Fear of failure - in cold calling - is probably the point but detaching from “results at any cost”, practice and a tested script could be a good solution, at first
0:00 Introduction (Mikey Harrison) 0:49 Topic of the webinar "How to turn average SDR into top Performance." 1:18 The Agenda (1-2-3) 2:28 (intro) Jessica Jacobs, Manager, Sales Development Drift 4:49 (intro) Kaitlen Kelly, Outreach 7:15 (intro) Ashley Dees, Metadata ==== 9:55 (question) What tactics have worked for you to help overcome the fear of cold call. 10:35 Jessica answer about fear of cold calling 12:52 Kaitlen's answer about cold calling and fear of failure 18:10 Jessica and Kaitlen discuss learning cold calling and coaching 19:24 Ashley's advice on how to get over the fear of cold calling and Metadata's methods of cold call coaching ==== 22:55 (question from the audience) is cold calling dead? 23:18 Jessica: "If you're not calling, you're leaving money on the table, you're not prospecting in full effectiveness. ==== 24:15 (question) Thoughts on voicemails, is it worth it? 24:35 Kaitlen: "It's an additional touchpoint that helps to build momentum - 3 voicemails increase the chance of callback by 33%, tips on leaving a voicemail. 25:55 Ashley's about the advantages of cold calling and voicemails: "statistics show that leaving voicemails has a huge impact on conversions. ==== 28:00 (question from Mikey) "How do you change the mindset of SDR for cold calling 28:30 Jessica about useful exercise to overcome negative intruders and fear of cold calling. 32:15 Ashley's advice on how to help reps to perform at the top-notch. 34:35 Kaitlen: "let reps have ownership of their results and support them where gaps are." 37:36 Jessica about what to do when reps are struggling and what questions to ask them. 39:20 Ashley about reps' ownership mindset and how to enable success. ==== 40:36 (question) What common mistakes/trends do you see SDRs are making on the way to top performance. 40:59 Ashley about mistakes every SDR makes while doing outreach: "Don't make emails self-focused." 42:00 "Focus on the value-add - share information that can make customer's life easier." 42:30 Kaitlen's answer: "Don't burn opportunities, slow down and do the research to add personalization in your first touchpoint." 44:15 Jessica: "Focus on value; What's in "it" for me?" ==== 45:40 (question) How to create a culture of productivity for reps if you are working remotely 46:33 Jessica about Kaizen (continuous Improvement) and work-life balance. 48:05 Kaitlen about the culture at Outreach and techniques to improve communication 51:15 Ashley on Metadata's culture, trust, and why she doesn't ask reps to do 100 cold calls a day. Ending: 56:14 Thank you, Drift for the webinar: RevGrowth Virtual Summit on August 26, 2021, 12pm ET, 9am PT. --- Thanks a lot for the awesome content, SH! Victor p.s check my channel :)
Fear of failure - in cold calling - is probably the point but detaching from “results at any cost”, practice and a tested script could be a good solution, at first
0:00 Introduction (Mikey Harrison)
0:49 Topic of the webinar "How to turn average SDR into top Performance."
1:18 The Agenda (1-2-3)
2:28 (intro) Jessica Jacobs, Manager, Sales Development Drift
4:49 (intro) Kaitlen Kelly, Outreach
7:15 (intro) Ashley Dees, Metadata
====
9:55 (question) What tactics have worked for you to help overcome the fear of cold call.
10:35 Jessica answer about fear of cold calling
12:52 Kaitlen's answer about cold calling and fear of failure
18:10 Jessica and Kaitlen discuss learning cold calling and coaching
19:24 Ashley's advice on how to get over the fear of cold calling and Metadata's methods of cold call coaching
====
22:55 (question from the audience) is cold calling dead?
23:18 Jessica: "If you're not calling, you're leaving money on the table, you're not prospecting in full effectiveness.
====
24:15 (question) Thoughts on voicemails, is it worth it?
24:35 Kaitlen: "It's an additional touchpoint that helps to build momentum - 3 voicemails increase the chance of callback by 33%, tips on leaving a voicemail.
25:55 Ashley's about the advantages of cold calling and voicemails: "statistics show that leaving voicemails has a huge impact on conversions.
====
28:00 (question from Mikey) "How do you change the mindset of SDR for cold calling
28:30 Jessica about useful exercise to overcome negative intruders and fear of cold calling.
32:15 Ashley's advice on how to help reps to perform at the top-notch.
34:35 Kaitlen: "let reps have ownership of their results and support them where gaps are."
37:36 Jessica about what to do when reps are struggling and what questions to ask them.
39:20 Ashley about reps' ownership mindset and how to enable success.
====
40:36 (question) What common mistakes/trends do you see SDRs are making on the way to top performance.
40:59 Ashley about mistakes every SDR makes while doing outreach: "Don't make emails self-focused."
42:00 "Focus on the value-add - share information that can make customer's life easier."
42:30 Kaitlen's answer: "Don't burn opportunities, slow down and do the research to add personalization in your first touchpoint."
44:15 Jessica: "Focus on value; What's in "it" for me?"
====
45:40 (question) How to create a culture of productivity for reps if you are working remotely
46:33 Jessica about Kaizen (continuous Improvement) and work-life balance.
48:05 Kaitlen about the culture at Outreach and techniques to improve communication
51:15 Ashley on Metadata's culture, trust, and why she doesn't ask reps to do 100 cold calls a day.
Ending:
56:14 Thank you, Drift for the webinar:
RevGrowth Virtual Summit on August 26, 2021, 12pm ET, 9am PT.
---
Thanks a lot for the awesome content, SH!
Victor
p.s check my channel :)
Do you have an example of a Bingo card?