📣Calling all SDRs, BDRs and AEs📣 Time to Leverage the 4Ps of PIPELINE to Drive Revenue Tune in on 📅 Wednesday, July 17 🕑 2pm EST. Load your pipeline and drive forecasted revenue: 👉 Define your sales process: Streamline the decision-making process at every stage. 👉 Progress through the stages: Identify ideal prospects based on data-driven evidence. 👉 Prune for growth: Optimize your pipeline by removing dead-end deals. 👉 Prospect consistently: Develop a system to ensure your pipeline is always brimming with qualified leads. REGISTER HERE: https://hubs.li/Q02FpwMs0 #SandlerMiami #pipeline #sales #salespeople #prospecting

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📣Calling all SDRs, BDRs and AEs📣 Time to Leverage the 4Ps of PIPELINE to Drive Revenue Tune in on 📅 Wednesday, July 17 🕑 2pm EST. Load your pipeline and drive forecasted revenue: 👉 Define your sales process: Streamline the decision-making process at every stage. 👉 Progress through the stages: Identify ideal prospects based on data-driven evidence. 👉 Prune for growth: Optimize your pipeline by removing dead-end deals. 👉 Prospect consistently: Develop a system to ensure your pipeline is always brimming with qualified leads. REGISTER HERE: https://hubs.li/Q02FpyDX0 #SandlerMiami #pipeline #sales #salespeople #prospecting

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The same page… AEs, SDRs, CSMs & renewal managers How are you tracking to your goal achievements 🎯? Some mid-year reminders for the team. - Re-align to find out what has changed in your shared account(s) - Stay connected on a regular cadence - Build report and trust - you want to rely on each other - Meet in person if possible - see previous bullet - Enable tough feedback sessions - so important - Share current customer status and revisit top priorities - Strive for a unified front & strategy - Known when to engage leadership - target this as a step - Share your success metrics, KPIs, and percent to goal Success is a #team sport Have a great day!

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Channel partnerships are an effective and highly-efficient revenue strategy to supercharge growth. Choosing the right type of experienced leaders to help you get there can be even more important.

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To be timely in sales, you first need interest. This is why the SDR role and sales in general is so difficult. Getting interest. You’re working against other reps prospecting the same contact. The buyer’s expectation that you’re going to be pushy.  Budget. Authority. Need. Timing. In a program she ran a few weeks ago through Sales Assembly, Kimberly Pencille Collins went through the plan below to help us make sure we are approaching our prospects while truly earning the right to speak with them. So, to break through and earn that right to have a conversation with them, you can: 1) Look before you write! Research at the account and industry level, then the personal level 2) Build a clear picture of what makes this person a good buyer...why are they a great fit? 3) Understand what they are dealing with in their role. Challenges, projects, etc 4) Consider how you can connect with them as a human by referencing the above? Give it a shot. Thank you Kim for amazing thought leadership, as always ❤️ https://lnkd.in/dCPDijr6?

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Have you ever heard of an Enterprise prospecting strategy that takes one hour to complete and actual sales reps say helps them gain access to their decision makers 79% of the time? Years of customer feedback from Emissary's customers identify one: talking to a former company exec from the target account who is willing to coach your strategy. Enterprise prospecting can feel like using a dial up modem. Just so you know — we've got broadband over here. #enterprise

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The #1 habit salespeople use to keep deals moving to close? Maintaining deal momentum is tricky—especially with long sales cycles and multiple stakeholders. While follow-ups via email, text, or LinkedIn are the baseline, they often aren’t enough. The key is to have a personal pipeline review and ask: What can I do today to add value and move this deal to close? Some examples: 1. One rep I know sent a fun Amazon gift—a drink holder shaped like the brand’s name. This playful gesture sparked laughter, strengthened rapport, and ultimately helped him close the deal. 2. Another rep revived a fading conversation by sending a thoughtful DoorDash gift card, which re-engaged the buyer and led to a successful close. 3. One focused on building personal relationships across all stakeholders (by sending personalized emails and texts to each stakeholder individually). Inevitably, when one of the stakeholders hesitated, the other stepped in to support the deal. 4. A different rep engaged with his buyers personal social media accounts (specifically Instagram and Facebook), expanding to a multi-channel relationship, helping him close the deal. 5. More recently, I had a rep who leveraged below the line champions to (1) get connected with the economic buyer, and (2) to justify why now with stunning testimonials, helping move the deal to close. Each of these creative solutions stemmed from asking "how can I move this deal forward and add value?" during a personal pipeline review. I recommend reps do this daily, weekly, or somewhere in between. Depending the size of your pipe, you may start with less while you're focused on pipe creation. Mornings work best—spend 30-60 minutes thinking creatively about how to move deals forward. Go through every single deal, starting with the ones furthest along in the pipe. Riff with your manager or colleague if needed. Be consistent. What other creative things have you seen/tried to help move deals forward? #sales #pipelinereview #dealmomentum

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Episode 5 Sales Enabled Podcast with Elmer Lopez 🏆 and myself. If you're facing challenges in landing a role in the current job market. This episode is for you. https://lnkd.in/gmE_CCAE

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🚀 SDR Leaders: It's Not Just About Activity—It's About Targeting the Right Prospects! Many leaders focus heavily on activity metrics—calls, emails, social touches, video outreach, etc. We set ambitious weekly and monthly goals, but how often do we step back and ask: Are we targeting the right prospects? If you invest more time coaching your team on who to prospect, you'll see better results without increasing effort. 📈 When I first started focusing on this, I was shocked by how much effort was wasted on leads that were never going to convert. A little guidance on prospect selection led to skyrocketing conversion rates. ✅ Have solid prospecting personas. ✅ Regularly review who your team is targeting. ✅ Coach them on selecting the best individuals. The right focus can transform your team’s success! #SalesLeadership #Prospecting #SDR #BDR #Coaching #LeadGeneration

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This article offers a clear overview of sales methodologies like SNAP Selling, which focuses on keeping it simple, aligning with buyer goals, and highlighting priorities for busy prospects. It also covers key decision points to help keep deals moving forward. Which sales strategies have you tried, and which ones have been most effective for you? #Sales #SNAP #Success https://lnkd.in/gqq-cGd5

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11 things world-class sales development teams DO—and what the worst teams DON’T Insights from... → Outbound Squad's experience working with world-class teams at Gong, Shopify, Rippling, and more → Orum's 2024 State of Sales Development report Commentary on how the best sales development teams... ✅ Use AI responsibly ✅ Retain top talent SDRs ✅ Align with AEs ✅ Deal with low-pick up rates ✅ And plenty more 👇 P.S. Watch this video for our full commentary: https://lnkd.in/eBFYfnU3

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Why is 60-70% of SDRs missing quota? It's because their leadership is failing them. I had the pleasure of interviewing Sara Storm on the SDR Hire Podcast - a tenured SDR and Revenue leader with multiple successful teams behind her, countless lectures and trainings delivered. Sara has a very unique, no BS approach to sales and SDR leadership. In this episode she shared: • What's the current state of the SDR/BDR role • Why sales leaders are failing their sales teams AND their customers • How can SDRs take ownership of their careers?! • Should you even be in an SDR role? • How she used to close 7/10 cold calls she'd make Here's the full episode: https://lnkd.in/eCANhKGu Sara thank you for sharing your expertise and holding sales leaders everywhere accountable! Hope you all enjoy and subscribe! #sdr #bdr #salesdevelopment #techsales #career

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Every SDR knows time is money. Here are three time wasters to watch out for—and how to overcome them: Poor Targeting: Avoid wasting time on low-quality leads by refining your Ideal Customer Profile (ICP). Use data to focus on high-potential prospects that fit your criteria. Brandon Jeppson is def the king here! Generic Outreach: Boost response rates by personalizing your outreach. Use templates as a starting point, but always add a personal touch that resonates with your prospect. Joseph Rains shared crucial insight with me here! Over-Researching: Set a time limit for research and focus on key insights that drive conversations. Prioritize action over perfection to keep your pipeline moving. Austin Maloy has this down to a science and is seeing the results! The Awardco SDR Org is making moves and seeing much more effective outcomes here as we fine tune our craft. Come check us out!

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Looking at that next sales role? One 3 letter acronym is more important than OTE: TAM (Total Addressable Market) TAM = Products x ACV x Territory It simply tells you who can buy what you are selling 🌎 If this number is limited, claims around OTE potential are suspect. This is ok pre-product/market fit, but not after. Caution: Limited TAM is the silent killer of rockstar reps ☠ In great organizations, sales leaders ensure adequate and equitable TAM for their teams by influencing the 3 factors - products, ACV, territory. Do you have limited TAM? 🤔

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SDRs and AEs are you struggling to get responses from Cold Calls and Cold Emails even after doing all the Personalization? Why? Because you miss Relevancy Adding something recent from ICP's LinkedIn or social media might help you increase the open rate but does not help that much in getting a reply. You also need to sound relevant to them and know 1. How the ideal day of the persona looks like 2. What their priorities and challenges might be 3. What metrics matter to them and things like that Personalization alone won't help Adding Relevancy is the🔑 to success in Cold Outreach #relevancy #personalization #coldoutreach #coldcalls #coldemails

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Sales folks especially SDRs and AEs I will tell you a hack about how to achieve more in less time ↓ "Start blocking your calendar thoughtfully and strategically every single day" Working out of whims & fancies and adhocism will not get you the desired result you aspire to achieve. You need to have a plan for your day even before starting the day. Every time you block your calendar make sure you block it for a single activity and you define what output you want to achieve out of this activity. Have a time block for at least Prospecting, Identifying new accounts, and Follow-ups on a daily basis, the rest you can block based on your roles and KRAs. Remember: "You cannot control time but you can surely control how you want to spend the time"

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Celebrating Community-Driven Growth: A Look at Gong's Journey 🚀   🔍 Deep Dive Alert! Gong, a trailblazer in revenue intelligence, has not just revolutionized sales processes with AI but has masterfully harnessed the power of community to scale its market presence. Nice work to Nisha Baxi and the team! 🌟 From Start-Up to Giant: Starting out in Tel Aviv in 2015, Gong skyrocketed from a valuation of $0 to $7.3 billion in just 5 years. Now serving over 4,000 esteemed clients like ADT and LinkedIn, Gong has proven that integrating AI in sales not only boosts productivity but drives monumental growth. In 2023, Gong hit a revenue run rate of $178 million, and its community has swelled to over 240,000 followers on LinkedIn. 👥 Community at Heart: The "Visioneers" community wasn't just formed; it was strategically cultivated to reinforce Gong's market initiatives. From establishing ROI frameworks to offering substantial value to its members, Gong's community is a cornerstone of its business strategy. 📈 Impact Across the Board: Gong’s community strategies extend beyond just customer engagement. They span across functions—marketing, sales, product development—creating a holistic impact. 🔗 Expect in the Deep Dive: 👉 Origin Story: How the Visioneers community came to life. 👉 Cross-Functional Impact: Insights on how the community benefits various arms of the business. 👉 ROI Measurement: Techniques Gong uses to track and report on community ROI. 👉 Value Creation: The dual benefit - for members and the business. Gong's story is a testament to the power of community in amplifying business success. Curious about how they did it? Dive deeper into their strategies and perhaps, find some inspiration for your own business endeavors. (nice job on this Gareth Wilson) 🔗 https://lnkd.in/gRyKWb5Y #community #communityatscale

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People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

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