[GREATEST HITS] 62. The 10 Rules for Outbound of this Outbound Expert: Harry Sims, GTM @ Common Room (ex-Scratchpad)
📫 Subscribe to the Outbound Kitchen newsletter---Ask: Submit your questions here (anonymous)---3 things you'll learn about outbound sales in 2024: - The 10 rules of outbound- What's working for Harry- What I'm working on with outbound at a previous company---Harry Sims is the SDR Leader at Scratchpad.Harry has been working in sales for the past 12 years and leading/building SDR teams for the past 7 years.Connect with Harry on LinkedIn https://www.linkedin.com/in/outbound-works/Subscribe to Harry's newsletter: https://www.personal-prospecting.com/---📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/Connect with me on LinkedIn: Elric Legloire https://www.linkedin.com/in/elriclegloire/---Chapter(00:00) Outbound sales expert(01:24) The Limitations of Playbooks and the Need for Autonomy (06:07) Educating Prospects and the Importance of the First Meeting (07:34) Understanding the Prospect's Awareness and Education Level (08:32) Targeting the Buyer and Business for Effective Outbound (10:30) Using Lawsuits and Technographic Data for Targeting (12:28) The Importance of Targeting in Outbound (20:06) Generating Ideas for Messaging through Customer Feedback (23:27) Gathering Insights from Customer Calls and Interviews (26:49) Using Champion Data and Referrals for Targeting (30:11) Tracking and Enriching Data for Effective Outbound (32:32) The Experimental Nature of Outbound and the Future of PersonalizationGet full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe