The new quarter is in full swing and top performing AEs are revisiting their priorities. How do you like to organize? I know many AEs just keep with deals in motion and add a bit of prospecting at the start. But one of the things I've consistently heard from top performing AEs is that they weed out their patch often & aggressively. Not every quota buster takes this path, but often the #1 closer is putting more energy into fewer deals.
Brian Sowards’ Post
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I've worked with some incredible AEs in the past, so I hope many of you can join and share in the conversation about AE self-sourced pipeline. Gone are the days of relying on inbound to hit your number. AEs need specific steps to take to generate their own pipeline. I'm honored to join the GM & VP of Revenue at MixMax Kyle Parrish, and my favorite sales coach Jason Bay, on an awesome webinar next week! We'll be sharing a framework for AEs to generate 30% of their pipeline themselves. These deals close at a higher rate than SDR-sourced Opps, tailing only Demo Requests and hot Partner intros. Your AEs MUST be prospecting and we'll give them actionable steps to take Link in the comments! Hope you can attend on April 3! Register today and you'll get a recording if you miss it
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Attention sales leaders and company owners! 📢 The key to a robust sales pipeline lies in mastering its intricacies. Check out our "Pipeline Mastery" webinar and gain insights that can help you close more deals. Is this a challenge you face this summer? Reserve your spot or register to get the replay: https://lnkd.in/gT9a4SqE #417strong #417land #SGF #SGFRegion
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Preeminent GovCon Marketing and LinkedIn Strategy Advisor offering the BEST in-depth LinkedIn training for the Federal market. A GovCon Influencer, Top Rated Speaker, Award-winning consultant, and Best-selling author.
FYI, annual planning sessions, SKOs and QBRs should include a GovCon LinkedIn expert to demonstrate and encourage best practices for BD, sales and overall growth. I happen to know one....
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Attention sales leaders and company owners! 📢 The key to a robust sales pipeline lies in mastering its intricacies. Check out our "Pipeline Mastery" webinar and gain insights that can help you close more deals. Is this a challenge you face this summer? Reserve your spot or register to get the replay: https://lnkd.in/gnuRBr9X #417strong #417land #SGF #SGFRegion
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Stalled deals are a universal challenge in #sales, and understanding their impact is crucial. Our very own Taylor Wilding, VP of Sales, shares top #salestips in SalesTech Star, including how to jump-start stalled deals into avenues for success! Read more here: https://xact.ly/ugj9P
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Q2 is over and we're in to Q3 with a bang! Here are the things we did WRONG and what we're doing about it 👇 ➡ Our win rate is 42% when we have 4+ contacts on a deal 🤩 we didn't lean into this enough in Q2 and relied too heavily on champions. We're shifting gears earlier and using strategic multithreading techniques to get in front of more stakeholders earlier. ➡ Timing kills deals and it was our biggest Closed Lost reason in Q2. We're rolling out mandatory re-engage dates and nurture tracks to stay all over these so that we can win when the time is right! ➡ Better alignment between AEs and BDRs. We've rolled out PODs but our 1-1 sessions haven't had enough structure - BDRs are now coming to each session with key accounts they want to win and the AE is getting involved pre qualification to improve flip rate and meeting quality. ➡ More shark days! As an AE team, we've been guilty of shying away from picking up the phones. 🎁 Tom Bertrand is going to be spearheading more group prospecting days and we're going to get everybody dialled in. How are you going to kill it in H2?
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🌟 Guiding Distributors & Manufacturers to Operational Excellence with Tech Solutions and People-First Leadership | Experienced RN and Consultant | 🏆 Leadership & Change Management Expert
I am so looking forward to this upcoming #webinar with MindStryke Strategies. Rodney Williams is an incredible speaker BUT more importantly he knows the business of sales. Let's do this! REgister at the link below
Empowering Businesses to Transform Operations with Holistic Tech Integration | CEO of ASW Global Consulting | Driving Success Through People, Processes & Technology
When you hear the term "Salesman" what do you think? Usually it isn't something positive. Well we are thrilled to share our upcoming webinar with YOU! Rodney Williams is going to share this transformative approach of sales, Beyond the pitch in our next webinar! Make sure to register today! https://lnkd.in/gtzQKF8R
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Stumbling over gatekeepers can throw you off your sales game – Fail to connect with the gatekeeper and you risk being shut out before even getting a chance to make your pitch. If only there was a way you could navigate those tricky gatekeeper encounters, and pinpoint the exact areas where sales might get snagged.🤔 (We've got you!) In our latest guide, we're spilling the beans on a simple, five-step process to breeze through gatekeeper obstacles and keep your sales momentum going strong. From verified contacts to access to decision-makers, we've packed it all in to set your team up for smooth sailing. Click here to access our guide: https://lnkd.in/dTuvjr_R
Founder Good Operator | Fractional finance for founders building cash-flow machines
2moIs this more about higher rate of conversion or focused on more valuable stuff?