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Everyone’s talking about AI. Forrester estimates that businesses that use AI-driven insights can increase their revenue by up to 10%. But the question is, will AI make all jobs obsolete, especially that of sales reps?The simple answer is no. As Jeff Kirchick, Owner of Much Will Be Expected LLC, says, the one strong advantage we have over AI, is humanity. The ability to add a human touch to your messaging and bring in your personality and shared values makes every interaction distinctive.In session 13 of our Outbound for Dummies series, we speak to Jeff about how we can sell authentically in the age of AI.Let’s look at the session learnings.&nbsp;

<h2>What is Authentic Selling?&nbsp;</h2>AI-assisted sales has optimized various parts of the sales process. It could be lead scoring, predictive analysis, virtual assistants, providing accurate intents and insights, and more.To stand out from the crowd, you need to lean into what makes you human, says Jeff.In his book on authentic selling, he defines the term as treating your prospect like your friends or family member. You have to present an honest version of yourself.This ‘honest’ version doesn’t mean being great or very charismatic. It just has to be honest and real. Because when you speak to your close friends or family, you automatically show your true self. You don’t have to put up a facade.Over time, personalization can become commoditized. And so, buyers will only have a finite amount of time to spend with you. AI will help here. But at the same time, you should always make way for authenticity.&nbsp; &nbsp;

<h2>How to Be More Authentic</h2>The advantage we have over AI is humanity. Unlike AI, we can weave stories, share values, and understand problems.That’s how we can be authentic.&nbsp; Personalization aside, the shared values will help you stand out. How can you take something about an individual you’re targeting and then relate that back to you? You have to show you and the prospect are a part of the same tribe.As Jeff says, AI doesn’t have a self and it can’t bring in relatability.

<h2>Using AI Without Losing out on Authenticity</h2>AI can give good intent signals and data to help you during your research.You can learn whom to contact and get hold of some pre-written templates. The possibilities are endless, of course. With AI, you can automate tasks that are usually mundane.If you’re selling high-value products, SDRs can always tweak the templates and add relevant personalization, shared values, etc., to ensure the email reflects their personality and speaks to that prospect.AI’s role is to improve the work of SDRs and enhance their outreach efforts. It cannot replace you.&nbsp; &nbsp;

<h2>Should SDRs be Trained on AI tools?</h2>It depends. As this space is constantly evolving, you can’t be too rigid here.There are industries for which automation makes more sense than the others. Like a PLG motion, or even as simple as your website having chatbots.It’s necessary to be well-versed in what’s going on out there and speak to others to understand what’s working for them. At the same time, you need to study your data and the A/B test.Speaking of an autonomous SDR, Jeff says we can see its inclusion soon, but the point that matters is how you can layer human touch on top.&nbsp; &nbsp;

<h2>Challenges Faced while Maintaining Authenticity</h2>It’s tough to be authentic at the start, not knowing how and where to start. But the change has to begin from the top - i.e. your managers.1. It depends on the culture leaders are trying to set in the organization. If you’re preaching more metrics without valuing the humanity factor within your team, that will reflect in your outreach and onto other processes.2. Tell SDRs that they are the most important hires in the organization. Reassure them they were hired for a reason - if AI could do their job, you wouldn’t have hired them. Ask them to be human while maintaining a framework.3. You need to make your team feel valued and important. SDRs have to feel good about themselves. It all needs to start from the leadership.&nbsp; &nbsp;

<h2>How to Add a Human Touch to Your Messaging?</h2>How can SDRs ensure they’re not dependent on an AI tool? There has to be a perfect balance between AI and sales reps.1. Lean into the shared values between yourself and the buyer. (Listen to minute 22 of Jeff’s session for a great example of this!) Try to draw a link between the two of you to make them feel you are a part of their tribe, as Jeff says.2. Instead of solely talking about the shared value and using it as a hook, make it relevant to what you’re selling and between you and the prospect.3. The worst thing SDRs can do is spend time on the wrong people, i.e., the wrong ICP. SDRs might not have access to tons of data. As a manager, you need to share attributes SDRs should look for, messages that work, etc.Watch Jeff’s entire session recording below for more such insights.&nbsp; &nbsp;

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What is Authentic Selling? 

How to Be More Authentic

Using AI Without Losing out on Authenticity

Should SDRs be Trained on AI tools?

Challenges Faced while Maintaining Authenticity

How to Add a Human Touch to Your Messaging?

Subscribe to the Outplay blog for your dose of expert contributions, tried and tested techniques and so much more.

How to Sell Authentically in the Age of AI with Jeff Kirchick

Whether you speak to your prospects on a call or meet them during a physical event - the first thing they hear from you is usually a pitch. But hearing a tight product pitch at the start will drive them away from your booth. As Will Aitken says, “Pitches have gotten a bit of a bad reputation.” Your pitch has to sound less technical and more relatable.As a part of session 12 of our Outbound for Dummies series, Will Aitken, Chief Vice Directing President at WillAitken.com, breaks down the fundamental elements of a pitch and the do’s and don’ts to follow.Before we look at the session learnings, let’s see why sales pitches are necessary and why you can’t just wing them.&nbsp; &nbsp;

<h2>Why are Sales Pitches Important?</h2>1. You can assess it: Cold calling needs a lot of experimentation. Some pitches might work for a target market, and some might miss the mark. To understand what works, you can follow a loose script and note down parts that aren’t working. Your tweaks will click for a line of prospects, and soon, you can have your winning template.2. You can change it: Based on the prospect you’re speaking to and how they reply to your questions - you can mould your strong pitch in a few seconds without missing the value proposition.3. You can build trust: Great pitches help get your prospect’s attention. Including good scoops of research, their pain points, and tailored messaging to the pitch adds more credibility to your name.4. You can welcome more opportunities: A sales pitch helps you secure more meetings or future conversations. And if you have a pitch that has worked in the past, you increase the chances of moving your prospect down the funnel using a similar approach.5. You can overcome objections: Your sales pitch can help you avoid any common objections you or your team might have heard while sending your outreach. By making this change, you can put the prospect at ease right from the start.Now, over to Will!&nbsp; &nbsp;

<h2>Role of an SDR in the Pitching Process</h2>An SDR's job does not include doing complete discovery, says Will.They usually end up going too deep into the discovery role. An SDR should be able to get someone interested/curious enough - that’s all.The mistake starts when SDRs start selling their product right from the get-go.Their sole focus should only be to get someone interested in the product/service. The first call/email should only give a tiny whiff about you and your product.&nbsp; &nbsp;

<h2>The Key Elements of a Pitch</h2>There are 4 parts of a good pitch. Here’s what they are:1. Be relevant - it’s not about you, it’s about your prospects&nbsp; 2. Talk about their problem(s) 3. Cover a little bit about how you can help&nbsp; 4. Give a CTA to continue the conversationA pitch should have very little to do about you and the company. You have to listen and talk more about the customer.Your statements and conversation should make the customer go, “Yes, this is for me!”Outbound is basically talking to totally uninterested people. People who aren’t aware of your product. So we can’t start telling them something about the product when they don’t think they need it.And so, your pitch should talk about what is wrong with the way they’re doing something today - A.K.A the problem.Make sure you don’t miss your CTA in the end. It can be a question to have a future meeting or something that will continue the conversation.&nbsp; &nbsp;

<h2>How to Do the Background Work?</h2>It depends on where you’re speaking to the prospect.If you meet someone at an event or a coffee shop, you must ask more questions instead of going straight for the pitch. As, you will have little or no information about them. Unlike on a cold call or an email, where you have the time to do all your research.Ask 1-2 questions to begin the conversation. That way, you know what to say and where you need to make amends to your pitch. For e.g., You can ask them what teams they work with to judge if your product would make sense for them or their team.And if we’re talking about cold emails/calls - you need to build targeted lists. To make sure you know something about them while talking to them.If you build a prospect list where all of them have a similar trait, you can approach them by highlighting that shared problem or trait.&nbsp;

<h2>Pitching to Gatekeepers</h2>You can tell the gatekeeper everything about your product and try to use all the required buzzwords, but that won’t do anything for you.Why? Because their job is to get rid of you.What you can do: Ask them if their CFO/CEO (or the prospect in question) is facing the problem your team is working toward and get more information.Hot tip: If you’re talking to someone lower in the organization, you must adopt a more tactical approach. With a C-level executive, you must be more strategic.&nbsp; &nbsp;

<h2>How to Ask the Prospect About Their Process</h2>This is where probing questions help.When you go around telling people they’re doing something wrong, you welcome heavy resistance. Instead, you can ask them tactical questions. (Which are not broad)You can start with a good opener, covering the problem. E.g., “Hey, noticed you recently had an acquisition. I’ve noticed when someone acquires a new tool, they face a few problems…{list the problems}. We help with that by doing {x}. How are you getting your sellers comfortable talking about the new acquisition?”Once you’ve established the problem in the opener, you can ask more probing questions. Talk about the issues and see if they can relate. If yes, ask them additional questions and learn more about that pain point.As soon as they admit they see this as a problem, book a meeting. Ask them if they’re willing to have an informed conversation about it. That’s it.As an SDR, you will barely have time to conduct a full discovery or talk at length. You shouldn’t go any deeper than the problem identification. If you do, you’ll lose their interest. Hot tip: When asked, “At what point should you connect your product to the problem?” Will said - You can do this once you cover the problem. Don’t get too much into the how until you get their interest. Your plan should be to get a meeting booked where they get to learn the how.Listen to minute 17 of the session to hear Will give a great example of why you shouldn’t go too deep into the how.&nbsp; &nbsp;

<h2>What Not to Say During Your Pitch?&nbsp;</h2>Some don’ts that you need to be mindful of during your next call.1. Never directly start by talking about the product. It has to be all about your prospect. 2. Don’t be too vague or broad. It’ll get hard to comprehend, and prospects will fail to understand why you’re calling and how you can help them. Be specific wherever possible.3. If your pitch is too technical, you’re pushing everyone away. Make it very easy to understand. It has to pass the ‘toddler test,’ as in, anyone should be able to understand what you’re saying, especially a toddler. &nbsp;Hot tip: In every past pitch, see if it is more about you or your product. The ratio should be a 2/3rd (about prospects) to a 1/3rd mix (you/product).&nbsp;

<h2>Scripting Vs Going With the Flow</h2>We asked Will if he prefers to stick to a script or follow none during a call.He says you must practice your script to such an extent that it soon stops sounding like a script. And going with the flow without practice is risky.You must practice till it's etched in your mind. At the same time, never read from a script because it will become evident that you’re reading, and it will dissuade the prospect immediately.Listen to the entire session recording below whenever you want to. The last few minutes of the session have Will covering a pitch that recently impressed him. :)&nbsp; &nbsp;

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Why are Sales Pitches Important? 

Role of an SDR in the Pitching Process

The Key Elements of a Pitch

How to Do the Background Work? 

Pitching to Gatekeepers 

How to Ask Prospects About Their Process

What Not to Say During Your Pitch? 

Scripting Vs Going with the Flow

How to Draft a Compelling Sales Pitch with Will Aitken

To get all eyes on your messages, you need to add little doses of personalization wherever you can. To stand out from the crowd, you need to be different, says Elyse Archer, CEO and Founder of She Sells with Elyse Archer. Over the years, LinkedIn has emerged as a strong channel of conducting sales outreach and is making its way into a rep’s sales sequences.In session 11 of our Outbound for Dummies series, Elyse Archer dug deeper into why personalization on LinkedIn truly matters and shared some simple yet distinct methods to catch your prospect’s attention. We spoke to her about How to Personalize your LinkedIn Outreach and Accelerate Lead Generation.Before we cover Elyse’s session, let’s look at why people stress over personalization. &nbsp; &nbsp;

<h2>The Need for Personalizing your Messages&nbsp;</h2>Instead of personalization, if you send the same message in bulk to thousands of prospects, there are high chances of your prospects turning their heads away and sending your message to the notorious spam folder. This is why personalization matters:1. Growing connection: As you understand and talk about the prospect’s specific needs or something that they can relate to - you get to create a stronger emotional connection. This becomes a solid ground for any further communication. &nbsp;2. Capturing Interest: Tailoring your message as per your prospect is a sure-shot way of getting their attention. They can see you have put in the extra effort in doing your research, and this is a heavy plus point.3. Bucketed personalization: You need not personalize every single message. You can hyper-personalize messages that are of prime importance. For other prospects, you can bucket them into similar (and smaller) groups and personalize the message based on a common factor amongst them. Even a smaller aspect of personalization gets you closer to a win.4. Improved conversion rate: With your prospect’s reacting positively to your tailored messages, there’s no doubt there would be an increase in the number of meetings on your calendar and the number of yes’s you hear.5. Enhanced Trust: Reaching out with a personalized message lets the prospect differentiate you from every other bulk message. You’ll make them feel valued and heard - signalling sincere interest.Let’s go to Elyse’s session now.&nbsp; &nbsp;

<h2>Mass Messaging Vs Personalization</h2>You can personalize things in a mass way. In the end, it’s about finding alignment in what feels most authentic to you.Today, people want to be seen, feel heard and know that you actually care about them. The way to do this is to slow down to speed up. That means, taking the time to personalize and really connect with people.&nbsp;

<h2>How to Do Your Groundwork?</h2>You cannot come to a prospect without having any information about them or their company. Nowadays, you have to walk in with at least a little bit of information.It also depends on what stage of business you’re in, and what level of automation you’re using to do your research. Are you manually scaling through the information online or are you using tools to get you all the required data on the prospect?Elyse says, you need to take at least 5 minutes to watch your prospect’s video, or even listen to their podcast. Try to be intentional with your connections and reach outs, instead of doing a spray-and-pray approach.Learning more about your prospect can take a lot of time, but the results are worthwhile.At the end of the day, your prospect’s are human too. You need to look at them with that lens and do your research and outreach. &nbsp;

<h2>SDRs and LinkedIn Outreach</h2>The most important thing today is how you can be different. How can you stand tall and apart from everyone else who’s trying to do the same thing? Can you send a voice note, instead of typing out a message? (This is what Elyse recommends!) Can you record a video message, instead?But remember the catch: You have to bring the same energy you would bring to a high level meeting. Your video messages or voice notes cannot be devoid of your energy or any conversational aspects.You might be nervous in your first audio or video message, but the effort of going the extra mile will trump everything else. Your prospect will notice the time you took in reaching out to them.“People don’t trust perfection. You should be real,” says Elyse. It’s all about how you can show up authentically.&nbsp; &nbsp;

<h2>What Does a Good LinkedIn Outreach Look like?&nbsp;</h2>Elyse says her LinkedIn inbox is usually overflowing with messages. There are few messages that catch her eye and she guarantees will intrigue you too if you see them. Here are a few tips:1. Use a video or a voice note if you can. You’ll automatically be different from all the messages. If something doesn’t catch their eye immediately, they might hit the trash button. The idea is to catch someone’s attention enough, so that they’ll at least listen to what you have to say.2. Take the time to include something personal. Look at their post, what they commented on, podcast episodes, etc. It shows that you care and you want to learn more about them. That message becomes more effective.3. Create an environment where people are open to explore. Don’t be too assumptive and strong in your outreach. Saying something like “I have a product that’s absolutely going to help you.” will scare them away. Instead you can say, “Hey, I’ve been checking out what you do. I’ve got an idea. We have helped x,y,z companies do {list the benefit} Would you like to schedule a quick 5-10 minute phone call… ” This makes people more open and receptive.4. (We loved this analogy!) Imagine you’re at a networking event. Would you pitch straight off the bat? - asks Elyse. The answer is a big no. You’d first say, “Hey, it’s so nice to meet you” and then you would continue the conversation. Your first few sentences would not have a product pitch. Understand that LinkedIn is the virtual equivalent of a physical event.&nbsp;

<h2>How Can Managers Empower SDRs?&nbsp;</h2>As a manager, it’s important to lead with curiosity. Be understanding and curious about your team's actions and reactions. Remember, everyone on the team is doing the best they can.The best you can do is, have the rep introspect their messages and ask them if they sent the message to themselves, would they respond to it? Have them imagine themselves in the prospect’s shoes to reflect on their outreach.Would the messaging make you stop and think? If yes, then it’s a clear winner.Elyse says you need to be willing to share your own mistakes as a leader - that way there’s a stronger learning curve. Being human in sharing feedback is very important.&nbsp; &nbsp;

<h2>The Future of LinkedIn</h2>We asked Elyse if there’s something she believes is going to get bigger in the future, and this is what she said:“Personal branding. It is critical to build that brand online.” It can just be about showing up and adding value - you can do this by simply sharing a video or re-sharing a post and adding your insights. Anything that will help you build a voice online. Soon, this approach will get you more inbound leads or messages.The best part, this shortens the sales cycle and builds more trust. You must remember that you don’t have to be a big founder to start a brand on LinkedIn. You just need to start.Listen to Elyse’s entire session recording below and grab all the insights you need to make your next LinkedIn message a hit!&nbsp; &nbsp;

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The Need for Personalizing your Messages 

Mass Messaging Vs Personalization

How to Do Your Groundwork?

SDRs and LinkedIn Outreach

What Does a Good LinkedIn Outreach Look like? 

How Can Managers Empower SDRs? 

The Future of LinkedIn

How to Personalize your LinkedIn Outreach with Elyse Archer 

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Instead of manning only one channel, sales teams are slowly implementing multi-channel sequences into their sales processes. Buyers expect you to communicate with them on their preferred channel - and to find out, you need to experiment with your outreach. Tying all hopes onto just one channel will keep your leads stagnant on the sales funnel. How do you make them move down the funnel?Multi-channel sequences are the answer. In session 10 of our Outbound for Dummies series, Harinie Sekaran, CEO and Founder of Leadle, talks about how to build outbound multi-channel cadences that deliver.As Harinie says, you need to be in touch with the prospect at least 4-6 times before you hear something. You might as well include a multi-channel approach instead of focusing only on one channel.Let’s get into the nitty-gritty of creating such cadences. Over to Harinie.&nbsp; &nbsp;

<h2>Why Should We Include a Multi-channel Outreach?&nbsp;</h2>What are the main reasons that teams should shift their focus from single-channel outreach to a multi-channel approach? Looking at this through an objective lens, Harinie talks about the need for doing so:1. Nowadays, you need to include several touchpoints in your sequence, before you make an impact on the buyer. So, instead of putting all your attention on one channel, shift your focus to the other available channels. This way, the buyer won’t be bombarded with continuous messages on one channel.2. Each channel has its specific benefits. The language in your messaging on LinkedIn will be different than that found in your emails. For Eg: On LinkedIn, you need to be more strategic and friendly, on Email you can share more value points and benefits, and Cold Calling would allow you to hear more from the prospects. Multi-channel gives you the ability to connect with prospects in different forms and across different channels.3. Better quality meetings. No prospect looks at the first message/outreach. When they do find your outreach across channels, they end up having a more holistic view of your tool before stepping into the meeting. &nbsp;

<h2>How Can You Get Started?</h2>Before you build your sequence, it’s important to understand that any outbound campaign has two important pillars. That is, the ICP (Ideal Customer Profile) and your Value Proposition Matrix.1. Starting with the ICP. It’s important to map it correctly. Reduce the vagueness and broad characteristics here. If you think you match with 5 industries, pick 2 that match the closest with yours and with whom the use cases would fit like a good puzzle.Hot tip: If it’s hard to determine, assign different ICPs to your team of SDRs and then gauge which ICP fits perfectly after your sales reps finish connecting with them.2. Next is the Value Proposition Matrix. &nbsp;Why should the buyer buy from you? You should be able to answer this question. Forget about the product. You need to understand the buyer here.To get a better hold of this, answer these questions for each of your decision-makers:Look at the KPIs your product would be able to solve.&nbsp; What’s stopping them from achieving these KPIs? What would your product bring to the table for this role, for eg. the Head of Sales?While talking to them, bring in case studies, and quantify them. It’s better to provide different numbers, pain points, case studies, and KPIs for different decision-makers.Eg: A founder would be interested in the overall growth and revenue of the company, and a head of sales would be interested in the revenue and making their team more efficient.After your ICP and Value Prop mix, you can understand what piece of information you have to bring up on which channel and to which decision-maker. You get to decide where you should have a low-level conversation, and where you should be granular.Hot tip: Knowing where your prospects are and leveraging those channels, would save you good time and cost. Learn more about the industry and where you think folks from there would hang out. Look at the geography as well. For Eg: Cold calling might not be permissible in certain regions.&nbsp; &nbsp;

<h2>Is Your Mix Working?</h2>Harinie says, 3 months should be enough for you to determine if your multi-channel mix is working or not. You’ll be able to understand which channel is most promising for your prospects and which channel is giving you nothing.Here are a few factors to keep in mind: &nbsp;1. Thoroughly track your open rates and reply rates.2. Are they accepting your invitation and then not responding to you after? You need to figure out the why. In most cases, it’s because your message on the channel is not striking a chord with them.3. A prospect’s ‘no’ or their silence can tell us many things. Look at the pattern and pick up on all the signs. This is also why the role of an SDR becomes important. They can observe patterns and figure out if certain channels aren’t working.4. Once you figure the channels out, it’ll be easier to keep your tone and language similar across channels. This should not be your concern in the initial months.Hot tip: SDRs must be told how they contribute to revenue as a whole. They need to see the bigger picture. Instead of just executing campaigns, they need to own them as well.&nbsp; &nbsp;

<h2>How Can You Personalize?</h2>“Relevance matters 500 times than personalization.” - Harinie.You don’t always need a personalized line to connect with your prospects and get them interested. As long as you're relevant - by covering the pains and the solution, you’re good. Your objective should be to talk to the prospect’s problem today and be relevant.Instead of hyper-personalization, you can follow bucketed personalization. That is, personalizing your message to a narrow set of ICPs. Once you find a common pain point or link between these niche ICPs - you can create a similar sequence for all of them. You can easily follow this approach for some 100 prospects.&nbsp; &nbsp;

<h2>What’s Coming Next?</h2>We asked Harinie if she was excited about the future of sales and what she thinks is about to come. This is what she said:1. We should be ready to automate whatever that can be with AI but at the same time, SDRs and AEs should be able to hold down the fort and be ready to humanize the outreach. 2. Leveraging predictive analytics in campaigns. Companies will be able to determine how to run campaigns with advanced data.3. “I’m waiting for something where the AI tells you what channels to use, how to reach out to the prospects, etc. in order to see a high impact.” This is what Harinie wishes for to happen in the next few years!If you want to listen to the entire session recording, click on the video below. It’s your one true guide to get started with outbound multi-channel cadences. &nbsp;Good luck!&nbsp; &nbsp;

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Why Should We Include a Multi-channel Outreach? 

How Can You Get Started?

Is Your Mix Working?

How Can You Personalize?

What’s Coming Next?

How to Set-up Multi-channel Sales Cadences with Harinie Sekaran 

<h2>How to Master the Art of Sales Prospecting with Alex Newmann</h2>Sales prospecting is the process of finding and reaching out to potential customers. In other words, it’s step zero of outbounding. If done right, sales reps’ can get much closer to sealing the deal with minimal or no objections.In session 9 of our Outbound for Dummies series, Alex Newmann (Founder and CEO of Newmann Consulting Group) talks about How to Master the Art of Sales Prospecting, i.e. how to cross the first hurdle of the sales process.Below is an excerpt from his session. But before we look at his session, let’s understand the difference between leads and prospects.Leads&nbsp; They may or may not be a good fit for your business. It’s a list of contacts that have not yet been qualified. Leads are generated through inbound sales or marketing efforts such as campaigns, blogs, events, social media, etc. Here, the contacts have already shown some interest in your brand or product.Prospects&nbsp; These contacts have been qualified and matched to your ICP and buyer persona. They are most likely to purchase your product/service. Prospects could be leads who showed interest in your brand or product previously or contacts who have never engaged with you.As they say, all prospects are leads, but not all leads are prospects.Sales prospecting happens at the start of the sales process. You need a list of qualified prospects to move the needle through the entire sales process.Let’s head to Alex’s session.&nbsp; &nbsp;

<h2>TAM and Prospecting</h2>TAM is the Total Addressable Market, also, the total market for your product. This includes everyone in the world who could buy your product.The biggest mistake that people make is they struggle to find their target audience. Alex says sales reps don’t define whom they’re looking for in a strong and meaningful way. And that is why there are so many cracks in the start.&nbsp; &nbsp;

If it’s a larger sales cycle, then there are multiple people involved. You will have internal champions in that company who will actually see a difference once they use your product. And then you have your decision-makers, who will be the ones behind the purchase decision. &nbsp;To have a robust prospecting process, you must understand how champions and decision-makers are a part of that buyer decision process.&nbsp; &nbsp;

<h2>Research these Characteristics</h2>What are some traits that you should research to learn more about your prospect and their company? Alex shares three broad categories that help strengthen his research.1. First, you need to look at the searchable characteristics. Searchable refers to things you can find online or on any contact database like Seamless. Look at the company size, valuation, recent funding, hiring spree, etc. With this, you can narrow down your scope.2. Next, move to the non-searchable characteristics. These are traits you won’t know are true or false until you speak to someone in the company. Eg: A tool they use, a recent investment, their value prop, titles in the company, etc.3. Now, it’s time to learn about the persona. Alex says there are 3 things that you must learn about an individual -i. What are their roles and responsibilities? Their individual pains and issues.&nbsp; ii. What do they care about deeply? Eg: their career aspirations, do they like to job hop, the culture they look for at work, etc.&nbsp; iii. What do they like to do daily? Learn how that’s different than what they care about.

<h2>When They’re Not a Good Prospect</h2>There are a few reasons why your leads cannot turn into your prospects. If they fall into any of the buckets below, it’s time to bid goodbye to them.1. Your leads are outside your target market. This immediately cancels them out from going past the funnel. 2. They aren’t qualified today. You could reach out to them next quarter or sometime in the future to bring back any interest. But at the moment, they can’t be your customers. 3. They are yet to be qualified. Put them in the ‘not yet’ bucket when they don’t tick all the boxes on your checklist. It’s on you to decide if you want to chase these prospects or not.&nbsp; &nbsp; This is your qualifier framework. Be very disciplined about which list of prospects you put in the qualified bucket.&nbsp; &nbsp;

Hot tip: Segment all your current customers to understand their values, the reason for purchase, pain points, etc., to understand which type of prospects you should be going after.&nbsp;

<h2>How to Go After Your Prospects</h2>You find your qualified list of prospects, and now what? Here are a few tips that Alex shares to reach out to your potential customers.1. Look at your low-hanging fruit. Have a repeatable process to go out and find someone. Understand the deal sizes since the way you pitch to different deal sizes will always be distinct. 2. Relevance takes a higher footing over personalization. If there’s no relevance, your outreach will look like a typical bait-and-switch message. 3. In your sequence, have a set of activities to highlight the problem, teach them something, be ultra-relevant, and provide a lot of value. 4. Remember, timing is everything. If they don’t respond to your first message, it’s mostly because your product is not a good fit right now. 5. A good combination of email, phone, door-knocking (how Alex started in sales), social media, events, etc., is the way to go. The idea is to get really good at one or two of the channels.&nbsp; &nbsp;

<h2>Set your Outreach Apart Like This</h2>Once you know whom you’re reaching out to and have a validated list of prospects - the ball is in your court to make your outreach count. This is how you can set it up for success:1. Look at how people in your company have generated revenue and what has worked for them. You don’t have to reinvent the wheel. Emulate what’s already working for your team. 2. Understand the ins and outs of your buyers. Talk to your buyers who really know their stuff - you need to know everything about them. Also, listen to customer interviews and recordings. Try doing the customer case studies yourself for better exposure. 3. Understand the buying process. Why would the buyer really buy? And what does the process look like? These will help you fix all loose holes.&nbsp; &nbsp;

In the end, you need to be the person who can be an expert and guide your prospects throughout the process.We asked Alex - How can sales reps stay on top of their game? He said they must stay on top of LinkedIn, Twitter, and Podcasts to channel the right information. What’s even more important is to be curious and never stop learning.If you want to listen to Alex’s entire session recording, check out the video below.&nbsp; &nbsp;

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TAM and Prospecting

Research these Characteristics

When They’re Not a Good Prospect

How to Go After Your Prospects

Set your Outreach Apart Like This

How to Master the Art of Sales Prospecting with Alex Newmann

SDRs are the backbone of the sales process and the first touchpoint of any company. Enablement and motivation are like the ends on a two-pronged spear that can push SDRs to face the rough tides.Your sales team needs all the support to bring home the numbers.In session 8 of our Outbound for Dummies series, Adam Jay, Co-founder and CEO of Revenue Reimagined, shares how to enable and motivate your sales team the right way.Below is an excerpt from Adam’s session.&nbsp; &nbsp;

<h2>Strategies to Enable SDRs&nbsp;</h2>As Adam keeps reiterating during the session, having effective product knowledge enables sales team to have model conversations with prospects and be ready to face any obstacle that comes their way.Another big reason behind enabling your team is running regular training programs that keep them updated with techniques, trends, competitor strategies and customer needs.Here are the top strategies (from Adam, of course) to enable your reps:1. They have to be product experts. Even if they might not be the one to give a sales demo, your SDRs need to know the product they're selling. Since they’re the first touch point with your customers and their main goal is to generate interest by identifying pain. &nbsp;2. They have to be experts on your ICP. The worst that can happen is calling and connecting with people who don’t match your ICP. You don’t want your team to book meetings with the wrong person.3. They have to be experts at handling objections. You hear similar objections every time - low budget, already having a software in place, not interested in increasing the tech stack, etc. Teach your team on how to naviigate through these common objections.&nbsp; &nbsp;

<h2>How to Equip Entry Level SDRs</h2>You have to start with the basics.How to reach out to someone? Which channels to conduct the outreach on?As a manager/leader, you must teach them what to say on the phone and how to write good emails. The goal of their email must be to pique interest.&nbsp; &nbsp;

Hot tip: Adam says, “You need to kill the line ‘hope this email finds you well.’ “But before teaching them how to go about emails and phones, talk to them about the product and ICP.“We had an hour every week where the entire company was enabled sometimes it was on product, sometimes it was on messaging, and sometimes it was on how our biggest customers were doing and how they were using the product effectively.” - Adam.If someone’s eager to learn, they can be enabled and hit the phones within 3 weeks itself. You can also get them on the phone from day 1, let them word vomit and speak to the bottom of the TAM - allowing them to get used to the idea of calling.&nbsp; &nbsp;

<h2>When is an SDR Ready?</h2>Look for how they’re handling objections and thinking on their feet. On calls, do they say they’ll get back to the question or just unload some unrelated answer.If they have a hungry mindset and are ready to get on the phone - that’s a great attitude to have.Hot tip: Ask them for their feedback before you give your own feedback. Most of the time, they’ll be able to reflect correctly. You can always add to that and appreciate their transparency. This makes your rep become more confident and they won’t be bogged down. And how can you re-enable your SDR if they’re not able to work on the feedback correctly? This is what Adam Jay would say -“I appreciate all the progress that you've made and all the work that you're doing. What I really want to do is set you up for success so that when you get on the phones or when you start sending those emails you're seeing as many wins as possible. These are the areas that we've kind of identified together that we're not quite there yet. So let's go back and work on them together so that I could set you up for success as much as possible, because this is a hard job.”It’s all in the way you as a manager would phrase your words and give them that sense of reassurance.&nbsp; &nbsp;

<h2>How Can Managers Ensure Enablement isn’t Boring?</h2>Enabling your SDRs can become too monotonous at times. This is how you can keep it fun and interesting:1. Ask the team what they want to be enabled on and make sure they have a voice. People like to feel included. Give the why behind the what.2. Allow SDRs and AEs to participate in leading the training. If you have someone in your team who’s good at cold calling, prospecting, etc. have them pass down their knowledge to the team and take the lead.&nbsp; &nbsp;

3. Be updated on the trends that are working in your industry. For eg: As a recent and ongoing trend, the infusion of AI in sales.It’s much more impactful for the SDRs to listen to someone on their team to learn how they got hold of their successes. Hot tip: “I actually have all new SDRs and AEs send an email at the end of the day. It's a cold email and I respond to every single one of them and they have to respond back as if I was the customer. That's the best way to do emailing.”

<h2>How to Keep them Motivated</h2>Amidst all the numbers and emails, your sales reps must be motivated and encouraged for their outreach and victories. They need a reason to keep going, despite all the odds.1. You have to celebrate the small wins that lead to the big wins. As simple as celebrating a high open rate. Study together to see what’s working.2. Have your SDRs sit on the calls with your AEs and have them understand what leads to a good successful call or a demo. This will give them a good dose of confidence.&nbsp; &nbsp;

“SDRs need to have an upbeat and self-encouraging mindset to thrive through the obstacles and numbers. They have to be curious about their products, customers, and competitors. And on top of that, they have to be coachable.” - Adam.If you want to listen to Adam’s entire session recording, you can check the video below. It has everything you need to learn how to enable and motivate your sales reps.&nbsp;

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Strategies to Enable SDRs 

How to Equip Entry Level SDRs

When is an SDR Ready?

How Can Managers Ensure Enablement isn’t Boring?

How to Keep them Motivated

How to Enable and Motivate SDRs with Adam Jay 

Tech-savvy, data-driven, and professionally skilled in using advanced tools. That’s how you can define a modern-day SDR in today’s day and age. Over the years, the role of an SDR has had to accommodate various shifts and imbibe various skills and trends to stay on top. It can sound exhausting, yes. But, with the right support, tools, and guidance, sales reps can easily master the art of sales.In session 8 of our Outbound for Dummies series, Bryan Elsesser, Managing Director at Elsesser Ventures and Strategic Partner, teaches how to become a highly effective sales rep in this dynamic and fast-paced environment.Below is an excerpt from Bryan’s session.&nbsp; &nbsp;

<h2>Evolution of SDRs</h2>Before we get to Bryan, let’s look at a few ways how the role of SDRs has evolved.<h3>Digital Transformation:&nbsp;</h3>The shift from traditional cold calling to using AI-powered software enables reps to analyze customer behavior, personalize interactions, and optimize outreach strategies.<h3>Data-Driven Insights:&nbsp;</h3>Modern SDRs rely heavily on data to identify high-value leads. Through analytics, they can prioritize prospects who are more likely to convert.<h3>Multichannel Engagement:&nbsp;</h3>SDRs now have to take a 3-4 pronged outreach approach to connect with prospects across channels such as social media, email, phone, and messaging apps. This helps in an increased chance of getting a response.<h3>Relationship Building:&nbsp;</h3>The focus now deeply lies on relationship building and customer engagement. Instead of transactional interactions, they nurture long-term relationships by understanding client's needs, providing valuable insights, and acting as trusted advisors.Now, over to Bryan.“Technology and the buyers’ mindset.” These are the two things that Bryan says have led to the evolution of SDRs.Since buyers now expect more, they expect you to be more knowledgeable and mindful.Bryan says the spray-and-pray approach of reaching out to 500 buyers a day has been long dead. Whereas, your team should write 10 great emails and hold them to that metric.The deployment of AI across teams is going to help empower conversations and the outcomes are going to be different.&nbsp;&nbsp;&nbsp;&nbsp; &nbsp;

<h2>The Mindset Shift</h2>The one skill SDRs should have is the willingness to go beyond expectations. The extra effort they put in is always visible, says Bryan.&nbsp;

But there’s one shift that not just SDRs, but CROs and VPs should also adapt to - i.e. a revenue-focused approach rather than just a pipeline one.How can that be done?1. Outbound is the most expensive channel. And as we have built teams, we have moved them away from the metric that matters, i.e. revenue. We have aligned them to the pipeline, and paid them on pipeline - that’s not scalable. 2. You have to deploy a team against the revenue number. This team needs to make sure they’re bringing in new contacts, and that they're understanding how things are moving down the funnel. 3. An SDR should be working hand in hand with the account executive. By doing that sale, sales teams will find better success.&nbsp; &nbsp;

<h2>Influx of Sales Tools</h2>“You do not need 7 sales stages for an SMB sale. You need 3 tops,” says Bryan. &nbsp;All these tools are going to evolve and enable the SDR to the next point in their career.We're not going to replace people, we're just going to replace a job function and we're going to repurpose people towards revenue.&nbsp;

<h2>The Rule of Tech in Sales</h2>AI is all about how we can use the information out there quickly and regurgitate it right.

Technology will give rise to more buyer-centricity. We’re heading towards an age where buyers are smarter, and that’s exactly what technology is going to enable. It’s all about how to influence a positive customer journey. The true metric to follow is having/sending meaningful calls, emails, LinkedIn connections, and touchpoints.Meaningfulness is the true key.&nbsp; &nbsp;

<h2>KPI to Keep in Mind</h2>Have your team do their sales math to understand the conversion rate.That is the funnel metrics starting from the meetings booked to qualified opportunities to close. Understand up to what point an SDR can make an impact.&nbsp;

Build your compensation model around that action or point of decision. Because beyond that point of decision, there's nothing else for the SDR to do.The SDR manager is looking for KPIs around the number of dials today - but that’s broken. The leadership needs to change the conversation to revenue and be judged on revenue. It can no longer be just about a qualified pipeline.&nbsp; &nbsp;

<h2>How to Stop the Blame-game</h2>The synergy between SDRs and AEs is crucial for a successful sales process. But sometimes due to a lack of communication or accountability, it can lead to a discord between the two roles.This is what Bryan has to say about any conflicts between SDRs and AEs -“If anybody’s willing to point a finger and say I’m not successful because of this person. That person needs to get off your team because they’re in the way of your success.You need to have people who own the funnel completely and own the mission completely at every stage. They should each be deep into the engagement that they’re working on and not simply blame each other when something doesn’t work.”&nbsp; &nbsp;

<h2>Top takeaways from Bryan</h2>We loved these closing statements shared by Bryan.1. Find people in your team who care. If you find that, you’re golden.&nbsp; &nbsp;

2. Efficiency works. You don’t always need a team of 20 to grow. Make sure you give your current team enough resources and support.If you want to listen to Bryan’s entire session recording, you can check the video below. It has everything you need to master sales as a modern-day SDR.&nbsp; &nbsp;

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Evolution of SDRs 

The Mindset Shift

Influx of Sales Tools 

The Rule of Tech in Sales

KPI to Keep in Mind

How to Stop the Blame-game

Top Takeaways

How to Master the Art of Sales as a Modern-Day SDR with Bryan Elsesser 

The success of an outbound sales team depends on various factors such as the quality of leads, the skills and training of sales reps, and the effectiveness of the sales strategies, etc. But a well-built sales team helps put all the activities in motion and makes the target 10x more achievable.In session 6 of our Outbound for Dummies series, Ryan Lailler, Business Development Leader at Tabular, shares how to build an outbound team from scratch. From recruiting a dynamic team to creating a collaborative environment - you'll learn everything you need to know to assemble the perfect team.Below is an excerpt from his session. But before we begin, let’s cover why it’s important to build an outbound team.&nbsp; &nbsp;

<h2>Why Do You Need an Outbound Sales Team</h2>1. Preemptive action: Outbound sales teams proactively reach out to the right buyers, instead of waiting on inbound lead generation. That way, there’s always a ripe and healthy pipeline.2. Tailored outreach: With teams targeting specific demographics, and segments, the chances of reaching the right audience become higher.3. Personalized connections: Personalized interactions become the life and blood of sales teams - especially in outbound, as they need to connect with the prospects on a deeper level and build trust. This again increases the chances of hearing a positive response.4. Market Expansion: By reaching out to potential customers across geographies, outbound sales teams are the true champions for spreading the product or service love, globally.5. Brand Awareness: Direct mail and cold outreach such as cold calling/emailing can create ripples of brand awareness amongst the target market and create a niche for the brand.6. Sealing deals: Outbound sales reps are trained in the art of persuasion and negotiation. This leads to the added advantage of bringing home more customers.Now, over to Ryan.&nbsp; &nbsp;

<h2>When Should Startups Start Building their Outbound Team?</h2>Ryan Lailler says startups should wait as long as possible before they build an outbound team and remain founder-led.&nbsp; &nbsp;

Of course, that doesn't mean teams can't hire a BDR for the business.The first BDR, shouldn’t focus on booking meetings right away. This person should in fact be in charge of interviewing potential customers who are perceived to be the ICP and collect sheets of data from the interactions.This data can help align the brand messaging.Once that’s done, companies can start working on their outbound messaging and build their onboarding playbook. That’s when the scaling should begin.&nbsp;

<h2>How to Build the Outbound Process from the Ground Up?</h2>Creating SDR pods is the best way to do this.What is a pod? And what can you do about it?What you can do inside a pod is specify what the person in that SDR role should be doing.Each of the BDRs on your team has to be a specialist. For eg., if you had a sports team, only one person can be a quarterback, only one person can be forward, and only one person can be a center.&nbsp; &nbsp;

As Ryan says -“You need to have one person be the researcher, the deep analytical thinker, and the person who goes out and does the research on companies, builds the lists, gets the data under control, and another person who is responsible for email copy, phone scripts, objection handling, etc. And then they have another person that's responsible for the technical side of it.Have three people in the pod who are responsible for outbound, but give them specific roles and let them become masters of that.Once you have this, you’ll have an onboarding program in your hands. And you can go get another pod because the first process or concept worked” &nbsp;

<h2>Roles of the First Hire BDRs</h2>They should only focus on collecting information in the first few months.Because you could also be talking to the wrong prospects. If you’re getting too many rejections, objections, etc. - it’s time to reflect.Go find people who were in a similar space as your company before. Get them on the phone and offer them a gift card for taking a 30-minute interview with you.Ask them questions to get the voice of the customer and the prospect.&nbsp; &nbsp;

<h2>Team Alignment</h2>Smarketing. As it states, sales and marketing should work together.Most BDRs and SDRs don’t receive the right ammunition and knowledge that can be given with the marketing teams’ help.&nbsp; &nbsp;

Plus, your website is the most powerful tool, which should give the right hint at what each of the teams are doing - Sales, Marketing, HR, Product, etc.&nbsp;

<h2>Challenges to Overcome for Startups</h2>Patience and lack thereof are the biggest killers of any process that you're trying to achieve.Should we get behind selling? Borrow money? When do we raise? There are a lot of questions left to be answered on a regular basis, but you need the patience to get them resolved one after another.Is your Onboarding Process Working or Not?If you have an onboarding process in place and a foundation for an SDR team or BDR team to follow, within 90 days you'll have a sense of whether or not it’s working.Is it not working because we need more training for our BDRs? Is it not working because we made bad hires? Those things you can ascertain quickly. &nbsp;

But if the market is reacting positively to your product, then you have to give it six months to see the results. You cannot panic till month 5. &nbsp;As Ryan says, it does take a long time to find out if something is worth pursuing.&nbsp;

<h2>Evolution of Outbound Teams&nbsp;</h2>This is what Ryan has to say -“I hope to see a little more distribution of age and experience within the team itself. Because you can ruin someone's sales career by hiring them too soon and then putting them into an environment where they're not supported. I hope we see a nice distribution and the removal of ageism in the outbound space because there's this stigma that it's a young person's game.”&nbsp; &nbsp;

If you want to listen to Ryan’s entire session recording, you can check the video below. It has everything you need to build your outbound sales team from scratch.&nbsp; &nbsp;

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Introduction

Why Do You Need an Outbound Sales Team

When Should Startups Start Building their Outbound Team? 

How to Build the Outbound Process from the Ground Up? 

Roles of the First Hire BDRs

Team Alignment

Challenges to Overcome for Startups

Evolution of Outbound Teams 

How to Build an Outbound Team from Scratch with Ryan Lallier

According to LinkedIn, 78% of businesses that use social selling outperform those that don’t. Social platforms help you build a sense of trust with your prospects, where you’re not too pushy or too much in their face. This helps you naturally talk about their pain point or bring in your solution without being overbearing and by retaining your newfound friendship.In session 5 of our Outbound for Dummies series, Monica Mcllroy, Business Development Manager at TLDR, shares how to draft a message that turns heads and everything else you need to know to make that next LinkedIn outbound sequence a hit.Below is an excerpt from her session. But before we begin, let’s cover why LinkedIn is a great place to start your sales conversations.&nbsp;

<h2>Benefits of LinkedIn as a Channel</h2>LinkedIn is a powerful platform for sales reps as it allows them to balance networking, lead generation, and building relationships with potential clients - all on one platform. Here are a few reasons why you shouldn’t neglect LinkedIn.<h3>1. Content sharing</h3>You can show where your true expertise lies by sharing posts, articles, and videos that cover the pain points and solutions. Sharing valuable content can also open the path to becoming a thought leader and help attract inbound leads.<h3>2. Lead generation&nbsp;</h3>Using LinkedIn, you can search for customers matching the ideal customer profiles and plan the initial outreach (without going straight for the pitch). Almost all of your prospects can be found on LinkedIn.<h3>3. Networking&nbsp;&nbsp;</h3>You can up your networking skills and build relationships with influencers, leaders, prospects, individuals in similar roles, etc., and open doors to more valuable connections and opportunities. With LinkedIn, SDRs can build rapport first before they resort to a pitch. This leads to an added layer of trust.<h3>4. Sales Navigator and InMail&nbsp;</h3>Sales Navigator is a premium feature on LinkedIn that provides advanced search and lead filtering options, as well as the ability to save leads and track their activities. Plus, InMail allows reps to send personalized and slightly longer outreach messages to prospects. 2 really great features in 1 platform.<h3>5. Personal Branding&nbsp;</h3>Sharing a regular dose of content, interacting with prospects, and leaving a trail of your memorable skill/personality (more on this later) across your posts will help sales reps establish credibility and trust with potential clients.&nbsp;&nbsp; Let’s cover Monica’s session now.&nbsp;

<h2>Top 3 Tips for a Successful LinkedIn Strategy</h2>1. Don’t view LinkedIn as the whole picture. Have small micro-interactions with your prospects on LinkedIn, Twitter, Slack communities, or even on LinkedIn groups. Of course, LinkedIn is a crucial piece to the puzzle, but you want your prospects to know your presence on channels like Twitter, Email, SMS, Phone, etc. as well. &nbsp;2. Make sure your interactions with your prospects are short and frequent. Why? Because people have low attention spans. So comment on their posts, ping them if you notice something on their bio, or see anything different in their post. It's all about building up your name.

3. There are two pillars of creating content and engaging with prospects. The first step is just rapport building, becoming friends with them, being funny, and charismatic, and trying to build real relationships on LinkedIn.The second is posting valuable content and making it relatable. Small text blurbs, memes, etc. can be posted to strike a chord with the prospect. &nbsp;Hot tip: The sweet spot for Monica is posting between 7:00 AM and 9:00 AM, eastern time, once a day.

<h2>A Common Mistake that Sales Reps Make</h2>The biggest mistake is not optimizing your LinkedIn profile to your target market. A lot of times a salesperson includes all their sales records on their profile, which is just going to scare the prospects away. Keep it basic, talk about your other interests, achievements, etc., and mention how you can actually help them.&nbsp;

Hot tip: What should you include in the <a href="https://outplayhq.com/blog/10-unique-linkedin-sales-message-templates-to-get-more-replies">content</a> while sending a connection request? The answer is no message. If you see a message with the connection request, it usually looks like they’re using a tool to automate the reachouts. On the other hand, if you're just adding a bunch of people at scale with no message, it feels a lot more casual and passive.&nbsp;

<h2>How do you Build a Personal Brand on LinkedIn?&nbsp;</h2>It’s important to have something of your own that sets you and your content apart from the rest.This is what Monica does to add a personal touch to her content -“So I post a lot of tactical advice on building SDR teams and prospecting, but every time I make one of those posts, I also include a picture of a matcha latte that I drink every morning.&nbsp;I can't think of how many times I'm trying to think of someone, I know their face from LinkedIn, and I kind of know what they post about, but I can't remember their name.&nbsp;I share a lot of advice, have the Matcha emoji in my name, and also post a lot about my Matcha lattes. So that's just one example of how I try to separate myself from the pack.I've had a couple of people message me who said, “I really appreciate what you wrote, and when I saw the Matcha latte, I knew it was your post.” ”Make sure to be known for 1 to 2 things and make them very noticeable on your profile.You can also share something personal, but tie it back to your profession. That way you can create a good balance between both and also create content that catches attention.&nbsp;

<h2>How to Have a Great LinkedIn Profile&nbsp;</h2>1. Have a clear picture of yourself with a warm facial expression. Keep it professional and update it from time to time.2. Have a compelling profile picture and cover photo that talks a bit about you or your personality.3. Share a little bit about yourself on your bio, to become a real person and not just an avatar on LinkedIn. Have a very digestible, simple, and short tagline to describe you and your work.&nbsp;

<h2>ChatGPT and LinkedIn</h2>Should You Take ChatGPT’s Help to Write Your Profile?Absolutely not, says Monica.It's really important to maintain your voice, whether you’re trying to be serious or quirky.&nbsp;

As she says, your voice is a beautiful thing that makes you who you are as an individual, and obviously, ChatGPT will make you sound very robotic.&nbsp;

<h2>How to Set Your Outreach Apart</h2>Monica does a couple of cycles of what she calls Bursts and Rests.For 3-4 weeks, have 3-4 touchpoints. You can do a once-a-week outreach to the prospect (this again depends on the ICP you’re reaching out to) for a month and then put them in a rest nurture period for 2-3 weeks.Re-enroll them into a different sequence, i.e., get them into a second burst period. Continue that for another month, post that, put them in another 3-4 week rest, and then do your last burst outreach.

Due to a lot of reasons, it wouldn’t be the right time for the prospect to engage in a conversation with you. But you can always come back to those initial contacts and pick up the conversation.If you want to listen to Monica’s entire session recording, you can check the video below. It has everything you need to scale your sales on LinkedIn and see success straight away!

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Niharika Ayyagari

All Posts by Niharika Ayyagari

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