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FUNNEL
3 Weeks away from Funnel!
We are now less than 3 weeks away from Funnel 26!
Our Keynote with Morgan Ingram is: Making Sales Human in AI World: The New Way to Do Outbound in 2026
With Angela Frackowiak, Illango Dhandayudham, Sara Angell and Jonathan Mayer discussing how to make the transition from 2nd to 3rd line leadership
One of our workshops, led by Jay Glenn will be how to calculate CAC
This is shaping up to be a CANT MISS event!
We are excited about these incredible leaders being part of our conference and joining all of you in Austin!
More announcements to come soon!
Funnel 26 will be the first of its kind, a conference where the best global VPs of sales development are going to be talking to the best heads of sales development, directors, third-line leaders sharing their strategy and their vision for how the function will look like, giving access to those that come to the best sales development leaders in the globe with workshops, with networking, with everything that is kept true to what SDR leaders of USA and EMEA does but on a far grander scale.
We're really excited to be partnering up with Anastasia Chihai from ATX SDR Leaders to deliver this conference for YOU!
So we really look forward to seeing you all there!
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PROMO
Want a promotion? Build your internal brand
The difference between managers who stay in place for years and whose careers stagnate, and those who accelerate quickly to move into Director and Global roles, lies in building your internal brand.
But what is this, and how can you do it?
Building your internal brand is about ensuring your organisation is fully and clearly aware of the impact your team and you are having on the bottom line. Its not a ‘look at me’ contest, its about being able to
a) convey your team’s value and worth that youre providing the business
b) Ensure that your senior leadership sees this
How can you do it?
Weekly email to senior leadership: You would be surprised how many at the exec level are unaware of your team's progression; it might never make its way up the chain during weekly calls with your leaders. Each Friday, I'd recommend sending a few notes on the team's performance that week, including how much pipeline was generated, what revenue your team contributed, and some of the product feedback your team is receiving from clients. The number of times you see your notes being actioned by leadership compounds massively over time.
Align with major stakeholders in the business: What really matters to your marketing, sales, and customer success teams? Do you know? When speaking with leadership in those departments, you need to ensure you are speaking their language; don't go into those meetings speaking purely SDR metrics, they don’t care, they care about the outcomes. So revisit those meetings with those stakeholders and ask them ‘what do you really care about with the SDR team?’ And ensure you report those outcomes to them each week. IF you are hitting them, share with them your get-well plans and ask for their advice and support on how to improve them.
Spotlight your team over yourself: You are nothing without your team, you can set the stage, set the conditions, but your team are the one who executes the plays. Something i did naturally, but was commented on when i moved into more senior leadership positions, was the fact that my weekly reports, QBRs and general sales meetings were always highlighting the sucess the team were seeing, be that revenue contribution, be it insights they were finding. Your senior leadership notice tone and phrasing,
Go on courses: You need to constantly be learning; the best coaches are constantly seeking new arenas to learn and develop. Therefore, if you get the learning and development budget from your organisation, use it! Go to conferences, go on courses that will give you more skills and abilities to prepare you for potential new roles.
Growth mindset: Take on new challenges within your organisation, and receive feedback in the frame it's meant in, the best ideas that you will receive can come from the most random of places. When you get those flashes of inspiration, test them out and see if they work or not. Don’t get into the cycle of ‘we have always done it this way’.
Assume positive intent: People are naturally selfish; they are only caring about getting through their own lives each and every day. Leadership says something that is a result of a misunderstanding and comes across as a personal attack on you. Take a step back from the emotion and try and gain clarity on what was discussed. If you are for sure that it's the wrong interpretation, go back to them and try to get them to understand the processes/ results that you have shown; it could have just been a simple misunderstanding that can be resolved fast. Don’t let it fester.
Finally, this isn't a ‘dirty’ part of your career that you have to undertake.
Over the last couple of years, whilst I was still working full-time, I would often hear from managers that they wanted to progress, earn more money, and gain greater responsibility. They would hit their ‘number’ on paper, but they wouldn’t want to build the brand internally to make it happen. And, unsurprisingly, they were disappointed with merit increases and promotion timelines. Those that did undertake what i mentioned above are always the most likely to achieve what they set out for.
So this week, try one of these ways to build your internal brand. Do it for a month, and then see how your internal perception increases.
INTERVIEW
We want to hear from YOU!
When this newsletter first started three-plus years ago, our main focus was to spotlight the incredible SDR/GTM leaders who subscribed and to deliver an interview segment to you every week. These SDR leaders shared their expertise and experience building sales development teams, whilst providing real-time advice on how to address some of the biggest issues we face every day.
And we want to bring that back!
So if you are interested in being part of this newsletter and discussing some of the big topics that are facing SDR leaders on a day-to-day basis, be that management of SDRs, managing managers or running global sales development teams, we want to hear from you and have your voice amplified within this newsletter.
Want to be a part of this? Vote in the poll below. And we'll be in touch with you on how you can be part of this newsletter moving forward!
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