Lesianna Gnanguenon

🇺🇸 USA Median SDR Salary - $85k USA Median SMB AE Salary - $130k Bump = $45k. --- 🇬🇧 UK Median SDR Salary - £56k UK Median SMB AE Salary - £93k Bump = £37k. --- 🇩🇪 DACH Median SDR Salary - €63k DACH Median SMB AE Salary - €103k Bump = €40k. --- 🇦🇺 Aus Median SDR Salary - A$112k Aus Median SMB AE Salary - A$176k Bump = A$54k --- Perspective - the UK average salary is £33k per year. The jump from SDR to AE adds £37k ALONE. Even if you started as an SDR at 21 and became an AE at 30 you are still MILES ahead of 99% of the population. Be patient. Learn the skills. Earn BIG. ♻️ Share this to your network so others can see it. PS. These salaries are all 'on target earnings'. --- Skimming? Free 32-page outbound playbook here: https://lnkd.in/eXcww-sj

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👨‍🍳 Elric hired over 30 SDRs, interviewed 300+. He talks to SaaS Sales Leaders every day about their outbound motions. Which is why he's the perfect guy to talk to about the future of outbound sales! Elric started his podcast Outbound Kitchen Podcast (ex SDR Game) a few years ago after building himself up from an low paid SDR to a top performing rep, who was promoted several times and has built outbound motions for companies from scratch! His first job - $10 per booked meeting and a toxic environment. Today - he's advising for some big names like Amplemarket, participating in communities like SDR Leaders of EMEA and is cooking outbound strategies in his Outbound Kitchen ! Elric joined me for an episode of the SDR Hire podcast and we talked about: • The best performing channels in outbound sales • How to hire top performing SDRs in 2024 • How to consider if you should invest in outobund • How will AI & automations impact SDRs and outbound sales • much more... Check out the episode on YouTube here: https://lnkd.in/gi5MqjGv Btw, 👨‍🍳 Elric Legloire just launched his paid newsletter where he'll share all his playbooks and strategies: https://lnkd.in/gkU5dX9J If Elric has ever helped you in any way - drop a comment and send him some love, I'm sure he'll appreciate it! #sdr #bdr #outbound #coldcalling #podcast

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Stop wasting time on boring questions in discovery calls. 🚀 Here are 7 steps to make your discovery calls impactful. 1. Understand your client’s goals and problems. 🤝 2. Bring a clear solution to the table. 💡 3. Review all notes and information before the call. 4. Have a strong perspective on how you can help. 5. Engage in meaningful business conversations. 📈 6. Identify all potential stakeholders early on. 🔍 7. Help the customer make a confident yes or no decision to proceed to the next call, if they are not sure give them an easy out and let them sell the next call to you. 🔥 p.s. If you’re an Account Executive looking to fill your pipeline and exceed quota in 90 days or less, then send me a DM saying "90". #SalesTips #AccountExecutive #DiscoveryCalls #B2BSales #SalesExcellence

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As a junior BDR and AE trying to hit targets, I hated these words. "Now isn't the right time" But it's one in B2B sales you need to respect. Even if the lead wants what you're offering, You can do little if they lack the vigor to execute it. Even if you force the deal through, the customer will likely churn anyway. So don't fight the current; see it for what it is. The industry standard is that only 5% of your market is ready to buy at any one time. (That’s 1 out of 20 people you'll try and sell.) So, what do you do with the leads that aren't ready yet? Toss these records into your CRM and let them accrue dust? Nope. Orchestrate a super long-term nurture sequence instead. → Send them something valuable after three months. → Continue to stay in touch with follow-ups at regular quarterly intervals. → Consistently review and refresh the account and contact data so you know you're still speaking to the right person* *(You can hire dataBees to stay on top of this). The goal is to provide value and remain top of mind until they’re ready to buy. Don’t have a CRM clean-up crew who can do this? You might want to hire us.

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Stop letting junior SDRs reach out to your C-Suites. Buyers don’t want to talk to salespeople anymore. They want trusted advisors. Domain experts.  Yet, for some reason, 99% of sales teams completely ignore this fact and let their junior SDRs reach out to C-suites — then they sit back and wonder why their outbound doesn’t work. The WHO factor is more important today than ever before. Here’s what it means moving forward: 1. Trusted Advisors vs. SDRs: Would you take medical advice from a first-year med student? Probably not. In the same vein, expecting a junior SDR to convince a C-suite executive is a flawed strategy. Buyers today want insights from those seeped in the industry, not those reading off a script. 2. The New-Age SDR: These SDRs have authority in their field and are the ultimate subject matter experts. They possess a highly relevant audience of ICP and excel in content creation and audience engagement. They understand the nuances and pains of the prospects and create value-driven conversations, not just touchpoints. 3. Team-Selling is a Necessity: If a CFO checked your website, why in the world would you let your SDR reach out? Facilitate outbound requests to your CFO and ask them to personally connect with the prospect from their profile. It’s about leveraging the right person at the right time to build trust and relevance. 4. Signal-Based Selling: Your outreach should be driven by real-time data and intent signals. Spot the triggers: website visits, content downloads, recent funding, etc. Engage with the right person, when the timing is perfect, with the right message from the right person. This isn’t about volume; it’s about precision. TAKEAWAY: In this new era, it's not about how many emails you send, but WHO is sending them and WHY. In 2024, the most successful companies will have GTM teams that look more like consulting firms than old-school sales orgs. The next-gen of successful sales orgs will be the ones that evolve beyond the old playbooks and focus on trust, relevance, and the power of human connection. The future isn’t just lean. It’s personal.

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AE: ''Prospecting isn't my job''. Same AE: ''My SDR sucks’’ Ask yourself this: ↳ What example are you setting? ↳ How can you guide SDRs properly? ↳ How can you teach SDRs the tricks? ↳ How do you know what tactics to use? And frankly - can you be trusted to leverage a great resource like an SDR if you can't/won't do it yourself? Sorry (not sorry) to say it AEs but part of the job is to prospect and work WITH SDRs to maximise pipeline gen. If you can't do it yourself then how can you expect SDRs to do it for you? Team > Self 💯 PS. Name an AE that are great at this? ⬇️

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OPENING CALL STRATEGY IN TELESALES What we call the beginning is often the end. The way you open a call generally defines the progress of the conversation. Do not start with your sales pitch as soon as you begin the conversation. If it does not look good, you will lower your chances of converting that sales pitch into a successful sales pitch. It’s important to do so because sales are all about creating a relationship.  To make an end is to make a beginning. the end is where we start from [T. S. Eliot] #telesales #telemarketing #outboundsales

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SDRs use LinkedIn the wrong way.  6 Steps to go from SDR to Social Selling SDR: STEP 1: Your profile has to look good. In real life, you would not try to talk to a prospect with a messy look. It's the same on Linkedin. - good-looking banner - good-looking profile picture - an impactful and clear headline Free tools that could help you with branding:  PFPMaker → profile picture editor Canva → banner designs STEP 2: Identify the top creators in your industry. - understand what works in their posts - comment on their posts, every day - get inspired by their best posts - read the comment sections Free tools that could help you benchmark:  Favikon → creators by industries Kleo → creators' best posts STEP 3: Start growing your network. DOs:  - Engage with more people in your niche  - Pick the ones that are around your level - DM them and start human conversations - Share knowledge/struggles with each other DON'Ts:  - Try to sell anything  - Send generic GPT messages - Use any LinkedIn DM automation  - Ask for a meeting, unless there's an interest STEP 4: Double down on your LinkedIn presence. DOs: - Take a common prospect's objection, and create a post about how you would solve it, add a design/video to it  - Comment as much as you can, be everywhere Don't: - Post something unrelated to your brand.  - Ask ChatGPT to write the post for you. - Post only for the sake of posting. Tools:  Designs/videos → Canva/Pinterest/Instagram/Tiktok.  Copywriting → EasyGen.  Ideation/sources → Perplexity/top creators' posts STEP 5: Double down on what works. You start to see the results. And getting more and more reach. Some of your friends make fun of you and call you "Mr/Ms. LinkedIn" -> It means you're doing good.  No, your inbox is not full of demo requests. That's not how it works. But yes, you can tell there is some traction.  That's why you need to: - Keep commenting/networking.  This is worth it, keep doing it. - Keep posting, consistently.  Post at least once a week. (best is between 3 and 7) STEP 6: You can now start collecting the leads. They are at multiple places:  - In your private inbox. - In your posts' comment sections.  - In other creators' comment sections. Engage new DM conversations: Ask questions / how you can help them.  Keep providing value, it's a long game.  Don't ask for a meeting.  It will come naturally. - *SDR = Sales Development Representative. PS: I'm Noam, I post daily about the future of sales. I want your opinion:  How should the SDR role be redefined?

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The #1 way to motivate SDRs... (And it costs nothing) Prove you g͟e͟n͟u͟i͟n͟e͟l͟y͟ care about them. It’s pretty damn easy: - Prioritise your 1:1s - Sunshine great work - Say ''thanks'' every week - Give them honest feedback, nicely - Appreciate their effort even if they failed - Message MORE when they are struggling Most SDRs just want to 'feel' like you care. It's not difficult. Do you agree? ♻️ Share this to show sales leaders the way. ---- 📌 The SDR Leader Bootcamp closes Friday for enrollment.

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471% to quota Is that even possible? People say “The phone is dead” “Calling is dying” and “The SDR role is dying” 3 out of 5 reps are struggling to hit quota, just look at the data. It's getting harder & harder to get results. Then you have people like Emeka who hit 471% last month. So what’s the difference? A struggling rep: - Tries to figure it out themselves - Doesn’t put in the right amount of input - Have no systems in place for outbound What Emeka did: - Reached out to learn the best practices - CRUSHED it with a ton of volume & activity - Installed my cold calling systems He only started his role a few months ago. Now he has a repeatable system so every call he knows exactly: - How to start the conversation - How to uncover their pains - How to transition their pains into his solution - How to transition the value prop into a meeting booked Just for clarity he did this ALL through cold calls. We haven't even added in LinkedIn or Email yet. (Next month is going to be crazy haha) So don’t jump to the conclusion that outbound is dead. Just work on having a system in place. But too many sellers I speak too don’t get the training from their company they need to succeed. That is why I’m creating the “Outbound Scholarship” program to give you the support you need. Save months of work and install the systems we know work in your day-to-day life & get the 1:1 support to crush your quota like Emeka. If you want to see the details DM me “OS” & I’ll send it over! Only 8 more spots are available when it’s gone, it’s gone P.S If you are a manager reading this and want to get your team crushing quota Dm me, let’s talk!

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Discovery meetings are your first real chance to connect, learn, and qualify prospects—making them the lifeblood of every AE’s pipeline. But here’s the catch: getting these meetings booked can feel like a job all on its own. That’s where skilled SDRs and optimized outreach come in. Imagine your calendar filled with high-potential prospects—all set up by SDRs who understand both your targets and your timing. With the right team and tech, setting up these first calls becomes a process you can rely on, not just hope for. 👉 How many discovery meetings do you aim to book each week?

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Elevating Success Discovery Calls Through Collaboration 🫶🤝 I've always believed that success in sales isn't just about the pitch; it's about the depth of understanding we cultivate during our discovery calls and this we do even better even collaborating with colleagues. Recently, working closely with Patric Cederborg on multiple opportunities has truly proven this principle. 🇩🇰🇸🇪 Understanding the client isn't just about fitting a product or service into their equation; it's about becoming an integral part of their narrative. By working closely with Patric, we've honed our ability to discern where our solutions seamlessly integrate, enriching the client's journey.✈️ But it doesn't stop there. By delving into the client's drivers for change, we've transcended the role away from being a vendor now instead we've become trusted allies, embedded within their team, guiding them towards transformative change. It's not about selling; it's about facilitating growth and improvement within their business.💥 Success isn't a solo pursuit; it's a collective endeavor fueled by insight, empathy, and collaboration. Cheers to unlocking new heights of achievement through the power of teamwork! 🚀 #SalesSuccess #Collaboration #DiscoveryCalls

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Whenever we are asked by clients to source SDR candidates with a bit of experience, we always get this reply from SDRs... "Do you have an AE role I could be considered for instead?" The answer is always no. Right now, the market has an over supply of available AEs. The quality varies quite a bit. And employers are looking to check off all their hiring requirements for this position. They are looking for AEs who are a perfect fit on paper, not an SDR with potential. It's an employer's market. These perfect AE fits can be hard to find but they're out there. That's why companies work with us. Anyway, as an SDR with no AE experience, you're in a tough spot. You have two realistic options. 1) Stay with your current company, continue to kill it, and hope an AE role opens up internally that you can get promoted into. Alternatively, there might be a non AE opening or SDR Manager position that you can seek out at your company that is a promotion form your SDR role. You should have a decent understanding if this is a realistic path. 2) Take another SDR job at a rocket ship or a company with a clear path for an AE promotion. There aren't a ton of these but they exist. If you do well, there's a decent chance you'll see a promotion at the rocket ship and we work with companies that do stick to the "hit your goals and get a promotion" promise. The silver lining here is that a lot of the currently frustrated SDRs were able to get a foothold in the tech sales world before the ZIRP gate came crashing down. You do not want to be someone trying to break into tech sales now as an SDR. It's the same situation SDRs are facing trying to get an AE roles, but for an SDR role.

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Unless you find a stellar SDR, you’re better off investing your money elsewhere: - SEO - Ad spend - Organic content - Outbound agencies - Full-cycle salespeople An SDR (at $70K-$90K/yr) seems like a hefty investment compared to other channels.

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The Power of 'Vibe' in Sales Calls 💁‍♀️ As an SDR leader, I’ve got to share this after a prospecting call I received – the vibe you deliver at the start of the call is everything! ☀ The call started off sounding like it was the reps 2000th call of the day and it was only 11:00 in the morning ! It felt like they were just going through the motions. In just two seconds, I could tell they didn't value my time, so I cut the call short and asked for a callback. It got me thinking – is this what's happening on your calls? On the phone, your prospects can’t see you, so they rely on what they hear. The vibe totally matters ! 😎 💡 Whether it’s a call, an email, or a WhatsApp message, the energy you bring can make or break the interaction.Remember, every interaction is your chance to make a great impression. Show your prospects you value their time and bring some energy into your conversations. Your vibe is the key to building trust and rapport. Make it count ! 🤠 #salestips #sdr #SalesLeadership #Prospecting #SalesSuccess #CustomerEngagement #SalesStrategy #SalesCall #SalesTraining #LeadGeneration #SalesMindset #ColdCalling #SalesSkills #B2BSales #SalesMotivation #sdrmotivation #sdrnation

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SDR Managers, it's time we start compensating SDRs for meetings that aren't booked. Booking meetings is the goal. Outreach is the process. Too many SDR Managers are obsessed with the goal. If all you care about is the number of meetings booked, that's all your SDRs will care about. That's when unqualified meetings slip through the cracks. That's when SDRs who work hard and are improving their sales skills are discouraged because there aren't immediate results. If SDR managers want to foster SDRs that are process focused, you need to start rewarding SDRs for the process. Disqualifying a prospect is just as important as qualifying one. You save the sales org time and resources. That's worth money. Focus on process and the goals will follow. Not the other way around. P.S. When I implemented this structure for my team, the number of meetings booked dipped slightly but qualified meetings that eventually became closed won skyrocketed.

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SDRs use LinkedIn the wrong way. 6 Steps to go from SDR to Social Selling SDR: - Your profile has to look good. - Identify the top creators in your industry. - Start growing your network. - Double down on your LinkedIn presence. - Double down on what works. - You can now start collecting the leads. I honestly don’t care. I see too many SDRs wasting time on LinkedIn. And then I see them wondering why they don’t get results. You don't need to be perfect. But you do need to be smart. So, what really matters? 1. That your profile looks professional. 2. And that you engage with the right people. → So, my simple advice to SDRs: Use LinkedIn wisely. That’s it. That’s the BIG secret. - Polish your profile - Connect with industry leaders - Engage with meaningful content - And never spam people with sales pitches Results always come from genuine connections. PS: Join my 500+ Founder's Community and get the LinkedIn Thought Leadership Book as a welcome sign-up. Comment "LINK" & I will send you the details. #linkedin #content #branding #marketing #copywriting

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How SDRs can transition in 2025: (there are 2 new jobs on the market) *SDR = Sales Development Representative The traditional paths for an SDR: - Grow as an AE - Become an SDR team leader/manager. But this time has changed, SDRs have 2 new options. SDRs must work closely with marketing. The role of SDRs is evolving. It's no longer about cold calls and cold emails. Repetitive tasks are progressively automated.  And that’s for the best. PS: I'm Noam, posting daily social selling tips. Salespeople, I'm curious to hear your thoughts on that topic in the comments!

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