Today we have a special episode, because we have two people joining us Mike Burrows and Katelyn McElroy from Salsify. They are two of the top performing SDR's from a group of 30, so they must be doing something right.
The topics covered, are indexed below the video. If you don't have time to listen to the whole interview, just jump around.
If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had ick Bieszczat, Grant Horvath, Val Moisland, Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate.
Welcome guys!
Topics covered:
0:00 -> Intros
1:20 -> What is Salsify and who do they sell to?
2:00 -> Inbound vs. outbound?
3:25 -> How are you being measured?
5:30 -> What is your quota?
6:50 -> Katelyn's secret sauce?
10:10 -> Mike's secret sauce?
14:20 -> What companies do you go after?
16:30 -> How does your company work? How many SDR's vs AE's?
19:10 -> What tools do you use?
20:50 -> How do you distribute accounts?
22:55 -> What is your activity?
25:40 -> Cold calling scripts and email templates
27:10 -> Training
31:40 -> What keeps you motivated?
36:50 -> How to get in touch with everyone
Cold call training 7: Caitlyn Ludwig from Adaptive Medical Partners
Superstar SDR 14: Daniil Krets from Skilljar
Cold call training 6: Tom Glorio from Namely
Superstar SDR 12: Nick Bieszczat from StackRox
Superstar SDR 11: Grant Horvath from LivePerson
Superstar SDR 10: Val Moisand from TimeTrade
Superstar SDR 9: Brandon Ferris from Appcast
Superstar SDR 8: Jeremy Leveille from LeadIQ
Superstar SDR 7: Hope O Baker from Apttus
Cold call training 5: Kevin Peters from Farmlogs
Superstar SDR 6: Jess Wilson from Vidyard
Cold call training 4: Allie Hudson from Docebo
Superstar SDR 5: Mikey Pawell from DocSend
Cold call training 3: Andrew Kamegawa from Persado
Superstar SDR 4: Louise Trump from Degreed
Cold call training 2: Darian Waite from PiinPoint
Superstar SDR 3: Allie Hudson from Docebo
Cold call training 1: Hector Forwood From Cognism
Superstar SDR 2: Jackie Lipnicki from ion interactive
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