COMMUNITY
First Things First…

Over the past week, I've been getting some great interviews lined up for the newsletter. Currently, we have the next six months all lined up!

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STUFF ONLINE
Content of the week

• Should we only hire SDRs who have 12 months+ experience?

• Cold email checklist

• Demand generation from a buyers perspective

THOUGHTS
What am I seeing this Week: Can SDR Leaders articulate the ROI of their teams?

The Holy Grail of SDR Leadership? Quantifying ROI

The difficulty in quantifying the ROI from SDR activities has led to undervaluation and, in some cases, the dissolution of SDR teams.

This challenge stems from the perceived lack of 'revenue-generating activities' while overlooking SDRs' strategic impact on the sales funnel.

1. Develop a robust framework for tracking and attributing sales outcomes to SDR efforts.

2. Utilise analytics to highlight the SDRs' contributions to pipeline growth and revenue. (Like a Sankey Diagram)

3.Shift the focus from the quantity of leads to the quality of engagements and conversions.

Wrapping all of this up would be the ability to communicate those thoughts to the C-level. You need to be direct and confident in how you articulate your organisation's value. Otherwise, everything you do will be for naught.

Next week, we have Bruce Marcey, one of the world’s leading trainers of executives and C-level on communication, to deliver a masterclass all on How to communicate at the C-Level. Feel free to join!

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
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.

INTERVIEW
Five Questions of the Week: Miranda Griffin

From the BBC to SDR, that’s the journey of Miranda Griffin, Manager, Business Development EMEA of Klaviyo! Miranda is a great example of a leader who has taken all of her prior experience to create a brilliant leadership package that will only continue to elevate her and her team. Check out the interview!

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

I’m a Business Development Manager at Klaviyo. However, I was previously a Journalist at BBC Guernsey before moving to Travel PR. Covid hit, and I started to think about my options more. I heard my partner on a sales call and thought hmm, that sounds interesting! After scrolling YouTube for hours and watching videos such as those by Patrick Dang, I decided to take on the world of business development. I almost took a role elsewhere, but doing my due diligence, I interviewed at Klaviyo but got utterly won over by the product, people and vision. I became an AE in 7 months and a business development manager a year later. Now, I’m fortunate to have a brilliant team.

What is it about your role that you love?

Definitely, when BDRs are promoted to AEs. Not because I’m getting rid of them, of course, but because I have taken that path myself, I know how it feels and what an accomplishment it is. It’s a privilege to support others in doing the same.

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

I began mentoring others on my team as an AE and really enjoyed it. So, I branched out and mentored some BDRs, too—who ended up being on my team, with one of them now an AE! I really enjoyed helping them find the gaps in their process and decided to take it more seriously. A role came up, so I went for it, and I’m so glad I did!

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

Be a sponge! This is your time to soak up information and ask silly questions. You can’t ask as many silly questions a year or so down the line, so get them out now!

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

Personalisation and human interaction are so important. Whether that’s a cold call, personalised email, or selfie video on LinkedIn, these human interactions are going to be so important in catching prospects' attention. That’s not to say we shouldn’t use AI to speed up our research, email writing, etc., but we should also be strict about ensuring we incorporate a human element and put our face in front of that camera. You got this.

SDR HIRE
Cut SDR Hiring + Ramp time by 70%

The average time to hire an SDR/BDR is two months. Ramp takes another 2-3 months.

That’s five months of unrealized pipeline and revenue. At €30k ACV and ten meetings quota, that’s €1.5 million in pipe not generated.

SDR Hire cuts that by 70% by giving you access to a pool of vetted and experienced remote SDRs from Southeast Europe (Serbia, Croatia, North Macedonia, Greece, Bosnia etc). 

Sales leaders at companies like NES Health, Schoolyear, and Allwhere average 4-7 qualified interviews with near-to-native English speakers in the first 24 hours. Time-to-hire averages 3-4 weeks, while reps start performing within the first few weeks (as opposed to 60-90 days).

They work on a performance model, so you only pay if you end up hiring their SDRs.

Book a call with their founder Stefan and see if one of their remote SDRs would fit your culture.

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GOOD READS
Book of the week

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

3 Coaching slots are still available for the Spring/ Summer: Sign up here