Outbound Kitchen - B2B Sales Podcast

Episode #3: My Journaling Journey - My Lessons on SDR Leadership in 2023: Team Layoffs The Evolution of the SDR Model Hiring Strategies SDR Creators 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 3,722 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠--Chapters:(00:00) SDR Leadership lessons(00:28) Lesson 1: SDR Team Layoffs(05:19) Lesson 2: The Evolution of the SDR Model(09:08) Lesson 3: Hiring Strategies (11:35) Lesson 4: SDR Creators Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

2 weeks ago, I received an ineffective cold LinkedIn message from an SDR at a B2B contact data company. Today, I'll show you how I improved it to start a conversation with my prospects. --- If you'd like me to review and enhance your outbound messaging, feel free to send me a DM on LinkedIn. I'm eager to help you refine your messaging. --- 📬 If you find this episode useful, you might also enjoy my newsletter, SDR Game. Join 3,712 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) Problem with the LinkedIn Message (01:29) Researching the Market and Competitors (04:53) Analyzing the Sales Team Structure (05:23) Identifying Current Data Providers (06:21) Revamping the Message (07:14) Key Takeaways Get full access to Outbound Kitchen at

3 things you'll learn about outbound sales in 2024: The 10 rules of outbound What's working for Harry And what I'm working on with outbound at Agorapulse---Harry Sims is the SDR Leader at Scratchpad.Harry has been working in sales for the past 12 years and leading/building SDR teams for the past 7 years.Connect with Harry on LinkedIn https://www.linkedin.com/in/harry-sims77777/Subscribe to Harry's newsletter: https://www.personal-prospecting.com/---📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---Chapter(00:00) Outbound sales expert(01:24) The Limitations of Playbooks and the Need for Autonomy (06:07) Educating Prospects and the Importance of the First Meeting (07:34) Understanding the Prospect's Awareness and Education Level (08:32) Targeting the Buyer and Business for Effective Outbound (10:30) Using Lawsuits and Technographic Data for Targeting (12:28) The Importance of Targeting in Outbound (20:06) Generating Ideas for Messaging through Customer Feedback (23:27) Gathering Insights from Customer Calls and Interviews (26:49) Using Champion Data and Referrals for Targeting (30:11) Tracking and Enriching Data for Effective Outbound (32:32) The Experimental Nature of Outbound and the Future of Personalization Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 things you'll learn from the playbook of a top cold caller in 2024 How to meet your prospects in the buyer's pyramid Sam's favorite cold-calling opener How to engage prospects and encourage them to ask questions.Join me in this episode: Sam shares his cold calling playbook and discusses his approach to cold calling as a top performer.Sam Byassee is a cold caller at Apex Revenue.In the past 6 months at Apex Revenue, Sam: 100% 1:1 convos over the phone Booked 200 Meetings 870 Activated Leads: The prospect requested more info and a follow-up 3,200 completed Conversations: confirm the right person, get through a pitch, and place the prospect into the proper bucket Connect with Sam on LinkedIn:https://www.linkedin.com/in/sam-byassee-72b009152/---📬 For more prospecting and sales development tips, join 3,712 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) Cold Caller(01:24) Learning from Apex Revenue(03:43) Detaching from the Outcome(06:07) Segmenting the List(08:05) Account Segmentation(09:58) The Role of Apex Revenue(13:46) The Cold Calling Opener(15:39) Dissecting a Cold Call(21:20) Engaging Familiar Prospects(21:49) Building Genuine Interest(22:16) Adapting to Engage the Prospect(23:14) Skipping Parts of the Script(24:09) Handling Objections(24:39) Tracking Call Dispositions(25:06) Updating Call Results(25:36) Follow-up Strategies(26:04) Common Objections(26:28) Understanding the Prospect's Needs(27:27) Keeping the Prospect Talking(27:55) Boosting the Prospect's Confidence(28:52) Listening to Calls for Improvement(29:21) Flipping 'Not Interested' to 'Not Now'(30:19) Tracking Conversations and Activated Leads(31:17) The Four I's: Info, Intrigue, Intent, Interest(32:14) Improving the 'Not Interested' Metric(32:43) Asking Better Questions(33:10) Working on Openers and Delivery(34:06) Listening to Calls for Breakdowns(35:34) Understanding the Prospect's Needs(37:29) Avoiding Pitch Slapping and Feature Dumping(39:21) Trusting the Prospect's Timing(40:19) Focusing on Problems, Not Features Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 things you'll learn from a hiring manager to land an SDR role in 2024 What are the key skills assessed Tips on how to stand out from the crowd. And the common mistakes and how you can avoid themJoin me in this episode as we dive into GB's strategies to get an SDR role in 2024, without sales experience, and a college degree.Gabrielle “GB” Blackwell is a Sales Development Manager, Mid-market at Culture AmpOver the past 7 years, GB: Interview 700+ candidates Hired 60+ SDRsConnect with GB on LinkedIn:https://www.linkedin.com/in/gabrielleblackwell/---📬 For more prospecting and sales development tips, join 3,712 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) Hiring Manager(00:58) Top Soft Skills and Hard Skills for SDR Candidates(03:22) Assessing Candidates with Experience and No Experience(07:09) Adaptability of Candidates with Experience(09:04) Critical and Strategic Thinking in Prospecting(11:28) Hiring Process at Culture Amp(14:40) Mock Call Assessment and Feedback(18:28) Importance of Full Mock Call Practice(19:26) Assessing Research and Business Acumen(23:14) Importance of Preparation and Curiosity in Asking Questions(26:05) Mistakes Candidates Make in the Hiring Process(36:36) Standing Out as a Candidate without a College Degree(43:46) Final Thoughts and Advice(44:16) Reflecting on Career Goals(45:36) Knowing Your Strengths and Deal Breakers(46:31) Selecting the Right Opportunities(47:25) Standing Out in Interviews Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 Things You'll Learn About Sending Prospecting Videos on LinkedIn to Improve Your Efficiency: What to include in your prospecting videos What to say in your video When to send a video----Here's one example of a video that Kayla uses, and you can start using now.----Join me in this episode as we dive into Kayla's strategies and techniques for booking meetings with prospecting videos on LinkedIn.Kayla Cytron-Thaler is a Partner Development Manager at Drata.Kayla's notable achievements on her journey include: Sending more than 5,000 prospecting videos Now sends around 200 per month at DrataConnect with Kayla on LinkedIn: https://www.linkedin.com/in/kayla-/ ---📬 For more prospecting and sales development tips, join 3,712 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) Introduction and Background(00:58) Starting with Video Prospecting(01:53) Progression to Personalized Videos(03:20) Using LinkedIn for Video Prospecting(04:19) LinkedIn vs. Email for Video Prospecting(05:45) Why Video Works(06:42) Creating Authentic and Personalized Videos(07:31) The Challenges of AI-Generated Videos(08:31) Using Video for Job Search(09:30) Routine and Process for Recording Videos(10:49) Researching and Personalizing Videos(11:44) Calling Out Frustrations and Pain Points(13:10) Sending Videos to Connects on LinkedIn(16:05) Choosing Who to Send Videos To(17:26) Sequencing Videos and Nurturing Prospects(18:24) Using GIFs in Video Prospecting(19:52) Balancing Video Prospecting with Other Outreach Channels(22:12) Framework for Recording Videos(24:09) Personalized Videos vs. Group Videos(25:00) Using GIFs on LinkedIn(27:18) Scaling Video Prospecting(28:46) Realistic Expectations and Avoiding Perfectionism(30:05) Common Mistakes in Video Prospecting(31:03) Keeping Videos Short and Focused on the Prospect Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 essential tips for landing an SDR role in 2024: How to handle mock calls and improve your performance. How to receive a job offer even after initial rejection. How to leverage company information effectively during the hiring process.----Join me in this episode as we dive into Sam Nguyen's strategies and techniques for landing an SDR job in 2024.Sam is a BDR (Business Development Representative) at GitlabSam's notable achievements on her journey to securing an SDR role include: Landing her first SDR position without any prior sales experience or network. Securing a BDR role at GitLab, a company valued at $11.05 billion.Connect with Sam on LinkedIn: https://www.linkedin.com/in/samqnguyen/ ---📬 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(0:00) Get an SDR Job(03:00) Discovering Tech Sales(06:00) Preparing for the Interview(10:00) Stand Out in the Hiring Process(15:00) Using Research to Impress(18:00) Staying in Touch After Rejection(23:00) Avoiding the Mass Easy Apply Approach(25:00) Persistence Pays Off Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Episode #2: My Journaling Journey - The Six Biggest Takeaways on Prospecting in 2023: LinkedIn Focusing on Accounts Business Impact Having a Point of View A/B Testing and Analytics AI 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 3,722 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠--Chapters:(00:00) My 6 biggest takeaways(01:56) 1: LinkedIn (04:18) 2: Focusing on Accounts(06:16) 3: Business Impact (10:02) 4: Having a Point of View(15:37) 5: A/B Testing and Analytics(20:24) 6: AI Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

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 ARRConnect 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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

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 InfluencerConnect with Belal on LinkedIn: https://www.linkedin.com/in/belbatrawyJoin Belal newsletter: ☠️ Death to Fluffhttps://deathtofluff.substack.comCold 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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe