Summary: <p>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.</p> <p><strong>If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com.</strong> We've already had <a href="http://www.linkedin.com/pulse/superstar-sdr-3-allie-hudson-step-above-other-sdrs-tito-bohrt/" target="_blank">Allie Hudson</a>, <a href="http://www.linkedin.com/pulse/superstar-sdr-2-jackie-lipnicki-from-ion-interactive-tito-bohrt/" target="_blank">Jackie Lipnicki</a> and <a href="http://www.linkedin.com/pulse/superstar-sdr-series-1-sam-silverman-from-outreachio-tito-bohrt" target="_blank">Sam Silverman</a> participate.</p> <p>The topics covered, are indexed below, if you don't have 40 minutes to listen to this, just jump around.</p> <p>Without further ado, welcome Louise Trump!</p> <h2><strong>Topics covered:</strong></h2> <p>0:30 -> Louse is at 400% of quota. What does that mean? How is it measured?</p> <p>1:50 -> Target market, deal size, and metrics at Degreed</p> <p>3:30 -> Inbound vs. Outbound team split.</p> <p>4:20 -> Tools at Degreed</p> <p>5:20 -> How much data does Louise get and how does she find more data / contact info?</p> <p>6:10 -> Emails and calls. Self built vs. Leadership providing templates</p> <p>7:30 -> The SDR to AE Handoff (<a href="https://www.saleshacker.com/sdr-ae-handoff/" rel="nofollow noopener" target="_blank">and how they could to do it better</a>)</p> <p>7:50 -> The Sales Qualification criteria (<a href="https://www.saleshacker.com/lead-qualification-guide/" rel="nofollow noopener" target="_blank">and what best practices should be</a>)</p> <p>13:00 -> Compensation and accelerators beyond quota. (<a href="https://www.linkedin.com/pulse/why-i-pay-my-best-outbound-sdrs-more-than-most-aes-you-tito-bohrt/" target="_blank">Why pay SDRs $200K</a>)</p> <p>13:30 -> Team structure. SDR to AE Ratio.</p> <p>15:00 -> <strong>Strategies that Louise uses and how she thinks about "adding value"</strong> (examples below)</p> <p>18:50 -> <strong>What does Louise mean by "adding value"? What does that look like and where does she find data from?</strong></p> <p>25:00 -> <strong>Email vs. social. vs phone</strong></p> <p>26:40 -> <strong>How Louise does Social Selling</strong></p> <p>28:10 -> <strong>How does Louise get better every day?</strong></p> <p>29:00 -> <strong>How to get any leader to give you advice?</strong> (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)</p> <p>31:50 -> Books Louise loves.</p> <p>33:00 -> <strong>How Louise uses direct mail</strong></p> <p>35:40 -> Favorite perk at Degreed for Louise.</p> <p>37:00 -> <strong>The AltiSales SDR Presidents club (Quarterly, not yearly!).</strong></p> <p>39:30 -> <a href="https://www.linkedin.com/pulse/cold-calling-training-1-cognism-tito-bohrt/" target="_blank">Link to call recording training with Cognism </a></p> <p>41:50 -> How to connect with <a href="https://www.linkedin.com/in/louise-trump/" target="_blank">Louise</a> and <a href="https://www.linkedin.com/in/titobohrt/" target="_blank">Tito</a>.</p>
