Outbound Kitchen - B2B Sales Podcast

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I joined Jordan Abbott on the SDR Leaders of EMEA podcast.

Key topics from this episode:

- Transitioning from SDR to Leadership

- Common Outbound Leadership Mistakes

- Building Effective Outbound Teams

- Leadership Enablement and Isolation

- AI in Outbound Strategy

- Encouraging Self-Awareness in Outbound Reps

- Preparing for Seasonal Challenges

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Listen to the SDR Leaders of EMEA podcast on:

- Spotify:https://open.spotify.com/show/10VFRu1VaTXA7PlbCqqnvj

- Apple: https://podcasts.apple.com/gb/podcast/a-day-in-the-life-of-an-sdr-leader-sdr-leaders-of-emea-podcast/id1761870483

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When you're ready

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Connect with me

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters:

(00:00) Introduction to Leadership

(01:03) Guest Introduction: Elric Legloire

(02:21) Transitioning to Leadership

(05:02) Common Pitfalls for New Leaders

(09:58) Leadership Enablement and Development

(15:19) Professional Development for SDRs

(23:03) Trends in the Outbound Space: AI

(28:52) Q4 Strategies and Preparation

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Didn’t catch Part 1? Listen here: ⁠⁠https://outboundkitchen.substack.com/p/ok10-how-this-cro-brings-in-72k-arr ⁠⁠

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Chef specials:

- Internal AI use cases outperform external automation

- In-office teams show 20-60% better performance metrics

- Their outbound growth plans

Kyle Norton, CRO at Owner.com, shares deep insights on AI implementation in sales, the shift to in-office work, and strategic annual planning.

He discusses how his team leverages AI for internal processes rather than external automation, achieving remarkable results with tools like Avara for sales simulation and Momentum for CRM automation.

Kyle reveals compelling data showing 20-40% faster ramp times and up to 60% higher activity rates for in-office teams, leading to Owner.com's recent office opening in Toronto.

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Who is Kyle Norton?

CRO of Owner.com

Host of the Revenue Leadership podcast (Pavilion Podcast)

More context about the Owner's Sales team:

- ACV: $5.5k

- Sales Cycle Length: 4-7 days

- Vertical SaaS: Restaurant industry

- Buyer personas: Restaurant owners

- Markets: North America

Connect with Kyle:

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When you're ready

⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠

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Connect with me

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⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠

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Chapters:

(00:00) - Kyle Norton and AI SDRs

(01:12) The Pitfalls of AI SDRs

(02:30) Successful AI SDR Strategies

(06:40) Internal AI Use Cases

(07:22) AI-Powered CRM and Momentum

(09:18) AI Simulators and Training

(18:35) Annual Planning and Outbound Strategy

(24:23) Solving Problems as Revenue Leaders

(24:52) Improving Book to Show Rates

(28:14) Building Effective Habits

(28:36) Nudge Theory in Sales

(31:22) Hiring and Management Strategies

(34:55) Remote vs. In-Office Sales Teams

(42:37) Field Reps and Efficiency

(44:09) Reflections and Future Plans

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Chef's specials:

In this episode: A masterclass in SDR excellence with Jacob McLeod, who shattered Nextiva's onboarding record by booking 37 meetings in his first month, double the previous record.

We dissect his pre-day-one preparation, systematic approach to prospecting, and the mindset that separates top performers from average reps.

Whether you're starting a new sales role or looking to level up your game, this episode is your blueprint for accelerated success.

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Here’s more context on Jacob’s team:

They’re not doing cold outbound on customer acquisition. Their focus is outbound for customer expansion: reaching out to existing customers to drive more growth.

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Who is Jacob McLeod?

BDR on the Customer Expansion team at Nextiva

Connect with Jacob: On LinkedIn⁠⁠⁠

https://www.linkedin.com/in/jacob-mcleod-b80a69198/

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When you're ready

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Connect with me

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters:

(00:00) Thoughts on the Record

(00:52) Background and Transition to Sales

(01:10) Discovering the Record and Setting Goals

(02:54) Strategy and Preparation Before Day One

(05:26) Onboarding and Early Challenges

(09:24) Organizing and Managing Time Effectively

(18:35) Creative Approaches to Booking Meetings

(22:28) Proudest Meeting and Handling Big Accounts

(29:32) Staying Motivated and Consistent

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Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous)

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In this episode, I’m sharing my top 6 lessons from 2024 about cold outreach & prospecting (outbound): personalized mini websites, account-based messaging, cold calling, branded caller IDs, targeting early adopters, and competitor-aware messaging.

These strategies can help you scale outbound and turn it into your #1 growth engine.

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When you're ready

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

---

Connect with me

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters:

(00:00) Key Learnings from 2024

(01:31) Mini Websites

(05:26) Account-Based Messaging

(12:51) Cold Calling: Still King in 2024

(15:01) Branded Caller ID

(16:58) Targeting Early Adopters

(22:03) Competitor-Aware Messaging

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📌 Ralph's guide

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Chef's specials:

In this episode, Ralph breaks down how he started prospecting days at ServiceNow and used them to build scalable outbound sales cultures. He’ll walk you through how to run successful prospecting days, tackle common challenges, and get your whole company involved in driving pipeline.

You’ll learn why proactive prospecting is critical, how to avoid common mistakes, and how to use data and a little competition to keep the energy up. Plus, we’re sharing practical tips and a free guide to help you set up prospecting days in your own team.

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Who is Ralph Barsi?

Connect with Ralph:

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When you're ready

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠⁠

---

Connect with me

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters:

(00:00) The Importance of Outbound Prospecting

(01:13) The Challenges of Prospecting

(02:16) The Risks of Relying Solely on Inbound Leads

(04:07) What is a Prospecting Day?

(05:22) Implementing Prospecting Days at ServiceNow and Beyond

(09:21) The Mechanics of a Successful Prospecting Day

(13:01) Preparing for a Prospecting Day

(17:40) Involving Different Teams in Prospecting Days

(20:54) Handling Skepticism and Resistance

(26:28) Success Stories and Metrics

(28:52) Gamifying Prospecting Days

(30:23) Key Takeaways and Lessons Learned, how to implement

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Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous)

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3 cold calling tips you'll learn in this episode for 2024:

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Join me in this episode as we unpack Belal Batrawy's playbook about cold calling.

Belal is the Founder of ⁠LearnToSell.io⁠ and the Creator of ☠️ Death to Fluff.

Belal's results:

Connect with Belal on LinkedIn:

⁠https://www.linkedin.com/in/belbatrawy⁠

Join Belal newsletter: ☠️ Death to Fluff

⁠https://deathtofluff.substack.com⁠

Cold Call Worksheet:

⁠https://www.linkedin.com/posts/belbatrawy_mic-drop-cold-call-worksheet-learntosellio-activity-7104176020257181696-ACM0 ⁠

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📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠

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Chapters

(00:00) The Cold Calling Expert

(01:12) Understanding the Purpose of Outbound

(02:07) The Value of Disqualification in Outbound

(03:05) The Mic Drop Method: Four Parts of a Successful Cold Call

(05:27) Using the Mic Drop Method to Get Buyers Talking

(06:25) The Four P's of the Mic Drop Method

(08:12) Permission-Based Openers

(08:41) Transitioning to the Problem Statement

(09:40) Finding the Right Problem Statement

(10:39) Provoke: Getting the Buyer Talking

(13:31) Using Competitors to Provoke Conversation

(15:27) Being Informed and Curious in the Conversation

(16:53) Passing the Mic to the Buyer and Leaning Back

(21:46) Making Progress and Lowering Expectations

(23:38) The Power of Self-Sourcing Pipeline

(24:35) The Importance of Self-Diagnosis in Cold Calling

(27:29) Avoiding the Pain Menu

(30:50) Improving Through Self-Diagnosis

Get full access to Outbound Kitchen at

⁠outboundkitchen.substack.com/subscribe

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3 things you'll learn from the playbook of a top cold caller in 2024

Join me in this episode: Sam shares his cold calling playbook and discusses his approach to cold calling as a top performer.

Sam Byassee was a cold caller at Apex Revenue and is now an Account Executive at TitanX (formerly Phone Ready Leads®).

In the past 6 months at Apex Revenue, Sam:

Connect with Sam on LinkedIn:

⁠https://www.linkedin.com/in/sam-byassee-72b009152/⁠

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📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters

(00:00) Cold Caller

(01:24) Learning from Apex Revenue

(03:43) Detaching from the Outcome

(06:07) Segmenting the List

(08:05) Account Segmentation

(09:58) The Role of Apex Revenue

(13:46) The Cold Calling Opener

(15:39) Dissecting a Cold Call

(21:20) Engaging Familiar Prospects

(21:49) Building Genuine Interest

(22:16) Adapting to Engage the Prospect

(23:14) Skipping Parts of the Script

(24:09) Handling Objections

(24:39) Tracking Call Dispositions

(25:06) Updating Call Results

(25:36) Follow-up Strategies

(26:04) Common Objections

(26:28) Understanding the Prospect's Needs

(27:27) Keeping the Prospect Talking

(27:55) Boosting the Prospect's Confidence

(28:52) Listening to Calls for Improvement

(29:21) Flipping 'Not Interested' to 'Not Now'

(30:19) Tracking Conversations and Activated Leads

(31:17) The Four I's: Info, Intrigue, Intent, Interest

(32:14) Improving the 'Not Interested' Metric

(32:43) Asking Better Questions

(33:10) Working on Openers and Delivery

(34:06) Listening to Calls for Breakdowns

(35:34) Understanding the Prospect's Needs

(37:29) Avoiding Pitch Slapping and Feature Dumping

(39:21) Trusting the Prospect's Timing

(40:19) Focusing on Problems, Not Features

Get full access to Outbound Kitchen at

⁠outboundkitchen.substack.com/subscribe

⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous)

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3 cold calling tips you'll learn in this episode for 2024:

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Join me in this episode as we dive into Sheriff Shahen's lessons and insights on cold calling.

Sheriff has recently been promoted to an Account Executive (AE) role at Deel, previously serving as an Enterprise SDR.

Sheriff's achievements include:

Connect with Sheriff on LinkedIn:

⁠⁠https://www.linkedin.com/in/sheriff-shahen-384930164/⁠

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📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters

(00:00) Enterprise SDR

(01:27) Early Days of Cold Calling

(05:41) Transition to Enterprise Sales

(09:01) Anatomy of a Successful Cold Call

(15:41) Researching and Targeting Enterprise Accounts

(19:01) Handling Common Objections

(20:29) Competitor Differentiation

(22:19) Measuring Call Call Success

(24:07) Managing Fear and Anxiety

(27:55) Common Mistakes in Cold Calling

Get full access to Outbound Kitchen at

⁠outboundkitchen.substack.com/subscribe

⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous)

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Download his Sheet: Account Tracking and Opp Tracking⁠

3 things you'll learn in this episode:

Join me in this episode as we unpack Austin Jouett's playbook about Account-Based Prospecting.

Austin is a former Senior Enterprise Sales Development Representative (NAM region) at Intentify Demand

Austin's results:

Connect with Austin on LinkedIn:

⁠https://www.linkedin.com/in/austinjouett/⁠

⁠Subscribe to his ⁠DnA Prospecting Newsletter⁠

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📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠

Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠

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Chapters

(00:00) Enterprise BDR

(02:12) Approaching Account-Based Prospecting

(03:31) Targeting Enterprise Companies

(04:01) Deep Dive into Accounts

(05:28) Finding Competitor Information

(06:55) Using ChadGPT for Personalization

(08:18) Human-Level Prospecting

(13:13) Account Alignment with AEs

(14:39) Opportunity Tracking Template

(28:34) Being Curious and Genuine

(39:14) Common Mistakes in Account-Based Prospecting

(40:11) Advice for New SDRs

(41:09) Treating People with Respect

Get full access to Outbound Kitchen at

⁠outboundkitchen.substack.com/subscribe

📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous)

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3 Things You'll Learn About Sending Prospecting Videos on LinkedIn to Improve Your Efficiency:

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⁠Here's one example of a video that Kayla uses, and you can start using now.⁠

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Join me in this episode as we dive into Kayla's strategies and techniques for booking meetings with prospecting videos on LinkedIn.

Kayla Cytron-Thaler is a Partner Development Manager at Drata.

Kayla's notable achievements on her journey include:

Connect with Kayla on LinkedIn:

⁠https://www.linkedin.com/in/kayla-/⁠

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📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters

(00:00) Introduction and Background

(00:58) Starting with Video Prospecting

(01:53) Progression to Personalized Videos

(03:20) Using LinkedIn for Video Prospecting

(04:19) LinkedIn vs. Email for Video Prospecting

(05:45) Why Video Works

(06:42) Creating Authentic and Personalized Videos

(07:31) The Challenges of AI-Generated Videos

(08:31) Using Video for Job Search

(09:30) Routine and Process for Recording Videos

(10:49) Researching and Personalizing Videos

(11:44) Calling Out Frustrations and Pain Points

(13:10) Sending Videos to Connects on LinkedIn

(16:05) Choosing Who to Send Videos To

(17:26) Sequencing Videos and Nurturing Prospects

(18:24) Using GIFs in Video Prospecting

(19:52) Balancing Video Prospecting with Other Outreach Channels

(22:12) Framework for Recording Videos

(24:09) Personalized Videos vs. Group Videos

(25:00) Using GIFs on LinkedIn

(27:18) Scaling Video Prospecting

(28:46) Realistic Expectations and Avoiding Perfectionism

(30:05) Common Mistakes in Video Prospecting

(31:03) Keeping Videos Short and Focused on the Prospect

Get full access to Outbound Kitchen at

⁠outboundkitchen.substack.com/subscribe