Part 1: How to Find Your First Client Or Job as A GTM Engineer (4-Part Series)

All right, today's the day. I've been promising you guys forever on TikTok and YouTube and LinkedIn that I'm finally going to drop a video on how to become a sales engineer. So you could travel the world and work remotely but still get paid very well. So in this video I've created exactly how you're going to acquire your first customers. But I need you to follow everything step by step. Listen, I have a follow along doc below. All you have to do is grab it so you can follow along with this video. And, and by the end of this video, you should be able to acquire your first customer. Do not overcomplicate this process. I made it simplified for you. Don't think, oh, I may need to do this or I may need to do that. You don't need to do anything except what I show you in this video. This is going to be a part of a four part series. So all you're going to have to do is just watch each part at a time and you'll be more than fine. You'll be ready to kick everything off. Now listen, I'm going to be fully transparent with you guys. This is just one small section of the game that I'm giving you. If you want all the game, you got to join the BDR engineering boot camp. But in this video and in the four part series that I'm going to have on YouTube, it should be more than enough for you to acquire your first customer and actually deliver results for them. So if you're ready to get started, all I need you to do is grab your follow along doc below and let me take you to my computer right now. All right, so we are going to be talking about building your dream 100 on LinkedIn. So that's basically going to be a list of companies that already need what you're selling. So, so here's how you're gonna do it in real time. First, you're gonna go to LinkedIn. You're going to click on Jobs. Here, let me go back for you guys so you can actually see what I'm talking about. LinkedIn, you're going to click on Jobs. Once you click on Jobs, what you're going to do next is you're going to see who is hiring outbound sales development reps or SDRs or BDRs. So let's just do BDR. Okay, now once you do BDR, I want you to just put in a filter date posted do within the past month. Let's see if they have easily apply no. All right, so they changed the filter settings on here, but either way, then you want to change here because most likely if you select here, it's going to pop up wherever you are. So if you're in New Jersey, it's going to show New Jersey. If you're in California, you're in California. Select United States. That's where I would select. But if you want to stay local, you can stay local, but there's no need to. Now what you're going to be doing is looking. Oh, perfect. So now like click here. Let's see if they have it open to work. I don't know any of this is. They usually have an option where you can choose remote only. I don't see it here. It's fine. So let's continue. Now you want to look for jobs that are posted in the last 30 days. The way you're gonna be able to see is basically here, this post 15 hours ago. This posted an hour ago. So let's just click on this job. Right? It's a hybrid job. They're looking for a business development representative. They have the person who's hiring VP of people operations. You're going to see corporate. They use a bunch of like weird names for job titles. This basically just means hr. They're the HR department. All right, so this is somebody you would reach out to if you wanted to pitch the service. Okay, so we have Charlotte here. Let me rephrase it. You would not reach out to Charlotte. You reach out to somebody like on the sales team if you want to pitch, pitch the service, the sales manager, sales director, etc. This. You'll reach out to Charlotte if you want to get a job. My apologies, you guys. So always read a little bit about the job. Why do you want to read about the job? Because at the end of the day, you want to know if this is a job like a company you would actually want to do sales engineering for in lead generation for. Right. Because don't book appointments for companies that you have no interest in their offer because you're just not going to want to do the research when it's time to like, if you like get the client and they say, okay, yeah, great, we'll work with you. You're going to be so bored of what it is that they offer. But we're going to use this one for an example and how we would do outreach. All right, now let's just say this looks like a good fit. Bip Sync BipSync is a fast growing financial technology SaaS company. With a product thoughtfully designed to optimize research management. Okay, great. On Target earnings is 75 to 100k. So this is including salary plus commission and annual bonus. All right, awesome. Great. So that means they're willing to invest in their employees. We love that. About the role, read more about the role. Read the responsibilities of what it is that they're looking for. I really like the responsibilities part because it's just. It makes it easier for your pitch later on. I'll talk to you about that. So partner with sales and marketing revenue teams to execute targeted outbound email campaigns aligned with street strategic go to market priorities. This is everything I needed to see right here. This first sentence was everything I needed to see. And the second sentence, collaborate with demand generation to craft personalized outreach that communicates value and resonates with our ideal client profiles. Perfect. Because as a sales engineer, we need to develop processes that does this anyway. So this is perfect. So what, this is what I'm going to do next, right? I'm going to put this into my dream 100 company. So all you guys are going to do is this company name is going to be BIP Sync LinkedIn URL. Job post. I'm doing this on the fly with you guys. This is what, this is what you have to do when you're first starting out. I don't do this anymore, but this is what I did when I started. Let's see, we're already in the search results. Perfect. Dream 100. Excellent. All right, my bad, guys. I had to pause the video because I was trying to delete this long URL. Let's just pretend the LinkedIn URL is there, right? And then what we're going to go from here is going to be company LinkedIn URL. And we're going to copy that as well. So we're just going to go to the company LinkedIn URL. It's very simple. All you have to do is click here. Copy that. Boom. And right now and then I always like to do the sales manager. Let's just say decision maker, LinkedIn. How are we gonna find the decision maker? Simple. I'm walking you guys through this thing in real life, people, you're gonna click people on the thing here and then we are going to type in. I might actually have the person here. I usually just look here, look. This is Marketing Director, VP of people. Let's see. SVP of Sales. Okay, this is close, but I don't think that's the actual person. Senior Account Executive, Sales Operations. Nope. Let's See, let's see. Account manager, senior account. We. I like this. I would. I would use this as well. Demand generation specialist. Actually, no, I wouldn't, because that's just a nicer name for sdr. So I probably wouldn't use her as a decision maker. Let's see. I'm going to pause it and find it. Wow. I passed it. Director of sales right here. So we're going to click on this page right here. All right. We're gonna. It's gonna go. It's gonna be with Elizabeth. Click copy. Bing bong, Boom. Send a connection request. We're gonna send it without a note. We're not going to send right now. Just send it without a note. Don't worry about it. All right, then you're just going to do this a hundred times. Dream 100. Because you have to build your lead list first. You want to know exactly who you're going to target. All of that good stuff. Is it boring? Yes, but it is what it is. Then you have other sites you can use to find your dream 100 as well. You have to build the dream 100. Do not pass go until you build the dream 100. Why? Combinator jobs. This is a great place, right? I already have my account. So all you're going to do is this. Find a job. Well, make sure you sign up for an account, too. It's free. So you're going to find a job. Once you do that, you're going to select role here, sales. And then this is literally all I do. It's the same thing. Modernizing the police workflow. I mean, I'm probably not going to. I'm not interested in that. AI agents for location. They're paying 75k to 95k. Okay. Reprompt. I like that. Let me just. I'm just going to click on their website really quickly just to have that open. I'm gonna click on the actual job title. This is what I like about it. Right? So I already know who the founder is. And these are small companies. There's only three people that work here. Right. Like, when you see titles like this founding sdr, that means it's gonna be their first salesperson ever. So they're 100% looking for salespeople. So all I would do here is, same thing, copy all the information. And I would add the website URL to the Dream 100 list right here and then also click on their LinkedIn account. Let's see how active they are. He just posted one day ago. Awesome. So what I would do Here is click More Connect Send without a note. Make sure you add rob to your Dream 100 sheet. Do not skip that part. And then Lucas. All right, we're going to do Lucas right now. Let's add him. Boom. More Connect. You can add him as a decision maker as well. I love reaching out to people on Y Combinator. I just dropped a huge gem that was a million dollars worth of game best kept secret out there. All right. But you always want to go for like the founders and the CEOs and whenever they have founding SDR, these are gold. These are the best people to reach out to because they don't have sales processes. Now I'm sure you're wondering what is it that you actually say? Now I'm going to show you exactly what. I'm going to give you one example of what to say when you've identified the right person. So that means usually a founder, a CEO, head of sales, you're going to send a certain message. All right, I'm not going to send it to them now, but this is one of the messages that I use. I have a ton of messages to send but you guys are going to get this one to use. The people inside the boot camp get all of the templates but I'll leave you guys a little something. So let's just click Rob and this is what we're going to say. All right. I'm just copy and pasting the message real quick. We're going to click message. You would usually wait for them to accept your connection request so you don't have to use LinkedIn connects, whatever it's called SDR. I don't say got something you like, you may want. Then boom. Hey, first name. So it'll be clearly hey Rob, saw your hiring for this is when I would just put. You'll just put founding SDR role and if you haven't make sure you get the follow along doc to this video because it'll be inside the follow along doc. This script. I specialize in building outbound systems that generate books book calls without overhead of full time's rep. Not looking for a job, just wanted to see if he opened to a performance based model where I handle top of the funnel and you only pay per qualified appointment. Happy to send over a two minute loom if that's something you'd be open to. Either way, congrats on the growth. This is a million dollar script right here by the way. You guys are getting it for free on YouTube. This is a million dollar script and you're getting it for free on YouTube. Don't say I don't give you value. Don't say I don't give you value. But that's the message that you are going to send. All right, now let's talk about what happens after they reply. I'm really hesitant to actually show you guys this message, right? Because I don't. I just. I messaged this new company and they responded positively to me. So let's just go, where's his name? I'm. I'm gonna show you guys. Anyway, so boom, I hit him with one of my messages, right? And it was about Facebook ads and cold email. Can't show you guys what it is. He sent me his email. Awesome. We have a meeting in two weeks. Perfect. Right? Let's get out of there. So let's talk about what it is that you're actually going to do. What? Once that happens, you can either send them a loom video demonstrating how your services work, or you can send them just an email breaking things down. I like to send loom videos. So, like, I would go into my instantly account and say, and this is what the loom video would look like. And once again, you have all this information. The follow along doc, make sure you download it below. It's in the description below. So this is how I would do it. I would say, hey, my name is Kyrie. I run X, Y and Z company and I want to help you get more leads. And we are a pay per lead company. So I mean, we're a pay per appointment company, so you only pay for qualified leads. Our main utilization for creating, for generating our leads is through cold email. And then I would just walk them through an example. Right? So I have cold emails already going out. So let's just say, whatever this guy, Yes, I would be interested. And I would just walk them through, like, some of the things that I've done and some of the scripts that I've used. All right. That's literally all I would do. And then I'll tell them what kind of companies it works for and what it would do for them specifically. That is it. You're gonna learn more about this inside the bootcamp. Don't worry. We're not gonna go through this whole entire setup right now. I just want to show you guys a quick little example and show you that I really does this. This isn't just me talking. Ish. This. I really do build lead generation of systems for companies. Right, cool. Let's keep this thing going after that. Once you break down the loom video and what it is that you do. All you're going to do is see if they like, see if they want to hop on a quick 15 minute call. If it's of interest, make sure you keep your loom video under two minutes. Do not try to do like this long, drawn out thing, hey, this is who I am. This is why it works. This is the type of companies it works for and what it would do for that prospect specifically. All right, now once you get on the call, right, let's just say they agree to your. To actually speaking with you, okay. Then you're going to invite them to a 15 minute strategy call to break things down further on the call. Don't pitch right away. You want to ask them qualifying questions, okay? So you're going to want to ask them a bunch of things. When I say a bunch of things like, hey, what is your sales process currently? What do you hope to be? How many leads are you looking for? All of these things. And then when it is the right time, then you present your offer. I'm gonna make another video on how to do sales calls and walkthroughs and all that. This is just the foundation and step one to, to get you guys going. All right? So don't worry, there's gonna be a part two to this and it's gonna talk about more of the sales process and everything else like that. So when it's the right time, present your offer. So you could say anything like, hey, I charge $400 per qualified appointment. No retainers, no minimums, I'll handle the top of funnel and you just focus on closing. That's the entire play. And the reason we're able to do this is because we're gonna be building our own sales processes with, with cold email, cold calling and all these things. And we're gonna engineer the sales process for them and we're gonna generate leads for them. But there's really two ways you can go about it. You can generate leads for them or, or what you can do also is you could just sell them the system. Like, hey, for $8,000, I'll just build the system for you. Literally. That's it. That's it. Let's get back to it. So that's the play for this one, right? This is just for video 1. We have more training. I didn't want to make this video like 50 minutes long. I just want to break down the step by steps, right? So what you're going to do is build your dream 100 message. The right person. And then you're going to pitch your pay per performance system and we're going to go over that like pitching and everything else in the next video. And if you want help building this out with me personally, check out, check out the BDR Engineer Bootcamp. The link is below. We currently have a wait list, so just sign up for the wait list if you are interested in joining the Bootcamp. But this is where we're gonna go way deeper into automations, client onboarding, pricing, outreach frameworks and everything you need to scale from zero to your first few clients. All right? And if you want to feel free to add me on LinkedIn as well. I gotta change a few of these things here, but check out the link below. If you haven't, be sure to download the follow along doc so you have all the resources. And then after this video, I want you to go watch part two. Because for part two we're going to be talking about how to actually deliver results for your client as a sales engineer. That's going to be a really good video. Besides that, I'll see you on the flip side. Actually, hold on one second. I have a message for you. So watch this. All right, guys, listen, I hope you really enjoy that training that I just put together for you. The this is what I need you to do next. Besides taking action, I'm literally going to need you to go and watch part two right now. Remember, this is a four part series. It's not just enough to stop at part one. All right? And if you want to learn more about the BDR Engineering boot camp, all you have to do is book a call with me depending. Because right now we might be on a wait list. I'm not too sure. Since we do live cohorts, the coaching in the program is not always going to be open. So if it's a wait list, sign up for the wait list. And if it's. If the. If we're accepting new cohort members, then I want you to go ahead, book a call and fill out an application. All right? But besides that, I really hope you enjoyed the training. I have a lot more to go. Listen, this was just one step. There are three more steps to go. Also, if you can do me a huge favor, if you could drop a subscribe and share this with somebody who wants to travel remotely. You see this view behind me right now, right? This is my actual apartment. This is where I live. And I'm so thankful that I learned sales engineering because I'm able to live life on my terms. And and do exactly what it is I do. And I don't know if I mentioned it in the video and just in case I didn't, I want to mention it here. You don't have to be your own business owner as a sales engineer. You can also become a sales engineer within other companies and make anywhere from 80 to $120,000 a year. So if you don't want to take your own route, then you can just go take the company route. They may not call them sales engineers, sometimes they call them whatever. Go to market specialists or whatever it is. You'll see a lot of GTM specialists. Those are really sales engineers. They produce the marketing and the sales processes for these companies. I highly recommend that you start on your own first. Gain some experience. Because if you have no experience, you're going to need something for your resume and proof. So that's what I want you to do first. Try it out on your own. Learn the systems, build the systems, get a couple of clients, then make a decision if you want to go full time in corporate and as a sales engineer or you want to keep doing it yourself. But remember, if you can get clients for yourself, then you could be a sales engineer. The same systems we use for ourselves is the exact same systems we use for our clients. But listen, I hope I provided you with a ton of value in the first video. We are just getting started. Make sure you follow me on LinkedIn. I go live on TikTok nearly every single day. I'll have all my social media handles below. And thank you guys for your time and I look forward to seeing you in the next video.