Clay’s Post

One of the most prominent triggers to look out for in recruitment is when someone changes their job and moves onto a new company. 👜 This opens up an opportunity to not only reach out and congratulate this person (with impeccable timing!), but also see that there is a high likelihood of an opening at their previous company. So when Clay announced that tracking job changes is now possible, understandably I'm very excited! 😲 Being able to use data from your CRM and then actively become aware of any job changes - whether these are candidates or contacts - is not only hugely compelling but potentially lucrative too. 💰 Plug this into an automation to reach out with relevancy, timing and personalisation - is super powerful. This is what can be done with Clay. Stay ahead of the competition and work smarter by using the right tech to make you more effective. Get in touch as I'm helping recruitment firms become even smarter with their revenue generating operations through tech, data and automation. Read more: https://lnkd.in/eZvuQb2i #crm #data #clay #worksmarter #recruitment

Great beta feature from Clay! Job Change Signals are immensely beneficial for Sales and Recruiting SaaS companies. Sales doesn't want to follow up with a lead the 5th time only to realize it was dead on arrival. Recruiters have to stay proactive at all times to build the future of their company! At DataVertex we are testing out 3 new job change signal partners to aid our clients' future HR Tech features. Follow DataVertex for the upcoming results :) #HRTech #RecruitingTech #ClayApp #BetaFeature #TalentIntelligence

The sales industry has a ludicrous amount of misinformation spread by reps daily. It baffles me because, while saying whatever it takes to land a deal might get you small wins in the present, it will consistently cost you in the long run. Some of the misinformation spread about Orum is that the platform is just a "spray and pray" play or purely a parallel dialer designed to spam prospects. The reality: Orum offers strategic dialing options and playbooks to help reps maximize their daily conversations. That's why thousands of sellers have completed 200 million calls using Orum. Our leaders have decades of experience building successful outbound teams, and their knowledge is baked into our platform to optimize your capabilities. We care about your success because we know you'll remember what that success felt like as you move from contributor to leader to decision-maker. Every conversation is an opportunity to create a relationship with a prospect and we're determined to ensure you can have as many opportunities as possible. https://lnkd.in/gkAtUKhN

Understanding and responding to prospect behaviors is crucial in today's dynamic sales environment. Recent data indicates that 96% of prospects conduct their own research before engaging with a human sales professional, and 71% prefer independent research over direct interaction with salespersons. Here are steps for sales professionals to prospect effectively, conduct insightful research, optimize outreach, and enhance productivity: Keep Up with Self-Research: Prioritize creating easily accessible and informative content to align with prospects' preference for arming themselves with information before engaging with sales reps. Craft Interesting and Educational Content: Develop content, such as blog entries, whitepapers, and case studies, that addresses common problems, offers solutions, and positions you as a valuable resource during prospects' independent research phase. Leverage Social Selling: Engage actively on social media channels where prospects are likely to be. Share informative updates, participate in relevant discussions, and establish yourself as a thought leader in your industry. Use Advanced Research Tools: Utilize innovative research tools, including CRM systems and data analytics, to quickly gather information on prospects' behaviors, preferences, and pain points. Personalize Outreach Activities: Enhance engagement efforts through targeted outreach. Create customized communications that showcase your awareness of prospects' issues and provide unique insights, demonstrating your commitment to their specific needs. Integrate AI and Automation: Streamline research and outreach processes by incorporating AI and automation tools. These technologies identify patterns in prospect behavior, automate routine tasks, and improve overall sales process efficiency. Transparency Builds Trust: Emphasize transparency about products, pricing, and client testimonials to build trust. A straightforward approach increases trust and addresses skepticism during prospects' initial research. Adapting to prospect preferences is crucial for success in the evolving sales landscape. Sales professionals can adjust their techniques to deliver value, build trust, and enhance overall prospect engagement by embracing the trend toward self-research. In a world where information is readily available, providing prospects with relevant insights can significantly impact the success of a deal.

Becoming a top (SDR) involves a combination of skills, mindset, and strategic actions. 1. Master the Basics - Product Knowledge: Deeply understand the product or service you're selling. Know its features, benefits, and how it solves customer pain points. - Industry Knowledge: Stay updated with industry trends and the competitive landscape. This helps in positioning your product effectively. 2. Hone Your Communication Skills - Active Listening: Listen more than you talk. Understand the prospect’s needs and tailor your pitch accordingly. - Clear and Concise Messaging: Be able to convey your message clearly and succinctly, both in writing and verbally. 3. Develop a Winning Mindset - Resilience: Sales is full of rejection. Develop a thick skin and learn from each interaction. - Positivity: Maintain a positive attitude. Your energy can influence your prospects and colleagues. 4. Effective Time Management - Prioritize Leads: Focus on high-value leads and prospects who are more likely to convert. - Organize Tasks: Use tools and techniques to manage your time efficiently, such as time blocking and CRM systems. 5. Leverage Technology - CRM Proficiency: Use CRM tools to track interactions, set reminders, and manage your pipeline. - Sales Tools: Utilize sales automation tools, email trackers, and dialers to streamline your processes. 6. Continuous Learning and Improvement - Seek Feedback: Regularly ask for feedback from peers, managers, and even prospects. - Training: Attend sales training sessions, webinars, and workshops. Read books and articles on sales strategies and techniques. 7. Build Strong Relationships - Network: Connect with other sales professionals to share insights and strategies. - Internal Relationships: Build strong relationships with other departments, such as marketing and customer success, to align efforts and share knowledge. 8. Metrics and Goals - Track Performance: Monitor your key performance indicators (KPIs) such as call volume, conversion rates, and sales targets. - Set Goals: Regularly set and review personal and professional goals to stay motivated and focused. 9. Personal Branding - Social Presence: Build your personal brand on platforms like LinkedIn. Share insights, successes, and valuable content related to your industry. - Thought Leadership: Position yourself as an expert in your field by writing articles, participating in discussions, and speaking at events. 10. Customer-Centric Approach - Understand the Customer Journey: Know where your prospects are in their buying journey and tailor your approach accordingly. - Add Value: Focus on how you can add value to your prospects rather than just selling to them. 11. Stay Motivated and Consistent - Celebrate Wins: Acknowledge and celebrate your successes, no matter how small. - Stay Consistent: Consistency in your efforts and approach will compound over time, leading to sustained success.

I use this 3-step system to boost sales productivity by 50%. (Save this for future reference) 1. Smart Reminders    According to research, 48% of salespeople never follow up. I use this to my advantage. • Use Superhuman to set reminder times • Schedule reminders after sending a recap email • Keep in touch without being annoying Be pleasantly persistent, not the annoying sales rep. 2. Saving Good Emails for Snippets    Clone our best emails, not our bad habits. This is the best way to stay productive at scale. • Save emails as snippets in Superhuman • Personalize each snippet based on their needs • Great for handling objections and recap emails There is no reason why we should be re-inventing the wheel if something already works. Scale your messaging without sacrificing the personal touch. 3. See Who Reads Your Email In sales, it's important that we stay on the pulse.  That is why I love the sales feed feature in Superhuman. • See who opens my emails and when • Leverage the information to know when to send emails.  • Measure engagement levels to optimize follow-up strategy Turn your insights into sales income. Using all three steps into a workflow in one place is how I stay productive and keep my potential clients engaged in the sales process. P.S. Which step do you like best? P.S.S If you found steps like these helpful, try Superhuman free for 1 month to implement them: https://lnkd.in/eUxiwnmt #sponsored

Most of the sales organisations are in a hectic phase in recruiting sales professionals across industries. The possible ways to improve the Sales Recruitment are as follows; 1. Define Your Sales Persona: - Identify the key traits and characteristics you seek in sales professionals. Understanding your ideal candidate will guide your content creation to attract the right talent. 2. Craft Compelling Job Descriptions: - Develop clear and enticing job descriptions that highlight the unique aspects of your sales positions. Focus on opportunities for growth, the company's commitment to employee development, and the exciting challenges of the role. 3. Create Engaging Multimedia Content: - Produce a mix of content, including videos, testimonials, and graphics. Feature success stories, day-in-the-life snippets, and details about training programs to showcase the vibrant culture within your sales team. 4. Leverage LinkedIn's Features: - Utilize LinkedIn Live for real-time interactions, polls, and Q&A sessions. Take advantage of the "Featured" section on your company page to showcase key content and ensure your page is up-to-date. 5. Measure and Optimize: - Regularly analyze the performance of your content using LinkedIn Analytics. Pay attention to engagement metrics, such as likes, comments, and shares. Use this data to refine your content strategy, focusing on what resonates most with your target audience. "Sales is not just about selling a product; it's about selling trust, solving needs, and building lasting connections. Elevate your sales acumen by recognizing the impact you make on people’s lives."

Why should you prospect in sales? The answer is simple: because people buy from people, not from AI. In today's world, it's all too easy to rely on technology to generate leads. But the truth is, it takes real people to find other people who have a problem, a need, and a desire for a solution. Prospecting is not just about selling - it's about connecting with others to help them explore new possibilities, discover unseen solutions, or take advantage of unforeseen opportunities. It's about socializing your personal and professional brand, building awareness in the industry about who you are and why you matter. So why do so many companies struggle to get their sales teams prospecting? Too often, we hear excuses like "I don't have time" or "it's not my job to prospect." But the reality is, prospecting is an essential part of the sales process. Without it, even the best marketing automation technologies will fall short in filling your sales funnel with high-quality leads. In short, prospecting is all about people connecting with people - and it doesn't always have to be about the sale. So take the time to build relationships, establish trust, and help others solve their problems. You'll be amazed at the results.

3 Clever Ways to Find Prospects Actually In Pain As salespeople, we're trained to identify pain points and provide solutions. But how do you really know when a prospect is experiencing active pain that your product or service can solve? Here are some tips you can use to find prospects who are actually in pain Tip #1: Tech Stack Expiration Dates   Analyze when companies first implemented tools like Intercom, Marketo, HubSpot, and Salesforce—tools with renewal cycles. When those contracts near expiration, businesses are open to evaluating alternatives that might better meet their needs. Catching them at this pivotal renewal window allows us to pitch our superior solution at an ideal inflection point. Tip #2: Job Changes When a past buyer starts a new role, it's a massive pain signal. They likely took that job to solve similar challenges. So we monitor for these pivots, reaching out to rekindle our existing relationship and offer assistance in their new environment. Buyers are highly receptive to exploring solutions from vendors they already know and trust. Tip #3: Job Post Analysis Open job postings expose companies' current needs and budget priorities. Scan for keywords like "SDR," signaling a need for sales help. More subtle clues, like a support job mentioning response times, can indicate opportunities for tools that improve customer service efficiency. Astute job post analysis surfaces active pain points we can urgently solve. The takeaway? Get creative in how you uncover real, pressing needs. Identify those pivotal inflection points where businesses are reevaluating solutions. That's when you can strike with a timely, tailored message that hits the bullseye.

Hey Sales Professionals - how deep is your sales process? Now before you start humming that old Bee Gees song (or that cover by Take That or that newer one by Calvin Harris), let me explain. Sales process is usually thought of as a series of steps - which is right - but there are different ways to approach it. Most popular CRMs (and most sales orgs) take a shallow approach to sales process that isn’t very useful but is very common. Nothing but the big steps. - Someone is a lead - Then a suspect - Then a prospect - Then into discovery/demo - Etc. The labels of the steps don’t matter - different words are used to describe the steps of the process - so what’s the problem here? The problems come when you start asking - how do reps know when to move from one step to the other? More often than not, there is ZERO discipline or agreement around this. Each rep decides on their own - but based on what? Nothing against the rep here - without guidance, and with a requirement to report and show progress, what else can they do? They make up their own rules about when to move a prospect to the next stage. And you wonder why your pipeline has no predictability! So what can you do instead? Go DEEPER with your sales process! Map out what needs to happen at each step before you move to the next. A simple, well-considered checklist will do just fine. If you really want to supercharge all of this, then while you are at it also map out best practices or "pro tips" for each item on the checklist. ...and watch how disciplined your execution and predictability can become! How do you make your sales process more than a set of vague steps in your CRM and turn it into something that is useful to both reps and management? Looking forward to your thoughts in the comments. #SalesProcess #B2BSales #CRM