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The secret to SDR and marketing alignment. Step 1: hire two blondes ...ok if only it was that easy. I was on a call yesterday with Mary Pylyp and realized how far we got in the last year. From "this is my lead" to SDRs proactively telling us how marketing helped them get a meeting, using shared data sources and even changing the commission structure to favor the cross-team collaboration. There are three pillars to it: 1. Willingness to learn and unlearn 2. Good technology *cough* N.Rich *cough* 3. Genuine interest in what the other department is doing + trust in collaborative efforts and compound effects, especially in B2B with long sales cycles I'm going to write a more detailed piece on how we're getting over sales VS marketing mentality and seeing very good effects on conversion rates. Anyone interested?
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What do the recent Google/Yahoo updates REALLY mean for sales teams in 2024? While the restrictions only apply to personal email accounts (ending in @ gmail . com + @ yahoo . com) there are still some important lessons for sellers to take into their 2024 cold outreach practices. Here's what I think this means for B2B sales this year: - These updates will drive a shift from quantity to quality. - The reign of "spray and pray" has come to an end. - The right tools that are built with best practices in mind will prevail. - Deliverability will become a bigger conversation in every SEP evaluation. - Messaging will be the MOST important coaching opportunity for your reps. It's not an issue of tooling, but a wake up call for teams missing a real GTM strategy. ↳Know your ICP. ↳Know your message. ↳Know how to communicate your value clearly and succinctly. Behind every SDR/AE mass sending poorly written emails may be bigger problem of a leader who taught them it was okay (or worse, didn’t teach them at all). Without clear direction they cannot rise to communicating more value, so they will fall into the trap of “more volume.” While this update doesn't affect business domains today, the flow of change won't reverse. We can expect harsher restrictions and tighter regulations around mass sending in the future. Consider this opportunity not a penalty. Level up before it's a necessity and be ahead of the competition. 😉 I left an article with some of Apollo.io's thoughts below. If you're needing some guidance around deliverability and sales engagement as we start the new fiscal year, I'd encourage every sales leader to give it a read. I'd love to hear your thoughts ⬇️ #salesengagement #salesexcellence #deliverability
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I vividly remember the turning point in my SDR career. I went from struggling to hit quota to having my first 150%+ month. And it all stemmed from one piece of advice... My manager Troy B., told me "Every inbound lead was an outbound lead yesterday". Once I internalized this, my process changed completely. I would study our inbound leads and current customers, then look back to see what was happening at that account 1-3 months before they came inbound. - Were there new hires? - What tech were they using? - What was happening internally? These questions helped me develop, what I like to call, my "Dream ICP". Everyone knows TAM: the overall size of the market you're operating in. Everyone knows ICP: the sub-category of accounts that are most likely to convert to paying customers. But most stop there. It's not until you go several layers deeper by incorporating technographic data, buying triggers, and more, that you create your "Dream ICP". These are the types of accounts that are such a perfect fit, you could close them in your sleep. The good news is, with the amount of data and insight available on the internet and via data tools, it's easier than ever to identify these accounts. My favorite new tool for doing this is Common Room. Just look at the amount of data they give you access to (see image below). If you're curious to learn more about Common Room, check out their SDR playbook for generating quality pipeline with relevant buying signals: https://lnkd.in/eTD7Jj6W What was the breakthrough moment in your sales career? #sales #coldemail #outbound
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No one talks about this…From job post to scroreboard. How to hire SDRs the right way. Tomorrow we will launch our guide on a topic that has not been talked about enough in the Sales industry Which is the talent side. How to recruit Where to recruit Its a big problem in the industry to have all the levels of your SDR team up: Motivation Performance Skill set Core offer understanding (can they explain it at cocktail parties or not) And so much more to maintain a good performing SDR team from job post to scoreboard celebration Its here. In 24 hours
𝗔𝗕𝗢𝗨𝗧 90% (‼️) 𝗼𝗳 𝘀𝗮𝗹𝗲𝘀 𝘁𝗲𝗮𝗺𝘀 CHURN🔥... 🤯 We’ve been working hard for months to create something awesome: a top-notch guide to finding the best SDRs/Setters. And now it’s finally here! 🎉 This guide shows you step-by-step how to hire great people, so your team can be the best. I’m super excited about this because finding the right people is more important than ever. Lots of people ask, "What kind of person should we hire?" We answer that question and much, much more! Hi, my name is Zrian, ex-Fortune 500 digital marketeer pairing SDRs with B2B businesses and equipping them with proven systems from a vetting, hiring, marketing, and outreach point of view. Want early access? J ust like this message, and we’ll send a copy to you when we release it
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Marketing ✅ Sales ✅ Operations ✅ Start the new year with resources tailored to your role, job level, and partner type. 📫 Set your partner preferences today to receive personalized content directly to your inbox: https://sforce.co/3t7r2No
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Engaging former customers is 6x more effective than cold outbound. And now we have the data to prove it. Over the last 6 months, Champify analyzed ~2000 SaaS opportunities, and here’s what we found: 1. Former product users still convert to revenue 5.6x better than cold outbound (it’s not just buyers that matter) Generally we see 20-30% of product users moving into manager+ roles. They often have the most hands-on experience with your product, becoming some of your strongest advocates. 2. Even after 2 years former customers still convert to opportunity at around 4.7% compared to the average cold outbound of 2% Yes, catching your customers right when they change jobs performs slightly better, but the value you deliver to your customers lasts longer than a simple hiring trigger. Just because someone's changed jobs 12+ months ago, doesn't mean they're not your advocate. In fact, they probably have a lot more insight into pain points and procurement processes one year in. Read the full report for all you need to know about advocate tracking. You know where to find the link👇
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I’m happy to share that I’ve obtained a New Certification: B2B SaaS & Tech Sales 101 from Tech Sales Mentors! Key Things Learnt: --> IT Sales Funnel[Marketing-->Lead Generation-->Qualifying-->Closing] --> Inbound Sales Process --> Outbound Sales Process -->Job Roles[SDR/BDR, SMB-AE, Mid Market-AE, Enterprise-AE] --> Outreaching Tools
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LinkedIn Top Sales Voice | Building Winning Sales Teams By Recruiting Million-Dollar Producers | Featured On Forbes
I've been keeping things low-key here lately. In our business, we experience different seasons of activity. Q1 is typically our busiest time for hiring, but this year Q2 has shown no signs of slowing down. Clients continue to hire, and we're also bringing on new clients. We've fine-tuned several lead generation methods: Cold Email: Sending out 60k emails per month. Cold Calling: Making 60k calls monthly. SEO: Generating 50 inbound calls monthly. Events: Going to one every quarter. Thanks to these efforts, we've added three top-notch team members and are focusing on what's proven to work. That's all for now. Stay tuned for more updates. #staytuned #sales #businessdevelopment
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Corporate Sales Specialist @XLab Group | B2B Sales, Closing Machine, EMEA, GCC | Hack Your Business Growth
Calling All Software Sales Crushers! Do you want to dominate the B2B tech sales game but feel overwhelmed by the competition? You're not alone. The software industry and the fight for customer attention are booming. But fear not, young grasshopper! Here are 3 battle-tested tips to help you rise above the noise and crush your quota: Be a Knowledge Ninja: Software is complex, and your customers expect you to be an expert. Devour industry trends, product specs, and competitor intel. Become the ultimate resource, the person they can't wait to talk to. Speak Their Language: ️ Don't just pitch features, solve problems! Understand your customers' pain points and tailor your message to their specific needs. Focus on the value you bring, not just the product itself. Master the Art of the Hustle: Building relationships takes work. Network like crazy, attend industry events and connect with potential customers on LinkedIn. Become a relentless connector, and watch your sales pipeline explode. Bonus Tip: Share your learnings! Be a champion for your fellow software warriors by sharing valuable content, insights, and experiences. We're all in this together. What are your best tips for conquering the B2B software sales world? Share them in the comments! #SoftwareSales #SalesTips #B2B #YoungHustlers
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Full Video Here -- ▶️ https://lnkd.in/g7_vBRSj --------------------- Lead generation is the cornerstone of sales success. Without a steady stream of prospects, sales conversations can't happen—simple as that. Many companies struggle with not having enough leads to fill their funnel, limiting their growth potential. Imagine a funnel: you pour in interest at the top and, through engagement and qualification, filter down to the few who are ready to invest at the bottom. It's a numbers game; more leads mean more potential customers. That's why amplifying your lead intake is crucial—it powers your entire sales machinery, pushing more converted customers out at the end. Salespeople! I'm hiring! We are rapidly expanding our Burlington, ON headquarters. Let's talk: https://lnkd.in/gxw_ZRA7 #searchenginemarketing #growbusiness #businessgrowthstrategy #onlinepresence #growyourbusiness #businessdevelopment #salesfunnels #socialmediaguru #virtualassistant #smallbiztips #salestips #businessstrategy #marketingtrends #businessconsulting #salescoach #businesshelp #businessconsultant #payperclick #marketingcampaign #socialmediaagency #digitalmarketingconsultant #marketingautomation #marketingstrategies #onlineadvertising #businessmarketing #onlinemarketingstrategies #marketingtips #emailmarketingtips #socialmediamanagement #virtualassistants
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