3 things you'll learn in this episode:
- How Will structures his cold calls
- How to have fun when cold calling
- How to handle objection with analogies
William Falkenborg is a top SDR (Sales Development Representative) at HG Insights
Will's results:
- He set a new all-time record on HG Insights' SDR team with 403% with 77 outbound meetings booked
- In September he’s trending to get 530% of quota with 80 meetings booked
- Hours of account research + 160 dial/day avg
Connect with Will on LinkedIn: https://www.linkedin.com/in/william-falkenborg-73617910a/
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📬 For more prospecting and sales development tips, join 3,456 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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Timestamps:
(0:00) Top SDR at HG Insights
(1:19) Email Ban Reaction & Pivot
(4:32) From 83% to 530% - Key Techniques
(6:43) Cold Call Structure
(11:34) Pre-Call Research
(14:14) Research Efficiency
(18:27) Using Analogies for Objections
(22:43) Closing on a 'Yes'
(24:01) Enjoying Cold Calls
(26:08) Call Duration Insights
(27:13) Quantity vs Quality
(28:47) Handling Low Performance
(30:28) Cold Call Tonality
(31:48) Pushing Past 530%
(34:07) Facing Imposter Syndrome
(36:46) Cold Call Pro Tips
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Outbound Kitchen - B2B Sales Podcast