Outbound Kitchen - B2B Sales Podcast

For more prospecting and sales development tips, join 2'009 SDRs getting the newsletter here: https://sdrgame.substack.com/----In this episode, I talk with Michael Tuso, Co-Founder and CEO of CallypsoWe talk about the new Sales Development Representative: The CDR (Customer Development Representative) or also called ADR (Account Development Representative) at some companies. Why this role will be important in 2023, how to prospect customers, how to prioritize your accounts and your prospects within an account, and do account mapping. Michael also answers questions about do you prioritize upselling first or cross-selling within an account.Follow Michael: https://www.linkedin.com/in/michaeltuso—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 2'006 SDRs getting the newsletter here: https://sdrgame.substack.com/----In this episode, I've been invited to the Sales Career Podcast with Tyrone Smith and we talk about my journey into SDR Leadership.I also share my view on the status of Sales Leadership and how I approach it when I'm coaching SDR teams.You will learn how good SDR Leaders focus on their team's personal goals and which skills are actually relevant.You can listen to the Sales Career Podcast here: https://open.spotify.com/show/1U5WWIVTOTl5B9p3Efw97v Follow Tyrone: https://www.linkedin.com/in/tyrone-smith-bremen/—Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

I'm finally back! After almost 2 months with 0 episodes. Super excited to be back, hope you'll enjoy today's episode.-----For more prospecting and sales development tips, join 1'998 SDRs getting the newsletter here: https://sdrgame.substack.com/----In this episode, I talk with Amanda Wilde, Senior Manager, Enterprise Sales Development at LoopioWe talk about how to use data from a leader perspective: how to coach your SDRs, and what you use for the leadership team. Then we talk about the rep perspective: how SDRs can use data to improve their performance. At the end of the episode, we talk about the ICP Skill labs, a session that Amanda runs with her team.Follow Amanda: https://www.linkedin.com/in/amanda-wilde/—Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

Happy New Year, everyone! We are back for more episodes.----For more prospecting and sales development tips, join 1'904 SDRs getting the newsletter here: https://sdrgame.substack.com/----In this episode, I talk with Jack Knight, Sr. Global BDR Manager at Fourth.We talk about how to get hired as a Sales Development Representative in this current market.His tips: Update your resume and stand out: put your headshot, and use colors to catch the eye of the hiring manager Update your LinkedIn profile: do you care about your external appearance? Ask great questions: don't ask the same questions as everyone is doing and Jack gives examples of great questionsHis resource: His Article: How To Break Into SaaS: A Guide To Landing An SDR RoleFollow Jack: https://www.linkedin.com/in/dontdialalone/Check CallBlitz here (Jack's company): https://callblitz.com/—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 1'852 SDRs getting the newsletter here: https://sdrgame.substack.com/----In this episode, I talk with Brad Norgate, Senior Enteprise SDR at CognismWe talk about his days in the life on an Enterprise SDR, his approach to enterprise prospecting, his cold calling process, thoughts on being relevant vs personalizing, and his top-down approach to enterprise accounts. In the end, he shares his favorite resource: Gong and 2 tips for other enterprise SDRs.Follow Brad: https://www.linkedin.com/in/brad-norgate-2033832260:00 intro1:22 Buyer personas, KPIs, quota, etc10:41 Time management22:00 Cold call framework & script31:28 First call33:17 Personalizing vs being relevant35:43 Top-down approach38:23 Favorite SDR resource40:10 3 advice for new Enterprise SDRs42:40 1 advice to ignore—Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

I've been invited by Reply to talk at Sales Development Excellence ’22  about how to coach, train, and mentor your SDR team to drive results in 2022, with David Bentham, Director, Sales Development of Cognism, and Jared Robin, Founder at RevGenius. ----- For more prospecting and sales development tips, join 1'839 SDRs getting the newsletter here: https://sdrgame.substack.com/ 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 1'811 SDRs getting the newsletter here: https://sdrgame.substack.com/----In this episode, I talk with Florin Tatulea, Director of Sales at Barley.We talk about how to stand out from other applicants and get hired as a Sales Development Representative His tips: You can't be picky anymore to join a company, build a list with LinkedIn and Peersignal.org Use a data tool to find emails and phone numbers Email and call the hiring manager and VP of Sales Build a list of potential accounts & prospects for the company Contact the CEOHis favorite resources: Podcast: 30 minutes to president club People on LinkedIn: Will Allred, Anthony Natoli, and Landon MeyerFollow Florin: https://www.linkedin.com/in/florintatulea/—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 1'808 SDRs getting the newsletter here: https://sdrgame.substack.com/----In this episode, I talk with David Bentham, Director, Sales Development @ Cognism.We talk about the structure of the SDR team at Cognism, Cognism has 75 SDRs globally and 8 SDR managers. Dave shares his lessons after hiring 1000+ reps in his career and on the Cognism hiring process. What’s working for them, how many steps, the traits he’s looking for, the red flags he’s looking for, and how long it takes to hire 1 SDR.Follow Dave: https://www.linkedin.com/in/davebentham/Resources from the episode:Never hire a bad salesperson again by Christopher Croner—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 1'795 SDRs getting the newsletter here: https://sdrgame.substack.com/----In this episode, I talk with Landon Meyer, Founding SDR at Anomalo.We talk about how to land your next SDR job ASAP:His 3 tips: Build your personal brand & Post on LinkedIn  Do your due diligence Be proactive with your reference checkHis 2 resources:  www.peersignal.org to find companies who are hiring & in growth mode.  https://layoffs.fyi/ to check if the company What you should ignore: large companies are not safe anymore.Follow Landon: https://www.linkedin.com/in/pipelinecuresall/—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 1'782 SDRs getting the newsletter here: https://sdrgame.substack.com/----In this episode, I talk with Kyle Smith, Managing partner at The Bridge Group.We talk about the 2022 hiring trends for the SDR industry. What changes from the perspectives of candidates and companies. How candidates can adapt to the new market. Kyle shares his perspective from TBG customers on what works for them. He talks about tips for candidates, and also tips for hiring managers.Follow Kyle: https://www.linkedin.com/in/kylesmithtbg/Resources from the episode:The 2021 SDR Metrics Report: https://blog.bridgegroupinc.com/2021-sdr-metrics-report—Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe