Funnel EMEA prices go up TODAY
Funnel EMEA lands in London on 14 and 15 October. Two days, 200 leaders, and the launch of our EMEA State of Sales Development report.
Standard tickets move from €299 to €349 at the end of the day today.
Roughly half the room is already sold with under 75 days to go.
If you were planning to come, plan slightly faster.
What we built in Austin
First stop of the Teardown Tour with Apollo. 25 seats, laptops open, no demos.
The brief was simple. Bring the GTM problem that's costing you time, and we build the fix in the room.
The leaders in the room worked through how they are planning to use AI workflows to help their teams with data enrichment and enablement of their SDRs, but also their managers.
The best bit was that the leaders were able to shake off the nervousness of using AI to build workflows that make their teams better, in a safe and collaborative space.
This leader said it best:
“If my SDRs are using AI then I should definitely know how. The 1st step is always the hardest, but it’s way easier around other leaders."
But this isn't the last time we will do this.
Denver is 13 August. San Francisco is 16 September. Same format, same 25 seats.
Come prepared to learn and build with AI in a safe place. Bring your RevOps/SOPs counterpart since you’ll be partnering together a lot too.
Your Q2 EMEA SDR of the Quarter winners
Five reps across four countries. Here's who they are and what got them there.
Nathan Gough, Enterprise SDR at Bounce Insights, Ireland. One year into sales and already the person others go to for guidance.
Julie Tennyson, SDR at Enginy.ai, Spain. Four months in the role and already the reference point for every new SDR on the team.
Juno McCluskey, Senior SDR at Xelix, UK. When Juno gets someone on the phone, they stay on the phone. A striking share convert to qualified meetings.
Tiemo Landewe, BDR at WorkMotion, Spain. Fearless, proactive, strategic. Builds his own path instead of waiting for someone else to clear it.
Worth saying how this was judged, because "SDR of the Quarter" usually means "whoever booked the most meetings."
It doesn't here. We rank on attainment and also the impact that is made to the wider business. We also apply a multiplier for inbound and outbound mix. A rep at 110% on a mostly inbound book does not outrank a rep at 105% cold. That's deliberate. Our EMEA Collective Heads then vote for the top 5.
One question for our USA readers: should SDR Leaders of USA run this too?
Hit reply and comment ‘USA’ to tell us
Joe Shy built an SDR sidekick. 308 of you turned up to hear how.
Joe runs sales development at Synthesia. Yes, the same Synthesia as Wes the sections above.
His top performers had each built their own Claude skills. Overlapping, one-off, built for their own book, and no rep knew which one to use. So he folded the best of them into a single agent that lives in the rep's Slack DM and drafts into their Gmail. It never auto-sends, and never writes to Salesforce.
Three top-SDR skills merged into one agent. 3+ SQOs generated in a single week during the early build.
Then it broke. Two weeks in, reps who had loved it two days earlier reported the follow-up feature was missing Gmail threads and inventing messaging. Joe fixed it in two days. Two days was still enough to erode trust.
The fix became the architecture. One giant skill was loading its entire knowledge base on every prompt, so he split it up. One agent now routes to a suite of focused skills, never one behemoth.
His line, and the reason to watch: a playbook tells a rep what to do. A sidekick does it with them.
The demand for this one was high enough that he came back to run it twice. We recorded the 15 July session in full.
That's the week!
Reply and tell me which of these you want more of. I read every one.
Dave
1
