--- title: Everything is Sales | Episode 13 description: A big problem with sales at the moment? The answer is enablement. Reps are going into selling underprepared, which is what we talk about in this episode. image: https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-EIS-episode-13.png --- [ BACK ](https://www.kaspr.io/prospecting-on-demand) #### Everything is Sales # Here’s what SDRs are really thinking... A shocking stat? 28% of reps never get coached.   Sales enablement is often overlooked, which is why so much bad prospecting is still happening (despite all the great advice out there).   We talk to Mark Ackers about how to improve sales coaching skills amongst managers and the results from the MySalesCoach survey. Watch the full episode now. 👉   With: - [Shabri Lakhani](https://www.linkedin.com/in/shabri-lakhani-97a09123/), Subject Matter Expert at Kaspr.  - Mark Ackers, Co-Founder & Head of Sales at MySalesCoach. [ ![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-EIS-episode-13.png) What SDRs are really thinking 51:12 ](https://www.kaspr.io/pod-everything-is-sales-episode-13#video-modal-dnd_area_dnd_partial_1_module_6) ### More episodes in this series [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-EIS-episode-15.png) 10 steps to becoming a better SDR in 2024 23:19 ](https://www.kaspr.io/pod-everything-is-sales-episode-15) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-A%20value-led%20approach%20to%20selling%20(1).png) ![](https://www.kaspr.io/hubfs/vertical-placeholder.jpg) A value-led approach to selling 23:22 ](https://www.kaspr.io/pod-everything-is-sales-episode-4) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-EIS-episode-12.png) How to build a personal brand 30:02 ](https://www.kaspr.io/pod-everything-is-sales-episode-12) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-how-to-fix-an-sdr-org.png) How to fix an SDR org 33:47 ](https://www.kaspr.io/pod-everything-is-sales-episode-9) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-standing-out-in-cold-outbound.webp) How to stand out in outbound 40:25 ](https://www.kaspr.io/pod-everything-is-sales-episode-11) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-insights-from-the-community.png) Insights from the SDR community 30:08 ](https://www.kaspr.io/pod-everything-is-sales-episode-10) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-Relevant%20and%20personalised%20outreach%20(1).png) ![](https://www.kaspr.io/hubfs/vertical-placeholder.jpg) Relevant and personalized outreach 28:28 ](https://www.kaspr.io/pod-everything-is-sales-episode-3) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-everything-is-sales-episode-1.png) ![](https://www.kaspr.io/hubfs/vertical-placeholder.jpg) Sales mindsets 42:48 ](https://www.kaspr.io/pod-everything-is-sales-episode-1) [![Thumbnail for Everything Is Sales episode 16](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-EIS-episode-16.png) SDR Manager deep-dive with Nia Woodhouse 31:35 ](https://www.kaspr.io/pod-everything-is-sales-episode-16) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-Sensemaking-for-sales%20(1).png) ![](https://www.kaspr.io/hubfs/vertical-placeholder.jpg) Sensemaking for sales 32:16 ](https://www.kaspr.io/pod-everything-is-sales-episode-5) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-tactics-for-value-led-outbound%20(1).png) ![](https://www.kaspr.io/hubfs/vertical-placeholder.jpg) Tactics for value-led outbound 29:54 ](https://www.kaspr.io/pod-everything-is-sales-episode-6) [![Thumbnail resource card for EIS episode 17](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-EIS-episode-17.png) Tips for looking at new sales roles 35:57 ](https://www.kaspr.io/pod-everything-is-sales-episode-17) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-everything-is-sales-podcast-episode-2.png) ![](https://www.kaspr.io/hubfs/vertical-placeholder.jpg) Unshakeable: Thriving in recession 42:03 ](https://www.kaspr.io/pod-everything-is-sales-episode-2) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-EIS-episode-14.png) What it takes to build a successful SDR team in 2024 26:54 ](https://www.kaspr.io/pod-everything-is-sales-episode-14) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-EIS-episode-13.png) What SDRs are really thinking 51:12 ](https://www.kaspr.io/pod-everything-is-sales-episode-13) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-how-the-SDR-role-is-changing.png) What should SDR teams be focusing on in this market? 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| UK’s Most Hated Sales Trainer 10:07 ](https://www.kaspr.io/pod-morgan-reacts-2) ### Fancy reading instead? ![15 Free Sales Tools Every SDR Needs In Their Tech Stack-festured-image](https://6052405.fs1.hubspotusercontent-na1.net/hubfs/6052405/2023%20-%20Blog/EN%20SEO%20blogs%20%28Money%20keywords%29%20%5B+%20FR,%20ES%20and%20DE%20variations%5D/Free%20sales%20tools/EN_free-sales-tools-card.webp) Sales 18 November 15 Free Sales Tools Every SDR Needs In Their Tech Stack ![8 Best Email List Cleaning Services [+ What to Look For]-festured-image](https://6052405.fs1.hubspotusercontent-na1.net/hubfs/6052405/2023%20-%20Blog/EN%20SEO%20blogs%20%28Low-hanging%20fruit%20keywords%29/Best%20email%20list%20cleaning%20service/EN_best-email-list-cleaning-service-card-min.jpg) SDR Tools 1 October 8 Best Email List Cleaning Services [+ What to Look For] SDR Tools 12 September 9+ Best Chrome Extensions For Finding Phone Numbers ![](https://px.ads.linkedin.com/collect/?pid=4152802&fmt=gif) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Organization", "name" : "Kaspr", "url" : "https://www.kaspr.io/" }, "datePublished" : "2024-01-30", "description" : "A big problem with sales at the moment? 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