3 things you'll learn in this episode:
- How Will structures his cold calls in tech sales
- How to have fun when cold calling in tech sales
- How to handle cold-calling objections with analogies

William Falkenborg is a top SDR (Sales Development Representative) at @HGInsights

Will's results:
- He set a new all-time record on ⁠HG Insights⁠' SDR team with 403% with 77 outbound meetings booked
- In September he’s trending to get 530% of quota with 80 meetings booked
- Hours of account research + 160 dial/day avg

Connect with Will on LinkedIn: ⁠⁠⁠⁠  / william-falkenborg-73617910a  
---
📬 For more prospecting and sales development tips, join 3,456 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠

Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠  / elriclegloire⁠  
---

Timestamps:
0:00 Top SDR at HG Insights
1:19 Email Ban Reaction & Pivot
4:32 From 83% to 530% - Key Techniques
6:43 Cold Call Structure
11:34 Pre-Call Research
14:14 Research Efficiency
18:27 Using Analogies for Objections
22:43 Closing on a 'Yes'
24:01 Enjoying Cold Calls
26:08 Call Duration Insights
27:13 Quantity vs Quality
28:47 Handling Low Performance
30:28 Cold Call Tonality
31:48 Pushing Past 530%
34:07 Facing Imposter Syndrome
36:46 Cold Call Pro Tips