Mastering Sales Development

Hi all! Today we will reverse engineer the success of Louise Trump, from Degreed. I had a ton of fun talking to Louise and learning more about her work. We both have a huge passion for learning and getting better. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had Allie Hudson, Jackie Lipnicki and Sam Silverman participate. The topics covered, are indexed below, if you don't have 40 minutes to listen to this, just jump around. Without further ado, welcome Louise Trump! Topics covered: 0:30 -> Louse is at 400% of quota. What does that mean? How is it measured? 1:50 -> Target market, deal size, and metrics at Degreed 3:30 -> Inbound vs. Outbound team split. 4:20 -> Tools at Degreed 5:20 -> How much data does Louise get and how does she find more data / contact info? 6:10 -> Emails and calls. Self built vs. Leadership providing templates 7:30 -> The SDR to AE Handoff (and how they could to do it better) 7:50 -> The Sales Qualification criteria (and what best practices should be) 13:00 -> Compensation and accelerators beyond quota. (Why pay SDRs $200K) 13:30 -> Team structure. SDR to AE Ratio. 15:00 -> Strategies that Louise uses and how she thinks about "adding value" (examples below) 18:50 -> What does Louise mean by "adding value"? What does that look like and where does she find data from? 25:00 -> Email vs. social. vs phone 26:40 -> How Louise does Social Selling 28:10 -> How does Louise get better every day? 29:00 -> How to get any leader to give you advice? (Nicole Taylor, and Mark Kosoglow can attest to the fact that I meet with people late at night, and give them rides to the airport... I did miss the correct exit when driving Mark, might or might not have been on purpose to get extra talk time haha) 31:50 -> Books Louise loves. 33:00 -> How Louise uses direct mail 35:40 -> Favorite perk at Degreed for Louise. 37:00 -> The AltiSales SDR Presidents club (Quarterly, not yearly!). 39:30 -> Link to call recording training with Cognism  41:50 -> How to connect with Louise and Tito.

Welcome to the Cold call training series! During these 20-30 minute sessions, I meet with SDRs from all over the world (our guest today is from Canada!) 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 Darian Waite from PiinPoint! At the end of the call I mention that I'll write additional feedback. It's all at the bottom of this blog post. If you need to improve at cold calling and want to join a training, contact us at podcast@altisales.com. I have a different series for top performers called SDR Superstars, training is for beginners, so that much of the audience that is new to SDR work can learn from the same mistakes =) PS. If you're bored, scroll down to the index and jump directly to the specific sections that are most useful to you Index: 0:35: Call context 1:35: The first cold call from Darian 2:25: Quick explanation of why Tito is so tough on cold-calling training 3:40: Darian's second try 4:20: Tito explains why he gives 1-2 pieces of feedback per week and no more 5:35: Darian's 3rd try 12:35 Darin talks about his background and training 13:45: Tito's thoughts on the call 16:00: Tito cold-calls Darian 20:20: Darian Analyzes Tito's call 21:00: Tito Explains what he did on the call. 22:00: How Tito as an SDR helps close accounts!. Additional thoughts and comments for the audience: First of all, I want to congratulate Darian and thank him so much for putting himself out there. Most people who sign up for this type of training are already good at it (Hector for example, and a few others that are coming soon). A person has to have huge courage, and a growth mindset, to be able to jump on these calls and get recorded while trying to do a call. Darian's willingness to learn is admirable and sets him up for success in the future. Please take this seriously. To be able to help each other, we need to expose our weaknesses, so any form of online bullying is NOT TOLERATED. Having said that, I do want to give constructive feedback and help the audience think about the different areas where Darian could have improved and therefore learn from his mistakes as well. Darian could do a better job of quickly explain the value proposition. Every SDR must know their "2 sentence pitch" Asking questions as "does that sound correct?", "does that make sense?" or "Is that something you might find some value in?" or "does that sounds like something you do currently?" sounds very unconfident and disturbs the power dynamics of the call giving the prospect too much power. This will get the prospect to hang up after saying "we're not interested". It's an easy way out for them. The better way to do it is to ask the prospect a relevant question such as "how are you finding all your competitive information data?" or "What data do you wish you had, but you've had trouble finding?" A few times the prospect gets cut off while asking a question or speaking, this could be seen as rude and get prospects to hang up. Always listen first and stay quiet until the prospects finished his thoughts. Also, as an SDR, you must be able to ask questions that create a good conversation. In this case Darian sometimes answered my questions but did not ask something else back, or propose a meeting. It created some awkward silence. If you liked training, and you believe your network would benefit from it, please share it! Do you work as an SDR? Do you want to get better at cold-calling? Send an email to podcast@altisales.com, I want to feature you in the Cold-Calling Training series.

Hi all! Today we will reverse engineer the success of Allie Hudson, from Docebo. I initially had Allie join me for Cold Calling training, that episode will be available soon! I was so blown away that I asked her to also come participate in the Rockstar SDR series. We've already had Jackie Lipnicki and Sam Silverman participate. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com or just message me on LinkedIn at https://www.linkedin.com/in/titobohrt/ The topics covered, are indexed below. I have highlighted my favorite answers. If you don't have 30 minutes to watch this, just jump around. Without further ado, welcome Allie Hudson! Topics covered: 1:10 -> Allie's performance @110% during ramp! 1:50 -> Target market, deal size, and metrics at Docebo 4:00 -> Inbound vs. Outbound team split. 4:40 -> Tools at Docebo 5:40 -> How much data does Allie find for each contact? 6:45 -> Emails and calls. Self built vs. Leadership providing templates 7:45 -> Training at Docebo 8:50 -> Inbound vs. Outbound - Ideal Customer Profiles 10:00 -> The Outbound initiative at Docebo 10:30 -> The compensation structure at Docebo. (link to SDR to AE Handoff) 13:20 -> Quota at Docebo is 6 Qualified Opps. How many meetings turn into Opps? 15:00 -> How hard is it to ramp in 3 months? 17:30 -> Compensation model (SaaStr compensation, Why pay SDRs $200K) 20:40 -> Round robin vs. pod system. How to properly do round robin. 24:10 -> Quick call training example. (Link to cold calling training) 27:40 -> How does Allie get meetings. Phone vs. email vs. social. 34:00 -> Favorite spiffs and other incentives. 38:20 -> How to connect with Allie and Tito.

Welcome to the Cold-calling series! During these 20-30 minute sessions, I meet with SDRs from all over the world (we're starting in England) and have them mock call me and pitch me their product. After that call, we turn it around and role-play the opposite way, I learn a bit about their product and I pitch them their own solution. Our first guest on the show is Hector Forwood from Cognism! PS. If you're bored, scroll here is the index and jump directly to the specific sections that are most useful to you. I've highlighted the ones that I think you'll benefit the most from. Index: 0:40: Call context 1:28: The cold call from Hector 5:10: Hector's thoughts on the call and more context on Cognism 6:20: Tito's Analysis of Hector's call 7:00: Tito Learning more about Cognism to prepare for the call 12:20: Tito Cold Calls Hector 15:50 Hector Analyzing Tito's Call 17:20 Tito Explains how he thinks about cold-calls and what he did

Hi all! Today we will reverse engineer the success of Jackie Lipnicki, from ion interactive. I was shocked when I talked to Jackie, a total A-player both at work and outside of it. She hit almost 200% of quota at her company while being a player-coach, she is currently hiring SDRs in Boca Raton, FL. Jackie is a self taught SDR who has mastered the craft. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. The topics covered, are indexed below. Without further ado, welcome Jackie Lipnicki! Topics covered: 0:50 -> What is ion interactive? 1:20 -> inbound vs. outbound? How's it all split. 2:05 -> How do you find your data for contacts to reach out to? 3:15 -> How much research do SDRs do? 3:50 -> How many calls do SDRs make a day?  4:40 -> Email templates and calling script strategy. 6:00 -> How ion uses the 10-80-10 rule and how they started using a new awesome email template 6:45 -> dissecting why that email is working for them and how to test emails. 12:00 -> How ion interactive compensates SDRs and why their changing it soon. 14:25 -> Jackie reveals that she hit ~195% of quota 15:50 -> Where Jackie's meetings come from (hint: 75% via phone) 16:50 -> Who is the ICP and Buyer Persona for ion interactive? 18:15 -> Doing a mock call and dissecting Jackie's success!! (Hint: I was a pain in the butt to her and she still got me!) 23:30 -> How Jackie is training BDRs and helping them have executive conversations. 25:30 -> Pod system vs. round robin. What does ion interactive use? (cool innovative round robin per SDRs rather than a company round robin) 27:00 -> Spiffs at ion interactive. 28:30 -> Would Jackie go work from Cancun and set up a team there? 29:15 -> How to get in touch with us

Hi all, and welcome to the first episode of the new SDR Superstar Series, where I (Tito Bohrt, CEO of AltiSales), interview the best SDRs out there and try to Reverse Engineer how they got there. This is not only about their best email or their best pitch, but the whole organization. What keeps them motivated? How is their comp structure? What tools do they use? How much time do they spend finding prospects data. We cover everything. Each episode will grab the best SDR from a certain company. If you are the best SDR, manager or a peer of a Superstar SDR, contact us at podcast@altisales.com to get nominated for the show. To Qualify for the series:  - We'll have to verify with 2-3 people that you are indeed the best SDR in the company (or very close to the best) - You have to be willing to share everything you know - You need to be 100% honest about your work and what your company does to enable you Without further ado, here's our first episode. Welcome, Sam Silverman!  (If you'd like me to ask additional questions to future interviewees, please tag send us an email to podcast@altisales.com and suggest new questions!  Indexing the call: 1:08 -> What is Outreach 2:24 -> What does Outreach provide you in terms of Leads, Scripts, Templates? 3:55 -> Can you craft your own emails, or do you get templates? 4:35 -> Does Sam do Inbound, Outbound, or both? What are the rules of engagement? 5:52 -> How does Outreach structure compensation? 8:00 -> How much is base salary vs. commission? 9:05 -> How big is the accelerator kicker? 10:00 -> Sam Silverman's secret sauce to be the best SDR. 11:35 -> the source of Sam's meetings (phone vs. email) 13:30 -> How Sam strategically prepares for the week and gets his work done. 15:10 -> Minimum activity metrics at Outreach for SDRs. 16:20 -> Why does Sam go for the big fish Accounts? 17:25 -> How personalized are Sam's emails? 19:55 -> How are your lists segmented? 21:30 -> Last comments from Sam about SDRs as a career choice How and Why to get in touch with us: To learn more about how Outreach.io can streamline the workflow of any customer facing rep at your company, reach out to Sam Silverman.  To learn more about AltiSales can help you set up your first SDR team or help you make your team 3-4x more productive using best practices, reach out to us at podcast@altisales.com