Podcast episode
Overcoming Team Call Reluctance and Setting Activity Benchmarks (Ken Amar, Agoge Prospecting School)
30 Minutes to President's Club2 May 202435 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a "headhunting drill" and have your new reps call your own executive team SDRs should have 300-400 prospects in sequence Test your rep's call from numbers to be sure they aren't being marked as "spam likely" Sit next to reps with slow workflows to observe what's slowing them down PATH TO PRESIDENT’S CLUB Consultant @ Agoge Prospecting School Director of Sales Development @ Vercel Senior Manager of Sales Development @ Outreach SDR Team Lead @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Agoge Sequence 30MPC Training: 30mpc.com/training
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And then lastly, it does build an awesome amount of political capital internally. You build a kind of awesome internal brand with both your SCRs and with your executives. I'm going to have every member of the audience cold call Nick after this episode. Ken, what's number two? All right. So number two, I call this like the law of cold calling. “For every 100 dials an SCR makes, on average, you'll get about five to six connects and” they should be booking at least one meeting for every one of those 100 dials. So the law goes like this, every hundred dials, you should get one meeting. If they're not, there's a problem either in the connects or in their conversions, right? And there's different solutions around both of that. All right, bring us home. Let's see what we got. Number three.
Had you taught them any objection handling principles? Were you just giving them a script and saying, hey, you're going to say this word for word? What did you make sure that they knew, and what were you okay with them learning on the fly or on the job? So the day before, we give them the call script. I know script can be a bit of a loader. “The call framework that the other SDRs would use. And we'd encourage them to spend some time role-playing with other people internally,” or in some cases, memorizing the framework. And so the next day, the SDRs would come in, having spent a lot of time, probably very anxious to do role-plays. But before we'd even do role-plays internally, we'd get them into this drill.
phone. See if it comes up marked as spam, right? Most of the time, it will. And you're going to probably spend 20 to 30 minutes, honestly, buying new phone numbers, deleting them. But once you do that, you're set for about a couple of months, right? And that's probably the best time investment an SDR can make in terms of cold call. “The phone carriers monitor phone numbers and will flag numbers that are associated” with spam or scam dialing or have these crazy volumes of calls. And so it's possible that you purchase a bad number that when, even though you've never dialed from it before, it will show up for a prospect as spam, scam likely. And obviously, the pickup rates on that are much lower.
Yes, I've got so many meetings. I've got meetings with marketing about MQL conversions in our EMEA team of two SDRs XYZ, right? I've got this new product launch coming up here. I've got to build some campaigns around that. Most of the meetings you have are noise. Keep the one thing. “And then I realized at the end of the day, any SDR leader, their main job is to coach” their SDRs. Most of the time, SDR leaders don't spend enough time coaching reps. They're spending time forecasting, reporting, which is valuable, mind you, but you get so far away, removed from that, that you lack that one main goal of your job, which is to coach your freaking reps.
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