How this Account Executive hit 400% SDR Quota with Social Selling (And Without a Single Cold Call)

3 takeaways from this episode:
- How to use visuals in your outreach
- Using automated emails to be relevant, no personalization
- How to add value to your prospects
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For more prospecting and sales development tips, join 2,768 SDRs getting the newsletter here: ⁠⁠⁠⁠sdrgame.substack.com/⁠⁠⁠
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We're back with another episode of the SDR Game Podcast!
In this 4th and last episode of our Social Selling mini-season, I had a chat with Julia Carter, a full-cycle AE at Marpipe.
Julia has an amazing journey of transforming from an SDR into an AE superstar, exceeding quotas by up to 400%.
But it's not just about her impressive numbers.
So, how did she do it? Here’s the breakdown:
Bypassed traditional methods:
- She didn't resort to a single cold call and yet achieved these fantastic numbers.
- Automated her outreach: Julia designed successful sequences with a staggering 30-45% open rate, reaching out to more than 3,000 prospects at a time.
- Made a name in full-cycle sales: Transitioned into a full-cycle AE role and continued to excel. In Q1 alone, she closed 13 deals, sourcing almost 62% of them herself.
- Used Visuals and LinkedIn: She leaned heavily into social selling, LinkedIn Boolean searches, visuals, and automated cold emails to achieve her goals.
0:00 Intro
1:42 Prospecting vs building relationships
4:10 Quality in prospecting
5:58 How to learn about your ICP and buyer personas
7:30 How to use boolean searches
11:31 How to prospect on LinkedIn
13:15 Visual prospecting
17:33 Follow-up message
18:52 Automated cold emails
19:40 Julia only has 1 sequence for emails
22:46 What Julia does when a prospect engages a lot with her outreach
23:53 Success story with a prospect on LinkedIn
26:25 How to add value to your prospects
28:18 Challenges faced when prospecting on LinkedIn
31:18 Favorite tool for social selling
32:26 Favorite resource to grow as a rep
33:30 Social selling tips
Follow Julia on ⁠LinkedIn ⁠ / juliacarter98
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Follow me on LinkedIn: ⁠⁠⁠⁠ / ⁠

[@ElricLegloireOutbound]

What was your biggest takeaway from this episode? Let me know!
If you enjoyed this video, you might like my weekly newsletter for SDRs, where I share actionable prospecting tips, join 2,841 SDRs getting the newsletter here: ⁠⁠⁠sdrgame.substack.com/⁠⁠⁠

[@TonyMoze]

Alright, you need another subscriber! And here you go! ✅
Cheers from a Tech SDR! 😎

[@ElricLegloireOutbound]

Glad to have you here Tony! Welcome :)

[@LukeAvedon]

Dude! This interview is amazing!!

[@ElricLegloireOutbound]

Thank you Luke!

[@MannyBernabe]

Great episode. Thanks, Elric.

[@ElricLegloireOutbound]

Thanks Manny 🙏🙏 it means a lot

[@MannyBernabe]

@@ElricLegloireOutbound My pleasure. Suggestion: List the tools mentioned in video or in suggestions.
I know she mentioned LI Navigator, but there was another tool that she ported the leads into.

[@ElricLegloireOutbound]

@@MannyBernabethanks, great feedback, do you remember which part of the interview Julia mentioned the tool? I’ll add the ressources on my next interviews. And on this one :)

[@MannyBernabe]

don't recall. She was talking about "6 email cadences" @@ElricLegloireOutbound

[@jaureguiramirez]

Suscribed! Thank you both for sharing.

[@ElricLegloireOutbound]

Thanks Alex 👌🎉 really appreciate it

[@ElricLegloireOutbound]

What’s your biggest takeaway?

[@trumpcallsmetao]

This is GOLD!

[@ElricLegloireOutbound]

Thanks for the feedback - what's your biggest takeaways?

[@LeedServices]

Let's gooo - very cool

[@ElricLegloireOutbound]

Thanks

[@shubhambajpai7365]

How she send connection message, blank or what?

[@ElricLegloireOutbound]

Not sure, just DMed her. I’ll let you know

[@ElricLegloireOutbound]

Blank