Brian Sowards’ Post

Is your SDR team booking low quality meetings, or are you just really bad at discovery? Sometimes AEs (myself included) fall into the trap of thinking every lead needs to be perfectly BANT qualified and ready to purchase before they show up to a demo. Maybe the prospect’s boss told them to take the meeting. Maybe they don’t even know why they took a meeting with you. Maybe the SDR just sent a really interesting or compelling message. Doesn’t mean you can’t ask them about their business and challenges 🤷🏼♀️ Even if there is not an immediate need, every demo is an opportunity to make a connection with someone. The next time you’re about to disqualify something from your pipeline. Ask yourself, did you really ask enough questions first?

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....

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

90% confident this would work and increase win rates by 200%. Eliminate the concept of BDR's doing up front discovery. Yes they do top of funnel still, yes they schedule tons of meetings, BUT here is the change. Top rep does the formal discovery call. They do the pre-call research, make that incredible first impression, dig up the value, set the path forward... THEN THEY HAND IT BACK TO BDR... BDR works deal to close with their guidance.

Pitch the product? ❌ Pitch the future? ✅ Learn how to pitch the future with outcome-based selling from three Salesforce sales leaders at this special NSN webinar on November 6! They'll teach you the benefits and challenges, tips for perfecting your pitch, and more. Register now for free: 

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

Pitch the product? ❌ Pitch the future? ✅ Learn how to pitch the future with outcome-based selling from three Salesforce sales leaders at this special NSN webinar on November 6! They'll teach you the benefits and challenges, tips for perfecting your pitch, and more. Register now for free: 

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?

Best way to achieve target is to focus on clients with a genuine problem you can solve. Filtering out people who will not buy is crucial to build a realistic and achievable pipeline!