#flip-the-script

A collaborative community for SD leaders to grow, share insights, and solve the biggest challenges that face modern day Sales Development.
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chat_bubble_outlineSam Schooley answered on
Outreach templates

I'm doing some research on the best copy for outreach templates (initial outreach + subsequent sequences). Does anyone have any resources or copy they've found successful in the past?

Posted 1 day ago by
Logan KostrounSenior Account Executive at GoCo.io Inc
If you're looking for inspiration for 'generalized' email cadences, here's a resource I came across a while back: https://goodsalesemails.com/That said, a more personalized outreach methodology, e.g. Becc Holland 's playbook, will yield much more successful results.
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about 24 hours ago

Mourad Ben MahmoudOperations / Sales at Btwinz Ventures
Hey, would love to help you craft one. 
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about 9 hours ago

Sam SchooleySDR Consultant at Vendition
Hi Emma--would love to help out.  I've built a few dozen templates for a variety of companies--and would love to lend my XP to a group that's doing amazing things like NSC!
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about 1 hour ago

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chat_bubble_outlineDaniel Andrade answered on
How do you prepare your prospect for a successful first call meeting?

We book call meetings with prospects and we feel like we could do a better job preparing our prospects before the call meeting, but how? Call checklist? Sending additional marketing materials?

Posted about 11 hours ago by
emily hainesSDR Manager at Handshake
I think the biggest opportunity is to set the right expectations during prospecting. SDRs are typically not setting up a call to "show you how we can help" they are setting up a qualification or discovery call so the messaging from the start should communicate that
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about 5 hours ago

Daniel AndradeSales Consultant at Quote Kong
The meeting whether is a diagnostic call or demo is important because no shows will take other follow up instances that you want to avoid. My approach is to 1) send any material you offered during your previous touch-point. 2) A relevant case study. 3) A confirmation of the time and day of the meeting that can be added to their calendars. The third is a must in my opinion and the first two are optional.
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about 2 hours ago

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chat_bubble_outlineJulian Torres answered on
Where are you finding your next sales person?

Hello Bravado Family,


My name is Dan Richards, I’m the Sales and Marketing Manager at a B2B building recovery service company in San Francisco called Ideal. I’m currently preparing to start the search for my next sales person and I’m extremely interested in how the hiring market is out in the San Francisco Bay Area.


For those who have recently hired someone or is currently looking for someone to hire, where did you look to find your sales person and for those who are currently looking, how is your search going?


-Dan

Posted 3 days ago by
Steven SchmidtDirector of Sales at Kinetic
Dan -We are hiring mostly in NYC and have found that referrals are the best and most reliable source.  Posting any job listing on LI seems to be the worst (or best depending on how you look @ it), way to get an influx of resumes. That's how I landed @KINETIC - referral from the director of Demand Gen.  
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2 days ago

Sahil MansuriCEO at Bravado
Hey Dan Richards 👨🏻‍⚕️🏢  - are you looking for advice on recruiting solutions or places to source your own talent? Recruiting solutions: The best firm for SF is Carolyn Betts' firm Betts Recruiting, which I've used many times. Happy to make you an intro. Otherwise, you can check out Rainmakers, CloserIQ, Vettery, Angellist as potential sources.Sourcing your own: There is no better way to do this than LinkedIn. Sales reps are on LinkedIn all the time, and you can just reach out to them via messaging and have a conversation. Find reps who have sold competitive solutions or sold to the same target buyers as yours, and start there. You can also do this on Bravado itself if you'd like; our pool of talent is much smaller, but we do have data on which clients a sales professional sold to which can be useful. Either way - good luck!
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2 days ago

Julian TorresSDR at Vendition
Hi Dan Richards 👨🏻‍⚕️🏢 - our company is always hiring entry-level sales reps. We use many different sites and grass roots strategies to look for a diverse candidate pool. I was once an internal recruiter on our team who specialized in that and would love to offer any advice or better yet, connect you with one of our more senior members. Just let me know and I'd love to help in anyway.
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about 3 hours ago

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chat_bubble_outlineKevin Mulrane answered on
How are you using video into your sequences?

I would love to know details such as, do you do video-only sequences? Do you just use a video for the first email?

Posted 1 day ago by
Mourad Ben MahmoudOperations / Sales at Btwinz Ventures
We did a video for the 1st step of our cold outreach sequence, click-through rate was great, compared to text-only sequences, it didn't really impact the conversion rate. Still figuring out what to do differently to see how video might fit in properly. 
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1 day ago

Sam SchooleySDR Consultant at Vendition
If you’re a product leader-and hear things like ‘wow this is amazing’ or ‘I never knew you could do this’ when demoing-providing vignettes / product tours using the PiP feature from Vidyard is great!
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1 day ago

Kevin MulraneVP Global Sales at GlobalWebIndex
The biggest impact for video across my teams has been leveraged during the sales process.  I have not cracked the code on best practices for outreach but since we are finding value during with open pipeline, we are going to figure out some similar use cases for cold prospects.  
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1 day ago

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chat_bubble_outlineMourad Ben Mahmoud answered on
Welcome to Flip the Script! :)

Hello everyone and welcome to the Flip The Script community! My name is Becc Holland, Head of Sales Development at Chorus.ai and founder of FTS. It’s crazy that our little pizza meetup group has turned into a community of over 500 members nationally, and I’m thrilled to get the chance to build the future of sales with you.


Since many of us haven’t met before, I’d love to get to know everyone here & hear your thoughts on what topics you’d like to see covered next to better gear our content to what you’d like to see! If you’d comment on this thread with a quick “Hi, This is me, this is where I work, & here’s what I’d like to hear more about in the Sales/Sales Dev world that would make my job easier & better!” 


Looking forward to hearing from everyone and being on this journey together - Let me know if I can be of any help along the way!

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Posted 22 days ago by
Benedict FoxSales Systems and Enablement Professional
Hey! I recently joined Rescale (cloud simulation platform) as Sales Systems Manager after 2.5 years as an AE at Salesforce. My current responsibility is building and managing systems to support sales force productivity. I administer Salesforce and related tools (Linkedin Sales Nav, DiscoverOrg, Outreach, Salesforce Partner Community, more to come) and generally optimize our processes and strategies. I look forward to engaging with this network around all things systems to support your teams!
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8 days ago

Daniel AndradeSales Consultant at Quote Kong
My goodness, this is priceless! My name is Daniel, now doing outreaching to advance my sales career in AE roles. Mostly been working at early-stage startups grinding hand-to-hand with founders. My job at Quote Kong was awesome where I was selling all over Canada construct-tech SaaS. Right now we are going into development and decided to be a young entrepreneur myself. Sales is my main core then I'm on this journey for life. Grateful for all of you and any people that want to push forward data-driven support systems discussions.    
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5 days ago

Mourad Ben MahmoudOperations / Sales at Btwinz Ventures
Hello from Paris! My name is Mourad, I'm currently managing an inside sales team at Alphalyr.com and I do part-time ops with Btwinz ventures. I just restructured our sales department into: Team CRM, Team Engagement and Sales. This way our SDRs can focus on warmed-up prospects and their cold calling numbers are skyrocketing, 250k ARR in one month. Looking forward to chat with you all. :)
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1 day ago

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chat_bubble_outlineJay Sharma answered on
Flip The Script Lunch?!

Friends - we had discussed doing a Flip The Script community lunch! I'd love to make that happen week after next... maybe Friday the 27th?


Especially as the weather has been SO nice :)


I'm happy to host it, or we can do it wherever Becc Holland would prefer!!


Anyone game?

Posted about 1 month ago by
Will GordonPresident/Founder at Search Partners
Just joined. Count me in as well. 
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23 days ago

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Neerav MehtaCEO at Red Crackle
I am interested as well.
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5 days ago

Scott WeinsteinSales Lead at Ruvna
Sounds like a great idea. Too bad I’m in NYC. If anyone is local to NYC or in the area I’d love to have one here as well!
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4 days ago

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chat_bubble_outlineBarbara Giamanco answered on
Should you personalize after 1st email?

It's a lot easier to personalize the first email, then send out templates. Do you repeat the same content, or do you actually personalize each email?

Posted 3 months ago by
Becc HollandHead of Sales Development @ Chorus.ai at Chorus.ai
I personalize every email! :) I've heard of the "Agoge sequence" where you personalize the first email and then just use that to "fuel" the rest of your outreach, by sending follow up templates that say "Any thoughts?" "What do you think?" I mean, I get it. But I don't like it. I don't like it as the prospect.  I never respond to the same thr...See more
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3 months ago

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chat_bubble_outlineNeerav Mehta answered on
How many FTS folks would be open to continuing the dialogue over a series of lunches? 

Although the FTS session are coming to an end, I think the movement towards personalization and recapturing the essence of sales development is just starting to take root. Out with arbitrary activity metrics, in with driving actual value for growing companies


For the last month or so a few SDR/BDRs have been meeting over lunch and chatting live about learnings and lessons from what we've put into practice in our own orgs from the FTS sessions.


If anyone is interested in joining our lunches and keeping the conversation going, ping me at kevinrgong@gmail.com or connect with me on LI and i'll make sure you're invited to the next one.


Hats off to Becc for gathering so many passionate sales folks under one roof and sparking a larger conversation!

Posted 3 months ago by
Patrick JoyceDirector of Business Development at Fullcast.io
I'm in Seattle - anyone else around here?
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3 months ago

Susan GonzalezVP of Marketing at Asgard Technologies
what are these acronyms what is FTS? 
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3 months ago

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Neerav MehtaCEO at Red Crackle
I am interested as well!
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5 days ago

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chat_bubble_outlineNeerav Mehta answered on
Personalization Cadence Specifics 

Becc,


Really great work the flip the script series has given me tons to think about.


I'm interested in flipping the traditional thinking of having the beginning of a cadence be heavy and the tail end trailing off. I was wondering if folks could provide some more specifics.


How many emails are in weeks 1,2,3, and 4, respectively?


DD

Posted 3 months ago by
Becc HollandHead of Sales Development @ Chorus.ai at Chorus.ai
Dan DeCoste Great question. My sequence is 16 steps in 21 days and works like this:Day 1 View LinkedIn profile & Source 4 -5 Unique premisesDay 1 Personalized EmailDay 1 Personalized Cold CallDay 2 Personalized Cold CallDay 8 Personalized EmailDay 8 Personalized Cold CallDay 9 Personalized Cold CallDay 13 Personalized EmailDay 13 Personalized Cold ...See more
Marked as best answer by Becc Holland
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about 1 month ago

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chat_bubble_outlineNeerav Mehta answered on
Appetite for sales systems/enablement conversations?

I am currently transitioning my career from sales to focusing on sales systems & enablement (coming from an AE position at Salesforce).


Is there an appetite in the community for conversations around systems (specifically within the Salesforce ecosystem) and enablement? If so I'd love to contribute and network with likeminded professionals!

Posted about 2 months ago by
Dominique (DJ) SantosSales Manager at Platterz
This is a great conversation to be had; I would love to be included. I am working to build out a position within my company to overlook all sales processes, tools, and enablement.  Earlier this year we implemented Linkedin Sales Navigator and Salesforce. 
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8 days ago

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Benedict FoxSales Systems and Enablement Professional
I am not sure how best to proceed to facilitate this conversation, so I think I'd like to propose a presentation that includes the principals I am following as we implement systems, and an overview and walkthrough of the systems we are putting in place. Maybe shoot for mid November, and I can post a zoom link for those that want to attend and engage in convo. Any thoughts?
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5 days ago

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Neerav MehtaCEO at Red Crackle
I am interested in being a part of this conversation. We use Freshsales but am interested in knowing about other tools that can increase our efficiency.
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5 days ago

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