Are you building an SDR/BDR function? Stop what you are doing and read this. Megan Hardy is some you need to learn from - I’m stoke I get to learn from her EVERYDAY She’s really brilliant. She’s freaking cool. She’s got a fire to win like no other. She’s a builder. She’s a wife and mother with an awesomely cool family……..ask Chester Hardy….he’ll agree 😁 She cares about her people……..but doesn’t put up with nonsense. She done this multiple times….. She’s been an SDR (multiple times), AE (multiple times), run enablement (multiple times)…… Built a kickbutt SDR/BDR organization multiple times……… Read the dang thing….. She knows her stuff……. https://lnkd.in/gFG7qSem. #sdr #bdr #sales #saas #enablement #rockstar #leadership #restauranttech #wfm #leader
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My courses teach SaaS sellers how to win prospects trust so you can book more opportunities | 2x Founder | chrisritson.xyz & thesdrleader.com
SDR Leaders - a good day on the phones isn't decided by how many dials the teams made. You're selling them short. Instead, use my ''Cold Call Scoring System'' to balance quantity and quality. 𝗣𝗶𝗰𝗸𝘂𝗽𝘀 = 𝟭 𝗽𝗼𝗶𝗻𝘁. ↳The more conversations you have the more you'll learn to navigate them. ''𝗡𝗼𝘁 𝗿𝗶𝗴𝗵𝘁 𝗻𝗼𝘄'' 𝗺𝗲𝗲𝘁𝗶𝗻𝗴𝘀 = 𝟯 𝗽𝗼𝗶𝗻𝘁𝘀. ↳ It's not a bad account but it's not in the market right now. You deserve recognition for starting the conversation. ''𝗬𝗲𝘀, 𝗿𝗶𝗴𝗵𝘁 𝗻𝗼𝘄'' 𝗺𝗲𝗲𝘁𝗶𝗻𝗴𝘀 = 𝟱 𝗽𝗼𝗶𝗻𝘁𝘀. ↳ You've done a great job of targeting the right account and should get more points for being able to convert it. ''𝗬𝗲𝘀 𝘄𝗶𝘁𝗵 𝟮+ 𝘀𝘁𝗮𝗸𝗲𝗵𝗼𝗹𝗱𝗲𝗿𝘀'' = 𝟭𝟬 𝗽𝗼𝗶𝗻𝘁𝘀. ↳ Jackpot. Not only have you converted you're also maximising your AEs chances of winning the deal by multithreading early. Note - more than 1 stakeholder on discovery meetings increases the chance of the deal closing. SDR looks good for booking a great meeting. AE looks good for closing a great account. SDR Leaders lead their team to victory. Win:Win:Win. PS. There are no points for aimless dials (sorry, not sorry).
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I coach sales teams & simplify sales tools | Founder & Director @ Stakki & Sales Reader | Director of Compete @ K3C Ltd
KPIs and benchmarks vary for all SDRs: Across regions Across verticals Across personas Across channels If you are an SDR leader and you're looking for advice from outside, Sometime it's best to ignore linkedin posts, And engage someone in a conversation, Someone who talks about nuances, Who's prospected into your industry, Who's perhaps built a team in your industry, Who's perhaps done it in varying industries or a tougher one, Communities like SDR Leaders of EMEA is proving a great place, Coaches and consultants are a great place, if they discuss and flag nuances. If you're an SDR and you get distracted by others posting on linkedin about how to be a good SDR. Consider all those variables, then consider if that post is useful. It's really easy to think that everyone else has cracked it. Most haven't and most only may have for their market. One market I've seen: 200 dials to meetings 55 emails to meetings Another: 34 dial to meetings 603 email to meetings So if you aren't sure which channels and which are most effective for you, ask and I'll try to help point out the nuances and tests you can do. Stakki.io might also help ;) #salesdevelopment #sales #trusttheprocess
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Sales Leader, Cheerleader and Champion | Helping Sales teams connect with their clients utilizing empathy and science #LinkedinTopVoices in Sales
𝗛𝗲𝘆 #SDR & #AE 𝗽𝗮𝗿𝘁𝗻𝗲𝗿𝘀𝗵𝗶𝗽𝘀 - 𝘄𝗵𝗲𝗻 𝘄𝗮𝘀 𝘁𝗵𝗲 𝗹𝗮𝘀𝘁 𝘁𝗶𝗺𝗲 𝘆𝗼𝘂 𝘀𝗲𝘁 𝗮 𝗺𝘂𝘁𝘂𝗮𝗹 𝗴𝗼𝗮𝗹? Not just "hit quota" but something you truly accomplish together? One of my clients makes this a core part of their SDR/AE relationships and...honestly...I'm mostly mad I didn't think of this already!! Some examples: • Make President's Club together • Both be top of leaderboard for activity • Both hit quota by X date (with the intent of taking PTO at the same time) • Read a book together & apply concepts • Acheive a certification together I adore this because it reminds us that this is a PARTNERSHIP not a service relationship (ie SDRs don't just exist to give you meetings, and AEs aren't just there to sign off on your meetings to get you paid). Anyone actively doing this? Tell me in the comments what goals you're setting and if you have any tips to help others get in this habit! 👋 Hi! I'm Ashleigh, your go-to for 𝗲𝗺𝗽𝗮𝘁𝗵𝗲𝘁𝗶𝗰, 𝘀𝗰𝗶𝗲𝗻𝗰𝗲-𝗯𝗮𝗰𝗸𝗲𝗱 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝘀𝘆𝘀𝘁𝗲𝗺𝘀. 🚀 Over $𝟰𝗕 𝗶𝗻 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗱𝗿𝗶𝘃𝗲𝗻 for B2B clients since 2021. 💼 Offering 𝗙𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝗮𝗹 𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 for Growing Companies & bespoke Sales Coaching for sales pros. 🌟 Join over 𝟭𝟬𝟬 𝗵𝗮𝗽𝗽𝘆 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀 transforming their sales journey! 🔔 If that's interesting- connect with me and ring the bell so you don't miss any posts!
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My courses teach SaaS sellers how to win prospects trust so you can book more opportunities | 2x Founder | chrisritson.xyz & thesdrleader.com
Last week, I cold-called a VP Sales. VP Sales; 'Hello'? Me; 'Hey, its Chris calling from Flexprts, got 15 seconds so I can tell you why I called?' VP Sales; 'Chris from where?' Me; 'Chris Ritson from Flexprts, we're an SDR Coaching biz, I know you weren't expecting me but you got 15 seconds so I can tell you why I called?' (Note I handled the objection with more context about me, my biz and then reasked my original question). VP Sales; 'We do all coaching in-house'. Me; 'It's great you're already invested in it if you don't mind me asking, are your SDR Leaders doing all their own training'? (Note I asked him a question in response to his objection). VP Sales; 'Yes'. Me; 'That's normal also, the problem I usually see is the SDR Leader isn't often trained on how to train their reps (pause). (Note I make an assumption in the form of a problem statement) VP Sales; 'You're right, they aren't. Me; 'And that problem only gets bigger when they train reps poorly, the reps develop bad practice and everyone loses'. (Note I agitated the pain by making it bigger than just SDR leader training) VP Sales (laughing); ''You got me, what do you guys actually do''? We then booked another meeting with him and his SDR leaders. Staying in the game is the hardest part. Longer call time --> More meetings. PS. Due to so many comments I've added my cold call script here: https://lnkd.in/gJ8CKXnn
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🌅 Good Morning SDRs, AEs and SDR Leaders!🌅 Some more advice from Daryoush Moezzi at Salesforce to help SDRs and AEs improve their collaboration and communication... 🤝 This week I asked: ❔ How do we plug that mindset gap from an SDR thinking “I’ve just got to book demos to reach my KPIs, it’s my AE's job to spin it into an opportunity” and the AE thinking “don’t waste my time with unqualified leads”? ❔ Watch the video as there are some real nuggets of insight but here are the summary points: 💪 Talent Development - Sales development serves 2 functions for any organization: 1) Pipeline generation and 2) equally, if not more important, talent generation for future AEs. 💷 Importance of qualification skills - SDRs need to understand the importance of qualification skills. Deals are won and lost at discovery, and with good discovery, you can ensure a stronger and higher-valued deal. 🧙♂️ Alignment and understanding of each other - SDRs and AEs need to get together to understand each other's KPIs, goals, and what they expect from one another. It’s an equal partnership, and no hierarchy, and once they truly understand that they need one another to succeed, that the AE's success is the SDR/BDR's success and vice versa, that’s when the magic happens. 💬 Feedback and refinement - There should also be time after every call/meeting that the SDR sets to do a debrief. BOTH sides should provide feedback. Feedback makes us better. We'll be back next week with some more tips. Please join us at Kaizen (https://lnkd.in/erzixmxb) for advanced SDR training in the New Year to learn more from sales leaders like Daryoush Moezzi and make your 2024 a belter!
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I GOT 99 PROBLEMS BUT A PITCH AIN'T ONE ⭐️ THE SD LAB'S NEWEST FORMULA ⭐️ DEMANDBASE TOP 15 SDR 2024 ⭐️
With the churn rate of an SDR going from 18 months to less than 1 yr, there's an obvious issue... I see posts that want to point fingers at the SDR rather than the REAL issue(s)... After 4 SDR roles of my own, coupled with my experience dealing with SDRs through coaching, instruction, or mentorship... Here are the top reasons your SDR team is failing: 1- A bad leader will sink the ship, no matter how many meetings your reps book. Some are threatened by top reps, some are control freaks, and others are so stuck by impressing the higher ups than doing whatever is necessary to create a winning team. 2- Orgs layoff their top reps more often than the top reps jump ship. Treat them right and you will more than likely have their loyalty. If they are jumping, it is rarely for more money elsewhere. If by chance it IS the money, than they are not being valued or paid what they're worth. 3- Unrealistic expectations are a huge issue with orgs. Couple that with shitty leadership, huge egos running the show, lack of learning and development, not building the foundation necessary for success and/or not given enough time to build it before expectations for full quota is imposed. This is especially prevalent within start ups. 4- The SDR leader treats every rep the exact same, more worried about hitting KPIs and quotas than really digging deep, getting to know each rep on an individual level and coaching them accordingly. Every rep should have the autonomy to do what works for them. When I'm an SDR leader, it will be a collaboration, not a dictatorship. I have an amazing opportunity to be an SDR Manager later this year. I vow I'm going to do things differently. I'm going to help my reps in EVERY area, even areas that have nothing to do with the role. There are some awesome sales leaders out there, 🔥 Tom Slocum & Martin MacArthur (I can already tell they are amazing leaders who value me and set their employees up for success), Adam Jay, Leonard Matlock, and Jake White... But there are far more crappy ones!!! #DOBETTER
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Are your SDRs happy? Sales reps spend less than 30% of their time selling - Salesforce State of Sales Report 2022 Let’s dive deeper. Most SDRs (irrespective of how much potential they might have) are weighed down with unrealistic KPIs that force them to spray and pray. And yet every founder’s worst nightmare is pipeline. SDR managers were never trained to lead. Result - Frustrated SDR teams & horrible pipeline. That’s the most critical problem with the Indian SaaS ecosystem. Breaks our heart to see such amazing products not selling to their full potential. BDRing and leading BDR teams are two different things. That’s why we are bringing in Chris Ritson for SAMA Spotlight. Chris has been talking about this critical GAP in SDR leadership for as far as we remember. He also runs an SDR leadership cohort at Flexprts (rebrand launching Jan 31) If you are a BDR, BDR manager, Revops, or a Founder. Please join. This might be the most impactful thing you might do in 2024. Friday 7 PM IST, 16th Feburary | Live over Zoom 📆 Sama members, check Slack/Calendar for the invite Limited seats for non-members. Registration link below 👇
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Last week, 4 newly appointed SDR leaders asked me how I would approach scaling an SDR team from scratch. Here are 5 things I would nail in the first 30 days: Commission plans ✅ There are so many ways to build your comp plan and what works for one company may not work for another. Your team's comp plan should be based on the sales cycle, ACV, the market you sell into, the needs of the business, etc. But if you do not know your product market fit you should be focusing on having as many conversations as possible, so comping reps on lower qualification and meetings attended makes sense here. If you understand your ICP and your sales cycle is 30 days, you’ll want to tie your SDRs closer to revenue. This plan will drive quality conversations that result in meetings attended. Set clear, consistent criteria for pipeline stages from Meetings to Close ✅ This exercise goes beyond identifying what your ICP is and what a great fit account looks like. It ensures the SDR team is sourcing qualified opportunities that move the needle for the business. And removes the subjectivity of AEs from the process. If you do not have consistency on how pipeline is classified then it is virtually impossible to iterate at the top of the funnel Identify training gaps and create an action plan ✅ Don’t overcomplicate things and try to fix all of a rep’s problems all at once. Especially in your first month. This approach would be too overwhelming - for you and your reps. Start with the foundational elements - How we pitch, how we structure our day, what is our ICP and what are their pains, how to properly use the tools. Create a 3-month plan that addresses key development areas - 1 Call review, 1 Classroom style session, 1 roleplay a week. Undertake a process and workflow audit ✅ Map out the workflow of your SDRs and find quick wins to reduce any manual work and increase efficiency. The less admin, clicks and additional work your reps have to do, the more time they have generating pipeline. Get in the trenches with your team ✅ This won’t be attainable full time but in the early stages, you need to lead by example by doing the work you’re asking from your reps. Showing them how it's done is a quick way for them to learn the basics. Showing them you’re willing to do the dirty work with them is the best way to build trust. You don’t have to be the best - but you have to be willing to do it.
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I help North American companies moving to Europe grow their revenue by building an EMEA-specific SDR playbook | Founder @ Saleswise | Founder @ SDR Leaders of EMEA
Want to build an SDR org? But don't know where to start? Here are my 3 keys to success 🔑 🔑 🔑 When you want to build out a Sales development motion, its important to recognise that what worked in the past will not work now. It's not about pounding the phone aimlessly, it's not about generic messaging to people up and down the decision-making tree, and it's not throwing SDRs without product training. To set up your new SDR team for success, do these three things: 1️⃣ Identify your ICP and, most importantly, the 'why' for your customer, then enable your teams via a best-in-class enablement 2️⃣ ABM drives engagement into your ICP via awareness campaigns, creates product knowledge in the market 3️⃣ Create ICP-specific personas sequences that build on the ABM awareness campaigns and direct engagement via those sequences. Test your messaging and iterate. Personalise around 30%!! So, to sum up, if you are building a new SDR team, success won't come overnight, but the probabilities are more likely if you do these 3 things. Anything else you'd add to the list? Drop in the comments! #salesdevelopment #growth #sdr #GTM #sales #coldcalling 🇬🇧 living in 🇳🇱 | Get more content like this ➡️ Follow David Wilkins 🔥 hit the 🔔 for updates on new posts | Check out Mastering Sales Development: https://buff.ly/43CfFv3
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Business Development Manager at Connectd I Strategically connecting Startup Founders, Investors, Advisors and Corporate Leaders
Here are 3 key attributes of a world-class SDR 🌍 A couple of months back, a BDR / SDR leader who I follow and admire, reached out to me to ask, “What 3 attributes do you think make a world-class SDR?”… Having not previously given it much thought, I replied: 1. Hard work / grit / determination / resilience to power through rejection and failure. 2. Creativity / out-of-box thinking to iterate on messaging, processes and diversification of lead gen channels. 3. Communication skills / teamwork to work with all areas of the business. What came next was absolutely golden! This leader suggested I look at the 6C’s: 1. Curiosity 2. Coachability 3. Consistency 4. Confidence 5. Communication 6. Creativity I guess this is a cheat code having a top 3 and another important 3 😂 … Nonetheless a great list to identify potential for high-performing reps! Thank you Andy Laws for your wisdom and insight and James Dixon for the intro! #businessdevelopment #bdr #sdr #growthmindset
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