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)

----

📬 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

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