EVENTS
First Things First…

How do you manage up? How do you coach your teams to manage up? This is such a critical skill that is often not developed and coached, meaning leaders and aspiri’t able to verbalise or articulate the value of their business.

Let’s fix that today!

We are running a masterclass TODAY at 11am CET/ 10am GMT, with Elselyn Tan, founder of MOXIE, the career development platform for female leaders. For those of you who can't make it live, don’t worry! We will be recording the episode!

Register here

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!

Click this link to try it out and get three months FREE of Fathom Premium

STUFF ONLINE
Content of the week

• How to become that manager who keeps their team happy

• The 22 people you should be following on LinkedIn

• If cold calling is dead, why did they book 83% via the phone?

THOUGHTS
What am I seeing this Week: Who would have thought, Cold Calling is back in fashion?!

Who would have thought it? We see that calling is returning as the biggest converter of meetings generated. The problem: it never went away.

At the start of 2024, we saw an influx of AI technology, which, philosophically, was the right direction, but in practice, it wasn’t ready for primetime.

Leadership took the bait of the dream of reducing headcount and overall cost per meeting by removing whole SDR organisations and adding in AI SDR functionality. The result: smaller open rates and even worse reply rates. In some instances, there was an increase in domains being blacklisted.

When something sounds too good to be true, it often is.

Don't get me wrong, AI is coming to help reduce time spent on administrative and repetitive tasks, but AI isn’t going to remove the need for humans to build rapport and trust with another human to part ways with their money, Not yet anyway.

So what can we do? We need to double down on our coaching and role-playing to ensure our SDRs are strong over the phone. We also need to invest in technology that will help our SDRs with calling at scale. But critically, we need to create environments that highlight the success of the medium.

We have a changing age demographic, with more Gen Z joining the workforce and more people not used to calling on the phone. So we as leaders need to ensure the phone is not dissapearing from this new generation.

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: Reggina Cuti

This week, we are honoured to have SDR Leaders of EMEA Ambassador Regina Cuti! Regina is one of the European experts on fractional SDR leadership, and we are so excited to have her come to the newsletter and chat about her journey and how she came to be in

Thanks for joining us today Regina! Firstly, tell me a little bit about your journey. How did you end up at this point?

I studied law, and I ended up going to Paris to study a master's in international law. I started as a part-time SDR to pay my expenses. After that, I stayed working there for 4 years, where I grew as an SDR manager. After working for six years in tech companies, I'm now a fractional SDR manager building prospection machines for companies in LatAm and Europe.

What is it about your fractional leadership roles that you love?

As a Fractional SDR Manager, I can work with different industries and challenges. A couple of months are like a couple of years now.

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

The day I had an intern, I saw how his results changed thanks to my guidance.

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

Stay focused!

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

I see even more potential for SDRs now, as you can see from emails built with AI. If you want to create a proper pipeline, you need a proper SDR team.

For that, I always encourage my SDRs to build their own personal brand. We need to show authority and give value for free.

Earn free merch 🎁 

You can get free stuff for referring friends and colleagues to our newsletter 👇️ 

1 referral - Linkedin Shout out 🔊 
5 referrals - Mastering Sales Development Stickers 🎉 
10 referrals - Free Copy of Closing the Gap 📖 
15 referrals - Limited Edition Mastering Sales Development mug 🍵 

You currently have 0 referrals, only 1 away from receiving a Linkedin Shout out!.

Copy & Paste this link: https://saleswise.beehiiv.com/subscribe?ref=PLACEHOLDER

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