Everything is sales

This week Shabri explains the importance of incentivizing SDRs further down the funnel.

“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.

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.

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.

Topics discussed include: How Ben became an SDR, what’s changed in that time, Reachdesk's emphasis on pipe quality, the incentives Reachdesk offer SDRs to help this and how the SDR role has to become more long-term focused.

With:

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Ben Smith, Director of Global Business Development @ Reachdesk

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.

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 In this episode, we look at what’s working in outbound and why SDRs struggle with outdated models and processes.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, Senior Account Executive at Salesloft.

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 Kaspr. 
• Matt Milligan, Co-founder of Uhubs.

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 Expert at Kaspr. 
• Rory Sadler, Co-founder and CEO at trumpet.