The Eight Questions CRO's want answered from their SDR Leader

First Things First…

What a week for SDR Leaders of EMEA. Thank you to our Newsletter sponsor, Orum, for supporting our first in person events in London and Amsterdam!

Orums CEO, Jason Dorfman came and spoke about:

?? Importance of privacy and compliance

?? Critical nature of calling as part of outreach

?? How to build a strong culture of leadership

It was brilliant to have such a high-profile CEO spend so much time with the community.

We want to do more events post-summer, so are you a company looking to drive expansion into the EMEA SDR tech landscape? Drop me a message!

Content of the week

• Three types of buyers intent
• Sales leaders expect outbound to contribute ? of pipeline, dont believe the BS on Linkedin
• AE should work for SDRs, not the other way around

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!

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What am I seeing this Week: Your CRO doesn’t care about meetings, only about revenue.

One of the common comments CROs make to me is that SDR leaders don't speak their language. SDR leaders often speak in operational outcomes rather than aspects that will truly impact the business's bottom line.

So I asked these CROs what they want to know when an SDR leader speaks with them. What they told me was the below eight questions:

? Total pipeline generated

? New logo share of that pipeline

? What is the target accounts share of that pipeline

? Example of some of the accounts pipeline has been generated in

? Revenue closed QtD

? New logo share of that closed revenue

? Examples of new logos

? Commentary of what you are seeing in the market.

We, as SDR leaders, need to continue evolving how we communicate to the C-level. The above questions are a good first step in that direction.

Want to truly move to the next level of leadership? I recommend sending a weekly report with all of the above questions answered so you are at the forefront of your C-level mind.

It’s critical that you take control of the narrative.

Let me know what you think!

Grow your connections and meetings set by 3X overnight? Orum makes it possible.

Orum is an AI-powered Live Conversation Platform designed to connect your reps with more prospects by removing the manual aspects of cold calling and driving greater conversation rates. The best way for sales reps to improve their pitching is by getting more opportunities. Orum delivers those more at-bats in less time, opening up calendars for personalized prospecting, call reviews, and improved objection handling. Interested in learning more about Orum’s industry-leading AI-powered dialer?

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Overwhelmed by Sales Tools Options?

Sales tools often boast an alphabet soup of features.

Deciphering complicated technical jargon can be time-consuming and frustrating, leaving you confused and unsure if it will help with connection or conversion rates.

Meanwhile, researching, comparing, and evaluating sales tools can be highly time-consuming.

Diverting your focus from core business activities like closing deals and managing your team.

This is where we’ve built Stakki, your free sales tool calculator.

We mapped 176 tools and their integrations, minimum costs, feature overlaps and freemium options.?

Visit stakki.io to make the selection of sales tools easy for you.? Or book your free consultation call and we’ll recommend the best three tools for whatever you are trying to achieve.

Five Questions of the Week: Javier Regueiro

This week, Javier Reguerio, Director of Business Development and Inside Sales at Axway, is in the newsletter! Javier’s rounded experience in marketing and demand generation gives him a unique perspective on Sales development.

Firstly, tell me a little bit about your journey? How did you end up at this point?

I started studying marketing and, early on, identified that I would need to understand the full sales cycle to be an effective marketer. Since then, my passion has taken me down the DemandGen path.

What is it about your role that you love?

The variety and need to be constantly evolving whilst keeping the fundamentals in place.

When did you realise that leadership was the career path you wanted to follow, and how did you make it happen?

Early on, I found that directing people in the right direction was natural to me, especially as I also challenge the status quo.

Drawing on all your experiences so far, what advice would you give your younger self on their first day as a manager?

Consistency is king, so always keep investing in yourself.

With AI looking to disrupt the SDR space, what do you see the role of the SDR evoloving in the next 36 months?

AI plays a key role in automating repetitive tasks, enhancing data analytics, and enabling personalized interactions. However, the human element of the SDR is still key, and I don’t see this being replaced in the short term.

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