Being a brand new sales rep is tough.
Especially if you’re an SDR or BDR. You have little or no industry knowledge. You’re new to sales. And you’re expected to master the most difficult skill in sales: prospecting. It can be overwhelming, especially if it’s a sink or…
Podcast 38: How to nail your first 90 days as a new SDR with Adam Beaton
Show notes Adam Beaton is a Sales Development Rep at LeadIQ. He’s in his first few months at the role and has no previous sales experience. In this episode, we talk about how to nail your first 90 days on…
Podcast 36: Prospecting for a scrappy startup with Suraj Sampath
Show notes Suraj Sampath is an SMB Account Manager at DocuSign. In this episode, we talk about what it’s like prospecting at a scrappy startup. At the time of our interview, Suraj hadn’t accepted his new job at DocuSign. His…
4-6% cold outreach response rates are nothing to celebrate.
It’s a ton of effort for little results. Let’s say you engage 100 net new contacts per week: ▶︎ 3 hrs to find 25-50 accounts ▶︎ 3 hrs to find 100 contacts from those accounts ▶︎ 8 hrs to research…
Podcast 35: A proven process for 25-35% response rates with Sam Crew
Show notes Sam Crew is a Regional Sales Manager at ExtraHop. In this episode, we dig through his outbound process for achieving 25-35% response rates. He breaks down his outbound approach into three buckets: low-hanging fruit, bread & butter, and…
Your prospect shares personal information (e.g. favorite sports team) on their LinkedIn profile.
Should you talk about it in your cold outreach? Many say “no.” “It doesn’t connect to why you’re reaching out!” “It’s not professional!” Kayla Cytron-Thaler over at Domino Data Lab doesn’t agree. She believes it’s all about connecting those personal…
Podcast 34: Using LinkedIn videos to get 35%+ response rates with Kayla Cytron-Thaler
Show notes Kayla Cytron-Thaler is in Enterprise Business Development at Domino Data Lab. In this episode, we talk about how to stand out above the noise when you’re prospecting. She shares her process for using videos and LinkedIn to generate…
“Personal videos don’t work for my personas.”
“IT professionals don’t answer their phone.” “Technical people don’t spend time on LinkedIn.” I’ve been guilty of saying those things. IT, compliance, and security folks are notoriously difficult to prospect to. And it’s easy to stereotype them as introverts who…
Podcast 33: Prospecting into security, compliance, and IT with Lewis Chawko
Show notes Lewis Chawko is a Sales Development Rep at Tessian. In this episode, we talk about how he prospects into security, compliance, and IT professionals. He shares his process for learning about your prospect’s day-to-day, sequencing strategies, and using…
“My approach to sales is that you’re not important as a salesperson— the prospect is everything.”
When’s the last time you heard that from a salesperson? Most salespeople focus on themselves and their company when prospecting. “We help…” “We’re the…” “My company…” “I’d like…” “Our solution…” But that’s not how Chris von Huene prospects. His clients…
