Josh Edwards

"I hope no-one from Cognism watches this..." 😅 The truth is, the SDR role isn’t dead - it’s evolved. Forget the days of hammering phones and spamming inboxes. The best SDRs today bring real value by ✅ knowing your business, ✅ understanding your pain points, ✅ delivering relevant content that keeps them front of mind. Even if it’s not the right time to buy, ✅ they know they’ll be top of your list when it is. In this clip, Global Sales Director (and £5-25M ARR ICP/GTM wiz) Paul Wingfield and I talk abut why we firmly believe SDRing is far from dead, and how companies like Cognism are nailing the modern SDR in to ICP game. 💬 What's your take on where SDRs win, or lose today? #sdr #cognism #sales #gtm #icp #MakingRevenueTick #podcast by Tick Talent

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Here’s exactly why SDRs Bid Farewell to Their Roles 👇 Ever wondered why talented SDRs choose to seek new opportunities? Here’s a few common reasons: 1. Limited Growth Opportunities: SDRs are HUNGRY for growth, both personally and professionally. 2. Burnout: The hustle of the sales grind can sometimes lead to burnout. Without proper support and work-life balance, it can lead to feeling drained. 3. Disconnect with Company Culture: Company culture plays a significant role in job satisfaction. If there's a misalignment between personal values and organisational ethos, it might be time to part ways. 4. Compensation Concerns: Money talks. If compensation packages don't match the effort and results SDRs put in, they may be tempted to explore other options. 5. New Challenges: SDRs thrive on challenges and crave opportunities to learn and grow. When roles become monotonous or lack variety, they might look to move. If any of these reasons sound familiar you should check out @Timberseed for our latest opportunities! 💡 #SDR #Sales #EmployeeRetention #CareerGrowth

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🚀 Sales Confidence 2.0: Get SDRs Who Hit the Ground Running! 🚀 Tired of spending weeks onboarding new SDRs, only to realise they aren’t a fit for your fast-paced team? I know the challenges of hiring SDRs—getting the right person who’s not just great on paper but ready to sell from day one can be tough. Let’s face it, traditional CVs don’t tell you if someone has the grit to go out there to the market and have conversations. We provide pre-trained and pre-screened SDR candidates, ensuring your next hire can deliver results immediately, without the lengthy training process. Our Sales Confidence 2.0 ranking system highlights the most proactive, self-taught talent, so you can skip the guesswork and bring on SDRs who are proven to thrive in sales. 🌟 Meet Our Top Talent of today🌟 Jalil- an experienced B2C sales professional with entrepreneurial passion, showcased resilience and bravery in handling tough objections during his role play. Enrike -A charismatic listener who builds trust with strong questions, creating powerful, results-driven conversations. Zuhair- An adaptable professional with retail experience, skilled at handling tough conversations and solving problems creatively. Ali - An aspiring sales professional who thrives on the thrill of winning deals, bringing energy and enthusiasm to every prospecting challenge. Jiya - A versatile professional with a strong background in events, her energy and bubbly character from the role play can allow her to use humour to establish trust. Avishai- A future leader with a background in music, is a well-spoken and articulate professional who excels at getting to the point and handling objections with ease. If you are hiring reach out, remember 50% reduction fee.

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SDRs who deserve to be AEs... ✅ Help coach other SDRs ❌ Are in it for themselves ✅ Hit quota every month ❌ Sometimes smash it ✅ Build amazing internal relationships ❌ Moan about their AE and Manager ✅ Prioritise the team winning ❌ Think they're an individual contributor ✅ Train every single day ❌ Believe they know it all ✅ Compete against themselves ❌ Compete against others in the team ✅ Are genuinely happy when others win ❌ Get bitter when others are successful 99% of success is in WHO you are. And HOW you do things. Embrace being different. Embrace being better. What am I missing? ---- PS. My SDR to AE bootcamp closes tomorrow. 5 seats left; https://lnkd.in/ejFQERRF

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An SDR cold-called me... SDR: ''Is that Chris?'' Me: ''Yep, who's calling?'' SDR: ''It's James, here at XYZ we help companies like yours automate payroll, is this something you'd like to discuss more?'' Me: ''I don't have any employees for payroll but I'm happy to spend 5 mins with you now to help you improve your cold call opener, open to it?'' SDR: ''Erm...okay''. Me: ''So, here's 3 things you can try today... 1. Don't say ''is this Chris', if you don't know who you're calling they won't trust you. 2. Give me more about you in your intro. E.g. It's Chris, I'm an AE at XYZ. A touch more context = more trust. 3. Don't pitch straight up. Switch to a clear reason for the call. E.g. Calling as I know CEOs like you find [insert thing] time-consuming. Would love to chat more, got a minute now, or is later in the week better? We practiced twice, they were immediately better and we parted ways. Everything is a learning opportunity. Just gotta be open to it. PS. Outbound Systems [my new course] is 50% off until Friday. Click here to learn more: https://lnkd.in/e8YfMAyd

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An SDR cold-called me... SDR: ''Is that Chris?'' Me: ''Yep, who's calling?'' SDR: ''It's James, here at XYZ we help companies like yours automate payroll, is this something you'd like to discuss more?'' Me: ''I don't have any employees for payroll but I'm happy to spend 5 mins with you now to help you improve your cold call opener, open to it?'' SDR: ''Erm...okay''. Me: ''So, here's 3 things you can try today... 1. Don't say ''is this Chris', if you don't know who you're calling they won't trust you. 2. Give me more about you in your intro. E.g. It's Chris, I'm an AE at XYZ. A touch more context = more trust. 3. Don't pitch straight up. Switch to a clear reason for the call. E.g. Calling as I know CEOs like you find [insert thing] time-consuming. Would love to chat more, got a minute now, or is later in the week better? We practiced twice, they were immediately better and we parted ways. Everything is a learning opportunity. Just gotta be open to it. PS. If improving your calls is a priority, join 850+ who got my free training here: https://lnkd.in/e94K8936

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No one should be ashamed of working in sales You rank pretty high compared to others Did you know... Average UK SDR Salary: £35,412 → UK - Top 26% → Global - Top 12% Average UK SDR OTE: £45,309 → UK - Top 20% → Global - Top 10% Average UK AE Salary: £55,000 → UK - Top 15% → Global - Top 8% Average UK AE OTE: £75,000 → UK - Top 10% → Global - Top 5% Sources: UK Talent, Jobted, PayScale, UK Tax Calculators Is it comfortable on your high horse? 🐴 Let me know in the comments #sdr #ae

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Stop obsessing over OTE on its own. It's a vanity metric that doesn't really matter if loads of other factors aren't on point. I know a lot of AE's ''on €160k OTE'' who just earn their base salary. The achievability of the OTE and the impacting factors do matter: - Quality of leadership - Training & Coaching - Product Market Fit - % current team on target - Saturation of the sales team - Bonus Structure OTE is an important aspect of course, but all A players I speak with don't give much importance to the OTE figure on its own.

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Many SaaS companies underestimate the power of a strong Sales Development Rep team (SDR). Yet, I've seen how skilled SDRs dramatically improve lead qualification and conversion rates. Here's why: Focused Prospecting: SDRs laser-target ideal customers, saving senior sales reps time. Personalised Outreach: They build initial rapport, warming leads for deeper engagement. Pipeline Management: SDRs ensure smooth handoffs, increasing sales efficiency. Any sales leaders agree or have a different experience? I'd love to hear your insights. #SaaSgrowth #SalesTeams #HiringAdvice #SaaSJobs

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How do you know if you sound the same as the 1000’s of candidates applying for SDR roles? If you want to work in sales because you… - Want progression? - Want to earn money? - Work well to targets? - Enjoy speaking to people? Yeah. You’re saying the same things as everyone else. It’s the reasons behind these statements that are personal to you. It’s these personal reasons that help other people understand you and how you might fit into their team or company or culture. Be candid. Be honest. You’ll get much further than saying the same bits as everyone else. #sdrhiring #salesinterviewtips #sdrinterview #yourwhy

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Wondering how to win with cold calling in 2024? Check out the key data and trends in Cognism's latest report below! 

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We conducted the largest sales coaching specific survey EVER. Now its time to talk through the results and share what we discovered. Next Tuesday at 2pm UK time, join myself and Imani Cracknell from Aircall . Standby for: - How Sales Reps really feel about the amount and quality of coaching they are currently receiving - The huge disconnect that exists between sellers and leaders which companies have to pay attention to. -The type of sales coaching sellers crave (and what they want less of) - The correlation between great coaching and quota attainment. These results are a huge wake up call for Sales Leaders, who are perhaps convinced they have a fulfilled and happy sales force when it comes to their personal development. This webinar will share the specific things you need to be focused on as you plan for 2025, to finally put coaching front stage of your agenda. Register your spot here: https://lnkd.in/eESH_MDq

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How do you keep your SDR's and give them the chance to move into being an AE? If I could state the number 1 reason for good SDR's leaving their current company, it's that they can't get the opportunity to progress into being an AE. Now the reasons range from being miss-sold/even outright lied to regarding the path to being an AE, to the company not needing more AE's and of course a whole number of other reasons. The fact is though, companies lose good talent they've spent time developing because they've not managed this well, and it's not about speed and promoting ahead of time, it's about expectation setting and developing talent. In this final clip from my recent interview with Reuben Howard, we discussed how SDR's and companies can help to improve this situation. A huge thank you to Reuben, he was so generous with his time, his thoughts on SaaS sales are super interesting, and he really knows what he's talking about when it comes to performance. I'm curious, what else can SDR's and Companies be doing to ensure they don't leave? #saassdr #saassales #saucedpresents #techsales

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I seem to be working a lot of SDR roles lately. 😍 Is it a sign that businesses see the value of a strong SDR function again? A common trend I have seen with sales teams over the last year or so is businesses removing the SDR/BDR function. So why is it coming back to build a team of SDRs? The truth is the role is changing, businesses are not necessarily looking for someone who is stepping into sales but seem to be leaning towards people who are already experienced in the space. So what are some of the things that make a prime SDR candidate in today's market? ⁉ 🤔 Curiosity - These people are genuinely interested in finding out more, they want to know the ifs, hows and buts of any potential prospect. 💪 Resilience - Just like that one friend in a nightclub when we were growing up they think with every no, you are closer to a yes. 📊 Appreciation of data - They understand metrics are not just important but necessary to improve their craft. 📖 Like a sponge - They absorb everything that is thrown at them, learning, refining and continuously improving. 📲 Multichannel approach - This is not a telesales role anymore, it is focused on different ways to reach people like LinkedIn, email and video. What else would you add to the list? #SDR #SalesDevelopment #SalesRecruitment

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Daily Vlog 15/100 - A-Level Results / Pass or Fail. Don’t bother going to Uni - get into sales Instead. I’ll be posting daily videos for the next 100 days on the trials, tribulations and posting revenue results publicly. Sales Confidence 2.0 Helping people get sales jobs Goal: Help 1000 people enter the sales profession in 2024 Thought of the day - Sales is fun, challenging and the most exciting career to get into. No degree or academics required. Good attitude, strong personality and motivation is all your need. ——— Follow me for the journey! Want a sales role register in the comments Hiring salespeople DM me Upskilling your sales team DM me

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I often get asked by aspiring SDRs why I left tech sales to join recruitment. (Particularly if they’re trying to move in the other direction) I did this with my co-founder because we both loved sales. But we never set out to be salespeople. Which we think is pretty mental. Because it’s a great career. A career where anyone can break into and succeed. Where you can earn big money and be trusted to organise your day. Where you can put effort into improving yourself and you’ll see the results in your career and personal life. So it made sense to try and help more people into those positions. #salesstory #whysales #saleshiring

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SDRs, stop calling - it’s December! December often gets labelled as "downtime" for SDRs or sales in general, with many easing off and slipping into holiday mode🎄 Yes, I agree people need to recharge and enjoy Christmas, but this can be the last push before the new year. The reality is: while others relax, businesses still need solutions, and decision-makers are often more available. This is a big opportunity to stand out and fill the gap that other are failing to fill... This week we managed to bring on a large client that needed immediate assistance with finding candidates as they weren't satisfied with the current service levels. Within a couple of hours we managed to fill them positions for them and the next day they asked us for more!...Building a growing partnership🤝 Consistency in December can lead to some massive wins – not because there aren’t opportunities the rest of the year, but because fewer people are going after them now. When others lower their standards, you raise yours. 📈 #Sales #SDR #December #Opportunities

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Placing SDR’s and playing fetch….🎾 Aston thinks both should happen at the same time🙃 His eagerness reminds me of what it takes to succeed as an SDR🔥 💪🏼It’s about resilience - turning every ‘no’ into a ‘not yet.’ 🤔It’s about curiosity - asking the right questions and learning from every call. 👊🏼It’s about persistence - like Aston staring at me until I give in and throw his tennis ball… You don’t stop until you’ve got what you came to do!🫡 🚨Have you got that drive and hunger to succeed?🚨 Then an SDR role is your perfect launchpad into a sales career that goes the distance🚀 💌DM me to get the ball rolling

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Sales Lessons from Gareth Southgate and England at Euro 2024 ⚽   Anyone in sales or sales enablement knows the feeling. One minute you're celebrating a smashed quota, feeling like you're unstoppable 💪 The next, you're staring at a spreadsheet of missed targets, questioning every sales tactic you ever learned. It's a rollercoaster and sometimes it feels like the freefalls are never ending. 😭   This emotional pendulum swing reminds me a lot of Gareth Southgate and the England team so far at Euro 2024. Remember the heat he took after some shaky performances? The pundits were calling for his head, questioning every decision. Tactics? ❌ Lineup? ❌❌.   Then, Southgate did something bold yesterday. He subbed out his captain, Harry Kane, for a player, Ollie Watkins, that played ZERO minutes in the entire tournament. 😱 😱 A gamble some might say, but a gamble that paid off in spectacular fashion – Watkins bagged the winning goal against the Netherlands!   The lesson here? Even when the pressure's on, and the critics are circling, stay true to your strategy. Just because someone hasn't had their big moment yet doesn't mean they can't be your game-changer. So, the next time you're feeling like you're at the bottom of the sales well, take a deep breath, dust yourself off, and remember: 💠 Believe in your process. You got this far for a reason. Keep refining your approach, and the results will follow. 💠 Don't be afraid to make bold moves. Sometimes, shaking things up can lead to breakthroughs. 💠 There's always an "Ollie Watkins" out there. New ideas and approaches can come from unexpected places. Stay the course, and never lose sight of your self-belief. Let's go!!

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