Episodios

  • [GREATEST HITS] 70. How this SDR converts 27.8% of cold calls into meetings in the SaaS industry - Teddy Frank, Ex-Senior SDR @ Atrium

    [GREATEST HITS] 70. How this SDR converts 27.8% of cold calls into meetings in the SaaS industry - Teddy Frank, Ex-Senior SDR @ Atrium
    Apr 6 2025

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    ---

    Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (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


    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

    ----

    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
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    44 m
  • [GREATEST HITS] OK3: How to use Perplexity AI for outbound and account research

    [GREATEST HITS] OK3: How to use Perplexity AI for outbound and account research
    Mar 30 2025

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    ---

    ⁠Grab the prompts we used in this episode here https://elriclegloire.gumroad.com/l/PerplexityAIprompts

    ---


    When you're ready

    ⁠⁠⁠📫 Subscribe to the newsletter⁠⁠⁠

    ⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠

    ---

    Connect with me

    ⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠

    ⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠

    ⁠⁠⁠🐦 Connect on X ⁠⁠


    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
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    23 m
  • [GREATEST HITS] 42: The 3 Outbound Pillars: How Tito Bohrt Built 70+ SDR Teams and Sourced Over $100M in Revenue - Tito Bohrt, CEO of Altisales

    [GREATEST HITS] 42: The 3 Outbound Pillars: How Tito Bohrt Built 70+ SDR Teams and Sourced Over $100M in Revenue - Tito Bohrt, CEO of Altisales
    Mar 23 2025

    ⁠⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

    ---

    Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (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/⁠

    Looking for an SDR job? ⁠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
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    46 m
  • [GREATEST HITS] 62. The 10 Rules for Outbound of this Outbound Expert: Harry Sims, GTM @ Common Room (ex-Scratchpad)

    [GREATEST HITS] 62. The 10 Rules for Outbound of this Outbound Expert: Harry Sims, GTM @ Common Room (ex-Scratchpad)
    Mar 16 2025

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    Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (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/


    Subscribe to Harry's newsletter: ⁠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/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠


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

    ---

    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
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    39 m
  • OK20: From 0 to 2,300 Meetings: Building an Outbound Sales Machine - Matt Roberts, Head of Sales Development at Mosaic (acquired by HiBob)

    OK20: From 0 to 2,300 Meetings: Building an Outbound Sales Machine - Matt Roberts, Head of Sales Development at Mosaic (acquired by HiBob)
    Mar 2 2025

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    ---

    Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠ (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/


    ---

    When you're ready

    ⁠⁠⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠

    ---

    Connect with me

    ⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠

    ⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠

    ⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠


    ---

    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
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    50 m
  • OK19: The Outbound Playbook That Made This SDR #1 at Twilio Segment - Jesse Leong, #1 SDR at Twillio Segment

    OK19: The Outbound Playbook That Made This SDR #1 at Twilio Segment - Jesse Leong, #1 SDR at Twillio Segment
    Feb 23 2025
    ⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠---Ask: ⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous)---Discover how Jesse Leong, a classical musician turned #1 Global SDR at Twilio (Segment), skyrocketed to the top in just 6 months. Learn their killer workflow for scaling prospects, unconventional omnichannel strategies, and the secret sauce for standing out in a crowded tech sales landscape. From compelling events to AI-powered research, Jesse reveals the tools and tactics that propelled them to 164% quota attainment. This episode is a must-listen for aspiring and seasoned SDRs alike.Key Topics from the Episode: Rapid Career Progression in Tech SalesJesse's journey from classical musician to #1 Global SDR at Twilio (Segment) in just six months, including Rookie of the Quarter and 164% quota attainment.Account Selection and PrioritizationHow to identify high-value accounts using intent signals, ICP fit, compelling events, and strategic initiatives.Omnichannel Prospecting StrategiesLeveraging multiple channels like email, phone, LinkedIn, voicemails, digital gifting (e.g., Sendoso), and even unconventional approaches like Google Calendar invites to increase engagement.Scalable Workflow for Outbound OutreachJesse’s three-step process for scaling outreach without compromising personalization or quality, including compiling account data, segmenting personas, and bulk sequencing emails.Selling to Multiple Buyer PersonasTailoring messaging for different personas, marketing, engineering, data/analytics, product teams, and adapting strategies for technical vs. non-technical buyers.Finding and Using Compelling EventsResearching triggers like mergers, international expansions, product rollouts, or executive interviews to craft timely and relevant outreach.Essential Tools for SDR SuccessTools like Outreach, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, Koala (for intent), and dialers to optimize prospecting efforts.Transferable Skills from Non-Traditional BackgroundsHow Jesse leveraged skills from classical music, like performing under pressure and memorization, for success in tech sales.---Who is Jesse Leong (They/them)?#1 SDR at Twillio SegmentMore context about the Jesse's SDR team:- ACV: $50k- Industries:  B2B SaaS, retail, financial services, and healthcare- Buyer personas: Marketing, dev, data, and product teams- Markets: USA, and CanadaConnect with Jesse:- On LinkedIn⁠⁠⁠: https://www.linkedin.com/in/jessemoyleong---When you're ready⁠⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠---Connect with me⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠---Chapters:(00:00) - Intro: Hacking the SDR Code(00:59) – Rapid Immersion: Jesse's Tech Sales Experiment(02:50) – Shadowing and Cloning: The Art of Imitation and Iteration(04:46) – Startup vs. Market Leader: Tailoring Your Outbound Strategy(05:28) – Challenge Accepted: Account Selection Mastery(08:05) – Jesse's Toolkit for Identifying the "Right" Accounts(10:03) – Data Consolidation and the "One Word Doc" Strategy(11:13) – Scaling Outbound Without Sacrificing Quality(12:25) – Compelling Events and the M&A Trigger(13:23) – Segmenting for Hyper-Personalization at Scale(15:52) – Finding the Signal in the Noise: Compiling Events, ChatGPT, and Perplexity(21:26) – POV Outbounding and Building Confidence(23:00) – Getting Insights From the Accounts(25:00) – Jesse's Non-Negotiable Prospecting Stack(27:09) – The SDR Trinity (29:59) – Prospecting Deep Dive: Jesse's Step-by-Step Process(32:57) – Non-Scalable Channels: High-Value and Scalable Channels(37:57) – Jesse's Roadmap To Success in Six Months
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    41 m
  • OK18: I talk about outbound, SDR leadership and AI (Hype vs Reality)

    OK18: I talk about outbound, SDR leadership and AI (Hype vs Reality)
    Feb 9 2025

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    ---

    Ask:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous)

    ---

    I joined Jordan Abbott on the SDR Leaders of EMEA podcast.

    Key topics from this episode:

    - Transitioning from SDR to Leadership

    - Common Outbound Leadership Mistakes

    - Building Effective Outbound Teams

    - Leadership Enablement and Isolation

    - AI in Outbound Strategy

    - Encouraging Self-Awareness in Outbound Reps

    - Preparing for Seasonal Challenges


    ---

    Listen to the SDR Leaders of EMEA podcast on:

    - Spotify:https://open.spotify.com/show/10VFRu1VaTXA7PlbCqqnvj

    - Apple: https://podcasts.apple.com/gb/podcast/a-day-in-the-life-of-an-sdr-leader-sdr-leaders-of-emea-podcast/id1761870483

    ---

    When you're ready

    ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

    ---

    Connect with me

    ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

    ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

    ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠


    ---


    Chapters:

    (00:00) Introduction to Leadership

    (01:03) Guest Introduction: Elric Legloire

    (02:21) Transitioning to Leadership

    (05:02) Common Pitfalls for New Leaders

    (09:58) Leadership Enablement and Development

    (15:19) Professional Development for SDRs

    (23:03) Trends in the Outbound Space: AI

    (28:52) Q4 Strategies and Preparation
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    34 m
  • OK17: Inside Owner.com's $21M ARR Outbound Strategy: AI, Office, & 83% Hiring Success (Part 2)- Kyle Norton, CRO at Owner.com

    OK17: Inside Owner.com's $21M ARR Outbound Strategy: AI, Office, & 83% Hiring Success (Part 2)- Kyle Norton, CRO at Owner.com
    Jan 31 2025

    ⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠

    ---

    Ask: ⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠ (anonymous)

    ---

    Didn’t catch Part 1? Listen here: ⁠⁠https://outboundkitchen.substack.com/p/ok10-how-this-cro-brings-in-72k-arr ⁠⁠

    ---

    Chef specials:

    - Internal AI use cases outperform external automation

    - In-office teams show 20-60% better performance metrics

    - Their outbound growth plans


    Kyle Norton, CRO at Owner.com, shares deep insights on AI implementation in sales, the shift to in-office work, and strategic annual planning.

    He discusses how his team leverages AI for internal processes rather than external automation, achieving remarkable results with tools like Avara for sales simulation and Momentum for CRM automation.

    Kyle reveals compelling data showing 20-40% faster ramp times and up to 60% higher activity rates for in-office teams, leading to Owner.com's recent office opening in Toronto.

    ---

    Who is Kyle Norton?


    CRO of Owner.com

    Host of the Revenue Leadership podcast (Pavilion Podcast)


    More context about the Owner's Sales team:

    - ACV: $5.5k

    - Sales Cycle Length: 4-7 days

    - Vertical SaaS: Restaurant industry

    - Buyer personas: Restaurant owners

    - Markets: North America


    Connect with Kyle:

    - On LinkedIn⁠⁠⁠: https://www.linkedin.com/in/kylecnorton/ - Listen to his Podcast: https://open.spotify.com/show/6y3nqT69DERySdns6Zz4WL?si=eae54b3029464a5c - Subscribe to his Newsletter: https://www.therevenueleadershippodcast.com/


    ---

    When you're ready

    ⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠

    ---

    Connect with me

    ⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠

    ⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠

    ⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠


    ---

    Chapters:

    (00:00) - Kyle Norton and AI SDRs

    (01:12) The Pitfalls of AI SDRs

    (02:30) Successful AI SDR Strategies

    (06:40) Internal AI Use Cases

    (07:22) AI-Powered CRM and Momentum

    (09:18) AI Simulators and Training

    (18:35) Annual Planning and Outbound Strategy

    (24:23) Solving Problems as Revenue Leaders

    (24:52) Improving Book to Show Rates

    (28:14) Building Effective Habits

    (28:36) Nudge Theory in Sales

    (31:22) Hiring and Management Strategies

    (34:55) Remote vs. In-Office Sales Teams

    (42:37) Field Reps and Efficiency

    (44:09) Reflections and Future Plans
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    49 m
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