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In this episode, I talk with Baptiste Kuciel, Sr. Enterprise SDR at Moveworks.
Here are why you should listen to this episode, Baptiste’s results:
11/12 months exceeded quota (missed quota in August, French holidays)
Overall 182% Quota achievement since I joined (from 80% to 260%)
N°1 rep in pipeline created with USD >24 million $
Set company record for Senior SDR promotion in 5 months
We talk about his days in the life of a Senior Enterprise SDR:
0:00 Intro
0:30 What Baptiste does at Moveworks
1:12 His territory
1:47 The enterprise segment
2:16 Moveworks
2:48 Buyer personas
3:35 From selling to customer support teams to internal support teams
4:34 CIO Pain points in 2023
5:11 Transition: from cold emailing to cold calling
9:04 How to get over the fear of cold calling
10:58 SDR Quota as an Enterprise SDR
12:52 KPIs
14:41 High connect rate
16:15 Time management
21:00 Morning routine
22:38 Strategic plan for cold calls
25:05 Structure of cold call
25:50 How to handle the “Call me later”
29:06 25 sec cold call pitch
31:05 Questions about his prospect's pain points
36:00 Tips to learn cold calling
38:31 Favorite Resource
40:06 Be curious
41:06 Tips for new enterprise SDRs
Follow Baptiste: https://www.linkedin.com/in/baptiste-kuciel/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
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