Everything is sales Kaspr

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.

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 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

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.