SDR Game - Sales Development Podcast Elric Legloire

In this episode, we'll discuss how to use AI to:


Score and prioritize accounts.
Research accounts.
Prospect.



Benyamin Holley is an Enterprise SDR at Lightyear, and Founder of Lazy Sales



Benyamin is building a true enterprise outbound motion from the ground up. Helping refine targeting, messaging, processes and tooling. He booked meetings with 2 of the F500 so far. In Q1 '24 - #1 in outbound sales accepted meetings.



Connect with Benyamin on LinkedIn

https://www.linkedin.com/in/benyaminholley/



If you want to work with Benyamin, check his website: lazysales.xyz



Here’s a bit more info about Benyamin's accounts and buyer personas:


Segment: Enterprise, Fortune 500


Personas: IT leaders


Industries: All


Market: North America



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📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠



Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters

(00:00) Enterprise Prospecting

(02:24) Building Outbound Motion Challenges

(07:18) Targeting and Messaging Strategies

(09:39) AI for Lead Scoring

(12:01) Account Prioritization Techniques

(16:49) Email Personalization and Validation

(24:08) Prospecting Tools and Final Thoughts


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Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message

In this episode, we'll discuss:


The different outbound sequences Teddy uses
His cold-calling framework
How to use your analytics and reports to improve your results



Teddy Frank is a top-performing SDR @ Atrium



Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%.



Connect with Teddy on LinkedIn

https://www.linkedin.com/in/teddy-frank-690b501b7



Here’s a bit more info about Teddy's accounts and buyer personas:


Personas -> 2nd Level+ Sales and RevOps Leaders (occasionally SalesDev)
Industries -> Software Development, IT Services / Consulting, Computer / Network Security
Org Size -> 51+ folks in sales org (ranges from 300 - 10k employees)

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📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠



Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters

In this episode, we'll discuss:

- The different outbound sequences Teddy uses

- His cold-calling framework

- How to use your analytics and reports to improve your results



Teddy Frank is a top-performing SDR @ Atrium



Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%.



Connect with Teddy on LinkedIn

⁠https://www.linkedin.com/in/teddy-frank-690b501b7⁠



Here’s a bit more info about Teddy's accounts and buyer personas:

- Personas: 2nd Level+ Sales and RevOps Leaders (occasionally SalesDev)

- Industries: Software Development, IT Services / Consulting, Computer / Network Security

- Org Size: 51+ folks in sales org (ranges from 300 - 10k employees)



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📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠



Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters

(00:00) Top SDR

(03:54) Defining Top Tier Accounts

(07:18) Handling Objections and Referrals

(10:13) Call Calling Strategies for Booking Meetings

(11:10) Philosophy for Booking Meetings with Directors and VPs

(12:05) Structuring the Cold Call Pitch

(14:24) Using Relevant Statements and Assumptions

(15:22) Pain and Solution Statements in the Pitch

(18:47) Going for the Close in the Pitch

(20:15) Handling Objections and Sending More Information

(21:39) Asking for a Specific Follow-Up Time

(22:38) Handling Objections to Booking a Meeting

(25:05) Researching Prospects and Private Equity Companies

(26:30) Understanding the Challenges of Rev Ops Leaders

(28:59) Using Research to Improve the Pitch

(30:54) Using Analytics to Improve Conversion Rates

(32:50) Calling After 5 PM for Better Results

(40:59) Advice for New SDRs


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Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message

In this episode, we'll discuss:


Prospecting current customers and prospects
The signals John uses to reach out to his accounts
Strategies for engaging an industry that is not very active on LinkedIn



John Ciannello is a top SDR @ Fourth.



John started as an SDR six months ago and averages 130% of his fully ramped quota, achieving 500% in his second month of onboarding.



Connect with John on LinkedIn

https://www.linkedin.com/in/johnciannello

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📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠



Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters

(00:00) Top-Performing SDR

(02:22) John's Onboarding and Initial Success

(04:37) Engaging with Prospects

(06:56) Handling Corporate vs. Local Decisions

(09:21) Using Texting as a Tool

(11:45) Balancing Prospecting Between Customers and New Prospects

(14:07) Effective Use of Triggers

(18:50) Strategic Calling and Balancing Quality with Quantity

(23:24) Cold Call Strategy

(30:33) Advice for New SDRs


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Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message

In this episode, we'll discuss:


The differences between a dedicated SDR model and a scaled model
How to develop a scaled model from the ground up
The essential tools and infrastructure required



Collin Stewart, the CEO of Predictable Revenue. Here's what Collin has done:


Bootstrapped Predictable Revenue to millions in revenue
Expanded the revenue team to 11 members
Grew three companies from zero to $1 million as only sales hire

Connect with Collin on LinkedIn

https://www.linkedin.com/in/collinstewart/

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📬 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

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Chapters

(00:00) Opening Remarks

(03:19) Optimizing for Profitability in Sales Development

(06:15) De-risking the SDR Model for Clients and SDRs

(13:31) Tools and Infrastructure for the Scale Model

(23:30) Increasing Call Volume with Parallel Dialers

(25:49) The Importance of Personalized Outreach and Flexibility

(29:35) Scoring Accounts Based on Tech Stack and Other Factors

(39:09) Testing and Iterating to Find the Most Effective Approach


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Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message

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

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For more prospecting and sales development tips, join 2,611 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠

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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/⁠

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Follow me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠


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Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message

If you missed part 1, listen to the episode here: https://link.chtbl.com/build-high-performing-sdr-team

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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.



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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



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📬 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

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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


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Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message