Outbound Kitchen - B2B Sales Podcast

In this episode, I share 7 tips to help you prospect during the summer slowdown. I've learned them after 5 years of prospecting, and being a top performer at 4 different tech companiesThe newsletter mentioned in the episode to adjust your daily goals: How to prep Q3 to smash quota: SDR Game Plan with AI⭐️⭐️⭐️⭐️⭐️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) How to prospect during the summer slowdown(0:37) Tip 1: Reach out to Low-hanging fruits(⁠4:03) Tip 2: Rank your accounts(⁠⁠5:11) Tip 3: Stop thinking that no one is going to reply(⁠⁠5:23) Tip 4: Send emails to get OOO replies(5:53) Tip 5: Leverage the OOO replies(6:48) Tip 6: Adjusting your daily goals(7:13) Tip 7: Frontload the season Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

4 things you'll learn in this episode: How to go from lowest performing SDR to top performer Top SDR habits The strategy of multithreading prospecting How to Prospect on LinkedInMaddie Hopkin is the Top performer and Enterprise Sales Development Representative at CognismBut the thing is Maddie started out as the lowest-performing SDR.And became the top-performing SDR.With her process: she became the highest performing UK SDR, was SDR of the Quarter for Q1 and Q2, at 160% vs target in Q2.Since joining Cognism in September 2022, she's created 1.8m in pipeline and created 960k in Q1 alone.Connect with Maddie: https://www.linkedin.com/in/madeleine-hopkin-002053144/---📬 For more prospecting and sales development tips, join 2,911 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 Top-Performing SDR at Cognism(1:01) The challenges faced when Maddie was struggling(2:19)The process to overcome being the lowest-performing SDR(6:57) The Moment when Maddie started to see her results improved(8:42) Listening to the cold call recordings(10:55) Tips from her mentors(13:30) Daily routine to help in the transformation(15:42) Multithreading prospecting(17:08) How to use WhatsApp in your process(19:16) Differences between commercial and enterprise prospecting(20:32) Strategy to go after a 400 000 people account(24:20) Tips for struggling SDRs Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

4 things you'll learn in this episode: How to send cold emails that get replies How Deb turned his LinkedIn profile into an inbound channel The bottom up approach How to use communitiesDeb Saha is the Top performer within the APAC BDR Team at 6sense.But Deb approaches his outreach differently than your typical SDR. He’s found a way to stand out: his bottom-up prospecting approach.With this strategy, he books 60-70% of his meetings.---📬 For more prospecting and sales development tips, join 2,844 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠---(0:00)Top performing SDR at 6sense(0:53) Trigger-events for prospecting(5:42) Structure of a cold email(9:31) Example of a successful cold email(13:46) Deb and Subject lines(15:45) How to use LinkedIn when you sell to BDRs and SDRs as an inbound channel(17:25) Examples of LinkedIn posts(18:45) Bottom-up approach(22:25) Conversations with SDRs(24:42) How to leverage the information(25:45) How to use communities for prospecting(29:50) How to find messages relevant to your product on Slack(30:47) Favorite resource(33:07) Favorite tool(33:58) Tips for SDRs 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: Understand the psychology of your prospects to tailor your approach effectively. Harness the power of A/B testing in sales to optimize your results. Tailor your communication based on your prospects' immediate needs and level of interest.---For more prospecting and sales development tips, join 2,844 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠---Lauren Aboud is Manager of Sales Development at Snowflake, specializing in the verticals of manufacturing, retail, and CPG. She brings a diverse range of experiences from her background in operations, marketing, and people leadership. This diversity helps her unique approach to sales, heavily focusing on understanding prospects' psychology, personalizing outreach, and creating urgency. Lauren was a top-performing SDR at Snowflake.[00:00:00] Top-performing SDR at Snowflake[00:00:51] Outreach Strategies and Success in SDR Role [00:03:52] Lauren Aboud on Balancing Personalization and Optimization in her Role at Snowflake[00:05:43] Understanding the Difference Between Buyer Personas[00:07:53] Understanding Industry-Specific Prospecting in Retail Manufacturing and CPG[00:10:56] Sales Techniques and Prospecting Strategies in a Competitive Market[00:17:51] Optimizing Sales Results through A/B Testing[00:26:27] Engaging High-Level Prospects via Emails [00:27:43] Effective call-to-action for prospect sales emails[00:37:37] Utilizing Direct Messaging and the Importance of 'No' in Sales[00:40:31] The importance of leveraging marketing counterparts[00:41:57] Favorite Prospecting Tool - LinkedIn Sales Navigator[00:43:29] Improving your Results as an SDR [00:46:24] Success in Sales and Career Development---Connect with Lauren on ⁠LinkedIn: https://www.linkedin.com/in/laurenaboud/—Connect with me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 takeaways from this episode: How to use visuals in your outreach Using automated emails to be relevant, no personalization How to add value to your prospects—For more prospecting and sales development tips, join 2,768 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠--- 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 prospecting17:33) 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 tipsFollow Julia on ⁠LinkedIn ⁠https://www.linkedin.com/in/juliacarter98/—Follow me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 takeaways from this episode: When to send a connection request on LinkedIn How to use the native app of LinkedIn to send videos, and book meetings The 3 triggers that Caspian uses to start prospecting an account— For more prospecting and sales development tips, join 2,741 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠—Welcome to episode 32, and get ready for another exciting episode of the SDR Game Podcast! In episode 3 of our Social Selling mini-season, I had the pleasure of chatting with Caspian Lewke, Associate Sales Engineer at Gong.Caspian went from an ordinary sales rep to consistently rank in the top 3 among a team of 30 highly competitive SDRs. And did I mention his quota attainment? A staggering 111%!So, how did he get there? Let's break it down: Stayed on top in a large team of 30 reps Used LinkedIn to master the art of prospecting and relationship-buildingIn our podcast, we deep dive into his tactics and strategies revolving around the importance of relationship building, the balance between content creation and personal outreach, and the power of consistency and adaptability. Plus, we'll cover the tools he uses, how he leverages different prospecting channels, and his advice for others looking to make their mark on LinkedIn. (0:00) Intro(1:26) How Caspian prospects on LinkedIn(2:53) Pitching vs building relationships(6:30) Commenting on posts(8:52) When to connect with your prospects(12:26) Content to share(15:33) How Caspian uses video and gets creative(22:55) When Caspian sends a Connection Request with a note(27:46) The triggers that Caspian uses to prospect(33:33) How Caspian leverages other prospecting channels(39:57) The story about the last gift Caspian sent to a prospect(42:18) The 3 tools that Caspian uses to prospect on LinkedIn(44:14) Favorite resource to grow as an SDR(47:05) Advice if you are starting prospecting on LinkedInResources: LinkedIn Sales Nav Unicat - LinkedIn GIF comment picker https://chrome.google.com/webstore/detail/unicat-linkedin-gif-comme/mdklkilghglpihondfmedeefgfnpecbb LeadIQ or ApolloFollow Caspian: ⁠ LinkedIn ⁠https://www.linkedin.com/in/caspian-lewke/— Follow me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 takeaways from this episode: Asking who’s the right person to talk with When do you pitch vs build relationships with social selling Different types of messages you can use on LinkedIn —For more prospecting and sales development tips, join 2,711 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠—Welcome to episode 31, and 2nd episode of our mini-season about social selling.In this episode, we're sitting down with Monica McIlroy, a top-notch BDR leader at BizDevLabs, for the 2nd part. We're chatting about social selling and sharing real-life prospecting examples for four unique buyer personas.We start with a friendly chat about pitching versus relationship-building dynamics. Monica shares her tips and tricks for crafting compelling LinkedIn messages, whether they're video, audio, or visual. She also shares her secret sauce for identifying the right person to connect with in an organization.Next, we explore five real-world examples, each showcasing a different buyer persona. Monica shares her strategies for engaging with product marketers, technical product marketers, finance prospects, robotics engineers, and sales leaders.We wrap up the episode with Monica's key takeaways.(0:00) Intro(1:40) Pitching vs relationship building(4:39) Type of messages on LinkedIn: video, audio, visual(5:48) Asking who’s the right person to talk with(9:21) 1st example: Product marketers(19:43) 2nd example: Technical product marketer(22:21) 3rd example: Finance prospects(27:30) 4th example: Robotics engineers(33:49) 5th example: Sales leaders(38:23) Takeaways from the episodeFollow Monica: ⁠LinkedIn ⁠https://www.linkedin.com/in/mmmcilroy/⁠—Follow me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 takeaways from this episode: How to find your prospects' communities The balance of building value vs asking for a meeting Social selling = 75% of the time is engaging with your prospects—Resource from the episode:List of people to follow on LinkedIn—For more prospecting and sales development tips, join 2,684 SDRs getting the newsletter here: ⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠—Welcome to Episode 30, our first episode of the mini-season focused on social selling.Where we dive into the dynamic world of a top-performing BDR Leader, Monica McIlroy of BizDevLabs.Monica has revolutionized the art of social selling, achieving remarkable success across diverse industries such as developer marketing, robotics and GTM leaders. She's not just playing the game, she's changing it.Join us as we deep dive into:- The power of prospect communities and strategies to find them- Mastering LinkedIn for effective prospecting and crafting compelling connection requests- Utilizing Twitter for social selling and the triggers that can amplify your success- The journey from connection to booking a meeting: timeframes, strategies, and building value- A success story that showcases the transformative power of social selling- Tips and tricks to learn and master social selling, straight from the expert herself(0:00) Intro(1:28) The Communities of Your Prospects(5:50) The Art of Finding Prospect Communities(7:11) Mastering LinkedIn: Effective Prospecting Strategies(12:22) Social Selling Triggers: The Secret Sauce(15:59) A Success Story in Social Selling(18:20) The Perfect LinkedIn Connection Request(19:53) Prospecting Text Messages(21:01) The Journey to a Meeting: Timeframes and Strategies(22:46) The Balancing Act: Asking for a Meeting vs Building Value(23:36) Social Selling: The Power of Engaging with Prospects(27:35) Monica's Top Tips to Master Social SellingFollow Monica: ⁠LinkedIn https://www.linkedin.com/in/mmmcilroy/—Follow me on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠ 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 Intro2:07 No sequence, and no emails4:52 Why Social selling7:43 How to go after a new account9:27 LinkedIn Sales Navigator lists10:53 Triggers for prospecting13:34 LinkedIn voice note17:47 Voice note and a message?19:19 Follow up after the voice note20:14 Video prospecting23:29 Multithreading24:18 Cold calling30:07 End of a cold call30:39 How to manage your time with social selling and cold calling32:01 How to overcome the fear of cold calling34:18 Social selling with CFOs and HR leaders36:39 Favorite tool for prospecting on LinkedIn37:14 Favorite resource to grow as an SDR38:22 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

3 takeaways from this episode:- Effective time management & setting non-negotiable KPIs- A 6 touch LinkedIn sequence with 30%+ reply rate- Booking meetings with your past customers—For more prospecting and sales development tips, join 2,477 SDRs getting the newsletter here: ⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠—Learn how the number 1 BDR at Loopio, Devesh Tilokani generated over $1.9M in pipeline in just a year! Join us as we dive deep into his top strategies, including managing time, optimizing KPIs, mastering LinkedIn sequences, and perfecting video prospecting. If you're new to enterprise SDR or looking to level up, this is a must-watch episode filled with actionable tips!(0:00) Intro(1:22) Time management & key tasks(4:03) Golden hours(6:20) KPIs(10:51) Setting Non-Negotiable KPIs(12:49) Cadence structure(14:56) 30%+ reply LinkedIn sequence: Step 1(20:32) Video prospecting(23:48) Learning video prospecting(25:56) Cadence: step 2(27:39) Cadence: steps 3, 4, 5 & 6(29:46) Standing out in enterprise prospecting(32:13) Prospecting past champions(38:13) Top Tool(40:12) Best resource to level up(40:39) Tips for new enterprise SDRsFollow Devesh: ⁠LinkedIn https://www.linkedin.com/in/devesh-tilokani/YouTube: https://www.youtube.com/@deveshtilokani6702Resources from the episode- JB Sales template: Know your equation: https://content.sellbetter.xyz/know-your-equation-template- Book: Influence by Robert Cialdini- Podcast: 30 Minutes To President’s Club https://www.30mpc.com/—Follow me on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe