Outbound Kitchen - B2B Sales Podcast

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3 things you'll learn from a hiring manager to land an SDR role in 2024:

Join me in this episode as we dive into GB's strategies to get an SDR role in 2024, without sales experience, and a college degree.

Gabrielle “GB” Blackwell is a former Sales Development Manager, Mid-market at Culture Amp

Over the past 7 years, GB:

Connect with GB on LinkedIn:

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

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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) Hiring Manager

(00:58) Top Soft Skills and Hard Skills for SDR Candidates

(03:22) Assessing Candidates with Experience and No Experience

(07:09) Adaptability of Candidates with Experience

(09:04) Critical and Strategic Thinking in Prospecting

(11:28) Hiring Process at Culture Amp

(14:40) Mock Call Assessment and Feedback

(18:28) Importance of Full Mock Call Practice

(19:26) Assessing Research and Business Acumen

(23:14) Importance of Preparation and Curiosity in Asking Questions

(26:05) Mistakes Candidates Make in the Hiring Process

(36:36) Standing Out as a Candidate without a College Degree

(43:46) Final Thoughts and Advice

(44:16) Reflecting on Career Goals

(45:36) Knowing Your Strengths and Deal Breakers

(46:31) Selecting the Right Opportunities

(47:25) Standing Out in Interviews

Get full access to Outbound Kitchen at

⁠outboundkitchen.substack.com/subscribe

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Chef's specials:

Dave emphasizes looking beyond traditional qualifications to focus on intangible traits like resilience, adaptability, and communication skills. We also highlight the importance of identifying leadership potential early and providing mentorship and development opportunities. Dave suggests that SDRs should have closing experience before moving into leadership roles to gain credibility with sales teams.

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Who is Dave Wilkins?

Connect with Dave:

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When you're ready

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Chapters:

(00:00) Dave Wilkins and Leadership Insights

(00:43) Unconventional Traits for SDR Success

(03:44) Hiring Process and Scorecard System

(06:56) Adapting to Change and Resilience

(17:03) Future Traits and Business Acumen

(23:06) Spotting and Developing Future Leaders

(28:40) Understanding the Impact of Leadership

(30:47) Challenges of Being an SDR Leader

(33:54) Spotting and Developing Future Leaders

(37:07) Training Programs for Leadership Development

(40:32) Mistakes in Promoting SDR Leaders

(46:43) AI's Role in Leadership and Sales

(52:23) Advice for Aspiring Leaders

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Chef's specials:

Discover the future of SDR compensation with Anastasia Chihai, Sr. Director of Sales Development at Upland. In this conversation, learn how to implement a point-based system that aligns SDR performance with revenue goals. Uncover innovative spiff strategies, master the art of motivating distributed teams, and optimize your sales development structure for maximum ROI.

Whether you're a founder, GTM leader, or sales executive, this video is packed with actionable insights to transform your SDR team's performance in 2025 and beyond.

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📌 Grab the slides here

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Who is Anastasia Chihai?

Sr. Director, Sales Development at Upland

Founder, ATX SDR Leaders

Connect with Anastasia:

More context about the Upland sales team:

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When you're ready

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Chapters:

(00:00) Introduction: SDR Compensation Plans

(00:54) Why Revamp the Comp Plan

(05:59) New Point-Based Comp System

(06:38) Implementing the New Model

(19:07) Focusing on Quality and Quantity

(22:07 Gaining Approval from Leadership

(30:37) Short-Term Incentives: SPIFFs

(31:46) The Impact of Short-Term SPFs

(32:19) Planning for December's SPIFFS

(32:51) November's Bingo Card Success

(33:37) December's Personalized Stickers

(36:28) Strategies for Monthly SPIFFS

(40:05) Lessons from Failed SPIFFs

(42:49) The Spinning Wheel Initiative

(50:45) Balancing Inbound and Outbound Quotas

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Chef's specials:

Discover how to transform your BDR team's performance and significantly boost their impact on revenue. In this live recording, Hugo Dessi, Global Head of BDR at Partoo, shares his strategies for optimizing outbound sales processes, enhancing cross-functional collaboration, and refining KPIs. Learn how to increase your team's efficiency, improve account management, and drive substantial growth in BDR-influenced ARR.

Whether you're a founder, GTM leader, or sales executive, this guide to sales team optimization is packed with actionable insights to revolutionize your outbound sales strategy.

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Who is Hugo Dessi?

Global Head of BDR, and board member at Partoo

Connect with Hugo:

More context about the Partoo's Sales team:

- Markets: EMEA, Latam

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When you're ready

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Chapters:

(00:00) Hugo Dessi and Partoo's BDR Strategy

(00:42) Hugo's Journey at Partoo

(02:27) Initial Challenges and Audit Findings

(05:43) Implementing Changes and Strategies

(09:54) Focusing on Key Metrics and Team Dynamics

(19:45) Enhancing Communication and Collaboration

(29:09) Understanding Validation Rates and Performance Metrics

(31:14) Impact on Pipeline and Conversion Rates

(35:32) Standardizing Meeting Validation and Opportunity Confirmation

(38:38) Challenges in Attribution Systems

(41:40) Preparing for Board Meetings

(44:37) Utilizing AI in BDR Processes

(55:22) Improving Communication and Conversion Rates

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Part 2 is available: Listen here: https://outboundkitchen.substack.com/p/ok17-inside-ownercoms-21m-arr-outbound⁠⁠

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Learn how Owner.com scaled their sales team from 4 to 50 reps in 24 months while maintaining a 0.13 BDR CAC ratio through innovative outbound sales strategies.

Kyle Norton shares:

- Why a 2:1 BDR-to-AE ratio works in SMB

Perfect for founders and sales leaders looking to scale efficient outbound sales teams in 2024.

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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:

- On LinkedIn⁠⁠⁠: ⁠https://www.linkedin.com/in/kylecnorton/⁠

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When you're ready

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Chapters:

(00:00) Building a highly efficient outbound team

(00:48) The State of the Sales Team at Owner.com

(01:48) Building an Outbound Machine

(03:28) Hiring and Scaling the Outbound Team

(04:02) Optimizing Deal Quality and ICP

(04:57) Evolution of Outbound and Inbound Mix

(06:42) BDR to AE Ratios and Efficiency

(12:33) Dedicated BDRs vs. Full Cycle AEs

(17:18) Importance of RevOps and Systems

(23:57) The Challenge of New Skills in Sales

(25:35) Building Outbound Systems at Owner.com

(28:19) Leveraging AI for Sales Efficiency

(41:04) Improving Conversion Rates Through Coaching

(46:36) Hiring the Right Talent for Sales Success

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On this episode, we talk about:

Discover why AI SDRs may not be the silver bullet for outbound sales strategies. Learn how go-to-market AI tools can enhance your sales pipeline optimization without sacrificing the human touch. Perfect for founders and GTM leaders looking to revolutionize their B2B Outbound Sales approach.

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Who is Jordan Crawford?

GTM Strategist, and Founder of Blueprint

Buy Jordan's course: Agent 7 - Jordan Crawford's Clay AI Agent Finding Course

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Connect with Jordan:

- ⁠⁠⁠On LinkedIn⁠⁠⁠: https://www.linkedin.com/in/jordancrawford/

- ⁠⁠Subscribe to his YouTube Channel: https://www.youtube.com/@BlueprintGTM

Resources mentioned:

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When you're ready

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Chapters

(00:00) Intro on AI in outbound

(00:45) The Outbound is Dead Debate

(02:24) Challenges in Outbound

(07:47) The Role of AI in Sales

(09:08) The Flaws of AI SDRs

(15:28) Effective Data Utilization in Outbound

(27:26) Finding Hidden Data Sources

(32:28) Debating the Future of SDRs and AI

(33:09) Human Psychology in Sales Teams

(34:44) Rippling's Dual Approach to Sales

(35:49) The Role of AI in Sales Research

(38:05) Practical Steps to Implement AI Agents

(39:26) Building Effective AI Agents

(40:05) Tools and Techniques for AI Agents

(41:35) Advanced AI Agent Strategies

(53:25 )The Importance of Cold Calls

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On this episode, we talk about:

• Build a 4-tier BDR Academy that retains top performers for 2-4 years

• Structure compensation models across experience levels

• Implement weekly performance metrics that drive results

• Create an enterprise-grade tech stack for outbound prospecting

• Develop business acumen in junior BDRs

• Transform BDRs into Enterprise Corporate Sales (ECS) leaders

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Who is Alexis Valentin?

- Global Head of BDRs at Pigment

- Got expertise in outbound and customer acquisition at major tech firms like Facebook and Dropbox.

More context about the Pigment Sales team:

- ACV: $100k

- Buyer personas: Finance, HR, and Sales teams

- Markets: NA, and EMEA

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Connect with Alexis:

- ⁠⁠On LinkedIn⁠⁠

- ⁠Subscribe to his growth team newsletter⁠

- ⁠Alexis is hiring! Check their career page⁠

- ⁠Pigment on Repvue (Top 5% of companies)⁠

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When you're ready

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Connect with me

⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠

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Chapters

(00:00) Scaling from 2 to 50 BDRs

(00:47) Alexis Valentin's Initial Challenges

(02:29) Building the AdBond Tech Stack

(03:58) Hiring and Training Strategies

(04:55) Metrics and Performance Measurement

(12:33) Compensation and Career Growth

(17:50) Evolving Skill Sets and Industry Focus

(23:21) Optimizing BDR Activities

(25:53) Leveraging Marketing Signals for BDR Success

(26:26) Scaling Insights for Effective Prospecting

(27:41) Prioritizing Accounts and Engagement Strategies

(28:25) Growth Team Philosophy and Account Management

(32:34) Segmenting Teams by Company Size

(35:00) Hiring and Productivity Strategies

(38:32) Enhancing BDR Efficiency and Training

(42:41) Adapting to Market Changes and New Techniques

(43:59) Reflections and Future Plans

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On this episode, we talk about:

- How to go from founder-led sales to a scalable team,

- The real secrets behind outbound that works,

- Scaling fast with 20 high-performing reps.

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Who is Zach?

- Chief Revenue Officer of Triple Whale,

- He’s the master chef behind Triple Whale’s growth, joining as Head of Sales and now CRO.

- Built a team from scratch and hit 10,000+ customers in just 3 years.

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Connect with Zach:

* On LinkedIn

* Triple Whale Repvue page

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When you're ready

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Connect with me

⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠

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⁠⁠⁠🐦 Connect on X ⁠⁠

Chapters

(00:00) Intro

(00:41) Building the Initial Sales Team

(07:24) Building the Outbound Motion

(09:26) Hiring Strategies and Team Dynamics

(19:12) Compensation Plans and Pipeline Management

(24:25) Evolution of the Team

(25:08) Challenges in Transitioning to Outbound

(25:56) Maintaining Brand Integrity

(27:08) Scaling and Personalization

(30:07) Leveraging Partnerships for Growth

(32:50) Headcount Planning and Hiring Strategies

(38:51) Reflections and Lessons Learned

Get full access to Outbound Kitchen at https://outboundkitchen.substack.com/podcast

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In this episode, we'll discuss:

- His top 3 interview questions

- Key skills he seeks

- Real-life examples of top candidates

Who’s Jack Knight?

- The tech sales coach with over 5 years of SDR leadership XP experience.

- He’s led SDR teams, hired 30+ reps with a 93% success rate, and helped launch over 70 SDR careers.

Connect with Jack on LinkedIn

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

Join his Break Into Tech Sales 💸 community:

https://www.skool.com/break-into-tech-sales/about

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When you're ready

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Connect with me

⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠

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Chapters

(00:00) The Secret Recipe to Hiring Top BDRs

(00:34) Jack's Top Three Interview Questions

(01:02) Breaking Down the First Question

(01:45) The Importance of Soft Skills in SDR Hiring

(03:27) Ideal Responses to the First Question

(07:22) The Second Question

(08:21) How to Impress with Company Research

(10:43) Real Examples of Outstanding Candidates

(22:01) The Final Question

(24:12) Curiosity in Interviews: Asking the Right Questions

(26:18) Engaging in a Conversational Interview

(29:31) Preparing for the Interview: Tips and Tricks

(35:34) Standing Out in the Hiring Process

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Chapters

(00:00) Intro & 2 announcements

(02:21) Framework One: The Agoge Sequence

(05:00) Framework Two: The Becc Holland Sequence

(08:06) Framework Three: Combo Prospecting