Outbound Kitchen - Sales Podcast (Ex SDR Game) – Details, episodes & analysis

Grab the “Q4 Calculator” spreadsheet here.

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Next up, check out this episode: How to use Perplexity AI for outbound

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Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠

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When you're ready

⁠⁠⁠📫 Subscribe to the newsletter⁠⁠⁠

⁠⁠⁠👨‍🍳 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) 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

Grab the prompts we used in this episode here.

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Ask: ⁠⁠Submit your questions here⁠⁠

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When you're ready

⁠⁠📫 Subscribe to the newsletter⁠⁠

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

---

Connect with me

⁠⁠📌 Connect on LinkedIn⁠⁠

⁠⁠📹 Subscribe on YouTube ⁠⁠

⁠⁠🐦 Connect on X ⁠

Chapters

(00:00) Overwhelmed by Research?

(01:04) 3 Reasons to Choose Perplexity Over GPT or Google

(02:02) How NOT to Use Perplexity

(02:55) Using Perplexity for Effective Account Research

(03:27) Example 1: Researching a Private Company (Nooks)

(10:30) Example 2: Researching a Public Company (Eventbrite)

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

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