#20: Top SDR: $24M in pipeline created with 95% of cold calls, strategic plan for cold calling, and how to handle the objection "Call me later" - Baptiste Kuciel, Sr. Enterprise SDR at Moveworks

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In this episode, I talk with Baptiste Kuciel, Sr. Enterprise SDR at Moveworks.

Here are why you should listen to this episode, Baptiste’s results:

• 11/12 months exceeded quota (missed quota in August, French holidays)
• Overall 182% Quota achievement since I joined (from 80% to 260%)
• N°1 rep in pipeline created with USD >24 million $
• Set company record for Senior SDR promotion in 5 months

We talk about his days in the life of a Senior Enterprise SDR:

0:00 Intro

0:30 What Baptiste does at Moveworks

1:12 His territory

1:47 The enterprise segment

2:16 Moveworks

2:48 Buyer personas

3:35 From selling to customer support teams to internal support teams

4:34 CIO Pain points in 2023

5:11 Transition: from cold emailing to cold calling

9:04 How to get over the fear of cold calling

10:58 SDR Quota as an Enterprise SDR

12:52 KPIs

14:41 High connect rate

16:15 Time management

21:00 Morning routine

22:38 Strategic plan for cold calls

25:05 Structure of cold call

25:50 How to handle the “Call me later”

29:06 25 sec cold call pitch

31:05 Questions about his prospect's pain points

36:00 Tips to learn cold calling

38:31 Favorite Resource

40:06 Be curious

41:06 Tips for new enterprise SDRs

Follow Baptiste: https://www.linkedin.com/in/baptiste-kuciel/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/