64. SDR Leadership: my 4 lessons in 2023
Episode #3: My Journaling Journey - My Lessons on SDR Leadership in 2023: Team Layoffs The Evolution of the SDR Model Hiring Strategies SDR Creators Send me a message on LinkedIn to let me know what you think about the episode: https://www.linkedin.com/in/elriclegloire/ --- 📬 For more prospecting and sales development tips, join 3,722 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ -- Chapters: (00:00) SDR Leadership lessons (00:28) Lesson 1: SDR Team Layoffs (05:19) Lesson 2: The Evolution of the SDR Model (09:08) Lesson 3: Hiring Strategies (11:35) Lesson 4: SDR Creators
16 Mars 202419min
63. How I revamped this ineffective outbound LinkedIn message into a conversation starter - SDR at a B2B Contact data business (Pipeline Uni #1)
3 things you'll learn about cold outbound LinkedIn messages: Common mistakes in cold outreach. The importance of research before sending the message. Revamping your approach to start a conversation. 2 weeks ago, I received an ineffective cold LinkedIn message from an SDR at a B2B contact data company. Today, I'll show you how I improved it to start a conversation with my prospects. --- If you'd like me to review and enhance your outbound messaging, feel free to send me a DM on LinkedIn. I'm eager to help you refine your messaging. --- 📬 If you find this episode useful, you might also enjoy my newsletter, SDR Game. 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) Problem with the LinkedIn Message (01:29) Researching the Market and Competitors (04:53) Analyzing the Sales Team Structure (05:23) Identifying Current Data Providers (06:21) Revamping the Message (07:14) Key Takeaways
9 Mars 20247min
62. The 10 Rules for Outbound of this SDR Leader at Scratchpad: Harry Sims.
3 things you'll learn about outbound sales in 2024: The 10 rules of outbound What's working for Harry And what I'm working on with outbound at Agorapulse --- Harry Sims is the SDR Leader at Scratchpad. Harry has been working in sales for the past 12 years and leading/building SDR teams for the past 7 years. Connect with Harry on LinkedIn https://www.linkedin.com/in/harry-sims77777/ Subscribe to Harry's newsletter: https://www.personal-prospecting.com/ --- 📬 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/ --- Chapter (00:00) Outbound sales expert (01:24) The Limitations of Playbooks and the Need for Autonomy (06:07) Educating Prospects and the Importance of the First Meeting (07:34) Understanding the Prospect's Awareness and Education Level (08:32) Targeting the Buyer and Business for Effective Outbound (10:30) Using Lawsuits and Technographic Data for Targeting (12:28) The Importance of Targeting in Outbound (20:06) Generating Ideas for Messaging through Customer Feedback (23:27) Gathering Insights from Customer Calls and Interviews (26:49) Using Champion Data and Referrals for Targeting (30:11) Tracking and Enriching Data for Effective Outbound (32:32) The Experimental Nature of Outbound and the Future of Personalization
2 Mars 202439min
61. How this Cold Caller booked 200+ meetings in 6 months (2024 Cold calling Playbook) - Sam Byassee, Cold Caller at Apex Revenue
3 things you'll learn from the playbook of a top cold caller in 2024 How to meet your prospects in the buyer's pyramid Sam's favorite cold-calling opener How to engage prospects and encourage them to ask questions. Join me in this episode: Sam shares his cold calling playbook and discusses his approach to cold calling as a top performer. Sam Byassee is a cold caller at Apex Revenue. In the past 6 months at Apex Revenue, Sam: 100% 1:1 convos over the phone Booked 200 Meetings 870 Activated Leads: The prospect requested more info and a follow-up 3,200 completed Conversations: confirm the right person, get through a pitch, and place the prospect into the proper bucket Connect with Sam on LinkedIn: https://www.linkedin.com/in/sam-byassee-72b009152/ --- 📬 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) Cold Caller(01:24) Learning from Apex Revenue(03:43) Detaching from the Outcome(06:07) Segmenting the List(08:05) Account Segmentation(09:58) The Role of Apex Revenue(13:46) The Cold Calling Opener(15:39) Dissecting a Cold Call(21:20) Engaging Familiar Prospects(21:49) Building Genuine Interest(22:16) Adapting to Engage the Prospect(23:14) Skipping Parts of the Script(24:09) Handling Objections(24:39) Tracking Call Dispositions(25:06) Updating Call Results(25:36) Follow-up Strategies(26:04) Common Objections(26:28) Understanding the Prospect's Needs(27:27) Keeping the Prospect Talking(27:55) Boosting the Prospect's Confidence(28:52) Listening to Calls for Improvement(29:21) Flipping 'Not Interested' to 'Not Now'(30:19) Tracking Conversations and Activated Leads(31:17) The Four I's: Info, Intrigue, Intent, Interest(32:14) Improving the 'Not Interested' Metric(32:43) Asking Better Questions(33:10) Working on Openers and Delivery(34:06) Listening to Calls for Breakdowns(35:34) Understanding the Prospect's Needs(37:29) Avoiding Pitch Slapping and Feature Dumping(39:21) Trusting the Prospect's Timing(40:19) Focusing on Problems, Not Features
24 Feb 202443min
59. How to Use Video Prospecting to Improve Your LinkedIn Outreach Efficiency - Kayla Cytron-Thaler, Partnerships at Drata
3 Things You'll Learn About Sending Prospecting Videos on LinkedIn to Improve Your Efficiency: What to include in your prospecting videos What to say in your video When to send a video ---- Here's one example of a video that Kayla uses, and you can start using now. ---- Join me in this episode as we dive into Kayla's strategies and techniques for booking meetings with prospecting videos on LinkedIn. Kayla Cytron-Thaler is a Partner Development Manager at Drata. Kayla's notable achievements on her journey include: Sending more than 5,000 prospecting videos Now sends around 200 per month at Drata Connect with Kayla on LinkedIn: https://www.linkedin.com/in/kayla-/ --- 📬 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) Introduction and Background (00:58) Starting with Video Prospecting (01:53) Progression to Personalized Videos (03:20) Using LinkedIn for Video Prospecting (04:19) LinkedIn vs. Email for Video Prospecting (05:45) Why Video Works (06:42) Creating Authentic and Personalized Videos (07:31) The Challenges of AI-Generated Videos (08:31) Using Video for Job Search (09:30) Routine and Process for Recording Videos (10:49) Researching and Personalizing Videos (11:44) Calling Out Frustrations and Pain Points (13:10) Sending Videos to Connects on LinkedIn (16:05) Choosing Who to Send Videos To (17:26) Sequencing Videos and Nurturing Prospects (18:24) Using GIFs in Video Prospecting (19:52) Balancing Video Prospecting with Other Outreach Channels (22:12) Framework for Recording Videos (24:09) Personalized Videos vs. Group Videos (25:00) Using GIFs on LinkedIn (27:18) Scaling Video Prospecting (28:46) Realistic Expectations and Avoiding Perfectionism (30:05) Common Mistakes in Video Prospecting (31:03) Keeping Videos Short and Focused on the Prospect
10 Feb 202433min
58. Land Your SDR Job in 2024 (Without network and Sales Experience) - Sam Nguyen, BDR at Gitlab
3 essential tips for landing an SDR role in 2024: How to handle mock calls and improve your performance. How to receive a job offer even after initial rejection. How to leverage company information effectively during the hiring process. ---- Join me in this episode as we dive into Sam Nguyen's strategies and techniques for landing an SDR job in 2024. Sam is a BDR (Business Development Representative) at Gitlab Sam's notable achievements on her journey to securing an SDR role include: Landing her first SDR position without any prior sales experience or network. Securing a BDR role at GitLab, a company valued at $11.05 billion. Connect with Sam on LinkedIn: https://www.linkedin.com/in/samqnguyen/ --- 📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Chapters (0:00) Get an SDR Job (03:00) Discovering Tech Sales (06:00) Preparing for the Interview (10:00) Stand Out in the Hiring Process (15:00) Using Research to Impress (18:00) Staying in Touch After Rejection (23:00) Avoiding the Mass Easy Apply Approach (25:00) Persistence Pays Off
4 Feb 202427min
57. My 6 biggest takeaways on outbound in 2023
Episode #2: My Journaling Journey - The Six Biggest Takeaways on Prospecting in 2023: LinkedIn Focusing on Accounts Business Impact Having a Point of View A/B Testing and Analytics AI Send me a message on LinkedIn to let me know what you think about the episode: https://www.linkedin.com/in/elriclegloire/ --- 📬 For more prospecting and sales development tips, join 3,722 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ -- Chapters: (00:00) My 6 biggest takeaways (01:56) 1: LinkedIn (04:18) 2: Focusing on Accounts (06:16) 3: Business Impact (10:02) 4: Having a Point of View (15:37) 5: A/B Testing and Analytics (20:24) 6: AI
2 Feb 202425min
