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

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1. 16:07

   if the messages they are sending are crap. And so you talk about the different MVP frameworks that you needed to install with the team so that they were actually executing in an intelligible way. Can you walk me through your different frameworks that you use? Maybe we can start with cold calling. The three frameworks that you need “are is you need a way to work your way around an account.” So you need to know like what your ICP is and like where you should even target your dots. You then need to know how to make cold calls and then you need to know how to send emails. So if you can like break down an account, make a cold call and send an email, chances are you are like probably gonna be pretty successful. Let's start with the targeting piece.

   In Multi-threaded prospecting

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. 21:46

   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.” But like sometimes when you like get your first funding round, like you kind of want to have your valuation provider behind you. So like, do you want to take a look at this thing? Not for now, but just so you know, it's out there. And usually just like between those three things, a basic context, first opener, a problem, first pitch, instead of a solution, first pitch, and

   In Objection handling

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

8. 30:40

   that I want to get across in two different chunks. So here's the first problem, bubble it up, send you a case study, all on the same subject line. New subject line, here's the second problem, and now instead of using bubble ups, I'm going to use breakups. So I'm going to say, second problem, are you the right person? “And then a formal breakup, here are some resources, here's an overview, is it okay if I reach” back out in 30 days? If not, tell me right now. That usually gets the reply. So it's six email messages and then a bunch of calls and other touch points in between. So here's our actual sequence on day one. So what starts the sequence is a LinkedIn connection and then from there we send our first email. So I always like to lead with LinkedIn email and the reason for that is you'll get a bunch

   In Breakup emails

9. 30:47

   line. New subject line, here's the second problem, and now instead of using bubble ups, I'm going to use breakups. So I'm going to say, second problem, are you the right person? And then a formal breakup, here are some resources, here's an overview, is it okay if I reach back out in 30 days? If not, tell me right now. “That usually gets the reply.” So it's six email messages and then a bunch of calls and other touch points in between. So here's our actual sequence on day one. So what starts the sequence is a LinkedIn connection and then from there we send our first email. So I always like to lead with LinkedIn email and the reason for that is you'll get a bunch of people who are like, I don't work for the company anymore, yada, yada, yada, and email

   In Breakup emails