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 V…

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 w…

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 th…

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.By Kaspr

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.By Kaspr

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.By Kaspr

Almost half of the SDRs surveyed didn’t think they would be with their current employer in 12 months’ time. 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.By Kaspr

Taken from the full episode with Mark Ackers, this breaks down why cold calling anxiety occurs and how you can address it through training and coaching.By Kaspr

28% of reps never get coached. 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 M…

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.By Kaspr

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, Shab…

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.By Kaspr

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.By Kaspr

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.By Kaspr

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 readyBy Kaspr

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!By Kaspr

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?By Kaspr

Taken from the recent episode with Lewis Gadsdon. We talk about what the SDRs of London community are seeing success with in the current market.By Kaspr

We sat down with the Founder at SDRs of London to ask why he first created the group. In this episode, we touch on what the key themes are in the SDR community right now.By Kaspr

From Shabri's recent conversation with Lewis Gadsdon and the trends he is seeing at SDRs of London. A lot of companies are now only hiring experienced SDRs. What's caused this change and what are the results?By Kaspr

In the recent pod with Owen Richards, we discussed the key issues with the current SDR org. Here's some tips to new SDRs addressing some of these issues.By Kaspr

The SDR teams that are winning in this market are using the phone. As outreach activity increases, we need to break through the noise and the phone is key to that. So why aren't more reps using the phone?By Kaspr

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.By Kaspr

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.By Kaspr

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.By Kaspr

“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.By Kaspr

“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.By Kaspr

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.By Kaspr

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. To…

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.By Kaspr

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…

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 E…

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 …

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 Kas…

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,…

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.By Kaspr