In this episode, Sam Blond interviews Ashley Kelly, VP of Global Sales Development at Rippling, about scaling outbound sales and SDRS. They discuss hiring the right outbound sales team, the SDR interview checklist, and creating an environment for success. The chapter also explores the significance of SDRs and their career progression.
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volunteer_activism ADVICE
Outbound Sales Strategy
Don't start outbound sales with impersonal blasts or purchased contact lists.
Leverage your network first, targeting warm leads like first-degree LinkedIn connections within your ICP.
question_answer ANECDOTE
Creative Outbound
Brex used creative outbound tactics like a champagne campaign and billboards.
Targeting people in specific areas with personalized gifts increased reply rates.
volunteer_activism ADVICE
SDR Hiring
Hire an experienced SDR director first to establish processes before hiring junior reps.
Focus on characteristics like coachability, resilience, organization, and motivation.
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SaaStr 714: From Zero to Hero: How to Dominate Outbound SaaS Sales with Rippling and Founders Fund on CRO Confidential. Hosted by Sam Blond, Partner at Founders Fund. With Ashley Kelly, VP of Global Sales Development at Rippling.
In the latest episode of SaaStr's CRO Confidential series, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context - Ashley had previously helped Sam scale Brex's outbound sales from $2M to over $300M in ARR as Senior Director of SDR.
Together they discuss:
Scaling outbound sales and SDRS (sales development representatives) from 0 to $100M and beyond
How to hire the right outbound sales team
The SDR interview checklist
How to create an environment to set up outbound sales reps for success
Which KPIs to measure and matter most in outbound SaaS sales
Increasing the quality and closed-won revenue with your outbound sales team
Listen now!
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