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CELEBRATION
First Things First…
The newsletter is one year old!
As someone who has suffered from Dyslexia all their life and the written word has been very difficult to get onto paper, this has been a liberating experience.
It pushed me to articulate my thoughts and gave an arena to so many other people to express their opinions to the incredible readership.
It was also the foundation of SDR Leaders of EMEA, the community many of you are a part of.
Where do we go next with the newsletter? I’m not sure. I didn’t think I'd have written 51 issues!
For now, thank you for all your support and enjoy this week’s edition!
FATHOM
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!
STUFF ONLINE
Content of the week
THOUGHTS
What am I seeing this Week: 4 Essentials for building an SDR team in EMEA
In EMEA, we are fortunate to have some very talented people who can speak multiple languages and are free to move wherever they need to for their careers.
That doesn't mean that each country is the same; each holds particular legal issues and challenges for companies starting their business.
So, when considering your location for your SDR team, consider the following first:
1️⃣ Average tenure of reps in the seat: How long do you want SDRs to be in the seat? When do they become profitable? Sometimes, having SDRs in expensive cities doesn't make sense if you will promote them within 6 months. Consider this factor when making a decision.
2️⃣ Promotion opportunities internally: Are you centrally building an inside sales team or only having field sales? What about other functions? You need to carefully consider where you’re placing your talent so that relocating them post-promotion will not incur additional costs.
3️⃣ Priority of languages: You don't need to hire every language immediately, apart from France and Germany, so you can get away with English for the first months.
4️⃣ Having HR in that country: Last but not least, being able to navigate local employment law is critical in mitigating risk and ensuring a fully productive team
All 4 of these aspects will set the tone for the culture you want to build. If you have an SDR organisation with no promotion opportunities, that could cause performance issues later on. Also, if you don't have local HR assistance in the country, performance management issues could bring up their own challenges.
Consider these issues before building out your SDR team by researching local labour and employment laws.
Deal with the headaches now rather than when there are performance issues.
For those new to the newsletter and like what you are seeing, please click on the subscribe button, and you’ll receive this top-quality newsletter in your inbox every Friday morning!
STAKKI
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.
Speak to James, today!
INTERVIEW
Five Questions of the Week: Bruce Zivan
Today we have the excellent Bruce Zivan, Director of Outbound Sales at Nayax. Also, Bruce is a massive supporter of SDR Leaders of EMEA.
Bruce brings unbridled passion and expertise in the SDR world and is someone who i’ve wanted to spotlight for some time. I hope you enjoy his conversation!
Firstly, tell me a little bit about your journey? How did you end up at this point?
What a long, strange trip it’s been! The first twenty years of my career were in sales in the United States. I even had my own small business for a short time. In 2008, my wife and I moved our family to Israel and entered the hi-tech world here. I had to start over as an SDR, which was fortunate, as I landed at a company building one of the first strong inside sales machines in this country. I moved into management, setting up or rebuilding teams at various companies.
What is it about your role that you love?
I love managing. I love guiding people to use their inherent skills to earn a good livelihood and advance their careers.
When did you realise that leadership was the career path you wanted to follow, and how did you make it happen?
I call myself "The Accidental Manager," as I had never intended to manage. A friend brought me to be the first SDR at a company where he was made VP Sales. As the potential became clear early on, he asked me to take on the role of manager and supported me. I enjoyed it and decided to make it my "career" for as long as I could.
Drawing on all your experiences so far, what advice would you give your younger self on their first day as a manager?
Great question. I would tell myself to take it slow, enjoy the journey more, and take a step back every once in a while to examine the landscape and make sure I am aligned with the right people in the organization.
With AI looking to disrupt the SDR space, what do you see the role of the SDR evoloving in the next 36 months?
We all need to find the tools that make people better at their jobs. This will never stop being a people's job, but AI can make people better.
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LASTLY
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
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