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Clip: Sam’s style is very very targeted and relies on a higher conversion rate

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Clip from Episode 42: Sam Silverman – Top SDR at Outreach.io:

You mentioned it’s a different style. How would you describe your style then. Very very targeted in the sense that most of the calls I get on with people. Probably about two thirds. I know their face I know where they work. I know some context about them. If you just mention their name. I can give you a little bit rundown about them and how I’ve directed positioned Oureach to them. But people who are at higher volume they’ll convert a little bit lower in terms their conversations term their cold e-mails but the volume counteracts the lower conversion rate due to that.

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Clip: Finding great prospects using LinkedIn, DiscoverOrg and ZoomInfo

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Clip from Episode 42: Sam Silverman – Top SDR at Outreach.io:

For me it’s all LinkedIn. It’s definitely more of manual process. For me we have some great data tools. We use DiscoverOrg and ZoomInfo both of which are excellent. So I am big on LinkedIn prospecting because that’s the most relevant data you’re going to find. So I think they update their data about every two months or forty five six sixty nine days whatever that may be. So on LinkedIn it’ll give you really relevant people and making sure they are still in that role as I said before people change roles all the time. So making sure there’s still the company still in relevant title that would make sense for us prospect. People who do the more volume approach. Whole lot of people in through DiscoverOrg or ZoomInfo without really referencing LinkedIn. So it’s a much quicker process but it could be some wasted effort as well on their end. But it does lead to more changes due to the volume.

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Clip: Prospecting: Get good at things people hate doing and things will go your way

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Clip from Episode 42: Sam Silverman – Top SDR at Outreach.io:

People who do well in their careers are either very experienced very educated or they’re really good at doing things people hate doing so prospecting like you before people hate it. If you asked most senior account executives what’s the one thing you wish you never had to do it’s prospecting. So I think if you can get really really good at it and and actually find joy out of being good at something that people hate doing or aren’t good at. Then good things will start going your way.

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Clip: Sequence examples: Using bumps to significantly increase response rates

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Clip from Episode 42: Sam Silverman – Top SDR at Outreach.io:

So for me the typical sequence is a personalized first e-mail and then we’ll have two or three bumps to it. So it’s like hey Scott see my last e-mail when would be best for us to connect. But it’s a smaller e-mail so that if you’re opening on your phone that first e-mail it’s in a reply thread still pops up there. So these are all just hypothetical numbers. Let’s say my first email gets replied to at a 5 percent rate and then each of the 3 emails after there are 3 percent. That’s basically giving that same email a 14 percent reply rate instead of a 5 percent reply rate because people we’re targeting are they head up teams the head up entire sales divisions. They’re probably running around the office like crazy trying to get stuff done so getting them at the exact time when they’re opening their phone or open their computer to respond to email is extremely tough and it just a lot that’s luck as well so if they can see it three or four times instead of just one. Trickled in with a bunch of calls. It gives you a far better chance of getting that person at the right time.

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Clip: “You’re always going to have to prospect”

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Clip from Episode 42: Sam Silverman – Top SDR at Outreach.io:

You’re always going to have to prospect that’s never going to go away. So if you get good at doing the things people hate doing and you get good at things that really help drive business. Then you’ll always be valuable to the company. You’ll always be able to write your own ticket. In that sense. Because if you go somewhere and you’re now a full cycle rep and you still have to go find your own business and you can’t prospect. It doesn’t matter how good of a closer you are if you don’t have deals to work. So it’s always the full lifecycle of the deal.

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Clip: The best AEs are the ones who prospect themselves even when they have a great SDR team

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Clip from Episode 42: Sam Silverman – Top SDR at Outreach.io:

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You want to be totally in control of your success and your earnings. You should figure out how to start liking it. Probably my two favorite AEs to work with internally of Outreach are people who will always help you on a follow up email. They prospect themselves. They actually get it. Those people definitely get favored internally because of that and they’re more empathetic to the role and understand that initial conversation could be all he needs really to help win yourself a giant deal and a great logo for the company.

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Clip: “You have to give them value every time you reach out to them”

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Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:

That’s usually the worst time to send somebody e-mail because everybody else is sending one at 8 a.m. And so I try to do it around certain times like 11:00 a.m. is usually a good time or like 1 p.m. or 2 p.m. sometimes even like 6:30 p.m or 7:00 p.m. Usually people go back and look at their inbox and then also coupling calls around those same times as well like don’t be calling at the same time everybody else is and trying to figure out where they spend most of their time or where they want to be communicated with as well. So I actually couple all of my touches in per person at once so it’s e-mail call LinkedIn message or something on LinkedIn. And every time I talk to someone or every time I touch them it’s with value every single time. I’ll never send a Hey, following up what you think it’s like. You have to send value. You have to give them value every time you reach out to them. Or is it just it kind of gives them a negative connotation with it.

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Clip: Josh’s 5×5 SDR method for prospecting and getting meetings

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Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:

The Tier 1 contacts. What I do is it’s called I call it that five by five method where you spend no more than five minutes researching a prospect and no more than five minutes drafting an email or drafting a series of emails that are personalized and the way I do that is I leverage LinkedIn and whether what they say on LinkedIn Twitter social media things like that I just kind of figuring out OK what is this. What does this person care about. Like to be have something that they can connect with. Can I reference in my first in my first sentence hey I noticed you’re a Chicago Bears fan. So am I like what do you think of the draft coming up. Who do you think they’re going to pick. And then it goes into I was doing some research. I noticed you lead a team of you know 50 SDRs. Have you thought about the data that they’re using you know in their day to day. And it’s kind of position that you know you’re just starting out in a personal sense and then it’s the next part it’s like OK let’s get down to the reason why I’m reaching out to you. And so the five five and I hold myself very accountable to that because I know that somebody can spend hours and hours researching something you know people to go after they can go down the rabbit hole and and then spend another hour trying to write the perfectly well crafted e-mail and get inside their own heads and so I actually have set the timer on my phone and make sure that I only spend five minutes on each step.

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Clip: “You don’t actually have to call them 100 times a day if you’re providing value”

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Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:

I think that some SDRs would think it’s crazy when I would say that you don’t actually have to call them a hundred times a day if you’re providing value every time you call them. Like when I make my calls and I guess every time I touch someone it’s it’s with value so if I leave you a voicemail I’m saying hey Scott we have this you know BYOD project happening. That company wanted to know that was in your. It looks like it’s in your wheelhouse. Would love to talk to you about it. And then that e-mail is Hey I I understand your your team targets you know I.T. decision makers in charge of BYOD DiscoverOrg can help your sales reps or your SDRs get in front of the people who control it or have the decision making power within your target accounts. And it’s like if you’re either providing that kind of value you don’t need to call them 100 times as you know their salespeople they know what you’re doing for one and two they understand how like that resonates with them and you don’t have to keep all those harassing them it’s like if you’re providing value they’re going to eventually come around and then. And so that’s kind of my way of positioning is you don’t have to do all these you know hundreds and hundreds of touches if you’re providing value with every one of them you can shorten it down. It’s kind of the quality versus quantity argument.

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Clip: The top 10 account prospecting challenge

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Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:

Starting tomorrow if you have a name or a list of accounts find the 10 best accounts that you want to go after that you know in your head in your heart that they should be using your tool or that you could be providing so much more value to their day to day. Think of those 10 accounts and identify your target buyers your persona’s who you know the last the last 10 meeting you set find those same ten people at those companies and figure out how you’re going to stand out of their inbox. When you email them stand out on their phone when you call them stand out on LinkedIn when you reach out to them on LinkedIn and you know whatever other touches you have that you are part of your cadence do the things that others aren’t willing to do and see what happens if you feel like with those you know 10 or 20 people that you reach out you feel like you’re doing the same thing you did previously. Change it pivot and add more value in that way.

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