Welcome to the SDR Game podcast. I'm Elric, your host, and SDR Leader at Agorapulse. You'll get advice and tangible tactics that work best TODAY about pipeline creation, prospecting (cold calling, cold emailing, social selling), productivity, and sales careers. The content is a mix of solo episodes, interviews, and chats with B2B SaaS and Sales Development leaders, and SDRs (Sales Development Representatives).
Grab the SDR P&L CalculatorAsk: Submit your questions here (anonymous)Jay Glenn is the founder of Jay Glenn Agency, where he helps B2B companies build financially sustainable SDR programs. After witnessing mass SDR layoffs in 2022, Jay developed a suite of P&L calculators that have become essential tools for SDR leaders proving ROI to their executives.We discuss:- Why 2022 was the wake-up call for SDR financial accountability- The SDR P&L Calculator — walkthrough of inputs, outputs, and the 7.91x return benchmark- The $50K ACV threshold for sustainable SDR models (and why lower ACVs fail)- Customer lifecycle as the most underrated profit lever for SDR teams- When to hire SDRs vs. when to invest in product and full-cycle AEs- The Headcount Gap Calculator for modeling scale decisions- Why inbound and outbound need separate conversion rate assumptions- How to present SDR financials to your board (with or without good news)Referenced:- Jay Glenn on LinkedIn: https://www.linkedin.com/in/jayglenn/- Jay Glenn Agency: https://www.jayglenn.co/- RepView (SDR compensation data): repvue.com- Clay (market research): clay.com- TitanX (phone deliverability): titanx.comWhen you're ready
Want the prompt I used for this test?And my AI Prompt Library with 30+ outbound prompts?Upgrade now in my newsletter here.--We're back. I tested 6 AI models head-to-head (including the two newest) for account research so you can pick the best.- GPT-5 Thinking (NEW)- Claude Opus 4.1 (NEW)- ChatGPT o3 (Previous winner)- Gemini 2.5 Pro- Grok 4- Perplexity Deep ResearchFull breakdown:https://newsletter.outbound.kitchen/p/i-tested-gpt-5-and-opus-41-for-account--Chapters:(00:00) Previous results & new models(03:15) ChatGPT-5 Thinking(06:43) Claude Opus 4.1(09:15) ChatGPT o3(11:25) Gemini 2.5 Pro(13:48) Grok 4(16:12) Perplexity Deep Research (19:12) Rankings & Recommendations
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Grab the “Q4 Calculator” spreadsheet here. --- Next up, check out this episode: How to use Perplexity AI for outbound --- Ask: Submit your questions here --- When you're ready
Grab the prompts we used in this episode here. --- Ask: Submit your questions here --- When you're ready
Ask: Submit your questions here --- When you're ready
Read the written version of the Cold Email Deconstruction here. --- Ask: Submit your questions here --- When you're ready
In this episode, we'll discuss: How to plan your week How to execute daily How to follow up properly Celine Hoyle is a top BDR and BDR Team Lead at Mosaic. Celine's performance: Q1 '24: #1 BDR (144% of quota) Q4 '23: #1 BDR (122% of quota) Q3 '23: Ramping (137% of quota) Connect with Celine on LinkedIn: https://www.linkedin.com/in/celine-hoyle-6588a117b/ Here's more information about Celine's accounts and buyer personas: ICP: B2B SaaS companies with 50-500 employees Persona: Finance leaders, and CFO Market: English-speaking countries --- Btw I already recorded 2 other episodes with the Mosaic team, listen to them here: Ashley Hamano, Senior BDR at Mosaic -18: Top BDR: $1.6M in pipeline created with cold emailing, LinkedIn, a chatbot, how to rank prospects: CFOs and accounts, and her different sequences Matt Roberts, SDR leader at Mosaic - 1. Buyer personas, Multi-channel, prospecting Attribution, Tips for future SDR leaders and new SDRs ----
In this episode, you'll discover the strategies of a successful Enterprise SDR: How to organize your day as an SDR How to use videos in your outreach How to adapt your outreach approach Jacob Farmer is a Strategic Accounts SDR at Muck Rack. Since he's joined Muck Rack: He sourced $5.86 million in pipeline, the highest in company history He brought in over $765,000 in annual recurring revenue, ranking among the top three reps. He consistently hit or exceeded his meetings held quota. Connect with Jacob on LinkedIn https://www.linkedin.com/in/jacobfarmer1/ Here's more information about Jacob's accounts and buyer personas: Segment: Enterprise with $500M+ in revenue and over 250 employees Personas: PR professionals Industries: All Market: North America ----
In this episode, we'll discuss: How to plan your week How to execute daily How to follow up properly Quitterie Lafont is a top-performing Enterprise Sales Development Representative @ Datadog In February 2024, Quitterie was the global Top Performer SDR Enterprise with 267%. In March 2024, she achieved 173% and was the Top Performer SDR Enterprise EMEA. For Q1, she reached 190%. Connect with Quitterie on LinkedIn https://www.linkedin.com/in/quitterie-lafont-9850b7164/ Here's more information about Quitterie's accounts and buyer personas: Segment: Enterprise (5k+ employees) Personas: DevOps, tech leads, CTOs, e-commerce, back-end and front-end engineers Industries: She doesn't focus on specific industries Market: French market ----
In this episode, we'll discuss how to use AI to: Score and prioritize accounts. Research accounts. Prospect. Benyamin Holley is an Enterprise SDR at Lightyear, and Founder of Lazy Sales Benyamin is building a true enterprise outbound motion from the ground up. Helping refine targeting, messaging, processes and tooling. He booked meetings with 2 of the F500 so far. In Q1 '24 - #1 in outbound sales accepted meetings. Connect with Benyamin on LinkedIn https://www.linkedin.com/in/benyaminholley/ If you want to work with Benyamin, check his website: lazysales.xyz Here's a bit more info about Benyamin's accounts and buyer personas: Segment: Enterprise, Fortune 500 Personas: IT leaders Industries: All Market: North America ----
In this episode, we'll discuss: The different outbound sequences Teddy uses His cold-calling framework How to use your analytics and reports to improve your results Teddy Frank is a top-performing SDR @ Atrium Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%. Connect with Teddy on LinkedIn https://www.linkedin.com/in/teddy-frank-690b501b7 Here's a bit more info about Teddy's accounts and buyer personas: Personas -> 2nd Level+ Sales and RevOps Leaders (occasionally SalesDev) Industries -> Software Development, IT Services / Consulting, Computer / Network Security Org Size -> 51+ folks in sales org (ranges from 300 - 10k employees) ----
In this episode, we'll discuss: Prospecting current customers and prospects The signals John uses to reach out to his accounts Strategies for engaging an industry that is not very active on LinkedIn John Ciannello is a top SDR @ Fourth. John started as an SDR six months ago and averages 130% of his fully ramped quota, achieving 500% in his second month of onboarding. Connect with John on LinkedIn https://www.linkedin.com/in/johnciannello ----
In this episode, we'll discuss: The differences between a dedicated SDR model and a scaled model How to develop a scaled model from the ground up The essential tools and infrastructure required Collin Stewart, the CEO of Predictable Revenue. Here's what Collin has done: Bootstrapped Predictable Revenue to millions in revenue Expanded the revenue team to 11 members Grew three companies from zero to $1 million as only sales hire Connect with Collin on LinkedIn https://www.linkedin.com/in/collinstewart/ ----
3 takeaways from this episode: Social selling: using voice notes, and videos Social selling with different buyer personas than sales and marketing leaders How to overcome the fear of cold calling — For more prospecting and sales development tips, join 2,611 SDRs getting the newsletter here: https://sdrgame.substack.com/ — Welcome to Episode 28, where we immerse ourselves in the world of a top-performing BDR, Holly Allen of Deel. She exceeded her target by 260%, got the 'Rookie of the Quarter', and 'Influencer' awards all in Q1. Join us as we deep dive into: Dropping sequences and emails for LinkedIn, voice notes, and cold calling Targeting new accounts LinkedIn Sales Navigator lists Prospecting triggers Video prospecting Follow-ups Cold calling: Overcoming fears, effective end-call strategies, and time management (0:00) Top BDR at Deel (2:07) No sequence, and no emails (4:52) Why Social selling (7:43) How to go after a new account (9:27) LinkedIn Sales Navigator lists (10:53) Triggers for prospecting (13:34) LinkedIn voice note (17:47) Voice note and a message? (19:19) Follow up after the voice note (20:14) Video prospecting (23:29) Multithreading (24:18) Cold calling (30:07) End of a cold call (30:39) How to manage your time with social selling and cold calling (32:01) How to overcome the fear of cold calling (34:18) Social selling with CFOs and HR leaders (36:39) Favorite tool for prospecting on LinkedIn (37:14) Favorite resource to grow as an SDR (38:22) Advice for new SDRs Follow Holly: LinkedIn https://www.linkedin.com/in/hollyallen1/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message
If you missed part 1, listen to the episode here: https://link.chtbl.com/build-high-performing-sdr-team --- In this episode, you will learn 3 key things: Take ownership of the SDR hiring process and work closely with talent teams and agencies to find the best candidates. Write an engaging job description that emphasizes the role's benefits and appeal. Utilize scenario-based interview questions to gauge traits like extreme ownership and emotional intelligence. --- Chris runs 2 businesses: - He helps SDRs hit quota and get promoted. - He helps SDR Leaders build high-performance SDR teams. Chris has led SDR teams for 8 years at Tessian, Peakon (Workday), and Perkbox. Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-ritson Subscribe to his newsletter: The Pipeline Post https://the-pipeline-post-9a4342.beehiiv.com/subscribe ---
4 things you'll learn in this episode: How Mike writes cold emails. What to do before sending emails The mindset behind writing emails. The framework for cold emails. Mike Wander is a former Account Executive at Lavender. Despite describing himself as a mediocre salesperson and an average email writer, his results tell a different story. Mike's results: In his first 90 days at Lavender, Mike managed to book meetings with 87 out of 103 accounts only from cold emails. His email open rate stands at 65.3%. He has a 45.8% reply rate on cold emails. Connect with Mike: https://www.linkedin.com/in/mikewander/ ---
In this episode, you will learn 3 key things: Is leadership right for you? The transition from being an IC to a leadership role Tactical tips and insights from KD on leadership --- KD, Kevin Dorsey, known as the Father of Modern Leadership. Here's what KD has done as a sales leader: At Bench, he led the team to their first $1M ARR month, tripling their customer base. At PatientPop, he expanded the team to over 170 members, doubled conversion rates, and tripled the sales pipeline. At ServiceTitan, he successfully grew the team from 20 to more than 70 in just one year. Connect with KD on LinkedIn https://www.linkedin.com/in/kddorsey3/ Resources mentioned in the episode: KD's course: Sales Leadership Accelerator https://www.salesleadershipaccelerator.com/ Books: Radical Candor by Kim Scott Sales Manager Survival Guide by David Brock Cracking the Sales Management Code by Jason Jordan The Connector Manager by Jaime Roca, and Sari Wilde ---
In this episode, you will learn 3 key things: The importance of hiring the right people to build a high-performing SDR (Sales Development Representative) team. How creating a team culture and playbook can align behaviors and drive high performance. The significance of understanding individual goals and linking them to sales performance to boost motivation and commitment. --- Chris runs 2 businesses: - He helps SDRs hit quota and get promoted. - He helps SDR Leaders build high-performance SDR teams. Chris has led SDR teams for 8 years at Tessian, Peakon (Workday), and Perkbox. Connect with Chris on LinkedIn https://www.linkedin.com/in/chris-ritson Subscribe to his newsletter: The Pipeline Post https://the-pipeline-post-9a4342.beehiiv.com/subscribe ---
Episode #3: My Journaling Journey - My Lessons on SDR Leadership in 2023: Team Layoffs The Evolution of the SDR Model Hiring Strategies SDR Creators Send me a message on LinkedIn to let me know what you think about the episode: https://www.linkedin.com/in/elriclegloire/ ---
3 things you'll learn about cold outbound LinkedIn messages: Common mistakes in cold outreach. The importance of research before sending the message. Revamping your approach to start a conversation. 2 weeks ago, I received an ineffective cold LinkedIn message from an SDR at a B2B contact data company. Today, I'll show you how I improved it to start a conversation with my prospects. --- If you'd like me to review and enhance your outbound messaging, feel free to send me a DM on LinkedIn. I'm eager to help you refine your messaging. ---
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 --- 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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