73. How this Enterprise SDR sourced $5.86 million in pipeline with PR Leaders - Jacob Farmer, Strategic Accounts SDR at Muck Rack.

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 approach

Jacob 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 LinkedIn

https://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

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📬 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

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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