Hi all! Today we will reverse engineer the success of Louise Trump, from Degreed. I had a ton of fun talking to Louise and learning more about her work. We both have a huge passion for learning and getting better.

If you want to join the series or nominate a colleague, please send an email to [email protected]. We've already had Allie Hudson, Jackie Lipnicki and Sam Silverman participate.

The topics covered, are indexed below, if you don't have 40 minutes to listen to this, just jump around.

Without further ado, welcome Louise Trump!

Topics covered:

0:30 -> Louse is at 400% of quota. What does that mean? How is it measured?

1:50 -> Target market, deal size, and metrics at Degreed

3:30 -> Inbound vs. Outbound team split.

4:20 -> Tools at Degreed

5:20 -> How much data does Louise get and how does she find more data / contact info?

6:10 -> Emails and calls. Self built vs. Leadership providing templates

7:30 -> The SDR to AE Handoff (and how they could to do it better)

7:50 -> The Sales Qualification criteria (and what best practices should be)

13:00 -> Compensation and accelerators beyond quota. (Why pay SDRs $200K)

13:30 -> Team structure. SDR to AE Ratio.

15:00 -> Strategies that Louise uses and how she thinks about "adding value" (examples below)

18:50 -> What does Louise mean by "adding value"? What does that look like and where does she find data from?

25:00 -> Email vs. social. vs phone

26:40 -> How Louise does Social Selling

28:10 -> How does Louise get better every day?

29:00 -> How to get any leader to give you advice? (Nicole Taylor, and Mark Kosoglow can attest to the fact that I meet with people late at night, and give them rides to the airport... I did miss the correct exit when driving Mark, might or might not have been on purpose to get extra talk time haha)

31:50 -> Books Louise loves.

33:00 -> How Louise uses direct mail

35:40 -> Favorite perk at Degreed for Louise.

37:00 -> The AltiSales SDR Presidents club (Quarterly, not yearly!).

39:30 -> Link to call recording training with Cognism

41:50 -> How to connect with Louise and Tito.