Lopez T.’s Post

Sales reps are constantly told to bring deals forward. We're told how to get from one stage to the next. One thing I've been focused on recently is why shouldn't the customer move forward. It's an interesting mind set but it helps you be critical of how much of a use case there is. Questions I typically ask myself: Do they have the right resources to manage this? Are their team onboard with this? Who do they need to convince it's a good idea? Is there enough benefit to looking at HubSpot? Do they have other competing projects? Do we fit in with their ecosystem of technology or not? That helps to reduce the chances of deals sitting there as vanity metrics and the chances of me having happy ears. Anyone else stress test their conversations by considering the above? What else do you think about?

The Dynamic Team is very humbled by the testimonial below. We pride ourselves on many years of MH Community Sales Experience and Chattel Guidance. “Dynamic MH Solutions has been a key partner for me multiple times, consistently exceeding expectations. Their in-depth knowledge of HubSpot and their ability to translate that knowledge into actionable strategies have been instrumental in our success. From our initial implementation to ongoing optimization, Mike and Justine have provided invaluable guidance and support. Here's how Dynamic MH Solutions has made a difference: Scaling and Expanding Sales Operations: The experience Mike and Justine bring to the table is unmatched. They don't just understand HubSpot; they understand how to leverage it to drive real sales results. They helped us streamline our processes, automate workflows, and develop targeted campaigns, leading to a significant increase in creating uber-transparency into our sales cycle allowing to maximize our conversion ratios.  Long-Term Partnership: Having worked with Dynamic MH Solutions on multiple occasions, I truly appreciate their commitment to our long-term success. They take the time to understand our evolving needs and goals, and their solutions are always tailored to address our specific challenges. Overall, Dynamic MH Solutions is more than just a vendor; they are a trusted partner who has played a critical role in helping us achieve our sales objectives.  I highly recommend them to any company looking to optimize their HubSpot usage and drive sales growth.” Dan R. – VP of Sales

Pratik Pandey 🇮🇳 asked me what I have learned after working in SaaS sales & Traqo ⁉ The world of SaaS sales is exhilarating, challenging, and full of unique lessons. After diving headfirst into this dynamic industry, I've emerged with a treasure trove of learnings that I'm eager to share: ✅The Power of the Attentive Ear: Listening isn't just about hearing words; it's about actively absorbing pain points, needs, and unspoken desires. In SaaS, prospects wear their challenges on their sleeves. The rep who tunes in, who asks insightful questions, and who truly understands the root of their struggles becomes a trusted advisor, not just a salesperson. ✅Tailoring Solutions, Not Pitches: Gone are the days of one-size-fits-all pitches. Effective SaaS sales reps are masters of customization. They can assess each prospect's unique situation, goals, and budget, then craft solutions that resonate deeply. It's about becoming a consultant, not a script reader. ✅The Art of B2B Navigation: The B2B landscape is a complex web of decision-makers, stakeholders, and approval processes. Navigating it requires diplomacy, patience, and the ability to build trust with everyone involved. Remember, it's not just about selling to one person; it's about championing your solution within their entire ecosystem. ✅Building Relationships, Not Just Closing Deals: SaaS is a marathon, not a sprint. Success hinges on nurturing long-term relationships with clients. Be a partner, not just a vendor. Offer ongoing support, proactively address concerns, and become a trusted resource they can rely on. ✅The Constant Pursuit of Knowledge: The SaaS space is ever-evolving. New technologies, trends, and competitor offerings emerge seemingly overnight. Stay ahead of the curve by continuously learning, attending industry events, and networking with peers. Be the go-to expert your clients turn to for insights and guidance. These are just a few of the invaluable lessons I've gleaned from my SaaS sales journey. If you're considering entering this exciting field, remember: listen intently, tailor your approach, navigate skillfully, build strong relationships, and never stop learning. The rewards, both personal and professional, are well worth the ride. 😍 #saassales #B2Bsales #lessonslearned #careeradvice #relationshipbuilding

What if I told you I found a way to close more deals with one simple shift? When I first wanted to get into sales consulting, I tried the usual route—cold DMs to connect, understand pain points, and explore needs. Sounds like a numbers game, right? Hear me out. Through hundreds of conversations, I found one huge, overlooked gap: Follow-up. Sales teams were losing leads simply because they weren’t following up. It wasn’t a lack of leads—it was a lack of strategy to re-engage them. So, I decided to test it. I focused all my efforts on creating follow-up campaigns, and the results were eye-opening. Here’s what happened: → High engagement rates—leads who’d gone silent came back to the table. → Closed deals faster—the process was streamlined, the pipeline more efficient. → Validated a massive need—consistent follow-up was the missing piece no one was addressing. And that’s how Settr was born. Now, Settr is focused solely on the follow-up—giving sales teams the edge to close deals that might otherwise slip away. The lesson? It’s not always about finding new leads; sometimes, it’s about using what’s already there, just with the right follow-up. P.S. Wondering if follow-up could be your game-changer? Send me a DM, and let’s chat about how Settr can help. ♻️ Repost to help someone find their niche!

Another post from another tech sales guy 😂 3 pillars to master if you want to be a successful XDR who hits quota consistently! This applies to peeps who are getting into this space for the first time or for those who have switched companies and are still getting their feet wet at their new role; 1. Product - We all know this is the very important. The real question is how do you learn it effectively? Treat this like a course you’re taking at school and study your product inside/out. Make notes. Ask your enablement team for resources and quizzes to help you with this. Study your website as the content has been simplified for your prospects. This should be your school’ text book! 2. Competitors - You can’t win if you don’t know who you’re up against. It’s just that simple. If your enablement has a list of competitors, get that info and study it. If not, google every competitor of your product and study them thoroughly. You want to sound confident on the phones as no one likes to listen to someone who has no clue about what theyre talking about. 3. Persona - We talk about ICP all the time. There’s a reason this is important. Every individual has to be dealt with differently. Unless you know the prioritises of a particular persona, you can’t have a relevant conversation with them. Focusing on these pillars will have compounding effects as you get more used to your role and help you hit quota consistently. Bonus - These pillars apply to an Account Executive as well (obviously there’s more) but you’ll get a massive head start if you do want to be one at some point. Let me know what you all think. - Aaqib

Back in 2019, Hubspot surveyed sales professionals about the most challenging aspect of their job. The results were quite revealing: 42% said prospecting was the toughest part, followed by closing at 36% and qualifying at 22%. More or less, do you think this still holds true today? One general tip I can give based on our clients is to narrow down who your ICP is. Many companies LevelUp Leads work with don't truly know their ICP, so we spend the first few months figuring this out with our clients. This can waste time and resources rather than having this dialed in already. What part of the sales process does your team find most difficult?

As a sales manager or sales rep it is hard to be on the top of every single deal. And I am still surprised how many salespeople are not using  "deal tags' ' in HubSpot. Why bother? Because: - Quick insights mean faster decisions. - A splash of color for instant attention. - Easily prioritize and tackle issues head-on. Here are the few tags I would always recommend to have: 1️⃣ Update Close Date 📅 All deals which are not closed yet, but their close date is in the past. 2️⃣ Quote Will Expire in XY Days ⏰ Running out of time on a quote? Tag it for a quick heads up! 3️⃣ Open for More than XY Months ⌛ Deals lingering longer than your usual sales cycle? Tag them and keep your radar on high alert!

Debate me. The MOST important skill to have to be successful is….. Sales. Everyone should learn sales or at the very least, work with someone that does. If my son learns only one thing, I’m making sure he learns sales. The funny thing is, sales isn’t even that hard. It’s not manipulating somebody to buy something they don’t need… It’s simply believing in your product so much, that the customer can feel your passion, and they want a piece of it. I’m lucky enough to be sponsored by Pipedrive who help me manage my pipeline, and smash our sales goals at HelpBnk. Pipedrive is the first CRM made by salespeople, for salespeople, and new users average 28% more deals in their first year. You can try Pipedrive free for 14 days via the link below 🚀

Exciting personal news! 🎉 With decades of experience building and leading global Go-to-Market teams for B2B software and SaaS companies, I have seen firsthand some of the challenges faced by AEs, SDRs, CSRs, Solution Engineers, and Support Engineers to drive effective discussions with customers and prospects. While many sales and marketing tools help navigate lead flow and sales execution, do they truly help individuals build trust and lasting relationships with prospects and customers? More importantly, do they help us drive a more valuable conversation for our prospects and customers when they take a call with us? Understanding the needs of your prospects and customers and aligning your messaging doesn’t just require you to be an expert on your solutions, it also takes time and involves multiple systems including LinkedIn, Salesforce, Outreach, HubSpot, Customer Websites, 10k’s, etc.... Please Generative AI, help us with all of this! Today, I am thrilled to announce that I've joined Nexxa.ai as a founding Board Advisor. Nexxa just launched V1.0 of their first solution, which uses AI to handle the preparation for any Discovery Meeting and helps to eliminate repetitive admin work from the B2B sales process. I am excited to partner with founder and CEO Philipp Wehn, and Co-Founder/CTO David (DH) Huang along with the entire Nexxa team on their journey to help individuals in all aspects of Sales, save time and have more effective conversations. I am truly impressed by how easy to use and valuable Nexxa Discovery is at this early stage. Don’t just take my word for it, sales rockstars in my network, give Nexxa a try and experience the confidence and preparation it brings to your next discovery call. If you like what you see, use Code “Launchwithus” and get a three-month discount. Check it out: www.nexxa.ai