Outbound Kitchen - Sales Podcast (Ex SDR Game) (Elric Legloire - Outbound Chef)

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

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For more prospecting and sales development tips, join 2,611 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠

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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:

• Dropping sequences and emails for LinkedIn, voice notes, and cold calling


• Targeting new accounts


• LinkedIn Sales Navigator lists


• Prospecting triggers


• Video prospecting


• Follow-ups


• Cold calling: Overcoming fears, effective end-call strategies, and time management

(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/⁠

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Follow me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

For more prospecting and sales development tips, join 2'124 SDRs getting the newsletter here: https://sdrgame.substack.com/

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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:

• Contributed to the highest closed won quarter of all time in Q4 2022 in ARR


• Q4 Quota - 113%


• Quota: November 106%, October 146%, September 133%


• Sourced over $1 million in ARR


• Highest sourced closed won on the team


• Increased inbound meetings by 3x


• Booked the most meetings in August my first 2 weeks going live

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/
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Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

For more prospecting and sales development tips, join 2'368 SDRs getting the newsletter here: ⁠https://sdrgame.substack.com/⁠

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In this episode, I talk with 2 guests:

• Eric Iannello, Full Cycle AE (Account Executive) at Falkon


• Nick Phillips, Senior SDR (Sales Development Representative) at People Data Labs

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!

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Erick's stats:

• 16 consecutive months of exceeding quota in both pipeline generated and deals closed won


• Largest deal sources by SDR in company 20 year history - by cold call


• Featured in HYPCCCYCL e-book of unorthodox cold calling techniques

Nick's stats:

• Highest ramp of new hires in Q4


• Leading the team in social selling Q1 and Q2

Follow:

• Erick https://www.linkedin.com/in/eric-iannello/


• Nick https://www.linkedin.com/in/superdadnick/

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Follow me on LinkedIn: ⁠https://www.linkedin.com/in/elriclegloire/

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.

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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/

In today's episode, you'll learn about a revenue enablement leader:

• Day-to-day activities

  
  



• Challenges faced

  
  



• Metrics used

  
  



• How to prospect 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/

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📬 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/⁠⁠⁠⁠

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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

In this episode, we'll discuss:

• How to plan your week


• How to execute daily


• How to follow up properly

Celine Hoyle is a top BDR and BDR Team Lead at Mosaic.

Celine's performance:

• Q1 '24: #1 BDR (144% of quota)


• Q4 '23: #1 BDR (122% of quota)


• Q3 '23: Ramping (137% of quota)

Connect with Celine on LinkedIn:

https://www.linkedin.com/in/celine-hoyle-6588a117b/

Here’s more information about Celine’s accounts and buyer personas:

• ICP: B2B SaaS companies with 50-500 employees


• Persona: Finance leaders, and CFO


• Market: English-speaking countries

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Btw I already recorded 2 other episodes with the Mosaic team, listen to them here:

• Ashley Hamano, Senior BDR at Mosaic -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


• Matt Roberts, SDR leader at Mosaic⁠ - 1. Buyer personas, Multi-channel, prospecting Attribution, Tips for future SDR leaders and new SDRs

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📬 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

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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

Download his Sheet: Account Tracking and Opp Tracking

3 things you'll learn in this episode:

• How to Deep Dive into Each Target Account, Including Researching Competitors and Differentiators


• How to Personalize Outreach by Adding Human-Level and Business-Level Personalization


• How to Build Strong Relationships with Account Executives (AEs)

Join me in this episode as we unpack Austin Jouett's playbook about Account-Based Prospecting.

Austin is a Senior Enterprise Sales Development Representative (NAM region) at Intentify Demand

Austin's results:

• $2.8 million in generated revenue in less than two years.


• 2022 YTD attainment was 120% and YTD 2023 was 105% overall at Demandbase combined with Intentify Demand


• Top 30 under 30 Global SDR for 2023


• Demandbase top 60 SDR / SDR Leaders to follow


• Built out an entire SDR/AE account alignment process that improved efficiency and collaboration.

Connect with Austin on LinkedIn:

https://www.linkedin.com/in/austinjouett/

Subscribe to his ⁠DnA Prospecting Newsletter

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📬 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/⁠⁠⁠⁠⁠

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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

3 takeaways from this episode:

• When to send a connection request on LinkedIn


• How to use the native app of LinkedIn to send videos, and book meetings


• The 3 triggers that Caspian uses to start prospecting an account

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For more prospecting and sales development tips, join 2,741 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠

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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:

• Stayed on top in a large team of 30 reps


• Used LinkedIn to master the art of prospecting and relationship-building
  

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:

• LinkedIn Sales Nav


• Unicat - LinkedIn GIF comment picker https://chrome.google.com/webstore/detail/unicat-linkedin-gif-comme/mdklkilghglpihondfmedeefgfnpecbb


• LeadIQ or Apollo

Follow Caspian: ⁠ LinkedIn ⁠https://www.linkedin.com/in/caspian-lewke/

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Follow me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

In this episode, you'll discover the strategies of a successful Enterprise SDR:

• How to organize your day as an SDR


• How to use videos in your outreach


• How to adapt your outreach approach

Jacob Farmer is a Strategic Accounts SDR at Muck Rack.

Since he's joined Muck Rack:

• He sourced $5.86 million in pipeline, the highest in company history


• He brought in over $765,000 in annual recurring revenue, ranking among the top three reps.


• He consistently hit or exceeded his meetings held quota.

Connect with Jacob on LinkedIn

https://www.linkedin.com/in/jacobfarmer1/

Here’s more information about Jacob’s accounts and buyer personas:

• Segment: Enterprise with $500M+ in revenue and over 250 employees


• Personas: PR professionals


• Industries: All


• Market: North America

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📬 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

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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

In this episode, we'll discuss how to use AI to:

• Score and prioritize accounts.


• Research accounts.


• Prospect.

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:

• Segment: Enterprise, Fortune 500

• Personas: IT leaders

• Industries: All

• Market: North America

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📬 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

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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

If you missed part 1, listen to the episode here: https://link.chtbl.com/build-high-performing-sdr-team

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In this episode, you will learn 3 key things:

• Take ownership of the SDR hiring process and work closely with talent teams and agencies to find the best candidates.


• Write an engaging job description that emphasizes the role's benefits and appeal.


• Utilize scenario-based interview questions to gauge traits like extreme ownership and emotional intelligence.

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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

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📬 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

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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

4 things you'll learn in this episode:

1. How Mike writes cold emails.


2. What to do before sending emails


3. The mindset behind writing emails.


4. The framework for cold emails.

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:

• In his first 90 days at Lavender, Mike managed to book meetings with 87 out of 103 accounts only from cold emails.


• His email open rate stands at 65.3%.


• He has a 45.8% reply rate on cold emails.

Connect with Mike: ⁠https://www.linkedin.com/in/mikewander/⁠

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📬 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/⁠⁠

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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.

3 things you'll learn in this episode:

• How Katherina structure her cold calls

• How she focuses her calls on understanding her prospects and being present

• How to go after a new buyer persona

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:

• Achieved an impressive 133% of her sales target in Q3


• Exceeded expectations with 117% in Q2


• Started the year strong with 122% in Q1


• And already smashing her annual goal by crossing the 100% mark for FY2023

Connect with Katherina on LinkedIn: https://www.linkedin.com/in/katherina-tustea/

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📬 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/⁠⁠⁠⁠

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(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

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.

For more prospecting and sales development tips, join 1'808 SDRs getting the newsletter here: https://sdrgame.substack.com/

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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

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Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

3 things you'll learn in this episode:

• What you can do in your SDR role to prepare for the transition


• The transition


• After the promotion

Alex Nelson is an Enterprise Account Executive at Gainfront

• Before that, he was an AE at Pandadoc.

• Before getting promoted, he was a Top performing SDR at PandaDoc and won the 2021 President’s Club Gold Award winner

Connect with Alex: ⁠⁠https://www.linkedin.com/in/mynameisalex/

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📬 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/⁠⁠⁠⁠

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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

4 things you'll learn in this episode:

1. Multithreading prospecting


2. Booking meetings at prospects' offices


3. How to prospect at physical events


4. How he handles prospecting in different countries.

Luis Buitrago is Braze's top-performing Business Development Representative (BDR).

Luis' results:

• Overachieved quota 3 Qs in a row.


• Hit a historical record of most sales accepted opportunities in a Q.


• 125 ops in the first 10 months as a BDR.

Connect with Luis: https://www.linkedin.com/in/luis-buitrago-vallejo-876160161/

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📬 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/⁠

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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

For more prospecting and sales development tips, join 1'811 SDRs getting the newsletter here: https://sdrgame.substack.com/

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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:

1. You can't be picky anymore to join a company, build a list with LinkedIn and Peersignal.org


2. Use a data tool to find emails and phone numbers


3. Email and call the hiring manager and VP of Sales


4. Build a list of potential accounts & prospects for the company


5. Contact the CEO

His favorite resources:

• Podcast: 30 minutes to president club


• People on LinkedIn: Will Allred, Anthony Natoli, and Landon Meyer

Follow Florin: https://www.linkedin.com/in/florintatulea/

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Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

For more prospecting and sales development tips, join 1'795 SDRs getting the newsletter here: https://sdrgame.substack.com/

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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:

1. Build your personal brand & Post on LinkedIn 


2. Do your due diligence


3. Be proactive with your reference check

His 2 resources: 

• www.peersignal.org to find companies who are hiring & in growth mode. 


• https://layoffs.fyi/ to check if the company 

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/

3 cold calling tips you'll learn in this episode for 2024:

• How to prep your cold calling sessions


• The Anatomy of a Great Cold Call


• How to measure your cold calling success

----

Join me in this episode as we dive into Sheriff Shahen's lessons and insights on cold calling.

Sheriff has recently been promoted to an Account Executive (AE) role at Deel, previously serving as an Enterprise SDR.

Sheriff's achievements include:

• Making 100,000 cold calls throughout his career


• Generating $3.5 million in pipeline at Deel in 2023


• Q4 highlights: Achieving 113% of the SQO target and closing $140,000 in ARR

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

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:

#5: How this AE hit 400% SDR Quota with Social Selling (And Without a Single Cold Call) - Julia Carter (Episode #33)

#4: How this SDR achieved 530% quota, and booked 81 meetings in September 2023 just with cold calls - Will Falkenborg (Episode #45)

🥉: How to get an SDR job within 2 weeks (without sales experience) - Anand Gopinathan (Episode #7)

🥈: How This BDR Got 260% of her Quota and Rookie of the Quarter in Q1 (Top SDR Strategy): no sequences, no cold emails - Holly Allen (Episode #29)

🥇: How this AE averages a 45.8% reply rate on Cold Emails - Mike Wander (Episode #38)

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:

#10: The 3 Key Pillars: How Tito Bohrt Built 70+ SDR Teams and Sourced Over $100M in Revenue (Episode #42)

#9: How This Lowest-Performing SDR Became The Top-performing SDR - Maddie Hopkin (Episode #36)

#8: How This Enterprise BDR generated over $1.9M in pipeline in 12 months: LinkedIn sequence w/ 30%+ reply rate, and video prospecting - Devesh Tilokani (Episode #28)

#7: Top Enterprise SDR: time management, enterprise prospecting, cold calling, being relevant vs personalizing, top-down approach, and tips & tricks - Brad Norgate (Episode #13)

#6: Mastering LinkedIn Prospecting: How to Excel in a Team of 30 High Performing SDRs - Caspian Lewke, Gong (Episode #32)

3 things you'll learn in this episode:

• Understand the psychology of your prospects to tailor your approach effectively.


• Harness the power of A/B testing in sales to optimize your results.

• Tailor your communication based on your prospects' immediate needs and level of interest.

---

For more prospecting and sales development tips, join 2,844 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠

---

Lauren Aboud is Manager of Sales Development at Snowflake, specializing in the verticals of manufacturing, retail, and CPG.

She brings a diverse range of experiences from her background in operations, marketing, and people leadership.

This diversity helps her unique approach to sales, heavily focusing on understanding prospects' psychology, personalizing outreach, and creating urgency.

Lauren was a top-performing SDR at Snowflake.

[00:00:00] Top-performing SDR at Snowflake

[00:00:51] Outreach Strategies and Success in SDR Role

[00:03:52] Lauren Aboud on Balancing Personalization and Optimization in her Role at Snowflake

[00:05:43] Understanding the Difference Between Buyer Personas

[00:07:53] Understanding Industry-Specific Prospecting in Retail Manufacturing and CPG

[00:10:56] Sales Techniques and Prospecting Strategies in a Competitive Market

[00:17:51] Optimizing Sales Results through A/B Testing

[00:26:27] Engaging High-Level Prospects via Emails

[00:27:43] Effective call-to-action for prospect sales emails

[00:37:37] Utilizing Direct Messaging and the Importance of 'No' in Sales

[00:40:31] The importance of leveraging marketing counterparts

[00:41:57] Favorite Prospecting Tool - LinkedIn Sales Navigator

[00:43:29] Improving your Results as an SDR

[00:46:24] Success in Sales and Career Development

---

Connect with Lauren on ⁠LinkedIn: https://www.linkedin.com/in/laurenaboud/

—

Connect with me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

3 things you'll learn in this episode:

• How to Spot the key traits of successful SDRs.


• How to Build a Successful Outbound Strategy


• How to Define Your Ideal Customer and buyer personas

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

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/⁠

4 things you'll learn in this episode:

1. How Mike writes cold emails.


2. What to do before sending emails


3. The mindset behind writing emails.


4. The framework for cold emails.

Mike Wander is an Account Executive at Lavender and runs the "3-Min Sales School."

Despite describing himself as a mediocre salesperson and an average email writer, his results tell a different story.

Mike's results:

• In his first 90 days at Lavender, Mike managed to book meetings with 87 out of 103 accounts only from cold emails.


• His email open rate stands at 65.3%.


• He has a 45.8% reply rate on cold emails.

Connect with Mike: https://www.linkedin.com/in/mikewander/

---

📬 For more prospecting and sales development tips, join 3,011 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠

Connect with me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

---

Timestamps:

(0:00) The average email sales writer

(1:07) Booking 87 meetings in his first 3 months.

(2:53) Building your account list

(9:22) How to create your Point of View

(13:58) Effective triggers to use in your outreach.

(15:34) Insights into executives inboxes

(19:12) Crafting effective Subject lines

(20:26) Overcoming the Mental Spam filter

(22:32) Tying your triggers to challenges and how you can help.

(25:16) The balance between creativity and following Mike's process.

(26:47) Other cold emails frameworks

(28:00) How to leverage your research in your outreach

(29:24) Tips to improve your cold email reply rate.

(30:20) The most common mistake in cold emailing.

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/

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/

4 things you'll learn in this episode:

1. How to start a founding BDR role


2. What I'm reading right now


3. 11 Resources That Will Teach You All You Need to Know About Prospecting


4. Prospecting on LinkedIn: Finance, Engineers, and Security personas

---

I need your feedback to level up the SDR Game: https://tally.so/r/woeOkN

If you have questions and want me to tackle them on the show here's the link: https://tally.so/r/mJpXdJ

---

📬 For more prospecting and sales development tips, join 3,171 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠

Connect with me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

---

Timestamps:

(0:00) Intro

(2:52) Update on my current role

(3:41) Update on the SDR Game

(10:04) How to start a founding BDR role

(37:17) What I'm reading right now

(39:01) 11 Resources That Will Teach You All You Need to Know About Prospecting

(50:37) Prospecting on LinkedIn: Finance, Engineers, and Security personas

Read the written version of the Cold Email Deconstruction here.

---

Ask: Submit your questions here

---

When you're ready

📫 Subscribe to the newsletter

👨‍🍳 Want to work with me? Send me a DM

Connect with me

📌 Connect on LinkedIn

📹 Subscribe on YouTube

🐦 Connect on X

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
(6:45) - Analyzing a Real Cold Email Example

(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

Grab the prompts we used in this episode here.

---

Ask: ⁠⁠Submit your questions here⁠⁠

---

When you're ready

⁠⁠📫 Subscribe to the newsletter⁠⁠

⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠

---

Connect with me

⁠⁠📌 Connect on LinkedIn⁠⁠

⁠⁠📹 Subscribe on YouTube ⁠⁠

⁠⁠🐦 Connect on X ⁠

Chapters

(00:00) Overwhelmed by Research?

(01:04) 3 Reasons to Choose Perplexity Over GPT or Google

(02:02) How NOT to Use Perplexity

(02:55) Using Perplexity for Effective Account Research

(03:27) Example 1: Researching a Private Company (Nooks)

(10:30) Example 2: Researching a Public Company (Eventbrite)

3 takeaways from this episode:

• Usual objections when prospecting to founders, CEO, HR leaders, and CFOs, and how to overcome them


• The "Inception Method"


• How to manage your time while cold calling

—

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/

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:

• Pipeline created in 6 mo: $1.6M


• $320k closed/won since starting in July 22’  


• 7/8 mo exceeded quota (month missed quota was 1st ramped month)  


• 122% of quota Q4 = $772k pipeline created in Q4  


• Set record for most opportunities/meetings booked in 2nd-month ramp as a rep (12 booked / 10 ops)  

We talk about her days in the life of a Senior BDR: 

• Her ICP, and buyer personas: CFOs and finance leaders


• Her quota: 9 opportunities per month 27 in a quarter 


• Her KPIs, and her day to day


• How she picks an account


• How to find the tools your prospects use


• Her process to go after a new account 


• The different sequences she uses


• How she ranks her prospects


• How she books meetings with emails and her best email


• How she ranks her touchpoints into a cadence


• How she uses LinkedIn to book meetings


• How she uses Qualified - chatbot to book meetings with her prospects


• How she’s scaling her process

Follow Ashley: https://www.linkedin.com/in/ashleyhamano/

—

Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

3 things you'll learn about outbound sales in 2024:

• The 10 rules of outbound


• What's working for Harry


• And what I'm working on with outbound at Agorapulse

---

Harry Sims is the SDR Leader at Scratchpad.

Harry has been working in sales for the past 12 years and leading/building SDR teams for the past 7 years.

Connect with Harry on LinkedIn

https://www.linkedin.com/in/harry-sims77777/

Subscribe to Harry's newsletter: https://www.personal-prospecting.com/

---

📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

---

Chapter

(00:00) Outbound sales expert

(01:24) The Limitations of Playbooks and the Need for Autonomy

(06:07) Educating Prospects and the Importance of the First Meeting

(07:34) Understanding the Prospect's Awareness and Education Level

(08:32) Targeting the Buyer and Business for Effective Outbound

(10:30) Using Lawsuits and Technographic Data for Targeting

(12:28) The Importance of Targeting in Outbound

(20:06) Generating Ideas for Messaging through Customer Feedback

(23:27) Gathering Insights from Customer Calls and Interviews

(26:49) Using Champion Data and Referrals for Targeting

(30:11) Tracking and Enriching Data for Effective Outbound

(32:32) The Experimental Nature of Outbound and the Future of Personalization

In this episode, you will learn 3 key things:

• The importance of hiring the right people to build a high-performing SDR (Sales Development Representative) team.


• How creating a team culture and playbook can align behaviors and drive high performance.


• The significance of understanding individual goals and linking them to sales performance to boost motivation and commitment.

---

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

3 things you'll learn in this episode:

• How to become a top performer.


• How to identify your Ideal Customer Profile using your CRM reports.


• How to quantify pain points during discovery calls

Join me in this episode as we unpack David Sánchez's journey to becoming the top-performing BDR at Aircall.

David's results:

• First BDR at Aircall to reach the Expert BDR position.


• Created $1.75M ARR in outbound sourced pipeline.


• Sourced $400k ARR in Closed Won Revenue.

Connect with David on LinkedIn:

https://www.linkedin.com/in/saleswithdavid/

---

📬 For more prospecting and sales development tips, join 3,601 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠

Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠

---

(0:00) Hybrid BDR/AE

(02:25) Becoming a Top Performing BDR at Aircall

(03:23) Identifying Ideal Customer Profile and Pain Points

(06:14) Understanding Conversion Rates by Country

(07:43) Factors Affecting Conversion Rates in Different Countries

(09:38) Using Keywords and Reports in Salesforce for Targeting

(13:04) Learning from Top Performers at Aircall

(14:46) Territory and Account Management

(17:38) Becoming an Expert BDR

(20:28) Using Alerts and Buying Triggers

(22:51) Keeping Track of Alerts and Triggers

(24:20) Prioritizing Leads and Prospects

(25:20) Quantifying Pain Points

(29:32) Approach to Discovery Calls

(36:13) Quantifying Pain Points During Discovery

(39:32) Advice for Aspiring Top Performers

(47:00) Closing and Conclusion

4 things you'll learn in this episode:

• How Brad manages his time


• The 4-step cold calling framework


• Personalizing vs being relevant


• The top-down approach

Brad Norgate is Senior Enterprise Sales Development Representative at @Cognism.

We talk about his days in the life on an Enterprise SDR, his approach to enterprise prospecting, cold calling process, thoughts on being relevant vs personalizing, and his top-down approach to enterprise accounts.

At the end, Brad shares his favorite resource: Gong, and 2 tips for other enterprise SDRs.

Connect with Brad Norgate:

⭐️⭐️⭐️⭐️⭐️

Leave a review on Spotify

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📬 For more prospecting and sales development tips, join 2,951 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠ 

Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

TIMESTAMPS:

(0:00) Top enterprise SDR
(1:22) Buyer personas, KPIs, quota, etc
(10:41) Time management
(22:00) Cold call framework & script
(31:28) First call
(33:17) Personalizing vs being relevant
(35:43) Top-down approach
(38:23) Favorite SDR resource
(40:10) 3 advice for new Enterprise SDRs
(42:40) 1 advice to ignore

3 takeaways from this episode:

• How to find your prospects' communities


• The balance of building value vs asking for a meeting


• Social selling = 75% of the time is engaging with your prospects

—

Resource from the episode:

List of people to follow on LinkedIn

—

For more prospecting and sales development tips, join 2,684 SDRs getting the newsletter here: ⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠

—

Welcome to Episode 30, our first episode of the mini-season focused on social selling.

Where we dive into the dynamic world of a top-performing BDR Leader, Monica McIlroy of BizDevLabs.

Monica has revolutionized the art of social selling, achieving remarkable success across diverse industries such as developer marketing, robotics and GTM leaders. She's not just playing the game, she's changing it.

Join us as we deep dive into:

- The power of prospect communities and strategies to find them
- Mastering LinkedIn for effective prospecting and crafting compelling connection requests
- Utilizing Twitter for social selling and the triggers that can amplify your success
- The journey from connection to booking a meeting: timeframes, strategies, and building value
- A success story that showcases the transformative power of social selling
- Tips and tricks to learn and master social selling, straight from the expert herself

(0:00) Intro
(1:28) The Communities of Your Prospects
(5:50) The Art of Finding Prospect Communities
(7:11) Mastering LinkedIn: Effective Prospecting Strategies
(12:22) Social Selling Triggers: The Secret Sauce
(15:59) A Success Story in Social Selling
(18:20) The Perfect LinkedIn Connection Request
(19:53) Prospecting Text Messages
(21:01) The Journey to a Meeting: Timeframes and Strategies
(22:46) The Balancing Act: Asking for a Meeting vs Building Value
(23:36) Social Selling: The Power of Engaging with Prospects
(27:35) Monica's Top Tips to Master Social Selling

Follow Monica: ⁠
LinkedIn https://www.linkedin.com/in/mmmcilroy/

—

Follow me on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

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

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

3 things you'll learn in this episode:

• How Will manage his time to make 160 calls per day

• How he research his accounts and prospects


• You'll get more context about Will day to day, ICP, buyer personas, etc.

William Falkenborg is a top SDR (Sales Development Representative) at HG Insights

Will's results:

• He set a new all-time record on ⁠HG Insights⁠' SDR team with 403% with 77 outbound meetings booked


• In September he’s trending to get 530% of quota with 80 meetings booked


• Hours of account research + 160 dial/day avg

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/⁠⁠⁠

3 things you'll learn from the playbook of a top cold caller in 2024

• How to meet your prospects in the buyer's pyramid


• Sam's favorite cold-calling opener


• How to engage prospects and encourage them to ask questions.

Join me in this episode: Sam shares his cold calling playbook and discusses his approach to cold calling as a top performer.

Sam Byassee is a cold caller at Apex Revenue.

In the past 6 months at Apex Revenue, Sam:

• 100% 1:1 convos over the phone


• Booked 200 Meetings


• 870 Activated Leads: The prospect requested more info and a follow-up


• 3,200 completed Conversations: confirm the right person, get through a pitch, and place the prospect into the proper bucket

Connect with Sam on LinkedIn:

https://www.linkedin.com/in/sam-byassee-72b009152/

---

📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

--

Chapters

(00:00) Cold Caller
(01:24) Learning from Apex Revenue
(03:43) Detaching from the Outcome
(06:07) Segmenting the List
(08:05) Account Segmentation
(09:58) The Role of Apex Revenue
(13:46) The Cold Calling Opener
(15:39) Dissecting a Cold Call
(21:20) Engaging Familiar Prospects
(21:49) Building Genuine Interest
(22:16) Adapting to Engage the Prospect
(23:14) Skipping Parts of the Script
(24:09) Handling Objections
(24:39) Tracking Call Dispositions
(25:06) Updating Call Results
(25:36) Follow-up Strategies
(26:04) Common Objections
(26:28) Understanding the Prospect's Needs
(27:27) Keeping the Prospect Talking
(27:55) Boosting the Prospect's Confidence
(28:52) Listening to Calls for Improvement
(29:21) Flipping 'Not Interested' to 'Not Now'
(30:19) Tracking Conversations and Activated Leads
(31:17) The Four I's: Info, Intrigue, Intent, Interest
(32:14) Improving the 'Not Interested' Metric
(32:43) Asking Better Questions
(33:10) Working on Openers and Delivery
(34:06) Listening to Calls for Breakdowns
(35:34) Understanding the Prospect's Needs
(37:29) Avoiding Pitch Slapping and Feature Dumping
(39:21) Trusting the Prospect's Timing
(40:19) Focusing on Problems, Not Features

4 things you'll learn in this episode:

• How to go from lowest performing SDR to top performer


• Top SDR habits


• The strategy of multithreading prospecting


• How to Prospect on LinkedIn

Maddie Hopkin is the Top performer and Enterprise Sales Development Representative at Cognism

But the thing is Maddie started out as the lowest-performing SDR.

And became the top-performing SDR.

With her process: she became the highest performing UK SDR, was SDR of the Quarter for Q1 and Q2, at 160% vs target in Q2.

Since joining Cognism in September 2022, she's created 1.8m in pipeline and created 960k in Q1 alone.

Connect with Maddie: https://www.linkedin.com/in/madeleine-hopkin-002053144/

---

📬 For more prospecting and sales development tips, join 2,911 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠

---

Connect with me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

---

Timestamps:

(0:00) The Top-Performing SDR at Cognism

(1:01) The challenges faced when Maddie was struggling

(2:19)The process to overcome being the lowest-performing SDR

(6:57) The Moment when Maddie started to see her results improved

(8:42) Listening to the cold call recordings

(10:55) Tips from her mentors

(13:30) Daily routine to help in the transformation

(15:42) Multithreading prospecting

(17:08) How to use WhatsApp in your process

(19:16) Differences between commercial and enterprise prospecting

(20:32) Strategy to go after a 400 000 people account

(24:20) Tips for struggling SDRs

Episode #3: My Journaling Journey - My Lessons on SDR Leadership in 2023:

• Team Layoffs

• The Evolution of the SDR Model

• Hiring Strategies

• SDR Creators

Send me a message on LinkedIn to let me know what you think about the episode: ⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠⁠⁠

---

📬 For more prospecting and sales development tips, join 3,722 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

--

Chapters:

(00:00) SDR Leadership lessons

(00:28) Lesson 1: SDR Team Layoffs

(05:19) Lesson 2: The Evolution of the SDR Model

(09:08) Lesson 3: Hiring Strategies

(11:35) Lesson 4: SDR Creators

3 takeaways from the episode:

• How to use a 10k report within 15 min


• Prospecting above and below the power line


• 1 Email TEMPLATE to get executives' attention

---

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/

Episode #2: My Journaling Journey - The Six Biggest Takeaways on Prospecting in 2023:

• LinkedIn


• Focusing on Accounts


• Business Impact


• Having a Point of View


• A/B Testing and Analytics


• AI

Send me a message on LinkedIn to let me know what you think about the episode: ⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠⁠

---

📬 For more prospecting and sales development tips, join 3,722 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠

--

Chapters:

(00:00) My 6 biggest takeaways

(01:56) 1: LinkedIn

(04:18) 2: Focusing on Accounts

(06:16) 3: Business Impact

(10:02) 4: Having a Point of View

(15:37) 5: A/B Testing and Analytics

(20:24) 6: AI

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:

• Dropping sequences and emails for LinkedIn, voice notes, and cold calling


• Targeting new accounts


• LinkedIn Sales Navigator lists


• Prospecting triggers


• Video prospecting


• Follow-ups


• Cold calling: Overcoming fears, effective end-call strategies, and time management

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/⁠

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:

• 11/12 months exceeded quota (missed quota in August, French holidays)


• Overall 182% Quota achievement since I joined (from 80% to 260%)


• N°1 rep in pipeline created with USD >24 million $


• Set company record for Senior SDR promotion in 5 months

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/
—
Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

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

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

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:

• 135% avg. achievement on opportunity targets (last 10 months)


• 86% meeting-to-opportunity rate through deep account research & strategic targeting


• 15+ C-level meetings with the biggest French companies (+10bn in Revenue) via outbound prospecting, and 50+ VP/SVP meetings

Follow Yann https://www.linkedin.com/in/yann-merlaud/

—

Follow me on LinkedIn: ⁠https://www.linkedin.com/in/elriclegloire/

3 things you'll learn in this episode:

• How Will structures his cold calls

• How to have fun when cold calling


• How to handle objection with analogies

William Falkenborg is a top SDR (Sales Development Representative) at HG Insights

Will's results:

• He set a new all-time record on HG Insights' SDR team with 403% with 77 outbound meetings booked


• In September he’s trending to get 530% of quota with 80 meetings booked


• Hours of account research + 160 dial/day avg

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
(1:19) Email Ban Reaction & Pivot
(4:32) From 83% to 530% - Key Techniques
(6:43) Cold Call Structure
(11:34) Pre-Call Research
(14:14) Research Efficiency
(18:27) Using Analogies for Objections
(22:43) Closing on a 'Yes'
(24:01) Enjoying Cold Calls
(26:08) Call Duration Insights
(27:13) Quantity vs Quality
(28:47) Handling Low Performance
(30:28) Cold Call Tonality
(31:48) Pushing Past 530%
(34:07) Facing Imposter Syndrome
(36:46) Cold Call Pro Tips

3 takeaways from this episode:

• Asking who’s the right person to talk with


• When do you pitch vs build relationships with social selling


• Different types of messages you can use on LinkedIn

—

For more prospecting and sales development tips, join 2,711 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠

—

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: ⁠
LinkedIn ⁠https://www.linkedin.com/in/mmmcilroy/⁠

—

Follow me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

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.

3 takeaways from this episode:

• How to use visuals in your outreach


• Using automated emails to be relevant, no personalization


• How to add value to your prospects

—

For more prospecting and sales development tips, join 2,768 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠

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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:

• Bypassed traditional methods: She didn't resort to a single cold call and yet achieved these fantastic numbers.


• Automated her outreach: Julia designed successful sequences with a staggering 30-45% open rate, reaching out to more than 3,000 prospects at a time.


• Made a name in full-cycle sales: Transitioned into a full-cycle AE role and continued to excel. In Q1 alone, she closed 13 deals, sourcing almost 62% of them herself.


• Used Visuals and LinkedIn: She leaned heavily into social selling, LinkedIn Boolean searches, visuals, and automated cold emails to achieve her goals.

(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/⁠

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/

In this episode, we'll discuss:

• Prospecting current customers and prospects


• The signals John uses to reach out to his accounts


• Strategies for engaging an industry that is not very active on LinkedIn

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

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📬 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

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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

4 things you'll learn in this episode:

• How to send cold emails that get replies


• How Deb turned his LinkedIn profile into an inbound channel


• The bottom up approach


• How to use communities

Deb Saha is the Top performer within the APAC BDR Team at 6sense.

But Deb approaches his outreach differently than your typical SDR.

He’s found a way to stand out: his bottom-up prospecting approach.

With this strategy, he books 60-70% of his meetings.

---

📬 For more prospecting and sales development tips, join 2,844 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠

---

(0:00)Top performing SDR at 6sense

(0:53) Trigger-events for prospecting

(5:42) Structure of a cold email

(9:31) Example of a successful cold email

(13:46) Deb and Subject lines

(15:45) How to use LinkedIn when you sell to BDRs and SDRs as an inbound channel

(17:25) Examples of LinkedIn posts

(18:45) Bottom-up approach

(22:25) Conversations with SDRs

(24:42) How to leverage the information

(25:45) How to use communities for prospecting

(29:50) How to find messages relevant to your product on Slack

(30:47) Favorite resource

(33:07) Favorite tool

(33:58) Tips for SDRs

Connect with me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠

Today I try a new format: journaling where I share 4 lessons I've learned about sales career in 2023.

• Job market and Remote Hiring


• Skill Development


• Managing Up


• Problem Identification

Send me a message on LinkedIn to let me know what you think about the episode: https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠

---

📬 For more prospecting and sales development tips, join 3,648 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠

---

Chapters:

(0:00) 4 lessons about Sales Career

(2:51) Job Market and Remote Hiring

(8:56) Skills Development

(14:32) Managing Up

(20:02) Problem Identification

3 essential tips for landing an SDR role in 2024:

• How to handle mock calls and improve your performance.


• How to receive a job offer even after initial rejection.


• How to leverage company information effectively during the hiring process.
  

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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:

• Landing her first SDR position without any prior sales experience or network.


• Securing a BDR role at GitLab, a company valued at $11.05 billion.

Connect with Sam on LinkedIn:

https://www.linkedin.com/in/samqnguyen/

---

📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠⁠

---

Chapters

(0:00) Get an SDR Job

(03:00) Discovering Tech Sales

(06:00) Preparing for the Interview

(10:00) Stand Out in the Hiring Process

(15:00) Using Research to Impress

(18:00) Staying in Touch After Rejection

(23:00) Avoiding the Mass Easy Apply Approach

(25:00) Persistence Pays Off

3 things you'll learn from a hiring manager to land an SDR role in 2024

• What are the key skills assessed


• Tips on how to stand out from the crowd.


• And the common mistakes and how you can avoid them

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:

• Interview 700+ candidates


• Hired 60+ SDRs

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

For more prospecting and sales development tips, join 1'782 SDRs getting the newsletter here: https://sdrgame.substack.com/

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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/

3 things you'll learn about cold outbound LinkedIn messages:

• Common mistakes in cold outreach.


• The importance of research before sending the message.


• Revamping your approach to start a conversation.

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

3 things you'll learn in this episode:

• The different prospecting sequences used by Stone


• How he creates prospecting messaging


• How to prospect security personas

Stone Gomez is Drata's top-performing Sales Development Representative (SDR).

Stone's results:

• Crushed it with 150% in Q1.


• Did it again in June with 150%.


• And yep, hit 100% more than once.

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

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/

3 Things You'll Learn About Sending Prospecting Videos on LinkedIn to Improve Your Efficiency:

• What to include in your prospecting videos


• What to say in your video


• When to send a video
  

----

Here's one example of a video that Kayla uses, and you can start using now.

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Join me in this episode as we dive into Kayla's strategies and techniques for booking meetings with prospecting videos on LinkedIn.

Kayla Cytron-Thaler is a Partner Development Manager at Drata.

Kayla's notable achievements on her journey include:

• Sending more than 5,000 prospecting videos


• Now sends around 200 per month at Drata

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 Anand's guide: SideDoor into SaaS Sales here
⁠https://gumroad.com/a/500976339/xlwwbj ⁠

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/

In this episode, we'll discuss:

• How to plan your week


• How to execute daily


• How to follow up properly

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:

• Segment: Enterprise (5k+ employees)


• Personas: DevOps, tech leads, CTOs, e-commerce, back-end and front-end engineers


• Industries: She doesn't focus on specific industries


• Market: French market

----

📬 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

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/

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:

• Created $2.5M in pipeline since Feb 2022


• Hit/Exceeded Target for 13 months consistently: between 100 and 166% vs Target


• Set record for being promoted from Commercial to Senior Enterprise SDR within 5 months


• Presidents Club 2022 Winner

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/

—
Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

In this episode, you will learn 3 key things:

• Is leadership right for you?


• The transition from being an IC to a leadership role


• Tactical tips and insights from KD on leadership

---

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:

• At Bench, he led the team to their first $1M ARR month, tripling their customer base.


• At PatientPop, he expanded the team to over 170 members, doubled conversion rates, and tripled the sales pipeline.


• At ServiceTitan, he successfully grew the team from 20 to more than 70 in just one year.

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:

• Radical Candor by Kim Scott


• Sales Manager Survival Guide by David Brock


• Cracking the Sales Management Code by Jason Jordan


• The Connector Manager by Jaime Roca, and Sari Wilde

---

📬 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

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)
5:35 - Solving pain points: how Pigment addresses customer needs
8:16 - Setting KPIs and Goals
9:41 - Andres' effective prospecting triggers
13:43 - Mastering time management
17:00 - Cold calling tips
19:21 - Strategies for learning about buyer personas
24:01 - Maximizing results through multithreading
29:45 - Cold Calling
31:34 - Toughest meeting booked
33:16 - Favorite SDR Resources
35:00 - Top SDR tools
37:30 - Advice for new SDRs

Follow Andres https://www.linkedin.com/in/andresdefrutosz/

—

Follow me on LinkedIn: ⁠⁠https://www.linkedin.com/in/elriclegloire/

Grab the “Q4 Calculator” spreadsheet here.

---

Next up, check out this episode: How to use Perplexity AI for outbound

---

Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠

---

When you're ready

⁠⁠⁠📫 Subscribe to the newsletter⁠⁠⁠

⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠

---

Connect with me

⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠

⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠

⁠⁠⁠🐦 Connect on X ⁠⁠

Chapters

(00:00) Finish 2024 Strong

(00:34) Step 1: Analize Q3

(02:05) Step 2: Plan Q4

(04:03) Step 3: Time block

(05:16) Step 4: Quantify your activities

(7:03) Step 5: Keep testing

For more prospecting and sales development tips, join 1'852 SDRs getting the newsletter here: https://sdrgame.substack.com/

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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
22:00 Cold call framework & script

31:28 First call

33:17 Personalizing vs being relevant

35:43 Top-down approach

38:23 Favorite SDR resource

40:10 3 advice for new Enterprise SDRs

42:40 1 advice to ignore

—

Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

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:

1. Update your resume and stand out: put your headshot, and use colors to catch the eye of the hiring manager


2. Update your LinkedIn profile: do you care about your external appearance?


3. Ask great questions: don't ask the same questions as everyone is doing and Jack gives examples of great questions

His resource:

• His Article: How To Break Into SaaS: A Guide To Landing An SDR Role

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/

In this episode, I share 7 tips to help you prospect during the summer slowdown.

I've learned them after 5 years of prospecting, and being a top performer at 4 different tech companies

The newsletter mentioned in the episode to adjust your daily goals: How to prep Q3 to smash quota: SDR Game Plan with AI

⭐️⭐️⭐️⭐️⭐️

Leave a review on Spotify

Leave a review on Apple Podcasts

--

📬 For more prospecting and sales development tips, join 2,951 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠

Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

--

Timestamps:

(0:00) How to prospect during the summer slowdown

(0:37) Tip 1: Reach out to Low-hanging fruits

(⁠4:03) Tip 2: Rank your accounts

(⁠⁠5:11) Tip 3: Stop thinking that no one is going to reply

(⁠⁠5:23) Tip 4: Send emails to get OOO replies

(5:53) Tip 5: Leverage the OOO replies

(6:48) Tip 6: Adjusting your daily goals

(7:13) Tip 7: Frontload the season

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/

4 things you'll learn in this episode:

• The importance of data leverage, customer pain-point understanding, and meeting customers in their buyer journey.


• How to accomplish tiered prioritization of accounts based on product usage.

• Insights on unifying data sources, mining new insights, and building useful reports for PLG (product-led growth).


• Dorothy's personal experience and essential approach towards account expansion and buyer enablement.

Join me in this episode with top-performing Sales Development Representative Dorothy, as we unpack the power of PLG (Product-Led Growth) strategy in sales.

Dorothy's results:

• Ent SDR at DemandBase: $786,875 in qualified pipeline generated within 2.5 months


• Lavender: Generated $1,350,501 in pipeline for SMB, MM, & ENT segments, Co-wrote Account Based Cadencing with Will Allred


• Top 100 Powerful Women In Sales 2023


• Top 25 SDRs To Follow 2022

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.

Ask: ⁠Submit your questions here⁠

---

When you're ready

⁠📫 Subscribe to the newsletter⁠

⁠👨‍🍳 Want to work with me? Send me a DM

---

Connect with me

⁠📌 Connect on LinkedIn⁠

⁠📹 Subscribe on YouTube ⁠

⁠🐦 Connect on X

Chapters

(00:00) The Problem with Traditional Cold Outreach Approaches

(00:11) Flipping the Script: The Value-First Cold Outreach

(00:50) Real-World Application: Prospecting for a SaaS busines

(01:53) Building the Campaign: Targeting Competitors

(04:57) Crafting the Cold Outreach Message

3 cold calling tips you'll learn in this episode for 2024:

• Understanding the purpose of outbound, and cold calling is crucial


• How to get prospects talking on cold calls with his 4-part framework for successful cold calls


• How to build credibility and authority with cold calling in 2024

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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

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Join me in this episode as we unpack Belal Batrawy's playbook about cold calling.

Belal is the Founder of LearnToSell.io and the Creator of ☠️ Death to Fluff.

Belal's results:

• Personally closed 15m+ in sales through cold calling


• Top1 FM LinkedIn Sales Star


• Salesforce Top Sales Influencer

Connect with Belal on LinkedIn:

https://www.linkedin.com/in/belbatrawy

Join Belal newsletter: ☠️ Death to Fluff

https://deathtofluff.substack.com

Cold Call Worksheet:

https://www.linkedin.com/posts/belbatrawy_mic-drop-cold-call-worksheet-learntosellio-activity-7104176020257181696-ACM0

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📬 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/⁠⁠⁠⁠⁠⁠

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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

I've been invited by Reply to talk at Sales Development Excellence ’22  about how to coach, train, and mentor your SDR team to drive results in 2022, with David Bentham, Director, Sales Development of Cognism, and Jared Robin, Founder at RevGenius. 

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For more prospecting and sales development tips, join 1'839 SDRs getting the newsletter here: https://sdrgame.substack.com/ 

Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ 

In this episode, we'll discuss:

• The differences between a dedicated SDR model and a scaled model


• How to develop a scaled model from the ground up


• The essential tools and infrastructure required

Collin Stewart, the CEO of Predictable Revenue. Here's what Collin has done:

• Bootstrapped Predictable Revenue to millions in revenue


• Expanded the revenue team to 11 members


• Grew three companies from zero to $1 million as only sales hire

Connect with Collin on LinkedIn

https://www.linkedin.com/in/collinstewart/

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📬 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

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Chapters

(00:00) Opening Remarks

(03:19) Optimizing for Profitability in Sales Development

(06:15) De-risking the SDR Model for Clients and SDRs

(13:31) Tools and Infrastructure for the Scale Model

(23:30) Increasing Call Volume with Parallel Dialers

(25:49) The Importance of Personalized Outreach and Flexibility

(29:35) Scoring Accounts Based on Tech Stack and Other Factors

(39:09) Testing and Iterating to Find the Most Effective Approach

Ready to join? Subscribe to The Tasting Menu newsletter today for $178/year (save 32%) or $22/month.

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Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠

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When you're ready

⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠

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Connect with me

⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠

⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠

⁠⁠⁠🐦 Connect on X ⁠⁠

Chapters

(00:00) Intro & 2 announcements

(02:21) Framework One: The Agoge Sequence

(05:00) Framework Two: The Becc Holland Sequence

(08:06) Framework Three: Combo Prospecting

Hey friends and welcome to The SDR Game. (Don’t forget to subscribe so you don’t miss the first episodes)

Launch date: 10/26/22.

In this podcast, you'll get tips and practical tactics that work best TODAY about prospecting, and sales development.

The content is a mix of solo episodes, Q&A, and chats with B2B SDR leaders, and SDRs.

In this episode, I answer 3 questions:

• Why should you subscribe to this podcast


• Who I am


• Why I’m doing this

I'm Elric and in the past 5 years, I’ve prospected. and 1 year leading SDR teams.

Today I lead the Enterprise SDR team at Chili Piper, and run the SDR game newsletter.

Links to subscribe:

• Spotify


• Apple Podcasts 


• My YouTube channel