Outbound Kitchen - B2B Sales Podcast

3 things you'll learn in this episode: How Will manage his time to make 160 calls per day How he research his accounts and prospects You'll get more context about Will day to day, ICP, buyer personas, etc.William Falkenborg is a top SDR (Sales Development Representative) at HG InsightsWill'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 avgConnect with Will on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/william-falkenborg-73617910a/⁠---📬 For more prospecting and sales development tips, join 3,531 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

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 analogiesWilliam Falkenborg is a top SDR (Sales Development Representative) at HG InsightsWill'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 avgConnect with Will on LinkedIn: ⁠https://www.linkedin.com/in/william-falkenborg-73617910a/---📬 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/⁠⁠---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 Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

In today's episode, you'll learn about a revenue enablement leader: Day-to-day activities Challenges faced Metrics used How to prospect a revenue enablement leaderMeet Stephanie White, Sr. Director, Revenue Enablement at LoopioConnect with Steph: https://www.linkedin.com/in/stephanie-white-sales/details/experience/---📬 For more prospecting and sales development tips, join 3,413 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠---Timestamps:(1:05) What does a Sr. Director of Revenue Enablement really do?(3:05) The 2023 Challenges(4:45) The secret behind measuring revenue enablement success(8:15) Inside Steph's learning library: her go-to content(14:39) The kind of cold outreaches Steph gets.(16:51) A peek into a cold outreach Steph received(19:10) Another cold outreach Steph got. (21:15) Diving into yet another cold outreach for Steph(23:39) What made this fourth cold outreach stand out?(26:41) Two tips for more effective outreach Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 things you'll learn in this episode: What you can do in your SDR role to prepare for the transition The transition After the promotionAlex Nelson is an Enterprise Account Executive at Gainfront Before that, he was an AE at Pandadoc. Before getting promoted, he was a Top performing SDR at PandaDoc and won the 2021 President’s Club Gold Award winnerConnect with Alex: ⁠⁠https://www.linkedin.com/in/mynameisalex/---📬 For more prospecting and sales development tips, join 3,331 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠---Timestamps:(0:00) Top performing SDR to AE transition(0:45) Routines that help in your SDR role in the AE role(6:35) cold calling strategies(10:26) Stories about different customers(12:46) 1 habit from the SDR days that helps in the AE role (15:24) 1 resource that helps with the transition(17:23) How to be patient before the promotion(24:58) Following up in prospecting vs an opportunity created(27:39) 3 things Alex wishes every SDR knew (35:32) Challenge for SDR who want to become an AE(38:16) Tips for SDRs who want to become an AE Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 things you'll learn in this episode, the 3 pillars of successful sales development: Targeting Outreach Health MessagingTito Bohrt is the CEO of AltisalesTito's results: Has built 70+ SDR teams from the ground up Sourced over $100M in revenue for his clients.Connect with Tito: ⁠https://www.linkedin.com/in/titobohrt/Looking for an SDR job? https://www.altisales.com/careersJoin the Sales Mad Scientist Series https://lu.ma/sales-mad-scientist---📬 For more prospecting and sales development tips, join 3,301 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠---Timestamps:(0:00) Meet the CEO Behind 70+ SDR Team Success Stories(0:54) Multichannel outreach: what’s working today(2:16) Boosting SDR Team Connect Rates(6:49) Crafting Precision: Account Targeting and Scoring Demystified(11:57) Navigating Buyer Personas(15:43) Unlocking Pain Points: Deciphering Prospect Challenges(18:25) Lead Distribution Pitfalls: Two Missteps Costing You Big(23:40) The Pulse of Effective Outreach (25:11) The Ideal Number of Sequences (27:55) When Should You Tweak Your Sequences(30:46) Understanding Statistical Significance in Sales(33:00) Reflection: Tito's Greatest Misstep in Messaging(36:12) 3 Sales Books Transforming Tito’s What He Learned Sales Journey(38:29) Tito's Evolution: what he learned from the Last 5 Years(40:39) Empowering SDRs: Tips from the Frontline Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 things you'll learn in this episode: The different prospecting sequences used by Stone How he creates prospecting messaging How to prospect security personasStone Gomez is Drata's top-performing Sales Development Representative (SDR).Stone's results: Crushed it with 150% in Q1. Did it again in June with 150%. And yep, hit 100% more than once.Connect with Stone: https://www.linkedin.com/in/stone-gomez-347b71135/---📬 For more prospecting and sales development tips, join 3,252 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠---Timestamps:(0:00) Top performing SDR at Drata(0:46) Stone prospecting sequences(2:25) The different prospecting sequences used by Stone(3:54) Sequence based on whether they use SOC 2 framework(5:28) Sequence based on the size of the company(7:48) The pains for a 500 people company(8:52) Thinking about your different buyer personas(11:33) Customer stories(12:26) Prospecting messaging: impact vs pain(13:33) Lessons about prospecting companies with different sizes(15:58) Lessons from A/B tests(17:56) Where Stone thinks can improve(19:21) The reality of social selling with prospects who are not active on LinkedIn(24:32) Hyper personalization(26:52) Security buyer personas(28:29) Using links in your outreach with security personas(32:27) Tips to improve your outreach and tips to avoid Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

4 things you'll learn in this episode: How to start a founding BDR role What I'm reading right now 11 Resources That Will Teach You All You Need to Know About Prospecting Prospecting on LinkedIn: Finance, Engineers, and Security personas---I need your feedback to level up the SDR Game: https://tally.so/r/woeOkNIf you have questions and want me to tackle them on the show here's the link: https://tally.so/r/mJpXdJ---📬 For more prospecting and sales development tips, join 3,171 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠---Timestamps:(0:00) Intro(2:52) Update on my current role(3:41) Update on the SDR Game(10:04) How to start a founding BDR role(37:17) What I'm reading right now(39:01) 11 Resources That Will Teach You All You Need to Know About Prospecting(50:37) Prospecting on LinkedIn: Finance, Engineers, and Security personas Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

4 things you'll learn in this episode: Multithreading prospecting Booking meetings at prospects' offices How to prospect at physical events How he handles prospecting in different countries.Luis Buitrago is Braze's top-performing Business Development Representative (BDR).Luis' results: Overachieved quota 3 Qs in a row. Hit a historical record of most sales accepted opportunities in a Q. 125 ops in the first 10 months as a BDR.Connect with Luis: https://www.linkedin.com/in/luis-buitrago-vallejo-876160161/---📬 For more prospecting and sales development tips, join 3,107 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠---Timestamps:(0:00) Top performing BDR at Braze(0:50) Luis's prospecting sequences(4:41) Structure of Luis's main sequence(8:04) How to balance personalization and efficiency(9:41) Different triggers to leverage in your outreach(11:42) How to structure your cold emails(13:50) Booking meetings going at your prospect’s office(19:24) Booking meetings at events and trade shows(24:10) How to use the event app to prospect(25:07) How to prep an event(26:05) How to talk with prospects at events(28:29) How to prospect different countries in Europe(31:08) Differences in culture with prospecting in Spain, and the UK(32:45) Tips for new SDRs Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

4 things you'll learn in this episode: How Mike writes cold emails. What to do before sending emails The mindset behind writing emails. The framework for cold emails.Mike Wander is an Account Executive at Lavender and runs the "3-Min Sales School." Despite describing himself as a mediocre salesperson and an average email writer, his results tell a different story.Mike's results: In his first 90 days at Lavender, Mike managed to book meetings with 87 out of 103 accounts only from cold emails. His email open rate stands at 65.3%. He has a 45.8% reply rate on cold emails.Connect with Mike: https://www.linkedin.com/in/mikewander/---📬 For more prospecting and sales development tips, join 3,011 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠Connect with me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠---Timestamps:(0:00) The average email sales writer(1:07) Booking 87 meetings in his first 3 months.(2:53) Building your account list(9:22) How to create your Point of View(13:58) Effective triggers to use in your outreach.(15:34) Insights into executives inboxes(19:12) Crafting effective Subject lines(20:26) Overcoming the Mental Spam filter(22:32) Tying your triggers to challenges and how you can help.(25:16) The balance between creativity and following Mike's process.(26:47) Other cold emails frameworks(28:00) How to leverage your research in your outreach(29:24) Tips to improve your cold email reply rate.(30:20) The most common mistake in cold emailing. Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

4 things you'll learn in this episode: How Brad manages his time The 4-step cold calling framework Personalizing vs being relevant The top-down approachBrad Norgate is Senior Enterprise Sales Development Representative at @Cognism.We talk about his days in the life on an Enterprise SDR, his approach to enterprise prospecting, cold calling process, thoughts on being relevant vs personalizing, and his top-down approach to enterprise accounts. At the end, Brad shares his favorite resource: Gong, and 2 tips for other enterprise SDRs.Connect with Brad Norgate: ⭐️⭐️⭐️⭐️⭐️Leave a review on SpotifyLeave a review on Apple Podcasts📬 For more prospecting and sales development tips, join 2,951 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/TIMESTAMPS: (0:00) Top enterprise SDR(1:22) Buyer personas, KPIs, quota, etc(10:41) Time management(22:00) Cold call framework & script(31:28) First call(33:17) Personalizing vs being relevant(35:43) Top-down approach(38:23) Favorite SDR resource(40:10) 3 advice for new Enterprise SDRs(42:40) 1 advice to ignore Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe