The BEST Way To Do Outbound Sales In 2024

hey guys what's up today I'm going to be talking about the SDR call center and the SDR autopilot system so I'm going to talk about where it came from why we made it and why it might help you get a little bit of a higher lead to set and then hopefully close more deals I don't know maybe we'll see so why did we create the strr cool center I've been running teams and doing outbound since about 2010 when I got out of the army so actually that's a about a lie about 2012 right which is

when I opened up my first gym so I used to do sales I just found myself as a sales rep I didn't like plan on it I didn't think this would be my life very thankful that it is cuz as Kanye once said my life is dope and I do dope right but like someone who specialized in outbound sales you know and had done a lot of it was not really part of the plan but you know who knows I did sales uh for gyms basically non-stop for about 6 years and I would do sales

8 hours a day you know 10 hours a day 5 six days a week and I would just do outbound I didn't know that inbound calls were a thing I thought that the way that you got it was I would just get a CSV file cuz Excel you know it was about $1 minute with a phone but like you have a high pickup rate because it's your phone and I'm going to go into that in a different video about the differ between your soft phone the dialers and some of the rules around it and the

difference between your phone and why it works so much better from a pickup and contact rate standpoint rather than what you're using now most likely however it's ultimately unscalable and you don't want everyone having their own personal phone numbers attached everything they're doing because that's weird so I was doing abbound dialing all day and just making sales from that my my goal was around uh two sales an hour so I would work for about 8 hours a day of that I could sell for about uh six to seven of it so my goal was anywhere

between 12 to 14 sales per day of anywhere between a 97 and a $197 program which is usually some sort of 28 day challenge and then every now and then we would go to like $1,600 program and then I would bump it down to about eight sales a day so like one sale an hour cuz those calls were generally a little bit longer or I had to bring more people into the gym to be able to sell it but I was really focused on doing Gym Sales over the phone without bringing them into a consult

the main reason for that is because I found the show up rate to the console it negated any benefit to just not closing over the phone even the close rate was lower but the lead to sale was higher okay and those are important things to know because that's how I learned how to problem solve sales um I literally just finished about a half an hour video on how I problem solve sales we might include it somewhere here as a free gift or whatever to help you out okay so why the SDR call center so after

running all those things I run about 100 businesses in terms of these sales ranging from fex like air wallx and they're a large fintech in Australia I think the most one of the most valuable companies in Australia or second most fintech or whatever it is in in in the southern hemisphere I've done stuff for like liman cleaning products I've done stuff for like Bradley at light speed done a lot of things done stuff in some of the Acquisitions companies like NCI and gym launch so sort of been spread out and then obviously had my own

business being sales where we did done for you sales and then uh ran a large sales training organization about 4 years of which we're getting you know 30 40,000 leads a month and we did a lot of outbound it was a large component of it however one of the ultimate frustrations that I've had whether it' be running any company whether it's in sales sniper my own stuff or at that sales training company was that eventually the CRM broke and what I mean by that is that the dialing component would absolutely die the reason for that

is because we would get so many dolls that like it just the pickup rate just kind of slowly dropped into Oblivion to where it would end up being around 1% now I thought that that was like a weird anomaly and I thought that like rotating phone numbers would work and I thought all these things and at the end of the day they really didn't we tried local pres we tried all that stuff and ultimately they worked for a little bit and then die so I didn't really have the time to dive in deep and to

figure out how so the way that we fix that is by throwing human suffering at it right just get a lot of people to do stuff you know what I mean um but ultimately I saw it as a a really big issue amongst a large amount of Industries not just the high ticket but a lot of different Industries whether it be solar whether it be Insurance whether it be all these things and they're struggling so when I exited from my last business and I had a little bit of time a little bit of money to

play with I was like man I really want to solve this problem not because I'm particularly passionate about outbound and call centers however it feels like a real problem to solve and it was a real bug bear of mine and so I went out to fix it what I discovered is that ultimately those systems are doomed to fail the reason being is because like they stand up very quickly they're really easy to use you can rotate numbers and get new phone numbers and you can get International numbers and a heartbeat right and that convenience is

ultimately what is the downfall of the system there's a couple other ones as well but I'll explain more so if we have a look at the fundamental um how the Telos work and this is a really if you're like right into the Telco space and like you you know this is a simplified version right so we have a Telco so something like an AT&T or a telra or whatever it is of like whatever country you're in that's like who's issuing the phone numbers the people with the infrastructure right uh the people with the cell towers

and the the lines and all that kind of stuff they're issuing numbers now then you have a on top of that you have a data analytics company that's an independent company that's contracted to track everything that's going on in the network that's every interaction every call thing because they have to from volume perspective but also they're trying to protect their customers from scammers like you you're not a scammer but you're being put into that same little genre okay because you're dialing people doing it too much okay cuz they're not picking up so I get it

right however you're going to call yourself some issues and I'm going to go over that later there's a DOT they track everything if someone hangs up straight away they track it it's algorithmically and there's software that's looking for stuff that is like what's genuine human interaction what is it what do it call friends and family right cuz we know that that that those phone calls look a certain way those texts look a certain way right so it's like that they can tell that they know that that's a real phone if I was to call from

my phone I would get a very high pickup rate all that kind of stuff cuz that's a real human number to issued by a TCO to me directly okay there's no third party involved right then from there we have that Don company and then above them we have sort of three main bucket right and I'm sure there's more but this is as many things as like it affects me one is like personal communication so on a phone talking to your mom right me talking to your mom she picks up hey sweetie last night was great

got thank you very much right but you know they know that it's it's me talking them up right the next thing is we have like businesses like registered businesses you know people going through the right thing they're getting their lines they're getting their mobiles you know they're getting them from the TCO they can still do outbound dialing all that kind of stuff from but they're registered businesses right the next thing is where you scumbags come in which is where you're buying your numbers off third parties right so the reason why you can buy numbers so

quickly like you know that like you know in order to get a phone number like you have to go through a process right you know burner phones are hard to get these days because like you have to like put ID and stuff down to get one of these in most places right that's cuz they want to track who's going because they want to stop scammers from using phones to call old ladies and selling them you know stupid right so that that third party is where like VoIP numbers and all these really quick numbers come from

where you can get a UK number in 10 seconds I used to use one called crazy Co I get a number anywhere in the world in like 2 seconds it was fantastic it really helped me out cuz I was doing sales all over the world and I could just scroll through and have it come up as a local number so that I'm not calling someone in the UK from a Texas number right cuz that's just silly no one's going to pick that up right now is that a real UK number no it's a spoofed number

okay so the Coler ID is coming up as that but really it's a series of VP and interactions and stuff like that it's not a real number that's been issued to me by a UK Telco okay cuz that would be quite difficult these systems are utilized by scammers a lot and so as soon as you buy numbers off of this particular bucket you're automatically in like the high we're looking at you bucket specifically yes you we're looking at you specifically for dodginess because coal centers and I'm sure you've all been called by them but most

call centers are built off the back of these like really quick to raise and really quick to burn systems okay why it's because they're scraping data and calling a large list our call center will never do that because everyone that comes into our ecosystem that we dial has to be gdrp compliant okay so we are audited with that we are DNC list audited we have to register each number it takes us a couple of weeks to get phone numbers they're quite expensive there's a lot of paperwork involved there's a lot of rigar involved in everything

that we do and that is what affords us the things that we're afforded which is why we can usually no guarantees thank you Taylor why we can get a larger than average or pickup rates and contact rates and stuff like that so like we can actually handle less leads for us a full-time SDR will only be able to handle about 500 leads per month that'll be about 150 hours because of the dialing Cadence that we've set up our high contact rate our high pickup rates and the fact that around 63% of the time is spent

talk to leads and Prospects right so you can imagine like the most I've been able to get through in an hour is 25 leads while sitting there on the dialer just having it ring I've only been able to get through 25 because I've had good pickup rates and I've had good conversations and I've made sets and I've gone through and I'm not able to really get more than that because I'm talking to six or seven people an hour right so you can't punch through 10,000 leads because you you speak to people right so and that's

fundamentally the the big difference right our system is different difficult to set up there is a large barrier of Entry being both money and time we've spent hundreds and hundreds of thousands we're contracted for Millions right we are on the hook for millions of dollars over the next couple years and we are giving our clients access to an Enterprise level system that they couldn't dream of affording right and we're doing that because we're able to do it at scale there's a very high minimum seat it's in the high hundreds minimum seat that we had to

agree to right and so what we're doing is we're taking our seats and then we've built out the system in a very particular way with a bespoke Cadence that I've developed over the last you know 12 years of doing full-time sales that is within the FCC guidelines and regulations which I'll go into in a second that gives us the maximum amount of dollars that we can do without harassing people is structured in a way that gives us the best opportunity to be able to talk to people cuz that's really what we're looking for we just

want to talk to people you know what I mean so and and and that lead to set you know goes up because you're talking to a higher volume of the lead right the other thing that we give is we give hardworking people a lot of our guys are out of Africa or other countries like that with very minimal accents we have a quite uh heavy 4-we quality assurance process they have to go to and they all have Coal Center backgrounds that are we looking to get the highest quality killer unicorn sdrs no we're not right

because you can't afford them right and if you do have a unicorn SDR guess what champ be a sales rep next week right there is no rockstar SDR and the reason is is because it's not a rockstar position it's the guy playing the triangle you still need it that little ding is fire and it works really well and it's very important right or it's the bass player right it gives you you know that nice melody and that Rhythm but it's not the guy that's screaming out in front with panties getting puffed in his face okay

it's not that person you're never going to get a rockstar SDR and if you do they're only there for a week and they're doing something else right so what we're looking for is oak trees people who can sit there stay in the saddle dial your leads for 8 hours a day right 8 hours a day with a system that is designed to to maximize the efficiency of those leads on numbers that are certified and registered with custom caller IDs that come up is your name right with a speed to lead of 5 to 15 minutes

during work hours and not a speed to lead that's like relying on some guy going to the top of a list no as soon as that lead is generated it auto slots in as the next call right on a Cadence that the person cannot control right they are the passenger in that system they are not the driver they do not decide who to call when to call why to call what to call that has all decided for them in a system that we've designed to get the highest possible contact rates that we can so that

we can get the highest lead to set possible so that you can stop mocking around paying hundred And1 for book call or paying 22y old sdrs to sit down jerk off play XBox1 hundred leads a day and pretend to be working right also if somebody wants to pulls our system or our dialar they have to tell us why every single second they're on that thing is being counted right and you only going to be charged from our SDR call center if you decide to go down the route of us being your sdrs for the time

that people are working your leads that's it 20 bucks an hour $5 a book coal it's the godamn greatest St you've ever heard it's the biggest no-brainer ever I created it after being frustrated for years with systems that are ill equipped to do what we need to do with wasting money on excess leads paying people who do not want to be in the role spending 3 months training an SDR and $1,000 on ad spend and another $10,000 on bases and commissions and managers right and CRM fees to then have the person finally get good enough

to make me an Roi and then go boss I want to be a closer so then I have to make them a closer right or I've just paid to train somebody else's SDR and then they suck for 3 months and I spend $50,000 on leads and $20,000 on this and this and this now I'm $80,000 into this person and they probably produce me $50,000 worth Revenue it's a system entry level positions we it's very difficult to invest in them because you rarely get the ROI back and so what we've done is created a system that

I think is fantastic and I think is a culmination of all the years of my learning the hundred sales teams that I've run and the years and years of doing outbound sales myself and I think going to be a Ripper