Everything is sales – Details, episodes & analysis

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 RevvedUp
• The issues with personalisation at scale
• The growing complexity of tech stacks
• How 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 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.

This is taken from my recent conversation with Tom Boston,Brand Awareness Manager @ Salesloft and Top Social Selling Voice on LinkedIn.We went into detail on how he built his personal brand and what sellers can do to build theirs.

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 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.

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.

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.

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.

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

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!

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?