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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)
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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: Elric Legloire https://www.linkedin.com/in/elriclegloire
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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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outboundkitchen.substack.com/subscribe