Good day and happy Tuesday! Just another friendly reminder that we recently switched email sending platforms, so please help us out by putting this email back in the primary folder. Thank you!

Let’s dive in! What’s on the agenda?

• Tips from the top

• Cold Call Pro Tips

• How NOT to sound like a telemarketer

• Low connection rate? Try Phone Oracle!

• Starting a new role

• Creative Tactic of the week

Tips from the top

“Looking to find some qualified prospects? Here are 6 prospecting tips that you can use today:

1. Search by keyword in LinkedIn Sales Navigator. For example, if I sell to marketers, I might search “Mailchimp” or “Google Analytics” in the search bar. Then add a few more filters to match your ICP.

2. Use the “Following Your Company” Filter on LinkedIn Sales Navigator. You’ll often find people who follow your company on LinkedIn and aren’t customers. These are great prospects to reach out to.

3. Use job postings to collect information about a company’s priorities. For example, if you sell SEO services, find companies looking to hire content writers. See what type of information they give in the job post. Use that in your outreach

4. Go on public forums. Subreddits, public slack groups, etc. See what people are talking about and if something comes up that’s relevant to your offering - DM them. Caution: This is a long term play, you must be an active participant in the community, don’t spam.

5. Keep tabs on current customers for when they move companies. This is a great opportunity to reach out.

6. Use the "Connections of" filter to see who your competition is working with. Add the AE's of your competitors on LinkedIn. Input your ICP's information into LinkedIn Sales Navigator. Use the "Connections of" filter and input the names of your competitors AE's. You now have a list of prospects who your competitors are (most likely) prospecting. If you have a clear way that your product is better, make sure they know!

Cold Call Pro Tips!

Looking to up your cold call game? Check out these tips!

• Document phone tree paths. If you don’t have a direct number for your prospect, make sure you write down the fastest way to get through to them. That way the next time you call you won’t have to navigate through the autodirectory

• Get ahead of objections before your prospects even mention them. “The reason I’m reaching out is that other marketing folks are telling us they already have a way to do pay-per-click ads, but they are often unaware of a big problem when it comes to XYZ”

• Make the objection the reason you called. As made popular from this post from Avi Mesh, this is a great way to work through some common cold call objections

• Send an email before you call. That way when you call you can open your touch 1 email (assuming it is relevant/personalized) and have a little bit of extra context about the person you’re calling.

4 Ways to NOT Sound Like a Telemarketer

In this newsletter, we often talk about the importance of voice tone on cold calls - and this video is a fantastic explanation of what we mean.

How can you differentiate yourself from all the other people cold calling your prospects?

In this video, Nick Cegelski from 30 Minutes to Presidents Club shares 4 ways to NOT sound like a traditional telemarketer. Check it out below!

In partnership with: Phone Oracle

Starting a New Role

If you’re starting a new SDR role, it’s so important to make an impact quickly. So here are some of the ways you can start out and hit the ground running!

• Share your failures openly with the team and own them. This is far easier to do early on at a company than it is to it once you’ve been there a while (that being said, if you’ve been at a company a while you should still do this!). This makes it easier to get feedback and improve.

• Listen to as many calls as possible from top performers. Sometimes you don’t have to reinvent the wheel. Copy what works!

• Stay on top of your numbers. Once you’ve started making calls, calculate how many calls it’ll take you to get 1 connect, how many connects it takes to book 1 meeting, calculate your show rate, and how many meetings you need to hit quota. Work backwards to calculate how many calls you need to make each day. Then break it down into call blocks

• Ask questions. This is the time to ask as many questions as you can! Don’t be shy. Know your product, ICP, and offering inside and out.

Creative Tactic of the Week

This one can only be used for your best prospects and your most personalized + relevant cold emails.

Let's say I sell to sales teams with a focus on sales operations. I use LinkedIn Sales Navigator to determine that Lisa is the Director of Sales Operations at ACME and Bob is the Manager of Sales Operations at ACME.

What I'll do is draft up my super relevant/personalized email and then send it to BOTH Lisa and Bob at the same time. Sometimes I put them both in the 'To' field, while sometimes I'll send it to Lisa and CC Bob.

It creates internal discussions. But again, to reiterate, you have to only do this for your top prospects and make sure it's super relevant!

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!