Outbound Prospecting a SDR’s Perspective Sales Hacker

1. Outbound Prospecting
A SDR’s Perspective
Jorge Soto
CoFounder at Dashtab.co
Former Head of Inside Sales, MoPub at Twitter
@sotoventures

2. Who I am
12 years, Obsessed with Sales
Door-to-door to Enterprise
Serial Entrepreneur, Startup Sales
Training (S4S)
Always Startups until Twitter
Jorge@sales4startups.org

3. Who I am
$100 million at exit to Twitter in 2013
Led inside sales & demand gen
>
Jorge@sales4startups.org

4. Now
Jorge@sales4startups.org
www.dashtab.co

5. What is Sales
• It’s a game of inches
• A Process
• Finding the buyers
• Art of Effectively Dealing with Rejection
• Managing Self Emotions
• Art of Listening, Discipline, & Schedule
Jorge@sales4startups.org

6. Objective:
Create a highly qualified list of leads/prospects
that will be used to conduct cold outreach via
email, phone, and other outreach mediums.

7. Ideal Customer Profile:
1) Super Granular, Exact Employee!
2) Close enough, to Seek Referral

8. Ideal Customer Profile:
Company Level
SMB, Mid-Tier, Enterprise?
Characteristics?
Integrations?
Verticals?
Locations?
Size?

9. Ideal Customer Profile:
Employee Level
Title?
Decision Maker or Influencer?
Exact Title or Department Referral?
Location?

10. What do you ACTUALLY do?
Jorge@sales4startups.org
Ideal Customer Profile: Exercise

11. WHY should they care?
Jorge@sales4startups.org
Ideal Customer Profile: Exercise

12. How do they buy?
Can they sign?
Jorge@sales4startups.org
Ideal Customer Profile: Exercise

13. So…WHO is the buyer?
Jorge@sales4startups.org
Ideal Customer Profile: Exercise

14. WHERE is the buyers contact info
aka data
Add to tool or destination
Jorge@sales4startups.org
Data Entry & List Building

15. http://sales4startups.org/crowdsourced-list-of-todays-hottest-sales-tools/
Jorge@sales4startups.org
Tools:

16. Jorge@sales4startups.org
Case Studies:
(Saas)
(AdTech)

17. WIN NOW, WIN LATER, NEVER WIN
DETACH YOURSELF FROM OUTCOME
Jorge@sales4startups.org