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Last week, I started using a new app for podcasts: Snipd. Listen to today's episode here. And honestly, it’s a game-changer. Why I love it: it transcribes the whole episode using AI. It automatically saves key insights (or you can “snip” parts you like). At the end, you get a recap email with your notes. You can send everything to Notion or Readwise. You can try it free for a month. Not getting paid to say this, I just think it’s super useful.
In today's episode, I joined Jordan Abbott on the SDR Leaders of EMEA podcast.
In this episode, I reveal the leadership lessons I learned the hard way, from overcoming isolation as a new manager to avoiding costly hiring mistakes.
Discover why leadership is a completely different job, how to unlock your team’s hidden superpowers, and where AI fits into outbound strategy today.
You’ll also learn actionable tips for mastering cross-functional collaboration and preparing for seasonal challenges in sales.
We discuss:
Transitioning from SDR to Leadership
Common Outbound Leadership Mistakes
Building Effective Outbound Teams
Leadership Enablement and Isolation
AI in Outbound Strategy
Encouraging Self-Awareness in Outbound Reps
Preparing for Seasonal Challenges
Listen to the SDR Leaders of EMEA podcast on: Spotify & Apple
Some takeaways
Leadership is NOT Just a Promotion
Going from SDR to manager? Forget about just replicating your own success. Your job is now about making others successful. That means understanding their strengths, their motivations, and getting the best out of them, not just pushing what worked for you.
Hiring > Processes
Processes help, sure. But if you hire the wrong people, no process will save you. A strong team can figure things out even if the process isn’t perfect. A weak team? They’ll drown in structure and still fail. Hire well. Everything else follows.
Find and Double Down on Strengths
Stop forcing everyone to be great at everything. Some reps kill it on cold calls. Others write killer emails. Identify their superpowers and lean into them. Trying to make everyone “well-rounded” is just slowing them down.
AI is a Time-Saver, NOT a Replacement
AI isn’t replacing SDRs anytime soon, especially for high-value accounts. What it can do is handle low-value tasks like CRM updates, scoring prospects, and automating busywork. That means more time for SDRs to actually sell.
Outbound is a Team Sport
If sales, marketing, and product aren’t talking, your outbound strategy is broken. The best outbound teams work across departments to align messaging, share insights, and make outbound more efficient.
Self-Awareness Through Data
Want your team to improve? Have them compare their metrics (connect rates, meetings booked, etc.) against team averages. No more excuses. Just raw data showing them where they need to step up.
Q4 is NOT a Lost Cause
People love to say “outbound dies in Q4.” Wrong. If you adjust your strategy (timing, messaging, target accounts), you can still hit numbers. The real problem? Reps slow down, not the market.
In this episode, we cover:
00:00 Introduction to Leadership
01:03 Guest Introduction: Elric Legloire
02:21 Transitioning to Leadership
05:02 Common Pitfalls for New Leaders
09:58 Leadership Enablement and Development
15:19 Professional Development for SDRs
23:03 Trends in the Outbound Space: AI
28:52 Q4 Strategies and Preparation
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