40: Q&A - Being a founding BDR at an early stage startup, resources to learn about prospecting, and prospecting on LinkedIn tough buyer personas
4 things you'll learn in this episode: How to start a founding BDR role What I'm reading right now 11 Resources That Will Teach You All You Need to Know About Prospecting Prospecting on LinkedIn: Finance, Engineers, and Security personas --- I need your feedback to level up the SDR Game: https://tally.so/r/woeOkN If you have questions and want me to tackle them on the show here's the link: https://tally.so/r/mJpXdJ --- 📬 For more prospecting and sales development tips, join 3,171 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) Intro (2:52) Update on my current role (3:41) Update on the SDR Game (10:04) How to start a founding BDR role (37:17) What I'm reading right now (39:01) 11 Resources That Will Teach You All You Need to Know About Prospecting (50:37) Prospecting on LinkedIn: Finance, Engineers, and Security personas
23 Aug 202359min
39: How this BDR Overachieved Quota for 3 Straight Quarters (Prospecting Strategy) - Luis Buitrago, Business Development Representative (BDR) at Braze.
4 things you'll learn in this episode: Multithreading prospecting Booking meetings at prospects' offices How to prospect at physical events How he handles prospecting in different countries. Luis Buitrago is Braze's top-performing Business Development Representative (BDR). Luis' results: Overachieved quota 3 Qs in a row. Hit a historical record of most sales accepted opportunities in a Q. 125 ops in the first 10 months as a BDR. Connect with Luis: https://www.linkedin.com/in/luis-buitrago-vallejo-876160161/ --- 📬 For more prospecting and sales development tips, join 3,107 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 BDR at Braze (0:50) Luis's prospecting sequences (4:41) Structure of Luis's main sequence (8:04) How to balance personalization and efficiency (9:41) Different triggers to leverage in your outreach (11:42) How to structure your cold emails (13:50) Booking meetings going at your prospect’s office (19:24) Booking meetings at events and trade shows (24:10) How to use the event app to prospect (25:07) How to prep an event (26:05) How to talk with prospects at events (28:29) How to prospect different countries in Europe (31:08) Differences in culture with prospecting in Spain, and the UK (32:45) Tips for new SDRs
16 Aug 202335min
38: How this Account Executive averages a 45.8% reply rate on Cold Emails (Prospecting strategy) - Mike Wander, AE 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 an Account Executive at Lavender and runs the "3-Min Sales School." 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 3,011 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.
9 Aug 202332min
[GREATEST HITS] #13: Cold Calling: the 4-step cold-calling framework to book enterprise accounts - Brad Norgate, Senior Enterprise SDR at Cognism
4 things you'll learn in this episode: How Brad manages his time The 4-step cold calling framework Personalizing vs being relevant The top-down approach Brad Norgate is Senior Enterprise Sales Development Representative at @Cognism. We talk about his days in the life on an Enterprise SDR, his approach to enterprise prospecting, cold calling process, thoughts on being relevant vs personalizing, and his top-down approach to enterprise accounts. At the end, Brad shares his favorite resource: Gong, and 2 tips for other enterprise SDRs. Connect with Brad Norgate: ⭐️⭐️⭐️⭐️⭐️ Leave a review on Spotify Leave a review on Apple Podcasts 📬 For more prospecting and sales development tips, join 2,951 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 enterprise SDR (1:22) Buyer personas, KPIs, quota, etc (10:41) Time management (22:00) Cold call framework & script (31:28) First call (33:17) Personalizing vs being relevant (35:43) Top-down approach (38:23) Favorite SDR resource (40:10) 3 advice for new Enterprise SDRs (42:40) 1 advice to ignore
5 Aug 202344min
37: Prospecting Playbook: 7 Tips on How to Beat the Summer Slowdown
In this episode, I share 7 tips to help you prospect during the summer slowdown. I've learned them after 5 years of prospecting, and being a top performer at 4 different tech companies The newsletter mentioned in the episode to adjust your daily goals: How to prep Q3 to smash quota: SDR Game Plan with AI ⭐️⭐️⭐️⭐️⭐️ Leave a review on Spotify Leave a review on Apple Podcasts -- 📬 For more prospecting and sales development tips, join 2,951 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) How to prospect during the summer slowdown (0:37) Tip 1: Reach out to Low-hanging fruits (4:03) Tip 2: Rank your accounts (5:11) Tip 3: Stop thinking that no one is going to reply (5:23) Tip 4: Send emails to get OOO replies (5:53) Tip 5: Leverage the OOO replies (6:48) Tip 6: Adjusting your daily goals (7:13) Tip 7: Frontload the season
27 Juli 20238min
36: How This Lowest-Performing SDR Became The Top-performing SDR - Maddie Hopkin, Enterprise Sales Development Representative at Cognism
4 things you'll learn in this episode: How to go from lowest performing SDR to top performer Top SDR habits The strategy of multithreading prospecting How to Prospect on LinkedIn Maddie Hopkin is the Top performer and Enterprise Sales Development Representative at Cognism But the thing is Maddie started out as the lowest-performing SDR. And became the top-performing SDR. With her process: she became the highest performing UK SDR, was SDR of the Quarter for Q1 and Q2, at 160% vs target in Q2. Since joining Cognism in September 2022, she's created 1.8m in pipeline and created 960k in Q1 alone. Connect with Maddie: https://www.linkedin.com/in/madeleine-hopkin-002053144/ --- 📬 For more prospecting and sales development tips, join 2,911 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 Top-Performing SDR at Cognism (1:01) The challenges faced when Maddie was struggling (2:19)The process to overcome being the lowest-performing SDR (6:57) The Moment when Maddie started to see her results improved (8:42) Listening to the cold call recordings (10:55) Tips from her mentors (13:30) Daily routine to help in the transformation (15:42) Multithreading prospecting (17:08) How to use WhatsApp in your process (19:16) Differences between commercial and enterprise prospecting (20:32) Strategy to go after a 400 000 people account (24:20) Tips for struggling SDRs
19 Juli 202328min
35: How this Top SDR is Redefining Prospecting (A Unique Approach) - Deb Saha, Sr. BDR at 6sense
4 things you'll learn in this episode: How to send cold emails that get replies How Deb turned his LinkedIn profile into an inbound channel The bottom up approach How to use communities Deb Saha is the Top performer within the APAC BDR Team at 6sense. But Deb approaches his outreach differently than your typical SDR. He’s found a way to stand out: his bottom-up prospecting approach. With this strategy, he books 60-70% of his meetings. --- 📬 For more prospecting and sales development tips, join 2,844 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ --- (0:00)Top performing SDR at 6sense (0:53) Trigger-events for prospecting (5:42) Structure of a cold email (9:31) Example of a successful cold email (13:46) Deb and Subject lines (15:45) How to use LinkedIn when you sell to BDRs and SDRs as an inbound channel (17:25) Examples of LinkedIn posts (18:45) Bottom-up approach (22:25) Conversations with SDRs (24:42) How to leverage the information (25:45) How to use communities for prospecting (29:50) How to find messages relevant to your product on Slack (30:47) Favorite resource (33:07) Favorite tool (33:58) Tips for SDRs Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
12 Juli 202338min
34: Meet the Snowflake's Top SDR Who Achieved $10M+ and 178% Quota (Top Prospecting Strategies) - Lauren Aboud, Manager, Sales Development @ Snowflake
3 things you'll learn in this episode: Understand the psychology of your prospects to tailor your approach effectively. Harness the power of A/B testing in sales to optimize your results. Tailor your communication based on your prospects' immediate needs and level of interest. --- For more prospecting and sales development tips, join 2,844 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ --- Lauren Aboud is Manager of Sales Development at Snowflake, specializing in the verticals of manufacturing, retail, and CPG. She brings a diverse range of experiences from her background in operations, marketing, and people leadership. This diversity helps her unique approach to sales, heavily focusing on understanding prospects' psychology, personalizing outreach, and creating urgency. Lauren was a top-performing SDR at Snowflake. [00:00:00] Top-performing SDR at Snowflake [00:00:51] Outreach Strategies and Success in SDR Role [00:03:52] Lauren Aboud on Balancing Personalization and Optimization in her Role at Snowflake [00:05:43] Understanding the Difference Between Buyer Personas [00:07:53] Understanding Industry-Specific Prospecting in Retail Manufacturing and CPG [00:10:56] Sales Techniques and Prospecting Strategies in a Competitive Market [00:17:51] Optimizing Sales Results through A/B Testing [00:26:27] Engaging High-Level Prospects via Emails [00:27:43] Effective call-to-action for prospect sales emails [00:37:37] Utilizing Direct Messaging and the Importance of 'No' in Sales [00:40:31] The importance of leveraging marketing counterparts [00:41:57] Favorite Prospecting Tool - LinkedIn Sales Navigator [00:43:29] Improving your Results as an SDR [00:46:24] Success in Sales and Career Development --- Connect with Lauren on LinkedIn: https://www.linkedin.com/in/laurenaboud/ — Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
9 Juli 202347min
