In this episode, we'll discuss:
- The different outbound sequences Teddy uses
- His cold-calling framework
- How to use your analytics and reports to improve your results
Teddy Frank is a top-performing SDR @ Atrium
Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%.
Connect with Teddy on LinkedIn
/ teddy-frank-690b501b7
Here’s a bit more info about Teddy's accounts and buyer personas:
- Personas: 2nd Level+ Sales and RevOps Leaders (occasionally SalesDev)
- Industries: Software Development, IT Services / Consulting, Computer / Network Security
- Org Size: 51+ folks in sales org (ranges from 300 - 10k employees)
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Chapters
00:00 Top SDR
03:54 Defining Top Tier Accounts
07:18 Handling Objections and Referrals
10:13 Call Calling Strategies for Booking Meetings
11:10 Philosophy for Booking Meetings with Directors and VPs
12:05 Structuring the Cold Call Pitch
14:24 Using Relevant Statements and Assumptions
15:22 Pain and Solution Statements in the Pitch
18:47 Going for the Close in the Pitch
20:15 Handling Objections and Sending More Information
21:39 Asking for a Specific Follow-Up Time
22:38 Handling Objections to Booking a Meeting
25:05 Researching Prospects and Private Equity Companies
26:30 Understanding the Challenges of Rev Ops Leaders
28:59 Using Research to Improve the Pitch
30:54 Using Analytics to Improve Conversion Rates
32:50 Calling After 5 PM for Better Results
40:59 Advice for New SDRs
Негізгі бет How this Top SDR Converts 27.8% of Cold Calls into Meetings in SaaS
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