48. How this SDR achieved 133% of her SDR target in Q3 with cold calling in the DACH Market - Katherina Tustea, Sales Development Representative at Dealfront
3 things you'll learn in this episode: How Katherina structure her cold calls How she focuses her calls on understanding her prospects and being present How to go after a new buyer persona Join me in this episode with top-performing Sales Development Representative Katherina, as we unpack the power of cold calling in the DACH market. Katherina's results: Achieved an impressive 133% of her sales target in Q3 Exceeded expectations with 117% in Q2 Started the year strong with 122% in Q1 And already smashing her annual goal by crossing the 100% mark for FY2023 Connect with Katherina on LinkedIn: https://www.linkedin.com/in/katherina-tustea/ --- 📬 For more prospecting and sales development tips, join 3,601 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- (00:00) Top SDR at Dealfront (04:28) Tailored phone approach, no script. (08:23) Inquiring about hiring and conversation strategy. (12:45) Avoid comparing in new SEO. (16:46) Prioritize prospect research for effective communication. (18:46) Active listening and understanding are essential. (23:16) Nurturing prospects is essential. (26:03) Adjust prospecting for different leader types. (28:38) Exploring personality profiles for sales approach (33:04) Resources to grow as an SDR (36:32) Tips for SDRs
1 Dec 202338min
47. PLG Prospecting Playbook: Strategies from a Top-Performing SDR - Dorothy Huynh, SDR at Gretel.ai, and SDR Coach at SDR Nation
4 things you'll learn in this episode: The importance of data leverage, customer pain-point understanding, and meeting customers in their buyer journey. How to accomplish tiered prioritization of accounts based on product usage. Insights on unifying data sources, mining new insights, and building useful reports for PLG (product-led growth). Dorothy's personal experience and essential approach towards account expansion and buyer enablement. Join me in this episode with top-performing Sales Development Representative Dorothy, as we unpack the power of PLG (Product-Led Growth) strategy in sales. Dorothy's results: Ent SDR at DemandBase: $786,875 in qualified pipeline generated within 2.5 months Lavender: Generated $1,350,501 in pipeline for SMB, MM, & ENT segments, Co-wrote Account Based Cadencing with Will Allred Top 100 Powerful Women In Sales 2023 Top 25 SDRs To Follow 2022 Connect with Dorothy on LinkedIn: https://www.linkedin.com/in/dorothyphuynh/ Dorothy newsletter: http://dnaprospecting-newsletter.beehiiv.com/ --- 📬 For more prospecting and sales development tips, join 3,601 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- (00:00) Top sales rep Dorothy excels in PLG environment. (05:42) PLG Prioritization (08:09) Enable buyers, offer demos, do discovery. (11:06) Sharing signals potential champion influencers for PLG strategies. Look up Dropbox's PLG strategy for insights. (15:31) Collaborate with multiple teams to understand metrics and ensure success. (17:35) Restart trials to bring back old users. (21:22) 80% conversion rate, targeting right titles, higher chance of close. (26:34) Different use cases for marketing agencies, consultants, and internal businesses. (28:44) Be friends with your CSMS, learn from them.
26 Nov 202330min
46: Beyond the 530% quota: Q&A session with SDR Expert William Falkenborg, Sales Development Representative at HG Insights
3 things you'll learn in this episode: How Will manage his time to make 160 calls per day How he research his accounts and prospects You'll get more context about Will day to day, ICP, buyer personas, etc. 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/ --- 📬 For more prospecting and sales development tips, join 3,531 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
16 Nov 202338min
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/ --- 📬 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/ --- 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
15 Okt 202337min
44: Behind the Scenes: Revenue Enablement Leader and 4 Real Cold Outreach Breakdowns - Stephanie White, Senior Director, Revenue Enablement at Loopio
In today's episode, you'll learn about a revenue enablement leader: Day-to-day activities Challenges faced Metrics used How to prospect a revenue enablement leader Meet Stephanie White, Sr. Director, Revenue Enablement at Loopio Connect with Steph: https://www.linkedin.com/in/stephanie-white-sales/details/experience/ --- 📬 For more prospecting and sales development tips, join 3,413 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (1:05) What does a Sr. Director of Revenue Enablement really do? (3:05) The 2023 Challenges (4:45) The secret behind measuring revenue enablement success (8:15) Inside Steph's learning library: her go-to content (14:39) The kind of cold outreaches Steph gets. (16:51) A peek into a cold outreach Steph received (19:10) Another cold outreach Steph got. (21:15) Diving into yet another cold outreach for Steph (23:39) What made this fourth cold outreach stand out? (26:41) Two tips for more effective outreach
5 Okt 202335min
43: SDR to AE: The Transition Blueprint of a Top Sales Rep - Alex Nelson, Enterprise Account Executive at Gainfront
3 things you'll learn in this episode: What you can do in your SDR role to prepare for the transition The transition After the promotion Alex Nelson is an Enterprise Account Executive at Gainfront Before that, he was an AE at Pandadoc. Before getting promoted, he was a Top performing SDR at PandaDoc and won the 2021 President’s Club Gold Award winner Connect with Alex: https://www.linkedin.com/in/mynameisalex/ --- 📬 For more prospecting and sales development tips, join 3,331 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) Top performing SDR to AE transition (0:45) Routines that help in your SDR role in the AE role (6:35) cold calling strategies (10:26) Stories about different customers (12:46) 1 habit from the SDR days that helps in the AE role (15:24) 1 resource that helps with the transition (17:23) How to be patient before the promotion (24:58) Following up in prospecting vs an opportunity created (27:39) 3 things Alex wishes every SDR knew (35:32) Challenge for SDR who want to become an AE (38:16) Tips for SDRs who want to become an AE
26 Sep 202345min
42: The 3 Key Pillars: How Tito Bohrt Built 70+ SDR Teams and Sourced Over $100M in Revenue - Tito Bohrt, CEO of Altisales
3 things you'll learn in this episode, the 3 pillars of successful sales development: Targeting Outreach Health Messaging Tito Bohrt is the CEO of Altisales Tito's results: Has built 70+ SDR teams from the ground up Sourced over $100M in revenue for his clients. Connect with Tito: https://www.linkedin.com/in/titobohrt/ Looking for an SDR job? https://www.altisales.com/careers Join the Sales Mad Scientist Series https://lu.ma/sales-mad-scientist --- 📬 For more prospecting and sales development tips, join 3,301 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) Meet the CEO Behind 70+ SDR Team Success Stories (0:54) Multichannel outreach: what’s working today (2:16) Boosting SDR Team Connect Rates (6:49) Crafting Precision: Account Targeting and Scoring Demystified (11:57) Navigating Buyer Personas (15:43) Unlocking Pain Points: Deciphering Prospect Challenges (18:25) Lead Distribution Pitfalls: Two Missteps Costing You Big (23:40) The Pulse of Effective Outreach (25:11) The Ideal Number of Sequences (27:55) When Should You Tweak Your Sequences (30:46) Understanding Statistical Significance in Sales (33:00) Reflection: Tito's Greatest Misstep in Messaging (36:12) 3 Sales Books Transforming Tito’s What He Learned Sales Journey (38:29) Tito's Evolution: what he learned from the Last 5 Years (40:39) Empowering SDRs: Tips from the Frontline
13 Sep 202345min
41: How this SDR Hits 150% Quota with Security Buyer Personas (Prospecting Strategy) - Stone Gomez, Sales Development Representative (BDR) at Drata
3 things you'll learn in this episode: The different prospecting sequences used by Stone How he creates prospecting messaging How to prospect security personas Stone Gomez is Drata's top-performing Sales Development Representative (SDR). Stone's results: Crushed it with 150% in Q1. Did it again in June with 150%. And yep, hit 100% more than once. Connect with Stone: https://www.linkedin.com/in/stone-gomez-347b71135/ --- 📬 For more prospecting and sales development tips, join 3,252 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) Top performing SDR at Drata (0:46) Stone prospecting sequences (2:25) The different prospecting sequences used by Stone (3:54) Sequence based on whether they use SOC 2 framework (5:28) Sequence based on the size of the company (7:48) The pains for a 500 people company (8:52) Thinking about your different buyer personas (11:33) Customer stories (12:26) Prospecting messaging: impact vs pain (13:33) Lessons about prospecting companies with different sizes (15:58) Lessons from A/B tests (17:56) Where Stone thinks can improve (19:21) The reality of social selling with prospects who are not active on LinkedIn (24:32) Hyper personalization (26:52) Security buyer personas (28:29) Using links in your outreach with security personas (32:27) Tips to improve your outreach and tips to avoid
6 Sep 202334min
