Your Path to President's Club Starts With "No" (Taylor Corr, Head of SMB & Mid Market Sales @ Quantcast)

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1. 3:53

   So you said before you shut down your laptop for the day, you are planning tomorrow. Break us down. How do you approach that planning? How do you decide what comes first, second, third? How do you prioritize that? Sure. I think one of the main challenges in an AE role is, yes, you want to be doing outbound “activities, you want to be prospecting, but things just get in the way.” Client asks, internal asks, fires, whatever it may be. So the best way that I have found personally as an AE and with AEs that I coach to get around that is to make sure you already know what you're doing and that you know what a successful day looks like. So at the end of the day, if you're looking at your next day and you say, hey, a great

   In SDR and AE operating model

2. 5:22

   person and you're going to not show up your best on the calls. I've had really, and I am a morning person, I say that as a morning person, I like to cold call in the morning, but I've had reps, I've coached who have been really successful saying, you know what, it aligns with my territory, it aligns with when I'm in the best mood, I've digested lunch, it's 3pm, now I'm going to do “my cold calls. I think it's more important that you've set aside the time and you know when you're” going to do it versus maybe taking a difficult to easy approach that might work for some reps. I think you should match it to your energy. I want to go back to this end of day sort of shutdown planning routine that you're doing. So what I heard from you is you're saying, okay,

   In Call block structure

3. 6:58

   a sales loft, a groove. They have phenomenal tools to really set up a really successful day. And I actually think about those platforms mostly as organizational tools, not as content tools, because as we know, other emails that are housed in there aren't terrific, but they can do a phenomenal job setting up your day for success. So you can do certain things within that, whether “that is setting up the emails that are going to go out in the morning. Maybe you want to sprinkle” in a little more research to some of the emails. Maybe you want to double check on some of the auto emails that are going out to make sure they are carrying the same messaging that you wanted to, right? There's things like that. And maybe if you want to do some of your pitch or demo prep work the night before, again, I think this is going to correlate with your golden hours when you're

   In Cold email sequencing platforms

4. 19:22

   in a specific region of the country. So we have both kind of expectations of how we might approach some of the mid-market accounts as well as for the bulk of our outreach, those SMB accounts. So right now for a hybrid ramped seller, they're going to be hitting that 30 email, 30 call a day, which I know sounds like for a typical kind of inside sales team. “But we also want to look a layer beyond that, right?” I think, again, if we're talking about just sales leadership in general, one of the big challenges I think is the ask for more, just the, hey, more calls, hey, more emails. It's one of the reasons we don't have a really high activity expectation on a daily basis because we want the focus to be on quality and we want there to be intentionality behind those calls and emails.

   In Outbound reporting dashboards

5. 20:25

   other metrics, like outreach consistency, like how deep we're going on accounts. So we can get a better view about how a rep, especially in the mid market is working through some of these. Can you talk to me about how the group thinks about that? Cause that's an area that I've screwed up in the past where I've got 400 accounts in my patch, but, and I'm hitting my activity metrics, right? “I'm ripping 30 dials a day.” I'm sending 30 personalized emails a day. And I feel great about that. But then if I look at my patch, I'm like, Oh, I'm, I'm going after the same accounts again and again and again, or the same people again and again. Again, talk to me about the depth that you go into for an account. And then maybe we can talk about the breadth of how you work a territory in full. Sure.

   In Daily dialing capacity

6. 21:41

   and give reps the freedom, like you're saying, like, I don't want to give them one patch that they're repeatedly hitting over and over and banging their head against the wall, seasonality, different triggers with different accounts, or if you disqualify something, we want you to continue moving on that. So we look at the whole picture. We look at, you know, how many accounts are in someone's name, how fresh that “list is, how much they've turned it over.” How many new accounts are within those or new contacts are within those accounts to make sure there's enough breadth and variety within those accounts. And we have guidelines kind of along all those, we set up kind of bumpers. Like, Hey, you should be aiming for roughly this amount of, you know, people at the account and roughly this many accounts and here's our ICP, but we

   In Outbound rep productivity

7. 34:43

   So you have a plan going into the next day. Number two is default to saying no. Do not let random requests distract you from your job, which is creating new pipeline and advancing current pipeline, generating revenue. Number three, match your activity to your energy level. “If you're high energy in the afternoon, use that time to cold call.” Don't drag yourself through it in the morning. And number four, avoid interruptions by blocking your time in one hour increments. The non-urgent requests can wait until the top of the hour. Boom. Beautiful. Jen, now I'm going to ask.

   In Call timing and call blocks

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