Peter Mollins’ Post

If you're an SDR leader you know there's a secret ingredient to an effective outbound program. Something that is pretty impossible to fake: When SDRs themselves actually use their product on a day-to-day basis. And are deeply passionate about its ability to make them more effective. That changes the equation. They can speak authentically and clearly about how it has changed their work. And wow do we have that here. A team that consistently crushes their numbers because they can automate busywork like list building and dialing -- and focus on real, human conversations with prospects. That's what YOU have the opportunity to help manage by joining Nooks as an SDR Manager. Reporting to the amazing Melanie Smith If you: 💜 Are passionate about cold calling + not afraid to make dials with your team 💜 Have helped recruit, hire and build an outbound dedicated SDR team 💜 Led a high performing team, in a quickly changing, high growth startup environment 💜 Love using data for SDR coaching + strategic decision making You too can now apply.

It's event season and Nooks will be at SaaStr next week. So that got me thinking: what is the one underestimated decision about your conference strategy that you need to think hard about? Booth location. If you’re early in the event planning process, you likely have more flexibility in your choice of booth. But repeat exhibitors at the event are going to get the first pick. If you’re not in that category, then you’ll be looking at a map of a partially filled floor. As you’re casting your eyes across the map, look for two key points: Where’s the entrance and what’s the destination? Start with the entrance. That’s where your audience enters the exhibit area after registration, meals, or breaks in sessions. And if it’s not on the same floor or same general area as the rest of the conference, consider whether it’s the right event for you to exhibit at. You likely want to be as close as possible to the entrance to the exhibit area because 100% of the people entering the exhibit area will encounter you. But repeat vendors and the high $ exhibitors likely picked these spots. So, what is an enterprising marketer to do? Look at the destination. 🚶♀️ Be on the Path: In an exhibit hall, common destinations are food and beverage carts, sessions, and meeting areas. How will visitors flow through the room on the way to the destination? Be on the path to that destination. ⏱ Big Ben, Parliament: Remember the natural flow of a crowd. In North America, you’re likely to walk into a room and, if you’re not going straight, turn right. So, bias your choice to the right. 🚠 Take in the Vista: Many venues have long straight paths that booths are placed along. As a visitor walks along these paths, they have to pivot between each booth. But at the end of the corridor is a point of focus and eyeballs will be on the end of the tunnel for most of the walk down the corridor. 🚗 Get in a Jam: Often striking up a good conversation comes down to getting a prospect to slow down and assess your message. So, look for a corner or a pinch point that causes people to bunch up. You can more easily engage people in conversation, and there’s a natural advantage of making your booth look more popular. How do y͟o͟u͟ pick a booth?

"You're not going to get any new pipeline -- it's the summer." Well, sometimes common sense (and records) are meant to be broken... let me tell you: The received wisdom is that August is a down month for building new pipeline. But don't tell that to the Nooks team. We just exited August with our 𝗹𝗮𝗿𝗴𝗲𝘀𝘁 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲-𝗴𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝗼𝗻 𝗺𝗼𝗻𝘁𝗵 ever. And it comes down to a few key things: ☎️ 𝗢𝘂𝘁𝗯𝗼𝘂𝗻𝗱 𝘄𝗼𝗿𝗸𝘀. The SDR and AE teams have been absolutely crushing their numbers. Of course they're using Nooks itself, so they excel at what is traditionally the best pipeline source: outbound calling. 🔬 𝗙𝗼𝗰𝘂𝘀 𝗮𝗻𝗱 𝘀𝗸𝗶𝗹𝗹. The outbound team has been focused on a key set of target accounts for us, scored and prioritized. And when they speak with these target prospects, I have a ton of confidence that a qualified meeting will be set. Why? Great call culture, awesome onboarding, and a collaborative environment where best practices get shared. 🌐 𝗧𝗵𝗲 𝗰𝗼𝗺𝗺𝘂𝗻𝗶𝘁𝘆: Nooks generates a ton of value for our customers. We're focused on getting more and more value to them through rapid time to value for a powerful product that is constantly innovating. And we also do that through compelling content and experiences that engage and help our community. If you concentrate on pushing value to the community, good things come back to you.

I've been fascinated by the approach that Troy Munson and the team Dimmo 🦖 have pulled off. Demos on demand. Making it easy for someone in market to look for solutions to their business problems. Another way they help: Tomorrow they have one of their periodic demo days (sorry, Dimmo Days!), where vendors walk through their solutions. This next one is on marketing solutions, so something near and dear to me. Check it out and let me know what you think of their approach: https://lnkd.in/e_Q_x5Py

How is AI impacting sales, from prospecting through closing? Let's find out courtesy of the AI Summit Sep 3-5 on Hard Skill Exchange. Nooks co-founder Rohan Suri will be joining a panel exploring prospecting and how AI is helping sellers have more and better conversations with their prospects. Here’s a link to register for free: https://lnkd.in/eHFzsS4n The #AIsummit  will be great for learning best practices and insights, no matter what part of the sales cycle you're looking at. It "brings together B2B’s leading GTM minds, technology vendors and analysts onto 7 executive roundtables to discuss the “art of the possible” with artificial intelligence in revtech as it stands today".

Today Nooks released 𝘗𝘦𝘳𝘴𝘰𝘯𝘢 𝘐𝘯𝘵𝘦𝘭𝘭𝘪𝘨𝘦𝘯𝘤𝘦 -- a smart way to instantly group your outbound calling prospects by title, seniority, etc. via AI. What does that mean for you? 🏭 𝗠𝗼𝗿𝗲 𝗲𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆: When you focus your calls on a specific group, you lower the amount of times you have to switch gears. You're in the zone for one persona type. 🎙️ 𝗕𝗲𝘁𝘁𝗲𝗿 𝗺𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴: As you speak to more and more prospects, you’re going to improve your messaging. That means that your messaging is going to be refined in record time. Oh, and Nooks Battlecards means that messaging is right at your fingertips. 💪 𝗠𝗼𝗿𝗲 𝗰𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝗰𝗲: Picking up the phone can be nerve-wracking. Especially if you don’t know how well your pitch will be received. By grouping calls by persona, you’ll grow more confident with each call. Positive responses from the persona will reinforce your approach. And you can use negative feedback to adjust for the next call. 📈 𝗗𝗲𝗲𝗽𝗲𝗿 𝗮𝗻𝗮𝗹𝘆𝘀𝗶𝘀: If you’re calling into a CEO one minute and then a marketing manager the next, there’s going to be a significant difference in the connect rates, meetings booked, and more. By grouping calls by persona, you can better analyze your data and make smarter decisions about when to call, who to call, and what to message. And the innovation keeps coming! Get started in Nooks.ai