How To Build An Elite Outbound Sales Team (Get Reps Dialing Fast)

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1. 9:44

   with a gal named Paige who's now a top SDR leader. She'll never forget in our first one-on-one, I made her practice the not interested objection and made her laugh before handling an objection for 30 minutes straight. And to this day, she talks about that exact meeting and does the exact “same thing with every single one of her SDRs. And so one-on-ones are a great time for role play.” And then the last piece is on Fridays, you've got team dials where every single SDR is dialing at the exact same time from nine to 10 AM. And any meeting that is booked gets posted in the public sales gym. And so we would go team versus team. We would go managers versus reps.

   In Roleplay and simulation

2. 20:26

   D, and C tier prospects. Now we need to talk about what we actually say when we reach out to them. Let's start with cold calling. We need to give our team a minimum viable cold calling framework. I'm screen sharing our book right now because there's literally a script in it somewhere. So this is on page 69 on, at the end of the section that covers “both the opener and the pitch, you have your minimum viable framework.” So this is actually where we came up with a lot of our basic frameworks that we now use at 30MPC today. And so at the time, I think one of the things that helped me at Carta is that I was really successful as an AE. And the reason for that is I would use what I called the heard the name tossed around opener. And so I'd be like, Hey Nick, we work with a few of the

   In Call scripts and talk tracks

3. 21:31

   it absolutely ridiculous that you have to pay lawyers to issue out stock options, which costs you money. And then you have to go pay another firm to get your like valuations too. And by the way, like none of this stuff actually made you any money. It's literally just like pushing papers from left to right. And Carta automates basically all that stuff. “Are you open to take a look?” That was literally the problem proposition. And then from there we had the Mr. Miyagi method to handle objections, which is usually CFOs would be like, well, I manage it on spreadsheets. I'd be like, Oh, I should have assumed you were a spreadsheet wizard over there, Charlie. Look, my guess is you're probably going to be totally fine with this thing.

   In Meeting-setting asks

4. 23:45

   And so you are better off breaking things into three simple steps, knowing that not everything is covered, but they are actually going to be compliant with those three steps as opposed to giving them 17 steps and they don't adhere to any of them. This is our, the current cold email framework that we actually use at 30MPC. We just made it. So it's super fresh and top of mind. “There are four parts of a good cold email.” What did I notice about you? So in this case, it says, not sure if you knew, but your team is full of 30 MPC super fans, like fan and fan who are itching for more tactical sales advice. That's what I know about you. Doesn't tell me anything about the problem you could solve. That's what paragraph two is. Paragraph two is the problem you solve.

   In Cold email copy

5. 23:49

   that not everything is covered, but they are actually going to be compliant with those three steps as opposed to giving them 17 steps and they don't adhere to any of them. This is our, the current cold email framework that we actually use at 30MPC. We just made it. So it's super fresh and top of mind. There are four parts of a good cold email. “What did I notice about you?” So in this case, it says, not sure if you knew, but your team is full of 30 MPC super fans, like fan and fan who are itching for more tactical sales advice. That's what I know about you. Doesn't tell me anything about the problem you could solve. That's what paragraph two is. Paragraph two is the problem you solve. Problem is in enablement, you get asked to run a multi-threading

   In Opening line personalization

6. 24:05

   What did I notice about you? So in this case, it says, not sure if you knew, but your team is full of 30 MPC super fans, like fan and fan who are itching for more tactical sales advice. That's what I know about you. Doesn't tell me anything about the problem you could solve. That's what paragraph two is. “Paragraph two is the problem you solve.” Problem is in enablement, you get asked to run a multi-threading workshop and a product training and wrangle managers into scoring calls and cure world hunger with pretty lean resourcing. That's a problem. You don't know how I solve it, but at this point, hopefully you're sitting up and you're like, ah, I at least laughed a little bit, right? People are like, oh, you can only use humor because you're selling to sales leaders.

   In Problem and outcome framing

7. 24:45

   I sold to CFOs, you prick. Number three, you then have the solution. How do you solve the problem? Well, some of those folks over there work with us to build an enablement program that teaches reps anything from cold calling to discovery with playbooks tailored to your sales cycle that you can use forever, that's the solution. “And then number four, a very simple interest-based or offer-based CTA.” So this is worth seeing an example program. I have PS humanizing PS. I might say like PS, um, uh, great game. You sit USC had against UCLA. Um, y'all. Held a lot of discipline, scoring zero points against our 50, something like that. And so then from there, you can see that this all fits on one page and you can look at like

   In Cold email calls to action

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