Relentless prospecting and dial tactics as the #1 all-time SDR (Ken Amar, SDR Manager @ Outreach.io)

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1. 4:50

   I'm sorting them by engagement. I'm actually calling through the activity feed. Anytime someone opened my email, like both as a rep, now as a manager, I always coach my team. Hey, drop whatever you're doing and call them. Just pick up the phone and call them. They're most likely opening that email up on their cell phone. They're in the bathroom. They're on a walk somewhere. They'll definitely pick up. “You got to strike when the iron's hot.” Well, Armand, this makes me think of the episode that we did with Ryan Reiser about going after the people who have shown engagement and like you can track things.

   In Social engagement triggers

2. 11:21

   He said, How's tomorrow at 3? Instead of saying, Hey, when's the best time for you? You're giving him a softball. Tomorrow at 3? Sure. Okay, boom. I can get that on your calendar. What's the best email address for you? As opposed to forcing him to think and do more work, you're already an interruption. So that's a basic tip, but offering that time slot is something that I think reduces some of the friction on the cold call. “If you were to offer someone a 3 o'clock tomorrow or a 4 o'clock tomorrow, they're going to think on both of those and not like, No, I don't want to meet tomorrow.” Ken, I kind of want to dig into something here that you were talking about on the prep call, and it's sequencing 2.0. And it's this idea of – I think a lot of us talk about sequence and cadence related to net new prospecting. But you're doing it for things like lost opportunities, rejections that you've gotten in the past, etc.

   In Meeting-setting asks

3. 12:15

   And what I've noticed across a lot of customers and a lot of other SCR teams, they'll get, Hey, I'm not interested. Hey, take me off your list. And then most SCRs will leave that be, and they won't take action on that. Here what we do at Outreach, we have a template for, Hey, I know I'm not interested. “We'll have a template to counteract that, and then we'll have what's called a reply follow-up sequence.” Over half of our meetings actually come from that sequence alone. Anytime someone takes the time to respond to you, you've kind of opened a dialogue, and you can work with that. Gotcha. And what are you saying? The actual cadence itself is just bumps of that original message. Because that original message where you put in the time and effort and the personalization.

   In Reply response templates

4. 14:36

   The first email is based off of the close loss reengagement instructions. Let's say, for example, I went after the Houston Rockets, which we're actively prospecting. It was bad timing last time we met because the NBA season got canceled. I could send them an email now and say, hey, Gretchen, thanks so much for taking my email. I actually noticed, you know, we're in talks with you guys about six months ago and the timing wasn't right. “I'd love to pick up that conversation. When we last met, you were interested in X, Y and Z.” And these are all coming from the opportunity notes from the account executive. I kind of like the thing where you're reiterating, hey, when we last spoke, this is what you were interested in. Because, frankly, Gretchen's probably got 40 different things that are on her plate. And, again, you're making it one step easier for her. You're doing the work for the customer and saying, here's the 30 seconds.

   In Closed-lost win-back

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