We’re breaking misconceptions and missteps in outbound with today’s guest is Assa Eldar. Assa is Head of Sales for lusha.com, a company that helps business professionals establish a fast and true connection with their leads, contacts, and candidates. In this episode, you’ll learn Assa’s cadence steps through his outbound process as well as advice on how to get your prospects converted into demos. 

[00:01 - 02:20] Opening Segment

• I introduce Assa Eldar to the show
• Assa’s 3 top tips for SDR’s
  • Open a window with elegance 
  • Build a healthy pipeline 
  • Just keep learning 

[02:21 - 10:34] Don’t Sell a Product, Start a Conversation and Embed Your Name 

• Assa talks about the importance of cadence integration in your workflow 
• Assa shares advice on how-to and how not to best use LinkedIn for sales 
• The next steps after first engagement - Cold Calling Tips

[10:35 - 21:13] The Lusha Cadence Steps 

• Assa talks about Lusha’s process and strategy 
• Champion the decision-maker and know the engagements 
• How to structure and engage with your emails
• Assa shares more cadence steps 

[21:14 - 27:37] Breaking Down the First 15 seconds of the Call

• Live example of the first 15 seconds of a call
• We breakdown the psychology 
• Review of the steps 

[27:38 - 32:29] Closing Segment

• Final advice from Assa breaking misconceptions in outbound 
• Find what your SDR values most 
• How can we support you?
  • Links and Info Below 
• Top 3 takeaways segment 

Tweetable Quotes:

“You need to get them to use the product, see the value, and then when you go to the decision-maker you say, ‘listen, all these guys are using Lusha, here’s the feedback.’” - Assa Eldar

Resources:

• Salesloft
• Outreach.io

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Connect with Assa on LinkedIn, and visit https://www.lusha.com/ to learn more and give feedback.

Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you. 

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