Mastering Sales Development

Welcome to the Cold-call Training series! Our guest on the show today is Caitlyn Ludwig from Adaptive Medical Partners! If you need to improve at cold calling and want to join a training, send an email to podcast@altisales.com. We want the audience to learn various tips and techniques from the mistakes we make here =) PS. If you're bored,  jump directly to the specific sections that are most useful to you. Index: 0:00 Intro & Buyer persona 6:35 Caitlyn calls Tito 12:15 Tito's reaction to Caitlyn's call 14:00 Tito cold-calls Caitlyn 20:05 Caitlyn and Tito analyze Tito's call (great tips on how to handle receptionists) 36:55 Tito's advice for Caitlyn on energy levels

Today we have one of the top performers that I met recently, Daniil Krets from Skilljar, who consistently reaches 120% of quota at StackRox. We will learn about some techniques and methods to use on LinkedIn and how to nurture your prospects over time to get as many meetings as possible. If  want to see the screenshare, here is the link to the Youtube video: https://youtu.be/6zcAUGbKPAw The topics covered, are indexed below. If you don't have time to listen to the whole interview, just jump around. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com.  Welcome Daniil! Topics covered: 0:00 -> Intros 1:05 -> What is Skilljar and who do they sell to? 2:30 -> Inbound vs. outbound? 2:55 -> How are you being measured? 4:20 -> Daniil's LinkedIn techniques (very detailed) 20:40 -> How to nurture prospects 36:00 -> What tools do you use and how do you use them? 40:05 -> How to get in touch with Daniil and Tito https://www.linkedin.com/i

 Today we have a special episode, because we have two people joining us Mike Burrows and Katelyn McElroy from Salsify. They are two of the top performing SDR's from a group of 30, so they must be doing something right.  The topics covered, are indexed below the video. If you don't have time to listen to the whole interview, just jump around. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had ick Bieszczat, Grant Horvath, Val Moisland, Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. Welcome guys! Topics covered: 0:00 -> Intros 1:20 -> What is Salsify and who do they sell to? 2:00 -> Inbound vs. outbound?  3:25 -> How are you being measured? 5:30 -> What is your quota? 6:50 -> Katelyn's secre

Today we will talk to Nick Bieszczat, who consistently reaches 120% of quota at StackRox. He will explain how he gets around 90% of his results via email and social for a very technical product. The topics covered, are indexed below the video. If you don't have 30 minutes to listen to the whole interview, just jump around. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had Grant Horvath, Val Moisland, Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. Welcome Nick! Topics covered: 0:00 -> Intros 0:50 -> What is StackRox and who do they sell to? 2:00 -> Inbound vs. outbound?  3:00 -> How are you being measured? 4:20 -> How are you at 120% of quota? 6:00 -> Where do the majority of your demos come from? 9

Today we will get all the secrets from Grant Horvanth, who consistently reaches 200% of quota at LivePerson. He shows us some tips on how to  strategize for Fortune 500 Companies or creating a call-only campaigns. The topics covered, are indexed below the video. If you don't have 30 minutes to listen to the whole interview, just jump around. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had Val Moisland, Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. Welcome Grant! Topics covered: 0:00 -> Intros 1:10 -> What is LivePerson and who do they sell to? 3:25 -> Inbound vs. outbound?  4:05 -> How is Grant at 200% of quota? What's your secret? 8:05 -> Where do the majority of your demos come from? 9:10 -&

This is a really fun interview with Val Moisland from TimeTrade. We talk about some interesting topics such as re-engaging closed/lost leads or how to reach out to webinar attendees. If you want to join the series or nominate a colleague, send an email to podcast@altisales.com. We've already had Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. Welcome Val! Topics covered: 0:00 -> What this SDR Superstar Series is about 1:00 -> What is TimeTrade and who do they sell to? 3:20 -> Inbound vs. warm outbound vs. cold outbound?  5:00 -> What do you do and how do you measure success? 7:30 -> Bringing back old opportunities & why it makes sense & why you should d it 13:10 -> How Val came up with this idea of reading notes and reviving notes. 15:20 -> Hw you can do thi

During this interview Brandon reminded me of my early days as an SDR. Brandon works long hours, prepares his day, organizes himself, and executes without distractions. Brandon's impressive work got him to win the "Best SDR of 2018" at Appcast. The topics covered, are indexed below. If you don't have 30 minutes to listen to the whole interview, just jump around. If you want to join the series or nominate a colleague, please tag them in the comments or send me a message. We've already had Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. Welcome Brandon! Topics covered: 0:00 -> What SDR Superstar Series are about 1:00 -> Who is Brandon Ferris 1:35 -> What is Appcast and who do they sell to? 2:25 -> Inbound vs. outbound? What do you do and how do you measure success? 4:00 -> What is your quota? and how

There are few SDRs out there that can claim to have as much success as Jeremy Leveille, from LeadIQ. Jeremy constantly blows past his quota and the month before this interview (long overdue to be posted) had gotten 69 demos in one month. Jeremy's impressive work got him to win the "Best SDR of 2018" award at the Sales Development Conference. I was lucky to share the stage with him with the "Best SDR Leader of 2018". The topics covered, are indexed below the video. I have bolded my favorite answers. If you don't have 45 minutes to watch the whole interview, just jump around. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. Welcome Jeremy! Topics covered: 0:00 -> Intros 2:18 -> What is LeadIQ? 3:50 -> Day-to-day at LeadIQ. Inbound vs

Hi all! Today we will reverse engineer the success of Hope O Baker, from Apttus. Hope is a strategic SDR at Apttus, helping the company get into the list of "most-wanted" Accounts. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had, Jess Wilson (Mikey Powell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. The topics covered, are indexed below. I have bolded my favorite answers. Welcome Hope! Topics covered: 0:00 -> Intros 1:00 -> What is APTTUS? 3:10 -> Day-to-day at APTTUS. Target accounts and strategy. Inbound vs. Outbound 4:40 -> How do you measure success when you have only 15 target accounts? 11:50 -> What is Hope O Baker doing to get to 200% of quota? -> Twitter and balloons 15:30 -> How did Hope start at APTTUS? 16:35 -> How much activity per day? 20:25 -> The mindset behind prospecting &

Welcome to the Cold-calling Training series! Our guest on the show today is Kevin Peters from Farmlogs! If you need to improve at cold calling and want to join a training, send an email to podcast@altisales.com. We want the audience to learn various tips and techniques from the mistakes we make here =) If this content is bringing you value, please make sure to subscribe and rate the podcast in your favorite player.

Hi all! Today we will reverse engineer the success of Jess Wilson, from Vidyard. Jess won the March Madness competition at Vidyard, and she does a terrific job to create highly engaging prospecting videos. If I am the expert of Cold Calling, Jess is the expert of Video. If you want to join the series or nominate a colleague, please tag them in the comments or send me a message. We've already had Mikey Pawell (direct email), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate. The topics covered, are indexed below. I have bolded my favorite answers. If you don't have 30 minutes to watch this, just jump around. Welcome Jess! Topics covered: 0:00 -> Intros 1:40 -> What is Vidyard? 3:50 -> Day-to-day at Vidyard. Target accounts and researching leads. 4:30 -> When to add video to your sequences 5:20 -> SDR metrics and Quotas of success at Vidyard (context for SDR working similar size deals) 7:20 ->&nbs

Welcome to the Cold-calling Training series! Our guest on the show today is Allie Hudson from Docebo! Allie saw that I was doing cold-calling training online and immediately jumped in, so I had never talked to her before this video. If you need to improve at cold calling and want to join a training, send an email to podcast@altisales.com. We want the audience to learn various tips and techniques from the mistakes we make here =) PS. If you're bored, scroll down to the Content index and jump directly to the specific sections that are most useful to you, I've highlighted the ones I recommend. 0:00 Intro & Buyer persona 1:20: Allie's first cold-call (she's incredible!) 4:20 Tito's reaction to Allie's call 5:55 Allie's second call 8:20 Tito's reaction to Allie's call 8:40 Allie's third call 11:45 Allie's Analysis of her calls (Matching energy, brand recognition,  15:00 How Tito on-boards SDRs into AltiSales 16:00 How Allie became so good! 17:35 Allie's tips on how to become this good,

Hi all! Today we will reverse engineer the success of Mikey Pawell, from DocSend. I hate to admit it, but in this occasion I actually felt like Mikey was executing something 10x better than me. It was humbling to talk to someone whose figured out direct mail to this level. If I am the expert of Cold Calling, Mikey is the expert of Direct Mail. If you want to join the series or nominate a colleague, please tag them in the comments or send me a message. We've already had Louise Trump, Allie Hudson, Jackie Lipnicki and Sam Silverman participate. The topics covered, are indexed below. I have bolded my favorite answers. If you don't have 40 minutes to watch this, just jump around. Without further ado, welcome Mikey! Topics covered: 0:00 -> Intros. 1:30 -> What is DocSend? 2:10 -> Team structure, reporting, tools. Small team, mostly outbound. Sales Nav, Outreach 5:30 -> Contact distribution across SDRs 7:10 -> Call scripts? Email Templates 8:20 -> What

Welcome to the Cold-calling Training series! During these sessions, I meet with SDRs from all over the world (our guest today is from San Francisco, CA) and have them mock call me and pitch me their product. After that call, I learn a bit about their product and cold-call them to pitch them their own solution. Our guest on the show today is Andrew Kamegawa from Persado! I met Andrew at an Outreach.io event and he was super excited about how I run AltiSales and help SDRs perform better. A few weeks later, I posted on Linkedin offering to train some reps on cold calling and he jumped on that immediately! Let's see what we've got here. If you need to improve at cold calling and want to join a training, send an email to podcast@altisales.com. I have a different series for top performers called SDR Superstars, training is for those who are new to Cold-Calling (yet not necessarily new to the SDR role). We want the audience to learn various tips and techniques from the mistakes we make here =) PS. If you're bored, s

Hi all! Today we will reverse engineer the success of Louise Trump, from Degreed. I had a ton of fun talking to Louise and learning more about her work. We both have a huge passion for learning and getting better. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had Allie Hudson, Jackie Lipnicki and Sam Silverman participate. The topics covered, are indexed below, if you don't have 40 minutes to listen to this, just jump around. Without further ado, welcome Louise Trump! Topics covered: 0:30 -> Louse is at 400% of quota. What does that mean? How is it measured? 1:50 -> Target market, deal size, and metrics at Degreed 3:30 -> Inbound vs. Outbound team split. 4:20 -> Tools at Degreed 5:20 -> How much data does Louise get and how does she find more data / contact info? 6:10 -> Emails and calls. Self built vs. Leadership providing templates 7:30 -> The SDR to AE Handoff (and how they could to do it better) 7:50 ->

Welcome to the Cold call training series! During these 20-30 minute sessions, I meet with SDRs from all over the world (our guest today is from Canada!) and have them mock call me and pitch me their product. After that call, I learn a bit about their product and cold-call them to pitch them their own solution. Our guest on the show today is Darian Waite from PiinPoint! At the end of the call I mention that I'll write additional feedback. It's all at the bottom of this blog post. If you need to improve at cold calling and want to join a training, contact us at podcast@altisales.com. I have a different series for top performers called SDR Superstars, training is for beginners, so that much of the audience that is new to SDR work can learn from the same mistakes =) PS. If you're bored, scroll down to the index and jump directly to the specific sections that are most useful to you Index: 0:35: Call context 1:35: The first cold call from Darian 2:25: Quick explanation of why Tito is so tough on cold-calling t

Hi all! Today we will reverse engineer the success of Allie Hudson, from Docebo. I initially had Allie join me for Cold Calling training, that episode will be available soon! I was so blown away that I asked her to also come participate in the Rockstar SDR series. We've already had Jackie Lipnicki and Sam Silverman participate. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com or just message me on LinkedIn at https://www.linkedin.com/in/titobohrt/ The topics covered, are indexed below. I have highlighted my favorite answers. If you don't have 30 minutes to watch this, just jump around. Without further ado, welcome Allie Hudson! Topics covered: 1:10 -> Allie's performance @110% during ramp! 1:50 -> Target market, deal size, and metrics at Docebo 4:00 -> Inbound vs. Outbound team split. 4:40 -> Tools at Docebo 5:40 -> How much data does Allie find for each contact? 6:45 -> Emails and calls. Self built vs. Leadership providing templates

Welcome to the Cold-calling series! During these 20-30 minute sessions, I meet with SDRs from all over the world (we're starting in England) and have them mock call me and pitch me their product. After that call, we turn it around and role-play the opposite way, I learn a bit about their product and I pitch them their own solution. Our first guest on the show is Hector Forwood from Cognism! PS. If you're bored, scroll here is the index and jump directly to the specific sections that are most useful to you. I've highlighted the ones that I think you'll benefit the most from. Index: 0:40: Call context 1:28: The cold call from Hector 5:10: Hector's thoughts on the call and more context on Cognism 6:20: Tito's Analysis of Hector's call 7:00: Tito Learning more about Cognism to prepare for the call 12:20: Tito Cold Calls Hector 15:50 Hector Analyzing Tito's Call 17:20 Tito Explains how he thinks about cold-calls and what he did

Hi all! Today we will reverse engineer the success of Jackie Lipnicki, from ion interactive. I was shocked when I talked to Jackie, a total A-player both at work and outside of it. She hit almost 200% of quota at her company while being a player-coach, she is currently hiring SDRs in Boca Raton, FL. Jackie is a self taught SDR who has mastered the craft. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. The topics covered, are indexed below. Without further ado, welcome Jackie Lipnicki! Topics covered: 0:50 -> What is ion interactive? 1:20 -> inbound vs. outbound? How's it all split. 2:05 -> How do you find your data for contacts to reach out to? 3:15 -> How much research do SDRs do? 3:50 -> How many calls do SDRs make a day?  4:40 -> Email templates and calling script strategy. 6:00 -> How ion uses the 10-80-10 rule and how they started using a new awesome email template 6:45 -> dissecting why that email is working for them and

Hi all, and welcome to the first episode of the new SDR Superstar Series, where I (Tito Bohrt, CEO of AltiSales), interview the best SDRs out there and try to Reverse Engineer how they got there. This is not only about their best email or their best pitch, but the whole organization. What keeps them motivated? How is their comp structure? What tools do they use? How much time do they spend finding prospects data. We cover everything. Each episode will grab the best SDR from a certain company. If you are the best SDR, manager or a peer of a Superstar SDR, contact us at podcast@altisales.com to get nominated for the show. To Qualify for the series:  - We'll have to verify with 2-3 people that you are indeed the best SDR in the company (or very close to the best) - You have to be willing to share everything you know - You need to be 100% honest about your work and what your company does to enable you Without further ado, here's our first episode. Welcome, Sam Silverman!  (If you'd like me to ask addit