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

I do quite a lot. The first thing we do out here we actually have a book club so we try to do one book every single month and that’s not only necessarily focused on sales but all aspects of the business. Apart from that when I do have some great time or before I go to bed I usually read a lot of LinkedIn articles so just scrolling through the feed going from there. And apart from that a lot of stuff from John Barrows who’s a well-known sales leader and also Morgan Ingram who focuses specifically on SDR stuff with his SDR Chronicles. So those are the main ones that I have. And then obviously some other sales books which I recently read “The Challenger Sale” is obviously classic. Right now I’m reading a book called “The One Thing” which is really good as well.

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

It’s a very interesting transition. I’ll be honest. The AE role in itself is a lot harder than I thought it was going to be and I think one thing a lot of SDRs don’t realize just because the SDR role in its nature is it’s a very high level role where you’re talking about the value proposition of the platform and you can actually say that value prop within a couple of sentences and then do a discovery. The thing about the AE role is that that’s when a lot of objection handling comes into play. How do you navigate through different types of organizations. How do you deal with an RFP. How do you deal with procurement. How do you deal with lawyers. So there’s a lot more strategy involved there but it’s definitely a lot of learning so I’ve only been in the role for about a month and a half now but trying to ramp up as quick as possible.

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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.

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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.

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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.

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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.

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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.

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