Outbound Kitchen - B2B Sales Podcast

In this insightful discussion, Kyle Norton, the Chief Revenue Officer at Owner.com, shares his journey of scaling an outbound sales team from 4 to 50 reps in just two years. He reveals why a 2:1 BDR-to-AE ratio is key for efficiency. Listeners will learn how to achieve $72K ARR per BDR each month and discover innovative uses of machine learning for account scoring. Kyle emphasizes the importance of building data-driven operations and strategic hiring, making this a treasure trove for sales leaders aiming to enhance their outbound strategies.

⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠ (anonymous) --- On this episode, we talk about: Outbound isn't dead AI in outbound, and why AI SDR Effectiveness is Overrated How you can start using AI in your outbound strategy Discover why AI SDRs may not be the silver bullet for outbound sales strategies. Learn how go-to-market AI tools can enhance your sales pipeline optimization without sacrificing the human touch. Perfect for founders and GTM leaders looking to revolutionize their B2B Outbound Sales approach. --- Who is Jordan Crawford? GTM Strategist, and Founder of Blueprint Buy Jordan's course: Agent 7 - Jordan Crawford's Clay AI Agent Finding Course Overview of the course Course payment link --- Connect with Jordan: - ⁠⁠⁠On LinkedIn⁠⁠⁠: https://www.linkedin.com/in/jordancrawford/ - ⁠⁠Subscribe to his YouTube Channel: https://www.youtube.com/@BlueprintGTM Resources mentioned: Claude Clay superwhisper --- When you're ready ⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠ --- Connect with me ⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠ Chapters (00:00) Intro on AI in outbound (00:45) The Outbound is Dead Debate (02:24) Challenges in Outbound (07:47) The Role of AI in Sales (09:08) The Flaws of AI SDRs (15:28) Effective Data Utilization in Outbound (27:26) Finding Hidden Data Sources (32:28) Debating the Future of SDRs and AI (33:09) Human Psychology in Sales Teams (34:44) Rippling's Dual Approach to Sales (35:49) The Role of AI in Sales Research (38:05) Practical Steps to Implement AI Agents (39:26) Building Effective AI Agents (40:05) Tools and Techniques for AI Agents (41:35) Advanced AI Agent Strategies (53:25 )The Importance of Cold Calls

⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠ (anonymous) --- On this episode, we talk about: • Build a 4-tier BDR Academy that retains top performers for 2-4 years • Structure compensation models across experience levels • Implement weekly performance metrics that drive results • Create an enterprise-grade tech stack for outbound prospecting • Develop business acumen in junior BDRs • Transform BDRs into Enterprise Corporate Sales (ECS) leaders --- Who is Alexis Valentin? - Global Head of BDRs at Pigment - Got expertise in outbound and customer acquisition at major tech firms like Facebook and Dropbox. More context about the Pigment Sales team: - ACV: $100k - Buyer personas: Finance, HR, and Sales teams - Markets: NA, and EMEA --- Connect with Alexis: - ⁠⁠On LinkedIn⁠⁠ - ⁠Subscribe to his growth team newsletter⁠ - ⁠Alexis is hiring! Check their career page⁠ - ⁠Pigment on Repvue (Top 5% of companies)⁠ --- When you're ready ⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠ --- Connect with me ⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠ ⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠ ⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠ Chapters (00:00) Scaling from 2 to 50 BDRs (00:47) Alexis Valentin's Initial Challenges (02:29) Building the AdBond Tech Stack (03:58) Hiring and Training Strategies (04:55) Metrics and Performance Measurement (12:33) Compensation and Career Growth (17:50) Evolving Skill Sets and Industry Focus (23:21) Optimizing BDR Activities (25:53) Leveraging Marketing Signals for BDR Success (26:26) Scaling Insights for Effective Prospecting (27:41) Prioritizing Accounts and Engagement Strategies (28:25) Growth Team Philosophy and Account Management (32:34) Segmenting Teams by Company Size (35:00) Hiring and Productivity Strategies (38:32) Enhancing BDR Efficiency and Training (42:41) Adapting to Market Changes and New Techniques (43:59) Reflections and Future Plans

⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠ --- Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠ (anonymous) --- On this episode, we talk about: - How to go from founder-led sales to a scalable team, - The real secrets behind outbound that works, - Scaling fast with 20 high-performing reps. --- Who is Zach? - Chief Revenue Officer of Triple Whale, - He’s the master chef behind Triple Whale’s growth, joining as Head of Sales and now CRO. - Built a team from scratch and hit 10,000+ customers in just 3 years. --- Connect with Zach: * On LinkedIn * Triple Whale Repvue page --- When you're ready ⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠ --- Connect with me ⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠ ⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠ ⁠⁠⁠🐦 Connect on X ⁠⁠ Chapters (00:00) Intro (00:41) Building the Initial Sales Team (07:24) Building the Outbound Motion (09:26) Hiring Strategies and Team Dynamics (19:12) Compensation Plans and Pipeline Management (24:25) Evolution of the Team (25:08) Challenges in Transitioning to Outbound (25:56) Maintaining Brand Integrity (27:08) Scaling and Personalization (30:07) Leveraging Partnerships for Growth (32:50) Headcount Planning and Hiring Strategies (38:51) Reflections and Lessons Learned Get full access to Outbound Kitchen at https://outboundkitchen.substack.com/podcast

⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠---Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠---In this episode, we'll discuss:- His top 3 interview questions- Key skills he seeks- Real-life examples of top candidatesWho’s Jack Knight?- The tech sales coach with over 5 years of SDR leadership XP experience.- He’s led SDR teams, hired 30+ reps with a 93% success rate, and helped launch over 70 SDR careers.Connect with Jack on LinkedInhttps://www.linkedin.com/in/techsalesjack/Join his Break Into Tech Sales 💸 community:https://www.skool.com/break-into-tech-sales/about---When you're ready⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠---Connect with me⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠Chapters(00:00) The Secret Recipe to Hiring Top BDRs(00:34) Jack's Top Three Interview Questions(01:02) Breaking Down the First Question (01:45) The Importance of Soft Skills in SDR Hiring(03:27) Ideal Responses to the First Question(07:22) The Second Question (08:21) How to Impress with Company Research(10:43) Real Examples of Outstanding Candidates(22:01) The Final Question (24:12) Curiosity in Interviews: Asking the Right Questions(26:18) Engaging in a Conversational Interview(29:31) Preparing for the Interview: Tips and Tricks(35:34) Standing Out in the Hiring Process Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Ready to join? Subscribe to The Tasting Menu newsletter today for $178/year (save 32%) or $22/month.---⁠⁠⁠📫 Subscribe to the Free newsletter⁠⁠⁠---Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠---When you're ready⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠---Connect with me⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠Chapters(00:00) Intro & 2 announcements(02:21) Framework One: The Agoge Sequence(05:00) Framework Two: The Becc Holland Sequence(08:06) Framework Three: Combo Prospecting Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Grab the “Q4 Calculator” spreadsheet here.---Next up, check out this episode: How to use Perplexity AI for outbound---Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠---When you're ready⁠⁠⁠📫 Subscribe to the newsletter⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠---Connect with me⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠Chapters(00:00) Finish 2024 Strong(00:34) Step 1: Analize Q3(02:05) Step 2: Plan Q4(04:03) Step 3: Time block(05:16) Step 4: Quantify your activities (7:03) Step 5: Keep testing Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Grab the prompts we used in this episode here.---Ask: ⁠⁠Submit your questions here⁠⁠---When you're ready⁠⁠📫 Subscribe to the newsletter⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠---Connect with me⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠🐦 Connect on X ⁠Chapters(00:00) Overwhelmed by Research?(01:04) 3 Reasons to Choose Perplexity Over GPT or Google(02:02) How NOT to Use Perplexity(02:55) Using Perplexity for Effective Account Research(03:27) Example 1: Researching a Private Company (Nooks)(10:30) Example 2: Researching a Public Company (Eventbrite) Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Ask: ⁠Submit your questions here⁠---When you're ready⁠📫 Subscribe to the newsletter⁠⁠👨‍🍳 Want to work with me? Send me a DM---Connect with me⁠📌 Connect on LinkedIn⁠⁠📹 Subscribe on YouTube ⁠⁠🐦 Connect on X Chapters(00:00) The Problem with Traditional Cold Outreach Approaches(00:11) Flipping the Script: The Value-First Cold Outreach(00:50) Real-World Application: Prospecting for a SaaS busines(01:53) Building the Campaign: Targeting Competitors(04:57) Crafting the Cold Outreach Message Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Read the written version of the Cold Email Deconstruction here.---Ask: Submit your questions here---When you're ready📫 Subscribe to the newsletter👨‍🍳 Want to work with me? Send me a DMConnect with me📌 Connect on LinkedIn📹 Subscribe on YouTube 🐦 Connect on X CHAPTERSUpdates(0:00) - Introduction and Rebranding Announcement(0:58) - Elric's Career Update: From Fired to Solopreneurship(2:17) - Why Choose Solopreneurship and Fractional Leadership(4:31) - The Birth of Outbound Kitchen: New Focus and BrandingCold Email Deconstruction(6:45) - Analyzing a Real Cold Email Example(8:50) - Feedback on the Original Cold Email(9:16) - How to Improve: Splitting Research and StayingFocused(10:56) - The Importance of Acknowledging Competitors(11:57) - Rewriting the Cold Email: A Step-by-Step Breakdown(14:44) - Key Differences and Improvements in the New Version Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe