Podcast episode
How to Build a Team That Thrives on 700 Cold Calls a Week | Melanie Smith
30 Minutes to President's Club18 Dec 202534 min
Description
Melanie Smith, Head of Sales Development at Nooks, breaks down the exact systems, metrics, and coaching frameworks she uses to run one of the highest-performing SDR teams in outbound. In this episode, she shares KPI structures, call-block strategy, cold-call skill development, and how leaders can scale connect rates, conversation rates, and meeting production without burning out their reps. 🎙️ ACTIONABLE TAKEAWAYS: Weekly SDR readouts: Reps review KPIs and explain every meeting they booked to surface repeatable plays. Use AI for call pattern analysis: Analyze winning call transcripts to find coaching themes and enablement topics. Own rep career paths: Align with other departments and give SDRs projects that build promotion-ready skills. One thing — Call for Intel & Intros: Run an “I&I” block where reps call below-the-line users to gather insights and get warm introductions. MELANIE’S PATH TO PRESIDENT’S CLUB: Scaled team from 10→50 @ Klue, then 4→33 @ Nooks in 18 months Top 2 performer @ Klue during 1.5-year tenure before moving into SDR leadership These Courses Will Get You to President’s Club 🏋 30MPC Training: 30mpc.com/training 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube
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Every place a page here uses this source, in the order the words come in it.
We use the phone in two ways. So one is obviously you're gonna try to book meetings. The second though is we use the phones for reps to do groundswell, especially in enterprise, but any type of larger mid-market accounts where they will spend time calling through a company, calling SDRs, we sell to SDR teams, “to get information to understand how do you call today?” What challenges do you have? Who are the right people I should speak to? That information is what they're then using to put in a hyper-personalized message to a VP of sales development. Hey, I spoke to three reps at your team. I know you guys have a challenge with this. Here's exactly how NUX can help. So the dials aren't only to book meetings, that is obviously where we're successful,
So we have like our master sequences, that's key personas that can include above the line and below the line people. We'll have separate sequences that are info gathering that they would put X1 in that they're probably not gonna book a meeting with, but they're trying to get information from. The goal always is to try to ask for a referral or an introduction. “That is like not always gonna happen, obviously.” They'll use, it will be a block. Like you can filter basically to say I'm only gonna call, like right now, this hour, whatever it may be, I mentally am just going and trying to gather information on the accounts that I don't have any information on. Today's show is brought to you by Insightly, the CRM. CRM helps you spot deal risk early, so pipe reviews actually drive your number.
In Referrals
leader hating change. It's all, it exists in our CRM. It exists in Nooks. I'd probably just pull up that, but right now it is in the spreadsheet. So yeah, they pull up that spreadsheet and they're “talking through how they booked the meeting. So it could include a story of I spoke to three SDRs” earlier this month and found out that they use a competitor right now. And the bridge time sucks or whatever it may be. So I emailed the VP of SDR. They introduced me. So it's like, how exactly did they book it? And then specifically who they booked with.
In Hiring SDRs