Hunting, prospecting, outbound…
I’ve written about this subject before (Filling the Pipe and Shipwrecked Leadership and SDR Strategies). In fact, most newsletters have some sort of shout-out or focused tip on prospecting, the SDR function and tips for growth here as a sales leader in SaaS.
But… thought it was time for another focused edition on this immensely important role in SaaS Sales - especially as it pertains to hunting deals and prospecting cold.
In this week’s edition of Stretch Weekly -
A Guide to Personalized Messaging with Kyle Coleman
Choosing a Phone First Approach to Outbound Prospecting with Jeb Blount and Anthony Iannarino
Grit Personified with Gong’s Top SDR - Sarah Brazier
Plus - 10 solid snippets to articles, podcasts or videos to help you set your own vision and strategy for prospecting in your company. Check them out and let me know what you think!
And lastly - as always, if you find this newsletter valuable- consider sharing it with someone who might as well 👊.
STRETCH SHARES
A Guide to Personalized Messaging
Solid article from Kyle Coleman (VP, Revenue Growth & Enablement @ Clari) on personalizing your outbound messaging. Complete with screenshots, examples and best practices- I guarantee you’ll find value for your team here.
Kyle covers the following points:
Outreach fatigue
Importance of research
Make it personal
Subject Line
Transition to value prop
The Call to Action
How to personalize at scale
Tips for writing solid emails
Choose a Phone First Approach to Outbound Prospecting
Learn from the gurus Jeb Blount and Anthony Iannarino on taking a phone approach to outbound prospecting. Specifically hear what they say are the top 3 reasons why sales people default to email for outbound prospecting and how to overcome them.
Fear of the phone
Ignorance of the power of the phone
Leadership Failures
Grit Personified with Gong’s Top SDR- Sarah Brazier
Unless you've been living under a rock (or not on LinkedIn) you already know Sarah Brazier has built quite the reputation as a prospecting rockstar and SDR aficionado.
She's since moved to the closing side of things as an AE - but check out this insightful podcast from Sales Success Stories (Scott Ingram) for a peek into her process, mindset, and how she structures her day. It’s a must listen as she shines a light on what made her a top SDR at Gong and no doubt will lead to her continued success as an AE.
STRETCH SNIPPETS
🗣 Josh Roth and Morgan Ingram chat about how the structure of prospecting teams and will evolve. [video]
☎️ Two helpful guides from Cognism on prospecting and outbound.
First - check out 8 Ways to Improve Your Cold Calling Strategy and then
Download their guide to Building predictable growth through B2B Outbound.
📞 Chorus gives us the ultimate guide to cold calling. Topics include getting started, how to build a script, preparation, energy and a focus on learning and engaging - not selling.
📩 Sales Hacker showcases 11 lessons learned from sending over 1 billion emails…
🤔Alex Olley argues SDRs are part of the marketing team now more than ever. No exclusively part of the sales team. Agree? Disagree?
🔥 Collin Cadmus talks with Aaron Ross (Predictable Revenue) on why the SDR Model (SMB/MidMarket Outbound Space) may be broken and what we can expect this year and beyond. [video]
❄️How to conduct cold outreach to someone on LinkedIn even when you don’t know them with guru Richard Harris
🛠Caroline Celis with G2 discusses proper techniques of prospecting and how she structures her team. [podcast]
🌉Aaron Ross says SDRs are the bridge between sales and marketing and it doesn’t matter where they report. It should be the leader that is most passionate about them.
🧠 Mindset Matters - Keys to Motivation by Riley Jensen
Riley pens an awesome article on Keys to Motivation.
Get positive
Get rewarded
Get a team
Use productive self-talk
“I think these are universal from the board room to the locker room.” - Riley Jensen
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights and experiences as well as best practices to overcome common hurdles, obstacles and setbacks in your quest for excellence as a sales leader in SaaS.
Are you a VP, Director, thought leader or content producer in the SaaS space? We’d love to have you contribute. Contact Me HERE.
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