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Superstar SDR 5: Mikey Pawell from DocSend
Manage episode 311533584 series 3138378
תוכן מסופק על ידי Tito Bohrt. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Tito Bohrt או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.
Hi all! Today we will reverse engineer the success of Mikey Pawell, from DocSend. I hate to admit it, but in this occasion I actually felt like Mikey was executing something 10x better than me. It was humbling to talk to someone whose figured out direct mail to this level. If I am the expert of Cold Calling, Mikey is the expert of Direct Mail.
If you want to join the series or nominate a colleague, please tag them in the comments or send me a message. We've already had Louise Trump, Allie Hudson, Jackie Lipnicki and Sam Silverman participate.
The topics covered, are indexed below. I have bolded my favorite answers. If you don't have 40 minutes to watch this, just jump around.
Without further ado, welcome Mikey!
Topics covered:
0:00 -> Intros.
1:30 -> What is DocSend?
2:10 -> Team structure, reporting, tools. Small team, mostly outbound. Sales Nav, Outreach
5:30 -> Contact distribution across SDRs
7:10 -> Call scripts? Email Templates
8:20 -> What Mikey does to get better very day.
9:40 -> Meeting quota, Buyer Personas, and Quota.
13:10 -> Where Mikey gets Meetings from.
14:00 -> things Mikey has done to get meetings. MIND BLOWN!
16:00 -> How Mikey finds the information he needs to do direct mail.
17:20 -> An example of how Mikey would personalize a direct mail campaign to me.
21:30 -> COLD OUTBOUND WORKS! Customers close that had no intent to buy, but Mikey identified them as good targets and eventually closed a deal!
23:20 -> Having fun as an SDR. Be a giver! You'll get them excited
28:00 -> What keeps SDRs Happy. Salaries, and why SDRs try to get promotions very quickly.
32:20 -> Favorite Spiffs!
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