Outbound Kitchen - B2B Sales Podcast

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

Download his Sheet: Account Tracking and Opp Tracking3 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 DemandAustin'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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

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

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

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

Elric Legloire, SDR Manager at Agorapulse, discusses traits of successful SDRs, building outbound strategies, effective LinkedIn outreach, crafting buyer personas, hiring experienced SDRs, and the importance of A/B testing. Learn key insights on optimizing sales with personalization and tailoring outreach messages for maximum impact.

3 things you'll learn in this episode: How Katherina structure her cold calls How she focuses her calls on understanding her prospects and being present How to go after a new buyer personaJoin me in this episode with top-performing Sales Development Representative Katherina, as we unpack the power of cold calling in the DACH market. Katherina's results: Achieved an impressive 133% of her sales target in Q3 Exceeded expectations with 117% in Q2 Started the year strong with 122% in Q1 And already smashing her annual goal by crossing the 100% mark for FY2023Connect with Katherina on LinkedIn: https://www.linkedin.com/in/katherina-tustea/---📬 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/⁠⁠⁠⁠---(00:00) Top SDR at Dealfront(04:28) Tailored phone approach, no script.(08:23) Inquiring about hiring and conversation strategy.(12:45) Avoid comparing in new SEO.(16:46) Prioritize prospect research for effective communication.(18:46) Active listening and understanding are essential.(23:16) Nurturing prospects is essential.(26:03) Adjust prospecting for different leader types.(28:38) Exploring personality profiles for sales approach(33:04) Resources to grow as an SDR(36:32) Tips for SDRs Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

4 things you'll learn in this episode: The importance of data leverage, customer pain-point understanding, and meeting customers in their buyer journey. How to accomplish tiered prioritization of accounts based on product usage. Insights on unifying data sources, mining new insights, and building useful reports for PLG (product-led growth). Dorothy's personal experience and essential approach towards account expansion and buyer enablement.Join me in this episode with top-performing Sales Development Representative Dorothy, as we unpack the power of PLG (Product-Led Growth) strategy in sales. Dorothy's results: Ent SDR at DemandBase: $786,875 in qualified pipeline generated within 2.5 months Lavender: Generated $1,350,501 in pipeline for SMB, MM, & ENT segments, Co-wrote Account Based Cadencing with Will Allred Top 100 Powerful Women In Sales 2023 Top 25 SDRs To Follow 2022Connect with Dorothy on LinkedIn: https://www.linkedin.com/in/dorothyphuynh/Dorothy newsletter: http://dnaprospecting-newsletter.beehiiv.com/---📬 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/⁠⁠⁠---(00:00) Top sales rep Dorothy excels in PLG environment.(05:42) PLG Prioritization (08:09) Enable buyers, offer demos, do discovery.(11:06) Sharing signals potential champion influencers for PLG strategies. Look up Dropbox's PLG strategy for insights.(15:31) Collaborate with multiple teams to understand metrics and ensure success. (17:35) Restart trials to bring back old users.(21:22) 80% conversion rate, targeting right titles, higher chance of close. (26:34) Different use cases for marketing agencies, consultants, and internal businesses.(28:44) Be friends with your CSMS, learn from them. Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 things you'll learn in this episode: How Will manage his time to make 160 calls per day How he research his accounts and prospects You'll get more context about Will day to day, ICP, buyer personas, etc.William Falkenborg is a top SDR (Sales Development Representative) at HG InsightsWill's results: He set a new all-time record on ⁠HG Insights⁠' SDR team with 403% with 77 outbound meetings booked In September he’s trending to get 530% of quota with 80 meetings booked Hours of account research + 160 dial/day avgConnect with Will on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/william-falkenborg-73617910a/⁠---📬 For more prospecting and sales development tips, join 3,531 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 things you'll learn in this episode: How Will structures his cold calls How to have fun when cold calling How to handle objection with analogiesWilliam Falkenborg is a top SDR (Sales Development Representative) at HG InsightsWill's results: He set a new all-time record on HG Insights' SDR team with 403% with 77 outbound meetings booked In September he’s trending to get 530% of quota with 80 meetings booked Hours of account research + 160 dial/day avgConnect with Will on LinkedIn: ⁠https://www.linkedin.com/in/william-falkenborg-73617910a/---📬 For more prospecting and sales development tips, join 3,456 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 SDR at HG Insights(1:19) Email Ban Reaction & Pivot(4:32) From 83% to 530% - Key Techniques(6:43) Cold Call Structure(11:34) Pre-Call Research(14:14) Research Efficiency(18:27) Using Analogies for Objections(22:43) Closing on a 'Yes'(24:01) Enjoying Cold Calls(26:08) Call Duration Insights(27:13) Quantity vs Quality(28:47) Handling Low Performance(30:28) Cold Call Tonality(31:48) Pushing Past 530%(34:07) Facing Imposter Syndrome(36:46) Cold Call Pro Tips Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe