Everything is sales

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.

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.

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.

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, Shabri and Tom deep-dived into the how and why sellers need to start building their online presence. Not one to miss.

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.

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.

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.

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 ready

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!

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?