Saad Khan

A few minutes of deep work on Sunday makes for a great week ahead. How to make this week wildly effective and productive as an AE: 1. Prospecting bucket: -Choose 5 net-new accounts -Find 3-5 contacts at each account -Develop 5 POVs for each account for why you want to reach out -Send 15-20 relevant & tailored emails, make 15-20 dials and send 15-20 LinkedIn connection requests 2. Active deal bucket: -Audit existing pipeline and de risk by asking "what is the friction in this deal and what could go wrong?" -Send 1 multi-threading email to each deal -Send 1 value touch to each champion 3. Low hanging fruit bucket: -Reach out to all closed/lost opps -Reach out to all people who have recently changed jobs from a past customer -Find 5 new warm intros from Sales Navigator 4. Personal development bucket: -30+ minutes of movement per day -Daily gratitude by writing 3 things down -Eliminate screen time during the work day -Live in alignment daily with your core values -Take action even if your brain is trying to convince you not to (discipline) Nearly impossible not to have a productive week if you fill each of these 4 buckets!

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Why most SDR outreach is getting ignored in 2025 ? Buyers don’t answer cold calls. They ghost emails. LinkedIn messages go unread. Because every SDR is doing the exact same thing. ❌ Sending the same “Just following up” email ❌ Copy-pasting generic templates ❌ Relying on automation instead of personalization Buyers are drowning in bad outreach. So what actually works? >> Make it about them, not you. → Stop leading with “I’d love to book a call.” Instead, start with “I saw your post about [X] and had a quick insight to share…” >> Use multiple touchpoints. → Combine email, LinkedIn, video, and (yes) even voicemail. Buyers need multiple interactions before they engage. >> Follow up with new value. → Every touchpoint should add something new. A fresh insight, a relevant case study, a question that makes them think. The SDRs who stand out are the ones who put in the extra thought. Are you? We are teaching what works in 2025 in our live cohorts. Link to speak with me in the comments. #sales #sdr #outbound

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Hey SDRs—want to crush your end-of-month numbers? Here’s a quick tip: Pick up the phone. Seriously. Here’s my playbook: 📋 Build a call list: Focus on closed-lost deals, no-shows, and prospects with recent job changes. 💆‍♀️ Group them by context so you’re clear on your approach. 👌 Do a quick scan of their website and LinkedIn for new insights. 🤙 Make the call. And for Q3: If you’re not already, get obsessed with your ICP and their world. Dive into customer stories, chat with your CSMs, and join LinkedIn groups where your prospects hang out. The better you understand their current state, the more doors you’ll open. #endofquarterhustle #sdr #bdr #pipeline #pipelineislife

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CSMs are borrowing techniques from psychotherapy to save renewals. And it's working. The OARS framework comes from therapeutic counseling, but it's perfect for discovery calls. It builds trust faster than any sales technique because it makes prospects feel heard instead of sold to. Here's how it breaks down: - Open Questions. Stop asking "Do you like our product?" Start asking "What's the #1 thing being discussed in your boardroom right now?" Open questions force prospects to think and share real information. Closed questions get you yes/no answers that lead nowhere. - Affirmations. When customers hit milestones, acknowledge it. "You increased automation by 30% ahead of schedule" builds momentum better than moving straight to the next agenda item. - Reflections. This is the secret weapon. Repeat back what they said in your own words: Prospect: "We're drowning in support tickets and need better analysis." You: "So it sounds like you want to extract more insights from your current support system, and you're looking for solutions to do that. Did I get that right?" Reflections prove you're listening and give them a chance to clarify. Even when you're wrong, they'll correct you - which gives you better information. - Summary. End calls by pulling together everything they said, then ask: "What's the next step you think we should take?" When THEY suggest the next step instead of you telling them what to do, they're more likely to follow through. The framework works because it changes us the traditional sales approach that your clients might be used to. Instead of pitching and pushing, you're reflecting and guiding. Most reps ask a question, then immediately ask three more questions because they panic in silence. That turns discovery into an interrogation. OARS teaches you to ask one question, shut up, and let them talk. Then reflect what you heard before moving forward. Chad shared how he used this to save a six-figure renewal during a Sales Assembly session on Customer Discovery last week. The customer had been ghosting emails for weeks. Instead of pitching harder, he asked: "Is there something I should have asked you that maybe I didn't?" The response was a novel about losing faith in the product roadmap and feeling left behind by competitors. That one reflective question uncovered the real issue and saved the deal. Therapists know that people need to feel understood before they'll change their behavior. Customers need to feel understood before they'll renew their contracts.

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What is an SDR? I don’t think most people understand, personally. And, If you think SDRs are just meeting bookers, You’re already lost. This mindset is why most teams burn cash, burn people, and burn pipeline potential. SDRs aren’t there to fill calendars. They’re there to qualify, shape, and accelerate opportunities that actually convert. In this video, I share why the SDR function is only effective when it’s treated as strategic… and what happens when you don’t. Question to revenue leaders… Are you building a pipeline engine, or just running an expensive activity centre?

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Most SDRs want to be AE's as quickly as possible. Nothing wrong with being ambitious. The problem is many don't work out in the role. According to The Bridge Group 26% of SDRs promoted to AE fail. However, for SDRs with less than 11 months of experience, the failure rate is a massive 55%! If an SDR has over 16 months of experience in the role only 6% will fail. Instead of trying to get promoted ASAP. Many should focus on becoming a master of their craft before thinking about promotion. I personally was an SDR for over 2 years and made the step up to AE relatively comfortably. I watched many who were promoted way before me struggle. In sales, sometimes you have to slow down to speed up. #sales #salescoaching

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