Beyond The Profile Podcast

As 2025 peeks around the bend It's time for your career to ascend In Sales Development, it's clear to see The next big role is where you should be. Hitting numbers is only the start Leadership and impact set you apart. Drive the mission, stand out in the game Position yourself for professional fame. David Wilkins, with wisdom to share, Says partnerships cross-functional show you care. Shlomo Garbi reminds, be consistent and true, And the spotlight in 2025 will shine on you. Jill Bruno advises, take ownership now, Forge your own path, show them how. Catherine Olivier speaks of skillful grace, A leader is one who uplifts their space. Matthew Scott Fruithandler urges, bring your A-game, 👨🍳 Elric Legloire agrees—leave nothing the same. Prahelika Rajagopalan’s take is precise: Growth comes to those who act and entice. Jack Knight ⚔️ calls for a creative mind, While Dale Thorn says, “Be the one they find.” Mitch Grimes 🚀💪🏾 emphasizes visibility’s might, Dariia Gerasymova keeps career goals in sight. Graeme 👨🏼💻 Gilovitz 🎗️ rounds it out with flair, "2025’s yours, if you dare to prepare!" With their wisdom wrapped like a gift so bright Unwrap your potential this Christmas night. Sharpen your skills, let your passion glow The path to promotion is yours to know. So dream big, dear SDRs, and give it your best, 2025 awaits—step up and impress! Brought to you by Powerlead and SDR Leader 1:1s #SDR #Outbound #Sales #SalesDevelopment

From Cold to Warm: Baptiste PAULET’s Strategy for Building Rapport with Prospects In my conversation on Beyond The Profile Podcast episode 18 with Baptiste, BDR Manager EMEA at MotorK, one topic stood out: his approach to warming up cold leads. It’s a challenge every sales professional faces, but Baptiste shared a perspective that was both refreshing and practical. “Warming up leads is all about connecting with the person. It doesn’t have to be complicated—find something relatable and show genuine care.” Here’s how Baptiste breaks it down: 1. Find a Connection Point Whether it’s a recent job change, a shared interest, or even acknowledging local events like storms or celebrations, Baptiste emphasizes the power of personal connection. “People appreciate when you’re human. Even something as simple as checking in after a storm can create a meaningful conversation.” 2. Use Events as a Bridge Baptiste suggests leveraging logical, non-salesy touchpoints to re-engage. For example, invite them to a webinar, share insights from an industry event, or mention a piece of content they might find valuable. These moments serve as a natural segue to discussing their challenges and goals. 3. Be Genuinely Curious The real key, according to Baptiste, is active listening. Ask questions, pay attention to their answers, and care about their responses. “When you listen more than you talk, the conversation flows naturally into a business discussion.” 4. Master the Transition A smooth transition from personal rapport to business value is where many SDRs stumble. Baptiste’s advice? Don’t force it. Let the conversation evolve naturally by showing you care about their success. This human-centric approach turns what many fear—cold outreach—into an opportunity to build trust and rapport. As Baptiste so aptly put it, “People don’t mind being sold to if they feel understood.” #SDR #SalesDev Powerlead #Sales #Outbound

🎙 New Episode Alert: Beyond The Profile Podcast - Episode 23 🎙 Sales professionals, recruiters, and AI enthusiasts—this one’s for you! I sit down with Hilton Burke from Anglo Recruits, to talk about: ➡️ The current trends in the sales job market. ➡️ How AI is reshaping recruiting while reminding us that nothing replaces human interaction. ➡️ Why listening skills are the game-changer for standout salespeople. ➡️ The evolving roles of inbound, outbound, and account development in sales. ➡️ The importance of research and preparation for interview success. ➡️ A bonus debate: Why Hilton says biltong beats beef jerky hands down! Whether you’re navigating your next career move, refining your sales strategies, or curious about how AI is transforming industries, this episode is packed with insights you won’t want to miss. 🎧 Listen now, links in the comments #Sales #Recruiting #SDR #SalesDevelopment

Are you a SDR looking to get a promotion in 2025? Tip #9 on how to get it done comes from SDR Leader 1:1s very own Dale Thorn who also happens to be the co-founder of the brand new SDR Leaders of USA Dale shares this practical approach: 'Speak with your leader to understand the clear expectations and requirements for promotion. After several quarters, ask permission to meet monthly with potential hiring managers. Show your interest and build strong relationships with future teams.' 💡 Pro tip: Clear expectations and strong relationships are your pathway to promotion.

SDR's, another day, another golden nugget for your 2025 promotion journey brought to you from Powerlead and SDR Leader 1:1s and SDR Experts Tip #8 comes from Jack Knight ⚔️, founder of CallBlitz and SWORD Tech Sales Advisory | ᴅᴏ ᴛʜᴇ ᴊᴏʙ ᴛᴏ ɢᴇᴛ ᴛʜᴇ ᴊᴏʙ™ who shares this proactive approach: 'If you see a need or issue on the team, step up and fix it. Don't wait for someone else to take care of it. Document the issue, the impact, and 2-3 potential solutions that you can implement. Present those to your manager for feedback, then IMPLEMENT!' 💡 Remember: Problem spotters are good, but problem solvers get promoted. #SDR #SalesDevelopent #Sales

SDR's, want a promotion in 2025? Powerlead and SDR Leader 1:1s 6th tip from industry leaders continue with some straight-talking advice! Today's insight from 👨🍳 Elric Legloire Legloire cuts right to the chase: 'Want a promotion in 2025? Join a company that's actually growing. Growth = more chances to learn, build your network, and get real opportunities to step up. No growth? No AE role or internal promotions unless someone quits.' 💡 Key insight: Your company's growth trajectory directly impacts your promotion potential. #SDR #SalesDevelopment #Sales

SDR's want to make 2025 your promotion year? Here is tip #4 Powerlead and SDR Leader 1:1s are featuring game-changing advice from industry leaders on climbing the sales ladder. Today's wisdom comes from Catherine Olivier, VP Global Sales Development at Cognism: 'Show that you can do the job before having the job. Help your AE map out account plans, draft follow-up emails for meetings you've booked, assist with discovery call prep, and provide meeting summaries with suggested next steps. Most importantly - learn from their feedback!' 💡 Pro tip: The best way to become an AE is to start thinking and acting like one now. #SDR #SalesDevelopment #Sales

SDR's looking to be promoted in 2025... Powerlead is kicking off our 12 days of tips special holiday series featuring expert advice on securing your promotion in the new year! Day 1 brings wisdom from David Wilkins, SDR Leaders of EMEA and now also SDR Leaders of USA : 'Go beyond your job description by becoming a true cross-functional partner. Partner with marketing to share valuable prospect insights - from audience trends to objections and messaging feedback. This real-time intelligence helps refine campaigns for better results. But don't stop there! Collaborate with product marketing to create a comprehensive "cheat sheet" covering product details, competitive advantages, and common objections. This resource doesn't just help you - it empowers your entire team.' 💡 Key takeaway: True promotion-worthy SDRs don't just hit numbers - they actively contribute to company-wide success. #SDRs #SalesDevelopment #Sales #Outbound

The Future of SDRs in an AI-Driven World AI isn’t coming—it’s already here, reshaping every corner of sales development. On Episode 22 of Beyond The Profile Podcast Profile, SDR expert Chloe Warnock shared her sharp take on how AI is transforming the SDR role and why it might be time to rethink it altogether. Traditionally, the SDR role has been the gateway into sales—a rite of passage for many breaking into the field. But as Chloe pointed out, it's also a "revolving door" with high turnover and burnout. AI, she believes, could change everything, and here's how: 1️⃣ Streamlining the Repetitive: AI can now handle tasks like prospect research, LinkedIn outreach, and even initial email personalization. Tools like Clay and Lavender are already helping SDRs save hours by automating manual work, allowing teams to focus on strategy and relationship-building. 2️⃣ Hyper-Personalization at Scale: Gone are the days of sending generic outreach to 100 leads and hoping for a 2% response rate. With AI, outbound strategies are becoming laser-focused. Chloe believes the future SDRs will leverage AI to craft highly customized outreach, targeting fewer prospects with more meaningful engagement. 3️⃣ The Role Reimagined: Chloe raised a provocative question: Should the SDR role even exist in its current form? As AI takes on more tasks, she sees the line between sales development and marketing blurring. SDRs could evolve into "go-to-market operators," focused on orchestrating AI tools and building brand reputation rather than manually booking meetings. 4️⃣ AI SDRs Are Here (And Improving): Yes, AI SDRs are far from perfect today. But Chloe likened their trajectory to tools like MidJourney: rough at the start, but rapidly improving. "The AI SDRs we see now are the worst they’ll ever be," she said. Imagine where they’ll be in a year—or even six months. Her big takeaway? AI isn’t replacing sales—it’s reshaping it. The role of the SDR may evolve, but the human element remains critical, especially for building trust and navigating complex sales processes. As Chloe put it, the sales orgs of the future will be leaner, smarter, and more adaptable, with AI at the core of their operations. The question for today’s sales leaders isn’t if they’ll adapt, but how quickly. What do you think? Is it time to rethink the SDR role? How are you integrating AI into your sales development process? 🎙️ Catch the full conversation with Chloe Warnock on Spotify! Brought to you by Powerlead #SDR #SalesDevelpoment #Podcast #Sales

Why Do SDRs Waste Half Their Time? Here’s How to Fix It. Sales development is hard enough without inefficiencies. But what if I told you that many SDRs spend up to 50% of their time on tasks that don’t directly generate revenue? This insight comes from a recent conversation I had on episode 19 of Beyond The Profile Podcast with 👨🍳 Elric Legloire from Outbound Kitchen who shared his take on why SDR teams struggle with efficiency. Half their week is spent on activities like account research, data validation, and administrative tasks. The cost isn’t just in salaries—it’s in lost pipeline, wasted opportunities, and the frustration of underperformance. This isn’t a personnel problem. It’s a system problem. Where Things Go Wrong 1️⃣ Non-revenue generating tasks dominate their day. SDRs should focus on high-value activities like cold calls, personalized emails, and engaging prospects on social platforms. But instead, much of their time is consumed by finding contact details, verifying data, or manually scoring accounts. 2️⃣ Account selection is often inefficient. Many SDRs aren’t equipped to identify high-potential accounts. Without proper guidance, they can spend hours chasing unqualified leads or accounts that simply don’t align with the company’s ICP (Ideal Customer Profile). 3️⃣ Rejection is overwhelming. Sales development is full of rejection, and without the right tools, training, and mindset, it’s easy for SDRs to lose confidence and motivation. How to Fix It 💡 Automate and outsource. Technology can handle a lot of the grunt work. Automating tasks like data validation and account scoring ensures SDRs spend their time on what really matters: building relationships and booking meetings. 💡 Lead by example. Leaders need to empower SDRs with better enablement. From tools that streamline workflows to proper training, it’s crucial to remove inefficiencies so SDRs can focus on pipeline-driving activities. 💡 Focus on practice. Just like athletes, SDRs need consistent, intentional practice. Whether it’s role-playing cold calls or refining messaging, reps should have opportunities to hone their skills in a low-stakes environment. 💡 Control the controllables. Help SDRs focus on what they can control—calls made, emails sent, connections initiated—rather than outcomes like booked meetings. This shift reduces stress and encourages consistent effort, even on tough days. Why This Matters Sales development isn’t just about hitting KPIs. It’s about building confidence, developing skills, and creating scalable, repeatable systems. When SDRs are supported with the right tools, strategies, and leadership, they not only perform better—they grow into future sales leaders. What do you think? Are inefficiencies holding your team back? How do you help your SDRs focus on high-value activities? #SalesDevelopment #SalesLeadership #SDR #Outbound