messages:

• Common mistakes in cold outreach.
• The importance of research before sending the message.
• Revamping your approach to start a conversation.

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.

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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.

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📬 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/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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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

3 things you'll learn about outbound sales in 2024:

• The 10 rules of outbound
• What's working for Harry
• And what I'm working on with outbound at Agorapulse

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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/

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📬 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/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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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

3 things you'll learn from the playbook of a top cold caller in 2024

• How to meet your prospects in the buyer's pyramid
• Sam's favorite cold-calling opener
• How to engage prospects and encourage them to ask questions.

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:

• 100% 1:1 convos over the phone
• Booked 200 Meetings
• 870 Activated Leads: The prospect requested more info and a follow-up
• 3,200 completed Conversations: confirm the right person, get through a pitch, and place the prospect into the proper bucket

Connect with Sam on LinkedIn:

https://www.linkedin.com/in/sam-byassee-72b009152/

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📬 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/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters

(00:00) Cold Caller
(01:24) Learning from Apex Revenue
(03:43) Detaching from the Outcome
(06:07) Segmenting the List
(08:05) Account Segmentation
(09:58) The Role of Apex Revenue
(13:46) The Cold Calling Opener
(15:39) Dissecting a Cold Call
(21:20) Engaging Familiar Prospects
(21:49) Building Genuine Interest
(22:16) Adapting to Engage the Prospect
(23:14) Skipping Parts of the Script
(24:09) Handling Objections
(24:39) Tracking Call Dispositions
(25:06) Updating Call Results
(25:36) Follow-up Strategies
(26:04) Common Objections
(26:28) Understanding the Prospect's Needs
(27:27) Keeping the Prospect Talking
(27:55) Boosting the Prospect's Confidence
(28:52) Listening to Calls for Improvement
(29:21) Flipping 'Not Interested' to 'Not Now'
(30:19) Tracking Conversations and Activated Leads
(31:17) The Four I's: Info, Intrigue, Intent, Interest
(32:14) Improving the 'Not Interested' Metric
(32:43) Asking Better Questions
(33:10) Working on Openers and Delivery
(34:06) Listening to Calls for Breakdowns
(35:34) Understanding the Prospect's Needs
(37:29) Avoiding Pitch Slapping and Feature Dumping
(39:21) Trusting the Prospect's Timing
(40:19) Focusing on Problems, Not Features

3 things you'll learn from a hiring manager to land an SDR role in 2024

• What are the key skills assessed
• Tips on how to stand out from the crowd.
• And the common mistakes and how you can avoid them

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:

• Interview 700+ candidates
• Hired 60+ SDRs

Connect with GB on LinkedIn:

https://www.linkedin.com/in/gabrielleblackwell/

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📬 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/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters

(00:00) Hiring Manager
(00:58) Top Soft Skills and Hard Skills for SDR Candidates
(03:22) Assessing Candidates with Experience and No Experience
(07:09) Adaptability of Candidates with Experience
(09:04) Critical and Strategic Thinking in Prospecting
(11:28) Hiring Process at Culture Amp
(14:40) Mock Call Assessment and Feedback
(18:28) Importance of Full Mock Call Practice
(19:26) Assessing Research and Business Acumen
(23:14) Importance of Preparation and Curiosity in Asking Questions
(26:05) Mistakes Candidates Make in the Hiring Process
(36:36) Standing Out as a Candidate without a College Degree
(43:46) Final Thoughts and Advice
(44:16) Reflecting on Career Goals
(45:36) Knowing Your Strengths and Deal Breakers
(46:31) Selecting the Right Opportunities
(47:25) Standing Out in Interviews