3 things you'll learn about outbound sales in 2024:
The 10 rules of outbound
What's working for Harry
And what I'm working on with outbound at Agorapulse
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Harry Sims is the SDR Leader at Scratchpad.
Harry has been working in sales for the past 12 years and leading/building SDR teams for the past 7 years.
Connect with Harry on LinkedIn
https://www.linkedin.com/in/harry-sims77777/
Subscribe to Harry's newsletter: https://www.personal-prospecting.com/
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📬 For more prospecting and sales development tips, join 3,712 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
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Chapter
(00:00) Outbound sales expert
(01:24) The Limitations of Playbooks and the Need for Autonomy
(06:07) Educating Prospects and the Importance of the First Meeting
(07:34) Understanding the Prospect's Awareness and Education Level
(08:32) Targeting the Buyer and Business for Effective Outbound
(10:30) Using Lawsuits and Technographic Data for Targeting
(12:28) The Importance of Targeting in Outbound
(20:06) Generating Ideas for Messaging through Customer Feedback
(23:27) Gathering Insights from Customer Calls and Interviews
(26:49) Using Champion Data and Referrals for Targeting
(30:11) Tracking and Enriching Data for Effective Outbound
(32:32) The Experimental Nature of Outbound and the Future of Personalization
62. The 10 Rules for Outbound of this SDR Leader at Scratchpad: Harry Sims.