Mastering Sales Development

Welcome to the Cold-call Training series! Our guest on the show today is Caitlyn Ludwig from Adaptive Medical Partners! If you need to improve at cold calling and want to join a training, send an email to podcast@altisales.com. We want the audience to learn various tips and techniques from the mistakes we make here =) PS. If you're bored,  jump directly to the specific sections that are most useful to you. Index: 0:00 Intro & Buyer persona 6:35 Caitlyn calls Tito 12:15 Tito's reaction to Caitlyn's call 14:00 Tito cold-calls Caitlyn 20:05 Caitlyn and Tito analyze Tito's call (great tips on how to handle receptionists) 36:55 Tito's advice for Caitlyn on energy levels

Today we have one of the top performers that I met recently, Daniil Krets from Skilljar, who consistently reaches 120% of quota at StackRox. We will learn about some techniques and methods to use on LinkedIn and how to nurture your prospects over time to get as many meetings as possible. If  want to see the screenshare, here is the link to the Youtube video: https://youtu.be/6zcAUGbKPAw The topics covered, are indexed below. If you don't have time to listen to the whole interview, just jump around. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com.  Welcome Daniil! Topics covered: 0:00 -> Intros 1:05 -> What is Skilljar and who do they sell to? 2:30 -> Inbound vs. outbound? 2:55 -> How are you being measured? 4:20 -> Daniil's LinkedIn techniques (very detailed) 20:40 -> How to nurture prospects 36:00 -> What tools do you use and how do you use them? 40:05 -> How to get in touch with Daniil and Tito https://www.linkedin.com/in/daniilkrets/ https://www.linkedin.com/in/titobohrt/

 Today we have a special episode, because we have two people joining us Mike Burrows and Katelyn McElroy from Salsify. They are two of the top performing SDR's from a group of 30, so they must be doing something right.  The topics covered, are indexed below the video. If you don't have time to listen to the whole interview, just jump around. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had ick Bieszczat, Grant Horvath, Val Moisland, Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. Welcome guys! Topics covered: 0:00 -> Intros 1:20 -> What is Salsify and who do they sell to? 2:00 -> Inbound vs. outbound?  3:25 -> How are you being measured? 5:30 -> What is your quota? 6:50 -> Katelyn's secret sauce? 10:10 -> Mike's secret sauce? 14:20 -> What companies do you go after? 16:30 -> How does your company work? How many SDR's vs AE's? 19:10 -> What tools do you use? 20:50 -> How do you distribute accounts? 22:55 -> What is your activity? 25:40 -> Cold calling scripts and email templates 27:10 -> Training 31:40 -> What keeps you motivated? 36:50 -> How to get in touch with everyone

Welcome to the Cold-call Training series! Our guest on the show today is Tom Glorio from Namely! If you need to improve at cold calling and want to join a training, send an email to podcast@altisales.com. We want the audience to learn various tips and techniques from the mistakes we make here =) PS. If you're bored,  jump directly to the specific sections that are most useful to you. Index: 0:00 Intro & Buyer persona 3:50: Tom's first cold-call 5:50 Tito's reaction to Tom's call 9:30 Tom's second call 12:00 Tito's reaction to Tom's call 18:15: Tito cold-calls Tom 22:40: Tom Analyzes Tito's call 23:10: Tito Explains what he did on the call. 28:10 Tom's third call 30:00 Tito's reaction to Tom's call

Today we will talk to Nick Bieszczat, who consistently reaches 120% of quota at StackRox. He will explain how he gets around 90% of his results via email and social for a very technical product. The topics covered, are indexed below the video. If you don't have 30 minutes to listen to the whole interview, just jump around. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had Grant Horvath, Val Moisland, Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. Welcome Nick! Topics covered: 0:00 -> Intros 0:50 -> What is StackRox and who do they sell to? 2:00 -> Inbound vs. outbound?  3:00 -> How are you being measured? 4:20 -> How are you at 120% of quota? 6:00 -> Where do the majority of your demos come from? 9:10 ->What is your email strategy?  10:30 -> What companies do you go after? 11:30 -> What is your LinkedIn strategy? 14:20 -> How many SDR's vs AE's? 16:00 -> What tools do you use? 19:00 -> How do you distribute accounts? 22:10 -> Training 24:00 -> What keeps you motivated? 26:20 -> More about Grant's email strategy 30:40 -> How to get in touch with NIck and Tito

Today we will get all the secrets from Grant Horvanth, who consistently reaches 200% of quota at LivePerson. He shows us some tips on how to  strategize for Fortune 500 Companies or creating a call-only campaigns. The topics covered, are indexed below the video. If you don't have 30 minutes to listen to the whole interview, just jump around. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had Val Moisland, Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. Welcome Grant! Topics covered: 0:00 -> Intros 1:10 -> What is LivePerson and who do they sell to? 3:25 -> Inbound vs. outbound?  4:05 -> How is Grant at 200% of quota? What's your secret? 8:05 -> Where do the majority of your demos come from? 9:10 ->What kind of content do you find before reaching out to prospects?  11:30 -> How do you build your sequences? 14:10 -> Call-only campaign 16:10 -> Do what you need to do 17:10 -> How many accounts does Grant reach out to? 19:10 -> More context about the company 20:50 -> What tools does he use? 24:00 -> How is your script?  26:20 -> More about Grant's email strategy 28:10 -> Training 30:40 -> What keeps Grant up at night. 32:30 -> How to get in touch with Grant and Tito

This is a really fun interview with Val Moisland from TimeTrade. We talk about some interesting topics such as re-engaging closed/lost leads or how to reach out to webinar attendees. If you want to join the series or nominate a colleague, send an email to podcast@altisales.com. We've already had Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. Welcome Val! Topics covered: 0:00 -> What this SDR Superstar Series is about 1:00 -> What is TimeTrade and who do they sell to? 3:20 -> Inbound vs. warm outbound vs. cold outbound?  5:00 -> What do you do and how do you measure success? 7:30 -> Bringing back old opportunities & why it makes sense & why you should d it 13:10 -> How Val came up with this idea of reading notes and reviving notes. 15:20 -> Hw you can do this yourself! 16:40 -> How big is TimeTrade and how is the SDR team organized? 19:30 -> The blog post I wrote about: https://www.linkedin.com/pulse/sales-pods-nice-theory-so-practice-tito-bohrt/ 20:20 -> What tools does Val use? 22:10 -> How do you know which Accounts to target & how do you research? 27:30 -> Article about AEs, SDRs and LRRs: https://www.linkedin.com/pulse/aes-sdrs-now-lrrs-tito-bohrt/ 30:20 -> Cold Calling Script Val built, and role play.  34:20 -> Val email template/sequence strategy 39:20 -> What motivated Val - warning, cute story. 42:10 -> How to get in touch with Val and Tito

During this interview Brandon reminded me of my early days as an SDR. Brandon works long hours, prepares his day, organizes himself, and executes without distractions. Brandon's impressive work got him to win the "Best SDR of 2018" at Appcast. The topics covered, are indexed below. If you don't have 30 minutes to listen to the whole interview, just jump around. If you want to join the series or nominate a colleague, please tag them in the comments or send me a message. We've already had Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. Welcome Brandon! Topics covered: 0:00 -> What SDR Superstar Series are about 1:00 -> Who is Brandon Ferris 1:35 -> What is Appcast and who do they sell to? 2:25 -> Inbound vs. outbound? What do you do and how do you measure success? 4:00 -> What is your quota? and how are you hitting it? Whats your secret? 10:00 -> Any other channels you use? Video, LinkedIn, etc? 11:00 -> How is the Appcast SDR team organized? How is inbound managed and leads distributed? 14:00 -> Tools that Brandon uses 15:20 -> How do you know which Accounts to target? 17:20 -> How does Brandon organize his day? 18:30 -> Brandon's Call Scripts and BANT Qualification (J Barrows and Morgan Ingram) 20:20 -> How Brandon Personalizes emails (examples below) 22:50 -> How Brandon learned to be this successful and people who influenced him, including Jeremy Levielle, Scott Ingram, Jeb Blunt, and Aubrey Marcus 27:45 -> Some awesome perks at Appcast 29:30 -> How to connect with Brandon and Tito

There are few SDRs out there that can claim to have as much success as Jeremy Leveille, from LeadIQ. Jeremy constantly blows past his quota and the month before this interview (long overdue to be posted) had gotten 69 demos in one month. Jeremy's impressive work got him to win the "Best SDR of 2018" award at the Sales Development Conference. I was lucky to share the stage with him with the "Best SDR Leader of 2018". The topics covered, are indexed below the video. I have bolded my favorite answers. If you don't have 45 minutes to watch the whole interview, just jump around. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. Welcome Jeremy! Topics covered: 0:00 -> Intros 2:18 -> What is LeadIQ? 3:50 -> Day-to-day at LeadIQ. Inbound vs. Outbound vs. Events. 6:25 -> How do you measure success? What is your quota? 8:10 -> What is Jeremy's Secret sauce to get to 40+ meetings constantly? 10:50 -> How did Jeremy learn to be this good?  "That half an hour [of call coaching session with my manager] is the single thing that got me better at sales more than anything" - Jeremy L. 14:50 ->  What is your current strategy for outreach? 17:00 -> [Tito's] Humanization of Sales 19:00 -> How Jeremy finds commonalities with prospects. 19:50 -> How Dancing Bananas and rap videos break patterns and get you meetings. 24:30 -> Should entry level SDRs do this? or what do you recommend? 26:00 -> What are your activity metrics? How many calls and emails and social? 27:00 -> How are you leveraging LinkedIn? 30:45 -> What do you recommend for new SDRs? 34:00 -> Understanding your buyer persona and adapting to it 35:30 -> The evolution of Sales Development 38:50 -> The LeadIQ team structure and ACV? 41:20 -> What tools do you use? 42:20 -> What's kept you as an SDR for a long time? SPIFFs or other incentives? 44:10 -> How to connect with Jeremy!

Hi all! Today we will reverse engineer the success of Hope O Baker, from Apttus. Hope is a strategic SDR at Apttus, helping the company get into the list of "most-wanted" Accounts. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had, Jess Wilson (Mikey Powell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. The topics covered, are indexed below. I have bolded my favorite answers. Welcome Hope! Topics covered: 0:00 -> Intros 1:00 -> What is APTTUS? 3:10 -> Day-to-day at APTTUS. Target accounts and strategy. Inbound vs. Outbound 4:40 -> How do you measure success when you have only 15 target accounts? 11:50 -> What is Hope O Baker doing to get to 200% of quota? -> Twitter and balloons 15:30 -> How did Hope start at APTTUS? 16:35 -> How much activity per day? 20:25 -> The mindset behind prospecting & Why spend money to send balloons! 31:50 -> The APTTUS team structure 33:40 -> How long has Hope O Baker been an SDR & Why?  38:40 -> The tools that Hope O Baker uses! 44:00 -> Final pieces of advice from Hope!

Welcome to the Cold-calling Training series! Our guest on the show today is Kevin Peters from Farmlogs! If you need to improve at cold calling and want to join a training, send an email to podcast@altisales.com. We want the audience to learn various tips and techniques from the mistakes we make here =) If this content is bringing you value, please make sure to subscribe and rate the podcast in your favorite player.

Hi all! Today we will reverse engineer the success of Jess Wilson, from Vidyard. Jess won the March Madness competition at Vidyard, and she does a terrific job to create highly engaging prospecting videos. If I am the expert of Cold Calling, Jess is the expert of Video. If you want to join the series or nominate a colleague, please tag them in the comments or send me a message. We've already had Mikey Pawell (direct email), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. The topics covered, are indexed below. I have bolded my favorite answers. If you don't have 30 minutes to watch this, just jump around. Welcome Jess! Topics covered: 0:00 -> Intros 1:40 -> What is Vidyard? 3:50 -> Day-to-day at Vidyard. Target accounts and researching leads. 4:30 -> When to add video to your sequences 5:20 -> SDR metrics and Quotas of success at Vidyard (context for SDR working similar size deals) 7:20 -> Jess' success. Getting to 266% of quota! 8:10 -> Dissecting Jess' work using video 9:15 -> Jess' example of how to prospect and record videos!  14:25 -> Team structure, training and development @Vidyard 16:30 -> Leveraging video as an AE for recaps! 19:20 -> Tech stack @Vidyard 20:30 -> finding leads, using sequences, and Account-based videos. 25:30 -> Cool Spiffs and employee motivation If you liked interview, please review it and share it! Do you work as an SDR? Are you way above quota? write an email to podcast@altisales.com, I want to feature you in the Superstar SDR series!

Welcome to the Cold-calling Training series! Our guest on the show today is Allie Hudson from Docebo! Allie saw that I was doing cold-calling training online and immediately jumped in, so I had never talked to her before this video. If you need to improve at cold calling and want to join a training, send an email to podcast@altisales.com. We want the audience to learn various tips and techniques from the mistakes we make here =) PS. If you're bored, scroll down to the Content index and jump directly to the specific sections that are most useful to you, I've highlighted the ones I recommend. 0:00 Intro & Buyer persona 1:20: Allie's first cold-call (she's incredible!) 4:20 Tito's reaction to Allie's call 5:55 Allie's second call 8:20 Tito's reaction to Allie's call 8:40 Allie's third call 11:45 Allie's Analysis of her calls (Matching energy, brand recognition,  15:00 How Tito on-boards SDRs into AltiSales 16:00 How Allie became so good! 17:35 Allie's tips on how to become this good, and Tito's cold-calling jiu-jitsu

Hi all! Today we will reverse engineer the success of Mikey Pawell, from DocSend. I hate to admit it, but in this occasion I actually felt like Mikey was executing something 10x better than me. It was humbling to talk to someone whose figured out direct mail to this level. If I am the expert of Cold Calling, Mikey is the expert of Direct Mail. If you want to join the series or nominate a colleague, please tag them in the comments or send me a message. We've already had Louise Trump, Allie Hudson, Jackie Lipnicki and Sam Silverman participate. The topics covered, are indexed below. I have bolded my favorite answers. If you don't have 40 minutes to watch this, just jump around. Without further ado, welcome Mikey! Topics covered: 0:00 -> Intros. 1:30 -> What is DocSend? 2:10 -> Team structure, reporting, tools. Small team, mostly outbound. Sales Nav, Outreach 5:30 -> Contact distribution across SDRs 7:10 -> Call scripts? Email Templates 8:20 -> What Mikey does to get better very day. 9:40 -> Meeting quota, Buyer Personas, and Quota. 13:10 -> Where Mikey gets Meetings from. 14:00 -> things Mikey has done to get meetings. MIND BLOWN! 16:00 -> How Mikey finds the information he needs to do direct mail. 17:20 -> An example of how Mikey would personalize a direct mail campaign to me. 21:30 -> COLD OUTBOUND WORKS! Customers close that had no intent to buy, but Mikey identified them as good targets and eventually closed a deal! 23:20 -> Having fun as an SDR. Be a giver! You'll get them excited 28:00 -> What keeps SDRs Happy. Salaries, and why SDRs try to get promotions very quickly. 32:20 -> Favorite Spiffs!

Welcome to the Cold-calling Training series! During these sessions, I meet with SDRs from all over the world (our guest today is from San Francisco, CA) and have them mock call me and pitch me their product. After that call, I learn a bit about their product and cold-call them to pitch them their own solution. Our guest on the show today is Andrew Kamegawa from Persado! I met Andrew at an Outreach.io event and he was super excited about how I run AltiSales and help SDRs perform better. A few weeks later, I posted on Linkedin offering to train some reps on cold calling and he jumped on that immediately! Let's see what we've got here. If you need to improve at cold calling and want to join a training, send an email to podcast@altisales.com. I have a different series for top performers called SDR Superstars, training is for those who are new to Cold-Calling (yet not necessarily new to the SDR role). We want the audience to learn various tips and techniques from the mistakes we make here =) PS. If you're bored, scroll down to the Content index and jump directly to the specific sections that are most useful to you, I've highlighted the ones I recommend. 0:00 Intro 1:20: The ICP and the Psychographic profile of the Buyer Persona 5:25: Andrew's 1st attempt to cold-call 7:20: Explanation of the call, and how to react to busy people 8:40: Skip this. 9:25: Andrew's Second Call 16:00: Tito Learns more about Persado and Andrew's workflow. 18:25: Data personalization rationale! 20:15: Tito continues to learn about Persado and their tech. 21:18: Andrew talks about Persado. He clearly has gotten a lot of product training and at this point articulating it simply is really hard... 23:10: Tito's call. 28:00: Andrew Analyzes Tito's call.  29:00: Tito explains his call and teaches Andrew some lessons. 35:40: Cold-call Jiu-jitsu 37:20: How to convince someone to look at your product without telling them they're wrong. 39:20: How to combat the "we're already doing that" objection. 42:00: What if prospects don't want to open up 45:00: How energy level helps others feel more comfortable