Dimmo 🦖’s Post

“Sales is broken” “The SDR role is dead” If you haven't seen any of these kinds of posts lately, you're prob living under a rock. 🗿 The predictable revenue model that sales teams have been built on the last few decades is coming apart at the seams. 🥶 Thousands of cold calls, emails, and activities to book a handful of meetings (that probably won't show up anyways). It really makes ya wonder... how effective are these strategies today? It's time to stop relying only on cold outreach and start investing in Go-to-Network (GTN) by layering in warmer methods. Join team Commsor 🦕, CEO & Founder of Revenue Funnel, Hannah Ajikawo, CEO & Founder of Dimmo 🦖, Troy Munson, and CEO & Founder of Luster, Christina Brady, on Tuesday, Oct. 22nd at 1pm ET / 10am PT for a tactical guide on how to Go-to-Network for Dummies.*** You’ll walk away from this event with many simple, quick ways you and your sales team can get started layering in warm elements like intros, referrals, and social selling to your current sales process. ***you prob already know this, but we're just going to clarify here that we are def NOT calling you or your sales team dummies, but simply referencing the popular “for Dummies” book series to emphasize how easy it is to get started with GTN 😌 gooooo sign up in the comments right now 👇

This METHOD closed 6 deals in 2 weeks 🔥 Learn the 9 steps behind this success. If you're in a sales role (eg. SDR/BDR) or simply an agency/startup founder who want to generate leads AND close deals: this is for you. You'll learn both sales and marketing techniques that work in 2024, not 2010. First, read the carousel then read this complementary explanation 👇 A key aspect of this method in my opinion is that you should really spend MORE time on your visuals when doing this B2B sales strategy because it's the hook of your lead magnet post. ------ What do you think about this LinkedIn lead generation strategy? PS: technically the deals closed are worth more than $14,000 because part of it was MRR. PPS: it's my birthday so make this carousel go crazy ahah

This METHOD closed 6 deals in 2 weeks 🔥 Learn the 9 steps behind this success. If you're in a sales role (eg. SDR/BDR) or simply an agency/startup founder who want to generate leads AND close deals: this is for you. You'll learn both sales and marketing techniques that work in 2024, not 2010. First, read the carousel then read this complementary explanation 👇 A key aspect of this method in my opinion is that you should really spend MORE time on your visuals when doing this B2B sales strategy because it's the hook of your lead magnet post. ------ What do you think about this LinkedIn lead generation strategy? PS: technically the deals closed are worth more than $14,000 because part of it was MRR.

Here’s one strategy that I guarantee 90% of all salespeople aren’t utilizing, or not utilizing nearly enough. Targeting people lower in the organization. As an SDR I totally understand. If you book a meeting for your AE and they see that it’s with another SDR, they’ll probably have a few choice words for you. Although this is NOT what I’m suggesting. Let me explain. As a rep myself, I sell to Sales Leaders looking to improve their cold call connect rate. Who do you think is experiencing the pain of low connect rates the absolute MOST? That’s right, other SDRs. If your value prop genuinely helps fellow reps day to day, they have all the incentive in the world to advocate for your tool. This is great news! You know why? Because, who do you think the VP of Sales is going to listen to more? You? The 100th rep of the day that has said, “Great to connect with you! Do you want to buy my software?” OR His best SDR, who points out that their connect rate isn't up to par and suggests a solution he thinks the team should check out? That’s right. He’s going to listen to his top performing rep. This is why it is CRUCIAL for salespeople to learn how to reach out to lower level reps CORRECTLY. What reps should NOT do is ask for an introduction without any explanation whatsoever of how their tool helps or what you will do for them in return. What you SHOULD do is something like… “Hey Sandra, Saw your latest Linkedin post about your favorite cold call openers! Loved it! I especially liked number 3. I too always use permission based openers  and am not sure how others don’t lol. I’m curious, what’s your guys’ connect rate been like lately? ServiceBell recently released the first inbound aware dialer. Not only will this help you increase your connect rate 5x, but it also alerts you in real time when a prospect you called lands on the site. From there you can view their screen and live video call them on the spot! If you can point me to your boss who oversees these types of evaluations, I’ll make an introduction to my former sales manager. When I worked there previously, they were looking for a solution similar to the one you’re selling. What do you say?” Notice that last part? When trying to get an introduction from someone lower in the org, it’s VITAL that you make it worth their while. Whether that be an introduction that you’ll make on your side, an undeniable value prop, etc. Cynthia H., Dee Acosta 📱, Haris Halkic, Martin MacArthur, Kellen Casebeer, Anthony Natoli, Josh Braun, Nymrod Confino 🎗️, Chad Baker, Nick Palasz, Bill Becker, Nicholas Fasciana, MBA 🦕, Ronen R. Pessar, Vin Matano What do you guys think? Ever use this strategy yourselves?

My first day as an SDR I was given a list of 700 prospects. "Stefan, create a cold email sequence and book meetings with these prospects." I was way over my head, but the good soldier I was - I did what was asked: 1. I looked at their previous campaigns for that persona 2. Copy/pasted the messaging 3. Maybe tweaked the copy a little bit 4. And loaded all 700 into the campaign     Fast forward to next week, my results were: • 29% open rate • 0.6% reply rate or 4 replies • 1 interested lead After meeting with that single interested lead - turns out he wanted us to promote his community to wealthy people using cold emails. Dang... So let's analyze what happened there: 1. The process was off 2. The list was not qualified 3. The messaging wasn’t tailored to our list 4. The results of the campaign were just awful 5. We weren’t using multiple channels approach 6. We didn’t know exactly what our ICP criteria were My boss expected me to JUST figure it out. And this is a reality for a lot of SDRs out there. If you're a sales leader or a founder reading this - please make sure you set your SDR team for success (ping me if you need some friendly help). In order to learn outbound sales, I took the next 12 months, to perfect my craft and figure out how to do cold outreach properly. Courses, communities, webinars, and following sales leaders on LinkedIn. That's why I'm building SDR Hire today. Btw I built a list of all the sales leaders I follow on LinkedIn, and learn from even to this day. 𝗖𝗼𝗺𝗺𝗲𝗻𝘁: "𝗦𝗮𝗹𝗲𝘀" And I'll send you the full list! PS. If you enjoyed this post, I talk about this and similar topics in my newsletter. You can subscribe to it on my profile Stefan Conic

I am torn on this. I lead both SDRs and AEs, so I know how these conversations go. But my two cents is this... My #1 job for my SDRs is to make them successful in their current role. My #2 job is to make them successful for the rest of their career. I could argue that #2 is more important than #1 and teaching an SDR to qualify prospects is a key step in their career development. But it all comes down to expectations. If an AE is expecting that qualification, they need to have a re-alignment. If they want to invest in the success of their SDR, then working with leadership to develop that skill is a win/win! The SDR gets better, smarter, and more ready for the next step in their career. The AE also gets better, smarter, and more ready for the next step in their career... if they are looking to go into leadership. So I see it both ways. Like anything in life, there are several ways to go about and think about things. But I would not lump an AE who is helping their SDR develop into a better salesperson into the "suck at selling" "order taker" bucket.

Hey AE... it's not your SDRs job to qualify the buyer for you. You want them to come to your desk and massage your shoulders while they're at it? Maybe grab you lunch on their way over too? Just admit it... you suck at selling. You want to be an order taker, not a sales pro. Back in the day, I would have killed to have someone going to market on my behalf and finding the smallest of threads for me to pull on. Just give me something to follow up on. Anything... ...and I would've worked that contact until they bought or sent me a demand letter. And once I did my part, I would've personally gifted my SDR simply for creating a opening for me to bull rush through. Nowadays, you want SDRs to build your lists for you, qualify the contact, show up to the meeting with you, do the follow up on your no-shows, and re-work contacts that ghosted you (for good reason... they ghosted you because you suck) "But these aren't even contacts I can sell to" --> help them build better targeting "But It's a waste of time to show up to a call with someone who isn't qualified" --> 1) most deals may not seem qualified at first anyways... again you suck at sales, and 2) help them with targeting yet again "But If they didn't show up to the meeting then they were never interested. Why would I spend time trying to get them back on the calendar when the SDR can do it?" --> You have the greatest chance of getting them back on if you follow up because you know way more. They didn't show up to the SDRs first booking, what makes you think they'll show up on the SDRs next booking? "But They ghosted me so the SDR can work them until they're warm again" --> No bubba. They don't need to get involved in middle of funnel. You're the one with more expertise, more context post-meetings, carry more weight in the sales process. You get them back. In what world does a sales process make sense to go SDR -> AE -> back to SDR -> back to AE? Now, I blame your leadership for allowing this, but you have to break this mold that plagues sales orgs today. You are not an order taker. Your SDR is not your servant. The contact belongs to you the moment the SDR has a meaningful conversation. It should never go back to the SDR. Otherwise you're a disservice to the company and, in my opinion, a waste of salary.

If you're an SDR, BDR or AE working within a sales team, you NEED to convince the person in charge for your B2B sales stack to REASSESS it during this summer. I see so many sales teams still stuck on Hubspot to send cold emails, it's depressing. 26% open rate is NOT a good open rate. Having an email bounce rate between 8 to 15% is NOT a good bounce rate. And this is just the tip of the iceberg. You gotta make your sales managers realize that you're all loosing time, energy and money with bad quality B2B data and poor deliverability using tools that are not adapted to scale campaigns. ---- SDRs, BDRs, AEs, what is your current sales stack, share it! 💬 Activate the bell for more content like this 🔔

🚀 Mastering the Sales Cycle: 7 Stages to Success! Are you ready to supercharge your sales game? 📈 🔗 Read the full blog here: https://lnkd.in/dZ8AzDBq Key Takeaways: 1. Prospecting like crazy: Unearth potential leads. It's like panning for sales nuggets. 2. Making Contact: Reach out, connect, and ignite conversations. 📞 3. Qualify Like a Pro: Not all leads are created equal. Give right attention. 4. Present Your Magic: Showcase your solution. Make it sparkle! ✨ 5. Objection Overcome: Address concerns gracefully. Turn "no" into "let's do this!" 💪 6. Seal the Deal: The moment of truth. Close with finesse. 🤝 7. Referral: Happy customers spread the word. Harvest those referrals! Remember, every stage in the sales cycle matters. Feel free to add your personal flair and let's ignite discussions! #SmartReach #salescycle #b2bmarketing #salesenablement

What advice would you give to someone who wants to help businesses with lead generation? Let's discuss.