Hi all! Today we will reverse engineer the success of Mikey Pawell, from DocSend. I hate to admit it, but in this occasion I actually felt like Mikey was executing something 10x better than me. It was humbling to talk to someone whose figured out direct mail to this level. If I am the expert of Cold Calling, Mikey is the expert of Direct Mail.
If you want to join the series or nominate a colleague, please tag them in the comments or send me a message. We've already had Louise Trump, Allie Hudson, Jackie Lipnicki and Sam Silverman participate.
The topics covered, are indexed below. I have bolded my favorite answers. If you don't have 40 minutes to watch this, just jump around.
Without further ado, welcome Mikey!
0:00 -> Intros.
1:30 -> What is DocSend?
2:10 -> Team structure, reporting, tools. Small team, mostly outbound. Sales Nav, Outreach
5:30 -> Contact distribution across SDRs
7:10 -> Call scripts? Email Templates
8:20 -> What Mikey does to get better very day.
9:40 -> Meeting quota, Buyer Personas, and Quota.
13:10 -> Where Mikey gets Meetings from.
14:00 -> things Mikey has done to get meetings. MIND BLOWN!
16:00 -> How Mikey finds the information he needs to do direct mail.
17:20 -> An example of how Mikey would personalize a direct mail campaign to me.
21:30 -> COLD OUTBOUND WORKS! Customers close that had no intent to buy, but Mikey identified them as good targets and eventually closed a deal!
23:20 -> Having fun as an SDR. Be a giver! You'll get them excited
28:00 -> What keeps SDRs Happy. Salaries, and why SDRs try to get promotions very quickly.
32:20 -> Favorite Spiffs!