#12: How to coach, train, and mentor your SDR team to drive results in 2022 - Elric Legloire, David Bentham (Cognism), and Jared Robin (RevGenius)

For more prospecting and sales development tips, join 2'385 SDRs getting the newsletter here: ⁠⁠https://sdrgame.substack.com/⁠⁠ --- In this episode, I talk with Andres de Frutos Zambrano, Global Sales Enablement at Pigment, when he was the #1 BDR. Andres is a top Business Development Representative and has consistently exceeded his quota for nine consecutive months, achieving an overall 150% quota attainment. As the number one rep in pipeline creation, he generated over $2.5 million and set a company record for the fastest promotion out of the BDR organization in just nine months. In this episode, Andres shares his insights, strategies, and tips for mastering buyer personas, time management, cold calling, and much more. 0:30 - Targeting & Buyer personas: CFOs (Chief Financial Officers) 5:35 - Solving pain points: how Pigment addresses customer needs 8:16 - Setting KPIs and Goals 9:41 - Andres' effective prospecting triggers 13:43 - Mastering time management 17:00 - Cold calling tips 19:21 - Strategies for learning about buyer personas 24:01 - Maximizing results through multithreading 29:45 - Cold Calling 31:34 - Toughest meeting booked 33:16 - Favorite SDR Resources 35:00 - Top SDR tools 37:30 - Advice for new SDRs Follow Andres https://www.linkedin.com/in/andresdefrutosz/ — Follow me on LinkedIn: ⁠⁠https://www.linkedin.com/in/elriclegloire/

4 Maj 202339min

For more prospecting and sales development tips, join 2'368 SDRs getting the newsletter here: ⁠https://sdrgame.substack.com/⁠ --- In this episode, I talk with 2 guests: Eric Iannello, Full Cycle AE (Account Executive) at Falkon Nick Phillips, Senior SDR (Sales Development Representative) at People Data Labs I bring together two friends with different perspectives on prospecting: Eric, a fan of cold calling, and Nick, a proponent of social selling. We discuss the importance of time management in their respective approaches, reveal their techniques and strategies, and share recent successes from meetings they've booked. We also dive into the biggest mistakes in prospecting and gather invaluable cold-calling tips. Let's level up your SDR game! --- Erick's stats: 16 consecutive months of exceeding quota in both pipeline generated and deals closed won Largest deal sources by SDR in company 20 year history - by cold call Featured in HYPCCCYCL e-book of unorthodox cold calling techniques Nick's stats: Highest ramp of new hires in Q4 Leading the team in social selling Q1 and Q2 Follow: Erick https://www.linkedin.com/in/eric-iannello/ Nick https://www.linkedin.com/in/superdadnick/ — Follow me on LinkedIn: ⁠https://www.linkedin.com/in/elriclegloire/

27 Apr 202336min

For more prospecting and sales development tips, join 2'317 SDRs getting the newsletter here: ⁠https://sdrgame.substack.com/⁠ --- In this episode, I talk with ⁠Yann Merlaud⁠, Strategic Business Development Representative at Celonis. We talk about prospecting strategic accounts and engaging with C-level executives. Yann shares his knowledge on how to find valuable information in annual reports and earnings calls, as well as how to utilize ChatGPT to enhance your SDR skills and craft compelling cold emails. Yann dives deep into the triggers that capture the attention of C-level executives and reveals his proven strategies for achieving an impressive 25% reply rate from top decision-makers. We also discuss the power of bringing your executives on calls with prospects, and how it can improve the overall success of your sales efforts. Yann's impressive stats: 135% avg. achievement on opportunity targets (last 10 months) 86% meeting-to-opportunity rate through deep account research & strategic targeting 15+ C-level meetings with the biggest French companies (+10bn in Revenue) via outbound prospecting, and 50+ VP/SVP meetings Follow Yann https://www.linkedin.com/in/yann-merlaud/ — Follow me on LinkedIn: ⁠https://www.linkedin.com/in/elriclegloire/

19 Apr 202337min

For more prospecting and sales development tips, join 2'245 SDRs getting the newsletter here: https://sdrgame.substack.com/ --- In this episode, I talk with Jill Bruno, Manager, Sales Development at RocketReach We talk about her days in the life of a Manager, Sales Development: 0:00 Intro 0:30 What Jill does at Rocket Reach and the segment her team is going after 3:14 Time management for an SDR leader and her team 8:07 Role play vs cold call reviews 10:45 Her SDR team metrics 14:30 How to build an SDR team from scratch 23:13 Why hiring the most important for the success of your team 26:57 Questions to ask to SDRs during an interview 38:03 Tips for new SDR managers 41:38 What’s the most important question to ask as a candidate Follow Jill: https://www.linkedin.com/in/jill-bruno-47b81855/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

12 Apr 202345min

For more prospecting and sales development tips, join 2'124 SDRs getting the newsletter here: https://sdrgame.substack.com/ --- In this episode, I talk with Eddie Fang, Sales Development Team lead at Qualifi Here are why you should listen to this episode, Eddie’s results in his previous role as BDR II, at ServiceCore: Contributed to the highest closed won quarter of all time in Q4 2022 in ARR Q4 Quota - 113% Quota: November 106%, October 146%, September 133% Sourced over $1 million in ARR Highest sourced closed won on the team Increased inbound meetings by 3x Booked the most meetings in August my first 2 weeks going live We talk about his days in the life of a BDR II: 0:00 Intro 1:05 Who’s Eddie Fang 1:33 What’s Servicecore 2:28 The BDR team 3:30 Portable industry, and family own businesses 4:28 Buyer personas: operation manager, dispatch manager, office manager 5:03 Quota as a BDR II 6:05 SDR KPIs 8:24 Time management 11:17 Using Facebook to prospect 13:03 Time management - Part 2 17:15 How to prospect a net new account 18:57 How to rank accounts 21:16 How to prioritize your prospects 23:56 Outbound cadences: channels, and touchpoints 25:52 Focus on the influencer/Champion 26:47 Cold calling 32:45 How to handle the objection: we are too small 34:42 How to handle the objection: we are using spreadsheets 36:23 SDR - AE relationship 38:23 Favorite SDR resource 40:05 Favorite tool 40:35 Tips for news SDRs Follow Eddie: https://www.linkedin.com/in/eddiefang/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

6 Apr 202343min

For more prospecting and sales development tips, join 2'103 SDRs getting the newsletter here: https://sdrgame.substack.com/ --- 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/

29 Mars 202343min

For more prospecting and sales development tips, join 2'088 SDRs getting the newsletter here: https://sdrgame.substack.com/ -- In this episode, I talk with Dyanna Daryadel, Senior Enterprise SDR at Cognism Here are why you should listen to this episode, Dyanna’s results: Created $2.5M in pipeline since Feb 2022 Hit/Exceeded Target for 13 months consistently: between 100 and 166% vs Target Set record for being promoted from Commercial to Senior Enterprise SDR within 5 months Presidents Club 2022 Winner We talk about her days in the life of a Senior Enterprise SDR: 0:00 Intro 0:45 ICP 2:00 Buyer personas 2:30 SDR Quota as an Enterprise SDR 3:00 KPIs 4:17 KPIs on the phone Focus on the phone 5:34 Focus mode 9:20 How to do the math with your activities 10:55 double call - good snippets here 12:26 Cold call: focus on the conversation 14:00 how to ask for an introduction 15:38 structure of Dyanna’s calls 20:57 how to handle the objection: we use X competitor 24:06 Objection: no budget 26:25 how to pick an account 28:50 Tips for cold calling 30:15 Favorite Resource 31:15 tips for new enterprise SDR Follow Dyanna: https://www.linkedin.com/in/dyanna-daryadel/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

22 Mars 202333min

For more prospecting and sales development tips, join 2'033 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Ashley Hamano, Senior Business Developer Representative at Mosaic Here are why you should listen to this episode, Ashley's numbers: Pipeline created in 6 mo: $1.6M $320k closed/won since starting in July 22’ 7/8 mo exceeded quota (month missed quota was 1st ramped month) 122% of quota Q4 = $772k pipeline created in Q4 Set record for most opportunities/meetings booked in 2nd-month ramp as a rep (12 booked / 10 ops) We talk about her days in the life of a Senior BDR: Her ICP, and buyer personas: CFOs and finance leaders Her quota: 9 opportunities per month 27 in a quarter Her KPIs, and her day to day How she picks an account How to find the tools your prospects use Her process to go after a new account The different sequences she uses How she ranks her prospects How she books meetings with emails and her best email How she ranks her touchpoints into a cadence How she uses LinkedIn to book meetings How she uses Qualified - chatbot to book meetings with her prospects How she’s scaling her process Follow Ashley: https://www.linkedin.com/in/ashleyhamano/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

15 Mars 202338min