What do top-performing reps do differently?

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

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

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 BackgroundShabri 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 TeamsDiscussion 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 DataThe 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 DynamicsAircall’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 StrategiesTechniques 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 TrendsInsights 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 SalesSean’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 BuildingThe 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 SalesSean 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 ApproachesThe 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 BrandThe 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 InformationShabri and Sean wrap up the conversation. Sean shares how listeners can reach out to him and follow his updates on LinkedIn.

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 intro2:00 - How Ellie got into the consulting piece 3:00 - what she focuses on with the personal branding play + focus on being human5:00 - 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 currently15:00 - 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 market22:00 - issues with interview process29:00 - advice for people in a similar position, red flags to look out for 33:00 - conclusions and final suggestions

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]

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.

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.

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.

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.

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.