Outbound Kitchen - B2B Sales Podcast

3 takeaways from this episode: Usual objections when prospecting to founders, CEO, HR leaders, and CFOs, and how to overcome them The "Inception Method" How to manage your time while cold calling—For more prospecting and sales development tips, join 2,442 SDRs getting the newsletter here: ⁠⁠https://sdrgame.substack.com/⁠⁠—Join us for an exciting chat with the #1 SDR at Payfit, who's known for constantly beating his goals by a whopping 230%. Get ready to learn the secrets behind his amazing success and gather tips that could change your own game.In this episode, we discuss how Payfit product makes him successful. You'll learn about the questions he asks during cold calls, and how he finds out what problems his customers really need to solve.Our top SDR also shares his best advice for handling tough questions from CEOs, HR leaders, and CFOs. You'll hear how he overcomes these challenges to prospect, and book meetings.We also talk about the 'Inception Method'.Plus, our guest shares his tips for managing time while making lots of cold calls, and how he focuses his calls on CEOs.We wrap up the episode with a real-life story about a prospect. This inspiring story will show you the power of the strategies discussed in the episode.By the end of this episode, you'll have loads of practical tips to boost your outreach. 0:00 Start3:46 How the Payfit product helps him be successful6:47 Cold calling: being relevant - questions to ask, pain, uncover the pain14:44 Usual objections when prospecting to founders, CEO, HR leaders, and CFOs, and how to overcome them21:30 The 'Inception Method’24:09 How to manage time while cold calling31:23 A success story about booking a meeting39:00 Tips for new SDRs41:47 Favorite SDR tool42:49 Best SDR resourceFollow Théo: https://www.linkedin.com/in/theogarnier/?originalSubdomain=fr—Follow me on LinkedIn: ⁠⁠https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

3 takeaways from the episode: How to use a 10k report within 15 min Prospecting above and below the power line 1 Email TEMPLATE to get executives' attention---For more prospecting and sales development tips, join 2'385 SDRs getting the newsletter here: ⁠⁠https://sdrgame.substack.com/⁠⁠---In this episode, I talk with Krysten Conner, Sales Strategist at Usergems.We talk about the difference between SMB/Mid-market vs enterprise prospecting. Krysten shares her proven techniques for effectively prospecting new enterprise accounts.How to find information from 10k reports in just 15 minutes.Learn how to prospect above and below the power line.Krysten also introduces the concept of multithreading.The perfect email template to capture executive attention This episode is packed with actionable tips that will help you elevate your prospecting game and book meetings with enterprise accounts.Follow Krysten: https://www.linkedin.com/in/krystenconner/Download your Free Copy of Deal Doubling Discovery: https://krystenconner.com/disco/—Follow me on LinkedIn: ⁠⁠https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

For more prospecting and sales development tips, join 2'385 SDRs getting the newsletter here: ⁠⁠https://sdrgame.substack.com/⁠⁠---In this episode, I talk with Andres de Frutos Zambrano, Global Sales Enablement at Pigment, when he was the #1 BDR.Andres is a top Business Development Representative and has consistently exceeded his quota for nine consecutive months, achieving an overall 150% quota attainment. As the number one rep in pipeline creation, he generated over $2.5 million and set a company record for the fastest promotion out of the BDR organization in just nine months. In this episode, Andres shares his insights, strategies, and tips for mastering buyer personas, time management, cold calling, and much more. 0:30 - Targeting & Buyer personas: CFOs (Chief Financial Officers)5:35 - Solving pain points: how Pigment addresses customer needs8:16 - Setting KPIs and Goals9:41 - Andres' effective prospecting triggers13:43 - Mastering time management17:00 - Cold calling tips19:21 - Strategies for learning about buyer personas24:01 - Maximizing results through multithreading29:45 - Cold Calling31:34 - Toughest meeting booked 33:16 - Favorite SDR Resources35:00 - Top SDR tools37:30 - Advice for new SDRs Follow Andres https://www.linkedin.com/in/andresdefrutosz/— Follow me on LinkedIn: ⁠⁠https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

For more prospecting and sales development tips, join 2'368 SDRs getting the newsletter here: ⁠https://sdrgame.substack.com/⁠---In this episode, I talk with 2 guests: Eric Iannello, Full Cycle AE (Account Executive) at Falkon Nick Phillips, Senior SDR (Sales Development Representative) at People Data LabsI bring together two friends with different perspectives on prospecting: Eric, a fan of cold calling, and Nick, a proponent of social selling. We discuss the importance of time management in their respective approaches, reveal their techniques and strategies, and share recent successes from meetings they've booked. We also dive into the biggest mistakes in prospecting and gather invaluable cold-calling tips. Let's level up your SDR game!--- Erick's stats: 16 consecutive months of exceeding quota in both pipeline generated and deals closed won Largest deal sources by SDR in company 20 year history - by cold call Featured in HYPCCCYCL e-book of unorthodox cold calling techniquesNick's stats: Highest ramp of new hires in Q4 Leading the team in social selling Q1 and Q2Follow: Erick https://www.linkedin.com/in/eric-iannello/ Nick https://www.linkedin.com/in/superdadnick/—Follow me on LinkedIn: ⁠https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

For more prospecting and sales development tips, join 2'317 SDRs getting the newsletter here: ⁠https://sdrgame.substack.com/⁠---In this episode, I talk with ⁠Yann Merlaud⁠, Strategic Business Development Representative at Celonis.We talk about prospecting strategic accounts and engaging with C-level executives. Yann shares his knowledge on how to find valuable information in annual reports and earnings calls, as well as how to utilize ChatGPT to enhance your SDR skills and craft compelling cold emails.Yann dives deep into the triggers that capture the attention of C-level executives and reveals his proven strategies for achieving an impressive 25% reply rate from top decision-makers. We also discuss the power of bringing your executives on calls with prospects, and how it can improve the overall success of your sales efforts.Yann's impressive stats: 135% avg. achievement on opportunity targets (last 10 months) 86% meeting-to-opportunity rate through deep account research & strategic targeting 15+ C-level meetings with the biggest French companies (+10bn in Revenue) via outbound prospecting, and 50+ VP/SVP meetingsFollow Yann https://www.linkedin.com/in/yann-merlaud/— Follow me on LinkedIn: ⁠https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

For more prospecting and sales development tips, join 2'245 SDRs getting the newsletter here: https://sdrgame.substack.com/---In this episode, I talk with Jill Bruno, Manager, Sales Development at RocketReachWe talk about her days in the life of a Manager, Sales Development:0:00 Intro0:30 What Jill does at Rocket Reach and the segment her team is going after3:14 Time management for an SDR leader and her team8:07 Role play vs cold call reviews10:45 Her SDR team metrics14:30 How to build an SDR team from scratch23:13 Why hiring the most important for the success of your team26:57 Questions to ask to SDRs during an interview38:03 Tips for new SDR managers41:38 What’s the most important question to ask as a candidateFollow Jill: https://www.linkedin.com/in/jill-bruno-47b81855/— Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

For more prospecting and sales development tips, join 2'124 SDRs getting the newsletter here: https://sdrgame.substack.com/---In this episode, I talk with Eddie Fang, Sales Development Team lead at QualifiHere are why you should listen to this episode, Eddie’s results in his previous role as BDR II, at ServiceCore: Contributed to the highest closed won quarter of all time in Q4 2022 in ARR Q4 Quota - 113% Quota: November 106%, October 146%, September 133% Sourced over $1 million in ARR Highest sourced closed won on the team Increased inbound meetings by 3x Booked the most meetings in August my first 2 weeks going liveWe talk about his days in the life of a BDR II:0:00 Intro1:05 Who’s Eddie Fang1:33 What’s Servicecore2:28 The BDR team3:30 Portable industry, and family own businesses4:28 Buyer personas: operation manager, dispatch manager, office manager5:03 Quota as a BDR II6:05 SDR KPIs8:24 Time management11:17 Using Facebook to prospect13:03 Time management - Part 217:15 How to prospect a net new account18:57 How to rank accounts21:16 How to prioritize your prospects23:56 Outbound cadences: channels, and touchpoints25:52 Focus on the influencer/Champion26:47 Cold calling32:45 How to handle the objection: we are too small34:42 How to handle the objection: we are using spreadsheets36:23 SDR - AE relationship38:23 Favorite SDR resource40:05 Favorite tool40:35 Tips for news SDRsFollow Eddie: https://www.linkedin.com/in/eddiefang/—Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

For more prospecting and sales development tips, join 2'103 SDRs getting the newsletter here: https://sdrgame.substack.com/---In this episode, I talk with Baptiste Kuciel, Sr. Enterprise SDR at Moveworks.Here are why you should listen to this episode, Baptiste’s results: 11/12 months exceeded quota (missed quota in August, French holidays) Overall 182% Quota achievement since I joined (from 80% to 260%) N°1 rep in pipeline created with USD >24 million $ Set company record for Senior SDR promotion in 5 monthsWe talk about his days in the life of a Senior Enterprise SDR:0:00 Intro0:30 What Baptiste does at Moveworks1:12 His territory1:47 The enterprise segment2:16 Moveworks2:48 Buyer personas3:35 From selling to customer support teams to internal support teams4:34 CIO Pain points in 20235:11 Transition: from cold emailing to cold calling9:04 How to get over the fear of cold calling10:58 SDR Quota as an Enterprise SDR12:52 KPIs14:41 High connect rate16:15 Time management21:00 Morning routine22:38 Strategic plan for cold calls25:05 Structure of cold call25:50 How to handle the “Call me later”29:06 25 sec cold call pitch31:05 Questions about his prospect's pain points36:00 Tips to learn cold calling38:31 Favorite Resource40:06 Be curious41:06 Tips for new enterprise SDRsFollow Baptiste: https://www.linkedin.com/in/baptiste-kuciel/—Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

For more prospecting and sales development tips, join 2'088 SDRs getting the newsletter here: https://sdrgame.substack.com/--In this episode, I talk with Dyanna Daryadel, Senior Enterprise SDR at CognismHere are why you should listen to this episode, Dyanna’s results: Created $2.5M in pipeline since Feb 2022 Hit/Exceeded Target for 13 months consistently: between 100 and 166% vs Target Set record for being promoted from Commercial to Senior Enterprise SDR within 5 months Presidents Club 2022 WinnerWe talk about her days in the life of a Senior Enterprise SDR:0:00 Intro0:45 ICP2:00 Buyer personas2:30 SDR Quota as an Enterprise SDR3:00 KPIs4:17 KPIs on the phone Focus on the phone5:34 Focus mode9:20 How to do the math with your activities10:55 double call - good snippets here12:26 Cold call: focus on the conversation14:00 how to ask for an introduction15:38 structure of Dyanna’s calls20:57 how to handle the objection: we use X competitor24:06 Objection: no budget26:25 how to pick an account28:50 Tips for cold calling30:15 Favorite Resource31:15 tips for new enterprise SDRFollow Dyanna: https://www.linkedin.com/in/dyanna-daryadel/—Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

For more prospecting and sales development tips, join 2'033 SDRs getting the newsletter here: https://sdrgame.substack.com/----In this episode, I talk with Ashley Hamano, Senior Business Developer Representative at MosaicHere are why you should listen to this episode, Ashley's numbers: Pipeline created in 6 mo: $1.6M $320k closed/won since starting in July 22’   7/8 mo exceeded quota (month missed quota was 1st ramped month)   122% of quota Q4 = $772k pipeline created in Q4   Set record for most opportunities/meetings booked in 2nd-month ramp as a rep (12 booked / 10 ops)  We talk about her days in the life of a Senior BDR:  Her ICP, and buyer personas: CFOs and finance leaders Her quota: 9 opportunities per month 27 in a quarter  Her KPIs, and her day to day How she picks an account How to find the tools your prospects use Her process to go after a new account  The different sequences she uses How she ranks her prospects How she books meetings with emails and her best email How she ranks her touchpoints into a cadence How she uses LinkedIn to book meetings How she uses Qualified - chatbot to book meetings with her prospects How she’s scaling her processFollow Ashley: https://www.linkedin.com/in/ashleyhamano/—Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe