Today’s episode welcomes Austin Jouett, Full-Cycle Account Executive at Intentify Demand - a provider of demand and lead generation services, specializing in B2B sectors such as SaaS, IT technology, FinTech, Martech and HR Tech. They help businesses connect with their ideal prospects by delivering high quality and meticulously verified data including contacts, companies, firmographics and technographics.

Austin started out in door-to-door sales. There he was trained to never take no for an answer, which led to a lot of aggression from his prospects. This made him appreciate the safety of remote phone sales and gave him a thick skin when it comes to rejection.

His first SDR gig was at Demandbase, where he generated $2.8 million in pipeline becoming their top SDR in 2022. He started off as an inbound SDR, where he used qualified.com and an in-house ABM platform to prospect into deanonymized accounts. Prospects had to go through 3 different passes between differently ranked salespeople, which is not a great customer experience and led to a lot of ghosting.

Austin’s daily workflow for inbound and upsells consisted of taking the users of their ABM platform, analyzing signals within Demandbase and writing pipeline acceleration reports for his prospects. This got him to book a record of 16 meetings in a single month, which was 2.5x his quota. 

Tune into the full episode to learn Austin’s way of generating pipeline!

Connect with Austin - https://www.linkedin.com/in/austinjouett/

Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/

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• (05:13) - What D2D skills translate to SDR skills?
• (07:25) - Human-level prospecting
• (08:20) - How Demandbase SDR’s prospected
• (10:33) - Stop passing around prospects
• (15:28) - Prospecting into net new accounts
• (21:22) - Turning prospects from cold to warm
• (24:25) - What signals work best during outreach?
• (27:02) - How to improve your signal-based selling approach