Outbound Kitchen - B2B Sales Podcast

⁠⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://outboundkitchen.substack.com/p/cold-email-deconstruction-craft-messages] --- Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://tally.so/r/mJpXdJ] (anonymous) -- 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 was 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 [⁠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) ---- 📬 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: Elric Legloire ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠] ---- 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 Get full access to Outbound Kitchen at ⁠outboundkitchen.substack.com/subscribe

⁠⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://outboundkitchen.substack.com/p/cold-email-deconstruction-craft-messages] --- ⁠Grab the prompts we used in this episode here https://elriclegloire.gumroad.com/l/PerplexityAIprompts --- When you're ready ⁠⁠⁠📫 Subscribe to the newsletter⁠⁠⁠ [https://outboundkitchen.substack.com/p/cold-email-deconstruction-craft-messages] ⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠ [https://www.linkedin.com/in/elriclegloire/] --- Connect with me ⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠ [https://www.linkedin.com/in/elriclegloire/] ⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠ [https://www.youtube.com/@ElricLegloireOutbound] ⁠⁠⁠🐦 Connect on X ⁠⁠ [https://x.com/elriclegloire] Chapters (00:00) Overwhelmed by Research? (01:04) 3 Reasons to Choose Perplexity Over GPT or Google (02:02) How NOT to Use Perplexity (02:55) Using Perplexity for Effective Account Research (03:27) Example 1: Researching a Private Company (Nooks) (10:30) Example 2: Researching a Public Company (Eventbrite) Get full access to Outbound Kitchen at ⁠outboundkitchen.substack.com/subscribe [https://outboundkitchen.substack.com/subscribe?utm_medium=podcast&utm_campaign=CTA_4]

⁠⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://outboundkitchen.substack.com/p/cold-email-deconstruction-craft-messages] --- Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://tally.so/r/mJpXdJ] (anonymous) --- 3 things you'll learn in this episode, the 3 pillars of successful sales development: - Targeting - Outreach Health - Messaging Tito Bohrt is the CEO of Altisales Tito's results: - Has built 70+ SDR teams from the ground up - Sourced over $100M in revenue for his clients. Connect with Tito: ⁠⁠https://www.linkedin.com/in/titobohrt/⁠ [https://www.linkedin.com/in/titobohrt/⁠] Looking for an SDR job? ⁠https://www.altisales.com/careers⁠ [https://www.altisales.com/careers⁠] --- 📬 For more prospecting and sales development tips, join 3,301 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠ Connect with me on LinkedIn: Elric Legloire ⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠ --- Timestamps: (0:00) Meet the CEO Behind 70+ SDR Team Success Stories (0:54) Multichannel outreach: what’s working today (2:16) Boosting SDR Team Connect Rates (6:49) Crafting Precision: Account Targeting and Scoring Demystified (11:57) Navigating Buyer Personas (15:43) Unlocking Pain Points: Deciphering Prospect Challenges (18:25) Lead Distribution Pitfalls: Two Missteps Costing You Big (23:40) The Pulse of Effective Outreach (25:11) The Ideal Number of Sequences (27:55) When Should You Tweak Your Sequences (30:46) Understanding Statistical Significance in Sales (33:00) Reflection: Tito's Greatest Misstep in Messaging (36:12) 3 Sales Books Transforming Tito’s What He Learned Sales Journey (38:29) Tito's Evolution: what he learned from the Last 5 Years (40:39) Empowering SDRs: Tips from the Frontline Get full access to Outbound Kitchen at ⁠outboundkitchen.substack.com/subscribe [⁠outboundkitchen.substack.com/subscribe]

⁠⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://outboundkitchen.substack.com/p/cold-email-deconstruction-craft-messages] --- Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://tally.so/r/mJpXdJ] (anonymous) --- 3 things you'll learn about outbound sales in 2024: - The 10 rules of outbound - What's working for Harry - What I'm working on with outbound at a previous company --- Harry Sims is the SDR Leader at Scratchpad. Harry has been working in sales for the past 12 years and leading/building SDR teams for the past 7 years. Connect with Harry on LinkedIn ⁠https://www.linkedin.com/in/outbound-works/ [https://www.linkedin.com/in/harry-sims77777/] Subscribe to Harry's newsletter: ⁠https://www.personal-prospecting.com/⁠ [https://www.personal-prospecting.com/] --- 📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://podcasters.spotify.com/pod/dashboard/episode/%E2%81%A0%E2%81%A0%E2%81%A0https://sdrgame.substack.com/%E2%81%A0%E2%81%A0%E2%81%A0] Connect with me on LinkedIn: Elric Legloire ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/in/elriclegloire/%E2%81%A0] --- Chapter (00:00) Outbound sales expert (01:24) The Limitations of Playbooks and the Need for Autonomy (06:07) Educating Prospects and the Importance of the First Meeting (07:34) Understanding the Prospect's Awareness and Education Level (08:32) Targeting the Buyer and Business for Effective Outbound (10:30) Using Lawsuits and Technographic Data for Targeting (12:28) The Importance of Targeting in Outbound (20:06) Generating Ideas for Messaging through Customer Feedback (23:27) Gathering Insights from Customer Calls and Interviews (26:49) Using Champion Data and Referrals for Targeting (30:11) Tracking and Enriching Data for Effective Outbound (32:32) The Experimental Nature of Outbound and the Future of Personalization Get full access to Outbound Kitchen at ⁠outboundkitchen.substack.com/subscribe [https://outboundkitchen.substack.com/subscribe?utm_medium=podcast&utm_campaign=CTA_4]

⁠⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://outboundkitchen.substack.com/p/cold-email-deconstruction-craft-messages] --- Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://tally.so/r/mJpXdJ] (anonymous) --- In this episode, Matt Roberts, Head of Sales Development at Mosaic, shares his journey of building an outbound sales team from scratch. He discusses his approach to understanding the finance space, defining ICP, crafting effective messaging, and scaling to 10 BDRs. Matt reveals how he managed executive expectations, prioritized accounts, and created systems that led to impressive results. His candid insights about what worked, what didn't, and what he'd do differently provide a masterclass in building high-performing outbound teams. 3 biggest takeaways: - Define your own ICP through customer research - Prioritization of accounts drives rep performance - Phone skills remain critical for career advancement --- Who is Matt Roberts? Head of Sales Development at Mosaic (acquired by HiBob) More context about the SDR team: - ACV: $32k - Industries:  B2B SaaS - Buyer personas: finance leaders - Markets: North America - 2024: $2.6m ARR sourced from 7 fully ramped BDRs, $18.1m pipeline generated - From 0 outbound at all to 2,300 meetings booked, and 1,800 opps created 3 years later Connect with Matt: - On LinkedIn⁠⁠⁠: https://www.linkedin.com/in/matthewpaulroberts5/ [https://www.linkedin.com/in/matthewpaulroberts5/] --- When you're ready ⁠⁠⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/in/elriclegloire/] --- Connect with me ⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/in/elriclegloire/] ⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.youtube.com/@ElricLegloireOutbound] ⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠ [https://x.com/elriclegloire] --- Chapters: (00:00) Matt Roberts and Mosaic's Success (00:43) Matt's Initial Priorities at Mosaic (02:19) Understanding the Market and Customers (08:52) Defining and Refining ICP (16:49) Managing Expectations with Leadership (25:12) Unexpected Hiring Success (27:56) Onboarding and Training Strategies (31:56) Scaling the Team: Processes and Systems (40:48) Leveraging AI in Sales (45:01) Reflections and Future Improvements