Sam Silverman – Top SDR at Outreach.io – Being very targeted, personalized and leveraging automation
Sam Silverman is the top SDR at Outreach.io. He is the only SDR in the company’s history with multiple months over 200 percent quota. He has a 55 percent correct connect to meeting schedule conversion. In this episode, Same shares how he got started in sales, his process and how he has been successful.
Sam claims that being extremely personalized and leveraging automation the right way has allowed him to continually put up large numbers. He uses research to bring relevant references to specific industries. By segmenting companies into buckets, he is better able to be personal with each potential prospect in a shorter amount of time.
In this episode, Sam stresses researching before reaching out. He always checks job postings. He says most sales companies are always actively looking, therefore have jobs posted. In the job posting you can find relevant information about the company, how they want to be perceived, how to speak their language and inside tips on how to best target them. You can tie in how you can benefit those perceptions and how you can benefit their service or product by leveraging what you learned in the job posting, allowing you to know which references to align and which bucket to put them in.
Shareable Clips & Quotes:
Being extremely personalized and leveraging sales automation in the right way
“most of my emails don’t get responses, but they lead to meetings via the phone”
Sequence examples: Using bumps to significantly increase response rates
Sam’s style is very very targeted and relies on a higher conversion rate
Finding great prospects using LinkedIn, DiscoverOrg and ZoomInfo
Sam’s sales tech stack (ZoomInfo, Zoom Video, DiscoverOrg, LinkedIn Sales Navigator, Data Fox, Chorus)
Prospecting: Get good at things people hate doing and things will go your way
The best AEs are the ones who prospect themselves even when they have a great SDR team
“You’re always going to have to prospect”
In This Episode:
– What Sam struggles with most
– How to stay focused
– Understanding it will all even out
– Staying motivated
– Sam’s sequence
– How long a typical sequence lasts
– Sam’s approach to voicemails
– Use of phone calls, emails and LinkedIn
– Sam’s selling style
– Where Sam finds prospects
– Tools and apps Sam uses
– Importance of being consistent
Tips from Sam:
– Find joy in something most people hate doing. you will always be an asset.
– Embrace trial and error.
– Take some time to dig into your personal process. There is always room to improve on inefficiencies
Tools and apps Sam uses:
LinkedIn Sales Navigator