📫 Subscribe to the Outbound Kitchen newsletter---Ask:Submit your questions here (anonymous)---I joined Jordan Abbott on the SDR Leaders of EMEA podcast.Key topics from this episode:- Transitioning from SDR to Leadership- Common Outbound Leadership Mistakes- Building Effective Outbound Teams- Leadership Enablement and Isolation- AI in Outbound Strategy- Encouraging Self-Awareness in Outbound Reps- Preparing for Seasonal Challenges---Listen to the SDR Leaders of EMEA podcast on:- Spotify:https://open.spotify.com/show/10VFRu1VaTXA7PlbCqqnvj- Apple: https://podcasts.apple.com/gb/podcast/a-day-in-the-life-of-an-sdr-leader-sdr-leaders-of-emea-podcast/id1761870483---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) Introduction to Leadership(01:03) Guest Introduction: Elric Legloire(02:21) Transitioning to Leadership(05:02) Common Pitfalls for New Leaders(09:58) Leadership Enablement and Development(15:19) Professional Development for SDRs(23:03) Trends in the Outbound Space: AI(28:52) Q4 Strategies and Preparation
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- Didn’t catch Part 1? Listen here: https://outboundkitchen.substack.com/p/ok10-how-this-cro-brings-in-72k-arr --- Chef specials: - Internal AI use cases outperform external automation - In-office teams show 20-60% better performance metrics - Their outbound growth plans Kyle Norton, CRO at Owner.com, shares deep insights on AI implementation in sales, the shift to in-office work, and strategic annual planning. He discusses how his team leverages AI for internal processes rather than external automation, achieving remarkable results with tools like Avara for sales simulation and Momentum for CRM automation. Kyle reveals compelling data showing 20-40% faster ramp times and up to 60% higher activity rates for in-office teams, leading to Owner.com's recent office opening in Toronto. --- 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/kylecnorton/ - Listen to his Podcast: https://open.spotify.com/show/6y3nqT69DERySdns6Zz4WL?si=eae54b3029464a5c - 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) - Kyle Norton and AI SDRs (01:12) The Pitfalls of AI SDRs (02:30) Successful AI SDR Strategies (06:40) Internal AI Use Cases (07:22) AI-Powered CRM and Momentum (09:18) AI Simulators and Training (18:35) Annual Planning and Outbound Strategy (24:23) Solving Problems as Revenue Leaders (24:52) Improving Book to Show Rates (28:14) Building Effective Habits (28:36) Nudge Theory in Sales (31:22) Hiring and Management Strategies (34:55) Remote vs. In-Office Sales Teams (42:37) Field Reps and Efficiency (44:09) Reflections and Future Plans
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- Chef's specials: - Preparation before day one determines month one success - Systems beat motivation in sales performance - Top performers organize differently than average reps In this episode: A masterclass in SDR excellence with Jacob McLeod, who shattered Nextiva's onboarding record by booking 37 meetings in his first month, double the previous record. We dissect his pre-day-one preparation, systematic approach to prospecting, and the mindset that separates top performers from average reps. Whether you're starting a new sales role or looking to level up your game, this episode is your blueprint for accelerated success. --- Here’s more context on Jacob’s team: They’re not doing cold outbound on customer acquisition. Their focus is outbound for customer expansion: reaching out to existing customers to drive more growth. --- Who is Jacob McLeod? BDR on the Customer Expansion team at Nextiva Connect with Jacob: On LinkedIn https://www.linkedin.com/in/jacob-mcleod-b80a69198/ --- 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) Thoughts on the Record (00:52) Background and Transition to Sales (01:10) Discovering the Record and Setting Goals (02:54) Strategy and Preparation Before Day One (05:26) Onboarding and Early Challenges (09:24) Organizing and Managing Time Effectively (18:35) Creative Approaches to Booking Meetings (22:28) Proudest Meeting and Handling Big Accounts (29:32) Staying Motivated and Consistent
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- In this episode, I’m sharing my top 6 lessons from 2024 about cold outreach & prospecting (outbound): personalized mini websites, account-based messaging, cold calling, branded caller IDs, targeting early adopters, and competitor-aware messaging. These strategies can help you scale outbound and turn it into your #1 growth engine. --- 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) Key Learnings from 2024 (01:31) Mini Websites (05:26) Account-Based Messaging (12:51) Cold Calling: Still King in 2024 (15:01) Branded Caller ID (16:58) Targeting Early Adopters (22:03) Competitor-Aware Messaging
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- 📌 Ralph's guide --- Chef's specials: What's a prospecting day? Implementing Successful Prospecting Days Preparing for a Prospecting Day In this episode, Ralph breaks down how he started prospecting days at ServiceNow and used them to build scalable outbound sales cultures. He’ll walk you through how to run successful prospecting days, tackle common challenges, and get your whole company involved in driving pipeline. You’ll learn why proactive prospecting is critical, how to avoid common mistakes, and how to use data and a little competition to keep the energy up. Plus, we’re sharing practical tips and a free guide to help you set up prospecting days in your own team. --- Who is Ralph Barsi? VP of Sales, Kahua Limited Partner, GTMfund Advisor, Scale Venture Partners Connect with Ralph: On LinkedIn https://www.linkedin.com/in/ralphbarsi/ Subscribe to his newsletter: https://www.ralphbarsi.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) The Importance of Outbound Prospecting (01:13) The Challenges of Prospecting (02:16) The Risks of Relying Solely on Inbound Leads (04:07) What is a Prospecting Day? (05:22) Implementing Prospecting Days at ServiceNow and Beyond (09:21) The Mechanics of a Successful Prospecting Day (13:01) Preparing for a Prospecting Day (17:40) Involving Different Teams in Prospecting Days (20:54) Handling Skepticism and Resistance (26:28) Success Stories and Metrics (28:52) Gamifying Prospecting Days (30:23) Key Takeaways and Lessons Learned, how to implement
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- 3 cold calling tips you'll learn in this episode for 2024: Understanding the purpose of outbound, and cold calling is crucial How to get prospects talking on cold calls with his 4-part framework for successful cold calls How to build credibility and authority with cold calling in 2024 ---- 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: Personally closed 15m+ in sales through cold calling Top1 FM LinkedIn Sales Star Salesforce Top Sales Influencer Connect with Belal on LinkedIn: https://www.linkedin.com/in/belbatrawy Join Belal newsletter: ☠️ Death to Fluff https://deathtofluff.substack.com Cold Call Worksheet: https://www.linkedin.com/posts/belbatrawy_mic-drop-cold-call-worksheet-learntosellio-activity-7104176020257181696-ACM0 --- 📬 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
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- 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 was a cold caller at Apex Revenue and is now an Account Executive at TitanX (formerly Phone Ready Leads®). 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/ --- 📬 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) 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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) ---- Download his Sheet: Account Tracking and Opp Tracking 3 things you'll learn in this episode: How to Deep Dive into Each Target Account, Including Researching Competitors and Differentiators How to Personalize Outreach by Adding Human-Level and Business-Level Personalization How to Build Strong Relationships with Account Executives (AEs) Join me in this episode as we unpack Austin Jouett's playbook about Account-Based Prospecting. Austin is a former Senior Enterprise Sales Development Representative (NAM region) at Intentify Demand Austin's results: $2.8 million in generated revenue in less than two years. 2022 YTD attainment was 120% and YTD 2023 was 105% overall at Demandbase combined with Intentify Demand Top 30 under 30 Global SDR for 2023 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
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- 3 Things You'll Learn About Sending Prospecting Videos on LinkedIn to Improve Your Efficiency: What to include in your prospecting videos What to say in your video When to send a video ---- 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: Sending more than 5,000 prospecting videos Now sends around 200 per month at Drata 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
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- 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 former 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/ --- 📬 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) 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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- Chef's specials: How to attract the best SDRs (and what traits to look for) Spotting Future Leaders early Developing those leaders to drive your team forward Dave emphasizes looking beyond traditional qualifications to focus on intangible traits like resilience, adaptability, and communication skills. We also highlight the importance of identifying leadership potential early and providing mentorship and development opportunities. Dave suggests that SDRs should have closing experience before moving into leadership roles to gain credibility with sales teams. --- Who is Dave Wilkins? Founder of Saleswise Creator of the SDR Leaders of EMEA community. Connect with Dave: On LinkedIn https://www.linkedin.com/in/daveewilkins/ Join the SDR leaders of EMEA community: https://sdr-leader.com/ Join the SDR Leaders of USA community: https://77zb165wlcq.typeform.com/to/T6Mwa22w --- 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) Dave Wilkins and Leadership Insights (00:43) Unconventional Traits for SDR Success (03:44) Hiring Process and Scorecard System (06:56) Adapting to Change and Resilience (17:03) Future Traits and Business Acumen (23:06) Spotting and Developing Future Leaders (28:40) Understanding the Impact of Leadership (30:47) Challenges of Being an SDR Leader (33:54) Spotting and Developing Future Leaders (37:07) Training Programs for Leadership Development (40:32) Mistakes in Promoting SDR Leaders (46:43) AI's Role in Leadership and Sales (52:23) Advice for Aspiring Leaders
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- Chef's specials: Comp plans that keep your BDRs motivated and drive long-term success. Spiffs that fire them up and deliver short-term wins. How to present this to your CRO Discover the future of SDR compensation with Anastasia Chihai, Sr. Director of Sales Development at Upland. In this conversation, learn how to implement a point-based system that aligns SDR performance with revenue goals. Uncover innovative spiff strategies, master the art of motivating distributed teams, and optimize your sales development structure for maximum ROI. Whether you're a founder, GTM leader, or sales executive, this video is packed with actionable insights to transform your SDR team's performance in 2025 and beyond. --- 📌 Grab the slides here --- Who is Anastasia Chihai? Sr. Director, Sales Development at Upland Founder, ATX SDR Leaders Connect with Anastasia: On LinkedIn https://www.linkedin.com/in/anastasia-chihai/ More context about the Upland sales team: Markets: NA, and EMEA Segment: SMB, Mid-market, and enterprise Buyer personas: IT, Sales, Marketing, Customer Service, and Operations Industries: BPO, contact centers, Financial Services, Healthcare, Media and Publishing, Consumer Goods, and Telecommunications --- 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) Introduction: SDR Compensation Plans (00:54) Why Revamp the Comp Plan (05:59) New Point-Based Comp System (06:38) Implementing the New Model (19:07) Focusing on Quality and Quantity (22:07 Gaining Approval from Leadership (30:37) Short-Term Incentives: SPIFFs (31:46) The Impact of Short-Term SPFs (32:19) Planning for December's SPIFFS (32:51) November's Bingo Card Success (33:37) December's Personalized Stickers (36:28) Strategies for Monthly SPIFFS (40:05) Lessons from Failed SPIFFs (42:49) The Spinning Wheel Initiative (50:45) Balancing Inbound and Outbound Quotas
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- Chef's specials: How to take over a BDR team and drive results Fixing inefficiencies and leveling up performance Earning a seat at the leadership table (and crushing board meetings) Discover how to transform your BDR team's performance and significantly boost their impact on revenue. In this live recording, Hugo Dessi, Global Head of BDR at Partoo, shares his strategies for optimizing outbound sales processes, enhancing cross-functional collaboration, and refining KPIs. Learn how to increase your team's efficiency, improve account management, and drive substantial growth in BDR-influenced ARR. Whether you're a founder, GTM leader, or sales executive, this guide to sales team optimization is packed with actionable insights to revolutionize your outbound sales strategy. --- Who is Hugo Dessi? Global Head of BDR, and board member at Partoo Connect with Hugo: On LinkedIn https://www.linkedin.com/in/hugo-dessi/ More context about the Partoo's Sales team: - Markets: EMEA, Latam --- 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) Hugo Dessi and Partoo's BDR Strategy (00:42) Hugo's Journey at Partoo (02:27) Initial Challenges and Audit Findings (05:43) Implementing Changes and Strategies (09:54) Focusing on Key Metrics and Team Dynamics (19:45) Enhancing Communication and Collaboration (29:09) Understanding Validation Rates and Performance Metrics (31:14) Impact on Pipeline and Conversion Rates (35:32) Standardizing Meeting Validation and Opportunity Confirmation (38:38) Challenges in Attribution Systems (41:40) Preparing for Board Meetings (44:37) Utilizing AI in BDR Processes (55:22) Improving Communication and Conversion Rates
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- Part 2 is available: Listen here: https://outboundkitchen.substack.com/p/ok17-inside-ownercoms-21m-arr-outbound --- 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/kylecnorton/ - Listen to his Podcast: https://open.spotify.com/show/6y3nqT69DERySdns6Zz4WL?si=eae54b3029464a5c - 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) --- 3 cold calling tips you'll learn in this episode for 2024: How to prep your cold calling sessions The Anatomy of a Great Cold Call How to measure your cold calling success ---- 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: Making 100,000 cold calls throughout his career Generating $3.5 million in pipeline at Deel in 2023 Q4 highlights: Achieving 113% of the SQO target and closing $140,000 in ARR 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
📫 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