BOOK
First Things First…

Thanks so much for the feedback and love for my latest ebook, From Cold to Gold.

The main aim is to make the path easier for those following in our footsteps. So I hope it is meeting its objective.

I know there was some issue for some In being able to download it, so here is the link once more: Here it is

STUFF ONLINE
Content of the week

• How to set up LinkedIn Sales Navigator for ABM

• The outbound motion has changed

• There is a bottleneck forming in moving up from Sr Managers to Directors

THOUGHTS
What am I seeing this Week: Communities are alive and well

I will change up the ‘What am I seeing this week’ to discuss something that I’ve been experiencing over the last month: professional communities.

Over the last 4-5 years, we have seen the birth and evolution of the professional community concept, where like-minded people group together for learning and support. I'm sure that, like me, you’ve joined many of these groups and have gotten a lot of value from them.

However, we are certainly now in an evolution of niche communities. Look at what Jared Robin is doing building out The Collab, a newsletter all around building communities. It's where people with specific roles find groupings from which to learn.

Take SDR Leaders of EMEA, which I’m facilitating here in Europe. There is a critical need for EMEA SDR Leaders to connect, not to be alone and to ensure they are engaging with their peers in meaningful conversation. This is something that they don’t have regular access to for an assortment of reasons. That’s why the community has exploded in popularity, going from 0-450+ members in 5 weeks.

There will always be a space for those ‘OG’ communities with a breadth of expertise and insights, but people will also want to participate in groups more within their interests and needs.

Let me know your take on this in the comments section below!

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!

INTERVIEW
Five Questions of the Week: Ryan Liubinskas

This week, we have the incredible Ryan Liubinskas of CoachHub, joining the newsletter! Ryan will discuss his leadership methodology, his love of SDRs, and what advice he would give to someone wanting to move into SDR leadership!

What is your leadership methodology? I lead my sales development teams with a strategic focus on three key areas:

1. Hire and Promote Amazing Talent: Attracting and retaining exceptional individuals and promoting them throughout the organization beyond the AE roles is foundational to any SDR team's success.

2. Empower SDRs for Success: I believe in providing SDRs with the resources, tools, and support they need to excel in their roles. This involves continuous training, mentorship, and a commitment to their professional growth.

3. Live and Breathe the Company's Mission, Vision, and Values: I instil a strong sense of purpose by embodying and promoting the core principles of the company. Aligning actions with the broader mission creates a cohesive and motivated team.

You have led at some great companies: Elastic, Redis Labs and now CoachHub: what were some of the key learnings you took from those roles to be the leader you are today? Working at pre-IPO startups is fun and exciting, and sometimes it has a nice financial reward. However, it's not for everyone. It's relentless, high pressure, high expectations and extremely fast pace. It might not be for you if you aren't comfortable with constant change and adjusting the way you work. Oh, and you absolutely must have an all-star ReVops and Sales Strategy team. Without it, you are nothing. 

What it about Sales Development that you love? I love the melting pot of energy, personalities, cultures, hobbies, interests, aspirations and ambitions all blended into one cohesive functioning unit that has a lot of fun whilst delivering results repeatedly. The added advantage that you get to witness first-hand the growth and satisfaction of a young person achieving what they want in their career is simply beautiful. Through all the challenges, you grow together as professionals and human beings. It forms lifelong connections and friendships.  

Who are some of the leaders who have made the most impact on you? My first SDR leader, John Black (JB), recognized my coaching and leadership potential, instilling the confidence to bring my authentic self to leadership. Another impactful figure is my former CRO, Aaron Katz, whose charisma and data-driven insights left a lasting impression. Engaging with him required thorough preparation and readiness for any situation.

What would be your advice to someone who wants to follow in your footsteps into leadership? Transitioning from an SDR to a Manager involves more than just a title change; it's a shift from teammate to boss. Balancing management responsibilities upwards and downwards is crucial. While nurturing your SDRs is essential, managing upwards ensures alignment with upper management and company goals.

Additionally, I advise not to pursue SDR leadership as an alternative to an Account Executive (AE) role. Explore various paths, including other leadership roles, to find where you can truly excel.

Last but certainly not least, it's not always the straight path you hoped for, but take everything on the chin and keep pushing. If you don't stop trying, you will get to where you want to be one day.

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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