2020 Sam Nelson Live Recordings
Favorite WFH Sales Things
I go through a list of my favorite WFH Apps, Software, Hardware, and miscellaneous other things that make SFH sales life better
Onboarding New SDRs Virtually w/ Mark Moshofsky
Outreach’s SDR Manager who is responsible for managing all of our SDRs for the first 90 days takes us through his approach to onboarding new SDRs remotely.
Enterprise SDR Strategies w/ Kyle Hermann and Heather Burke
Our top Enterprise SDR from 2019 Kyle Hermann and our Enterprise SDR Manager Heather Burke take us through our current approach to prospecting into the enterprise, and start closing multimillion dollar deals.
Weekly Standup/Meeting Schedule for SDR Managers
Walk through different approaches SDR Managers can take for their weekly standup and meeting schedule.
Prospecting Through LinkedIn
Approaches, tools, and strategies for using LinkedIn in your prospecting strategy.
Using Outreach as an AE w/ Alec Kimble
Outreach’s most effective self-sourcing AE, Alec Kimble, takes us through how he is able to use Outreach to prospect a significant portion of his pipeline while being a full time AE.
Being an SDR Longer than Expected w/ Sarah Brazier
Gong’s #1 SDR 2019 (and now record-breaking AE) talks about how to deal with and take advantage of the situation of being an SDR longer than expected.
Chief Sales Engagement Officer? w/ Jeff Winters
Sapper CEO Jeff Winters makes the case that there will eventually be a Chief Sales Engagement Officer who is responsible for all revenue and marketing.
SDR Principles in Green Eggs and Ham
Discussion about all of the important sales lessons in Dr. Seuss’ “Green Eggs and Ham.”
Email Objections
Talking through the different types of email objections and the simple strategies and copy you can implement immediately to increase opportunities generated significantly
Hiring Unconventional SDR Candidates w/Ernest Owusu
Ernest and I talk through SDR Hiring and 10 underrated SDR Profiles.
Video Prospecting w/ Justin Doornbos
Talking through different creative ways to use video prospecting with BombBomb OG Justin Doornbos
Transitioning to SDR Management
Talking through the good, bad, and ugly of transitioning to SDR Manager. Everything I wish I knew before becoming a manager.
How Drift Uses Drift with Julianne Thompson
Talking through how Drift’s SDR team uses their own tool from their SDR Leader, Julianne Thompson.
Making Sales Content for Salespeople
My personal approach to creating Sales Content for Salespeople.
Controversial Sales Development opinions
7 Controversial opinions about Sales Development that are important
Negotiating 101 with Joyce Juntunen
Joyce Takes us through her insanely popular presentation on Negotiating 101 publicly for the first time!
Meet Seismic! w/ Will Quigley
Top Enterprise AE Will Quigley introduces us to Seismic.
Designing Sales Competitions, spiffs, and incentives w/ Mark McWatters
Ambition’s VP of Sales gives us the inside scoop on their sales gamification software company gamifies their own processes.
Unleash Post Show
Discussing the highlights of Unleash 2020.
Virtual 90’s Dance Party
The legendary Virtual 90’s Dance Party of Outreach’s Unleash 2020.
Call Recording for Remote Coaching w/ Jared Smith
Gong’s SDR Manager gives us the inside scoop on how they use Gong on their own SDR team.
SDR/AE Remote Teamwork w/ Andrew Mewborn
Specific strategies you can use within Outreach to amplify prospecting through SDR/AE team effort.
Adapting Prospecting to COVID-19
Ways you can adapt your prospecting to COVID-19 using Outreach.
SDR Mindset
An approach to healthy mindset as an SDR. Going through specific common examples from SDR life.
Managing SDRs Remotely w/ Hannah Schuler
Discussing managing an SDR team remotely with Hannag Schuler, SDR Manager at GitLab the world’s largest fully remote company.
30/60/90 Plans for SDR Teams w/ Ken Amar
Ken, our highest performing SDR ever, and I both managed every new SDR in Outreach’s Seattle HQ office for at least a year in our careers. We talk through the 30/60/90 plan that has developed over time, and share all the templates you need to easily copy us.
7 Task Execution Strategies in Outreach
A deep dive into 7 of the most useful ways to filter tasks and when to use them.
Prospecting With Direct Mail w/ Nina Butler and Danielle Tocci
Talking through Alyce’s impressive direct mail software for prospecting.
Increasing Hold Rate
Easy steps to execute every time you set a meeting to dramatically increase hold rate.
SDR/AE Alignment w/ Andrew Mewborn
Going over the common ways SDR/AE teams are aligned and the pros and cons of all of them.
Managing Millennials w/ Steve Ross
A candid discussion about managing millennials with our legendary VP Steve Ross.
Organizing Your Day as SDR w/ Flavor Flav
A step-by-step guide for organizing your day as an SDR. Thank you to Flavor Flav for (kind of) agreeing to be on the show.
Leveraging Mentorship w/ Max Altschuler
Talking about mentoring others and finding mentors with one of my own personal mentors, Max Altschuler.