Sam Nelson: Referral Magic from The Tenbound Sales Development Conference
You can usually spot Sam Nelson easily… he’s the guy with the blue dyed hair popping up at sales conferences and in your LinkedIn feeds, sharing his thought leadership with the community. His day job is the SDR Leader at Outreach (a Sales Enablement Platform)
Sam (SDR Leader @ Outreach.io) is a well known entity in the Sales Development world, and gave a great presentation on how he and his teams have integrated referrals into their outbound sequences with great results. We’ve compiled a few highlighted takeaways below for you, but you are going to want to take a look at the session recording to get the more granular advice.
Don’t train for perfection, train for the majority
Sam tasked himself with creating a comprehensive flowchart of all known objections and questions prospects would come up with, and the subsequent responses for his team. After creating this ‘nuclear bomb’ of a flowchart, he realized that spending so much effort for him and his team to train for those infrequent scenarios wouldn’t be as beneficial as putting their focus on the 80-90% of scenarios that they saw frequently. By not striving for perfection, his team improved overall.
Referrals from prospects are definitely worth your time
In his career, he’s had ⅓ of his opportunities come from prospect referrals! In addition, he found that those who were referred were significantly more likely to be engaged and close.
Working referrals into cadences increased response rates
In addition to the opportunities generated through the referrals, Sam also noted his teams saw increases from 1% up to 40% in reply rates when these referral techniques were integrated to their outreaches.
Turn that wrong dial into the right one!
Instead of saying thanks and ending the call when it’s been identified that you aren’t talking to the correct person, Sam teaches to use this as an opportunity to get info on who the right contact is. He warns to keep it simple though… your time is limited at this point so be strategic in your approach!
Click play below to watch his presentation for yourself
PS Tenbound just released a new Referral Training program specifically designed for SDRs... check it out here.
Hit us in the Drift chat for more info or click here to set up a call.
December 2022 November 2022 October 2022 September 2022 August 2022 July 2022 June 2022 May 2022 February 2022 January 2022 December 2021 November 2021 October 2021 September 2021 July 2021 June 2021 May 2021 February 2021 January 2021 October 2020 September 2020 June 2020 May 2020 April 2020 March 2020 January 2020 December 2019 November 2019 September 2019 August 2019 June 2019 May 2019 March 2019 February 2019 November 2018 October 2018 July 2018 April 2018 March 2018 February 2018 November 2017 October 2017 September 2017 June 2017 May 2017 April 2017 March 2017 February 2017 January 2017 September 2016 August 2016 May 2016 September 2015 March 2015 February 2015 January 2015
All Book Boost Sales Career Coaching Cold Calling Communities Conference COVID-19 Infographic Job Leaders Leads Management Market Outsourcing Pandemic Podcast Psychographics Sales Development SDR Seminar Social Media Team Technology Trade Shows Training Trends