How to Build a Team That Thrives on 700 Cold Calls a Week | Melanie Smith

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1. 4:31

   we have folks that want to move to the CS path. So you as a leader need to go meet with the head of that department. For us, it was customer success. Identify and understand. Number one, do they believe in promoting from your team? If the answer is yes, what exactly are the skill sets that they think that they need to look for? Both externally, but then also internally. “And then brainstorm, what are the things that SDRs on your team can do today that helps them” gain some of that skillset? So for customer success, that could be running coaching and enablement sessions, that could be pulling data from trials that they might be supporting, and then building ROI documents. There's a whole bunch of things you could put together. So Mel, I want to talk about this Friday meeting that you have. What are the metrics that you are looking at for each route?

   In SDR career paths

2. 4:37

   do they believe in promoting from your team? If the answer is yes, what exactly are the skill sets that they think that they need to look for? Both externally, but then also internally. And then brainstorm, what are the things that SDRs on your team can do today that helps them “gain some of that skillset? So for customer success, that could be running coaching and” enablement sessions, that could be pulling data from trials that they might be supporting, and then building ROI documents. There's a whole bunch of things you could put together. So Mel, I want to talk about this Friday meeting that you have. What are the metrics that you are looking at for each route?

   In SDR career paths

3. 8:28

   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, it's also to gather information

   In SDR interview design

4. 9:47

   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 Call block structure

5. 11:31

   Our cold calls are 12 to 15 minutes. We're not in the two-minute, three-minute cold call mark. You're understanding whether there's a true fit here or not before you book, never. So your team is making 700 cold calls a week. What cold call metrics do you track to make sure those cold calls are effective? Yeah. “So we look at connect rate, conversation rate, and meeting booked rate.” I'll also share our metrics we're looking for. Connect rate should be over 7%. If it's under that, we're probably diving into why. Conversation rate is 35%. This is all on a two-minute threshold, by the way. Any call that's under two minutes doesn't matter, in my opinion.

   In Call dispositions and analytics

6. 28:40

   immediately so that you can actually go book some meetings? AI cannot replace your sales reps in my opinion. So you need to use AI to analyze and identify things for you in order to like create efficiency “and give your team time back to do the personalized outreach, to do the custom loom video or write” the really great email. That's what AI should be used for, to give your team time back to actually do those types of things, not try to speed up everything and just increase volume. Boom. Mel, this was probably the greatest cold calling leadership episode I've ever heard. Everyone hang on for a 60 second recap coming up soon.

   In AI research and drafting

7. 28:50

   So you need to use AI to analyze and identify things for you in order to like create efficiency and give your team time back to do the personalized outreach, to do the custom loom video or write the really great email. “That's what AI should be used for, to give your team time back to actually do those types” of things, not try to speed up everything and just increase volume. Boom. Mel, this was probably the greatest cold calling leadership episode I've ever heard. Everyone hang on for a 60 second recap coming up soon. Alrighty Nick, it is time for a three step recap and one thing you can do. All right, three step recap.

   In Tools and AI

8. 29:16

   Boom. Mel, this was probably the greatest cold calling leadership episode I've ever heard. Everyone hang on for a 60 second recap coming up soon. Alrighty Nick, it is time for a three step recap and one thing you can do. All right, three step recap. This is going to be a tough one because there was so much good stuff in it. “Mel's six operating metrics for SDR teams, 60 prospects, 700 cold calls a week, 30 emails.” How do you know that those cold calls are going well? 7% connect rate, 35% conversation rate, 15% meeting set rate. That's number one. Number two, every single week you're going to have your SDR team read out how they did

   In Outbound activity targets

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