71 episodes
SDR Game - Sales Development Podcast Elric Legloire
-
- Business
-
-
5.0 • 1 Rating
-
Welcome to the SDR Game podcast. I'm Elric, your host, and SDR Leader at Agorapulse.
You'll get advice and tangible tactics that work best TODAY about pipeline creation, prospecting (cold calling, cold emailing, social selling), productivity, and sales careers.
The content is a mix of solo episodes, interviews, and chats with B2B SaaS and Sales Development leaders, and SDRs (Sales Development Representatives).
-
[GREATEST HITS] 29: How This BDR Got 260% of her Quota and Rookie of the Quarter in Q1 (Top SDR Strategy): no sequences, and no cold emails - Holly Allen, BDR at Deel
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 SDRs
Follow Holly:
LinkedIn https://www.linkedin.com/in/hollyallen1/
—
Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
---
Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
67. Sourcing, and Hiring the Best SDR Candidates - How to build a High-Performing SDR Team (Part 2) - Chris Ritson, Co-Founder of The SDR Leader
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 Post
https://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
---
Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
[GREATEST HITS] #38: How to write cold emails that get replies (A 45.8% reply rate) (Prospecting strategy) - Mike Wander, Former Account Executive at Lavender
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 a former Account Executive at Lavender.
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 3,811 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.
---
Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
66. The (First-Time) Sales Manager's Survival Guide - KD - Kevin Dorsey, SaaS Sales Consultant, Keynote Speaker & Sales Leadership Coach
In this episode, you will learn 3 key things:
Is leadership right for you?
The transition from being an IC to a leadership role
Tactical tips and insights from KD on leadership
---
KD, Kevin Dorsey, known as the Father of Modern Leadership.
Here's what KD has done as a sales leader:
At Bench, he led the team to their first $1M ARR month, tripling their customer base.
At PatientPop, he expanded the team to over 170 members, doubled conversion rates, and tripled the sales pipeline.
At ServiceTitan, he successfully grew the team from 20 to more than 70 in just one year.
Connect with KD on LinkedIn
https://www.linkedin.com/in/kddorsey3/
Resources mentioned in the episode:
KD's course: Sales Leadership Accelerator
https://www.salesleadershipaccelerator.com/
Books:
Radical Candor by Kim Scott
Sales Manager Survival Guide by David Brock
Cracking the Sales Management Code by Jason Jordan
The Connector Manager by Jaime Roca, and Sari Wilde
---
📬 For more prospecting and sales development tips, join 3,831 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) Father of Modern Sales Leadership
(00:55) Is Leadership Right for You?
(09:45) Sales Leadership Process and Operational Excellence
(16:55) Personal Development and Managerial Effectiveness
(21:41) Enhancing Sales Skills and Techniques
(28:47) Leadership Philosophies and Long-term Impact
(35:40) Adaptability and Continuous Learning
(38:06) Resources for Aspiring Leaders
---
Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
65. How to Build a High-Performing SDR Team (Part 1) - Chris Ritson, Co-Founder of The SDR Leader
In this episode, you will learn 3 key things:
The importance of hiring the right people to build a high-performing SDR (Sales Development Representative) team.
How creating a team culture and playbook can align behaviors and drive high performance.
The significance of understanding individual goals and linking them to sales performance to boost motivation and commitment.
---
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 Post
https://the-pipeline-post-9a4342.beehiiv.com/subscribe
---
📬 For more prospecting and sales development tips, join 3,712 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) Establishing the Foundation for Your Team
(03:11) Creating a Team Culture and Playbook
(08:45) Hiring the Right People
(13:06) The Three-Step Process for Achieving Long-Term Success
(25:25) The Importance of Obsession with Learning
---
Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message -
64. SDR Leadership: my 4 lessons in 2023
Episode #3: My Journaling Journey - My Lessons on SDR Leadership in 2023:
Team Layoffs
The Evolution of the SDR Model
Hiring Strategies
SDR Creators
Send me a message on LinkedIn to let me know what you think about the episode: https://www.linkedin.com/in/elriclegloire/
---
📬 For more prospecting and sales development tips, join 3,722 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
--
Chapters:
(00:00) SDR Leadership lessons
(00:28) Lesson 1: SDR Team Layoffs
(05:19) Lesson 2: The Evolution of the SDR Model
(09:08) Lesson 3: Hiring Strategies
(11:35) Lesson 4: SDR Creators
---
Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message