#99: Do you know who you’re selling to? Sure, you have a name on a list, but who are they really? What keeps them up at night? What opening line will make them stay on the phone a beat longer to help you close a deal?

On the latest episode of Outbound Sales Lift, Kellen Casebeer shares the ins and outs of building and using an Ideal Customer Profile to help you sell. He explains how deep to go when developing a customer profile, who should be creating an ICP (hint: it’s probably you, at least in part), and how to use your profile to have a memorable conversation with a prospect.

Tyler and Kellen also dive in to attention-grabbing cold call introductions and how to use the concept of dilemmas to engage prospects.

If you want more than just a name on a list for your prospecting, this episode will help you understand the true value of developing an Ideal Customer Profile.

EPISODE HIGHLIGHTS

00:47: Kellen explains what an Ideal Customer Profile is, how to develop one, and who should be responsible for developing an ICP

05:24: How SDRs can go deeper in building their understanding of an ICP

07:11: Why being direct, and starting with known objections, can improve your cold calls

13:01: Defining dilemmas and using pattern interruption to better connect with prospects

17:26: The importance of not just understanding prospects’ pain points, but why they have yet to be resolved

ABOUT KELLEN CASEBEER

Kellen is a Sales Advisor for SDA & Founder of a paid sales community called The Speakeasy. He also sells a guide for breaking into remote sales without any selling experience.

#98.5 Channing Ferrer joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.

#98: As sales teams are increasingly embracing remote work, leaders are finding that managing a remote sales team comes with a unique set of challenges. To explore the differences between in-person and remote management, Channing Ferrer joins Outbound Sales Lift to discuss his experience managing remote sales teams.

Channing and Tyler explore the ins and outs of remote management including hybrid versus fully remote teams, how to connect and communicate with remote SDRs, in-person meetings, and peer enablement.

EPISODE HIGHLIGHTS

Remote Leadership versus In-Person Leadership

• 02:06: How can you create accountability remotely given that SDRs are typically entry level employees?
• 03:38: Importance of a daily standup meeting to bring the sales team together for time-blocking
• 06:29: Advantages and disadvantages of hybrid sales teams

Communicating with Remote Sales Teams

• 09:41: How to set team norms when using Slack to communicate
• 13:06: Establishing communication methods as a manager — text, phone calls, etc.

Building Trust with Remote SDRs

• 17:45: Remote SDR enablement
• 19:18: Benefits of peer-to-peer sales coaching
• 21:48: Giving feedback when managing a remote sales team

ABOUT CHANNING FERRER

Channing is a Go-To-Market advisor, proven Chief Revenue Officer, and an early-stage investor. He has extensive experience developing and growing international teams, implementing processes & systems across global technology companies. He has helped both start-up and mature organizations to scale. His reputation for success is based on his experience designing inside and field sales teams and building processes across multiple Saas companies. He has consistently driven market leading revenue growth.

#97.5: Outbound Sales Lift Bonus Round is a series of rapid fire questions about sales. Thanks to our first bonus round guest, Jack Knight, for joining us.

#97: Host Tyler Lindley is joined by Jack Knight, founder of CallBlitz, to discuss coaching SDRs in cold calling. Jack explains the four types of call coaching and what he sees as the pros and cons of role playing. He shares specific tips to get reps comfortable making cold calls and the role of an SDR manager in developing their team.

Jack and Tyler compare notes on effective scorecards to provide actionable, useful feedback to sales reps. Lastly, they discuss coaching in a remote work environment and how to develop culture when your team isn’t regularly sharing an office.

EPISODE HIGHLIGHTS

SDR Call Coaching

• 00:52: Jack compares the four types of call coaching to sports, including the role of a coach or SDR manager
• 02:10: Why most SDR programs aren’t coaching

The Role of SDR Managers

• 09:21: What SDR managers need for an effective cold call role play
• 13:56: What makes an effective scorecard — keeping it simple and putting yourself in the prospect’s shoes

Sales Coaching and Culture in a Remote Work Environment

• 18:46: SDR coaching in remote work environments
• 26:07 Building culture in a remove work environment

#96: Chet Lovegren joins Outbound Sales Lift to discuss account-based selling — building a strategy, working with your customer success team, and developing your outbound messaging. Chet and Tyler explore sales strategies like Challenger and Gap Selling, and how no matter their strategy SDRs still need to do the work to educate and entertain prospects through their outreach.

Lastly, they dive into how SDR managers can coach reps in areas like accountability and time management to improve their overall account-based selling techniques.

EPISODE HIGHLIGHTS

• 0:57 Tips for developing an account-based sales strategy by building on your inbound function and working with your customer success team
• 5:42 The importance of good messaging in an outbound sales strategy, including a discussion of Challenger and Gap selling
• 12:55 How to coach reps to build relationships with prospects through teaching and messaging
• 18:12 Framing better questions in outbound messaging
• 23:12 Developing the process behind account-based sales — time management, accountability, and SDR managers modeling behaviors

#95: Outbound Sales Lift host Tyler Lindley outlines his 5 pillars of SDR management — hiring, onboarding and training, coaching, data and reporting, and leadership. He explores what successful SDR managers should focus on, starting with the vetting process when hiring new sales reps and continuing through everyday coaching responsibilities from core sales skills to mindset coaching.

Tyler shares advice from his experience managing SDRs to ensure that future leaders are equipped with both the soft and hard skills needed to train and coach teams to achieve their goals.

EPISODE HIGHLIGHTS

[1:03]: Hiring new sales reps

• Specific qualities SDR managers should look for during the hiring process
• Who should be involved in hiring
• Tips for questions and exercises that will uncover traits sales reps should (and shouldn’t) have to be successful

[4:55]: Onboarding & Training

• How to set new SDRs up for success at the outset
• Tyler explains the difference between training and coaching

[7:41] Coaching SDRs

• Advice for SDR managers coaching reps in specific skills such as cold calling
• Skills coaching versus mindset coaching

[12:21] Sales Data & Reporting

• SDR managers need to stay connected to the data
• Why tracking every sales metric possible isn’t always the best path forward

[14:59] Leadership as an SDR Manager

• Moving into the SDR manager role after being a top performing SDR
• Considering your team above your individual performance
• Being fulfilled by team success

Host Tyler Lindley introduces Outbound Sales Lift, a rebranded podcast focused on elevating your SDR team and transforming your sales development efforts. 

#94: The second part of Outbound Sales Lift’s Interviews at INBOUND includes Tyler Lindley’s conversations with sales leaders at HubSpot’s INBOUND conference. This episode discusses how to approach social selling on LinkedIn and using a multichannel approach for prospecting. Additionally, Tyler talks with guests about the importance of establishing trust with prospects, taking advantage of your network, and building your personal brand through authenticity.

#93: Host Tyler Lindley attended HubSpot’s INBOUND conference and had the opportunity to talk sales with some of the leading minds in the industry. 

This episode is part one of the compilation of his conversations, covering topics including advice for first-time SDR managers, personalization in outbound prospecting, and whether or not LinkedIn’s Sales Navigator tool is really worth it for sales reps.

Guests include:

• Bryan Mueller, ID3 Consulting
• David Mattson, CEO & President of Sandler Training
• Gray Winsler, Account Executive at Qwilr
• Jesse Lipson, Founder & CEO of Coffee
• John Rosar, CEO of REVGEN
• Dan Mott, Founder of SIX3MEDIA

EPISODE HIGHLIGHTS

[1:00] Tyler shares key themes from his time at INBOUND — building relationships, leveraging your social networks, and the power of community.

[2:25] Brian Mueller of ID3 Consulting discusses:

• How inbound and outbound strategies complement each other
• Building personas
• SDR management tips for coaching and training sales reps

[11:50] David Mattson, CEO & president of Sandler Training shares his thoughts on:

• How first-time SDR managers can focus on growing themselves and the business while also training sales reps
• Developing a common sales methodology across roles
• Changes in outbound over the last few years including a reliance on technology and a lack of attention being paid to onboarding and training new SDRs

[20:53] Gray Winsler, account executive at Qwilr explains:

• How Qwilr can help SDRs and AEs in various stages of the sales process
• The importance of creativity in sales

[25:52] Tyler discusses pattern interrupting in sales and how he leveraged this tactic at INBOUND.

[26:29] Jesse Lipson, founder & CEO of Coffee discusses:

• Why companies are bad at outbound
• How the SDR role has changed over the last few years
• Why he built his company, Coffee, and how it can help sales professionals

[32:31] John Rosar, CEO of REVGEN explains:

• What outbound means to him
• The importance of educating prospects
• The tools and resources he suggests providing to new SDRs

[39:45] Dan Mott, founder of SIX3MEDIA talks about:

• Why he doesn’t think LinkedIn Sales Navigator is that valuable for SDRs
• The importance of content to continue nurturing leads
• How SDRs can get started creating content

[46:17] Tyler closes the episode by exploring the power of a personal brand and how to scale from one-to-one communication to one-to-many content creation.