3 takeaways from this episode: Social selling: using voice notes, and videos Social selling with different buyer personas than sales and marketing leaders How to overcome the fear of cold calling — For more prospecting and sales development tips, join 2,611 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠ — Welcome to Episode 28, where we immerse ourselves in the world of a top-performing BDR, Holly Allen of Deel. She exceeded her target by 260%, got the 'Rookie of the Quarter', and 'Influencer' awards all in Q1. Join us as we deep dive into: Dropping sequences and emails for LinkedIn, voice notes, and cold calling Targeting new accounts LinkedIn Sales Navigator lists Prospecting triggers Video prospecting Follow-ups Cold calling: Overcoming fears, effective end-call strategies, and time management (0:00) Top BDR at Deel (2:07) No sequence, and no emails (4:52) Why Social selling (7:43) How to go after a new account (9:27) LinkedIn Sales Navigator lists (10:53) Triggers for prospecting (13:34) LinkedIn voice note (17:47) Voice note and a message? (19:19) Follow up after the voice note (20:14) Video prospecting (23:29) Multithreading (24:18) Cold calling (30:07) End of a cold call (30:39) How to manage your time with social selling and cold calling (32:01) How to overcome the fear of cold calling (34:18) Social selling with CFOs and HR leaders (36:39) Favorite tool for prospecting on LinkedIn (37:14) Favorite resource to grow as an SDR (38:22) Advice for new SDRs Follow Holly: ⁠⁠⁠ LinkedIn ⁠https://www.linkedin.com/in/hollyallen1/⁠ — Follow me on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠ --- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message