What You'll Learn: - How to build next generation outbound at your company - How to expand your playbook to include “visual prospecting” plays - How to design a data pipeline to power a modern outbound playbook

2. SDR Model (Predictable Revenue)

3. SDR Model (Predictable Revenue)
SDRs Outbound Ops + SDRs

4. Key Challenges to
Next Generation Outbound

5. or

8. Human

10. Explosion of Data and scale power at rep
level.
Made Worse By...
...SDRs
drowning
in data

11. 👧
👎
👍

12. Perception
Relevance
What
“personalization”
means today
HumanBot
👧
👎
👍
GoodBad

13. Observations
“Re: Fwd: Meeting today…”
“You went to {college}...”
“You have {tech}..”
Bar is rising for
required relevance
Downward pressure
on relevance
Perception
Relevance
HumanBot
GoodBad

14. Observations
(fading)
Insights
Relevant
Automation
(emerging)
SPAM
(don’t send)
Your
Goal
Perception
Relevance
HumanBot
GoodBad

16. Prospect
Buy

17. SDROutboundOps
PLANNING &
DESIGN
SOURCING &
SCRUBBING
A New Outbound Framework
`
Staging /
QA
EXECUTION &
RESULTS
Iteration Model
Images
Insights
Snippets Library
TARGETING
PLANNING &
DESIGN
CUSTOM
CONTENT
Plays
Backlog
TOOLS MANAGEMENT
Opening Hooks
Custom Snippets
Calls
Reply Management

18. SDROutboundOps
PLANNING AND
DESIGN
SOURCING &
SCRUBBING
Building a Data Pipeline
Opening Hooks
Custom Copy
Calls
`
Staging /
QA
EXECUTION /
RESULTS
Iteration
Images
Insights
PLANNING &
DESIGN
CUSTOM
CONTENT
Plays
Backlog
TOOLS MANAGEMENT
TARGETING

19. Data Pipeline
Buy

20. SOURCING &
SCRUBBING
Planning and Design
Opening Hooks
Custom Copy
Calls
`
Staging /
QA
EXECUTION /
RESULTS
Iteration
Images
InsightsTARGETING
PLANNING &
DESIGN
CUSTOM
CONTENT
TOOLS MANAGEMENT
PLANNING AND
DESIGN
Plays
Backlog
SDROutboundOps

24. + =

25. + =

26. + + +

27. SDROutboundOps
PLANNING &
DESIGN
SOURCING &
SCRUBBING
A New Outbound Framework
`
Staging /
QA
EXECUTION &
RESULTS
Iteration Model
Images
Insights
Snippets Library
TARGETING
PLANNING &
DESIGN
CUSTOM
CONTENT
Plays
Backlog
TOOLS MANAGEMENT
Opening Hooks
Custom Snippets
Calls
Reply Management