5 Steps to break the Inbound<>Outbound fight
David Wilkins
I help SDR Leaders to be the best possible leaders for their team and themselves | Founder @ SDR Leaders of EMEA | Co-Founder @ SDR Leaders of USA
First Things First…
The self proclaimed ‘Partners of Pipe’ are back again! Andy and Sian are talking all around how to coach your SDRs to be thinking more about their business like their AE’s, rather than thinking about solely meetings.
This Wednesday, 21st August! See you there!
Elevate your sales conversations
What if all your team’s customer calls are recorded and transcribed in a single, searchable location?
What if you Show, not tell, with playlists of what “good” sounds like? What if metrics help identify who needs help and who is outperforming?
What if you'd be alerted to important moments weekly, daily or in real-time?
What if we Align team members by organizing and sharing key moments from customer calls?
What if you could have a unified view of all conversations with a customer or prospect?
What if you simplify the handoff from sales to success and never lose any context if a team member departs?
Most critically, what if you could Reduce the time your team spends on data entry with automated post-call data syncs? These include BANT, SPICED, and MEDDPICC, which automatically generate post-meeting data and sync it to the CRM.
Fathom can do this and more!
Content of the week
What am I seeing this Week: Stop the Inbound/Outbound fight!
The story is as old as time itself… ‘‘We need more outbound!!’’ Why? ‘‘Because the inbound isn't good enough!’’ Why?
**inaudible chuntering** We have all been in these leadership meetings where leaders in other departments are demanding the SDRs do more outbound as if this is the magical panacea to fix all the problems to do with pipeline generation. However, if we go down the route of just blasting out TAM, we will soon exhaust it without providing any real value to the prospect. So what should companies look to do? Take a step back. and follow these 5 steps
1️⃣ Look at your TAM, what are the accounts we want to prioritise. That can be via demographic or firmographic data.
2️⃣ Provide that information to marketing, who, with sales, will stack rank the account-based marketing (ABM) efforts into those accounts: 🔥 1 to one (personalised based ABM) 🔥 1 to few (based on a specific department) 🔥 1 to many (based on a specific vertical)
3️⃣ Use signals, like UserGems, to detect quick wins within those accounts of prior users of your product
4️⃣ Work deep and wide within an account with vertical/persona-specific messaging
5️⃣ When those ABM efforts have touched a prospect enough and the prospect has engaged with your content, then follow up.
The key is to work smarter and not feel good about exhausting your TAM.
Recommended by LinkedIn
Grow your connections and meetings set by 3x overnight? Orum makes it possible
Orum is an AI-powered lived conversation platform designed to connect your reps with more prospects by eliminating the manual aspects of cold calling and driving greater conversation rates. The best way for reps to improve their pitching is by getting more opportunities. Orum delivers those more at-bats in less time, opening up calenders for personalised prospecting, call reviews and improved objection handling. interested in learning more about Orums’s industry-leading AI-powered dialer?
orum.partnerlinks.io/f5nq165rmc0a
Questions about sales tools in 2024?
Tired and confused by all the noise on other platforms?
Free advice and guidance on the right solutions to make a positive impact on your team and pipeline.
Five Questions of the Week: Md Riaz Uddin
We are excited to have our good friend of the community, Md Riaz Uddin, with us this week! I love the story of his acceleration to SDR leadership, and I think we can all learn something from this positive mindset! Enjoy!
Firstly, tell me a little bit about your journey? How did you end up at this point?
I started as a Marketing and Communications Assistant at a B2B SaaS company in Helsinki. As a part of the combined sales and marketing team there, I was cold calling frequently which later helped me land my first SDR role in another Helsinki-based B2B SaaS company. As I started to constantly bring in the highest number of monthly meetings (amounting to 63% more calls than the team average), I got promoted to the SDR leadership role within 9 months. Now I manage a team of 7 SDRs globally and help them book 35% more meetings on YoY metrics.
What is it about your role that you love?
The absolute best part of my role is helping each SDR succeed by jointly working on their strengths and improvement areas. Sales is a team sport, at the end of the day, and I want to ensure that everyone in my team also believes in this recipe for success. As an SDR leader in a highly competitive global SaaS landscape, I know firsthand the challenges and winning factors behind a healthy pipeline. That allows me to foster an environment of mutual learning, development, and continuous growth of our SDRs.
When did you realise that leadership was the career path you wanted to follow, and how did you make it happen?
As I started to bring in more and more qualified calls as an SDR, I realized that I could make an even more significant impact by sharing my learnings and leading by example. When there was an opening for an SDR Manager role in my company, I sat down with my manager and shared the metrics I excelled at and my vision for the team if/when I get the chance to lead. As my results spoke for themselves and I had already established my 'personal brand' internally, it was easy for the hiring manager to choose me for the leadership role.
Drawing on all your experiences so far, what advice would you give your younger self on their first day as a manager?
My advice is to communicate your leadership principles clearly and boldly. Managing a team means taking responsibility for each team member's success and failure. Therefore, it is essential to establish what you consider best practices, ideal procedures, and feedback mechanisms. You are already halfway to success when your team is aligned with your mission and vision.
With AI looking to disrupt the SDR space, what do you see the role of the SDR evoloving in the next 36 months?
I think the SDR role is here to stay. However, this will be a more strategic role focusing on technical proficiency. Future SDRs will need to understand the TAM, ICP, and value props like the back of their hand as well as how to communicate the differentiating factors in an educational, non-salesy way. Overall, those constantly upgrading themselves with new skills will be the winners.
Whenever you’re ready, here are two ways I could help you
The new Community for European-based SDR leaders: SDR leaders of Europe
An ebook about SDR<> AE Alignment: Closing the Gap