4 things you'll learn in this episode: The importance of data leverage, customer pain-point understanding, and meeting customers in their buyer journey. How to accomplish tiered prioritization of accounts based on product usage. Insights on unifying data sources, mining new insights, and building useful reports for PLG (product-led growth). Dorothy's personal experience and essential approach towards account expansion and buyer enablement. Join me in this episode with...

3 things you'll learn in this episode: How Will manage his time to make 160 calls per day How he research his accounts and prospects You'll get more context about Will day to day, ICP, buyer personas, etc. William Falkenborg is a top SDR (Sales Development Representative) at HG Insights Will's results: He set a new all-time record on ⁠HG Insights⁠' SDR team with 403% with 77 outbound meetings booked In September he’s trending to get 530% of quota with 80 meetings booked Hours...

3 things you'll learn in this episode: How Will structures his cold calls How to have fun when cold calling How to handle objection with analogies William Falkenborg is a top SDR (Sales Development Representative) at HG Insights Will's results: He set a new all-time record on HG Insights' SDR team with 403% with 77 outbound meetings booked In September he’s trending to get 530% of quota with 80 meetings booked Hours of account research + 160 dial/day avg Connect with Will...

In today's episode, you'll learn about a revenue enablement leader: Day-to-day activities Challenges faced Metrics used How to prospect a revenue enablement leader Meet Stephanie White, Sr. Director, Revenue Enablement at Loopio Connect with Steph: https://www.linkedin.com/in/stephanie-white-sales/details/experience/ --- 📬 For more prospecting and sales development tips, join 3,413 SDRs getting the SDR Game newsletter...

3 things you'll learn in this episode: What you can do in your SDR role to prepare for the transition The transition After the promotion Alex Nelson is an Enterprise Account Executive at Gainfront Before that, he was an AE at Pandadoc. Before getting promoted, he was a Top performing SDR at PandaDoc and won the 2021 President’s Club Gold Award winner Connect with Alex: ⁠⁠https://www.linkedin.com/in/mynameisalex/ --- 📬 For more prospecting and sales development tips, join...

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 Join the Sales Mad Scientist Series https://lu.ma/sales-mad-scientist --- 📬 For more prospecting...

3 things you'll learn in this episode: The different prospecting sequences used by Stone How he creates prospecting messaging How to prospect security personas Stone Gomez is Drata's top-performing Sales Development Representative (SDR). Stone's results: Crushed it with 150% in Q1. Did it again in June with 150%. And yep, hit 100% more than once. Connect with Stone: https://www.linkedin.com/in/stone-gomez-347b71135/ --- 📬 For more prospecting and sales development tips,...

4 things you'll learn in this episode: How to start a founding BDR role What I'm reading right now 11 Resources That Will Teach You All You Need to Know About Prospecting Prospecting on LinkedIn: Finance, Engineers, and Security personas --- I need your feedback to level up the SDR Game: https://tally.so/r/woeOkN If you have questions and want me to tackle them on the show here's the link: https://tally.so/r/mJpXdJ --- 📬 For more prospecting and sales development tips, join...

4 things you'll learn in this episode: Multithreading prospecting Booking meetings at prospects' offices How to prospect at physical events How he handles prospecting in different countries. Luis Buitrago is Braze's top-performing Business Development Representative (BDR). Luis' results: Overachieved quota 3 Qs in a row. Hit a historical record of most sales accepted opportunities in a Q. 125 ops in the first 10 months as a BDR. Connect with...

4 things you'll learn in this episode: How Mike writes cold emails. What to do before sending emails The mindset behind writing emails. The framework for cold emails. Mike Wander is an Account Executive at Lavender and runs the "3-Min Sales School." Despite describing himself as a mediocre salesperson and an average email writer, his results tell a different story. Mike's results: In his first 90 days at Lavender, Mike managed to book meetings with 87 out of 103 accounts only...

4 things you'll learn in this episode: How Brad manages his time The 4-step cold calling framework Personalizing vs being relevant The top-down approach Brad Norgate is Senior Enterprise Sales Development Representative at @Cognism. We talk about his days in the life on an Enterprise SDR, his approach to enterprise prospecting, cold calling process, thoughts on being relevant vs personalizing, and his top-down approach to enterprise accounts. At the end, Brad shares his favorite...

In this episode, I share 7 tips to help you prospect during the summer slowdown. I've learned them after 5 years of prospecting, and being a top performer at 4 different tech companies The newsletter mentioned in the episode to adjust your daily goals: How to prep Q3 to smash quota: SDR Game Plan with AI ⭐️⭐️⭐️⭐️⭐️ Leave a review on Spotify Leave a review on Apple Podcasts -- 📬 For more prospecting and sales development tips, join 2,951 SDRs getting the SDR Game newsletter...

4 things you'll learn in this episode: How to go from lowest performing SDR to top performer Top SDR habits The strategy of multithreading prospecting How to Prospect on LinkedIn Maddie Hopkin is the Top performer and Enterprise Sales Development Representative at Cognism But the thing is Maddie started out as the lowest-performing SDR. And became the top-performing SDR. With her process: she became the highest performing UK SDR, was SDR of the Quarter for Q1 and Q2, at 160% vs...

4 things you'll learn in this episode: How to send cold emails that get replies How Deb turned his LinkedIn profile into an inbound channel The bottom up approach How to use communities Deb Saha is the Top performer within the APAC BDR Team at 6sense. But Deb approaches his outreach differently than your typical SDR. He’s found a way to stand out: his bottom-up prospecting approach. With this strategy, he books 60-70% of his meetings. --- 📬 For more prospecting and sales...

3 things you'll learn in this episode: Understand the psychology of your prospects to tailor your approach effectively. Harness the power of A/B testing in sales to optimize your results. Tailor your communication based on your prospects' immediate needs and level of interest. --- For more prospecting and sales development tips, join 2,844 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠ --- Lauren Aboud is Manager of Sales Development at Snowflake,...

3 takeaways from this episode: How to use visuals in your outreach Using automated emails to be relevant, no personalization How to add value to your prospects — For more prospecting and sales development tips, join 2,768 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠ --- We're back with another episode of the SDR Game Podcast! In this 4th and last episode of our Social Selling mini-season, I had a chat with Julia Carter, an over-achieving AE at...

3 takeaways from this episode: When to send a connection request on LinkedIn How to use the native app of LinkedIn to send videos, and book meetings The 3 triggers that Caspian uses to start prospecting an account — For more prospecting and sales development tips, join 2,741 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠ — Welcome to episode 32, and get ready for another exciting episode of the SDR Game Podcast! In episode 3 of our Social Selling...

3 takeaways from this episode: Asking who’s the right person to talk with When do you pitch vs build relationships with social selling Different types of messages you can use on LinkedIn — For more prospecting and sales development tips, join 2,711 SDRs getting the newsletter here: ⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠ — Welcome to episode 31, and 2nd episode of our mini-season about social selling. In this episode, we're sitting down with Monica McIlroy, a top-notch BDR leader at...

3 takeaways from this episode: How to find your prospects' communities The balance of building value vs asking for a meeting Social selling = 75% of the time is engaging with your prospects — Resource from the episode: List of people to follow on LinkedIn — For more prospecting and sales development tips, join 2,684 SDRs getting the newsletter here: ⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠ — Welcome to Episode 30, our first episode of the mini-season focused on social...

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...

3 takeaways from this episode: - Effective time management & setting non-negotiable KPIs - A 6 touch LinkedIn sequence with 30%+ reply rate - Booking meetings with your past customers — For more prospecting and sales development tips, join 2,477 SDRs getting the newsletter here: ⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠ — Learn how the number 1 BDR at Loopio, Devesh Tilokani generated over $1.9M in pipeline in just a year! Join us as we dive deep into his top strategies, including...

3 takeaways from this episode: Usual objections when prospecting to founders, CEO, HR leaders, and CFOs, and how to overcome them The "Inception Method" How to manage your time while cold calling — For more prospecting and sales development tips, join 2,442 SDRs getting the newsletter here: ⁠⁠https://sdrgame.substack.com/⁠⁠ — Join us for an exciting chat with the #1 SDR at Payfit, who's known for constantly beating his goals by a whopping 230%. Get ready to learn the secrets...

3 takeaways from the episode: How to use a 10k report within 15 min Prospecting above and below the power line 1 Email TEMPLATE to get executives' attention --- For more prospecting and sales development tips, join 2'385 SDRs getting the newsletter here: ⁠⁠https://sdrgame.substack.com/⁠⁠ --- In this episode, I talk with Krysten Conner, Sales Strategist at Usergems. We talk about the difference between SMB/Mid-market vs enterprise prospecting. Krysten shares her proven...

For more prospecting and sales development tips, join 2'385 SDRs getting the newsletter here: ⁠⁠https://sdrgame.substack.com/⁠⁠ --- In this episode, I talk with Andres de Frutos Zambrano, Global Sales Enablement at Pigment, when he was the #1 BDR. Andres is a top Business Development Representative and has consistently exceeded his quota for nine consecutive months, achieving an overall 150% quota attainment. As the number one rep in pipeline creation, he generated over $2.5 million...

For more prospecting and sales development tips, join 2'368 SDRs getting the newsletter here: ⁠https://sdrgame.substack.com/⁠ --- In this episode, I talk with 2 guests: Eric Iannello, Full Cycle AE (Account Executive) at Falkon Nick Phillips, Senior SDR (Sales Development Representative) at People Data Labs I bring together two friends with different perspectives on prospecting: Eric, a fan of cold calling, and Nick, a proponent of social selling. We discuss the importance of time...