Hi all! Today we will reverse engineer the success of Mikey Pawell, from DocSend. I hate to admit it, but in this occasion I actually felt like Mikey was executing something 10x better than me. It was humbling to talk to someone whose figured out direct mail to this level. If I am the expert of Cold Calling, Mikey is the expert of Direct Mail.

If you want to join the series or nominate a colleague, please tag them in the comments or send me a message. We've already had Louise Trump, Allie Hudson, Jackie Lipnicki and Sam Silverman participate.

The topics covered, are indexed below. I have bolded my favorite answers. If you don't have 40 minutes to watch this, just jump around.

Without further ado, welcome Mikey!

Topics covered:

0:00 -> Intros.

1:30 -> What is DocSend?

2:10 -> Team structure, reporting, tools. Small team, mostly outbound. Sales Nav, Outreach

5:30 -> Contact distribution across SDRs

7:10 -> Call scripts? Email Templates

8:20 -> What Mikey does to get better very day.

9:40 -> Meeting quota, Buyer Personas, and Quota.

13:10 -> Where Mikey gets Meetings from.

14:00 -> things Mikey has done to get meetings. MIND BLOWN!

16:00 -> How Mikey finds the information he needs to do direct mail.

17:20 -> An example of how Mikey would personalize a direct mail campaign to me.

21:30 -> COLD OUTBOUND WORKS! Customers close that had no intent to buy, but Mikey identified them as good targets and eventually closed a deal!

23:20 -> Having fun as an SDR. Be a giver! You'll get them excited

28:00 -> What keeps SDRs Happy. Salaries, and why SDRs try to get promotions very quickly.

32:20 -> Favorite Spiffs!