We dive deep into Neil's coaching philosophy, uncovering the frameworks he uses, the core skills he emphasizes, and how he fosters creativity and intrinsic growth in his clients. Neil offers practical insights into the repeatable conditions for SDR success, drawing from his work with top-performing teams and individuals.

• The role of content in sales and why Mark created RevvedUp
• The issues with personalisation at scale
• The growing complexity of tech stacks
• How AI will impact different SDRs depending on deal size

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.

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

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]

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.

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.

That’s because it works, and it’s only getting more important.But the hardest part is getting started:

• What do you even talk about
• It feels really cringey
• I don’t have the time

Everyone 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.

Let’s break down what stands out for Richard Smith, Author of ‘Problem Prospecting!?’ and VP of Sales EMEA @ Allego.

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.

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.

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?

A lot of companies are now only hiring experienced SDRs. What's caused this change and what are the results?

That being said, some key issues need to be addressed. Owen Richards, Founder and CEO of Air Marketing, highlighted these in more detail in our recent podcast (link once live). 

Here are three of the key issues

Companies are doing more with less, and for some that means restructuring and switching to more full cycle AEs.

So how do we stop deals getting stuck? It all starts with the quality SDRs are putting in.

It’s probably the most common objection in this market. 

Teams don’t have big pots of unallocated budget to spend on every tool that gets sent their way.

Combine this with the fact that when you’re doing outbound, they probably haven’t heard of your product; it’s clear why this is a common objection. 

This week Shabri goes through what she thinks it actually means to be value-led, and how you can action this.

Friday sales memo is a weekly newsletter, where Shabri Lakhani and guests share their thoughts on trending sales topics in a bitesize format.

Friday sales memo is a weekly newsletter, where Shabri Lakhani and guests share their thoughts on trending sales topics in a bitesize format.

It’s a common objection right now due to the external market. Companies are not sitting on large budgets ready to spend. This means that the approach SDRs take needs to reflect this.

In this episode, Shabri speaks to Ben Smith, Director of Global Business Development @ Reachdesk, to see how his team is changing it’s approach.

Topics discussed include: How Ben became an SDR, what’s changed in that time, Reachdesk's emphasis on pipe quality, the incentives Reachdesk offer SDRs to help this and how the SDR role has to become more long-term focused.

With:

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Ben Smith, Director of Global Business Development @ Reachdesk

Friday sales memo is a weekly newsletter, where Shabri Lakhani and guests share their thoughts on trending sales topics in a bitesize format.

With:

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Chris Ritson, Co-founder and CEO at Flexprts.

With:

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Jack Neicho, Senior Account Executive at Salesloft.

With:

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Matt Milligan, Co-founder of Uhubs.

With:

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Rory Sadler, Co-founder and CEO at trumpet.

With: 

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Matthew Blanchard, GM EMEA at Varicent.

With: 

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Rachel Goldstone, SDR Manager at Cognism.