56. How to Make a Great Cold Call: Key Lessons & Tips from 100K Cold Calls - Sheriff Shahen, Account Executive (AE) role at Deel (Former Enterprise SDR)
3 cold calling tips you'll learn in this episode for 2024: How to prep your cold calling sessions The Anatomy of a Great Cold Call How to measure your cold calling success ---- Join me in this episode as we dive into Sheriff Shahen's lessons and insights on cold calling. Sheriff has recently been promoted to an Account Executive (AE) role at Deel, previously serving as an Enterprise SDR. Sheriff's achievements include: Making 100,000 cold calls throughout his career Generating $3.5 million in pipeline at Deel in 2023 Q4 highlights: Achieving 113% of the SQO target and closing $140,000 in ARR Connect with Sheriff on LinkedIn: https://www.linkedin.com/in/sheriff-shahen-384930164/ --- 📬 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 (00:00) Enterprise SDR (01:27) Early Days of Cold Calling (05:41) Transition to Enterprise Sales (09:01) Anatomy of a Successful Cold Call (15:41) Researching and Targeting Enterprise Accounts (19:01) Handling Common Objections (20:29) Competitor Differentiation (22:19) Measuring Call Call Success (24:07) Managing Fear and Anxiety (27:55) Common Mistakes in Cold Calling
27 Jan 202433min
55. The Cold Calling Playbook for 2024: How to Book More Meetings on the Phone - Tips from an Elite Cold Caller Who Closed 15M+ - ☠️ Belal Batrawy, Founder of LearnToSell.io
3 cold calling tips you'll learn in this episode for 2024: Understanding the purpose of outbound, and cold calling is crucial How to get prospects talking on cold calls with his 4-part framework for successful cold calls How to build credibility and authority with cold calling in 2024 ---- Today's episode is brought to you by Belal's "Mic Drop" Cold Calling Masterclass. This is the approach Belal has used to close over $15M phone-generated pipeline and help 5k+ sellers master the art of pipeline creation. If you’re looking to improve your cold calling skills in 2024, I highly recommend using the "Mic Drop" Cold Calling Course to book more meetings on the phone: https://www.learntosell.io/mic-drop-masterclass ---- Join me in this episode as we unpack Belal Batrawy's playbook about cold calling. Belal is the Founder of LearnToSell.io and the Creator of ☠️ Death to Fluff. Belal's results: Personally closed 15m+ in sales through cold calling Top1 FM LinkedIn Sales Star Salesforce Top Sales Influencer Connect with Belal on LinkedIn: https://www.linkedin.com/in/belbatrawy Join Belal newsletter: ☠️ Death to Fluff https://deathtofluff.substack.com Cold Call Worksheet: https://www.linkedin.com/posts/belbatrawy_mic-drop-cold-call-worksheet-learntosellio-activity-7104176020257181696-ACM0 --- 📬 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 (00:00) The Cold Calling Expert (01:12) Understanding the Purpose of Outbound (02:07) The Value of Disqualification in Outbound (03:05) The Mic Drop Method: Four Parts of a Successful Cold Call (05:27) Using the Mic Drop Method to Get Buyers Talking (06:25) The Four P's of the Mic Drop Method (08:12) Permission-Based Openers (08:41) Transitioning to the Problem Statement (09:40) Finding the Right Problem Statement (10:39) Provoke: Getting the Buyer Talking (13:31) Using Competitors to Provoke Conversation (15:27) Being Informed and Curious in the Conversation (16:53) Passing the Mic to the Buyer and Leaning Back (21:46) Making Progress and Lowering Expectations (23:38) The Power of Self-Sourcing Pipeline (24:35) The Importance of Self-Diagnosis in Cold Calling (27:29) Avoiding the Pain Menu (30:50) Improving Through Self-Diagnosis
21 Jan 202434min
53. 4 (painful) lessons I've learned about sales career in 2023
Today I try a new format: journaling where I share 4 lessons I've learned about sales career in 2023. Job market and Remote Hiring Skill Development Managing Up Problem Identification 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 3,648 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ --- Chapters: (0:00) 4 lessons about Sales Career (2:51) Job Market and Remote Hiring (8:56) Skills Development (14:32) Managing Up (20:02) Problem Identification
16 Jan 202425min
54. The Account-Based Prospecting Guide: How to Book Meetings with Top Enterprise Accounts, and SDR AE Relationship - Austin Jouett, Enterprise Sales Development Representative at Intentify Demand
Download his Sheet: Account Tracking and Opp Tracking 3 things you'll learn in this episode: How to Deep Dive into Each Target Account, Including Researching Competitors and Differentiators How to Personalize Outreach by Adding Human-Level and Business-Level Personalization How to Build Strong Relationships with Account Executives (AEs) Join me in this episode as we unpack Austin Jouett's playbook about Account-Based Prospecting. Austin is a Senior Enterprise Sales Development Representative (NAM region) at Intentify Demand Austin's results: $2.8 million in generated revenue in less than two years. 2022 YTD attainment was 120% and YTD 2023 was 105% overall at Demandbase combined with Intentify Demand Top 30 under 30 Global SDR for 2023 Demandbase top 60 SDR / SDR Leaders to follow Built out an entire SDR/AE account alignment process that improved efficiency and collaboration. Connect with Austin on LinkedIn: https://www.linkedin.com/in/austinjouett/ Subscribe to his DnA Prospecting Newsletter --- 📬 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 (00:00) Enterprise BDR (02:12) Approaching Account-Based Prospecting (03:31) Targeting Enterprise Companies (04:01) Deep Dive into Accounts (05:28) Finding Competitor Information (06:55) Using ChadGPT for Personalization (08:18) Human-Level Prospecting (13:13) Account Alignment with AEs (14:39) Opportunity Tracking Template (28:34) Being Curious and Genuine (39:14) Common Mistakes in Account-Based Prospecting (40:11) Advice for New SDRs (41:09) Treating People with Respect
13 Jan 202442min
52. 2023 Recap of the "SDR Game" Podcast: 10 most popular episodes - Part 2
Happy New Year! 🥳 Welcome to the SDR Game Podcast, where it is my job to deconstruct top sales performers to tease out the processes, routines, and habits that you can apply to your career. This is part 2 of the special in-betweenisode serves as a recap of the 10 most popular episodes from 2023. From episode #5 to episode #1. It features a short clip from each conversation in one place so you can easily jump around to get a feel for the episode and guest. Please enjoy! ✌️ --- 📬 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/ --- Timestamps: (0:00) Recap 2023 (1:27) #5 Julia Carter (07:38) #4 Will Falkenborg (17:38) #3 Anand Gopinathan (29:00) #2 Holly Allen (39:31) #1 Mike Wander Full episode titles: #5: How this AE hit 400% SDR Quota with Social Selling (And Without a Single Cold Call) - Julia Carter (Episode #33) #4: How this SDR achieved 530% quota, and booked 81 meetings in September 2023 just with cold calls - Will Falkenborg (Episode #45) 🥉: How to get an SDR job within 2 weeks (without sales experience) - Anand Gopinathan (Episode #7) 🥈: How This BDR Got 260% of her Quota and Rookie of the Quarter in Q1 (Top SDR Strategy): no sequences, no cold emails - Holly Allen (Episode #29) 🥇: How this AE averages a 45.8% reply rate on Cold Emails - Mike Wander (Episode #38)
6 Jan 202450min
51. 2023 Recap of the "SDR Game" Podcast: 10 most popular episodes - Part 1
Welcome to another episode of the SDR Game Podcast, where it is my job to deconstruct top sales performers to tease out the processes, routines, and habits that you can apply to your own career. This special in-betweenisode serves as a recap of the 10 most popular episodes from 2023. It features a short clip from each conversation in one place so you can easily jump around to get a feel for the episode and guest. Please enjoy! Happy New Year! ✌️ --- 📬 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/ --- Timestamps: (0:00) Recap 2023 (1:46) #10 Tito Bohrt (13:17) #9 Maddie Hopkin (22:19) #8 Devesh Tilokani (34:30) #7 Brad Norgate (44:07) #6 Caspian Lewke Full episode titles: #10: The 3 Key Pillars: How Tito Bohrt Built 70+ SDR Teams and Sourced Over $100M in Revenue (Episode #42) #9: How This Lowest-Performing SDR Became The Top-performing SDR - Maddie Hopkin (Episode #36) #8: How This Enterprise BDR generated over $1.9M in pipeline in 12 months: LinkedIn sequence w/ 30%+ reply rate, and video prospecting - Devesh Tilokani (Episode #28) #7: Top Enterprise SDR: time management, enterprise prospecting, cold calling, being relevant vs personalizing, top-down approach, and tips & tricks - Brad Norgate (Episode #13) #6: Mastering LinkedIn Prospecting: How to Excel in a Team of 30 High Performing SDRs - Caspian Lewke, Gong (Episode #32)
30 Dec 202352min
50: How This BDR Became the Top-Performing BDR and Created $1.75M ARR in Outbound-Sourced Pipeline - David Sánchez, Hybrid BDR/AE at Aircall
3 things you'll learn in this episode: How to become a top performer. How to identify your Ideal Customer Profile using your CRM reports. How to quantify pain points during discovery calls Join me in this episode as we unpack David Sánchez's journey to becoming the top-performing BDR at Aircall. David's results: First BDR at Aircall to reach the Expert BDR position. Created $1.75M ARR in outbound sourced pipeline. Sourced $400k ARR in Closed Won Revenue. Connect with David on LinkedIn: https://www.linkedin.com/in/saleswithdavid/ --- 📬 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/ --- (0:00) Hybrid BDR/AE (02:25) Becoming a Top Performing BDR at Aircall (03:23) Identifying Ideal Customer Profile and Pain Points (06:14) Understanding Conversion Rates by Country (07:43) Factors Affecting Conversion Rates in Different Countries (09:38) Using Keywords and Reports in Salesforce for Targeting (13:04) Learning from Top Performers at Aircall (14:46) Territory and Account Management (17:38) Becoming an Expert BDR (20:28) Using Alerts and Buying Triggers (22:51) Keeping Track of Alerts and Triggers (24:20) Prioritizing Leads and Prospects (25:20) Quantifying Pain Points (29:32) Approach to Discovery Calls (36:13) Quantifying Pain Points During Discovery (39:32) Advice for Aspiring Top Performers (47:00) Closing and Conclusion
16 Dec 202348min
49: SDR's Guide to Outbound Success: Strategies and Tactics - Elric Legloire, SDR Manager at Agorapulse on the Teach Me Outbound podcast
3 things you'll learn in this episode: How to Spot the key traits of successful SDRs. How to Build a Successful Outbound Strategy How to Define Your Ideal Customer and buyer personas In Today’s episode, I’m sharing my interview on the Teach Me Outbound podcast by Kaspr If you don't know me, I'm Elric Legloire, SDR manager at Agorapulse. I've been an SDR for 3 years, and I have been building an SDR team for the past 2 years. I've worked for 5 tech companies. My results → In 2020, I was promoted to SDR manager in 5 months. → In 2021 and 2022, I got promoted 4 times and promoted 13 SDRs. → Over the last 6 years, I helped 5 companies to create $15M+ in pipeline --- 📬 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/ --- Timestamps: (00:00) Elric Legloire (02:22) Traits of a Successful SDR (05:12) Building the Outbound Function (07:34) Choosing the Right Channels (09:02) Effective LinkedIn Outreach (11:41) Crafting ICP and Buyer Personas (12:41) Hiring Experienced SDRs (14:02) Focus on ICP and Personas (16:46) The Importance of A/B Testing
9 Dec 202318min
