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

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Ask: ⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠ (anonymous)

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On this episode, we talk about:

• Outbound isn't dead
• AI in outbound, and why AI SDR Effectiveness is Overrated
• How you can start using AI in your outbound strategy

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.

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Who is Jordan Crawford?

GTM Strategist, and Founder of Blueprint

Buy Jordan's course: Agent 7 - Jordan Crawford's Clay AI Agent Finding Course

• Overview of the course
• Course payment link

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Connect with Jordan:

- ⁠⁠⁠On LinkedIn⁠⁠⁠: https://www.linkedin.com/in/jordancrawford/

- ⁠⁠Subscribe to his YouTube Channel: https://www.youtube.com/@BlueprintGTM

Resources mentioned:

• Claude
• Clay
• superwhisper

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When you're ready

⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠

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Connect with me

⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠

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

⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠

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Ask: ⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠ (anonymous)

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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

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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

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Connect with Alexis:

- ⁠⁠On LinkedIn⁠⁠

- ⁠Subscribe to his growth team newsletter⁠

- ⁠Alexis is hiring! Check their career page⁠

- ⁠Pigment on Repvue (Top 5% of companies)⁠

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When you're ready

⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠

---

Connect with me

⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠

⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠

⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠

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

In this episode, you'll discover the strategies of a successful Enterprise SDR:

• How to organize your day as an SDR


• How to use videos in your outreach


• How to adapt your outreach approach

Jacob Farmer is a Strategic Accounts SDR at Muck Rack.

Since he's joined Muck Rack:

• He sourced $5.86 million in pipeline, the highest in company history


• He brought in over $765,000 in annual recurring revenue, ranking among the top three reps.


• He consistently hit or exceeded his meetings held quota.

Connect with Jacob on LinkedIn

https://www.linkedin.com/in/jacobfarmer1/

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

• Segment: Enterprise with $500M+ in revenue and over 250 employees


• Personas: PR professionals


• Industries: All


• Market: North America

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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 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

In this episode, we'll discuss:

• How to plan your week


• How to execute daily


• How to follow up properly

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:

• Segment: Enterprise (5k+ employees)


• Personas: DevOps, tech leads, CTOs, e-commerce, back-end and front-end engineers


• Industries: She doesn't focus on specific industries


• Market: French market

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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 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

In this episode, we'll discuss how to use AI to:

• Score and prioritize accounts.


• Research accounts.


• Prospect.

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:

• Segment: Enterprise, Fortune 500

• Personas: IT leaders

• Industries: All

• Market: North America

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📬 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

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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

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)

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📬 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

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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)

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📬 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

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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

In this episode, we'll discuss:

• Prospecting current customers and prospects


• The signals John uses to reach out to his accounts


• Strategies for engaging an industry that is not very active on LinkedIn

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

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📬 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

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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

In this episode, we'll discuss:

• The differences between a dedicated SDR model and a scaled model


• How to develop a scaled model from the ground up


• The essential tools and infrastructure required

Collin Stewart, the CEO of Predictable Revenue. Here's what Collin has done:

• Bootstrapped Predictable Revenue to millions in revenue


• Expanded the revenue team to 11 members


• Grew three companies from zero to $1 million as only sales hire

Connect with Collin on LinkedIn

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

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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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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

3 takeaways from this episode:

• Social selling: using voice notes, and videos


• Social selling with different buyer personas than sales and marketing leaders


• How to overcome the fear of cold calling

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For more prospecting and sales development tips, join 2,611 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠

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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:

• Dropping sequences and emails for LinkedIn, voice notes, and cold calling


• Targeting new accounts


• LinkedIn Sales Navigator lists


• Prospecting triggers


• Video prospecting


• Follow-ups


• Cold calling: Overcoming fears, effective end-call strategies, and time management

(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/⁠

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Follow me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

If you missed part 1, listen to the episode here: https://link.chtbl.com/build-high-performing-sdr-team

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In this episode, you will learn 3 key things:

• Take ownership of the SDR hiring process and work closely with talent teams and agencies to find the best candidates.


• Write an engaging job description that emphasizes the role's benefits and appeal.


• Utilize scenario-based interview questions to gauge traits like extreme ownership and emotional intelligence.

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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 3,811 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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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