Mastering Sales Development Tito Bohrt
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- Education
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Do you want to master Sales Development? Tito Bohrt, CEO of AltiSales, gives away all his knowledge and experience for free!
The 3 Series in this podcast:
Superstar SDR:
Tito interviews the best SDRs out there and tries to Reverse Engineer how they got there.
Cold-Calling Training:
Tito meets with SDRs from all over the world. They mock call him and pitch him their product. After that call, he cold-calls them to pitch them their own solution.
Tito Teaches Sales:
How to sell? Conflicts between SDR’s and AE’s? Tito shares all his secrets.
Contact us at podcast@altisales.com.
Enjoy!
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Cold call training 7: Caitlyn Ludwig from Adaptive Medical Partners
Welcome to the Cold-call Training series!
Our guest on the show today is Caitlyn Ludwig from Adaptive Medical Partners!
If you need to improve at cold calling and want to join a training, send an email to podcast@altisales.com. We want the audience to learn various tips and techniques from the mistakes we make here =)
PS. If you're bored, jump directly to the specific sections that are most useful to you.
Index:
0:00 Intro & Buyer persona
6:35 Caitlyn calls Tito
12:15 Tito's reaction to Caitlyn's call
14:00 Tito cold-calls Caitlyn
20:05 Caitlyn and Tito analyze Tito's call (great tips on how to handle receptionists)
36:55 Tito's advice for Caitlyn on energy levels -
Superstar SDR 14: Daniil Krets from Skilljar
Today we have one of the top performers that I met recently, Daniil Krets from Skilljar, who consistently reaches 120% of quota at StackRox. We will learn about some techniques and methods to use on LinkedIn and how to nurture your prospects over time to get as many meetings as possible. If want to see the screenshare, here is the link to the Youtube video: https://youtu.be/6zcAUGbKPAw
The topics covered, are indexed below. If you don't have time to listen to the whole interview, just jump around.
If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com.
Welcome Daniil!
Topics covered:
0:00 -> Intros
1:05 -> What is Skilljar and who do they sell to?
2:30 -> Inbound vs. outbound?
2:55 -> How are you being measured?
4:20 -> Daniil's LinkedIn techniques (very detailed)
20:40 -> How to nurture prospects
36:00 -> What tools do you use and how do you use them?
40:05 -> How to get in touch with Daniil and Tito
https://www.linkedin.com/in/daniilkrets/
https://www.linkedin.com/in/titobohrt/ -
Superstar SDR 13: Mike Burrows and Katelyn McElroy from Salsify
Today we have a special episode, because we have two people joining us Mike Burrows and Katelyn McElroy from Salsify. They are two of the top performing SDR's from a group of 30, so they must be doing something right.
The topics covered, are indexed below the video. If you don't have time to listen to the whole interview, just jump around.
If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had ick Bieszczat, Grant Horvath, Val Moisland, Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate.
Welcome guys!
Topics covered:
0:00 -> Intros
1:20 -> What is Salsify and who do they sell to?
2:00 -> Inbound vs. outbound?
3:25 -> How are you being measured?
5:30 -> What is your quota?
6:50 -> Katelyn's secret sauce?
10:10 -> Mike's secret sauce?
14:20 -> What companies do you go after?
16:30 -> How does your company work? How many SDR's vs AE's?
19:10 -> What tools do you use?
20:50 -> How do you distribute accounts?
22:55 -> What is your activity?
25:40 -> Cold calling scripts and email templates
27:10 -> Training
31:40 -> What keeps you motivated?
36:50 -> How to get in touch with everyone -
Cold call training 6: Tom Glorio from Namely
Welcome to the Cold-call Training series!
Our guest on the show today is Tom Glorio from Namely!
If you need to improve at cold calling and want to join a training, send an email to podcast@altisales.com. We want the audience to learn various tips and techniques from the mistakes we make here =)
PS. If you're bored, jump directly to the specific sections that are most useful to you.
Index:
0:00 Intro & Buyer persona
3:50: Tom's first cold-call
5:50 Tito's reaction to Tom's call
9:30 Tom's second call
12:00 Tito's reaction to Tom's call
18:15: Tito cold-calls Tom
22:40: Tom Analyzes Tito's call
23:10: Tito Explains what he did on the call.
28:10 Tom's third call
30:00 Tito's reaction to Tom's call -
Superstar SDR 12: Nick Bieszczat from StackRox
Today we will talk to Nick Bieszczat, who consistently reaches 120% of quota at StackRox. He will explain how he gets around 90% of his results via email and social for a very technical product.
The topics covered, are indexed below the video. If you don't have 30 minutes to listen to the whole interview, just jump around.
If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had Grant Horvath, Val Moisland, Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate.
Welcome Nick!
Topics covered:
0:00 -> Intros
0:50 -> What is StackRox and who do they sell to?
2:00 -> Inbound vs. outbound?
3:00 -> How are you being measured?
4:20 -> How are you at 120% of quota?
6:00 -> Where do the majority of your demos come from?
9:10 ->What is your email strategy?
10:30 -> What companies do you go after?
11:30 -> What is your LinkedIn strategy?
14:20 -> How many SDR's vs AE's?
16:00 -> What tools do you use?
19:00 -> How do you distribute accounts?
22:10 -> Training
24:00 -> What keeps you motivated?
26:20 -> More about Grant's email strategy
30:40 -> How to get in touch with NIck and Tito -
Superstar SDR 11: Grant Horvath from LivePerson
Today we will get all the secrets from Grant Horvanth, who consistently reaches 200% of quota at LivePerson. He shows us some tips on how to strategize for Fortune 500 Companies or creating a call-only campaigns.
The topics covered, are indexed below the video. If you don't have 30 minutes to listen to the whole interview, just jump around.
If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had Val Moisland, Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate.
Welcome Grant!
Topics covered:
0:00 -> Intros
1:10 -> What is LivePerson and who do they sell to?
3:25 -> Inbound vs. outbound?
4:05 -> How is Grant at 200% of quota? What's your secret?
8:05 -> Where do the majority of your demos come from?
9:10 ->What kind of content do you find before reaching out to prospects?
11:30 -> How do you build your sequences?
14:10 -> Call-only campaign
16:10 -> Do what you need to do
17:10 -> How many accounts does Grant reach out to?
19:10 -> More context about the company
20:50 -> What tools does he use?
24:00 -> How is your script?
26:20 -> More about Grant's email strategy
28:10 -> Training
30:40 -> What keeps Grant up at night.
32:30 -> How to get in touch with Grant and Tito