How much has outbound actually changed? (Sean Hayes VP of global business development @ Aircall))

Everything is sales

In this episode, Sean and Shabri break down how much outbound has actually changed in recent years. Sean runs through his career up to date and how Aircall have scaled their SDR org to suit the needs of buyers today.

00:00:00] Introduction and Sean’s Background

• Shabri welcomes Sean and introduces the topic. Sean shares his background, his role as VP of Global Business Development at Aircall, and how he started posting on LinkedIn.

[00:02:18] Transition to Global Role and Managing Teams

• Discussion on Sean’s transition from managing the Europe team to a global role. Insights into the differences and challenges in managing teams across various regions, and the importance of understanding market specificities.

[00:05:49] Sales Strategy and the Importance of Data

• The role of data in sales strategy, including understanding conversion rates, analyzing market trends, and the importance of being empowered by data without being led solely by it.

[00:08:00] Current Success Strategies and Market Dynamics

• Aircall’s focus on Ideal Customer Profile (ICP) and intent data to drive conversions. Discussion on how market dynamics have shifted from a high demand to a more selective market, and how Aircall has adapted its strategies accordingly.

[00:11:50] Engaging Prospects and Effective Follow-Up Strategies

• Techniques for engaging prospects outside of intent data, the importance of timing, and the concept of revisit dates to nurture potential leads until they are ready to buy.

[00:14:42] Customer Feedback and Market Trends

• Insights from customers and prospects about their needs and challenges. The shift in focus from quantity to quality in sales, and the impact of economic changes on sales strategies.

[00:17:20] Art, Science, and Math in Sales

• Sean’s philosophy on balancing the art, science, and math of sales. The importance of personalizing outreach, continuous improvement, and relying on data to underpin strategies.

[00:20:50] Hiring and Team Building

• The evolution of hiring practices at Aircall. The importance of hiring curious, accountable, and motivated individuals. Discussion on how the market has influenced hiring strategies and the competencies sought in candidates.

[00:29:30] Personal Anecdote and Mindset in Sales

• Sean shares a personal story from his time as a personal trainer, emphasizing the importance of a proactive mindset and avoiding negativity. How this mindset translates to success in sales.

[00:31:00] Team Collaboration and Avoiding Siloed Approaches

• The necessity of collaboration across marketing, partnerships, and sales teams to achieve common goals. Moving away from a siloed approach to a more integrated, “all bound” strategy.

[00:34:15] Building Personal and Company Brand

• The significance of building a personal brand alongside the company brand in sales. A case study of effective outreach and brand building by an SDR.

[00:38:00] Closing Remarks and Contact Information

• Shabri and Sean wrap up the conversation. Sean shares how listeners can reach out to him and follow his updates on LinkedIn.