Superstar SDR 1: Sam Silverman from Outreach.io

Mastering Sales Development

Hi all, and welcome to the first episode of the new SDR Superstar Series, where I (Tito Bohrt, CEO of AltiSales), interview the best SDRs out there and try to Reverse Engineer how they got there. This is not only about their best email or their best pitch, but the whole organization.

What keeps them motivated? How is their comp structure? What tools do they use? How much time do they spend finding prospects data. We cover everything.

Each episode will grab the best SDR from a certain company. If you are the best SDR, manager or a peer of a Superstar SDR, contact us at [e-mail] to get nominated for the show.

To Qualify for the series:

- We'll have to verify with 2-3 people that you are indeed the best SDR in the company (or very close to the best)

- You have to be willing to share everything you know

- You need to be 100% honest about your work and what your company does to enable you

Without further ado, here's our first episode.

Welcome, Sam Silverman!

(If you'd like me to ask additional questions to future interviewees, please tag send us an email to [e-mail] and suggest new questions!

Indexing the call:

1:08 -> What is Outreach

2:24 -> What does Outreach provide you in terms of Leads, Scripts, Templates?

3:55 -> Can you craft your own emails, or do you get templates?

4:35 -> Does Sam do Inbound, Outbound, or both? What are the rules of engagement?

5:52 -> How does Outreach structure compensation?

8:00 -> How much is base salary vs. commission?

9:05 -> How big is the accelerator kicker?

10:00 -> Sam Silverman's secret sauce to be the best SDR.

11:35 -> the source of Sam's meetings (phone vs. email)

13:30 -> How Sam strategically prepares for the week and gets his work done.

15:10 -> Minimum activity metrics at Outreach for SDRs.

16:20 -> Why does Sam go for the big fish Accounts?

17:25 -> How personalized are Sam's emails?

19:55 -> How are your lists segmented?

21:30 -> Last comments from Sam about SDRs as a career choice

How and Why to get in touch with us:

To learn more about how Outreach.io can streamline the workflow of any customer facing rep at your company, reach out to Sam Silverman.

To learn more about AltiSales can help you set up your first SDR team or help you make your team 3-4x more productive using best practices, reach out to us at [e-mail]