73. How this Enterprise SDR sourced $5.86 million in pipeline with PR Leaders - Jacob Farmer, Strategic Accounts SDR at Muck Rack.

3 takeaways from this episode: How to use visuals in your outreach Using automated emails to be relevant, no personalization How to add value to your prospects — For more prospecting and sales development tips, join 2,768 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠ --- We're back with another episode of the SDR Game Podcast! In this 4th and last episode of our Social Selling mini-season, I had a chat with Julia Carter, an over-achieving AE at Marpipe. Julia has an amazing journey of transforming from an SDR into an AE superstar, exceeding quotas by up to 400%. But it's not just about her impressive numbers. So, how did she do it? Here’s the breakdown: Bypassed traditional methods: She didn't resort to a single cold call and yet achieved these fantastic numbers. Automated her outreach: Julia designed successful sequences with a staggering 30-45% open rate, reaching out to more than 3,000 prospects at a time. Made a name in full-cycle sales: Transitioned into a full-cycle AE role and continued to excel. In Q1 alone, she closed 13 deals, sourcing almost 62% of them herself. Used Visuals and LinkedIn: She leaned heavily into social selling, LinkedIn Boolean searches, visuals, and automated cold emails to achieve her goals. (0:00) Intro (1:42) Prospecting vs building relationships (4:10) Quality in prospecting (5:58) How to learn about your ICP and buyer personas (7:30) How to use boolean searches (11:31) How to prospect on LinkedIn (13:15) Visual prospecting 17:33) Follow up message (18:52) Automated cold emails (19:40) Julia only has 1 sequence for emails (22:46) What Julia does when a prospect engages a lot with her outreach (23:53) Success story with a prospect on LinkedIn (26:25) How to add value to your prospects (28:18) Challenges faced when prospecting on LinkedIn (31:18) Favorite tool for social selling (32:26) Favorite resource to grow as a rep (33:30) Social selling tips Follow Julia on ⁠LinkedIn ⁠https://www.linkedin.com/in/juliacarter98/ — Follow me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

28 Juni 202334min

3 takeaways from this episode: When to send a connection request on LinkedIn How to use the native app of LinkedIn to send videos, and book meetings The 3 triggers that Caspian uses to start prospecting an account — For more prospecting and sales development tips, join 2,741 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠ — Welcome to episode 32, and get ready for another exciting episode of the SDR Game Podcast! In episode 3 of our Social Selling mini-season, I had the pleasure of chatting with Caspian Lewke, Associate Sales Engineer at Gong. Caspian went from an ordinary sales rep to consistently rank in the top 3 among a team of 30 highly competitive SDRs. And did I mention his quota attainment? A staggering 111%! So, how did he get there? Let's break it down: Stayed on top in a large team of 30 reps Used LinkedIn to master the art of prospecting and relationship-building In our podcast, we deep dive into his tactics and strategies revolving around the importance of relationship building, the balance between content creation and personal outreach, and the power of consistency and adaptability. Plus, we'll cover the tools he uses, how he leverages different prospecting channels, and his advice for others looking to make their mark on LinkedIn. (0:00) Intro (1:26) How Caspian prospects on LinkedIn (2:53) Pitching vs building relationships (6:30) Commenting on posts (8:52) When to connect with your prospects (12:26) Content to share (15:33) How Caspian uses video and gets creative (22:55) When Caspian sends a Connection Request with a note (27:46) The triggers that Caspian uses to prospect (33:33) How Caspian leverages other prospecting channels (39:57) The story about the last gift Caspian sent to a prospect (42:18) The 3 tools that Caspian uses to prospect on LinkedIn (44:14) Favorite resource to grow as an SDR (47:05) Advice if you are starting prospecting on LinkedIn Resources: LinkedIn Sales Nav Unicat - LinkedIn GIF comment picker https://chrome.google.com/webstore/detail/unicat-linkedin-gif-comme/mdklkilghglpihondfmedeefgfnpecbb LeadIQ or Apollo Follow Caspian: ⁠ LinkedIn ⁠https://www.linkedin.com/in/caspian-lewke/ — Follow me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

21 Juni 202349min

3 takeaways from this episode: Asking who’s the right person to talk with When do you pitch vs build relationships with social selling Different types of messages you can use on LinkedIn — For more prospecting and sales development tips, join 2,711 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠ — Welcome to episode 31, and 2nd episode of our mini-season about social selling. In this episode, we're sitting down with Monica McIlroy, a top-notch BDR leader at BizDevLabs, for the 2nd part. We're chatting about social selling and sharing real-life prospecting examples for four unique buyer personas. We start with a friendly chat about pitching versus relationship-building dynamics. Monica shares her tips and tricks for crafting compelling LinkedIn messages, whether they're video, audio, or visual. She also shares her secret sauce for identifying the right person to connect with in an organization. Next, we explore five real-world examples, each showcasing a different buyer persona. Monica shares her strategies for engaging with product marketers, technical product marketers, finance prospects, robotics engineers, and sales leaders. We wrap up the episode with Monica's key takeaways. (0:00) Intro (1:40) Pitching vs relationship building (4:39) Type of messages on LinkedIn: video, audio, visual (5:48) Asking who’s the right person to talk with (9:21) 1st example: Product marketers (19:43) 2nd example: Technical product marketer (22:21) 3rd example: Finance prospects (27:30) 4th example: Robotics engineers (33:49) 5th example: Sales leaders (38:23) Takeaways from the episode Follow Monica: ⁠ LinkedIn ⁠https://www.linkedin.com/in/mmmcilroy/⁠ — Follow me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

14 Juni 202339min

3 takeaways from this episode: How to find your prospects' communities The balance of building value vs asking for a meeting Social selling = 75% of the time is engaging with your prospects — Resource from the episode: List of people to follow on LinkedIn — For more prospecting and sales development tips, join 2,684 SDRs getting the newsletter here: ⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠ — Welcome to Episode 30, our first episode of the mini-season focused on social selling. Where we dive into the dynamic world of a top-performing BDR Leader, Monica McIlroy of BizDevLabs. Monica has revolutionized the art of social selling, achieving remarkable success across diverse industries such as developer marketing, robotics and GTM leaders. She's not just playing the game, she's changing it. Join us as we deep dive into: - The power of prospect communities and strategies to find them - Mastering LinkedIn for effective prospecting and crafting compelling connection requests - Utilizing Twitter for social selling and the triggers that can amplify your success - The journey from connection to booking a meeting: timeframes, strategies, and building value - A success story that showcases the transformative power of social selling - Tips and tricks to learn and master social selling, straight from the expert herself (0:00) Intro (1:28) The Communities of Your Prospects (5:50) The Art of Finding Prospect Communities (7:11) Mastering LinkedIn: Effective Prospecting Strategies (12:22) Social Selling Triggers: The Secret Sauce (15:59) A Success Story in Social Selling (18:20) The Perfect LinkedIn Connection Request (19:53) Prospecting Text Messages (21:01) The Journey to a Meeting: Timeframes and Strategies (22:46) The Balancing Act: Asking for a Meeting vs Building Value (23:36) Social Selling: The Power of Engaging with Prospects (27:35) Monica's Top Tips to Master Social Selling Follow Monica: ⁠ LinkedIn https://www.linkedin.com/in/mmmcilroy/ — Follow me on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

7 Juni 202331min

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 Intro 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/⁠

31 Maj 202340min

3 takeaways from this episode: - Effective time management & setting non-negotiable KPIs - A 6 touch LinkedIn sequence with 30%+ reply rate - Booking meetings with your past customers — For more prospecting and sales development tips, join 2,477 SDRs getting the newsletter here: ⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠ — Learn how the number 1 BDR at Loopio, Devesh Tilokani generated over $1.9M in pipeline in just a year! Join us as we dive deep into his top strategies, including managing time, optimizing KPIs, mastering LinkedIn sequences, and perfecting video prospecting. If you're new to enterprise SDR or looking to level up, this is a must-watch episode filled with actionable tips! (0:00) Intro (1:22) Time management & key tasks (4:03) Golden hours (6:20) KPIs (10:51) Setting Non-Negotiable KPIs (12:49) Cadence structure (14:56) 30%+ reply LinkedIn sequence: Step 1 (20:32) Video prospecting (23:48) Learning video prospecting (25:56) Cadence: step 2 (27:39) Cadence: steps 3, 4, 5 & 6 (29:46) Standing out in enterprise prospecting (32:13) Prospecting past champions (38:13) Top Tool (40:12) Best resource to level up (40:39) Tips for new enterprise SDRs Follow Devesh: ⁠ LinkedIn https://www.linkedin.com/in/devesh-tilokani/ YouTube: https://www.youtube.com/@deveshtilokani6702 Resources from the episode - JB Sales template: Know your equation: https://content.sellbetter.xyz/know-your-equation-template - Book: Influence by Robert Cialdini - Podcast: 30 Minutes To President’s Club https://www.30mpc.com/ — Follow me on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

24 Maj 202342min

3 takeaways from this episode: Usual objections when prospecting to founders, CEO, HR leaders, and CFOs, and how to overcome them The "Inception Method" How to manage your time while cold calling — For more prospecting and sales development tips, join 2,442 SDRs getting the newsletter here: ⁠⁠https://sdrgame.substack.com/⁠⁠ — Join us for an exciting chat with the #1 SDR at Payfit, who's known for constantly beating his goals by a whopping 230%. Get ready to learn the secrets behind his amazing success and gather tips that could change your own game. In this episode, we discuss how Payfit product makes him successful. You'll learn about the questions he asks during cold calls, and how he finds out what problems his customers really need to solve. Our top SDR also shares his best advice for handling tough questions from CEOs, HR leaders, and CFOs. You'll hear how he overcomes these challenges to prospect, and book meetings. We also talk about the 'Inception Method'. Plus, our guest shares his tips for managing time while making lots of cold calls, and how he focuses his calls on CEOs. We wrap up the episode with a real-life story about a prospect. This inspiring story will show you the power of the strategies discussed in the episode. By the end of this episode, you'll have loads of practical tips to boost your outreach. 0:00 Start 3:46 How the Payfit product helps him be successful 6:47 Cold calling: being relevant - questions to ask, pain, uncover the pain 14:44 Usual objections when prospecting to founders, CEO, HR leaders, and CFOs, and how to overcome them 21:30 The 'Inception Method’ 24:09 How to manage time while cold calling 31:23 A success story about booking a meeting 39:00 Tips for new SDRs 41:47 Favorite SDR tool 42:49 Best SDR resource Follow Théo: https://www.linkedin.com/in/theogarnier/?originalSubdomain=fr — Follow me on LinkedIn: ⁠⁠https://www.linkedin.com/in/elriclegloire/

17 Maj 202344min

3 takeaways from the episode: How to use a 10k report within 15 min Prospecting above and below the power line 1 Email TEMPLATE to get executives' attention --- For more prospecting and sales development tips, join 2'385 SDRs getting the newsletter here: ⁠⁠https://sdrgame.substack.com/⁠⁠ --- In this episode, I talk with Krysten Conner, Sales Strategist at Usergems. We talk about the difference between SMB/Mid-market vs enterprise prospecting. Krysten shares her proven techniques for effectively prospecting new enterprise accounts. How to find information from 10k reports in just 15 minutes. Learn how to prospect above and below the power line. Krysten also introduces the concept of multithreading. The perfect email template to capture executive attention This episode is packed with actionable tips that will help you elevate your prospecting game and book meetings with enterprise accounts. Follow Krysten: https://www.linkedin.com/in/krystenconner/ Download your Free Copy of Deal Doubling Discovery: https://krystenconner.com/disco/ — Follow me on LinkedIn: ⁠⁠https://www.linkedin.com/in/elriclegloire/

10 Maj 202342min