SDR Game - Sales Development Podcast Elric Legloire

In this episode, you'll discover the strategies of a successful Enterprise SDR:


How to organize your day as an SDR
How to use videos in your outreach
How to adapt your outreach approach



Jacob Farmer is a Strategic Accounts SDR at Muck Rack.



Since he's joined Muck Rack:




He sourced $5.86 million in pipeline, the highest in company history
He brought in over $765,000 in annual recurring revenue, ranking among the top three reps.
He consistently hit or exceeded his meetings held quota.



Connect with Jacob on LinkedIn

https://www.linkedin.com/in/jacobfarmer1/



Here’s more information about Jacob’s accounts and buyer personas:


Segment: Enterprise with $500M+ in revenue and over 250 employees
Personas: PR professionals
Industries: All
Market: North America





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📬 For more prospecting and sales development tips, join 3,211 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 Enterprise SDR

(00:30) Maximizing Productivity: Organizing Tasks and Prioritizing Time

(06:09) Booking Meetings: Using Channels and Triggers

(07:37) Building Relationships: Leveraging Past Conversations

(08:06) Prospecting Sessions: Comprehensive Research and Tailored Messages

(14:18) Parallel Dialing: Efficient Outreach Strategy

(21:28) Data Analysis: Tracking What's Working and Making Tactical Changes

(27:39) Taking Accountability: Owning Your Pipeline and Seeking Feedback


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In this episode, we'll discuss:


How to plan your week
How to execute daily
How to follow up properly



Quitterie Lafont is a top-performing Enterprise Sales Development Representative @ Datadog



In February 2024, Quitterie was the global Top Performer SDR Enterprise with 267%.

In March 2024, she achieved 173% and was the Top Performer SDR Enterprise EMEA.

For Q1, she reached 190%.



Connect with Quitterie on LinkedIn

https://www.linkedin.com/in/quitterie-lafont-9850b7164/



Here’s more information about Quitterie’s accounts and buyer personas:


Segment: Enterprise (5k+ employees)
Personas: DevOps, tech leads, CTOs, e-commerce, back-end and front-end engineers
Industries: She doesn't focus on specific industries
Market: French market



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📬 For more prospecting and sales development tips, join 3,211 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 Enterprise SDR

(02:08) The Sunday Preparation Routine for Success

(06:14) Optimizing Time Slots for Maximum Productivity

(09:26) Strategies for Booking Meetings and Maximizing Conversion Rates

(11:43) The Power of Personalization in LinkedIn Messaging

(13:28) The Importance of Self-Reflection and Continuous Improvement


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

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