33: How this Account Executive hit 400% SDR Quota with Social Selling (And Without a Single Cold Call) - Julia Carter, Full Cycle AE, Marpipe

Jun 28, 2023

34:30

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3 takeaways from this episode:

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We're back with another episode of the SDR Game Podcast!

In this 4th and last episode of our Social Selling mini-season, I had a chat with Julia Carter, an over-achieving AE at Marpipe.

Julia has an amazing journey of transforming from an SDR into an AE superstar, exceeding quotas by up to 400%.

But it's not just about her impressive numbers.

So, how did she do it? Here’s the breakdown:

Bypassed traditional methods: She didn't resort to a single cold call and yet achieved these fantastic numbers.

Automated her outreach: Julia designed successful sequences with a staggering 30-45% open rate, reaching out to more than 3,000 prospects at a time.

Made a name in full-cycle sales: Transitioned into a full-cycle AE role and continued to excel. In Q1 alone, she closed 13 deals, sourcing almost 62% of them herself.

Used Visuals and LinkedIn: She leaned heavily into social selling, LinkedIn Boolean searches, visuals, and automated cold emails to achieve her goals.

(0:00) Intro

(1:42) Prospecting vs building relationships

(4:10) Quality in prospecting

(5:58) How to learn about your ICP and buyer personas

(7:30) How to use boolean searches

(11:31) How to prospect on LinkedIn

(13:15) Visual prospecting

17:33) Follow up message

(18:52) Automated cold emails

(19:40) Julia only has 1 sequence for emails

(22:46) What Julia does when a prospect engages a lot with her outreach

(23:53) Success story with a prospect on LinkedIn

(26:25) How to add value to your prospects

(28:18) Challenges faced when prospecting on LinkedIn

(31:18) Favorite tool for social selling

(32:26) Favorite resource to grow as a rep

(33:30) Social selling tips

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