There are few SDRs out there that can claim to have as much success as Jeremy Leveille, from LeadIQ. Jeremy constantly blows past his quota and the month before this interview (long overdue to be posted) had gotten 69 demos in one month.
Jeremy's impressive work got him to win the "Best SDR of 2018" award at the Sales Development Conference. I was lucky to share the stage with him with the "Best SDR Leader of 2018".
The topics covered, are indexed below the video. I have bolded my favorite answers. If you don't have 45 minutes to watch the whole interview, just jump around.
If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate.
Welcome Jeremy!
0:00 -> Intros
2:18 -> What is LeadIQ?
3:50 -> Day-to-day at LeadIQ. Inbound vs. Outbound vs. Events.
6:25 -> How do you measure success? What is your quota?
8:10 -> What is Jeremy's Secret sauce to get to 40+ meetings constantly?
10:50 -> How did Jeremy learn to be this good?
"That half an hour [of call coaching session with my manager] is the single thing that got me better at sales more than anything" - Jeremy L.
14:50 -> What is your current strategy for outreach?
17:00 -> [Tito's] Humanization of Sales
19:00 -> How Jeremy finds commonalities with prospects.
19:50 -> How Dancing Bananas and rap videos break patterns and get you meetings.
24:30 -> Should entry level SDRs do this? or what do you recommend?
26:00 -> What are your activity metrics? How many calls and emails and social?
27:00 -> How are you leveraging LinkedIn?
30:45 -> What do you recommend for new SDRs?
34:00 -> Understanding your buyer persona and adapting to it
35:30 -> The evolution of Sales Development
38:50 -> The LeadIQ team structure and ACV?
41:20 -> What tools do you use?
42:20 -> What's kept you as an SDR for a long time? SPIFFs or other incentives?
44:10 -> How to connect with Jeremy!