Avsnitt
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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.
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
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---
KD, Kevin Dorsey, known as the Father of Modern Leadership.
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---
📬 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
---
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
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Saknas det avsnitt?
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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.---
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
---
📬 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) 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
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Episode #3: My Journaling Journey - My Lessons on SDR Leadership in 2023:
Team Layoffs The Evolution of the SDR Model Hiring Strategies SDR CreatorsSend me a message on LinkedIn to let me know what you think about the episode: https://www.linkedin.com/in/elriclegloire/
---
📬 For more prospecting and sales development tips, join 3,722 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
--
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
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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.
---
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.
---
📬 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/
---
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
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
3 things you'll learn about outbound sales in 2024:
The 10 rules of outbound What's working for Harry And what I'm working on with outbound at Agorapulse---
Harry Sims is the SDR Leader at Scratchpad.
Harry has been working in sales for the past 12 years and leading/building SDR teams for the past 7 years.
Connect with Harry on LinkedIn
https://www.linkedin.com/in/harry-sims77777/
Subscribe to Harry's newsletter: https://www.personal-prospecting.com/
---
📬 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/
---
Chapter
(00:00) Outbound sales expert
(01:24) The Limitations of Playbooks and the Need for Autonomy
(06:07) Educating Prospects and the Importance of the First Meeting
(07:34) Understanding the Prospect's Awareness and Education Level
(08:32) Targeting the Buyer and Business for Effective Outbound
(10:30) Using Lawsuits and Technographic Data for Targeting
(12:28) The Importance of Targeting in Outbound
(20:06) Generating Ideas for Messaging through Customer Feedback
(23:27) Gathering Insights from Customer Calls and Interviews
(26:49) Using Champion Data and Referrals for Targeting
(30:11) Tracking and Enriching Data for Effective Outbound
(32:32) The Experimental Nature of Outbound and the Future of Personalization
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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 is a cold caller at Apex Revenue.
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 bucketConnect 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
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message
(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 -
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 themJoin 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 Sales Development Manager, Mid-market at Culture Amp
Over the past 7 years, GB:
Interview 700+ candidates Hired 60+ SDRsConnect 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
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message
(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 -
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 DrataConnect 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
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
3 essential tips for landing an SDR role in 2024:
How to handle mock calls and improve your performance. How to receive a job offer even after initial rejection. How to leverage company information effectively during the hiring process.----
Join me in this episode as we dive into Sam Nguyen's strategies and techniques for landing an SDR job in 2024.
Sam is a BDR (Business Development Representative) at Gitlab
Sam's notable achievements on her journey to securing an SDR role include:
Landing her first SDR position without any prior sales experience or network. Securing a BDR role at GitLab, a company valued at $11.05 billion.Connect with Sam on LinkedIn:
https://www.linkedin.com/in/samqnguyen/
---
📬 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
(0:00) Get an SDR Job
(03:00) Discovering Tech Sales
(06:00) Preparing for the Interview
(10:00) Stand Out in the Hiring Process
(15:00) Using Research to Impress
(18:00) Staying in Touch After Rejection
(23:00) Avoiding the Mass Easy Apply Approach
(25:00) Persistence Pays Off
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
Episode #2: My Journaling Journey - The Six Biggest Takeaways on Prospecting in 2023:
LinkedIn Focusing on Accounts Business Impact Having a Point of View A/B Testing and Analytics AISend me a message on LinkedIn to let me know what you think about the episode: https://www.linkedin.com/in/elriclegloire/
---
📬 For more prospecting and sales development tips, join 3,722 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
--
Chapters:
(00:00) My 6 biggest takeaways
(01:56) 1: LinkedIn
(04:18) 2: Focusing on Accounts
(06:16) 3: Business Impact
(10:02) 4: Having a Point of View
(15:37) 5: A/B Testing and Analytics
(20:24) 6: AI
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
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 ARRConnect 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
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
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----
Today's episode is brought to you by Belal's "Mic Drop" Cold Calling Masterclass.
This is the approach Belal has used to close over $15M phone-generated pipeline and help 5k+ sellers master the art of pipeline creation.
If you’re looking to improve your cold calling skills in 2024, I highly recommend using the "Mic Drop" Cold Calling Course to book more meetings on the phone:
https://www.learntosell.io/mic-drop-masterclass
----
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 InfluencerConnect 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
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
Today I try a new format: journaling where I share 4 lessons I've learned about sales career in 2023.
Job market and Remote Hiring Skill Development Managing Up Problem IdentificationSend me a message on LinkedIn to let me know what you think about the episode: https://www.linkedin.com/in/elriclegloire/
---
📬 For more prospecting and sales development tips, join 3,648 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
---
Chapters:
(0:00) 4 lessons about Sales Career
(2:51) Job Market and Remote Hiring
(8:56) Skills Development
(14:32) Managing Up
(20:02) Problem Identification
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
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 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 Demandbase top 60 SDR / SDR Leaders to follow Built out an entire SDR/AE account alignment process that improved efficiency and collaboration.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
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
Happy New Year! 🥳
Welcome to the SDR Game Podcast, where it is my job to deconstruct top sales performers to tease out the processes, routines, and habits that you can apply to your career.
This is part 2 of the special in-betweenisode serves as a recap of the 10 most popular episodes from 2023.
From episode #5 to episode #1.
It features a short clip from each conversation in one place so you can easily jump around to get a feel for the episode and guest.
Please enjoy! ✌️
---
📬 For more prospecting and sales development tips, join 3,601 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) Recap 2023
(1:27) #5 Julia Carter
(07:38) #4 Will Falkenborg
(17:38) #3 Anand Gopinathan
(29:00) #2 Holly Allen
(39:31) #1 Mike Wander
Full episode titles:
#5: How this AE hit 400% SDR Quota with Social Selling (And Without a Single Cold Call) - Julia Carter (Episode #33)
#4: How this SDR achieved 530% quota, and booked 81 meetings in September 2023 just with cold calls - Will Falkenborg (Episode #45)
🥉: How to get an SDR job within 2 weeks (without sales experience) - Anand Gopinathan (Episode #7)
🥈: How This BDR Got 260% of her Quota and Rookie of the Quarter in Q1 (Top SDR Strategy): no sequences, no cold emails - Holly Allen (Episode #29)
🥇: How this AE averages a 45.8% reply rate on Cold Emails - Mike Wander (Episode #38)
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
Welcome to another episode of the SDR Game Podcast, where it is my job to deconstruct top sales performers to tease out the processes, routines, and habits that you can apply to your own career.
This special in-betweenisode serves as a recap of the 10 most popular episodes from 2023.
It features a short clip from each conversation in one place so you can easily jump around to get a feel for the episode and guest.
Please enjoy! Happy New Year! ✌️
---
📬 For more prospecting and sales development tips, join 3,601 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) Recap 2023
(1:46) #10 Tito Bohrt
(13:17) #9 Maddie Hopkin
(22:19) #8 Devesh Tilokani
(34:30) #7 Brad Norgate
(44:07) #6 Caspian Lewke
Full episode titles:
#10: The 3 Key Pillars: How Tito Bohrt Built 70+ SDR Teams and Sourced Over $100M in Revenue (Episode #42)
#9: How This Lowest-Performing SDR Became The Top-performing SDR - Maddie Hopkin (Episode #36)
#8: How This Enterprise BDR generated over $1.9M in pipeline in 12 months: LinkedIn sequence w/ 30%+ reply rate, and video prospecting - Devesh Tilokani (Episode #28)
#7: Top Enterprise SDR: time management, enterprise prospecting, cold calling, being relevant vs personalizing, top-down approach, and tips & tricks - Brad Norgate (Episode #13)
#6: Mastering LinkedIn Prospecting: How to Excel in a Team of 30 High Performing SDRs - Caspian Lewke, Gong (Episode #32)
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
3 things you'll learn in this episode:
How to become a top performer. How to identify your Ideal Customer Profile using your CRM reports. How to quantify pain points during discovery callsJoin me in this episode as we unpack David Sánchez's journey to becoming the top-performing BDR at Aircall.
David's results:
First BDR at Aircall to reach the Expert BDR position. Created $1.75M ARR in outbound sourced pipeline. Sourced $400k ARR in Closed Won Revenue.Connect with David on LinkedIn:
https://www.linkedin.com/in/saleswithdavid/
---
📬 For more prospecting and sales development tips, join 3,601 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
---
(0:00) Hybrid BDR/AE
(02:25) Becoming a Top Performing BDR at Aircall
(03:23) Identifying Ideal Customer Profile and Pain Points
(06:14) Understanding Conversion Rates by Country
(07:43) Factors Affecting Conversion Rates in Different Countries
(09:38) Using Keywords and Reports in Salesforce for Targeting
(13:04) Learning from Top Performers at Aircall
(14:46) Territory and Account Management
(17:38) Becoming an Expert BDR
(20:28) Using Alerts and Buying Triggers
(22:51) Keeping Track of Alerts and Triggers
(24:20) Prioritizing Leads and Prospects
(25:20) Quantifying Pain Points
(29:32) Approach to Discovery Calls
(36:13) Quantifying Pain Points During Discovery
(39:32) Advice for Aspiring Top Performers
(47:00) Closing and Conclusion
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
3 things you'll learn in this episode:
How to Spot the key traits of successful SDRs. How to Build a Successful Outbound Strategy How to Define Your Ideal Customer and buyer personasIn Today’s episode, I’m sharing my interview on the Teach Me Outbound podcast by Kaspr
If you don't know me, I'm Elric Legloire, SDR manager at Agorapulse. I've been an SDR for 3 years, and I have been building an SDR team for the past 2 years. I've worked for 5 tech companies.
My results
→ In 2020, I was promoted to SDR manager in 5 months.
→ In 2021 and 2022, I got promoted 4 times and promoted 13 SDRs.
→ Over the last 6 years, I helped 5 companies to create $15M+ in pipeline
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📬 For more prospecting and sales development tips, join 3,601 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:
(00:00) Elric Legloire
(02:22) Traits of a Successful SDR
(05:12) Building the Outbound Function
(07:34) Choosing the Right Channels
(09:02) Effective LinkedIn Outreach
(11:41) Crafting ICP and Buyer Personas
(12:41) Hiring Experienced SDRs
(14:02) Focus on ICP and Personas
(16:46) The Importance of A/B Testing
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
3 things you'll learn in this episode:
How Katherina structure her cold calls How she focuses her calls on understanding her prospects and being present How to go after a new buyer personaJoin me in this episode with top-performing Sales Development Representative Katherina, as we unpack the power of cold calling in the DACH market.
Katherina's results:
Achieved an impressive 133% of her sales target in Q3 Exceeded expectations with 117% in Q2 Started the year strong with 122% in Q1 And already smashing her annual goal by crossing the 100% mark for FY2023Connect with Katherina on LinkedIn: https://www.linkedin.com/in/katherina-tustea/
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📬 For more prospecting and sales development tips, join 3,601 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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(00:00) Top SDR at Dealfront
(04:28) Tailored phone approach, no script.
(08:23) Inquiring about hiring and conversation strategy.
(12:45) Avoid comparing in new SEO.
(16:46) Prioritize prospect research for effective communication.
(18:46) Active listening and understanding are essential.
(23:16) Nurturing prospects is essential.
(26:03) Adjust prospecting for different leader types.
(28:38) Exploring personality profiles for sales approach
(33:04) Resources to grow as an SDR
(36:32) Tips for SDRs
--- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message - Visa fler
![[GREATEST HITS] #38: How to write cold emails that get replies (A 45.8% reply rate) (Prospecting strategy) - Mike Wander, Former Account Executive at Lavender](https://is1-ssl.mzstatic.com/image/thumb/Podcasts122/v4/48/f0/59/48f059b6-5f4d-bea3-8595-ca84721c598b/mza_17323188000395619993.jpg/80x80bb.jpg)