The 10 rules of outbound prospecting by this sales manager
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- čas přidán 15. 06. 2024
- 3 things you'll learn about prospecting in sales in 2024:
- The 10 rules of outbound sales
- What's working for Harry with prospecting
- What I'm working on with outbound at Agorapulse
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Harry Sims is the SDR Leader at @scratchpad_sales
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
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Subscribe to Harry's newsletter: www.personal-prospecting.com/
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📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: sdrgame.substack.com/...
Connect with me on LinkedIn: /
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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 Personalization
What was your biggest takeaway from this episode? Let me know!
If you enjoyed this video, you might like my weekly newsletter about prospecting, where I share actionable prospecting tips, join 3,915 sales reps getting the newsletter here: sdrgame.substack.com/
Would love to have a follow up session to this! The content shared by Harry is on point.
Thanks for setting this up, Elric!
Thanks Paul! What questions do you have for the follow-up session? Thinking about doing a live session with Harry.
🎯 Key Takeaways for quick navigation:
00:00 *🎤 Harry Sims introduces himself as the Sales Development leader at Scratchpad, discussing his 10 rules for outbound sales.*
00:52 *🧭 Harry created the 10 rules to provide a sandbox for his team, set baseline expectations, and offer a scalable vision rather than a static playbook.*
02:15 *🎯 The first rule states that outbound is a low-volume, high-conversion game, focused on efficiency rather than high output.*
03:11 *🔑 Harry emphasizes that tactics like messaging and cadences stem from deeper questions about buyer experience, targeting, offers, and defining success.*
04:30 *🔍 Building a vision for outbound aligned with company values is crucial before getting into tactics.*
07:16 *👥 The first meeting for outbound deals differs from inbound, focusing more on educating prospects rather than detailed discovery.*
09:59 *🧲 Harry starts with the buyer first for targeting, then looks at the business, timing, and contextual data like technographics.*
11:59 *💡 Leveraging relevant data like lawsuits can provide rich insights for targeting and personalization.*
15:35 *🎯 Targeting drives personalization - the more targeted, the more relevant the messaging can be.*
20:19 *💭 For messaging, focus on conveying the problem + feeling, problem + proof, then problem + product, in that order.*
23:46 *💡 Harry draws inspiration for messaging from his own sales experiences and shared feelings among salespeople.*
24:59 *🧠 To understand a new persona, interview them with targeted questions, listen to call recordings, or ask someone in your network.*
25:55 *🔄 Rapidly iterate on messaging and cadences based on feedback and responses from outreach. *
26:52 *👥 Initially used champion data from growth loops like reviews, then switched to product usage data for higher volume.*
28:41 *🔍 Manually validating prospect fit after filtering with tools like Apollo and UserGems.*
30:18 *🧩 Outbound for PLG companies is challenging due to multiple accounts/users per company.*
31:41 *🕵️♂️ Look for marketing agencies working with target accounts as a way to start conversations.*
32:10 *🎧 Outbound is experimental, like being a DJ testing hypotheses on who will be your next customer.*
33:21 *🔑 Prioritize outreach based on familiarity, going after former customers/champions first.*
34:43 *🤝 Enable growth loops through partnership with existing users to drive expansion.*
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