Outbound Kitchen - B2B Sales Podcast (Elric Legloire - The Outbound Chef)
Explorez tous les épisodes de Outbound Kitchen - B2B Sales Podcast
| Date | Titre | Durée | |
|---|---|---|---|
| 28 Apr 2024 | [GREATEST HITS] 29: How This BDR Got 260% of her Quota and Rookie of the Quarter in Q1 (Top SDR Strategy): no sequences, and no cold emails - Holly Allen, BDR at Deel | 00:40:20 | |
3 takeaways from this episode:
— 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:
(0:00) Top BDR at Deel (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/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 06 Apr 2023 | 21: Top BDR: Sourced over $1m in ARR, prospecting on Facebook, cold calling, and how to handle the objections: "we’re too small", and "we use pen and paper" - Eddie Fang, SDR Team lead at Qualifi | 00:43:08 | |
For more prospecting and sales development tips, join 2'124 SDRs getting the newsletter here: https://sdrgame.substack.com/ --- In this episode, I talk with Eddie Fang, Sales Development Team lead at Qualifi Here are why you should listen to this episode, Eddie’s results in his previous role as BDR II, at ServiceCore:
We talk about his days in the life of a BDR II: 0:00 Intro 1:05 Who’s Eddie Fang 1:33 What’s Servicecore 2:28 The BDR team 3:30 Portable industry, and family own businesses 4:28 Buyer personas: operation manager, dispatch manager, office manager 5:03 Quota as a BDR II 6:05 SDR KPIs 8:24 Time management 11:17 Using Facebook to prospect 13:03 Time management - Part 2 17:15 How to prospect a net new account 18:57 How to rank accounts 21:16 How to prioritize your prospects 23:56 Outbound cadences: channels, and touchpoints 25:52 Focus on the influencer/Champion 26:47 Cold calling 32:45 How to handle the objection: we are too small 34:42 How to handle the objection: we are using spreadsheets 36:23 SDR - AE relationship 38:23 Favorite SDR resource 40:05 Favorite tool 40:35 Tips for news SDRs Follow Eddie: https://www.linkedin.com/in/eddiefang/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 31 Dec 2024 | [GREATEST HITS] 61. How this Cold Caller booked 200+ meetings in 6 months (2024 Cold calling Playbook) - Sam Byassee, Ex-Cold Caller at Apex Revenue | 00:43:37 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- 3 things you'll learn from the playbook of a top cold caller in 2024
Join me in this episode: Sam shares his cold calling playbook and discusses his approach to cold calling as a top performer. Sam Byassee was a cold caller at Apex Revenue and is now an Account Executive at TitanX (formerly Phone Ready Leads®). In the past 6 months at Apex Revenue, Sam:
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 | |||
| 27 Apr 2023 | 24: Cold calling vs social selling: Prospecting techniques, time management, and the biggest prospecting mistakes - Eric Iannello, Falkon & Nick Phillips, People Data Labs | 00:36:07 | |
For more prospecting and sales development tips, join 2'368 SDRs getting the newsletter here: https://sdrgame.substack.com/ --- In this episode, I talk with 2 guests:
I bring together two friends with different perspectives on prospecting: Eric, a fan of cold calling, and Nick, a proponent of social selling. We discuss the importance of time management in their respective approaches, reveal their techniques and strategies, and share recent successes from meetings they've booked. We also dive into the biggest mistakes in prospecting and gather invaluable cold-calling tips. Let's level up your SDR game! --- Erick's stats:
Nick's stats:
Follow: — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 26 Oct 2022 | #3: How to be your authentic self as an SDR, prospecting memes, study your customers and have fun - Mattia Schaper, Founder, SDRs of Germany | 00:46:15 | |
For more prospecting and sales development tips, join 1578 SDRs getting the newsletter here: https://sdrgame.substack.com/ In this episode, I talk with Mattia Schaper about how to be your authentic self as an SDR, how she uses memes in her outreach, how she put herself in her prospects shoes, how she studies her prospects, and how to have fun in the SDR role. . Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 06 Apr 2025 | [GREATEST HITS] 70. How this SDR converts 27.8% of cold calls into meetings in the SaaS industry - Teddy Frank, Ex-Senior SDR @ Atrium | 00:44:19 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) -- In this episode, we'll discuss: - The different outbound sequences Teddy uses - His cold-calling framework - How to use your analytics and reports to improve your results Teddy Frank was a top-performing SDR @ Atrium Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%. Connect with Teddy on LinkedIn https://www.linkedin.com/in/teddy-frank-690b501b7 Here’s a bit more info about Teddy's accounts and buyer personas: - Personas -> 2nd Level+ Sales and RevOps Leaders (occasionally SalesDev) - Industries -> Software Development, IT Services / Consulting, Computer / Network Security - Org Size -> 51+ folks in sales org (ranges from 300 - 10k employees) ---- 📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: Elric Legloire https://www.linkedin.com/in/elriclegloire ---- Chapters (00:00) Top SDR (03:54) Defining Top Tier Accounts (07:18) Handling Objections and Referrals (10:13) Call Calling Strategies for Booking Meetings (11:10) Philosophy for Booking Meetings with Directors and VPs (12:05) Structuring the Cold Call Pitch (14:24) Using Relevant Statements and Assumptions (15:22) Pain and Solution Statements in the Pitch (18:47) Going for the Close in the Pitch (20:15) Handling Objections and Sending More Information (21:39) Asking for a Specific Follow-Up Time (22:38) Handling Objections to Booking a Meeting (25:05) Researching Prospects and Private Equity Companies (26:30) Understanding the Challenges of Rev Ops Leaders (28:59) Using Research to Improve the Pitch (30:54) Using Analytics to Improve Conversion Rates (32:50) Calling After 5 PM for Better Results (40:59) Advice for New SDRs Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 16 Jan 2025 | OK15: 6 lessons from 2024 on Cold Outreach & Prospecting | 00:27:59 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- In this episode, I’m sharing my top 6 lessons from 2024 about cold outreach & prospecting (outbound): personalized mini websites, account-based messaging, cold calling, branded caller IDs, targeting early adopters, and competitor-aware messaging. These strategies can help you scale outbound and turn it into your #1 growth engine. --- 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) Key Learnings from 2024 (01:31) Mini Websites (05:26) Account-Based Messaging (12:51) Cold Calling: Still King in 2024 (15:01) Branded Caller ID (16:58) Targeting Early Adopters (22:03) Competitor-Aware Messaging | |||
| 16 Mar 2025 | [GREATEST HITS] 62. The 10 Rules for Outbound of this Outbound Expert: Harry Sims, GTM @ Common Room (ex-Scratchpad) | 00:39:04 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- 3 things you'll learn about outbound sales in 2024: - The 10 rules of outbound - What's working for Harry - What I'm working on with outbound at a previous company --- 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/outbound-works/ 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: Elric Legloire 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 | |||
| 02 Nov 2022 | #4: From SDR to AE: 3 tips, cold calls openers, SDR mindset, add your personality to your outreach and take 100% responsibility for your tech sales career - Jan Mundorf, Account Executive at Pleo | 00:38:38 | |
In this episode, I talk with Jan Mundorf Account Executive at Pleo, and Chili Piper advisor. Jan recently moved to an AE role after being an SDR and SDR team lead. We talk about his 3 tips to be promoted as an AE, his cold call opener, adding your personality to your outreach, learning about a new buying persona: CFOs, SDR mindset, and taking 100% responsibility for your tech sales career. For more prospecting and sales development tips, join 1'639 SDRs getting the newsletter here: https://sdrgame.substack.com/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 05 Oct 2023 | 44: Behind the Scenes: Revenue Enablement Leader and 4 Real Cold Outreach Breakdowns - Stephanie White, Senior Director, Revenue Enablement at Loopio | 00:35:03 | |
In today's episode, you'll learn about a revenue enablement leader:
Meet Stephanie White, Sr. Director, Revenue Enablement at Loopio Connect with Steph: https://www.linkedin.com/in/stephanie-white-sales/details/experience/ --- 📬 For more prospecting and sales development tips, join 3,413 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (1:05) What does a Sr. Director of Revenue Enablement really do? (3:05) The 2023 Challenges (4:45) The secret behind measuring revenue enablement success (8:15) Inside Steph's learning library: her go-to content (14:39) The kind of cold outreaches Steph gets. (16:51) A peek into a cold outreach Steph received (19:10) Another cold outreach Steph got. (21:15) Diving into yet another cold outreach for Steph (23:39) What made this fourth cold outreach stand out? (26:41) Two tips for more effective outreach Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 30 Jun 2024 | 74. How this top BDR averages 134.33% with finance leaders, and CFO - Celine Hoyle, BDR Team Lead at Mosaic | 00:33:53 | |
In this episode, we'll discuss:
Celine Hoyle is a top BDR and BDR Team Lead at Mosaic. Celine's performance:
Connect with Celine on LinkedIn: https://www.linkedin.com/in/celine-hoyle-6588a117b/ Here’s more information about Celine’s accounts and buyer personas:
--- Btw I already recorded 2 other episodes with the Mosaic team, listen to them here:
---- 📬 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 BDR (04:41) Quality Over Quantity Approach (11:33) The Power of Email Outreach (28:54) Approaching LinkedIn Outreach (32:45) Focusing on the Process for Success Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 23 Mar 2025 | [GREATEST HITS] 42: The 3 Outbound Pillars: How Tito Bohrt Built 70+ SDR Teams and Sourced Over $100M in Revenue - Tito Bohrt, CEO of Altisales | 00:45:58 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- 3 things you'll learn in this episode, the 3 pillars of successful sales development: - Targeting - Outreach Health - Messaging Tito Bohrt is the CEO of Altisales Tito's results: - Has built 70+ SDR teams from the ground up - Sourced over $100M in revenue for his clients. Connect with Tito: https://www.linkedin.com/in/titobohrt/ Looking for an SDR job? https://www.altisales.com/careers
--- 📬 For more prospecting and sales development tips, join 3,301 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: Elric Legloire https://www.linkedin.com/in/elriclegloire/ --- Timestamps: (0:00) Meet the CEO Behind 70+ SDR Team Success Stories (0:54) Multichannel outreach: what’s working today (2:16) Boosting SDR Team Connect Rates (6:49) Crafting Precision: Account Targeting and Scoring Demystified (11:57) Navigating Buyer Personas (15:43) Unlocking Pain Points: Deciphering Prospect Challenges (18:25) Lead Distribution Pitfalls: Two Missteps Costing You Big (23:40) The Pulse of Effective Outreach (25:11) The Ideal Number of Sequences (27:55) When Should You Tweak Your Sequences (30:46) Understanding Statistical Significance in Sales (33:00) Reflection: Tito's Greatest Misstep in Messaging (36:12) 3 Sales Books Transforming Tito’s What He Learned Sales Journey (38:29) Tito's Evolution: what he learned from the Last 5 Years (40:39) Empowering SDRs: Tips from the Frontline Get full access to Outbound Kitchen at | |||
| 13 Jan 2024 | 54. The Account-Based Prospecting Guide: How to Book Meetings with Top Enterprise Accounts, and SDR AE Relationship - Austin Jouett, Enterprise Sales Development Representative at Intentify Demand | 00:42:05 | |
Download his Sheet: Account Tracking and Opp Tracking 3 things you'll learn in this episode:
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 Demand Austin's results:
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 | |||
| 21 Jun 2023 | 32: Mastering LinkedIn Prospecting: How to Excel in a Team of 30 High Performing SDRs (Top SDR Strategy) - Social Selling: Ep3 - Caspian Lewke, Associate Sales Engineer, Gong | 00:49:08 | |
3 takeaways from this episode:
— 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:
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:
Follow Caspian: LinkedIn https://www.linkedin.com/in/caspian-lewke/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 22 Jun 2024 | 73. How this Enterprise SDR sourced $5.86 million in pipeline with PR Leaders - Jacob Farmer, Strategic Accounts SDR at Muck Rack. | 00:30:31 | |
In this episode, you'll discover the strategies of a successful Enterprise SDR:
Jacob Farmer is a Strategic Accounts SDR at Muck Rack. Since he's joined Muck Rack:
Connect with Jacob on LinkedIn https://www.linkedin.com/in/jacobfarmer1/ Here’s more information about Jacob’s accounts and buyer personas:
---- 📬 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 | |||
| 06 Jun 2024 | 71. How to Use AI for Prospecting with IT Leaders in Enterprise Accounts - Benyamin Holley, Enterprise SDR at Lightyear, and Founder at Lazy Sales | 00:39:27 | |
In this episode, we'll discuss how to use AI to:
Benyamin Holley is an Enterprise SDR at Lightyear, and Founder of Lazy Sales Benyamin is building a true enterprise outbound motion from the ground up. Helping refine targeting, messaging, processes and tooling. He booked meetings with 2 of the F500 so far. In Q1 '24 - #1 in outbound sales accepted meetings. Connect with Benyamin on LinkedIn https://www.linkedin.com/in/benyaminholley/ If you want to work with Benyamin, check his website: lazysales.xyz Here’s a bit more info about Benyamin's accounts and buyer personas:
---- 📬 For more prospecting and sales development tips, join 3,911 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 Prospecting (02:24) Building Outbound Motion Challenges (07:18) Targeting and Messaging Strategies (09:39) AI for Lead Scoring (12:01) Account Prioritization Techniques (16:49) Email Personalization and Validation (24:08) Prospecting Tools and Final Thoughts Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 23 Apr 2024 | 67. Sourcing, and Hiring the Best SDR Candidates - How to build a High-Performing SDR Team (Part 2) - Chris Ritson, Co-Founder of The SDR Leader | 00:44:02 | |
If you missed part 1, listen to the episode here: https://link.chtbl.com/build-high-performing-sdr-team --- In this episode, you will learn 3 key things:
--- Chris runs 2 businesses: - He helps SDRs hit quota and get promoted. - He helps SDR Leaders build high-performance SDR teams. Chris has led SDR teams for 8 years at Tessian, Peakon (Workday), and Perkbox. Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-ritson Subscribe to his newsletter: The Pipeline Post https://the-pipeline-post-9a4342.beehiiv.com/subscribe --- 📬 For more prospecting and sales development tips, join 3,811 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) Team Foundations (03:50) Hiring Focus (07:14) Engage Candidates (11:30) Agency Relations (14:19) Candidate Pool (17:55) Role of Ownership (21:00) Inbound Quality (24:45) Leveraging Referrals (28:30) Job Descriptions (32:15) Future of Hiring Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 17 Apr 2024 | [GREATEST HITS] #38: How to write cold emails that get replies (A 45.8% reply rate) (Prospecting strategy) - Mike Wander, Former Account Executive at Lavender | 00:32:46 | |
4 things you'll learn in this episode:
Mike Wander is a former Account Executive at Lavender. Despite describing himself as a mediocre salesperson and an average email writer, his results tell a different story. Mike's results:
Connect with Mike: https://www.linkedin.com/in/mikewander/ --- 📬 For more prospecting and sales development tips, join 3,811 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. Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 01 Dec 2023 | 48. How this SDR achieved 133% of her SDR target in Q3 with cold calling in the DACH Market - Katherina Tustea, Sales Development Representative at Dealfront | 00:38:36 | |
3 things you'll learn in this episode:
Join 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:
Connect 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 | |||
| 29 Dec 2024 | [GREATEST HITS] 54. The Account-Based Prospecting Guide: How to Book Meetings with Top Enterprise Accounts, and SDR AE Relationship - Austin Jouett, B2B Catalyst | 00:42:05 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) ---- Download his Sheet: Account Tracking and Opp Tracking 3 things you'll learn in this episode:
Join me in this episode as we unpack Austin Jouett's playbook about Account-Based Prospecting. Austin is a former Senior Enterprise Sales Development Representative (NAM region) at Intentify Demand Austin's results:
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 | |||
| 26 Oct 2022 | #2: Building your personal brand as an SDR, burnout, time management, and starting your personal brand from scratch, and his 3 favorite books - Tom Alaimo, Growth AE at Gong | 00:45:40 | |
For more prospecting and sales development tips, join 1578 SDRs getting the newsletter here: https://sdrgame.substack.com/ In this episode, I talk with Tom Alaimo, Growth AE at Gong, and host of the Millenial Sales podcast. We talk about the story behind the Millennial sales podcast, building your personal brand as a rep, burnout, time management, starting your personal brand from scratch, his first in-person meeting, his 3 favorite books, and 2 tips for new SDRs. Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 07 Dec 2022 | #10: Lessons of hiring 1000+ sales reps, Recruiting and hiring SDRs: the Cognism step-by-step process - David Bentham, Director, Sales Development @ Cognism | 00:44:27 | |
For more prospecting and sales development tips, join 1'808 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with David Bentham, Director, Sales Development @ Cognism. We talk about the structure of the SDR team at Cognism, Cognism has 75 SDRs globally and 8 SDR managers. Dave shares his lessons after hiring 1000+ reps in his career and on the Cognism hiring process. What’s working for them, how many steps, the traits he’s looking for, the red flags he’s looking for, and how long it takes to hire 1 SDR. Follow Dave: https://www.linkedin.com/in/davebentham/ Resources from the episode: Never hire a bad salesperson again by Christopher Croner — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 26 Sep 2023 | 43: SDR to AE: The Transition Blueprint of a Top Sales Rep - Alex Nelson, Enterprise Account Executive at Gainfront | 00:45:55 | |
3 things you'll learn in this episode:
Alex Nelson is an Enterprise Account Executive at Gainfront
Connect with Alex: https://www.linkedin.com/in/mynameisalex/ --- 📬 For more prospecting and sales development tips, join 3,331 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 SDR to AE transition (0:45) Routines that help in your SDR role in the AE role (6:35) cold calling strategies (10:26) Stories about different customers (12:46) 1 habit from the SDR days that helps in the AE role (15:24) 1 resource that helps with the transition (17:23) How to be patient before the promotion (24:58) Following up in prospecting vs an opportunity created (27:39) 3 things Alex wishes every SDR knew (35:32) Challenge for SDR who want to become an AE (38:16) Tips for SDRs who want to become an AE Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 16 Aug 2023 | 39: How this BDR Overachieved Quota for 3 Straight Quarters (Prospecting Strategy) - Luis Buitrago, Business Development Representative (BDR) at Braze. | 00:35:49 | |
4 things you'll learn in this episode:
Luis Buitrago is Braze's top-performing Business Development Representative (BDR). Luis' results:
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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 13 Dec 2024 | OK12: How to build an effective SDR Comp Plan for 2025: Point-Based System and Innovative Spiffs - Anastasia Chihai, Sr. Director, Sales Development at Upland | 00:59:38 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- Chef's specials:
Discover the future of SDR compensation with Anastasia Chihai, Sr. Director of Sales Development at Upland. In this conversation, learn how to implement a point-based system that aligns SDR performance with revenue goals. Uncover innovative spiff strategies, master the art of motivating distributed teams, and optimize your sales development structure for maximum ROI. Whether you're a founder, GTM leader, or sales executive, this video is packed with actionable insights to transform your SDR team's performance in 2025 and beyond. --- --- Who is Anastasia Chihai? Sr. Director, Sales Development at Upland Founder, ATX SDR Leaders Connect with Anastasia:
More context about the Upland sales team:
--- 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) Introduction: SDR Compensation Plans (00:54) Why Revamp the Comp Plan (05:59) New Point-Based Comp System (06:38) Implementing the New Model (19:07) Focusing on Quality and Quantity (22:07 Gaining Approval from Leadership (30:37) Short-Term Incentives: SPIFFs (31:46) The Impact of Short-Term SPFs (32:19) Planning for December's SPIFFS (32:51) November's Bingo Card Success (33:37) December's Personalized Stickers (36:28) Strategies for Monthly SPIFFS (40:05) Lessons from Failed SPIFFs (42:49) The Spinning Wheel Initiative (50:45) Balancing Inbound and Outbound Quotas | |||
| 09 Dec 2022 | #11: How to stand out from other applicants and get hired as an SDR, tips, resources, and 1 tip to ignore - Florin Tatulea, Director of Sales at Barley. | 00:14:40 | |
For more prospecting and sales development tips, join 1'811 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Florin Tatulea, Director of Sales at Barley. We talk about how to stand out from other applicants and get hired as a Sales Development Representative His tips:
His favorite resources:
Follow Florin: https://www.linkedin.com/in/florintatulea/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 02 Dec 2022 | #9: Layoff: how to get 125 interviews within 7 days, how to land your next SDR job ASAP, tips, resources, and tips to ignore- Landon Meyer, Founding SDR at Anomalo | 00:14:21 | |
For more prospecting and sales development tips, join 1'795 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Landon Meyer, Founding SDR at Anomalo. We talk about how to land your next SDR job ASAP: His 3 tips:
His 2 resources:
What you should ignore: large companies are not safe anymore. Follow Landon: https://www.linkedin.com/in/pipelinecuresall/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 27 Jan 2024 | 56. How to Make a Great Cold Call: Key Lessons & Tips from 100K Cold Calls - Sheriff Shahen, Account Executive (AE) role at Deel (Former Enterprise SDR) | 00:33:34 | |
3 cold calling tips you'll learn in this episode for 2024:
---- 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:
Connect 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 | |||
| 06 Jan 2024 | 52. 2023 Recap of the "SDR Game" Podcast: 10 most popular episodes - Part 2 | 00:50:50 | |
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 Wander Full episode titles: 🥉: How to get an SDR job within 2 weeks (without sales experience) - Anand Gopinathan (Episode #7) 🥇: 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 | |||
| 30 Dec 2023 | 51. 2023 Recap of the "SDR Game" Podcast: 10 most popular episodes - Part 1 | 00:52:54 | |
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 Lewke Full episode titles: #9: How This Lowest-Performing SDR Became The Top-performing SDR - Maddie Hopkin (Episode #36) Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 18 Dec 2024 | OK13: How to bring top-tier SDR talent and build future leaders - Dave Wilkins, Founder of Saleswise, & of the SDR Leaders of EMEA community | 00:58:39 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- Chef's specials:
Dave emphasizes looking beyond traditional qualifications to focus on intangible traits like resilience, adaptability, and communication skills. We also highlight the importance of identifying leadership potential early and providing mentorship and development opportunities. Dave suggests that SDRs should have closing experience before moving into leadership roles to gain credibility with sales teams. --- Who is Dave Wilkins?
Connect with Dave:
--- 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) Dave Wilkins and Leadership Insights (00:43) Unconventional Traits for SDR Success (03:44) Hiring Process and Scorecard System (06:56) Adapting to Change and Resilience (17:03) Future Traits and Business Acumen (23:06) Spotting and Developing Future Leaders (28:40) Understanding the Impact of Leadership (30:47) Challenges of Being an SDR Leader (33:54) Spotting and Developing Future Leaders (37:07) Training Programs for Leadership Development (40:32) Mistakes in Promoting SDR Leaders (46:43) AI's Role in Leadership and Sales (52:23) Advice for Aspiring Leaders | |||
| 30 Dec 2024 | [GREATEST HITS] 56. How to Make a Great Cold Call: Key Lessons & Tips from 100K Cold Calls - Sheriff Shahen, Account Executive (AE) role at Deel | 00:33:34 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- 3 cold calling tips you'll learn in this episode for 2024:
---- 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:
Connect 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 | |||
| 11 Jan 2025 | OK14: How build a strong outbound culture with Prospecting Days (Guide) - Ralph Barsi, VP of Sales at Kahua | 00:42:35 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- --- Chef's specials:
In this episode, Ralph breaks down how he started prospecting days at ServiceNow and used them to build scalable outbound sales cultures. He’ll walk you through how to run successful prospecting days, tackle common challenges, and get your whole company involved in driving pipeline. You’ll learn why proactive prospecting is critical, how to avoid common mistakes, and how to use data and a little competition to keep the energy up. Plus, we’re sharing practical tips and a free guide to help you set up prospecting days in your own team. --- Who is Ralph Barsi?
Connect with Ralph:
--- 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 Importance of Outbound Prospecting (01:13) The Challenges of Prospecting (02:16) The Risks of Relying Solely on Inbound Leads (04:07) What is a Prospecting Day? (05:22) Implementing Prospecting Days at ServiceNow and Beyond (09:21) The Mechanics of a Successful Prospecting Day (13:01) Preparing for a Prospecting Day (17:40) Involving Different Teams in Prospecting Days (20:54) Handling Skepticism and Resistance (26:28) Success Stories and Metrics (28:52) Gamifying Prospecting Days (30:23) Key Takeaways and Lessons Learned, how to implement | |||
| 09 Jul 2023 | 34: Meet the Snowflake's Top SDR Who Achieved $10M+ and 178% Quota (Top Prospecting Strategies) - Lauren Aboud, Manager, Sales Development @ Snowflake | 00:47:07 | |
3 things you'll learn in this episode:
--- 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/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 09 Dec 2023 | 49: SDR's Guide to Outbound Success: Strategies and Tactics - Elric Legloire, SDR Manager at Agorapulse on the Teach Me Outbound podcast | 00:18:39 | |
3 things you'll learn in this episode:
In Today’s episode, I’m sharing my interview on the Teach Me Outbound podcast by Kaspr If you don't know me, I'm Elric Legloire, SDR manager at Agorapulse. I've been an SDR for 3 years, and I have been building an SDR team for the past 2 years. I've worked for 5 tech companies. My results → In 2020, I was promoted to SDR manager in 5 months. → In 2021 and 2022, I got promoted 4 times and promoted 13 SDRs. → Over the last 6 years, I helped 5 companies to create $15M+ in pipeline --- 📬 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: (00:00) Elric Legloire (02:22) Traits of a Successful SDR (05:12) Building the Outbound Function (07:34) Choosing the Right Channels (09:02) Effective LinkedIn Outreach (11:41) Crafting ICP and Buyer Personas (12:41) Hiring Experienced SDRs (14:02) Focus on ICP and Personas (16:46) The Importance of A/B Testing Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 24 May 2023 | 28: How This Enterprise BDR generated over $1.9M in pipeline in 12 months (Top SDR Strategy): LinkedIn sequence w/ 30%+ reply rate, and video prospecting - Devesh Tilokani, Enterprise BDR at Loopio | 00:42:47 | |
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/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 09 Aug 2023 | 38: How this Account Executive averages a 45.8% reply rate on Cold Emails (Prospecting strategy) - Mike Wander, AE at Lavender | 00:32:46 | |
4 things you'll learn in this episode:
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:
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. Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 09 Mar 2023 | #17: The new SDR in 2023: the CDR: Customer Development Representative, how to prospect customers, and prioritize your accounts - Michael Tuso, Co-Founder and CEO of Callypso | 00:42:55 | |
For more prospecting and sales development tips, join 2'009 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Michael Tuso, Co-Founder and CEO of Callypso We talk about the new Sales Development Representative: The CDR (Customer Development Representative) or also called ADR (Account Development Representative) at some companies. Why this role will be important in 2023, how to prospect customers, how to prioritize your accounts and your prospects within an account, and do account mapping. Michael also answers questions about do you prioritize upselling first or cross-selling within an account. Follow Michael: https://www.linkedin.com/in/michaeltuso — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 12 Apr 2023 | 22: How to build an SDR team from scratch, why hiring is the most important for the success of an SDR team, and interview questions to ask SDRs - Jill Bruno, Manager, Sales Dev at RocketReach | 00:45:10 | |
For more prospecting and sales development tips, join 2'245 SDRs getting the newsletter here: https://sdrgame.substack.com/ --- In this episode, I talk with Jill Bruno, Manager, Sales Development at RocketReach We talk about her days in the life of a Manager, Sales Development: 0:00 Intro 0:30 What Jill does at Rocket Reach and the segment her team is going after 3:14 Time management for an SDR leader and her team 8:07 Role play vs cold call reviews 10:45 Her SDR team metrics 14:30 How to build an SDR team from scratch 23:13 Why hiring the most important for the success of your team 26:57 Questions to ask to SDRs during an interview 38:03 Tips for new SDR managers 41:38 What’s the most important question to ask as a candidate Follow Jill: https://www.linkedin.com/in/jill-bruno-47b81855/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 23 Aug 2023 | 40: Q&A - Being a founding BDR at an early stage startup, resources to learn about prospecting, and prospecting on LinkedIn tough buyer personas | 00:59:02 | |
4 things you'll learn in this episode:
--- 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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 27 Dec 2024 | [GREATEST HITS] 60. Hiring Managers' Guide: How to get an SDR role in 2024: Tips & Strategies - Gabrielle “GB” Blackwell, Former SDR Manager at Culture Amp | 00:48:02 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- 3 things you'll learn from a hiring manager to land an SDR role in 2024:
Join 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 former Sales Development Manager, Mid-market at Culture Amp Over the past 7 years, GB:
Connect 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 | |||
| 04 Sep 2024 | OK1: How to craft relevant outbound messages that stand out (Cognism Cold Email Deconstruction) | 00:15:51 | |
Read the written version of the Cold Email Deconstruction here. --- Ask: Submit your questions here --- When you're ready 👨🍳 Want to work with me? Send me a DM Connect with me CHAPTERS Updates (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 Branding Cold Email Deconstruction (8:50) - Feedback on the Original Cold Email (9:16) - How to Improve: Splitting Research and Staying Focused (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 | |||
| 18 Sep 2024 | OK3: How to use Perplexity AI for outbound (with 11 prompts) | 00:22:34 | |
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 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 | |||
| 17 May 2023 | 27: Behind the scenes: The secrets to achieving 230% Performance with the #1 SDR at Payfit: cold calling, objections, time management, & the Inception Method - Théo Garnier, Sr. SDR at Payfit | 00:44:35 | |
3 takeaways from this episode:
— 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/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 15 Mar 2023 | #18: Top BDR: $1.6M in pipeline created with cold emailing, LinkedIn, a chatbot, how to rank prospects: CFOs and accounts, and her different sequences - Ashley Hamano, Senior BDR at Mosaic | 00:38:16 | |
For more prospecting and sales development tips, join 2'033 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Ashley Hamano, Senior Business Developer Representative at Mosaic Here are why you should listen to this episode, Ashley's numbers:
We talk about her days in the life of a Senior BDR:
Follow Ashley: https://www.linkedin.com/in/ashleyhamano/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 02 Mar 2024 | 62. The 10 Rules for Outbound of this SDR Leader at Scratchpad: Harry Sims. | 00:39:04 | |
3 things you'll learn about outbound sales in 2024:
--- 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 | |||
| 23 Mar 2024 | 65. How to Build a High-Performing SDR Team (Part 1) - Chris Ritson, Co-Founder of The SDR Leader | 00:38:18 | |
In this episode, you will learn 3 key things:
--- Chris runs 2 businesses: - He helps SDRs hit quota and get promoted. - He helps SDR Leaders build high-performance SDR teams. Chris has led SDR teams for 8 years at Tessian, Peakon (Workday), and Perkbox. Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-ritson Subscribe to his newsletter: The Pipeline Post https://the-pipeline-post-9a4342.beehiiv.com/subscribe --- 📬 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) Establishing the Foundation for Your Team (03:11) Creating a Team Culture and Playbook (08:45) Hiring the Right People (13:06) The Three-Step Process for Achieving Long-Term Success (25:25) The Importance of Obsession with Learning Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 16 Dec 2023 | 50: How This BDR Became the Top-Performing BDR and Created $1.75M ARR in Outbound-Sourced Pipeline - David Sánchez, Hybrid BDR/AE at Aircall | 00:48:08 | |
3 things you'll learn in this episode:
Join me in this episode as we unpack David Sánchez's journey to becoming the top-performing BDR at Aircall. David's results:
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 | |||
| 05 Aug 2023 | [GREATEST HITS] #13: Cold Calling: the 4-step cold-calling framework to book enterprise accounts - Brad Norgate, Senior Enterprise SDR at Cognism | 00:44:45 | |
4 things you'll learn in this episode:
Connect with Brad Norgate: ⭐️⭐️⭐️⭐️⭐️ 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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 07 Jun 2023 | 30: How This SDR Leader's Social Selling Strategy Dominates LinkedIn and Twitter (Top Strategy) - Social Selling: Episode 1 - Monica McIlroy, BDR Leader at BizDevLabs | 00:31:35 | |
3 takeaways from this episode:
—
List of people to follow on LinkedIn — Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 30 Mar 2025 | [GREATEST HITS] OK3: How to use Perplexity AI for outbound and account research | 00:22:34 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Grab the prompts we used in this episode here https://elriclegloire.gumroad.com/l/PerplexityAIprompts --- When you're ready 📫 Subscribe to the newsletter 👨🍳 Want to work with me? Send me a DM --- Connect with me 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 | |||
| 30 Nov 2024 | OK11: From 30% to 70%: Transforming Your BDR Team's Influence on ARR by Optimizing BDR efficiency - Hugo Dessi, Global Head of BDR & Board Member @Partoo | 00:58:22 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- Chef's specials:
Discover how to transform your BDR team's performance and significantly boost their impact on revenue. In this live recording, Hugo Dessi, Global Head of BDR at Partoo, shares his strategies for optimizing outbound sales processes, enhancing cross-functional collaboration, and refining KPIs. Learn how to increase your team's efficiency, improve account management, and drive substantial growth in BDR-influenced ARR. Whether you're a founder, GTM leader, or sales executive, this guide to sales team optimization is packed with actionable insights to revolutionize your outbound sales strategy. --- Who is Hugo Dessi? Global Head of BDR, and board member at Partoo Connect with Hugo:
More context about the Partoo's Sales team: - Markets: EMEA, Latam --- When you're ready 👨🍳 Want to work with me? Send me a DM --- Connect with me 📌 Connect on LinkedIn 📹 Subscribe on YouTube --- Chapters: (00:00) Hugo Dessi and Partoo's BDR Strategy (00:42) Hugo's Journey at Partoo (02:27) Initial Challenges and Audit Findings (05:43) Implementing Changes and Strategies (09:54) Focusing on Key Metrics and Team Dynamics (19:45) Enhancing Communication and Collaboration (29:09) Understanding Validation Rates and Performance Metrics (31:14) Impact on Pipeline and Conversion Rates (35:32) Standardizing Meeting Validation and Opportunity Confirmation (38:38) Challenges in Attribution Systems (41:40) Preparing for Board Meetings (44:37) Utilizing AI in BDR Processes (55:22) Improving Communication and Conversion Rates | |||
| 13 Sep 2023 | 42: The 3 Key Pillars: How Tito Bohrt Built 70+ SDR Teams and Sourced Over $100M in Revenue - Tito Bohrt, CEO of Altisales | 00:45:58 | |
3 things you'll learn in this episode, the 3 pillars of successful sales development:
Tito Bohrt is the CEO of Altisales Tito's results:
Connect with Tito: https://www.linkedin.com/in/titobohrt/ Looking for an SDR job? https://www.altisales.com/careers Join the Sales Mad Scientist Series https://lu.ma/sales-mad-scientist --- 📬 For more prospecting and sales development tips, join 3,301 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) Meet the CEO Behind 70+ SDR Team Success Stories (0:54) Multichannel outreach: what’s working today (2:16) Boosting SDR Team Connect Rates (6:49) Crafting Precision: Account Targeting and Scoring Demystified (11:57) Navigating Buyer Personas (15:43) Unlocking Pain Points: Deciphering Prospect Challenges (18:25) Lead Distribution Pitfalls: Two Missteps Costing You Big (23:40) The Pulse of Effective Outreach (25:11) The Ideal Number of Sequences (27:55) When Should You Tweak Your Sequences (30:46) Understanding Statistical Significance in Sales (33:00) Reflection: Tito's Greatest Misstep in Messaging (36:12) 3 Sales Books Transforming Tito’s What He Learned Sales Journey (38:29) Tito's Evolution: what he learned from the Last 5 Years (40:39) Empowering SDRs: Tips from the Frontline Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 23 Feb 2025 | OK19: The Outbound Playbook That Made This SDR #1 at Twilio Segment - Jesse Leong, #1 SDR at Twillio Segment | 00:41:16 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- Discover how Jesse Leong, a classical musician turned #1 Global SDR at Twilio (Segment), skyrocketed to the top in just 6 months. Learn their killer workflow for scaling prospects, unconventional omnichannel strategies, and the secret sauce for standing out in a crowded tech sales landscape. From compelling events to AI-powered research, Jesse reveals the tools and tactics that propelled them to 164% quota attainment. This episode is a must-listen for aspiring and seasoned SDRs alike. Key Topics from the Episode: Rapid Career Progression in Tech Sales Account Selection and Prioritization Omnichannel Prospecting Strategies Scalable Workflow for Outbound Outreach Selling to Multiple Buyer Personas Finding and Using Compelling Events Essential Tools for SDR Success Transferable Skills from Non-Traditional Backgrounds --- Who is Jesse Leong (They/them)? #1 SDR at Twillio Segment More context about the Jesse's SDR team: - ACV: $50k - Industries: B2B SaaS, retail, financial services, and healthcare - Buyer personas: Marketing, dev, data, and product teams - Markets: USA, and Canada Connect with Jesse: - On LinkedIn: https://www.linkedin.com/in/jessemoyleong --- 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: Hacking the SDR Code (00:59) – Rapid Immersion: Jesse's Tech Sales Experiment (02:50) – Shadowing and Cloning: The Art of Imitation and Iteration (04:46) – Startup vs. Market Leader: Tailoring Your Outbound Strategy (05:28) – Challenge Accepted: Account Selection Mastery (08:05) – Jesse's Toolkit for Identifying the "Right" Accounts (10:03) – Data Consolidation and the "One Word Doc" Strategy (11:13) – Scaling Outbound Without Sacrificing Quality (12:25) – Compelling Events and the M&A Trigger (13:23) – Segmenting for Hyper-Personalization at Scale (15:52) – Finding the Signal in the Noise: Compiling Events, ChatGPT, and Perplexity (21:26) – POV Outbounding and Building Confidence (23:00) – Getting Insights From the Accounts (25:00) – Jesse's Non-Negotiable Prospecting Stack (27:09) – The SDR Trinity (29:59) – Prospecting Deep Dive: Jesse's Step-by-Step Process (32:57) – Non-Scalable Channels: High-Value and Scalable Channels (37:57) – Jesse's Roadmap To Success in Six Months | |||
| 16 Nov 2023 | 46: Beyond the 530% quota: Q&A session with SDR Expert William Falkenborg, Sales Development Representative at HG Insights | 00:38:02 | |
3 things you'll learn in this episode:
William Falkenborg is a top SDR (Sales Development Representative) at HG Insights Will's results:
Connect 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 | |||
| 24 Feb 2024 | 61. How this Cold Caller booked 200+ meetings in 6 months (2024 Cold calling Playbook) - Sam Byassee, Cold Caller at Apex Revenue | 00:43:37 | |
3 things you'll learn from the playbook of a top cold caller in 2024
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:
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
Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 19 Jul 2023 | 36: How This Lowest-Performing SDR Became The Top-performing SDR - Maddie Hopkin, Enterprise Sales Development Representative at Cognism | 00:28:02 | |
4 things you'll learn in this episode:
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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 16 Mar 2024 | 64. SDR Leadership: my 4 lessons in 2023 | 00:19:52 | |
Episode #3: My Journaling Journey - My Lessons on SDR Leadership in 2023:
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 | |||
| 15 Nov 2024 | OK9: AI in Outbound: Why AI SDR Effectiveness is Overrated, with Jordan Crawford, Founder of Blueprint | 00:56:16 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- On this episode, we talk about:
Discover why AI SDRs may not be the silver bullet for outbound sales strategies. Learn how go-to-market AI tools can enhance your sales pipeline optimization without sacrificing the human touch. Perfect for founders and GTM leaders looking to revolutionize their B2B Outbound Sales approach. --- Who is Jordan Crawford? GTM Strategist, and Founder of Blueprint Buy Jordan's course: Agent 7 - Jordan Crawford's Clay AI Agent Finding Course --- Connect with Jordan: - On LinkedIn: https://www.linkedin.com/in/jordancrawford/ - Subscribe to his YouTube Channel: https://www.youtube.com/@BlueprintGTM Resources mentioned: --- When you're ready 👨🍳 Want to work with me? Send me a DM --- Connect with me 📌 Connect on LinkedIn 📹 Subscribe on YouTube Chapters (00:00) Intro on AI in outbound (00:45) The Outbound is Dead Debate (02:24) Challenges in Outbound (07:47) The Role of AI in Sales (09:08) The Flaws of AI SDRs (15:28) Effective Data Utilization in Outbound (27:26) Finding Hidden Data Sources (32:28) Debating the Future of SDRs and AI (33:09) Human Psychology in Sales Teams (34:44) Rippling's Dual Approach to Sales (35:49) The Role of AI in Sales Research (38:05) Practical Steps to Implement AI Agents (39:26) Building Effective AI Agents (40:05) Tools and Techniques for AI Agents (41:35) Advanced AI Agent Strategies (53:25 )The Importance of Cold Calls | |||
| 10 May 2023 | 26: Master the enterprise prospecting game: account planning, 10k report, above and below the power line, multithreading, and 1 email template - Krysten Conner, Sales Strategist at Usergems | 00:42:47 | |
3 takeaways from the episode:
--- 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/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 02 Feb 2024 | 57. My 6 biggest takeaways on outbound in 2023 | 00:25:11 | |
Episode #2: My Journaling Journey - The Six Biggest Takeaways on Prospecting in 2023:
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 | |||
| 31 Jan 2025 | OK17: Inside Owner.com's $21M ARR Outbound Strategy: AI, Office, & 83% Hiring Success (Part 2)- Kyle Norton, CRO at Owner.com | 00:48:59 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- Didn’t catch Part 1? Listen here: https://outboundkitchen.substack.com/p/ok10-how-this-cro-brings-in-72k-arr --- Chef specials: - Internal AI use cases outperform external automation - In-office teams show 20-60% better performance metrics - Their outbound growth plans Kyle Norton, CRO at Owner.com, shares deep insights on AI implementation in sales, the shift to in-office work, and strategic annual planning. He discusses how his team leverages AI for internal processes rather than external automation, achieving remarkable results with tools like Avara for sales simulation and Momentum for CRM automation. Kyle reveals compelling data showing 20-40% faster ramp times and up to 60% higher activity rates for in-office teams, leading to Owner.com's recent office opening in Toronto. --- Who is Kyle Norton? CRO of Owner.com Host of the Revenue Leadership podcast (Pavilion Podcast) More context about the Owner's Sales team: - ACV: $5.5k - Sales Cycle Length: 4-7 days - Vertical SaaS: Restaurant industry - Buyer personas: Restaurant owners - Markets: North America Connect with Kyle: - On LinkedIn: https://www.linkedin.com/in/kylecnorton/ - Listen to his Podcast: https://open.spotify.com/show/6y3nqT69DERySdns6Zz4WL?si=eae54b3029464a5c - Subscribe to his Newsletter: https://www.therevenueleadershippodcast.com/ --- When you're ready 👨🍳 Want to work with me? Send me a DM --- Connect with me 📌 Connect on LinkedIn 📹 Subscribe on YouTube --- Chapters: (00:00) - Kyle Norton and AI SDRs (01:12) The Pitfalls of AI SDRs (02:30) Successful AI SDR Strategies (06:40) Internal AI Use Cases (07:22) AI-Powered CRM and Momentum (09:18) AI Simulators and Training (18:35) Annual Planning and Outbound Strategy (24:23) Solving Problems as Revenue Leaders (24:52) Improving Book to Show Rates (28:14) Building Effective Habits (28:36) Nudge Theory in Sales (31:22) Hiring and Management Strategies (34:55) Remote vs. In-Office Sales Teams (42:37) Field Reps and Efficiency (44:09) Reflections and Future Plans | |||
| 08 Nov 2024 | OK8: How Pigment Scaled Their BDR Team from 2 to 50 in 3 years with Alexis Valentin, Global Head of BDRs at Pigment | 00:49:19 | |
📫 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: - 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 📹 Subscribe on YouTube 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 | |||
| 31 May 2023 | 29: How This BDR Got 260% of her Quota and Rookie of the Quarter in Q1 (Top SDR Strategy): no sequences, no cold emails, but just LinkedIn, voice notes, & cold calling - Holly Allen, BDR at Deel | 00:40:20 | |
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:
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/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 02 Jan 2025 | [GREATEST HITS] 55. The Cold Calling Playbook for 2024: How to Book More Meetings on the Phone - Tips from an Elite Cold Caller Who Closed 15M+ - ☠️ Belal Batrawy, Founder of LearnToSell.io | 00:34:18 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- 3 cold calling tips you'll learn in this episode for 2024:
---- 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:
Connect with Belal on LinkedIn: https://www.linkedin.com/in/belbatrawy Join Belal newsletter: ☠️ Death to Fluff https://deathtofluff.substack.com Cold Call Worksheet: --- 📬 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 | |||
| 29 Mar 2023 | #20: Top SDR: $24M in pipeline created with 95% of cold calls, strategic plan for cold calling, and how to handle the objection "Call me later" - Baptiste Kuciel, Sr. Enterprise SDR at Moveworks | 00:43:30 | |
For more prospecting and sales development tips, join 2'103 SDRs getting the newsletter here: https://sdrgame.substack.com/ --- In this episode, I talk with Baptiste Kuciel, Sr. Enterprise SDR at Moveworks. Here are why you should listen to this episode, Baptiste’s results:
We talk about his days in the life of a Senior Enterprise SDR: 0:00 Intro 0:30 What Baptiste does at Moveworks 1:12 His territory 1:47 The enterprise segment 2:16 Moveworks 2:48 Buyer personas 3:35 From selling to customer support teams to internal support teams 4:34 CIO Pain points in 2023 5:11 Transition: from cold emailing to cold calling 9:04 How to get over the fear of cold calling 10:58 SDR Quota as an Enterprise SDR 12:52 KPIs 14:41 High connect rate 16:15 Time management 21:00 Morning routine 22:38 Strategic plan for cold calls 25:05 Structure of cold call 25:50 How to handle the “Call me later” 29:06 25 sec cold call pitch 31:05 Questions about his prospect's pain points 36:00 Tips to learn cold calling 38:31 Favorite Resource 40:06 Be curious 41:06 Tips for new enterprise SDRs Follow Baptiste: https://www.linkedin.com/in/baptiste-kuciel/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 24 May 2024 | 70. How this top SDR converts 27.8% of cold calls into meetings in the SaaS industry - Teddy Frank, Senior SDR @ Atrium | 00:44:19 | |
In this episode, we'll discuss:
Teddy Frank is a top-performing SDR @ Atrium Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%. Connect with Teddy on LinkedIn https://www.linkedin.com/in/teddy-frank-690b501b7 Here’s a bit more info about Teddy's accounts and buyer personas:
---- 📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire ---- Chapters In this episode, we'll discuss: - The different outbound sequences Teddy uses - His cold-calling framework - How to use your analytics and reports to improve your results Teddy Frank is a top-performing SDR @ Atrium Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%. Connect with Teddy on LinkedIn https://www.linkedin.com/in/teddy-frank-690b501b7 Here’s a bit more info about Teddy's accounts and buyer personas: - Personas: 2nd Level+ Sales and RevOps Leaders (occasionally SalesDev) - Industries: Software Development, IT Services / Consulting, Computer / Network Security - Org Size: 51+ folks in sales org (ranges from 300 - 10k employees) ---- 📬 For more prospecting and sales development tips, join 3,911 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 SDR (03:54) Defining Top Tier Accounts (07:18) Handling Objections and Referrals (10:13) Call Calling Strategies for Booking Meetings (11:10) Philosophy for Booking Meetings with Directors and VPs (12:05) Structuring the Cold Call Pitch (14:24) Using Relevant Statements and Assumptions (15:22) Pain and Solution Statements in the Pitch (18:47) Going for the Close in the Pitch (20:15) Handling Objections and Sending More Information (21:39) Asking for a Specific Follow-Up Time (22:38) Handling Objections to Booking a Meeting (25:05) Researching Prospects and Private Equity Companies (26:30) Understanding the Challenges of Rev Ops Leaders (28:59) Using Research to Improve the Pitch (30:54) Using Analytics to Improve Conversion Rates (32:50) Calling After 5 PM for Better Results (40:59) Advice for New SDRs Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 19 Apr 2023 | 23: Unlocking the secrets of strategic account prospecting: 25% reply rate via cold email, using ChatGPT, and triggers for C-level executives - Yann Merlaud, Strategic BDR at Celonis | 00:37:53 | |
For more prospecting and sales development tips, join 2'317 SDRs getting the newsletter here: https://sdrgame.substack.com/ --- In this episode, I talk with Yann Merlaud, Strategic Business Development Representative at Celonis. We talk about prospecting strategic accounts and engaging with C-level executives. Yann shares his knowledge on how to find valuable information in annual reports and earnings calls, as well as how to utilize ChatGPT to enhance your SDR skills and craft compelling cold emails. Yann dives deep into the triggers that capture the attention of C-level executives and reveals his proven strategies for achieving an impressive 25% reply rate from top decision-makers. We also discuss the power of bringing your executives on calls with prospects, and how it can improve the overall success of your sales efforts. Yann's impressive stats:
Follow Yann https://www.linkedin.com/in/yann-merlaud/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 15 Oct 2023 | 45: How this SDR achieved 530% quota, and booked 81 meetings in September 2023 just with cold calls (Prospecting strategy) - William Falkenborg, Sales Development Representative at HG Insights | 00:37:59 | |
3 things you'll learn in this episode:
William Falkenborg is a top SDR (Sales Development Representative) at HG Insights Will's results:
Connect 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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 14 Jun 2023 | 31: Diving Deep into Social Selling: 5 Real Prospecting Examples for 4 Different Buyer Personas on LinkedIn & Twitter - Social Selling: Ep2 - Monica McIlroy, BDR Leader at BizDevLabs - Part 2 | 00:39:45 | |
3 takeaways from this episode:
— — 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: Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 26 Oct 2022 | #1: Buyer personas, Multi-channel, prospecting Attribution, Tips for future SDR leaders and new SDRs - Matt Roberts, SDR leader at Mosaic | 00:46:07 | |
For more prospecting and sales development tips, join 1578 SDRs getting the newsletter here: https://sdrgame.substack.com/ In this episode, I talk with Matt Roberts about Buyer personas, multi-channel prospecting, voicemail, prospecting attribution, his 3 tips if you want to be an SDR leader, 3 books that influenced his life, his favorite career failure, and 2 tips for new SDRs. Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 28 Jun 2023 | 33: How this Account Executive hit 400% SDR Quota with Social Selling (And Without a Single Cold Call) - Julia Carter, Full Cycle AE, Marpipe | 00:34:30 | |
3 takeaways from this episode:
— 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:
(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/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 09 Nov 2022 | #5: The mindsets of a high performing SDR, having a growth mindset, and how acting helped her perform in her sales roles - Helena Klaus, Co-Founder, SDRs of Germany | 00:43:03 | |
In this episode, I talk with Helena Klaus, Co-Founder, SDRs of Germany. Helena is Mattia's Co-founder (Episode #3). If you want to listen to the conversation with Mattia here’s the link. We talk about the mindsets of a high-performing SDR, what is a growth mindset, how acting helped her perform in her sales roles, mindset starts with your inside, and 2 tips for new SDRs. SDRs of Germany: https://www.sdrsofgermany.com/ --- For more prospecting and sales development tips, join 1'639 SDRs getting the newsletter here: https://sdrgame.substack.com/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 18 May 2024 | 69. How This Top SDR Consistently Exceeds 129% Quota in the Restaurant Industry - John Cianello, SDR at Fourth | 00:36:21 | |
In this episode, we'll discuss:
John Ciannello is a top SDR @ Fourth. John started as an SDR six months ago and averages 130% of his fully ramped quota, achieving 500% in his second month of onboarding. Connect with John on LinkedIn https://www.linkedin.com/in/johnciannello ---- 📬 For more prospecting and sales development tips, join 3,911 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-Performing SDR (02:22) John's Onboarding and Initial Success (04:37) Engaging with Prospects (06:56) Handling Corporate vs. Local Decisions (09:21) Using Texting as a Tool (11:45) Balancing Prospecting Between Customers and New Prospects (14:07) Effective Use of Triggers (18:50) Strategic Calling and Balancing Quality with Quantity (23:24) Cold Call Strategy (30:33) Advice for New SDRs Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 12 Jul 2023 | 35: How this Top SDR is Redefining Prospecting (A Unique Approach) - Deb Saha, Sr. BDR at 6sense | 00:38:45 | |
4 things you'll learn in this episode:
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/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 16 Jan 2024 | 53. 4 (painful) lessons I've learned about sales career in 2023 | 00:25:23 | |
Today I try a new format: journaling where I share 4 lessons I've learned about sales career in 2023.
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 | |||
| 19 Nov 2024 | OK10: How this CRO brings in $72K ARR per BDR, monthly, in SMB w/ a 2:1 BDR-to-AE Ratio - Kyle Norton, CRO at Owner.com | 00:50:30 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- Part 2 is available: Listen here: https://outboundkitchen.substack.com/p/ok17-inside-ownercoms-21m-arr-outbound --- Learn how Owner.com scaled their sales team from 4 to 50 reps in 24 months while maintaining a 0.13 BDR CAC ratio through innovative outbound sales strategies. Kyle Norton shares: - Why a 2:1 BDR-to-AE ratio works in SMB - How to achieve $72K ARR per BDR monthly - Building data-driven sales operations - RevOps investment strategy for scale - Machine learning for account scoring Perfect for founders and sales leaders looking to scale efficient outbound sales teams in 2024. --- Who is Kyle Norton? CRO of Owner.com Host of the Revenue Leadership podcast (Pavilion Podcast) More context about the Owner's Sales team: - ACV: $5.5k - Sales Cycle Length: 4-7 days - Vertical SaaS: Restaurant industry - Buyer personas: Restaurant owners - Markets: North America Connect with Kyle: - On LinkedIn: https://www.linkedin.com/in/kylecnorton/ - Listen to his Podcast: https://open.spotify.com/show/6y3nqT69DERySdns6Zz4WL?si=eae54b3029464a5c - Subscribe to his Newsletter: https://www.therevenueleadershippodcast.com/ --- When you're ready 👨🍳 Want to work with me? Send me a DM --- Connect with me 📌 Connect on LinkedIn 📹 Subscribe on YouTube --- Chapters: (00:00) Building a highly efficient outbound team (00:48) The State of the Sales Team at Owner.com (01:48) Building an Outbound Machine (03:28) Hiring and Scaling the Outbound Team (04:02) Optimizing Deal Quality and ICP (04:57) Evolution of Outbound and Inbound Mix (06:42) BDR to AE Ratios and Efficiency (12:33) Dedicated BDRs vs. Full Cycle AEs (17:18) Importance of RevOps and Systems (23:57) The Challenge of New Skills in Sales (25:35) Building Outbound Systems at Owner.com (28:19) Leveraging AI for Sales Efficiency (41:04) Improving Conversion Rates Through Coaching (46:36) Hiring the Right Talent for Sales Success | |||
| 04 Feb 2024 | 58. Land Your SDR Job in 2024 (Without network and Sales Experience) - Sam Nguyen, BDR at Gitlab | 00:27:35 | |
3 essential tips for landing an SDR role in 2024:
---- 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 Gitlab Sam's notable achievements on her journey to securing an SDR role include:
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 | |||
| 19 Feb 2024 | 60. Hiring Managers' Guide: How to get an SDR role in 2024: Tips & Strategies - Gabrielle “GB” Blackwell, Sales Development Manager at Culture Amp | 00:48:02 | |
3 things you'll learn from a hiring manager to land an SDR role in 2024
Join 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 Amp Over the past 7 years, GB:
Connect 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
Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 30 Nov 2022 | #8: 2022 State of SDR Talent Market: hiring trends, changes from the candidates & companies perspectives - Kyle Smith, Managing partner at The Bridge Group | 00:42:01 | |
For more prospecting and sales development tips, join 1'782 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Kyle Smith, Managing partner at The Bridge Group. We talk about the 2022 hiring trends for the SDR industry. What changes from the perspectives of candidates and companies. How candidates can adapt to the new market. Kyle shares his perspective from TBG customers on what works for them. He talks about tips for candidates, and also tips for hiring managers. Follow Kyle: https://www.linkedin.com/in/kylesmithtbg/ Resources from the episode: The 2021 SDR Metrics Report: https://blog.bridgegroupinc.com/2021-sdr-metrics-report — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 09 Mar 2024 | 63. How I revamped this ineffective outbound LinkedIn message into a conversation starter - SDR at a B2B Contact data business (Pipeline Uni #1) | 00:07:48 | |
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 | |||
| 06 Sep 2023 | 41: How this SDR Hits 150% Quota with Security Buyer Personas (Prospecting Strategy) - Stone Gomez, Sales Development Representative (BDR) at Drata | 00:34:41 | |
3 things you'll learn in this episode:
Stone Gomez is Drata's top-performing Sales Development Representative (SDR). Stone's results:
Connect with Stone: https://www.linkedin.com/in/stone-gomez-347b71135/ --- 📬 For more prospecting and sales development tips, join 3,252 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 SDR at Drata (0:46) Stone prospecting sequences (2:25) The different prospecting sequences used by Stone (3:54) Sequence based on whether they use SOC 2 framework (5:28) Sequence based on the size of the company (7:48) The pains for a 500 people company (8:52) Thinking about your different buyer personas (11:33) Customer stories (12:26) Prospecting messaging: impact vs pain (13:33) Lessons about prospecting companies with different sizes (15:58) Lessons from A/B tests (17:56) Where Stone thinks can improve (19:21) The reality of social selling with prospects who are not active on LinkedIn (24:32) Hyper personalization (26:52) Security buyer personas (28:29) Using links in your outreach with security personas (32:27) Tips to improve your outreach and tips to avoid Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 05 Mar 2023 | #16: Playing the SDR Game, Elric Legloire, SDR Leader on the Sales Career Podcast | 00:34:49 | |
For more prospecting and sales development tips, join 2'006 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I've been invited to the Sales Career Podcast with Tyrone Smith and we talk about my journey into SDR Leadership. I also share my view on the status of Sales Leadership and how I approach it when I'm coaching SDR teams. You will learn how good SDR Leaders focus on their team's personal goals and which skills are actually relevant. You can listen to the Sales Career Podcast here: https://open.spotify.com/show/1U5WWIVTOTl5B9p3Efw97v Follow Tyrone: https://www.linkedin.com/in/tyrone-smith-bremen/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 10 Feb 2024 | 59. How to Use Video Prospecting to Improve Your LinkedIn Outreach Efficiency - Kayla Cytron-Thaler, Partnerships at Drata | 00:33:03 | |
3 Things You'll Learn About Sending Prospecting Videos on LinkedIn to Improve Your Efficiency:
---- 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:
Connect 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 | |||
| 24 Nov 2022 | #7: How to get an SDR job within 2 weeks (without sales experience) a 5 step process, how to use video, and what to include in your resume - Anand Gopinathan, Business Development Manager at Solid | 00:44:07 | |
Get Anand's guide: SideDoor into SaaS Sales here Notes for this episode, I recorded it with Anand 3 weeks before what I shared on LinkedIn last week. So good timing on the topic. I think this episode will be valuable in this current market. -- For more prospecting and sales development tips, join 1'710 SDRs getting the newsletter here: https://sdrgame.substack.com/ In this episode, I talk with Anand Gopinathan, Business Development Manager at Solid. We talk about his process to get an SDR job within 2 weeks. Step 1: find the company. Step 2: find the right person. Step 3: Record a video. Step 4: send a Venn Diagram. Step 5: bump email. What to include on your resume. How to handle objections during the interviews, etc. Connect with Anand on LinkedIn: https://www.linkedin.com/in/ag1422/ Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 15 Jun 2024 | 72. How this Enterprise SDR achieved 190% in Q1 with tech leaders, DevOps, and engineers - Quitterie Lafont, Enterprise SDR at Datadog | 00:29:56 | |
In this episode, we'll discuss:
Quitterie Lafont is a top-performing Enterprise Sales Development Representative @ Datadog In February 2024, Quitterie was the global Top Performer SDR Enterprise with 267%. In March 2024, she achieved 173% and was the Top Performer SDR Enterprise EMEA. For Q1, she reached 190%. Connect with Quitterie on LinkedIn https://www.linkedin.com/in/quitterie-lafont-9850b7164/ Here’s more information about Quitterie’s accounts and buyer personas:
---- 📬 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 (02:08) The Sunday Preparation Routine for Success (06:14) Optimizing Time Slots for Maximum Productivity (09:26) Strategies for Booking Meetings and Maximizing Conversion Rates (11:43) The Power of Personalization in LinkedIn Messaging (13:28) The Importance of Self-Reflection and Continuous Improvement Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 01 Mar 2023 | #15: Data-driven SDR leader: how to use data from a leader & rep perspective, and how to choose the right accounts - Amanda Wilde, Senior Manager, Enterprise Sales Development at Loopio | 00:45:48 | |
I'm finally back! After almost 2 months with 0 episodes. Super excited to be back, hope you'll enjoy today's episode. ----- For more prospecting and sales development tips, join 1'998 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Amanda Wilde, Senior Manager, Enterprise Sales Development at Loopio We talk about how to use data from a leader perspective: how to coach your SDRs, and what you use for the leadership team. Then we talk about the rep perspective: how SDRs can use data to improve their performance. At the end of the episode, we talk about the ICP Skill labs, a session that Amanda runs with her team. Follow Amanda: https://www.linkedin.com/in/amanda-wilde/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 09 Feb 2025 | OK18: I talk about outbound, SDR leadership and AI (Hype vs Reality) | 00:33:38 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask:Submit your questions here (anonymous) --- I joined Jordan Abbott on the SDR Leaders of EMEA podcast. Key topics from this episode: - Transitioning from SDR to Leadership - Common Outbound Leadership Mistakes - Building Effective Outbound Teams - Leadership Enablement and Isolation - AI in Outbound Strategy - Encouraging Self-Awareness in Outbound Reps - Preparing for Seasonal Challenges --- Listen to the SDR Leaders of EMEA podcast on: - Spotify:https://open.spotify.com/show/10VFRu1VaTXA7PlbCqqnvj --- 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) Introduction to Leadership (01:03) Guest Introduction: Elric Legloire (02:21) Transitioning to Leadership (05:02) Common Pitfalls for New Leaders (09:58) Leadership Enablement and Development (15:19) Professional Development for SDRs (23:03) Trends in the Outbound Space: AI (28:52) Q4 Strategies and Preparation | |||
| 22 Mar 2023 | #19: Top Enterprise SDR: $2.5M in pipeline created with focus mode, cold calling with no expectations of booking a demo, how to handle objections - Dyanna Daryadel, Senior Enterprise SDR at Cognism | 00:33:33 | |
For more prospecting and sales development tips, join 2'088 SDRs getting the newsletter here: https://sdrgame.substack.com/ -- In this episode, I talk with Dyanna Daryadel, Senior Enterprise SDR at Cognism Here are why you should listen to this episode, Dyanna’s results:
We talk about her days in the life of a Senior Enterprise SDR: 0:00 Intro 0:45 ICP 2:00 Buyer personas 2:30 SDR Quota as an Enterprise SDR 3:00 KPIs 4:17 KPIs on the phone Focus on the phone 5:34 Focus mode 9:20 How to do the math with your activities 10:55 double call - good snippets here 12:26 Cold call: focus on the conversation 14:00 how to ask for an introduction 15:38 structure of Dyanna’s calls 20:57 how to handle the objection: we use X competitor 24:06 Objection: no budget 26:25 how to pick an account 28:50 Tips for cold calling 30:15 Favorite Resource 31:15 tips for new enterprise SDR Follow Dyanna: https://www.linkedin.com/in/dyanna-daryadel/
Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 13 Apr 2024 | 66. The (First-Time) Sales Manager's Survival Guide - KD - Kevin Dorsey, CRO at Finally, SaaS Consultant, & Sales Leadership Coach | 00:42:02 | |
In this episode, you will learn 3 key things:
--- KD, Kevin Dorsey, known as the Father of Modern Leadership. He's the CRO at Finally. Here's what KD has done as a sales leader:
Connect with KD on LinkedIn https://www.linkedin.com/in/kddorsey3/ Resources mentioned in the episode: KD's course: Sales Leadership Accelerator https://www.salesleadershipaccelerator.com/ Books:
--- 📬 For more prospecting and sales development tips, join 3,831 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) Father of Modern Sales Leadership (00:55) Is Leadership Right for You? (09:45) Sales Leadership Process and Operational Excellence (16:55) Personal Development and Managerial Effectiveness (21:41) Enhancing Sales Skills and Techniques (28:47) Leadership Philosophies and Long-term Impact (35:40) Adaptability and Continuous Learning (38:06) Resources for Aspiring Leaders Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 04 May 2023 | 25: From breaking into tech sales to top BDR: hitting 150% of BDR quota, learning about your buyer personas, multichannel, and cold calling tips - Andres de Frutos, Global Sales Enablement at Pigment | 00:39:58 | |
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 Andres de Frutos Zambrano, Global Sales Enablement at Pigment, when he was the #1 BDR. Andres is a top Business Development Representative and has consistently exceeded his quota for nine consecutive months, achieving an overall 150% quota attainment. As the number one rep in pipeline creation, he generated over $2.5 million and set a company record for the fastest promotion out of the BDR organization in just nine months. In this episode, Andres shares his insights, strategies, and tips for mastering buyer personas, time management, cold calling, and much more. 0:30 - Targeting & Buyer personas: CFOs (Chief Financial Officers) Follow Andres https://www.linkedin.com/in/andresdefrutosz/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 29 Sep 2024 | OK4: Nail Q4: My Simple 5-Step Formula to End 2024 Strong | 00:08:34 | |
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 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 | |||
| 16 Dec 2022 | #13: Top Enterprise SDR: time management, enterprise prospecting, cold calling, being relevant vs personalizing, top down approach, and tips & tricks - Brad Norgate, Senior Enterprise SDR at Cognism | 00:44:35 | |
For more prospecting and sales development tips, join 1'852 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Brad Norgate, Senior Enteprise SDR at Cognism We talk about his days in the life on an Enterprise SDR, his approach to enterprise prospecting, his cold calling process, thoughts on being relevant vs personalizing, and his top-down approach to enterprise accounts. In the end, he shares his favorite resource: Gong and 2 tips for other enterprise SDRs. Follow Brad: https://www.linkedin.com/in/brad-norgate-203383226 0:00 intro 1:22 Buyer personas, KPIs, quota, etc 10:41 Time management 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 — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 11 Jan 2023 | #14: How to stand out with your resume & LinkedIn profile, and get your next job as an SDR - Jack Knight, Sr. Global BDR Manager at Fourth | 00:17:52 | |
Happy New Year, everyone! We are back for more episodes. ---- For more prospecting and sales development tips, join 1'904 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Jack Knight, Sr. Global BDR Manager at Fourth. We talk about how to get hired as a Sales Development Representative in this current market. His tips:
His resource: Follow Jack: https://www.linkedin.com/in/dontdialalone/ Check CallBlitz here (Jack's company): https://callblitz.com/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 27 Jul 2023 | 37: Prospecting Playbook: 7 Tips on How to Beat the Summer Slowdown | 00:08:27 | |
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 Apple Podcasts -- 📬 For more prospecting and sales development tips, join 2,951 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ -- 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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 16 Nov 2022 | #6: Email deliverability 101, the steps to ensure your emails hit your prospect’s inbox, how to improve your open rate - Jed Mahrle, Head of Outbound Sales at Mailshake | 00:40:40 | |
In this episode, I talk with Jed Mahrle, Head of Outbound Sales at Mailshake. We talk about email deliverability 101, the Steps to Ensure Your Emails Hit the Prospect’s Inbox, how and why you need to use content to help your deliverability, how he improves his team open rate, and how you can switch your outbound approach from the “me driven” to “them driven”. Resources from the episode: The Ultimate List of 394 Email Spam Trigger Words to Avoid in 2021 Follow Jed: His LinkedIn: https://www.linkedin.com/in/outboundsales/ His newsletter: https://jed.substack.com/ ---- For more prospecting and sales development tips, join 1'657 SDRs getting the newsletter here: https://sdrgame.substack.com/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe | |||
| 26 Nov 2023 | 47. PLG Prospecting Playbook: Strategies from a Top-Performing SDR - Dorothy Huynh, SDR at Gretel.ai, and SDR Coach at SDR Nation | 00:30:51 | |
4 things you'll learn in this episode:
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:
Connect 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 | |||
| 11 Sep 2024 | OK2: Don’t Send A Cold email ’til You Listen to This Episode | 00:07:45 | |
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 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 | |||
| 26 Jan 2025 | OK16: How this BDR smashed the record: 37 meetings in month 1, 2x the old record - Jacob McLeod, BDR, Customer Expansion at Nextiva | 00:38:22 | |
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) --- Chef's specials: - Preparation before day one determines month one success - Systems beat motivation in sales performance - Top performers organize differently than average reps In this episode: A masterclass in SDR excellence with Jacob McLeod, who shattered Nextiva's onboarding record by booking 37 meetings in his first month, double the previous record. We dissect his pre-day-one preparation, systematic approach to prospecting, and the mindset that separates top performers from average reps. Whether you're starting a new sales role or looking to level up your game, this episode is your blueprint for accelerated success. --- Here’s more context on Jacob’s team: They’re not doing cold outbound on customer acquisition. Their focus is outbound for customer expansion: reaching out to existing customers to drive more growth. --- Who is Jacob McLeod? BDR on the Customer Expansion team at Nextiva Connect with Jacob: On LinkedIn https://www.linkedin.com/in/jacob-mcleod-b80a69198/ --- 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) Thoughts on the Record (00:52) Background and Transition to Sales (01:10) Discovering the Record and Setting Goals (02:54) Strategy and Preparation Before Day One (05:26) Onboarding and Early Challenges (09:24) Organizing and Managing Time Effectively (18:35) Creative Approaches to Booking Meetings (22:28) Proudest Meeting and Handling Big Accounts (29:32) Staying Motivated and Consistent | |||
| 21 Jan 2024 | 55. The Cold Calling Playbook for 2024: How to Book More Meetings on the Phone - Tips from an Elite Cold Caller Who Closed 15M+ - ☠️ Belal Batrawy, Founder of LearnToSell.io | 00:34:18 | |
3 cold calling tips you'll learn in this episode for 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:
Connect with Belal on LinkedIn: https://www.linkedin.com/in/belbatrawy Join Belal newsletter: ☠️ Death to Fluff https://deathtofluff.substack.com Cold Call Worksheet: --- 📬 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 | |||