[GREATEST HITS] 70. How this SDR converts 27.8% of cold calls into meetings in the SaaS industry - Teddy Frank, Ex-Senior SDR @ Atrium
📫 Subscribe to the Outbound Kitchen newsletter---Ask: Submit your questions here (anonymous)--In this episode, we'll discuss: - The different outbound sequences Teddy uses - His cold-calling framework - How to use your analytics and reports to improve your resultsTeddy Frank was a top-performing SDR @ Atrium Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%.Connect with Teddy on LinkedInhttps://www.linkedin.com/in/teddy-frank-690b501b7Here’s a bit more info about Teddy's accounts and buyer personas:- Personas -> 2nd Level+ Sales and RevOps Leaders (occasionally SalesDev) - Industries -> Software Development, IT Services / Consulting, Computer / Network Security- Org Size -> 51+ folks in sales org (ranges from 300 - 10k employees)----📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/Connect with me on LinkedIn: Elric Legloire https://www.linkedin.com/in/elriclegloire---- Chapters(00:00) Top SDR(03:54) Defining Top Tier Accounts(07:18) Handling Objections and Referrals(10:13) Call Calling Strategies for Booking Meetings(11:10) Philosophy for Booking Meetings with Directors and VPs(12:05) Structuring the Cold Call Pitch(14:24) Using Relevant Statements and Assumptions(15:22) Pain and Solution Statements in the Pitch(18:47) Going for the Close in the Pitch(20:15) Handling Objections and Sending More Information(21:39) Asking for a Specific Follow-Up Time(22:38) Handling Objections to Booking a Meeting(25:05) Researching Prospects and Private Equity Companies(26:30) Understanding the Challenges of Rev Ops Leaders(28:59) Using Research to Improve the Pitch(30:54) Using Analytics to Improve Conversion Rates(32:50) Calling After 5 PM for Better Results(40:59) Advice for New SDRsGet full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe