45: How this SDR achieved 530% quota, and booked 81 meetings in September 2023 just with cold calls (Prospecting strategy) - William Falkenborg, Sales Development Representative at HG Insights

3 things you'll learn in this episode:

• How Will structures his cold calls

• How to have fun when cold calling
• How to handle objection with analogies

William Falkenborg is a top SDR (Sales Development Representative) at HG Insights

Will's results:

• He set a new all-time record on HG Insights' SDR team with 403% with 77 outbound meetings booked
• In September he’s trending to get 530% of quota with 80 meetings booked
• Hours of account research + 160 dial/day avg

Connect with Will on LinkedIn: ⁠https://www.linkedin.com/in/william-falkenborg-73617910a/

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📬 For more prospecting and sales development tips, join 3,456 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:

(0:00) Top SDR at HG Insights
(1:19) Email Ban Reaction & Pivot
(4:32) From 83% to 530% - Key Techniques
(6:43) Cold Call Structure
(11:34) Pre-Call Research
(14:14) Research Efficiency
(18:27) Using Analogies for Objections
(22:43) Closing on a 'Yes'
(24:01) Enjoying Cold Calls
(26:08) Call Duration Insights
(27:13) Quantity vs Quality
(28:47) Handling Low Performance
(30:28) Cold Call Tonality
(31:48) Pushing Past 530%
(34:07) Facing Imposter Syndrome
(36:46) Cold Call Pro Tips