Outbound Kitchen - B2B Sales Podcast

Celine Hoyle, a top BDR and Team Lead at Mosaic, discusses her impressive track record, achieving over 144% of her quota. She emphasizes the importance of planning weekly tasks and executing daily strategies effectively. Celine highlights the shift from cold-calling to a multi-channel outreach, using tailored messaging to engage finance leaders. Personal anecdotes showcase her techniques in building connections through humor and personalization. Finally, she underscores focusing on processes instead of just outcomes for long-term success.

In this episode, you'll discover the strategies of a successful Enterprise SDR: How to organize your day as an SDR How to use videos in your outreach How to adapt your outreach approachJacob Farmer is a Strategic Accounts SDR at Muck Rack.Since he's joined Muck Rack: He sourced $5.86 million in pipeline, the highest in company history He brought in over $765,000 in annual recurring revenue, ranking among the top three reps. He consistently hit or exceeded his meetings held quota.Connect with Jacob on LinkedInhttps://www.linkedin.com/in/jacobfarmer1/Here’s more information about Jacob’s accounts and buyer personas: Segment: Enterprise with $500M+ in revenue and over 250 employees Personas: PR professionals Industries: All Market: North America----📬 For more prospecting and sales development tips, join 3,211 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠----Chapters(00:00) Top Enterprise SDR(00:30) Maximizing Productivity: Organizing Tasks and Prioritizing Time(06:09) Booking Meetings: Using Channels and Triggers(07:37) Building Relationships: Leveraging Past Conversations(08:06) Prospecting Sessions: Comprehensive Research and Tailored Messages(14:18) Parallel Dialing: Efficient Outreach Strategy(21:28) Data Analysis: Tracking What's Working and Making Tactical Changes(27:39) Taking Accountability: Owning Your Pipeline and Seeking Feedback Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

In this episode, we'll discuss: How to plan your week How to execute daily How to follow up properlyQuitterie Lafont is a top-performing Enterprise Sales Development Representative @ DatadogIn February 2024, Quitterie was the global Top Performer SDR Enterprise with 267%.In March 2024, she achieved 173% and was the Top Performer SDR Enterprise EMEA.For Q1, she reached 190%.Connect with Quitterie on LinkedInhttps://www.linkedin.com/in/quitterie-lafont-9850b7164/ Here’s more information about Quitterie’s accounts and buyer personas: Segment: Enterprise (5k+ employees) Personas: DevOps, tech leads, CTOs, e-commerce, back-end and front-end engineers Industries: She doesn't focus on specific industries Market: French market----📬 For more prospecting and sales development tips, join 3,211 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠----Chapters(00:00) Top Enterprise SDR(02:08) The Sunday Preparation Routine for Success(06:14) Optimizing Time Slots for Maximum Productivity(09:26) Strategies for Booking Meetings and Maximizing Conversion Rates(11:43) The Power of Personalization in LinkedIn Messaging(13:28) The Importance of Self-Reflection and Continuous Improvement Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

In this episode, we'll discuss how to use AI to: Score and prioritize accounts. Research accounts. Prospect.Benyamin Holley is an Enterprise SDR at Lightyear, and Founder of Lazy Sales Benyamin is building a true enterprise outbound motion from the ground up. Helping refine targeting, messaging, processes and tooling. He booked meetings with 2 of the F500 so far. In Q1 '24 - #1 in outbound sales accepted meetings.Connect with Benyamin on LinkedInhttps://www.linkedin.com/in/benyaminholley/If you want to work with Benyamin, check his website: lazysales.xyzHere’s a bit more info about Benyamin's accounts and buyer personas: Segment: Enterprise, Fortune 500 Personas: IT leaders Industries: All Market: North America----📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠----Chapters(00:00) Enterprise Prospecting(02:24) Building Outbound Motion Challenges(07:18) Targeting and Messaging Strategies(09:39) AI for Lead Scoring(12:01) Account Prioritization Techniques(16:49) Email Personalization and Validation(24:08) Prospecting Tools and Final Thoughts Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

In this episode, we'll discuss: The different outbound sequences Teddy uses His cold-calling framework How to use your analytics and reports to improve your resultsTeddy Frank is a top-performing SDR @ Atrium Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%.Connect with Teddy on LinkedInhttps://www.linkedin.com/in/teddy-frank-690b501b7Here’s a bit more info about Teddy's accounts and buyer personas: Personas -> 2nd Level+ Sales and RevOps Leaders (occasionally SalesDev) Industries -> Software Development, IT Services / Consulting, Computer / Network Security Org Size -> 51+ folks in sales org (ranges from 300 - 10k employees)----📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠----ChaptersIn this episode, we'll discuss:- The different outbound sequences Teddy uses- His cold-calling framework- How to use your analytics and reports to improve your resultsTeddy Frank is a top-performing SDR @ Atrium Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%.Connect with Teddy on LinkedIn⁠https://www.linkedin.com/in/teddy-frank-690b501b7⁠Here’s a bit more info about Teddy's accounts and buyer personas:- Personas: 2nd Level+ Sales and RevOps Leaders (occasionally SalesDev)- Industries: Software Development, IT Services / Consulting, Computer / Network Security- Org Size: 51+ folks in sales org (ranges from 300 - 10k employees)----📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠----Chapters(00:00) Top SDR(03:54) Defining Top Tier Accounts(07:18) Handling Objections and Referrals(10:13) Call Calling Strategies for Booking Meetings(11:10) Philosophy for Booking Meetings with Directors and VPs(12:05) Structuring the Cold Call Pitch(14:24) Using Relevant Statements and Assumptions(15:22) Pain and Solution Statements in the Pitch(18:47) Going for the Close in the Pitch(20:15) Handling Objections and Sending More Information(21:39) Asking for a Specific Follow-Up Time(22:38) Handling Objections to Booking a Meeting(25:05) Researching Prospects and Private Equity Companies(26:30) Understanding the Challenges of Rev Ops Leaders(28:59) Using Research to Improve the Pitch(30:54) Using Analytics to Improve Conversion Rates(32:50) Calling After 5 PM for Better Results(40:59) Advice for New SDRs Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

In this episode, we'll discuss: Prospecting current customers and prospects The signals John uses to reach out to his accounts Strategies for engaging an industry that is not very active on LinkedInJohn Ciannello is a top SDR @ Fourth.John started as an SDR six months ago and averages 130% of his fully ramped quota, achieving 500% in his second month of onboarding.Connect with John on LinkedInhttps://www.linkedin.com/in/johnciannello----📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠----Chapters(00:00) Top-Performing SDR(02:22) John's Onboarding and Initial Success(04:37) Engaging with Prospects(06:56) Handling Corporate vs. Local Decisions(09:21) Using Texting as a Tool(11:45) Balancing Prospecting Between Customers and New Prospects(14:07) Effective Use of Triggers(18:50) Strategic Calling and Balancing Quality with Quantity(23:24) Cold Call Strategy(30:33) Advice for New SDRs Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

In this episode, we'll discuss: The differences between a dedicated SDR model and a scaled model How to develop a scaled model from the ground up The essential tools and infrastructure requiredCollin Stewart, the CEO of Predictable Revenue. Here's what Collin has done: Bootstrapped Predictable Revenue to millions in revenue Expanded the revenue team to 11 members Grew three companies from zero to $1 million as only sales hireConnect with Collin on LinkedInhttps://www.linkedin.com/in/collinstewart/----📬 For more prospecting and sales development tips, join 3,811 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠----Chapters(00:00) Opening Remarks(03:19) Optimizing for Profitability in Sales Development(06:15) De-risking the SDR Model for Clients and SDRs(13:31) Tools and Infrastructure for the Scale Model(23:30) Increasing Call Volume with Parallel Dialers(25:49) The Importance of Personalized Outreach and Flexibility(29:35) Scoring Accounts Based on Tech Stack and Other Factors(39:09) Testing and Iterating to Find the Most Effective Approach Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 takeaways from this episode: Social selling: using voice notes, and videos Social selling with different buyer personas than sales and marketing leaders How to overcome the fear of cold calling—For more prospecting and sales development tips, join 2,611 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠—Welcome to Episode 28, where we immerse ourselves in the world of a top-performing BDR, Holly Allen of Deel. She exceeded her target by 260%, got the 'Rookie of the Quarter', and 'Influencer' awards all in Q1.Join us as we deep dive into: Dropping sequences and emails for LinkedIn, voice notes, and cold calling Targeting new accounts LinkedIn Sales Navigator lists Prospecting triggers Video prospecting Follow-ups Cold calling: Overcoming fears, effective end-call strategies, and time management (0:00) Top BDR at Deel(2:07) No sequence, and no emails(4:52) Why Social selling(7:43) How to go after a new account(9:27) LinkedIn Sales Navigator lists(10:53) Triggers for prospecting(13:34) LinkedIn voice note(17:47) Voice note and a message?(19:19) Follow up after the voice note(20:14) Video prospecting(23:29) Multithreading(24:18) Cold calling(30:07) End of a cold call(30:39) How to manage your time with social selling and cold calling(32:01) How to overcome the fear of cold calling(34:18) Social selling with CFOs and HR leaders(36:39) Favorite tool for prospecting on LinkedIn(37:14) Favorite resource to grow as an SDR(38:22) Advice for new SDRsFollow Holly: ⁠⁠⁠LinkedIn ⁠https://www.linkedin.com/in/hollyallen1/⁠—Follow me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

If you missed part 1, listen to the episode here: https://link.chtbl.com/build-high-performing-sdr-team---In this episode, you will learn 3 key things: Take ownership of the SDR hiring process and work closely with talent teams and agencies to find the best candidates. Write an engaging job description that emphasizes the role's benefits and appeal. Utilize scenario-based interview questions to gauge traits like extreme ownership and emotional intelligence.---Chris runs 2 businesses: - He helps SDRs hit quota and get promoted. - He helps SDR Leaders build high-performance SDR teams.Chris has led SDR teams for 8 years at Tessian, Peakon (Workday), and Perkbox.Connect with Chris on LinkedIn ⁠https://www.linkedin.com/in/chris-ritson⁠ Subscribe to his newsletter: The Pipeline Post⁠https://the-pipeline-post-9a4342.beehiiv.com/subscribe⁠---📬 For more prospecting and sales development tips, join 3,811 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---Chapters(00:00) Team Foundations (03:50) Hiring Focus (07:14) Engage Candidates (11:30) Agency Relations (14:19) Candidate Pool (17:55) Role of Ownership (21:00) Inbound Quality (24:45) Leveraging Referrals (28:30) Job Descriptions (32:15) Future of Hiring Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Former Account Executive at Lavender, Mike Wander, shares his cold email strategies with impressive results: 87 meetings booked out of 103 accounts, 65.3% email open rate, 45.8% reply rate. Topics include mindset, research, subject lines, triggers, and balancing creativity with process.