Employment Hero

UK SDR Manager

MySalesCoach

MySalesCoach match SDRs who need coaching with SDR leaders who are willing to share their knowledge and deliver expert 1-1 coaching on-demand.

Over the course of 2024, I've coached 19 SDRs at 15 different SaaS businesses.

As of 2025, I'm regularly coaching 5 SDRs and 2 SDR Managers at different stages of their journey in:

- Cold Calling
- Cold Emailing
- LinkedIn Outreach
- Objection Handling
- Account Based Sales
- Outbound Prospecting
- Confidence & Direction
- Personal Growth & Mindset
- Conflict management & resolution

SDR Coach

Sales Development Leaders (SDL)

Member

Flexprts

Too many SDR teams are failing because their organisation lacks the expertise to build and scale them right, stunting growth for everyone involved.

With a trusted trio of flexible sales development experts (AKA “flexperts”) - Chris Ritson, Laurence Langstone and Gabs Bojilova - Flexprts provides SaaS founders and sales leaders with the expertise they need to build a high-performing SDR team, how and when they need it.

We offer:
- Bootcamps for SDRs and SDR Leaders
- SDR Training Programme
- Fractional Management
____________________________________

Worked on Flexprts full-time after quitting Hook in Aug 2023 until my next full-time role at Employment Hero in Jan 2024.

In those 6 months, I built my own pipeline of companies to work with - the highlight being building out and selling my own 8-week outbound selling progam. As a result, I trained 15 SDRs at two different companies over the course of my program, and consulted those companies on GTM strategies for sales development.

Co-Founder

Hook

Joined as the first SDR leader at Seed-stage:

- Hired, onboarded and trained team of 4 SDRs
- Built frameworks for outreach & experimented with messaging
- Built SDR <> AE rules of engagement, HubSpot processes & data hygiene
- Built SDR playbook on Notion for scalability and benefit of SDRs & AEs
- Prospected and cold called with the team to lead by example
- Promoted 1 SDR; built development plans & career progress paths for SDRs
- Tech stack = HubSpot, SalesLoft, Gong, Apollo, Cognism, Lavender, Sales Nav

Awarded Top 50 SDR Managers 2022 by Sales Confidence.

SDR Team Lead

SaaSLeads.io

This was an Academy for SDRs - we hired & trained SDRs for top start-ups.

Company went into insolvency, but before it did:

- I was one of the first CSMs, advising Founders & VPs of Sales on building & scaling their SDR process, strategy & team.

- Transitioned into training SDRs over a 12-week programme.

- Coached SDRs at companies like Talkwalker, Papirfly & Lokalise.

Sales Development Coach

Tessian

Gave being an IC a go - it was great exposure & experience - but an opportunity to go back into the SDR world came along, and I wholeheartedly wanted to do it!

Account Manager

- Took on more leadership opportunities
- Mentoring new SDRs
- Hosting upskill workshops

Senior SDR

Full year attainment after ramp = 113%.

I won't lie though - I had a sub 100% quarter and learned how to not get myself in that position again!

Reflect > Adapt > Grow :)

Sales Development Representative

DSJ Global

- Completed a 2-week intensive sales academy.
- Closed my first deal just 8 weeks after starting for £17,500.
- My candidate then wanted to pull out due to personal reasons so I had to manage that process and make sure that both her and the client were pleased with the outcome - she still went through with it and even bagged her a 19k increase on her previous salary!

A big first win and a high to ride, however, I decided that recruitment was not for me and wanted to progress my career in SaaS.

Recruitment Consultant

Became an SDR in 2019.

5 years later:

- Promoted 5 times
- Moved into leadership
- Coached 30+ SDRs in a year
- Generated over $3m in pipeline
- Quit my job to become an SDR Coach & Trainer
- Realised that solopreneurship wasn't for me in the end
- Joined a fast-growth scale-up, Employment Hero, as SDR Manager

Enter 2024.

Follow me for free content on outbound prospecting, cold outreach & all things SDR! :)

Gabs Bojilova

**hiring alert**

🇺🇸 We’re growing our NYC team - and I’m hiring 5 ambitious BDRs.

You’ll work alongside our first 5 awesome hires Reece, Anastasia, Emma, Raja, Bennett, and they’ll be the first to tell you how special this ride is.

Which also means…

I’m hiring a BDR Manager to lead the next chapter of our NYC growth.

You’ll be working closely with me, Julien Lesaicherre (our Chief Growth Officer), and our unreal GTM function.

If you want a front-row seat to building something that’s scaling fast - this is it.

I genuinely can’t begin to tell you how big of an opportunity this will be for you.

Because Maki isn’t just “another HR tech company.”

We exist to reimagine the hiring journey -
for global brands,
for HR & TA teams,
and for today's candidates.

And our customers are all the proof you need that we’re building something lasting and impactful:
H&M, Foundever, FIFA, Capgemini, Nespresso...

So if you’re a BDR who wants to:
 ✅ sell a category-defining product
 ✅ join a team that wins together
 ✅ grow fast with serious support
 ✅ help shape the US GTM story from the inside

…or a BDR leader ready to build and coach an elite squad -
let’s talk.

Drop a comment, DM me, or apply directly ⬇️

BDRs - https://lnkd.in/gzdts7EM 
BDR Manager - https://lnkd.in/gSDedsvw

Alan Ruchtein

CEOs: Broken pipeline & poor performer sales reps? I fix both for you in <60 days. You’ll hate how fast it works. | Modern Seller Program Founder

Your ability to book meetings, negotiate, and close deals with potential clients will determine how far you’ll thrive as a sales rep and leader.

This will allow you to:

📈 Build a career
📈 Hit your quotas
📈 Get recognition
📈 Get a promotion
📈 Get better offers
📈 Land sponsorships

However, booking meetings and closing deals it’s harder than ever:

❌ Prospects don’t return your calls
❌ Prospects don’t stop ghosting you
❌ Prospects don’t answer your emails
❌ Prospects don’t trust you as a seller
❌ Prospects don’t believe in your offer 
❌ Prospects don’t accept your LinkedIn Invite

All of these makes you feel miserable

You feel your manager’s pressure on your shoulder

And you start thinking that sales might not be for you.

Do you relate with this? Because I do - I’ve been there

This happens because the “old way” of doing sales doesn’t work anymore.

Sending 1000s of generic emails and praying they get back to you will kill your sales career.

Now, imagine having a proven system that allows you to systematically:

✅ Book more meetings
✅ Handle all the objections
✅ Move deals through the pipe
✅ Close higher tickets in less time
✅ Run discovery and demo calls like a pro

And, hitting your sales quota.

Wouldn't this be the scenario you would like to be in?

The good news - I can help you get there with:

➝ My weekly Newsletter with actionable sales tactics
➝ My daily sales practical examples in my Content
➝ My sales personalized program
➝ My 1-on-1 Coaching Sessions
➝ My team Coaching Sessions

Now, how serious are you about building your Sales Career?

Let's make it happen.

👉🏼 Shoot me a DM, or head over to my Featured section.

I'll see you at the top!

Founder

Get smarter with Startup, Sales & SaaS news straight to your inbox.
A weekly email focused on the evolution of Startups, Sales, and SaaS. A fun and human voice. Everything you need to know in less than 5 minutes. No BS.

77 AI Use cases every seller should know:

These are the workflows that separate average sales teams from elite modern ones, the real levers behind faster pipelines, cleaner forecasts, and higher close rates.

I put together a 77-point Sales AI Cheatsheet covering every stage of the revenue engine:

✅ Identify ideal buyers fast.
✅ Protect forecast accuracy.
✅ Automate RevOps workflows.
✅ Enable buyers to move faster.
✅ Personalize outreach at scale.
✅ Automate outbound with context.
✅ Turn every call into a coaching loop.

Whether you're an SDR, AE, SDR, Sales Director, VP Sales, or CEO, this cheatsheet shows exactly where AI adds revenue, not noise.

Want the full hig-res PDF version?

Like this post.
Connect with me.
Comment “AI SALES” and I’ll send it to you.

Follow Alan Ruchtein for more sales systems, AI workflows & revenue frameworks.

How I book +70 meetings/mo for clients at 20% of the cost of having 4 reps performing at full capacity:

OLD WAY

-4 SDRs
-Multiple salaries
-Bloated tool stack
-Manual research
-Manual emails
-Manual follow-ups
-20–30 meetings/month (team)

NEW WAY

-1 Modern Seller (AI-powered)
-Lean, precise, high-output
-Modern tool stacks
-60+ meetings/month (one rep)

(Partial) Techstack used:

Maildoso: Email infrastructure
Clay: Enrichment & Research at scale
ChatGPT: Personalization & Messaging
FullEnrich: Waterfall enrichment for emails/phones
DeBounce: Data validation
Instantly.ai: Sending tool

And +10 other tools to complete the full tech stack and strategy ;)

You don’t need a better product, or a fancy new feature.

You need (and deserve) the right modern GTM AI sales system that relies on intent, data, information and relevant insights.

That’s how you book meetings at scale in 2025, not by spamming prospects.

If you want to build a real process once and for all, DM me “system” and let’s do it together.

You won’t believe how fast your calendar gets hammered with qualified meetings. (I’m not cheap, but I’m good!)

+32% of your inbound calls go unanswered.
And +80% of those callers never call back.
Here’s how to solve it:

Last week, I shared that stat with a founder. Small team, lean setup, SDRs booked solid.

Midday calls were basically a roulette wheel: if someone was free, great. If not? Lost revenue.

Here’s the uncomfortable truth nobody says out loud:

If you can’t answer fast, you’ve already lost.

So we did what ELITE teams do: We tested AI.

Not to replace reps. To protect revenue.

Here’s what we built using CloudTalk:

→ An AI receptionist that picks up every call
→ Instantly qualifies the lead with high quality
→ Routes the hot ones to sales, or books them straight into Calendly
→ Logs everything to HubSpot automatically

No IVRs or “hold on” music. No “sorry, we missed your call.”

Results in 14 days:

- 57 new inbound calls captured
- 19 auto-qualified and booked
- 0 reps added

It runs in the background, 24/7. No “we’ll call them back later.” 

And the funny thing? Reps actually prefer it, because all the noise disappears and they can focus on real selling.

Here’s the principle I teach every team: AI shouldn’t replace reps. It should replace the tasks reps should’ve never been doing.

AI handles repetitive stuff. Humans sell.

The phone stack is the AI stack.

If you’ve got reps wasting time on “just checking” calls… or worse, missing them entirely, test this: https://lnkd.in/dHKteqHJ

PS: Tell CloudTalk you came from me and you’ll get an extra $100 in AI Voice Agents credits on your subscription.

I’ve helped +84 sales teams to “go AI”. Here’s why 99% of companies fail at doing it:

Over the past few months, I’ve reviewed sales setups from SDR teams to VPs of Sales and the same 4 mistakes show up every single time.

Here are The 4 Layers of AI Sales Mistakes 👇

1️⃣ Prompt-Level Mistakes:

You ask for “better emails” and get generic ones.

- No info
- No ICP
- No tone
- No details
- No context
- No insights

No nothing.

AI writes like it doesn’t know who it’s talking to because it doesn’t.

2️⃣ Process-Level Mistakes

No sync between ChatGPT, CRM, and outreach tools.

No detailed process on how your team should operate.

Without a connected workflow, every rep builds their own system and that kills consistency.

3️⃣ Strategy-Level Mistakes 

You measure “output,” not “impact.”

More prompts doesn’t mean more pipeline.

More calls made or emails sent doesn’t mean more revenue.

AI doesn’t fix bad messaging or a broken sales motion, it amplifies it.

4️⃣ Offer-Level Mistakes

Your prompts don’t connect to real buyer pain. You get “personalized” fluff that sounds clever but lands flat and AI can’t sell what you don’t understand deeply.

AI doesn’t replace good selling.

It scales it, if you build it right.

DM me if you want to solve these 4 layers and stop suffering from the AI FOMO! I’ll teach, train and help you build a powerful AI sales system.

Outbound didn’t suddenly get hard. Buyers got smarter and you didn’t.

You “use AI” sure but when I look under the hood, it’s still the same manual guessing game.

The teams actually getting replies?
 
They treat AI as infrastructure, not a shortcut and they nail all 10 of these 👇

1️⃣ Are you letting AI track buying signals before you even start outreach?
If you’re not… you’re basically guessing. That’s not prospecting.

2️⃣ Are leads enriched instantly so reps aren’t flying blind?
Because nothing kills relevance faster than missing data.

3️⃣ Does every outbound message actually start from a real POV?
AI should give you context → you turn it into clarity → that’s what gets replies.

4️⃣ Is your messaging adapting to behavior, or are you still running static sequences?
If it doesn’t react, buyers ignore it. Simple

5️⃣ Are reps still doing manual research?
They shouldn’t be. Intel briefs should hit their inbox automatically.

6️⃣ Are your emails rewritten for clarity and mobile?
Buyers skim. Most reps write novels. You already know how that ends.

7️⃣ Are you analyzing wins with AI to see what’s actually working?
Because “my gut says…” is not a strategy.

8️⃣ Is AI doing the grunt work so reps can spend their time on actual conversations?
This one alone frees up 5–10 hours a week. Every week.

9️⃣ Are objections being handled before the prospect even raises them?
Top teams don’t react. They prevent it.

🔟 Are reps trained to operate AI as a workflow, not treat it like some shiny tool?
This is the real separator between “using AI” and actually winning with it.

If you're not answering “yes” to at least 8 of these, you’re not AI-native, you’re just an AI simple user.

If you want to solve this, DM me “AI” and let’s see if we can work together on building a robust Sales-AI-driven process together

AI is tracking more about your pipeline than your reps are. Here are 15 metrics AI catches that humans ALWAYS miss (and why it matters):

Save this. Your competitors will.

1. Deal Stagnation Alerts

AI flags every opportunity that has been idle for more than 14 days and scores the risk based on the stage and silence duration.

2. Velocity by Persona

Know exactly how fast VPs, Directors, or Managers move between stages. Different personas have different speeds.

3. Pipeline Leakage Detection

AI shows where deals die (after demo, proposal, negotiation) and why they die using call transcripts and CRM analysis.

4. Sentiment Shifts in Calls

Tracks tone, pauses, hesitation, interest.  Buyers tell you everything without saying it.

5. Email & DM Emotion Tracking

NLP scores every reply as positive, neutral, or skeptical. You’ll know who’s actually leaning in.

6. Content Interaction Heatmaps

Which links, PDFs, and messages does your ICP click, read, or ignore.

7. Reply Rate by Value Prop

ROI vs. efficiency vs. cost savings: AI reveals which angle hits hardest.

8. Objection Type Frequency

Automatically tags “budget,” “timing,” “not a priority,” and trends it across calls. You’ll see patterns your reps never notice.

9. CTA Conversion Rate

“Quick reply” vs “Deck?” vs “15 minutes?” AI tells you which CTA closes by persona.

10.  Talk-to-Listen Ratio

Tracks rep talk time vs buyer talk time and correlates it with win rates. Top reps talk less. Always.

11. Discovery Question Depth

Score questions by quality, layering, and intent. This stops surface-level discovery.

12. Follow-Up Timing Impact

Same-day vs next-day. AI knows which timelines close faster (hint: timing leads to conversion).

13. Deal Confidence Scoring

82% close probability? AI calculates it using:
→ call signals
→ response patterns
→ champion strength
→ engagement

14. Risk Heatmap by Stage

Missing champion. No urgency. Budget unclear. AI surfaces risk BEFORE the deal stalls.

15.  Rep Forecast Reliability

Compare "rep gut feeling" vs reality. You’ll see who’s overconfident and who’s accurate.

AI isn’t replacing reps. It’s replacing every blind spot they’ve had for 20 years.

Join +6218 heroes at The Modern Seller FREE & TACTICAL newsletter: https://alanruchtein.com

And DM me if you want me to help you build high-performance sales & revenue systems.

2 emails, 1 meeting booked in 10 minutes.
The Email Forward Strategy (explained below):

Most cold emails get ignored.

But there’s a play that flips the script — and books meetings fast.

I call it The Forward Strategy.

Here’s how it works:

You’re targeting a mid-market SaaS org. Their CRO just posted on LinkedIn about missing revenue targets.

In the comments: pipeline quality comes up.

𝗦𝘁𝗲𝗽 1: 𝗘𝗺𝗮𝗶𝗹 𝘁𝗵𝗲 𝗖𝗥𝗢

“Saw your post on rev targets. Teams in your space are tightening up pipeline quality by doing X, might be worth a look.”

You’re not expecting a reply.
You’re planting a signal.

𝗦𝘁𝗲𝗽 2: 𝗙𝗼𝗿𝘄𝗮𝗿𝗱 𝗶𝘁 𝘁𝗼 𝘁𝗵𝗲 𝗩𝗣 𝗼𝗳 𝗦𝗮𝗹𝗲𝘀

With one sentence on top: “Saw this from [CRO Name], figured you might want eyes on it.”

Why it works:

→ It looks internal. Like the CRO passed it down.
→ It feels relevant. No pitch, just intel.
→ It uses social proof sideways. Exec is the signal. VP takes action.

It doesn’t feel like outreach.
It feels like context.

Here’s how to run it:

Find a CRO public trigger tied to a pain you solve. 
Send them a cold email with a sharp POV.
Forward it to their VP with that one-line intro.

No faking. No fluff.
Just smarter sequencing.

It’s not mass automation.
It’s surgical outbound.

Want to make it land? I use FullEnrich to get all the right emails and data.

Because even the best play flops if you’re emailing the wrong (or no) person.

#fullenrichpartner

Brand partnership • CEOs: Broken pipeline & poor performer sales reps? I fix both for you in <60 days. You’ll hate how fast it works. | Modern Seller Program Founder

taplio

The Battle

Gabs Bojilova

Alan Ruchtein

Followers

Posts

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Performance ScoreGabs Bojilova's LinkedIn Performance

Performance ScoreAlan Ruchtein's LinkedIn Performance

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taplio

The Battle

Gabs Bojilova

Alan Ruchtein

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Gabs Bojilova's LinkedIn Performance

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Performance ScoreGabs Bojilova's LinkedIn Performance