Full responsibility is what is going to differentiate the top performers in sales in 2024. Stop relying on marketing for leads. Stop relying on SDRs to book demos for you. Why would you rely on someone else to find success? Building a pipeline requires intentionality. Create your own outbound strategy. You need to keep the SDR mentality. Use Clay to find leads & personalize messages. Use Smartlead to send out emails & A/B tests. Use Twain to improve your sales copy. Use HeyReach for LinkedIn outreach. Follow Fivos Aresti to learn about more AI Sales Tools.

Just got this cold email from a company who are pushing AI solutions that supposedly helps SDR's/Salespeople with "good" outbound 🤕 We've all been there...but SDR's, slowww down. Please! Your KPI's are often just vanity metrics to appease your managers manager(s) because that's how they need to report upwards. But, trust me. It's better to do slightly less activity and take care in what you're sending than to hurt your own, and your companies, reputation rushing everything out the door at a million miles an hour. Very few leaders are going to say "I know you crushed your goals, built loads of pipeline and we made loads of revenue, but you sent 5 less emails per day than what we wanted". Well, some might...in fact I had one do this to me once many years ago...but those aren't the kind of leaders you're going to thrive under anyway. Take care in your work and the people you're trying to engage. You'll get much better outcomes and be way happier doing so in the process ❤️

How I diagnose SDR underperformance: (and how you can too, for free) The 5A framework. It's pretty simple: 𝟭. 𝗔𝗹𝗶𝗴𝗻𝗺𝗲𝗻𝘁 How aligned are they with their AEs? How aligned are they with expectations? How aligned are they with the role itself? 𝟮. 𝗔𝗽𝗽𝗿𝗼𝗮𝗰𝗵 How are they targeting their territory? Who are they targeting in their territory? How are they prioritizing their time? 𝟯. 𝗔𝗰𝘂𝗺𝗲𝗻 How are their conversion metrics? How are their cold calls and emails? How is their pipeline management? 𝟰. 𝗔𝘁𝘁𝗶𝘁𝘂𝗱𝗲 How confident are they? How proactive are they? How motivated are they? 𝟱. 𝗔𝗰𝘁𝗶𝘃𝗶𝘁𝘆 What's their call and email activity? How's it distributed across time/days? How's it spread across personas/accounts? Diagnosing (and turning) underperformance is easier with a framework. Hopefully this one helps. Happy diagnosing, y'all.

The role of an SDR is one that is very difficult and filled with rejection. I also think it’s a role that is evolving. This week we dive into what we think will be the new role of the SDR. Less about pounding the phones and spamming emails and more about being a strategic account manager. Doing the right research to highlight the most important opportunities in the market. I think it’s an episode that you’re really going to enjoy. Check it out and let me know your thoughts! https://lnkd.in/gWhFFFJP #rga #revenueoperations

Meet Grant, your AI LinkedIn SDR. Grant does it all: connects with prospects, nurtures relationships, and magically 3X’s your pipeline—no need for those pesky SDRs anymore. Who knew solving all your sales problems could be this easy?

Just because you're busy doesn't mean you're doing a good job. When I first started as an sdr, I CRUSHED the activity metrics. Emails, phone calls, LinkedIn, etc. I would close my laptop at the end of the day and give myself a little pat on the back for being at the top of the activity leaderboard. Unfortunately, I didn't understand our ICP, my messages were terrible, and I sent A TON of them (Classic first time SDR move, I know). It wasn't until I slowed down and took the time to understand our customers that my messages improved and started booking meetings. I'm curious if the same thing is happening with all the AI outbounding tools that promise to level up sales orgs. If your messaging sucks, it doesn't matter if you send 100, 1000, 10000 times more. It's just more garbage that your prospect will instantly delete. I asked a handful of my friends who get prospected a lot, and no one feels like their inbox is overflowing with insightful and relevant emails that inspire a response. I think that the foundation of all effective outreach is deep and precise customer understanding. If it's unstable, it doesn't matter how fancy the structure you build on top of it; it's going to collapse.

x2 your conversion rate on sales calls 💹 Without tracking, no improvement! Record all your discovery and demo calls to check and improve : Your script. Your voice. Your intonation. Your objections handling. And you will discover : How people react to what you say. How you can be more focused on your prospect by letting AI take note for you. How you are losing your prospect's attention. How you are doing the right things and how you should do it again. Always A/B test : Even if your best script brings you 60% conversion. Maybe there is another one that could bring you 65%... Yearly 5% on 1M turnover it's 50k, enough to hire another SDR/ AE and scale even more.

𝗧𝗵𝗲 𝗦𝗗𝗥 𝗘𝘃𝗼𝗹𝘂𝘁𝗶𝗼𝗻: 𝗙𝗿𝗼𝗺 𝗖𝗼𝗹𝗱 𝗖𝗮𝗹𝗹𝘀 𝘁𝗼 𝗪𝗮𝗿𝗺 𝗖𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗼𝗻𝘀 🔥 Let's face it: the old-school SDR playbook is as outdated as a flip phone. 📞 It's time for a revolution in how we approach sales development. Gone are the days of mindless cold calling and robotic outreach. Today's buyers crave authenticity and value. They want partners, not pitchers. So, how can we evolve? 1. Quality over quantity 🎯 Focus on building meaningful relationships with fewer, high-potential prospects. 2. Personalization is key 🔑 Ditch the generic scripts. Research your prospects and tailor your approach. 3. Embrace technology 💻 Use AI-powered tools to streamline your workflow and focus on what matters most - human connection. 4. Become a thought leader 🧠 Share valuable insights on LinkedIn. Establish yourself as an industry expert. 5. Listen more, talk less 👂 Understanding your prospect's needs is the first step to providing real value. Remember, sales is about solving problems, not just pushing products. By shifting our focus from cold outreach to warm connections, we're not just changing our tactics - we're transforming the entire SDR role. Are you ready to evolve? 🦋 P.s. This post was written with Fly

𝗧𝗵𝗲 𝗦𝗗𝗥 𝗘𝘃𝗼𝗹𝘂𝘁𝗶𝗼𝗻: 𝗙𝗿𝗼𝗺 𝗖𝗼𝗹𝗱 𝗖𝗮𝗹𝗹𝘀 𝘁𝗼 𝗪𝗮𝗿𝗺 𝗖𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗼𝗻𝘀 🔥 Let's face it: the old-school SDR playbook is as outdated as a flip phone. 📞 It's time for a revolution in how we approach sales development. Gone are the days of mindless cold calling and robotic outreach. Today's buyers crave authenticity and value. They want partners, not pitchers. So, how can we evolve? 1. Quality over quantity 🎯 Focus on building meaningful relationships with fewer, high-potential prospects. 2. Personalization is key 🔑 Ditch the generic scripts. Research your prospects and tailor your approach. 3. Embrace technology 💻 Use AI-powered tools to streamline your workflow and focus on what matters most - human connection. 4. Become a thought leader 🧠 Share valuable insights on LinkedIn. Establish yourself as an industry expert. 5. Listen more, talk less 👂 Understanding your prospect's needs is the first step to providing real value. Remember, sales is about solving problems, not just pushing products. By shifting our focus from cold outreach to warm connections, we're not just changing our tactics - we're transforming the entire SDR role. Are you ready to evolve? 🦋 P.s. This post was written with Fly

Asking questions about questions is an SDR super power that helps move deals forward. The best way to dig deeper on a pain is to understand the motivation behind questions. Prospects want to know if your product does X. Don't miss the opportunity by jumping straight to "Yes, we do!". I'll usually go with, "happy to discuss X, but do you mind if I ask why you're asking about it". Every question gives you the opportunity to get a piece of the bigger story. That story is what will move the conversation forward and get others involved. Example of how this sounds: Prospect: Do you have the ability to automate workflows? SDR: Happy to get into automation, but do you mind if I ask why you are asking about it? Prospect: Sure. We have looked at other solutions that automate the whole process, but we want the ability to make manual changes for bigger accounts. SDR: Thanks for sharing. With our platform, you can choose what parts to fully automate and when you would like to make changes. Happy Thursday, folks.