70. How this top SDR converts 27.8% of cold calls into meetings in the SaaS industry - Teddy Frank, Senior SDR @ Atrium
In this episode, we'll discuss: The different outbound sequences Teddy uses His cold-calling framework How to use your analytics and reports to improve your results Teddy Frank is a top-performing SDR @ Atrium Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%. Connect with Teddy on LinkedIn https://www.linkedin.com/in/teddy-frank-690b501b7 Here’s a bit more info about Teddy's accounts and buyer personas: Personas -> 2nd Level+ Sales and RevOps Leaders (occasionally SalesDev) Industries -> Software Development, IT Services / Consulting, Computer / Network Security Org Size -> 51+ folks in sales org (ranges from 300 - 10k employees) ---- 📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire ---- Chapters In this episode, we'll discuss: - The different outbound sequences Teddy uses - His cold-calling framework - How to use your analytics and reports to improve your results Teddy Frank is a top-performing SDR @ Atrium Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%. Connect with Teddy on LinkedIn https://www.linkedin.com/in/teddy-frank-690b501b7 Here’s a bit more info about Teddy's accounts and buyer personas: - Personas: 2nd Level+ Sales and RevOps Leaders (occasionally SalesDev) - Industries: Software Development, IT Services / Consulting, Computer / Network Security - Org Size: 51+ folks in sales org (ranges from 300 - 10k employees) ---- 📬 For more prospecting and sales development tips, join 3,911 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) Top SDR (03:54) Defining Top Tier Accounts (07:18) Handling Objections and Referrals (10:13) Call Calling Strategies for Booking Meetings (11:10) Philosophy for Booking Meetings with Directors and VPs (12:05) Structuring the Cold Call Pitch (14:24) Using Relevant Statements and Assumptions (15:22) Pain and Solution Statements in the Pitch (18:47) Going for the Close in the Pitch (20:15) Handling Objections and Sending More Information (21:39) Asking for a Specific Follow-Up Time (22:38) Handling Objections to Booking a Meeting (25:05) Researching Prospects and Private Equity Companies (26:30) Understanding the Challenges of Rev Ops Leaders (28:59) Using Research to Improve the Pitch (30:54) Using Analytics to Improve Conversion Rates (32:50) Calling After 5 PM for Better Results (40:59) Advice for New SDRs
24 Maj 202444min
69. How This Top SDR Consistently Exceeds 129% Quota in the Restaurant Industry - John Cianello, SDR at Fourth
In this episode, we'll discuss: Prospecting current customers and prospects The signals John uses to reach out to his accounts Strategies for engaging an industry that is not very active on LinkedIn John Ciannello is a top SDR @ Fourth. John started as an SDR six months ago and averages 130% of his fully ramped quota, achieving 500% in his second month of onboarding. Connect with John on LinkedIn https://www.linkedin.com/in/johnciannello ---- 📬 For more prospecting and sales development tips, join 3,911 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) Top-Performing SDR (02:22) John's Onboarding and Initial Success (04:37) Engaging with Prospects (06:56) Handling Corporate vs. Local Decisions (09:21) Using Texting as a Tool (11:45) Balancing Prospecting Between Customers and New Prospects (14:07) Effective Use of Triggers (18:50) Strategic Calling and Balancing Quality with Quantity (23:24) Cold Call Strategy (30:33) Advice for New SDRs
18 Maj 202436min
68. Scale Your SDR Team: How AI Can Transform Your Outbound Process in 2024 - Collin Stewart, CEO of Predictable Revenue
In this episode, we'll discuss: The differences between a dedicated SDR model and a scaled model How to develop a scaled model from the ground up The essential tools and infrastructure required Collin Stewart, the CEO of Predictable Revenue. Here's what Collin has done: Bootstrapped Predictable Revenue to millions in revenue Expanded the revenue team to 11 members Grew three companies from zero to $1 million as only sales hire Connect with Collin on LinkedIn https://www.linkedin.com/in/collinstewart/ ---- 📬 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 ---- Chapters (00:00) Opening Remarks (03:19) Optimizing for Profitability in Sales Development (06:15) De-risking the SDR Model for Clients and SDRs (13:31) Tools and Infrastructure for the Scale Model (23:30) Increasing Call Volume with Parallel Dialers (25:49) The Importance of Personalized Outreach and Flexibility (29:35) Scoring Accounts Based on Tech Stack and Other Factors (39:09) Testing and Iterating to Find the Most Effective Approach
4 Maj 202444min
[GREATEST HITS] 29: How This BDR Got 260% of her Quota and Rookie of the Quarter in Q1 (Top SDR Strategy): no sequences, and no cold emails - Holly Allen, BDR at Deel
3 takeaways from this episode: Social selling: using voice notes, and videos Social selling with different buyer personas than sales and marketing leaders How to overcome the fear of cold calling — For more prospecting and sales development tips, join 2,611 SDRs getting the newsletter here: https://sdrgame.substack.com/ — Welcome to Episode 28, where we immerse ourselves in the world of a top-performing BDR, Holly Allen of Deel. She exceeded her target by 260%, got the 'Rookie of the Quarter', and 'Influencer' awards all in Q1. Join us as we deep dive into: Dropping sequences and emails for LinkedIn, voice notes, and cold calling Targeting new accounts LinkedIn Sales Navigator lists Prospecting triggers Video prospecting Follow-ups Cold calling: Overcoming fears, effective end-call strategies, and time management (0:00) Top BDR at Deel (2:07) No sequence, and no emails (4:52) Why Social selling (7:43) How to go after a new account (9:27) LinkedIn Sales Navigator lists (10:53) Triggers for prospecting (13:34) LinkedIn voice note (17:47) Voice note and a message? (19:19) Follow up after the voice note (20:14) Video prospecting (23:29) Multithreading (24:18) Cold calling (30:07) End of a cold call (30:39) How to manage your time with social selling and cold calling (32:01) How to overcome the fear of cold calling (34:18) Social selling with CFOs and HR leaders (36:39) Favorite tool for prospecting on LinkedIn (37:14) Favorite resource to grow as an SDR (38:22) Advice for new SDRs Follow Holly: LinkedIn https://www.linkedin.com/in/hollyallen1/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
28 Apr 202440min
67. Sourcing, and Hiring the Best SDR Candidates - How to build a High-Performing SDR Team (Part 2) - Chris Ritson, Co-Founder of The SDR Leader
If you missed part 1, listen to the episode here: https://link.chtbl.com/build-high-performing-sdr-team --- In this episode, you will learn 3 key things: Take ownership of the SDR hiring process and work closely with talent teams and agencies to find the best candidates. Write an engaging job description that emphasizes the role's benefits and appeal. Utilize scenario-based interview questions to gauge traits like extreme ownership and emotional intelligence. --- 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 3,811 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) Team Foundations (03:50) Hiring Focus (07:14) Engage Candidates (11:30) Agency Relations (14:19) Candidate Pool (17:55) Role of Ownership (21:00) Inbound Quality (24:45) Leveraging Referrals (28:30) Job Descriptions (32:15) Future of Hiring
23 Apr 202444min
[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
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.
17 Apr 202432min
66. The (First-Time) Sales Manager's Survival Guide - KD - Kevin Dorsey, CRO at Finally, SaaS Consultant, & Sales Leadership Coach
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. He's the CRO at Finally. 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
13 Apr 202442min
65. How to Build a High-Performing SDR Team (Part 1) - Chris Ritson, Co-Founder of The SDR Leader
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
23 Mars 202438min
