Building Sales Teams & Scaling Outreach: Warren Mulvey

The Revenue Lab

Summary

In this conversation, Warren Mulvey shares insights on scaling outreach with SDRs and appointment setters. He discusses the roles and responsibilities of sales teams, the pitfalls in hiring and managing SDRs, and the best countries to hire from. Warren also explores the use of call centers for high-volume outreach and the training process for cold callers. He highlights the importance of combining scale outreach with software and event-based campaigns for targeted outreach. Additionally, Warren introduces Frost Mailer, an email infrastructure solution, and discusses the changing role of SDRs in the future of sales. Warren Mulvey shares his journey of mindset shift and taking control of his life, overcoming the feeling of going through the motions, and the importance of investing in personal development. He emphasizes the power of positive thinking and challenges limiting beliefs. Warren also discusses the unglamorous side of running a business and shares insights on sales challenges and strategies.

Takeaways

Effective sales team management involves overseeing various roles, including sales calls, appointment setting, and lead qualification.
Hiring and retaining SDRs requires ongoing coaching, team meetings, and incentives to ensure their success and job satisfaction.
Countries in Eastern Europe and North Africa have been found to have hardworking and coachable SDRs.
Combining scale outreach with software tools like cold email and LinkedIn automation can significantly increase reach and efficiency.
Event-based campaigns can be highly effective for targeted outreach, leveraging specific pain points and offering solutions.
Frost Mailer offers an alternative email infrastructure solution that is cost-effective and provides high deliverability rates.
The role of SDRs is expected to change in the future, with software automation and AI replacing some of their functions.
Having a growth mindset and being intentional in beliefs and actions are crucial for personal and professional success. Take control of your life and make intentional decisions.
Invest in personal development to accelerate your growth.
Challenge limiting beliefs and adopt a positive mindset.
Running a business has its unglamorous side, including dealing with no-shows, reschedules, and marketing challenges.

Chapters

00:00 Introduction and Background
02:01 Roles and Responsibilities in Sales Teams
03:41 Pitfalls in Hiring SDRs and Appointment Setters
05:19 Increasing the Efficacy of SDRs
06:42 Best Countries to Hire SDRs
08:48 Scaling Outreach with Call Centers
09:57 Training Cold Callers in Different Countries
11:21 Combining Scale Outreach with Software
13:15 The Changing Role of SDRs
15:56 Factors Driving the Change in SDR Roles
17:14 Impact of Software on Outbound Infrastructure
20:14 Event-Based Campaigns for Targeted Outreach
22:08 Obtaining Lists of Event Attendees
24:36 Introduction to Frost Mailer
28:29 Creating Inboxes with Frost Mailer
30:27 Addressing Concerns about Switching Outbound Infrastructure
36:58 Personal Journey and Mindset Shift
41:16 Mindset Shift and Taking Control
42:17 Overcoming the Feeling of Going Through the Motions
43:25 Investing in Personal Development
45:23 Creating Low Barrier of Entry for Personal Development
48:42 The Power of Positive Thinking
49:28 Challenging Limiting Beliefs
51:56 The Unglamorous Side of Running a Business
54:59 Sales Challenges and Strategies
56:34 Closing Remarks