Intro

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Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous)

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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

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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/⁠

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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: Elric Legloire ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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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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