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Let’s dive in. What’s on the agenda?

• Tips from the top

• cold calls that stand out

• Featured SDR Role: Magma Math

• How to write a compelling pitch

• Better call-prep notes

• Creative Tactic of the week

• Additional Resources

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Tips from the top

This week’s tip from the top comes in the form of a LinkedIn post from Will Allred, COO of Lavender. Be sure to follow him and like his content to support him!

“I've noticed interest-based CTAs aren't working on my cold emails”
You're not alone. The best CTAs right now include one I've railed against. Here's the top 2…

#2 - the “ask for the referral”

Ex. “would X be a better person to talk to?”
Ex. “is this a better Convo for Revops?”

I like these examples for being more specific than just saying “who should I reach out to”.

Closed > open. You could also reframe the formality of the ask. Do something like

“Am I barking up the wrong tree?”
Or
“Do I have this wrong? Realize RevOps might be better.”

#1) Weave in the value prop

So… I used to hate this. I called it muddying the ask. And of course I'm now wrong.

Ex. Worth seeing how we can help level up your reps?
Ex. Open to seeing what insights are hiding in your prospecting emails?

These seem to give a higher level of specificity that buyers are craving right now.”

Cold Calls That Stand Out

Your prospect are getting cold calls all day. And so many of them sound the exact same. They sound robotic, generic, and overly rehearsed. There's nothing to pique their interest out of the gate.

An easy way to stand out is to open the call with something relevant. Pique their interest immediately, so they want to keep listening.

Examples:

- Hey Bob - It's (name) from ACME. You're not expecting my call but I noticed you don't have a retargeting pixel on your site and I was hoping to talk to you about that.

- Hey Bob - It's (name) from ACME. I actually noticed your team is using Amazon pay-per-click ads to sell your hats, and I had a question. Have a second?

- Hey Bob - It's (name) from ACME. Saw you recently added 2 AEs with the additions of Emily and Ryan. Was hoping you had a second here to chat.

Make sure to customize this for your own business!

The little things like this differentiate you from every other cold call because it instantly gives you credibility and they know what you're going to say is relevant.

In partnership with: Magma Math

How to Give a Compelling “Pitch” on Cold Calls

In this video, Nick and Armand break down the problem with most sales pitches and give recommendations on how to write your value proposition so it'll resonate with your customers on cold calls

Check it out below!

A tactic to get AEs on your side: Writing great call-prep notes

Part of being a great SDR is helping your AE’s be successful. One of the ways you can do that is by providing helpful prep-call notes. Here’s a quick template of what you could use:

• Name of company

  • High level overview about the company and who they sell to

• Prospect’s information. Include information on what they are in charge of, who is on their team, their priorities, and their LinkedIn. If it’s a lower-level person than your ICP - include why you set the meeting (example: referred by higher-up)

• Link to cold call recording or email conversation

• Include information about what piqued the interest of the prospect. What problem are you helping them solve?

• Potential deal blockers (budget challenges, existing tools, etc.)

• Did you uncover any interesting insights while prospecting? Funding? Headcount growth? Existing tools? Be sure to share it!

• Any additional information that you think would be helpful

Better prepared AEs have better conversations - better conversations mean higher converting meetings - and this means more money for you!

Creative Tactic of the Week

I use the technology listed on job postings to help keep things personalized and relevant for my prospect.

It's a super easy way to show that you've done basic research. I say things like "I saw on the marketing manager job post that your team is using Marketo".

Our product works differently with whatever tool they are using, so I created several different cadences based on their tech stack. On top of that, the job postings also provide insight into who they report to, what their priorities are, and how the organizations operate.

Resources from Our Partners

• PitchFolio: Looking for a new sales job? Stand out to hiring managers by building a brag book with PitchFolio. Showcase your cold emails, mock cold calls, + other sales skills to land more interviews!

• RepVue: Worried you might be underpaid? Check out RepVue (it's free!). RepVue has tons of data on base salaries, OTE, quota attainment, product/market fit, and so much more. 

• Skylar: Want to practice your cold calls? Try cold calling the Skylar AI bot (it's free)!  Think you can book a meeting with the bot? Try it out!