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--
In this episode, we'll discuss:
- The different outbound sequences Teddy uses
- His cold-calling framework
- How to use your analytics and reports to improve your results
Teddy Frank was a top-performing SDR @ Atrium
Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%.
Connect with Teddy on LinkedIn
https://www.linkedin.com/in/teddy-frank-690b501b7
Here’s a bit more info about Teddy's accounts and buyer personas:
- Personas -> 2nd Level+ Sales and RevOps Leaders (occasionally SalesDev)
- Industries -> Software Development, IT Services / Consulting, Computer / Network Security
- Org Size -> 51+ folks in sales org (ranges from 300 - 10k employees)
----
📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: Elric Legloire https://www.linkedin.com/in/elriclegloire
----
Chapters
(00:00) Top SDR
(03:54) Defining Top Tier Accounts
(07:18) Handling Objections and Referrals
(10:13) Call Calling Strategies for Booking Meetings
(11:10) Philosophy for Booking Meetings with Directors and VPs
(12:05) Structuring the Cold Call Pitch
(14:24) Using Relevant Statements and Assumptions
(15:22) Pain and Solution Statements in the Pitch
(18:47) Going for the Close in the Pitch
(20:15) Handling Objections and Sending More Information
(21:39) Asking for a Specific Follow-Up Time
(22:38) Handling Objections to Booking a Meeting
(25:05) Researching Prospects and Private Equity Companies
(26:30) Understanding the Challenges of Rev Ops Leaders
(28:59) Using Research to Improve the Pitch
(30:54) Using Analytics to Improve Conversion Rates
(32:50) Calling After 5 PM for Better Results
(40:59) Advice for New SDRs
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---
Grab the prompts we used in this episode here https://elriclegloire.gumroad.com/l/PerplexityAIprompts
---
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Connect with me
Chapters
(00:00) Overwhelmed by Research?
(01:04) 3 Reasons to Choose Perplexity Over GPT or Google
(02:02) How NOT to Use Perplexity
(02:55) Using Perplexity for Effective Account Research
(03:27) Example 1: Researching a Private Company (Nooks)
(10:30) Example 2: Researching a Public Company (Eventbrite)
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Ask: Submit your questions here (anonymous)
---
3 things you'll learn in this episode, the 3 pillars of successful sales development:
- Targeting
- Outreach Health
- Messaging
Tito Bohrt is the CEO of Altisales
Tito's results:
- Has built 70+ SDR teams from the ground up
- Sourced over $100M in revenue for his clients.
Connect with Tito: https://www.linkedin.com/in/titobohrt/
Looking for an SDR job? https://www.altisales.com/careers
---
📬 For more prospecting and sales development tips, join 3,301 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: Elric Legloire https://www.linkedin.com/in/elriclegloire/
---
Timestamps:
(0:00) Meet the CEO Behind 70+ SDR Team Success Stories
(0:54) Multichannel outreach: what’s working today
(2:16) Boosting SDR Team Connect Rates
(6:49) Crafting Precision: Account Targeting and Scoring Demystified
(11:57) Navigating Buyer Personas
(15:43) Unlocking Pain Points: Deciphering Prospect Challenges
(18:25) Lead Distribution Pitfalls: Two Missteps Costing You Big
(23:40) The Pulse of Effective Outreach
(25:11) The Ideal Number of Sequences
(27:55) When Should You Tweak Your Sequences
(30:46) Understanding Statistical Significance in Sales
(33:00) Reflection: Tito's Greatest Misstep in Messaging
(36:12) 3 Sales Books Transforming Tito’s What He Learned Sales Journey
(38:29) Tito's Evolution: what he learned from the Last 5 Years
(40:39) Empowering SDRs: Tips from the Frontline
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Ask: Submit your questions here (anonymous)
---
3 things you'll learn about outbound sales in 2024:
- The 10 rules of outbound
- What's working for Harry
- What I'm working on with outbound at a previous company
---
Harry Sims is the SDR Leader at Scratchpad.
Harry has been working in sales for the past 12 years and leading/building SDR teams for the past 7 years.
Connect with Harry on LinkedIn
https://www.linkedin.com/in/outbound-works/
Subscribe to Harry's newsletter: https://www.personal-prospecting.com/
---
📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: Elric Legloire https://www.linkedin.com/in/elriclegloire/
---
Chapter
(00:00) Outbound sales expert
(01:24) The Limitations of Playbooks and the Need for Autonomy
(06:07) Educating Prospects and the Importance of the First Meeting
(07:34) Understanding the Prospect's Awareness and Education Level
(08:32) Targeting the Buyer and Business for Effective Outbound
(10:30) Using Lawsuits and Technographic Data for Targeting
(12:28) The Importance of Targeting in Outbound
(20:06) Generating Ideas for Messaging through Customer Feedback
(23:27) Gathering Insights from Customer Calls and Interviews
(26:49) Using Champion Data and Referrals for Targeting
(30:11) Tracking and Enriching Data for Effective Outbound
(32:32) The Experimental Nature of Outbound and the Future of Personalization
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Ask: Submit your questions here (anonymous)
---
In this episode, Matt Roberts, Head of Sales Development at Mosaic, shares his journey of building an outbound sales team from scratch.
He discusses his approach to understanding the finance space, defining ICP, crafting effective messaging, and scaling to 10 BDRs.
Matt reveals how he managed executive expectations, prioritized accounts, and created systems that led to impressive results. His candid insights about what worked, what didn't, and what he'd do differently provide a masterclass in building high-performing outbound teams.
3 biggest takeaways:
- Define your own ICP through customer research
- Prioritization of accounts drives rep performance
- Phone skills remain critical for career advancement
---
Who is Matt Roberts?
Head of Sales Development at Mosaic (acquired by HiBob)
More context about the SDR team:
- ACV: $32k
- Industries: B2B SaaS
- Buyer personas: finance leaders
- Markets: North America
- 2024: $2.6m ARR sourced from 7 fully ramped BDRs, $18.1m pipeline generated
- From 0 outbound at all to 2,300 meetings booked, and 1,800 opps created 3 years later
Connect with Matt:
- On LinkedIn: https://www.linkedin.com/in/matthewpaulroberts5/
---
When you're ready
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---
Connect with me
📌 Connect on LinkedIn
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🐦 Connect on X
---
Chapters:
(00:00) Matt Roberts and Mosaic's Success
(00:43) Matt's Initial Priorities at Mosaic
(02:19) Understanding the Market and Customers
(08:52) Defining and Refining ICP
(16:49) Managing Expectations with Leadership
(25:12) Unexpected Hiring Success
(27:56) Onboarding and Training Strategies
(31:56) Scaling the Team: Processes and Systems
(40:48) Leveraging AI in Sales
(45:01) Reflections and Future Improvements
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Ask: Submit your questions here (anonymous)
---
Discover how Jesse Leong, a classical musician turned #1 Global SDR at Twilio (Segment), skyrocketed to the top in just 6 months. Learn their killer workflow for scaling prospects, unconventional omnichannel strategies, and the secret sauce for standing out in a crowded tech sales landscape.
From compelling events to AI-powered research, Jesse reveals the tools and tactics that propelled them to 164% quota attainment.
This episode is a must-listen for aspiring and seasoned SDRs alike.
Key Topics from the Episode:
Rapid Career Progression in Tech Sales
Jesse's journey from classical musician to #1 Global SDR at Twilio (Segment) in just six months, including Rookie of the Quarter and 164% quota attainment.
Account Selection and Prioritization
How to identify high-value accounts using intent signals, ICP fit, compelling events, and strategic initiatives.
Omnichannel Prospecting Strategies
Leveraging multiple channels like email, phone, LinkedIn, voicemails, digital gifting (e.g., Sendoso), and even unconventional approaches like Google Calendar invites to increase engagement.
Scalable Workflow for Outbound Outreach
Jesse’s three-step process for scaling outreach without compromising personalization or quality, including compiling account data, segmenting personas, and bulk sequencing emails.
Selling to Multiple Buyer Personas
Tailoring messaging for different personas, marketing, engineering, data/analytics, product teams, and adapting strategies for technical vs. non-technical buyers.
Finding and Using Compelling Events
Researching triggers like mergers, international expansions, product rollouts, or executive interviews to craft timely and relevant outreach.
Essential Tools for SDR Success
Tools like Outreach, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, Koala (for intent), and dialers to optimize prospecting efforts.
Transferable Skills from Non-Traditional Backgrounds
How Jesse leveraged skills from classical music, like performing under pressure and memorization, for success in tech sales.
---
Who is Jesse Leong (They/them)?
#1 SDR at Twillio Segment
More context about the Jesse's SDR team:
- ACV: $50k
- Industries: B2B SaaS, retail, financial services, and healthcare
- Buyer personas: Marketing, dev, data, and product teams
- Markets: USA, and Canada
Connect with Jesse:
- On LinkedIn: https://www.linkedin.com/in/jessemoyleong
---
When you're ready
👨🍳 Want to work with me? Send me a DM
---
Connect with me
📌 Connect on LinkedIn
📹 Subscribe on YouTube
🐦 Connect on X
---
Chapters:
(00:00) - Intro: Hacking the SDR Code
(00:59) – Rapid Immersion: Jesse's Tech Sales Experiment
(02:50) – Shadowing and Cloning: The Art of Imitation and Iteration
(04:46) – Startup vs. Market Leader: Tailoring Your Outbound Strategy
(05:28) – Challenge Accepted: Account Selection Mastery
(08:05) – Jesse's Toolkit for Identifying the "Right" Accounts
(10:03) – Data Consolidation and the "One Word Doc" Strategy
(11:13) – Scaling Outbound Without Sacrificing Quality
(12:25) – Compelling Events and the M&A Trigger
(13:23) – Segmenting for Hyper-Personalization at Scale
(15:52) – Finding the Signal in the Noise: Compiling Events, ChatGPT, and Perplexity
(21:26) – POV Outbounding and Building Confidence
(23:00) – Getting Insights From the Accounts
(25:00) – Jesse's Non-Negotiable Prospecting Stack
(27:09) – The SDR Trinity
(29:59) – Prospecting Deep Dive: Jesse's Step-by-Step Process
(32:57) – Non-Scalable Channels: High-Value and Scalable Channels
(37:57) – Jesse's Roadmap To Success in Six Months
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Ask:Submit your questions here (anonymous)
---
I joined Jordan Abbott on the SDR Leaders of EMEA podcast.
Key topics from this episode:
- Transitioning from SDR to Leadership
- Common Outbound Leadership Mistakes
- Building Effective Outbound Teams
- Leadership Enablement and Isolation
- AI in Outbound Strategy
- Encouraging Self-Awareness in Outbound Reps
- Preparing for Seasonal Challenges
---
Listen to the SDR Leaders of EMEA podcast on:
- Spotify:https://open.spotify.com/show/10VFRu1VaTXA7PlbCqqnvj
---
When you're ready
👨🍳 Want to work with me? Send me a DM
---
Connect with me
📌 Connect on LinkedIn
📹 Subscribe on YouTube
🐦 Connect on X
---
Chapters:
(00:00) Introduction to Leadership
(01:03) Guest Introduction: Elric Legloire
(02:21) Transitioning to Leadership
(05:02) Common Pitfalls for New Leaders
(09:58) Leadership Enablement and Development
(15:19) Professional Development for SDRs
(23:03) Trends in the Outbound Space: AI
(28:52) Q4 Strategies and Preparation
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Ask: Submit your questions here (anonymous)
---
Didn’t catch Part 1? Listen here: https://outboundkitchen.substack.com/p/ok10-how-this-cro-brings-in-72k-arr
---
Chef specials:
- Internal AI use cases outperform external automation
- In-office teams show 20-60% better performance metrics
- Their outbound growth plans
Kyle Norton, CRO at Owner.com, shares deep insights on AI implementation in sales, the shift to in-office work, and strategic annual planning.
He discusses how his team leverages AI for internal processes rather than external automation, achieving remarkable results with tools like Avara for sales simulation and Momentum for CRM automation.
Kyle reveals compelling data showing 20-40% faster ramp times and up to 60% higher activity rates for in-office teams, leading to Owner.com's recent office opening in Toronto.
---
Who is Kyle Norton?
CRO of Owner.com
Host of the Revenue Leadership podcast (Pavilion Podcast)
More context about the Owner's Sales team:
- ACV: $5.5k
- Sales Cycle Length: 4-7 days
- Vertical SaaS: Restaurant industry
- Buyer personas: Restaurant owners
- Markets: North America
Connect with Kyle:
- On LinkedIn: https://www.linkedin.com/in/kylecnorton/ - Listen to his Podcast: https://open.spotify.com/show/6y3nqT69DERySdns6Zz4WL?si=eae54b3029464a5c - Subscribe to his Newsletter: https://www.therevenueleadershippodcast.com/
---
When you're ready
👨🍳 Want to work with me? Send me a DM
---
Connect with me
📌 Connect on LinkedIn
📹 Subscribe on YouTube
---
Chapters:
(00:00) - Kyle Norton and AI SDRs
(01:12) The Pitfalls of AI SDRs
(02:30) Successful AI SDR Strategies
(06:40) Internal AI Use Cases
(07:22) AI-Powered CRM and Momentum
(09:18) AI Simulators and Training
(18:35) Annual Planning and Outbound Strategy
(24:23) Solving Problems as Revenue Leaders
(24:52) Improving Book to Show Rates
(28:14) Building Effective Habits
(28:36) Nudge Theory in Sales
(31:22) Hiring and Management Strategies
(34:55) Remote vs. In-Office Sales Teams
(42:37) Field Reps and Efficiency
(44:09) Reflections and Future Plans
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---
Chef's specials: - Preparation before day one determines month one success - Systems beat motivation in sales performance - Top performers organize differently than average reps
In this episode: A masterclass in SDR excellence with Jacob McLeod, who shattered Nextiva's onboarding record by booking 37 meetings in his first month, double the previous record.
We dissect his pre-day-one preparation, systematic approach to prospecting, and the mindset that separates top performers from average reps.
Whether you're starting a new sales role or looking to level up your game, this episode is your blueprint for accelerated success.
---
Here’s more context on Jacob’s team:
They’re not doing cold outbound on customer acquisition. Their focus is outbound for customer expansion: reaching out to existing customers to drive more growth.
---
Who is Jacob McLeod?
BDR on the Customer Expansion team at Nextiva
Connect with Jacob: On LinkedIn
https://www.linkedin.com/in/jacob-mcleod-b80a69198/
---
When you're ready
👨🍳 Want to work with me? Send me a DM
---
Connect with me
📌 Connect on LinkedIn
📹 Subscribe on YouTube
🐦 Connect on X
---
Chapters:
(00:00) Thoughts on the Record
(00:52) Background and Transition to Sales
(01:10) Discovering the Record and Setting Goals
(02:54) Strategy and Preparation Before Day One
(05:26) Onboarding and Early Challenges
(09:24) Organizing and Managing Time Effectively
(18:35) Creative Approaches to Booking Meetings
(22:28) Proudest Meeting and Handling Big Accounts
(29:32) Staying Motivated and Consistent
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Ask: Submit your questions here (anonymous)
---
In this episode, I’m sharing my top 6 lessons from 2024 about cold outreach & prospecting (outbound): personalized mini websites, account-based messaging, cold calling, branded caller IDs, targeting early adopters, and competitor-aware messaging.
These strategies can help you scale outbound and turn it into your #1 growth engine.
---
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👨🍳 Want to work with me? Send me a DM
---
Connect with me
📌 Connect on LinkedIn
📹 Subscribe on YouTube
🐦 Connect on X
---
Chapters:
(00:00) Key Learnings from 2024
(01:31) Mini Websites
(05:26) Account-Based Messaging
(12:51) Cold Calling: Still King in 2024
(15:01) Branded Caller ID
(16:58) Targeting Early Adopters
(22:03) Competitor-Aware Messaging
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Ask: Submit your questions here (anonymous)
---
---
Chef's specials:
In this episode, Ralph breaks down how he started prospecting days at ServiceNow and used them to build scalable outbound sales cultures. He’ll walk you through how to run successful prospecting days, tackle common challenges, and get your whole company involved in driving pipeline.
You’ll learn why proactive prospecting is critical, how to avoid common mistakes, and how to use data and a little competition to keep the energy up. Plus, we’re sharing practical tips and a free guide to help you set up prospecting days in your own team.
---
Who is Ralph Barsi?
Connect with Ralph:
---
When you're ready
👨🍳 Want to work with me? Send me a DM
---
Connect with me
📌 Connect on LinkedIn
📹 Subscribe on YouTube
🐦 Connect on X
---
Chapters:
(00:00) The Importance of Outbound Prospecting
(01:13) The Challenges of Prospecting
(02:16) The Risks of Relying Solely on Inbound Leads
(04:07) What is a Prospecting Day?
(05:22) Implementing Prospecting Days at ServiceNow and Beyond
(09:21) The Mechanics of a Successful Prospecting Day
(13:01) Preparing for a Prospecting Day
(17:40) Involving Different Teams in Prospecting Days
(20:54) Handling Skepticism and Resistance
(26:28) Success Stories and Metrics
(28:52) Gamifying Prospecting Days
(30:23) Key Takeaways and Lessons Learned, how to implement
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---
Ask: Submit your questions here (anonymous)
---
3 cold calling tips you'll learn in this episode for 2024:
----
Join me in this episode as we unpack Belal Batrawy's playbook about cold calling.
Belal is the Founder of LearnToSell.io and the Creator of ☠️ Death to Fluff.
Belal's results:
Connect with Belal on LinkedIn:
https://www.linkedin.com/in/belbatrawy
Join Belal newsletter: ☠️ Death to Fluff
https://deathtofluff.substack.com
Cold Call Worksheet:
---
📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
---
Chapters
(00:00) The Cold Calling Expert
(01:12) Understanding the Purpose of Outbound
(02:07) The Value of Disqualification in Outbound
(03:05) The Mic Drop Method: Four Parts of a Successful Cold Call
(05:27) Using the Mic Drop Method to Get Buyers Talking
(06:25) The Four P's of the Mic Drop Method
(08:12) Permission-Based Openers
(08:41) Transitioning to the Problem Statement
(09:40) Finding the Right Problem Statement
(10:39) Provoke: Getting the Buyer Talking
(13:31) Using Competitors to Provoke Conversation
(15:27) Being Informed and Curious in the Conversation
(16:53) Passing the Mic to the Buyer and Leaning Back
(21:46) Making Progress and Lowering Expectations
(23:38) The Power of Self-Sourcing Pipeline
(24:35) The Importance of Self-Diagnosis in Cold Calling
(27:29) Avoiding the Pain Menu
(30:50) Improving Through Self-Diagnosis
Get full access to Outbound Kitchen at
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Ask: Submit your questions here (anonymous)
---
3 things you'll learn from the playbook of a top cold caller in 2024
Join me in this episode: Sam shares his cold calling playbook and discusses his approach to cold calling as a top performer.
Sam Byassee was a cold caller at Apex Revenue and is now an Account Executive at TitanX (formerly Phone Ready Leads®).
In the past 6 months at Apex Revenue, Sam:
Connect with Sam on LinkedIn:
https://www.linkedin.com/in/sam-byassee-72b009152/
---
📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
--
Chapters
(00:00) Cold Caller
(01:24) Learning from Apex Revenue
(03:43) Detaching from the Outcome
(06:07) Segmenting the List
(08:05) Account Segmentation
(09:58) The Role of Apex Revenue
(13:46) The Cold Calling Opener
(15:39) Dissecting a Cold Call
(21:20) Engaging Familiar Prospects
(21:49) Building Genuine Interest
(22:16) Adapting to Engage the Prospect
(23:14) Skipping Parts of the Script
(24:09) Handling Objections
(24:39) Tracking Call Dispositions
(25:06) Updating Call Results
(25:36) Follow-up Strategies
(26:04) Common Objections
(26:28) Understanding the Prospect's Needs
(27:27) Keeping the Prospect Talking
(27:55) Boosting the Prospect's Confidence
(28:52) Listening to Calls for Improvement
(29:21) Flipping 'Not Interested' to 'Not Now'
(30:19) Tracking Conversations and Activated Leads
(31:17) The Four I's: Info, Intrigue, Intent, Interest
(32:14) Improving the 'Not Interested' Metric
(32:43) Asking Better Questions
(33:10) Working on Openers and Delivery
(34:06) Listening to Calls for Breakdowns
(35:34) Understanding the Prospect's Needs
(37:29) Avoiding Pitch Slapping and Feature Dumping
(39:21) Trusting the Prospect's Timing
(40:19) Focusing on Problems, Not Features
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---
Ask: Submit your questions here (anonymous)
---
3 cold calling tips you'll learn in this episode for 2024:
----
Join me in this episode as we dive into Sheriff Shahen's lessons and insights on cold calling.
Sheriff has recently been promoted to an Account Executive (AE) role at Deel, previously serving as an Enterprise SDR.
Sheriff's achievements include:
Connect with Sheriff on LinkedIn:
https://www.linkedin.com/in/sheriff-shahen-384930164/
---
📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
---
Chapters
(00:00) Enterprise SDR
(01:27) Early Days of Cold Calling
(05:41) Transition to Enterprise Sales
(09:01) Anatomy of a Successful Cold Call
(15:41) Researching and Targeting Enterprise Accounts
(19:01) Handling Common Objections
(20:29) Competitor Differentiation
(22:19) Measuring Call Call Success
(24:07) Managing Fear and Anxiety
(27:55) Common Mistakes in Cold Calling
Get full access to Outbound Kitchen at
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---
Ask: Submit your questions here (anonymous)
----
Download his Sheet: Account Tracking and Opp Tracking
3 things you'll learn in this episode:
Join me in this episode as we unpack Austin Jouett's playbook about Account-Based Prospecting.
Austin is a former Senior Enterprise Sales Development Representative (NAM region) at Intentify Demand
Austin's results:
Connect with Austin on LinkedIn:
https://www.linkedin.com/in/austinjouett/
Subscribe to his DnA Prospecting Newsletter
---
📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
---
Chapters
(00:00) Enterprise BDR
(02:12) Approaching Account-Based Prospecting
(03:31) Targeting Enterprise Companies
(04:01) Deep Dive into Accounts
(05:28) Finding Competitor Information
(06:55) Using ChadGPT for Personalization
(08:18) Human-Level Prospecting
(13:13) Account Alignment with AEs
(14:39) Opportunity Tracking Template
(28:34) Being Curious and Genuine
(39:14) Common Mistakes in Account-Based Prospecting
(40:11) Advice for New SDRs
(41:09) Treating People with Respect
Get full access to Outbound Kitchen at
📫 Subscribe to the Outbound Kitchen newsletter
---
Ask: Submit your questions here (anonymous)
---
3 Things You'll Learn About Sending Prospecting Videos on LinkedIn to Improve Your Efficiency:
----
Here's one example of a video that Kayla uses, and you can start using now.
----
Join me in this episode as we dive into Kayla's strategies and techniques for booking meetings with prospecting videos on LinkedIn.
Kayla Cytron-Thaler is a Partner Development Manager at Drata.
Kayla's notable achievements on her journey include:
Connect with Kayla on LinkedIn:
https://www.linkedin.com/in/kayla-/
---
📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
---
Chapters
(00:00) Introduction and Background
(00:58) Starting with Video Prospecting
(01:53) Progression to Personalized Videos
(03:20) Using LinkedIn for Video Prospecting
(04:19) LinkedIn vs. Email for Video Prospecting
(05:45) Why Video Works
(06:42) Creating Authentic and Personalized Videos
(07:31) The Challenges of AI-Generated Videos
(08:31) Using Video for Job Search
(09:30) Routine and Process for Recording Videos
(10:49) Researching and Personalizing Videos
(11:44) Calling Out Frustrations and Pain Points
(13:10) Sending Videos to Connects on LinkedIn
(16:05) Choosing Who to Send Videos To
(17:26) Sequencing Videos and Nurturing Prospects
(18:24) Using GIFs in Video Prospecting
(19:52) Balancing Video Prospecting with Other Outreach Channels
(22:12) Framework for Recording Videos
(24:09) Personalized Videos vs. Group Videos
(25:00) Using GIFs on LinkedIn
(27:18) Scaling Video Prospecting
(28:46) Realistic Expectations and Avoiding Perfectionism
(30:05) Common Mistakes in Video Prospecting
(31:03) Keeping Videos Short and Focused on the Prospect
Get full access to Outbound Kitchen at
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---
Ask: Submit your questions here (anonymous)
---
3 things you'll learn from a hiring manager to land an SDR role in 2024:
Join me in this episode as we dive into GB's strategies to get an SDR role in 2024, without sales experience, and a college degree.
Gabrielle “GB” Blackwell is a former Sales Development Manager, Mid-market at Culture Amp
Over the past 7 years, GB:
Connect with GB on LinkedIn:
https://www.linkedin.com/in/gabrielleblackwell/
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📬 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/
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Chapters
(00:00) Hiring Manager
(00:58) Top Soft Skills and Hard Skills for SDR Candidates
(03:22) Assessing Candidates with Experience and No Experience
(07:09) Adaptability of Candidates with Experience
(09:04) Critical and Strategic Thinking in Prospecting
(11:28) Hiring Process at Culture Amp
(14:40) Mock Call Assessment and Feedback
(18:28) Importance of Full Mock Call Practice
(19:26) Assessing Research and Business Acumen
(23:14) Importance of Preparation and Curiosity in Asking Questions
(26:05) Mistakes Candidates Make in the Hiring Process
(36:36) Standing Out as a Candidate without a College Degree
(43:46) Final Thoughts and Advice
(44:16) Reflecting on Career Goals
(45:36) Knowing Your Strengths and Deal Breakers
(46:31) Selecting the Right Opportunities
(47:25) Standing Out in Interviews
Get full access to Outbound Kitchen at
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Ask: Submit your questions here (anonymous)
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Chef's specials:
Dave emphasizes looking beyond traditional qualifications to focus on intangible traits like resilience, adaptability, and communication skills. We also highlight the importance of identifying leadership potential early and providing mentorship and development opportunities. Dave suggests that SDRs should have closing experience before moving into leadership roles to gain credibility with sales teams.
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Who is Dave Wilkins?
Connect with Dave:
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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
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Chapters:
(00:00) Dave Wilkins and Leadership Insights
(00:43) Unconventional Traits for SDR Success
(03:44) Hiring Process and Scorecard System
(06:56) Adapting to Change and Resilience
(17:03) Future Traits and Business Acumen
(23:06) Spotting and Developing Future Leaders
(28:40) Understanding the Impact of Leadership
(30:47) Challenges of Being an SDR Leader
(33:54) Spotting and Developing Future Leaders
(37:07) Training Programs for Leadership Development
(40:32) Mistakes in Promoting SDR Leaders
(46:43) AI's Role in Leadership and Sales
(52:23) Advice for Aspiring Leaders
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Ask: Submit your questions here (anonymous)
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Chef's specials:
Discover the future of SDR compensation with Anastasia Chihai, Sr. Director of Sales Development at Upland. In this conversation, learn how to implement a point-based system that aligns SDR performance with revenue goals. Uncover innovative spiff strategies, master the art of motivating distributed teams, and optimize your sales development structure for maximum ROI.
Whether you're a founder, GTM leader, or sales executive, this video is packed with actionable insights to transform your SDR team's performance in 2025 and beyond.
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Who is Anastasia Chihai?
Sr. Director, Sales Development at Upland
Founder, ATX SDR Leaders
Connect with Anastasia:
More context about the Upland sales team:
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When you're ready
👨🍳 Want to work with me? Send me a DM
---
Connect with me
📌 Connect on LinkedIn
📹 Subscribe on YouTube
🐦 Connect on X
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Chapters:
(00:00) Introduction: SDR Compensation Plans
(00:54) Why Revamp the Comp Plan
(05:59) New Point-Based Comp System
(06:38) Implementing the New Model
(19:07) Focusing on Quality and Quantity
(22:07 Gaining Approval from Leadership
(30:37) Short-Term Incentives: SPIFFs
(31:46) The Impact of Short-Term SPFs
(32:19) Planning for December's SPIFFS
(32:51) November's Bingo Card Success
(33:37) December's Personalized Stickers
(36:28) Strategies for Monthly SPIFFS
(40:05) Lessons from Failed SPIFFs
(42:49) The Spinning Wheel Initiative
(50:45) Balancing Inbound and Outbound Quotas
📫 Subscribe to the Outbound Kitchen newsletter
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Ask: Submit your questions here (anonymous)
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Chef's specials:
How to take over a BDR team and drive results
Fixing inefficiencies and leveling up performance
Earning a seat at the leadership table (and crushing board meetings)
Discover how to transform your BDR team's performance and significantly boost their impact on revenue. In this live recording, Hugo Dessi, Global Head of BDR at Partoo, shares his strategies for optimizing outbound sales processes, enhancing cross-functional collaboration, and refining KPIs. Learn how to increase your team's efficiency, improve account management, and drive substantial growth in BDR-influenced ARR.
Whether you're a founder, GTM leader, or sales executive, this guide to sales team optimization is packed with actionable insights to revolutionize your outbound sales strategy.
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Who is Hugo Dessi?
Global Head of BDR, and board member at Partoo
Connect with Hugo:
More context about the Partoo's Sales team:
- Markets: EMEA, Latam
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When you're ready
👨🍳 Want to work with me? Send me a DM
---
Connect with me
📌 Connect on LinkedIn
📹 Subscribe on YouTube
---
Chapters:
(00:00) Hugo Dessi and Partoo's BDR Strategy
(00:42) Hugo's Journey at Partoo
(02:27) Initial Challenges and Audit Findings
(05:43) Implementing Changes and Strategies
(09:54) Focusing on Key Metrics and Team Dynamics
(19:45) Enhancing Communication and Collaboration
(29:09) Understanding Validation Rates and Performance Metrics
(31:14) Impact on Pipeline and Conversion Rates
(35:32) Standardizing Meeting Validation and Opportunity Confirmation
(38:38) Challenges in Attribution Systems
(41:40) Preparing for Board Meetings
(44:37) Utilizing AI in BDR Processes
(55:22) Improving Communication and Conversion Rates
