Sarah Dick

Here’s what H1 has taught me about sales… 💭 a weak pipeline is usually the root of all problems 💭 all of your time outside of prospect calls/ follow ups should be spent outbounding 💭 every good call should end with next steps and a follow up call in the diary that’s accepted on the call 💭 picking up the phone is the best and fastest way to get things done. I’ve been using ZELIQ for reliable mobile numbers and it’s been a game changer 💭 prospects need serious ❤️love & hand holding❤️ You may have gone through your process a thousand times before but this is often brand new to them 💭 you can be 99.9% sure that a deal will close but it’s never over until it’s over! What has been your biggest takeaway from H1? 👇🏽

131

18 Comments

SPIN Selling/Challenger/Consultative selling/Solution Selling/Sandler/meddpicc/BANT/Gap Selling etc. They all essentially say the same thing with a few adjustments for deal size/cycle times etc. In my opinion all of these and sales in general comes down to: Saying the right thing at the right time in the right way and most importantly to the right person. The Right thing  The Right time  The Right Way  The Right Person Call it the 4 r’s. (copyright pending) Not selling a course….yet. Thoughts? P.S. "Saying the right thing" means asking a question.

3

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

17

8 Comments

🚀 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.

14

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

8

1 Comment

"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

24

17 Comments

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

162

22 Comments

SDRs - struggling to find motivation today? This one thing upgraded my results and life drastically: Exercise Believe it or not, exercise can and will massively up your game as a rep. It's proven to increase: 1. Mental Clarity and Focus 2. Energy Levels 3. Resillience 4. Discipline Whilst decreasing: 1. Stress 2. Burnout 3. Anxiety 4. Bad moods This then translates to: 1. Better quality calls/emails/LI's 2. More energy to do more activity 3. Less anxiety around rejection/failure 4. Better quality of life overall. So if you haven't started working out do! Could be anything from walking to football to cycling. My happy place is the gym (and have also dabbled in crossfit). Has exercise benefitted your sales career? Here's a picture of me and the GOAT SDR Sazid Reza enjoying our travels in cornwall.

46

16 Comments

BANT might be killing your top of funnel. I've been on the buyer side a lot more lately and the amount of times I've been BANTed in the first call is crazy. Even had an SDR BANT me on email... The thing is, your funnel is a process and you want to be mindful about where you add friction to it. It might make sense for some co's with crazy demand to add friction very early on in the funnel because leads signing up might not be of the best quality. But if you're startup, adding friction too early might not be the best move. Same for recruitment btw, for a big four, a cover letter makes a lot of sense, for a startup... maybe that's too much friction too early. Point is, Look at everything as a system with processes and be mindful of where you add friction. PS. Not just hating on BANT, just shouldn't be used as a checklist in most cases.

29

23 Comments

Cold callers.... What is your most successful call opener? For me the introduction on a call is by far the most important part of the call. You have someones attention when their phone rings but how can you get their interest as quickly as possible? Best one liner gets 20 Lipscore points....

6

12 Comments

Who’s hiring in sales right now?! 🚨 It’s Friday… Let’s share some open roles! 👏 Salesloft are hiring AEs in both the US 🇺🇸 and the UK 🇬🇧 👀 👨‍💻 Tom Davies 📝 If you’re also hiring… I want to hear from you! 📢📢 It’s an open role roll call!! 📢📢 Post your company and the open role you have in the comments section. 👊 I’ve got a 50k+ audience and your next candidate might just be in there! You never know who might see it! 😉 Let’s go! 👇 #hiring #sales #openrole

87

50 Comments

‘We need an SDR who has at least 12 months SDR/BDR experience at a SaaS company’. This is a common hiring trend I see right now and whilst indeed, someone with that experience may work out for you and I understand the logic, there are a few potential flaws I wanted to share about that expectation/requirement that may be preventing you from hiring your next superstar... 1. A great SDR will generally be promoted after 12-18 months in the role. 2. More experience = more expensive. 3. Many of the best performing SDR’s we see are those with as little as 6-12 months sales experience from sectors such as customer service, retail & hospitality. 4. Motivation > Experience. A poorly motivated SDR with a high skill level rarely works out. Confident in your leadership, enablement and product? Hire someone on motivation and attitude. Use the interview process to qualify their basic skill set, appetite to put in the work required and aptitude for learning and developing over and above their current skill level as an SDR. Hiring someone with 12 months SDR experience may work for you and I’m not trying to communicate that they are bad candidates, but when you actually consider what makes an excellent SDR, this requirement may be holding you back from hiring your next pipeline building king or queen. Always curious to learn from SDR leaders. What are some of the experiences of the best SDR’s you’ve hired? David Wilkins curious on your thoughts along with the SDR Leaders of EMEA!

22

16 Comments

There's a huge amount of goodwill that SDRs can create by showing up to their calls well-prepared. If you work with midmarket/enterprise accounts - this is for you! 💪 What am I getting at? - If you can describe in detail the world of the prospect - that 'can' take you all the way to the finish line (maybe even despite a weaker mid/close section) 🏁 But how do you incorporate research into your opening structure? This is how I do it. +++++ 1. Lead with the data point's you've learned, 🔑and🔑 go one step further and make an educated guess. <I noticed you're hiring for enterprise reps> + <which suggests to me that you're moving upmarket and wanting to acquire more logos like X Y and Z> 2. Do some storytelling about typical challenges, don't just say what the challenge is, be very specific. <At upmarket level, there's more budget scrutiny> + <you know... C-level are expecting a business case otherwise the deal is going nowhere> 3. Make it relevant to the world of your prospect. Think persona-specific metrics here. A phrase I love is: <"And where you might see that translate is"....> + <longer sales cycles, lowered win rates etc...> 4. Ask for resonance. <To what extent does that resonate with you?> <You're probably going to tell me that was some daily metro horoscope-level rubbish...> + wait for response ⁉️ Why does this work? 💡 SMYKM - show me you know me ⏰ prospect sees you've put in the time, and they probably aren't part of a spam list 🧪 data points tie into story and challenges, which tie into persona's KPIs. You basically tell them why they should care about this. ⏩ In this particular call: - research was on point, persona was completely off - no meeting booked - referral gained. 👨🏻‍🔧 Improvement areas: - Saying 'um' in the middle of the opener and mispronouncing prospect's name 😅 - I probably didn't need to add that "if it's not interesting I won't call you again." - Research could have been snappier. But that said - if you've made the effort to do research, people will give you grace. After all, you're making it about them. #sdr #outbound #saas #sales #digitalsalesrooms

43

30 Comments

Tech SDRs - you have a bloody tough gig in comparison to commercial hires in other industries... Here's why... 🏦 Investment Banks - no entry-level hire is expected to create new relationships. 🏗️ Real Estate - Directors/Partners win the lion's share of new projects with no new business expectation placed on anyone with less than 2 years experience. 💸 Asset Managers - your portfolio is handed to you post-probation and you're allowed the time/opportunity to build your reputation and win business. 👨‍⚖️ Law - Partners win most of the business and hand clients to the wider team. 👨‍👩‍👧‍👦 Recruitment - Junior hires ramp by speaking with candidates until they prove themselves competent to manage their first client which would have been won by a senior colleague. But then... 🤖 TECH - SDRS ARE EXPECTED TO BOOK MEETINGS FROM MONTH 2! You learn to do the hard bit first in tech. Next time you look at your pals in other fields - remind yourself of the above. #SDR #BDR #TechSales #Sales #Recruitment

60

14 Comments

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

28

1 Comment

🚀 Hiring Account Executives in new regions isn't easy. 💡 Here's what Andy Baillie would look for if he was recruiting the first AE on the ground in the UK 🇬🇧 🎥 Growing Pains is a new video series where fitness meets software sales! 🎤 I interview some of most successful sales leaders in the tech industry about their career journeys and how they've built high performing sales teams. 👇 Follow the link in the comments to watch Episode One! 🍿

75

2 Comments

There is a lot of discussion at the moment around the SDR role and the future of it. From the points I’ve seen there is a key issue that is overlooked in my opinion. How does/will entry level talent enter a sales team? It’s clear that expectations have to change for the SDR role. If the ROI doesn’t stack up then the sales leaders (and companies) that win will be the ones that just make it work. Because sales teams will always need a role that attracts entry level talent. Just like every other part of a business does. So I think a better question than “will we have SDRs?” is “what should our SDRs be doing?” The great companies and leadership teams will find the best way to adapt and answer this question. Maybe the role becomes more involved with marketing and qualifying leads at the top of funnel before the initial conversation? Will that mean the line between a marketing/sales function gets blurred even more? Maybe it’s a quicker pathway to developing full sales expertise? Does that mean the profile of an ideal SDR has to improve for the longer term expectations required? Maybe the role focuses entirely on direct human connections that AI can’t replicate? Does this mean the death of multi-threading and the phone/face-to-face (in the metaverse obvs) becomes king? The only thing that can be said for certain is that the role will adapt. So if you’re hiring SDRs now, or if you’re aspiring to become an SDR, then you should be thinking about this superpower to innovate/change. It’s always been a crucial attribute for a successful salesperson, but it might be critical as the landscape changes further and the questions get louder. #saleshiring #SDRhiring #SDRrole

4

SALES MATHS 🤓 While 27 per week is actually more expensive than 108 per month, doesn't it just feel more affordable!? Price presenting is a vital part of selling and how you model your options can determine whether you're getting a conversion or an objection. Be smart. Speak THEIR language. Not your own. #DriveSales #BusinessGrowth #AchieveResults #SalesGoals #PassionForSuccess

9

got asked for some advice from leading successful Sales Development functions for over 10+ years...... so here's 7 tips if I was starting out! keen to hear others 🙏 as the list is endless: ❤️ give a shit about your people 📈 make data-driven decisions 👯 industry peer insight is most valuable 🤺 focus on driving habits, mindset, momentum, process & consistency 🕵‍♀️ perception is the enemy 💪 quality over quantity all day long 🕺 If you aren't competitive, you're in the wrong game #salesdevelopment #leadership #tipfromyouraveragesalesleader

29

6 Comments