Episodes
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In this episode, Emma and Shabri break down their approach to leading an SDR team, Emma's recent making moves award, and how to drive change in sales
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In this episode, Mark and Shabri breakdown the impact new technologies are having on the SDR org, they discuss:
The role of content in sales and why Mark created RevvedUpThe issues with personalisation at scaleThe growing complexity of tech stacksHow AI will impact different SDRs depending on deal size
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Missing episodes?
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In this episode, Sean and Shabri break down how much outbound has actually changed in recent years. Sean runs through his career up to date and how Aircall have scaled their SDR org to suit the needs of buyers today.
00:00:00] Introduction and Sean’s Background
Shabri welcomes Sean and introduces the topic. Sean shares his background, his role as VP of Global Business Development at Aircall, and how he started posting on LinkedIn.[00:02:18] Transition to Global Role and Managing Teams
Discussion on Sean’s transition from managing the Europe team to a global role. Insights into the differences and challenges in managing teams across various regions, and the importance of understanding market specificities.[00:05:49] Sales Strategy and the Importance of Data
The role of data in sales strategy, including understanding conversion rates, analyzing market trends, and the importance of being empowered by data without being led solely by it.[00:08:00] Current Success Strategies and Market Dynamics
Aircall’s focus on Ideal Customer Profile (ICP) and intent data to drive conversions. Discussion on how market dynamics have shifted from a high demand to a more selective market, and how Aircall has adapted its strategies accordingly.[00:11:50] Engaging Prospects and Effective Follow-Up Strategies
Techniques for engaging prospects outside of intent data, the importance of timing, and the concept of revisit dates to nurture potential leads until they are ready to buy.[00:14:42] Customer Feedback and Market Trends
Insights from customers and prospects about their needs and challenges. The shift in focus from quantity to quality in sales, and the impact of economic changes on sales strategies.[00:17:20] Art, Science, and Math in Sales
Sean’s philosophy on balancing the art, science, and math of sales. The importance of personalizing outreach, continuous improvement, and relying on data to underpin strategies.[00:20:50] Hiring and Team Building
The evolution of hiring practices at Aircall. The importance of hiring curious, accountable, and motivated individuals. Discussion on how the market has influenced hiring strategies and the competencies sought in candidates.[00:29:30] Personal Anecdote and Mindset in Sales
Sean shares a personal story from his time as a personal trainer, emphasizing the importance of a proactive mindset and avoiding negativity. How this mindset translates to success in sales.[00:31:00] Team Collaboration and Avoiding Siloed Approaches
The necessity of collaboration across marketing, partnerships, and sales teams to achieve common goals. Moving away from a siloed approach to a more integrated, “all bound” strategy.[00:34:15] Building Personal and Company Brand
The significance of building a personal brand alongside the company brand in sales. A case study of effective outreach and brand building by an SDR.[00:38:00] Closing Remarks and Contact Information
Shabri and Sean wrap up the conversation. Sean shares how listeners can reach out to him and follow his updates on LinkedIn.
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In this episode, Shabri and Ellie take a look at what the current job market is like in sales, giving advice for both candidates and hiring managers.
Ellie also shares her top advice on personal branding from the work she is doing advising sales teams.
01:00 - Ellie T intro
2:00 - How Ellie got into the consulting piece
3:00 - what she focuses on with the personal branding play + focus on being human
5:00 - Getting past the humble brag on LinkedIn
8:00 - Exec posting and how they can be more vulnerable
12:00 - Ellie’s view on the job market currently
15:00 - the changing nature of sales and how that’s impacting teams and hiring (shrinking SDR teams, experienced hire only, automation etc.)
20:00 - Shabri’s commentary on the state of the market
22:00 - issues with interview process
29:00 - advice for people in a similar position, red flags to look out for
33:00 - conclusions and final suggestions
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In this epsiode, Shabri and Nia break down Nia's experience as an SDR manager, the importance of coaching and what she's doing as a result of the most recent SDR survey MySalesCoach have published.
Show notes:
Nia's career journey to SDR manager: [00:00:00 - 00:03:00]The transition from SDR to team lead, discussing the importance of having done the SDR role before leading a team, and the qualities necessary for a good leader: [00:03:00 - 00:06:20]The critical role of coaching in sales development, addressing the challenge of finding time for coaching and the impact of coaching on SDRs' success and fulfillment: [00:09:00 - 00:11:20]Creative outreach strategies, including how Nia uses TikTok for lead generation: [00:29:20 - 00:31:20]
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Recently Shabri Lakhani has been a juudge for the Wiser awards for top performing reps. In this weeks Friday Sales memo we break down what is standing out most.
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In this webinar, Shabri gave 10 ways SDRs can book more meetings this year. Going into mindset changes, along with more tactical ideas to book more meetings.
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In the pod, Shabri and Elaine break down how to build out a successful SDR team in 2024 SDR role. Key areas include: hiring strategies, the importance of adaptability and potential in candidates, offering insights into future trends and effective team building.
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Almost half of the SDRs surveyed didn’t think they would be with their current employer in 12 months’ time.
What's causing this and how can orgs fix this? Taken from the full podcast with Mark, listen to Shabri and Mark breakdown this finding.
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Taken from the full episode with Mark Ackers, this breaks down why cold calling anxiety occurs and how you can address it through training and coaching.
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28% of reps never get coached.
That's just one of the shocking results that came out of the MySalesCoach SDR survey.
In this epsiode, Mark and Shabri break down the results and make recommendations to managers on SDRs on next steps.
Timestamps:
Introduction and Background of Mark Ackers: [00:00:00 - 00:03:00]
Initial greetings and introduction of Mark Ackers, including his background and role at My Sales Coach.Discussion on 'Problem Prospecting' and the Impact of AI: [00:03:00 - 00:05:00]
Insights on the success of the book 'Problem Prospecting' and the shift in sales techniques due to AI advancements.Origins and Mission of My Sales Coach: [00:05:00 - 00:09:00]
The motivation behind starting My Sales Coach and its role in sales coaching and development.Challenges Faced by Sales Managers in Coaching: [00:09:00 - 00:14:00]
Exploring why sales managers struggle with coaching, focusing on time constraints, skill gaps, and will.Improving Sales Coaching Skills: [00:14:00 - 00:17:00]
Strategies for sales managers to enhance their coaching skills and the importance of receiving coaching themselves.SDR Survey Insights and Impact on Sales Professionals: [00:17:00 - 00:21:00]
Discussing key findings from the SDR survey conducted by My Sales Coach, particularly focusing on SDRs' future aspirations and coaching needs.Factors Contributing to SDRs' Fulfillment and Career Aspirations: [00:21:00 - 00:28:00]
Analyzing what makes SDRs feel fulfilled in their roles and how coaching and career development play a critical role.Cold Calling Anxiety and Overcoming Fears: [00:28:00 - 00:38:00]
Addressing the prevalence of cold calling anxiety among SDRs and offering advice on overcoming these fears through training and mindset shifts.Effective Prospecting Examples and Personal Stories: [00:38:00 - 00:50:00]
Sharing examples of effective prospecting and personal anecdotes of successful sales outreach.
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How often have you been told you need to build a personal brand?
That’s because it works, and it’s only getting more important.But the hardest part is getting started:
What do you even talk aboutIt feels really cringeyI don’t have the timeEveryone you see posting now has experienced these before.So how can you overcome this?In this episode, Shabri and Tom deep-dived into the how and why sellers need to start building their online presence. Not one to miss.
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Every podcast, I ask a guest what is the best piece of outreach they have received recently. It has to be something that has stood out and actually led to a result.
Let’s break down what stands out for Richard Smith, Author of ‘Problem Prospecting!?’ and VP of Sales EMEA @ Allego.
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We need to change the way we think about metrics.
The majority of reps aren’t hitting targets. Why? Companies are still using the same playbook from 15 years ago.
I covered this in a lot more detail with Richard Smith in the recent podcast episode.
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In this episode, Shabri is joined by Richard Smith, VP Sales EMEA @ Allego and Co-author of Problem Prospecting.
The episode breaks down some key learnings from the book and what both leaders and individuals should be focusing on when it comes to outbound.
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In the recent podcast, I asked Lewis Gadsdon, Founder at SDRs of London what email outreach he actually replies to. He gets tons of emails and DMs per day, so felt like a great person to ask. Pens and notepads at the ready
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We asked Shabri what her approach would be if she was an SDR today. Focus on quality, have fun with the role, A/B test and pick up the phone!
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The SDR role is in a tricky spot right now.
Most reps are not hitting targets.
In a recent podcast, we covered the reasons for this in more detail with Owen Richards, but as an SDR manager, what can you do?
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Taken from the recent episode with Lewis Gadsdon. We talk about what the SDRs of London community are seeing success with in the current market.
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