Summary: <p>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.</p> <p>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 <a href="https://www.linkedin.com/pulse/superstar-sdr-4-louise-trump-400-quota-counting-tito-bohrt/" target="_blank"><u>Louise Trump</u></a>, <a href="http://www.linkedin.com/pulse/superstar-sdr-3-allie-hudson-step-above-other-sdrs-tito-bohrt/" target="_blank"><u>Allie Hudson</u></a>, <a href="http://www.linkedin.com/pulse/superstar-sdr-2-jackie-lipnicki-from-ion-interactive-tito-bohrt/" target="_blank"><u>Jackie Lipnicki</u></a> and <a href="http://www.linkedin.com/pulse/superstar-sdr-series-1-sam-silverman-from-outreachio-tito-bohrt" target="_blank"><u>Sam Silverman</u></a> participate.</p> <p>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.</p> <p>Without further ado, welcome Mikey!</p> <h2><strong>Topics covered:</strong></h2> <p>0:00 -> Intros.</p> <p>1:30 -> What is DocSend?</p> <p>2:10 -> Team structure, reporting, tools. Small team, mostly outbound. Sales Nav, Outreach</p> <p>5:30 -> Contact distribution across SDRs</p> <p>7:10 -> Call scripts? Email Templates</p> <p>8:20 -> <strong>What Mikey does to get better very day.</strong></p> <p>9:40 -> Meeting quota, Buyer Personas, and Quota.</p> <p>13:10 -> Where Mikey gets Meetings from.</p> <p>14:00 -> <strong>things Mikey has done to get meetings. MIND BLOWN!</strong></p> <p>16:00 -> How Mikey finds the information he needs to do direct mail.</p> <p>17:20 -> <strong>An example of how Mikey would personalize a direct mail campaign to me.</strong></p> <p>21:30 -> <strong>COLD</strong> <strong>OUTBOUND WORKS! Customers close that had no intent to buy, but Mikey identified them as good targets and eventually closed a deal!</strong></p> <p>23:20 -> <strong>Having fun as an SDR. Be a giver! You'll get them excited</strong></p> <p>28:00 -> What keeps SDRs Happy. Salaries, and why SDRs try to get promotions very quickly.</p> <p>32:20 -> <strong>Favorite Spiffs!</strong></p>
