Hi all! Today we will reverse engineer the success of Hope O Baker, from Apttus. Hope is a strategic SDR at Apttus, helping the company get into the list of "most-wanted" Accounts.

If you want to join the series or nominate a colleague, please send an email to [email protected]. We've already had, Jess Wilson (Mikey Powell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate.

The topics covered, are indexed below. I have bolded my favorite answers.

Welcome Hope!

Topics covered:

0:00 -> Intros

1:00 -> What is APTTUS?

3:10 -> Day-to-day at APTTUS. Target accounts and strategy. Inbound vs. Outbound

4:40 -> How do you measure success when you have only 15 target accounts?

11:50 -> What is Hope O Baker doing to get to 200% of quota? -> Twitter and balloons

15:30 -> How did Hope start at APTTUS?

16:35 -> How much activity per day?

20:25 -> The mindset behind prospecting & Why spend money to send balloons!

31:50 -> The APTTUS team structure

33:40 -> How long has Hope O Baker been an SDR & Why?

38:40 -> The tools that Hope O Baker uses!

44:00 -> Final pieces of advice from Hope!