Outbound Prospecting a SDR’s Perspective
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Outbound Prospecting A SDR’s Perspective Jorge Soto CoFounder at Dashtab.co Former Head of Inside Sales, MoPub at Twitter @sotoventures
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Transcript of Outbound Prospecting a SDR’s Perspective
Outbound ProspectingA SDR’s Perspective
Jorge SotoCoFounder at Dashtab.co
Former Head of Inside Sales, MoPub at Twitter
@sotoventures
Who I am
12 years, Obsessed with Sales
Door-to-door to Enterprise
Serial Entrepreneur, Startup Sales Training (S4S)
Always Startups until Twitter
What is Sales
• It’s a game of inches • A Process• Finding the buyers• Art of Effectively Dealing with Rejection• Managing Self Emotions• Art of Listening, Discipline, & Schedule
Objective:
Create a highly qualified list of leads/prospects that will be used to conduct cold outreach viaemail, phone, and other outreach mediums.
Ideal Customer Profile:
1) Super Granular, Exact Employee!
2) Close enough, to Seek Referral
Ideal Customer Profile:Company Level
SMB, Mid-Tier, Enterprise?
Characteristics?Integrations?
Verticals?Locations?
Size?
Ideal Customer Profile:Employee Level
Title?
Decision Maker or Influencer?
Exact Title or Department Referral?
Location?
WHERE is the buyers contact info aka data
Add to tool or destination
Data Entry & List Building
http://sales4startups.org/crowdsourced-list-of-todays-hottest-sales-tools/
Tools:
