EVENTORAMA
First Things First…

October is shaping up to be a BUSY month for SDR Leaders of EMEA!

One of the big topics we are going to discuss is how to prepare your SDR team for the upcoming transition of Q4 to Q1, ensuring that all the momentum you have built for the preceding three quarters continues.

Come and join me, Dan Reynolds and Ashleigh Early to discuss how you can ensure your team’s continued success in 2025!

You can register here: https://lu.ma/sm7telfd

POWERLEAD
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THOUGHTS
What am I seeing this Week: The Hidden Cost of not Having a Vision for your SDR Team?

The hidden cost of not having a vision for your SDR team?

Your time

Most leaders do too many non-revenue-generating activities.

They try to please everyone.

Then they please no one.

This means no focus or time on building the pipeline needed

There's a different way.

It's not easy, but it's doable.

- What is the north star of your SDR team?
- Set aggressive goals which are easy to measure
- Manage up and continue to manage up

It's not about doing less It's about controlling your time without asking anyone.

A revenue-generating SDR team built with a clear vision.

What i would suggest? Check out your calendar for next week, and look at how many of those meetings you are having will be moving the needle to increase revenue for the business. If you see meetings that aren't going to do that, decline them and ask for a write-up afterwards.

You know what will happen? They won't send you the write-up as it wasn’t a worthwhile meeting for you to attend.

Try it out, I guarantee it will provide you back with more time.

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?

Get in touch with the community's Revenue and Sales Tech Consultant James @ Stakki.

Free advice and guidance on the right solutions to make a positive impact on your team and pipeline.

INTERVIEW
Five Questions of the Week: Joe Brownill

This week we have the fantastic Joe Brownill, Head of Demand Generation at Clientshare. Joe is a great example of someone learning the Sales Developement role from the ground up and now leads the Demand Generation team at Clientshare. today, we are grateful for him to share his story with us all!

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

I started my sales career in financial services and quickly learned that I had a knack for outbound sales, but the industry wasn't for me. I landed my next role as the first SDR hire at a SaaS startup in London. For 2.5 years, I did the role entirely by myself, building out every process from scratch, experimenting, and failing (a lot) to the point where we were scalable and fast-forward to today, where we have two outbound SDR teams covering the UK/US.

What is it about your role that you love?

For me, it's the power of a conversation between two people and what it can create. Our entire business is built and scaled on an outbound sales foundation. Every client of ours has come through a conversation started, handled, and executed by a Clientshare SDR. Every day, we're having conversations that lead us to expand our business at home and abroad, hire new staff, upgrade office space, etc. - without the SDRs having conversations, none of this is possible.

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

Leadership was always a path I wanted to follow. Joining a SaaS startup as the fourth employee and first SDR hire, I set my stool out from the beginning that if we were successful, I wanted to lead the department. Together, we defined how we'd calculate success, what that would mean for the business, and ultimately, what it meant for my career progression. Without the 2.5 years I spent solo SDR'ing, I wouldn't have the domain expertise to lead effectively; I wouldn't trade this experience for anything.

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

I can't stress enough how important it is to tie yourself and the SDRs to revenue. You've got to think of the bigger picture beyond activity metrics, meetings booked, and SQLs. £ pipeline generated this month, % from outbound sales, % of growth from SDR-sourced deals—these are my top three metrics that I communicate upwards.

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

Personally, I think it's overhyped in its current form. It's a fantastic assistant that should be used to take admin tasks away from SDRs so they can spend more time completing revenue-generating activities. If you're considering an AI SDR today, I'd only consider it for high-volume inbound leads. I'm yet to see anything that can rival a high-performing outbound SDR.

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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