My first 6 months as an outbound BDR I generated $3.1MM in pipeline. That pipeline made me the highest-paid rep on the team that year. Here was my exact strategy:👇🏼 (steal as much of this as you like) - Ran 16-21 step sequences - Multi-channel (phone, email, LinkedIn) - Sequences by persona, industry/vertical, and level (had 8-11 running at any given time) - The first 2-3 steps were ALWAYS personal and relevant - I had conversations with myself in my prospect's various inboxes - Engaged on content of ANY decision maker at my target accounts - Listened to podcasts and read publications my ICP cares about *(tips for this in a ClickUp doc) - Created content on LinkedIn about the PROBLEM we solve - Gave away my best advice that was product agnostic for free - Generated 39% of my meetings off of cold email (email #2 was my highest converting) - Generated 60% off of social selling + LI DMs - Time block my day + stick to it - Color code revenue-generating activity in green 💰 - Listen to AE calls instead of podcasts or music during admin activites A few things I learned in that process: - The phone was not my strongest channel. - The *reverse voicemail* was the step RIGHT before my highest converting email (keep dialing) - Creating content around the problem drove inbound to my inbox - Folks would reach out because they saw me as an expert in something specific and would ask for my help. That made introducing our tool incredibly seamless. - Personal + relevant >>> volume - There are more ways to leverage your sales engagement tool than mass sending. Activity-based triggers + AI-powered automation are your friend and the future of sales. - There's no shortcut to just doing the work. There are 2 months left in 2023. While many sellers will get discouraged and phone it in for the remainder of the year, it's truly a great time to build meaningful pipeline for next year. When everyone else is taking their foot off the gas, be the one that doubles down. Your future self will thank you. ♻️ Repost so a seller in your network can get a little inspo for building pipeline this month. Let's CRUSH the end of this year, yea!? ***If this post is helpful I am happy to break down any of the above tactics and strategies in a future post- just comment below what you want more detail on. #salesdevelopment #salestip #pipeline
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