What SDRs are really thinking (Mark Ackers @ MySalesCoach)

Everything is sales

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 Mark Ackers, including his background and role at My Sales Coach.

Discussion on 'Problem Prospecting' and the Impact of AI: [00:03:00 - 00:05:00]

• Insights on the success of the book 'Problem Prospecting' and the shift in sales techniques due to AI advancements.

Origins and Mission of My Sales Coach: [00:05:00 - 00:09:00]

• The motivation behind starting My Sales Coach and its role in sales coaching and development.

Challenges Faced by Sales Managers in Coaching: [00:09:00 - 00:14:00]

• Exploring why sales managers struggle with coaching, focusing on time constraints, skill gaps, and will.

Improving Sales Coaching Skills: [00:14:00 - 00:17:00]

• Strategies for sales managers to enhance their coaching skills and the importance of receiving coaching themselves.

SDR Survey Insights and Impact on Sales Professionals: [00:17:00 - 00:21:00]

• Discussing key findings from the SDR survey conducted by My Sales Coach, particularly focusing on SDRs' future aspirations and coaching needs.

Factors Contributing to SDRs' Fulfillment and Career Aspirations: [00:21:00 - 00:28:00]

• Analyzing what makes SDRs feel fulfilled in their roles and how coaching and career development play a critical role.

Cold Calling Anxiety and Overcoming Fears: [00:28:00 - 00:38:00]

• Addressing the prevalence of cold calling anxiety among SDRs and offering advice on overcoming these fears through training and mindset shifts.

Effective Prospecting Examples and Personal Stories: [00:38:00 - 00:50:00]

• Sharing examples of effective prospecting and personal anecdotes of successful sales outreach.