Outbound Kitchen - Sales Podcast (Ex SDR Game)

⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠ (anonymous) --- Learn how Owner.com scaled their sales team from 4 to 50 reps in 24 months while maintaining a 0.13 BDR CAC ratio through innovative outbound sales strategies. Kyle Norton shares: Why a 2:1 BDR-to-AE ratio works in SMB How to achieve $72K ARR per BDR monthly Building data-driven sales operations RevOps investment strategy for scale Machine learning for account scoring Perfect for founders and sales leaders looking to scale efficient outbound sales teams in 2024. --- Who is Kyle Norton? CRO of Owner.com Host of the Revenue Leadership podcast (Pavilion Podcast) More context about the Owner's Sales team: - ACV: $5.5k - Sales Cycle Length: 4-7 days - Vertical SaaS: Restaurant industry - Buyer personas: Restaurant owners - Markets: North America Connect with Kyle: On LinkedIn⁠⁠⁠: ⁠https://www.linkedin.com/in/jordancrawford/⁠ Listen to his Podcast: https://www.joinpavilion.com/the-revenue-leadership-podcast Subscribe to his Newsletter: https://www.therevenueleadershippodcast.com/ --- 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) Building a highly efficient outbound team (00:48) The State of the Sales Team at Owner.com (01:48) Building an Outbound Machine (03:28) Hiring and Scaling the Outbound Team (04:02) Optimizing Deal Quality and ICP (04:57) Evolution of Outbound and Inbound Mix (06:42) BDR to AE Ratios and Efficiency (12:33) Dedicated BDRs vs. Full Cycle AEs (17:18) Importance of RevOps and Systems (23:57) The Challenge of New Skills in Sales (25:35) Building Outbound Systems at Owner.com (28:19) Leveraging AI for Sales Efficiency (41:04) Improving Conversion Rates Through Coaching (46:36) Hiring the Right Talent for Sales Success

⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠ (anonymous) --- 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. --- 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 --- 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 --- 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) 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 --- 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: - ⁠⁠On LinkedIn⁠⁠ - ⁠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 ⁠⁠⁠⁠📌 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

⁠⁠⁠📫 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: * On LinkedIn * Triple Whale Repvue page --- 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) 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

⁠⁠⁠📫 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 candidatesWho’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 LinkedInhttps://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📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠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

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📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠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

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📌 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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Grab the prompts we used in this episode here.---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📌 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) Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

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📌 Connect on LinkedIn⁠⁠📹 Subscribe on YouTube ⁠⁠🐦 Connect on X Chapters(00:00) The Problem with Traditional Cold Outreach Approaches(00:11) Flipping the Script: The Value-First Cold Outreach(00:50) Real-World Application: Prospecting for a SaaS busines(01:53) Building the Campaign: Targeting Competitors(04:57) Crafting the Cold Outreach Message Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Read the written version of the Cold Email Deconstruction here.---Ask: Submit your questions here---When you're ready📫 Subscribe to the newsletter👨‍🍳 Want to work with me? Send me a DMConnect with me📌 Connect on LinkedIn📹 Subscribe on YouTube 🐦 Connect on X CHAPTERSUpdates(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 BrandingCold 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 StayingFocused(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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

In this episode, we'll discuss: How to plan your week How to execute daily How to follow up properlyCeline 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---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----📬 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 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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

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 approachJacob 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 LinkedInhttps://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----📬 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

In this episode, we'll discuss: How to plan your week How to execute daily How to follow up properlyQuitterie Lafont is a top-performing Enterprise Sales Development Representative @ DatadogIn 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 LinkedInhttps://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----📬 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

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 LinkedInhttps://www.linkedin.com/in/benyaminholley/If you want to work with Benyamin, check his website: lazysales.xyzHere’s a bit more info about Benyamin's accounts and buyer personas: Segment: Enterprise, Fortune 500 Personas: IT leaders Industries: All Market: North America----📬 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

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 resultsTeddy 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 LinkedInhttps://www.linkedin.com/in/teddy-frank-690b501b7Here’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----ChaptersIn 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 resultsTeddy 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 LinkedIn⁠https://www.linkedin.com/in/teddy-frank-690b501b7⁠Here’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

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 LinkedInJohn 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 LinkedInhttps://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

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 requiredCollin 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 hireConnect with Collin on LinkedInhttps://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

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—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: 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 SDRsFollow 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

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: 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.---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 Post⁠https://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

4 things you'll learn in this episode: How Mike writes cold emails. What to do before sending emails The mindset behind writing emails. 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/⁠---📬 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