Sales Success Stories

Hear the Secrets of World Class Sales Professionals

Clip: Using Voicemail Effectively in Sales – Florin Tatulea, SDR

By

Clip from Episode 22: Top SDR – Florin Tatulea – Actionable Prospecting Tip to Get More Meetings:

One thing that is inevitable and every single SDR salesperson has to realize is that most people are not going to respond to your voicemail. And I think there is a statistic out there that it’s actually under 1 percent. And if I ever receive a message back from a voicemail, that’s pretty shocking. So the way that I see voicemail is that the main purpose of it is to direct the prospect to your email. You only really have five or 10 seconds within that voicemail to capture their attention. So I have a specific script that I use which makes sure that they know who I am and where I’m calling from so that they can go back to their inbox and then search it up.
Perfect. And do you want to give us an example of that script. I think this is a good point to kind of insert like who is Loopio because you actually serve the sales market so that’s actually fairly relevant here.
Yeah for sure. So just like something I would say as an example I’d be like Hi. Let’s say first same I’ll say hi Scott. This is Florin calling from Loopio. I sent you an email yesterday regarding improving your RFP response process. But I have not heard back from you. Can you give me a quick glance and reply back. Again it’s Florin calling from Loopio.
Nice nice nice. So just recognizing nobody’s ever going to call back. So let’s create a call to action that is a channel that they can use.
Exactly.

Continue Reading …

Clip: Loopio’s Top SDR – Florin Tatulea – 4 ways to reach out to prospects

By

Clip from Episode 22: Top SDR – Florin Tatulea – Actionable Prospecting Tip to Get More Meetings:

There’s really four things I use. So it was phone, obviously cold calling in essence, e-mailing, video outreach with a tool that is called ViewedIt which is actually free as of right now and I also used LinkedIn touches as well. Something else that I’ve seen being used quite heavily is Twitter. That’s not something that I really got into personally. But it’s definitely something that I’ve seen work for other people. So those are really the four different aspects of them. In terms of what I think is best. And this is actually something that I wish I realized earlier. The phone is extremely powerful because you have instant feedback. If you get somebody on a call and they tell you ‘no’ right then. You don’t have to waste another two weeks trying to follow up with them on email. It’s cut, you move on to the next person. So I think phone is really powerful.

Continue Reading …

Clip: A/B Testing with SalesLoft – Florin Tatulea, Top SDR at Loopio

By

Clip from Episode 22: Top SDR – Florin Tatulea – Actionable Prospecting Tip to Get More Meetings:

How are you conducting those tests and determining what works best in your approach.
Yes so the main tool that we use for AB testing is a platform called SalesLoft. So it actually allows you to have different variations in the type of either let’s say subject line for an email or the content within that. And then you also have analytics around called times and when the highest connect rates are.

Continue Reading …

Clip: The top three things that have made Florin a successful SDR

By

Clip from Episode 22: Top SDR – Florin Tatulea – Actionable Prospecting Tip to Get More Meetings:

In my articles I had 10 tips but I really broke them down into the three most powerful ones I think. So the first one is going to be knowing when to actually reach out to your contacts. Whether that’s via cold calling whether that’s on social or e-mail. The second one we can quickly talk about is around having cadences that don’t only include calls and e-mails but also things like video and different types of social touches. You know via LinkedIn for example, and making sure that you have a decent amount of steps within that cadence to make sure that you’re going to get a response most of the time. And the final one that I had was around constantly A/B testing your different cold calling scripts, subject lines, and actual content with e-mails and weeding out the bad ones. And then as time goes by hopefully you’re going to just get better and better numbers for your outreach.

Continue Reading …

Clip: Most Sales Outreach Attempts are Pathetic – Top SDR Florin Tatulea

By

Clip from Episode 22: Top SDR – Florin Tatulea – Actionable Prospecting Tip to Get More Meetings:

One thing we do internally is whenever we get an outreach from another company either the co-founders or the management level you know directors or VPs will actually send those outreach emails or talk about the cold calls that they got as an example for us as SDRs to see you know what we can do to improve our own outreach. And one thing I realized that in the last one and a half years it was probably three outreaches that were actually customized. And and good. Which really surprised me. So I wanted to take some time to really break this down at a tactical perspective and see what I’ve learned in the last one and a half years and then write an article to help people starting out in their career.
And three three good ones out of how many what do you think the sample size was there?
It’s hard to estimate but it must have been hundreds.

Continue Reading …

Episode 22: Top SDR – Florin Tatulea – Actionable Prospecting Tips to Get More Meetings

By

Florin Tatulea - Loopio SDRFlorin Tatulea – Effective SDR Prospecting Tips to Get More Meetings
Data Wins: Don’t rely on others, do your own tests to see what works for you!

Florin Tatulea is the Number One Business Development Representative (BDR) at Loopio, a company that helps clients manage RFIs, RFPs, and Security Questionnaires. Florin started off at Loopio as the first salesperson in the company, and has now grown to the point whereContinue Reading …

Clip: Allen Schlesinger on Improving Sales Results

By

Clip from Episode 21: Social Selling his way to the top of the NBA Development League – Allen Schlesinger of the Austin Spurs:

I don’t know what their target is everyday or how many people they’re targeting, but cast a wider net. I know it’s cliche, but I tell this to everyone I’m talking to. Because I’ll ask them: ‘Are you really trying to target 100 new people a day?’ Well, you know, 40 or 50. Well, double your efforts, or try to and you’ll see the results. I tell all of these other people from the teams that I’ve worked with. Keep me updated. Let me know if this is working or if this isn’t working and it’s cool to hear success stories from people that I’ve spoken to. That they’ve actually utilized social to help them land a large deal.

Continue Reading …

Clip: Cold Calling is Crazy

By

Clip from Episode 21: Social Selling his way to the top of the NBA Development League – Allen Schlesinger of the Austin Spurs:

We talked about something you do that others think is crazy. Is there something that the average seller does that you think is crazy? This is going to get me a lot of heat, but cold calling. I’ve spoken to. I actually went to Baylor University. They have one of the best sports management programs in the country. The asked me to come speak. They actually have a program for kids that are interested in becoming, what I do, ticket sales. You can graduate with a degree in sports management with a concentration in ticket sales. Which, Baylor is one of the few universities that has it, and they’re very well known for it. So they asked me to come speak, and I’m on this panel. The professor says… there’s five people on the panel: When’s the last time you guys made a cold call? Everybody else was like: yesterday, or last week. I said, I was last to go, I haven’t made a cold call in 5 years. It was like a pin dropped in the room. You could hear it. There was dead silence. I didn’t think it was weird, but I think everybody else thought it was weird because they were trained. They had done I think a project with the Houston Astros where they had to call Astros single game buyers to try to upsell them into ticket packages, but they were doing that through the phones. It’s been so long since I’ve made a cold call that you may have to train me on how to do that again because honestly. What’s funny is sometimes our other reps will make fun of me. They’ll be like: Do you even know how to use your phone? I know it’s there. It’s collecting dust and stuff, but do you even know how to use it? Yeah, it’s probably cold calling honestly.

Continue Reading …

Clip: Allen Schlesinger on Sales Motivation: Being #1 and Getting Better Every Year

By

Clip from Episode 21: Social Selling his way to the top of the NBA Development League – Allen Schlesinger of the Austin Spurs:

What’s motivating you in all of this? I want to stay on top, and obviously in sales as you know, the more you sell the more money you’ll make. I just want to keep getting better every year. I don’t want a year where even if I’m still #1. My revenue was a little bit less than the year before and so I could rest on my laurels and say ‘hey, I was number on this year.’ But instead of $500,000 I sold $450,000. To me that’s just unacceptable. So, just push. My wife is the same way, and so maybe that’s why we’re perfect for each other. We’re wired that way where we both get in early and we both want to be the best at what we do. Just to continue, and I want to see my name #1 on the leaderboard. The league releases the leaderboard rankings once a month. If they’re a day late I send them an email and am like, why haven’t you guys released the leaderboard rankings? They probably hate me for that, but I just need a little reminder every once in a while.

Continue Reading …

Clip: Push Yourself – Control what you can control: How hard you work

By

Clip from Episode 21: Social Selling his way to the top of the NBA Development League – Allen Schlesinger of the Austin Spurs:

Push yourself. I know it’s kinda cheezy, but. There’s certain factors that you can control and there’s certain that you can’t. But you can control how hard you work. And you can control: I can outwork the person that sits next to me. And so putting yourself in the best chance to succeed is probably by doing that. That’s how I’ve been successful and that’s how I’ve seen others in the industry that I’ve just tried to learn from. My boss in San Antonio is probably the hardest working person I know. He’s been with the Spurs for 17 years. So about almost double as long as I have, and he actually wakes up at 4:30 every morning. So he’s got me beat by an hour because he goes to the gym for an hour every morning. It amazes me because I can literally text him at 6:30 about a question about a deal I’m working on and within 5 minutes he’s responding at 6:30 in the morning.

Continue Reading …