CONQUER YOUR MARKET

- THE B2B OUTBOUND SALES RECIPE -

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1

INTRO

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2

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QUICK QUESTIONS

1 - Sales background?

Anyone already did prospecting?

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2- Outbound in place?

With SDR/BDR already? They focus on calling?

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3- ARR?

<1m€? | 1-10m€? | >10m€?

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EXPERT - HATED BUT NEEDED 🙊

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STRATEGY

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ARR target ÷ avg. ACV = needed closed-won (CW)

↪ CW ÷ 20% = needed SQLs

↪ SQLs ÷ 10% = needed targets’ list

↪ SQLs ÷ 60<>120 = needed BDRs

BUILD THE MATH FORMULA

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PS: that’s on the paper. It’s a test and learn process, it requires trials, improvements, and patience.

YOUR TARGET LIST = YOUR STRATEGY

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Simple criteria to separate your tier-1 companies from the rest.

Do it in a comprehensive way, you’ll find your REAL total addressable market (TAM) (!)

Build it manually, quality matters.

3-5 decision-makers / champions per company (with mobile phones!)

Don’t over-complicate the research (=bullshit, =procrastination)

THE MESSAGING = YOUR PROSPECTS’ WORDS

Your messaging = their pains / needs, or the “underlying stake” if no clear pain.

Forget your solution and your marketing blabla. Don’t talk technical, features or benefits.

They don’t give a s*** about your solution. Make it about them, not you.

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ex: Mindsay, Orchestra.

BDR/AE HAND-OFF

Very clear qualification criteria, and objective validation criteria

BDR/AE Communication is the key:

BDR shares comprehensive notes with the AE, and the call recording

Transparent and public feedback from AE after each meeting (improvement loop)

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COMPENSATION

Pay your BDR well! A good sales rep must earn money

Give aggressive commission plan (they should be able to x2, up to 50-60K€)

Commissions on SQL, not on closing (it’s too far away, and it’s unfair!)

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FORGET THE “DEMO”! 👿

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AEs are not “presentators”, they are sales reps!

The main word in “consultative selling” is selling.

Put them in a “sales/buying process” early on, it’s sales, not tinder!

Demo agenda:

5-min intro & mini-contract

15-min deeper qualif’

20-min demo with slides & use-cases

10-”conditional” closing - conditions - objections - clear next step

PROSPECTING

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MULTI-CHANNEL -> TO GET THEM ON THE ☎️

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Multi-channel - of course, to maximize chances of calling.

Cold-calling = (still) the most powerful sales channel (really trying to sell a complex 50K€ product by email..?!)

Emailing & Linkedin:

to create visibility, to engage a conversation, not to sell!

to prospecting what texting is to dating - just to spark interest

CALLING 101 ☎️

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Decision makers + Mobile phones

80-100 calls /day -> 10 conversations /day

Intensity - sessions

CRM -> spreadsheet or calling app (no distraction)

Super organized -> F-up is KEY, fortunes are made with f-ups

F-up till it hurts (or becomes useless)

Get objections ready, don’t be surprised

EMAILING 101 💌

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Keep it short

subject line: 1-4 words

text: 3-4 sentences, clear, readable on mobile (1 screen)

Call out challenge they face (make it about them!)

Mention a potential better alternative

Only one clear question/CTA - low friction (don’t ask for time!)

HUNTERS

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WHO YOU WERE ≠ WHO YOU ARE

Attitude > Experience. Search for motivation + coachability.

Because you did it yesterday doesn’t mean you’ll do it today. It’s about motivation, not skills

Motivated for his own sake, for his own success. Egoism is your sales fuel.

Impatient, not interested in building relationship, just about his own goal (with tact of course!).

Extremely positive, cheeky, smart, naughty, master but break rules

Facing rejection, but not as a looser!

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“The weapon doesn’t make the fighter, the fighter makes the weapon”�Don’t get mad with tools -> bullshit.

CONQUER YOUR MARKET

- THE B2B OUTBOUND SALES RECIPE -

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