Podcast episode
Find Top 1% Sellers with Proven Outbound Recruiting Tactics (Armand Farrokh, 30MPC)
30 Minutes to President's Club26 Sept 202440 min
Description
TOP ACTIONABLE SALES TAKEAWAYS: Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections. Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested. Mini-pitch framework: Pitch by sharing your personal story, explaining your team’s philosophy, and highlighting what impressed you about the candidate. Sell before screening: Don’t grill outbound candidates. Ask them to brag about what sets them apart, and judge their quality based on that. ARMAND'S PATH TO PRESIDENTS CLUB: Founder @ 30MPC VP of Sales @ Pave Director of Sales @ Carta RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
I just wanted to share a couple of things about our sales work to leave behind for you just in case you end up looking. So number one, here's how many reps we have. Here is our funding. Here was our average team attainment. And here's the type of person we're looking for. If not you, is there anyone else who you know might be looking? “And that would oftentimes either get me a response or get me a referral.” What was the spacing from a time perspective in between each of those messages? Yeah, very similar to the first couple of steps in an outbound drip. It was usually day one, day three. And then I would usually wait for it to jump to the next week, three or four more days. And that would usually be day six or seven.
would normally send inside of a message, like, we have amazing benefits. This is the type of team we're trying to build. Seven bullets on that. And instead, I actually keep that in the job description under my title of head of sales or eventually VP of sales at Pave. “So for example, I would send the simple three by three message” of notice this about you. Very short sentence on what we're building. Are you open to hearing more? But then if they clicked on my profile and they looked at my Pave job description, I would usually have a longer description, which is my goal is to build a world-class sales team at Pave. We currently have three AEs, and we're growing to eight. Here's what we're all about. Boom, boom, boom, and boom.
Seven bullets on that. And instead, I actually keep that in the job description under my title of head of sales or eventually VP of sales at Pave. So for example, I would send the simple three by three message of notice this about you. Very short sentence on what we're building. Are you open to hearing more? But then if they clicked on my profile and they looked at my Pave job “description, I would usually have a longer description,” which is my goal is to build a world-class sales team at Pave. We currently have three AEs, and we're growing to eight. Here's what we're all about. Boom, boom, boom, and boom. And we would often talk about things like we're building a team of reps who know how to sell in a way that doesn't feel like selling.
the talent that you were talking to. If you're not connected with an engineer on your team and turns out they're connected with someone who can give you info about a candidate who are missing a really good opportunity. Number two is when you are outbounding candidates, use a three step drip. “Message number one is what you know about them, why you think they” might want to talk with Pave. You know, they're not looking and open having a look. Message number two is a bubble up. Message number three is, hey, here's a bit more about the team. If it's not you, know anyone else that might be a good fit for this. So the referral ask. Today's show is brought to you by Responsive, which helps sales teams
they're connected with someone who can give you info about a candidate who are missing a really good opportunity. Number two is when you are outbounding candidates, use a three step drip. Message number one is what you know about them, why you think they might want to talk with Pave. You know, they're not looking and open having a look. “Message number two is a bubble up.” Message number three is, hey, here's a bit more about the team. If it's not you, know anyone else that might be a good fit for this. So the referral ask. Today's show is brought to you by Responsive, which helps sales teams respond to RFPs, security questionnaires, and buyer requests faster. So deals don't die at the last mile.