Outbound Insider

Believer / SaaS Seller / Builder — Outbound systems + breaking into tech

Get Outbound OS · The outbound system I personally run

[Outbound Insider @NotoriousROI]

most reps can’t even tell you how many deals they need to hit quota

they just go off of vibes and hope it works out

I broke down the math behind crushing your quota here: https://t.co/kzyZMieJQr

[Outbound Insider @NotoriousROI]

@BowTiedWave It never ends man, why I preach discipline. Those that can show up and do the work even when they don't feel like it have a huge advantage over everyone else imo

[Outbound Insider @NotoriousROI]

@itsbullionaire_ Man, territory and manager matter 10x more than reps realize when interviewing at a company. Best advice is to talk to current reps in your role and offer to buy them a coffee for their candid opinion on things

[Outbound Insider @NotoriousROI]

@yevrrah Plenty of SaaS companies do this already? Shopify is the main one I can think of. Shopify Academy is legit

[Outbound Insider @NotoriousROI]

@nickrgrs Being able to make doctor money with a degree in history is absurd. Not another career out there with better ROI

[Outbound Insider @NotoriousROI]

@revenumaxxing Misconception is that discovery is just the first call. You should be doing discovery on every call in the cycle

[Outbound Insider @NotoriousROI]

@SaaSdownunder Been off both for the last 6 months. Haven't missed em for a second tbh (I now have a crippling addiction to X)

[Outbound Insider @NotoriousROI]

Coaching a rep who is struggling to book meetings. These are their metrics.

Here was my assessment:

Access is fine, conversion is the obvious issue. Their skill isn’t the issue I addressed (listened to calls), it was their target.

When you see data like this, it usually means they’re calling the wrong people.

I’m having them go through and properly tier their accounts based on the strict ICP parameters we constructed together on the call.

Confident numbers will see an uptake in the next ~2 weeks.

Do you see anything else in these numbers?

[Outbound Insider @NotoriousROI]

@Pipeline_papi congrats man! celebrate it and get ready to get after it as an AE

[Outbound Insider @NotoriousROI]

@TheJeremyHaynes Actually very solid advice. Also protects you more from burning them out and negativity in general. A lot of more tenured reps know to run themselves around that 80-90% range by default from previous burnouts anyways

[Outbound Insider @NotoriousROI]

@Maryamsuara It’s a thankless job for sure. Go out of my way to show my appreciation to the SDR team

[Outbound Insider @NotoriousROI]

@TheSalesBull1 Analog, face to face, and relationships are all going to be in higher demand than ever soon enough

[Outbound Insider @NotoriousROI]

if your goal is financial freedom, why are you chilling so much?

not saying you gotta be on 24/7, I think there's a necessary balance. but your life should look different when you're pursuing huge goals

you gotta be different to be different. you don't just wake up one day and accomplish your dreams in the blink of an eye

it could take a decade or longer, and you could suck for majority of the time!

but put your head down, make progress every single day, and swing for the fences

i know i am

[Outbound Insider @NotoriousROI]

For SMB reps, your territory needs to look roughly like:
- Tier 1: 60-80 accounts
- Tier 2: ~200 accounts
- Tier 3: Unlimited (put in nurture cadences)

Contact data decays right at ~2%/month, so you need to re-tier all accounts in your book at the beginning of each new quarter

[Outbound Insider @NotoriousROI]

So you have 500+ accounts that marketing just uploaded in your book for the new quarter. Now what?

Tier all of them, one by one. It may take 1-2 days, but it's an absolute requirement.

You'll want to know 4 things before an account gets real time from you:

1. why should I prioritize this company?
2. why now?
3. who actually owns the problem within the company?
4. what would make them act?

Tier 1 accounts will have an answer for all 4 questions.
Tier 2 accounts will answer 3 of them.
Everything else is Tier 3 and not prioritized for now.

You can do all the cold outreach in the world, but if you aren't smart with your time you can get behind the 8-ball real quick.

[Outbound Insider @NotoriousROI]

@chriswray_ 100%. just started building my version of this for sales reps, incorporates all that you mentioned. lots of room for growth obviously but I see the vision

[Outbound Insider @NotoriousROI]

@ImAntCalabrese Right now I’m at 75/day. Gradually aiming to get them up to ~125/day then plateau and test at that level

[Outbound Insider @NotoriousROI]

Halfway through the week, already crushed my activity goals I set for myself

Rest of this week I'm focusing more on re-tiering my new accounts, reviewing cadence performance, and pushing the ball forward with my current pipe

Weeks like this can be rare so gotta enjoy them

[Outbound Insider @NotoriousROI]

@SalesPsych0 Absolutely, just so wrong yet confident it's astounding at times

[Outbound Insider @NotoriousROI]

The amount of “is now still a good time?” emails/texts I’ve had to send today has been humbling

[Outbound Insider @NotoriousROI]

@johnternus This will the the most dropped phone of all time