Outbound Kitchen - B2B Sales Podcast

⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠ (anonymous) --- On this episode, we talk about: • Build a 4-tier BDR Academy that retains top performers for 2-4 years • Structure compensation models across experience levels • Implement weekly performance metrics that drive results • Create an enterprise-grade tech stack for outbound prospecting • Develop business acumen in junior BDRs • Transform BDRs into Enterprise Corporate Sales (ECS) leaders --- Who is Alexis Valentin? - Global Head of BDRs at Pigment - Got expertise in outbound and customer acquisition at major tech firms like Facebook and Dropbox. More context about the Pigment Sales team: - ACV: $100k - Buyer personas: Finance, HR, and Sales teams - Markets: NA, and EMEA --- Connect with Alexis: - ⁠⁠On LinkedIn⁠⁠ - ⁠Subscribe to his growth team newsletter⁠ - ⁠Alexis is hiring! Check their career page⁠ - ⁠Pigment on Repvue (Top 5% of companies)⁠ --- When you're ready ⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠ --- Connect with me ⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠ ⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠ ⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠ Chapters (00:00) Scaling from 2 to 50 BDRs (00:47) Alexis Valentin's Initial Challenges (02:29) Building the AdBond Tech Stack (03:58) Hiring and Training Strategies (04:55) Metrics and Performance Measurement (12:33) Compensation and Career Growth (17:50) Evolving Skill Sets and Industry Focus (23:21) Optimizing BDR Activities (25:53) Leveraging Marketing Signals for BDR Success (26:26) Scaling Insights for Effective Prospecting (27:41) Prioritizing Accounts and Engagement Strategies (28:25) Growth Team Philosophy and Account Management (32:34) Segmenting Teams by Company Size (35:00) Hiring and Productivity Strategies (38:32) Enhancing BDR Efficiency and Training (42:41) Adapting to Market Changes and New Techniques (43:59) Reflections and Future Plans

⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠ --- Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠ (anonymous) --- On this episode, we talk about: - How to go from founder-led sales to a scalable team, - The real secrets behind outbound that works, - Scaling fast with 20 high-performing reps. --- Who is Zach? - Chief Revenue Officer of Triple Whale, - He’s the master chef behind Triple Whale’s growth, joining as Head of Sales and now CRO. - Built a team from scratch and hit 10,000+ customers in just 3 years. --- Connect with Zach: * On LinkedIn * Triple Whale Repvue page --- When you're ready ⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠ --- Connect with me ⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠ ⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠ ⁠⁠⁠🐦 Connect on X ⁠⁠ Chapters (00:00) Intro (00:41) Building the Initial Sales Team (07:24) Building the Outbound Motion (09:26) Hiring Strategies and Team Dynamics (19:12) Compensation Plans and Pipeline Management (24:25) Evolution of the Team (25:08) Challenges in Transitioning to Outbound (25:56) Maintaining Brand Integrity (27:08) Scaling and Personalization (30:07) Leveraging Partnerships for Growth (32:50) Headcount Planning and Hiring Strategies (38:51) Reflections and Lessons Learned Get full access to Outbound Kitchen at https://outboundkitchen.substack.com/podcast

⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠---Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠---In this episode, we'll discuss:- His top 3 interview questions- Key skills he seeks- Real-life examples of top candidatesWho’s Jack Knight?- The tech sales coach with over 5 years of SDR leadership XP experience.- He’s led SDR teams, hired 30+ reps with a 93% success rate, and helped launch over 70 SDR careers.Connect with Jack on LinkedInhttps://www.linkedin.com/in/techsalesjack/Join his Break Into Tech Sales 💸 community:https://www.skool.com/break-into-tech-sales/about---When you're ready⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠---Connect with me⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠Chapters(00:00) The Secret Recipe to Hiring Top BDRs(00:34) Jack's Top Three Interview Questions(01:02) Breaking Down the First Question (01:45) The Importance of Soft Skills in SDR Hiring(03:27) Ideal Responses to the First Question(07:22) The Second Question (08:21) How to Impress with Company Research(10:43) Real Examples of Outstanding Candidates(22:01) The Final Question (24:12) Curiosity in Interviews: Asking the Right Questions(26:18) Engaging in a Conversational Interview(29:31) Preparing for the Interview: Tips and Tricks(35:34) Standing Out in the Hiring Process Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Ready to join? Subscribe to The Tasting Menu newsletter today for $178/year (save 32%) or $22/month.---⁠⁠⁠📫 Subscribe to the Free newsletter⁠⁠⁠---Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠---When you're ready⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠---Connect with me⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠Chapters(00:00) Intro & 2 announcements(02:21) Framework One: The Agoge Sequence(05:00) Framework Two: The Becc Holland Sequence(08:06) Framework Three: Combo Prospecting Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Grab the “Q4 Calculator” spreadsheet here.---Next up, check out this episode: How to use Perplexity AI for outbound---Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠---When you're ready⁠⁠⁠📫 Subscribe to the newsletter⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠---Connect with me⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠Chapters(00:00) Finish 2024 Strong(00:34) Step 1: Analize Q3(02:05) Step 2: Plan Q4(04:03) Step 3: Time block(05:16) Step 4: Quantify your activities (7:03) Step 5: Keep testing Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Grab the prompts we used in this episode here.---Ask: ⁠⁠Submit your questions here⁠⁠---When you're ready⁠⁠📫 Subscribe to the newsletter⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠---Connect with me⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠🐦 Connect on X ⁠Chapters(00:00) Overwhelmed by Research?(01:04) 3 Reasons to Choose Perplexity Over GPT or Google(02:02) How NOT to Use Perplexity(02:55) Using Perplexity for Effective Account Research(03:27) Example 1: Researching a Private Company (Nooks)(10:30) Example 2: Researching a Public Company (Eventbrite) Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Ask: ⁠Submit your questions here⁠---When you're ready⁠📫 Subscribe to the newsletter⁠⁠👨‍🍳 Want to work with me? Send me a DM---Connect with me⁠📌 Connect on LinkedIn⁠⁠📹 Subscribe on YouTube ⁠⁠🐦 Connect on X Chapters(00:00) The Problem with Traditional Cold Outreach Approaches(00:11) Flipping the Script: The Value-First Cold Outreach(00:50) Real-World Application: Prospecting for a SaaS busines(01:53) Building the Campaign: Targeting Competitors(04:57) Crafting the Cold Outreach Message Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Read the written version of the Cold Email Deconstruction here.---Ask: Submit your questions here---When you're ready📫 Subscribe to the newsletter👨‍🍳 Want to work with me? Send me a DMConnect with me📌 Connect on LinkedIn📹 Subscribe on YouTube 🐦 Connect on X CHAPTERSUpdates(0:00) - Introduction and Rebranding Announcement(0:58) - Elric's Career Update: From Fired to Solopreneurship(2:17) - Why Choose Solopreneurship and Fractional Leadership(4:31) - The Birth of Outbound Kitchen: New Focus and BrandingCold Email Deconstruction(6:45) - Analyzing a Real Cold Email Example(8:50) - Feedback on the Original Cold Email(9:16) - How to Improve: Splitting Research and StayingFocused(10:56) - The Importance of Acknowledging Competitors(11:57) - Rewriting the Cold Email: A Step-by-Step Breakdown(14:44) - Key Differences and Improvements in the New Version Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Celine Hoyle, a top BDR and Team Lead at Mosaic, discusses her impressive track record, achieving over 144% of her quota. She emphasizes the importance of planning weekly tasks and executing daily strategies effectively. Celine highlights the shift from cold-calling to a multi-channel outreach, using tailored messaging to engage finance leaders. Personal anecdotes showcase her techniques in building connections through humor and personalization. Finally, she underscores focusing on processes instead of just outcomes for long-term success.

In this episode, you'll discover the strategies of a successful Enterprise SDR: How to organize your day as an SDR How to use videos in your outreach How to adapt your outreach approachJacob Farmer is a Strategic Accounts SDR at Muck Rack.Since he's joined Muck Rack: He sourced $5.86 million in pipeline, the highest in company history He brought in over $765,000 in annual recurring revenue, ranking among the top three reps. He consistently hit or exceeded his meetings held quota.Connect with Jacob on LinkedInhttps://www.linkedin.com/in/jacobfarmer1/Here’s more information about Jacob’s accounts and buyer personas: Segment: Enterprise with $500M+ in revenue and over 250 employees Personas: PR professionals Industries: All Market: North America----📬 For more prospecting and sales development tips, join 3,211 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) Top Enterprise SDR(00:30) Maximizing Productivity: Organizing Tasks and Prioritizing Time(06:09) Booking Meetings: Using Channels and Triggers(07:37) Building Relationships: Leveraging Past Conversations(08:06) Prospecting Sessions: Comprehensive Research and Tailored Messages(14:18) Parallel Dialing: Efficient Outreach Strategy(21:28) Data Analysis: Tracking What's Working and Making Tactical Changes(27:39) Taking Accountability: Owning Your Pipeline and Seeking Feedback Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe