Everything is sales

The SDR role is hard. I’ve said it so many times. It’s a role that constantly has to adapt to the changing environment.  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

In this episode, Shabri Lakhani and Owen Richards (Founder & CEO of Air Marketing) discuss the main areas that need to be addressed within SDR orgs today. This episode touches on the fear of cold calling, effective enablement and top tips you can start using right away.

One of the biggest issues facing sales teams right now is progression through the funnel. So how do we stop deals getting stuck? It all starts with the quality SDRs are putting in.

A topic that seems to pop up every year. Is this the end of the SDR function?  Companies are doing more with less, and for some that means restructuring and switching to more full cycle AEs.

“Not the right time”. 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 explains the importance of incentivizing SDRs further down the funnel.

“If you sell to everyone, you sell to no one.”  This week Shabri goes through what she thinks it actually means to be value-led, and how you can action this.

This week , Jack Neicho (senior account executive @ Salesloft) and Shabri Lakhani explore how a lot of reps are not completing enough actions against each prospect, missing out on potential opportunities. Friday sales memo is a weekly newsletter, where Shabri Lakhani and guests share their thoughts on trending sales topics in a bitesize format.

This week Shabri talks about how BANT isn't suitable for the top of the funnel and suggests a new approach. Friday sales memo is a weekly newsletter, where Shabri Lakhani and guests share their thoughts on trending sales topics in a bitesize format.

Not the right time. 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, wha...

This week, Chris Ritson explains the best outbound he's received, and how reps can use this approach. Friday sales memo is a weekly newsletter, where Shabri Lakhani and guests share their thoughts on trending sales topics in a bitesize format.

We’re over halfway through the year. In this episode, we look at what’s working in outbound and why SDRs struggle with outdated models and processes. Chris Ritson, Co-founder and CEO at Flexprts talks about how you can set reps up for success.   With: Shabri Lakhani , Subject Matter Expert at Kaspr.  Chris Ritson , Co-founder and CEO at  Flexprts .

We look at how prospecting has changed since 2017. Video prospecting, paired with email, used to be the winning formula. But now companies like Salesloft are seeing more success on the phone. Here’s why multi-touch and not giving up on your  sales cadence  too early is the real winner.   With: Shabri Lakhani , Subject Matter Expert at Kaspr.  Jack Neicho , Senior Account Execut...

This epsiode, we look at what sales teams can do to make themselves recession-proof. Topics discussed are from a sales leader's and rep's perspective. They include how to deliver change management, difficult messages internally, and prospecting in a difficult environment.    With:  Shabri Lakhani , Subject Matter Expert at Kaspr.  Matthew Blanchard , GM EMEA at  Varic...

It's all about the buyer now. Gone are the days in outbound where the "pray and spray" approach works. Salespeople need to provide more value than any other channel. In this episode, we look at subjects like providing ongoing value in the sales process, breaking through the noise, and tackling buyer indecision.   With: Shabri Lakhani , Subject Matter Expert at Kaspr.  Rory Sadler , Co-fo...

So we already know that  value-based selling  needs to be the norm now. And one of the ways reps can do this is to become subject matter experts. This episode looks at which key skills are winning deals this year, how this is changing what a top performer looks like, and also basic mistakes to avoid.   With: Shabri Lakhani , Subject Matter Expert at Kaspr.  Matt Milligan , Co-f...

It's no secret that buying behavior has changed. With this in mind, prospectors need to find new ways to make their outreach more personalized. Our next podcast episode looks at how to make your prospecting more 'you', why you need to use multi-touch, and how to try new things.   With:  Shabri Lakhani , Subject Matter Expert at Kaspr.  Rachel Goldstone , SDR Manager at  Cognism...

From how to prevent burnout to managing the highs and lows in sales, learn about how you can build the right mindset. We look at topics like a surfer's mentality and why it should be used to help deal with highs and lows.