About the Guest(s):

 

Ricky is the founder of Pointer Strategy, a company based in Australia that helps businesses succeed with their sales teams by providing hiring and training services. With a focus on sales professionals, Ricky and his team assist companies in hiring and training salespeople, as well as outsourcing sales positions. They specialize in top-of-funnel activities but also cover other sales positions.

 

 

Summary:

 

In this episode of Get More at Bats, Jamie Shanks interviews Ricky Pearl, a sales expert from Australia. They discuss the challenges faced by founder-led sales organizations and scaled organizations when it comes to hiring and training sales professionals. Ricky provides insights and recommendations for both scenarios, highlighting the importance of effective management and expertise in the sales process. He also discusses the shift in buyer behavior and the need for companies to adapt their sales strategies accordingly. The conversation touches on topics such as the role of SDRs, the SDR-AE handoff model, and the use of deal rooms in sales processes.

 

 

Key Takeaways:

 

• Founder-led sales organizations often struggle with hiring and training junior SDRs, leading to wasted time and money. Proper onboarding and management are crucial to ensure success in this role.


• Scaled organizations face challenges in managing SDRs and full-cycle reps. SDRs require skilled management and tactics to engage with senior decision-makers effectively.


• The SDR-AE handoff model is not dead but requires a more strategic approach. SDRs should focus on educating the market and collaborating with buyers, while AEs should be involved in prospecting and self-sourcing pipelines.


• Deal rooms, digital ecosystems where buyers and sellers can collaborate, are becoming popular tools in sales. They allow for better control of the sales process and provide insights into buyer engagement.

 

 

Connect with Jamie and Ricky

• Jamie Shanks: https://www.linkedin.com/in/jamestshanks/


• Ricky Pearl: https://www.linkedin.com/in/rickypearl/

 

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