Guy Boliston

Joining the conversation at Sifted Talks on May 15th to discuss the impact of AI and data for scale up growth. Whether it’s first sale conversion or attracting return customers, data could be the missing link to scaling revenue. With AI throwing some serious shapes across traditional methods of marketing, this conversation will delve into the use of data for retention strategies. Register now!

5

🐾 Black Friday Chaos? Not at www.petshop.co.uk 🐾 Here are more customer stories that went to different levels at Wayflyer we rise by lifting others. Thanks to our partners at Wayflyer, we’ve mastered the art of cash flow wizardry! 🧙‍♂️💰 This Black Friday, we're ready to fetch every opportunity without a hitch. #Challenge: Cash flow crunch during peak sales 🐶😬 #Solution: Wayflyer’s cash flow magic 🪄 #Result: Pawsome deals and smooth sailing! 🐾🚀 https://lnkd.in/eBfC9QAW Here’s to a tail-waggingly successful Black Friday! #BlackFriday #Petshop #Wayflyer #CashFlowMagic #BusinessGrowth #Partnership

10

🚀 Revolutionising Customer Service: Swapfiets Journey with HubSpot's Service Hub! 🌟 Key highlights:  💥 One week maximum response time - instead of months  💥 Consolidated 5 tools onto HubSpot - streamlining efficiencies  💥 40,000 tickets resolved every month - customer satisfaction 🚀 Improving service 📈 Scaling support 🔒 Driving retention Read all about it! Link in the comments How can HubSpot's Service Hub transform your customer service operations? Contact us to learn more! #CustomerSuccess #HubSpotServiceHub #CXTransformation

34

3 Comments

Continuous improvement is essential to Signable Take a look at our recent changes 🚀

2

Ever found yourself stuck in the scheduling maze, trying to coordinate dock usage without causing a bottleneck? Well, we've just launched a feature that's set to revolutionise your day-to-day: our new Booking Diary, complete with a booking diary feature. This latest update is all about smoothing out those scheduling wrinkles, making it a breeze to plan, allocate resources, and keep everything running like clockwork. The best part? It’s designed to not only increase productivity by reducing bottlenecks but also to boost transparency and clarity for your team and clients alike. With this new functionality, you can: ✔️ Plan and allocate resources with ease. ✔️ Quickly view all bookings and manage timeframes efficiently. ✔️ Enhance communication and transparency within your team and with your clients. We’re stoked to see how this will transform the flow of goods through your warehouse. Check out the demo on our website and get a glimpse of what’s in store! Thinking of ramping up your warehouse’s efficiency with our dock scheduling feature? Let’s chat about your needs and how Clarus can help streamline your operations. #DockScheduling #WarehouseEfficiency #WMS

8

4 Comments

Today (23rd May): 15:00 ● Over 85% of candidates aren’t contacted by their agencies in a year ● Clients hear even less, with over 90% receiving no communication ● Agencies suffer a whopping 60% client churn annually Don’t let stale data hold you back. Explore our data hygiene guide, webinar registration link, and blogs to get ahead this year. Check out our resources here: https://lnkd.in/eExPEZki #DataHygiene #SpringClean Bullhorn

3

“You won’t reach your aspirations, instead you’ll fall to the level of your processes” Never a truer word which is why I’ve set about completely rebuilding the AirPOS Pay sales stack from scratch. I’ve now got: * a completely restructured CRM set up for volumes of payments rather than pounds and pennies, essential if you are working with recurring volume payments * all of my sales and marketing contacts cleaned and in the same CRM allowing me to rapidly segment lists for campaigns informed by the movements of leads and deals in the CRM My next task is automating proposals which I’d hoped to have done by now but as always the process building has been disrupted by trying to manually deal with a bunch of leads and deals! Its obvious we’ll have to, sharp intake of breath, pause sales in order to get ready to deal with greater volumes. I await the pitchforks at the door as I commit this act of business heresy! #sales #saas #automations #process #planning #pivot

7

1 Comment

Monzo, the digital bank, used a viral waiting list to amass 5 million users before launch! Users could invite friends and "bump" each other up the queue, creating a win-win scenario. They did that by doing Pre-Launch Marketing. Pre-launch marketing is a powerful tool to build anticipation and secure early customers. Here's how to get started (It's a bit more complicated than these points, but it's a good start): 1.       Craft a Captivating Landing Page: This is your launchpad! Highlight your offering and capture leads with a clear call to action (think email signups). 2.       Spread the Word: Promote your landing page across social media, paid ads, PR efforts, and even offline events. 3.       Fuel the Hype: Create a sense of urgency with teasers, countdowns, or exclusive early-bird offers. #growthhacking #prelaunch

7

SDRs who deserve to be AEs... ✅ Help coach other SDRs ❌ Are in it for themselves ✅ Hit quota every month ❌ Sometimes smash it ✅ Build amazing internal relationships ❌ Moan about their AE and Manager ✅ Prioritise the team winning ❌ Think they're an individual contributor ✅ Train every single day ❌ Believe they know it all ✅ Compete against themselves ❌ Compete against others in the team ✅ Are genuinely happy when others win ❌ Get bitter when others are successful 99% of success is in WHO you are. And HOW you do things. Embrace being different. Embrace being better. What am I missing? ---- PS. My SDR to AE bootcamp closes tomorrow. 5 seats left; https://lnkd.in/ejFQERRF

161

23 Comments

Please stop renaming outbound It’s the dumbest trend Well done outbound is now called Value based outbound which is now… Trigger led outbound which is has been changed to… Prospect led outbound which, this just in, has been renamed to… Inbound-outbound but slightly midbound with a hint of closebound Good lord Y’all sound like my 2 year old trying to form a sentence It’s outbound, evolving to market demands Relax, you didn’t discover the new way #sales

96

71 Comments

5 ways to improve SDR Opp --> Closed Won conversion... 1. 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘄𝗵𝗲𝗿𝗲 & 𝘄𝗵𝘆 𝗢𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝗶𝗲𝘀 𝗮𝗿𝗲 𝗴𝗲𝘁𝘁𝗶𝗻𝗴 𝘀𝘁𝘂𝗰𝗸 • Review Opps 'age' and 'days since activity' by stage • Review where most Opps are being closed lost • Review Why/Opp outcomes are being closed lost • Review trends in this data by territory, region, team and individual AE 2. 𝗪𝗼𝗿𝗸 𝗼𝗻 𝗶𝗻𝘁𝗲𝗿𝘃𝗲𝗻𝘁𝗶𝗼𝗻𝘀 𝘄𝗶𝘁𝗵 𝗯𝗼𝘁𝗵 𝗹𝗲𝗮𝗱𝗲𝗿𝘀 𝗮𝗻𝗱 𝗿𝗲𝗽𝘀 𝘁𝗼 𝗮𝘃𝗼𝗶𝗱 𝗶𝗻𝗲𝗿𝘁𝗶𝗮 • Take the data from above and start sharing insights • Have SDR and Sales Leaders sit regularly to review 'stuck' opps • Raise 'stuck' opps with reps to provoke action • Automate email triggers to warn reps of 'stuck' or 'ageing' Opps • Add SLAs / Opp management expectations in for reps 3. 𝗥𝗲𝘃𝗶𝗲𝘄 𝘁𝗵𝗲 𝗱𝗮𝘁𝗮 𝗼𝗻 𝗾𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝗰𝗿𝗶𝘁𝗲𝗿𝗶𝗮 𝗮𝗻𝗱 𝗮𝗹𝘁𝗲𝗿 𝘁𝗵𝗲𝗺 𝗶𝗳 𝗻𝗲𝗲𝗱𝗲𝗱 • What's the average number of criteria being fulfilled? • What criteria are associated to the Opps that reach late stage/closed won? • What criteria are having limited baring on Opp outcome? • Consider changes to qualification or making certain criteria mandatory • Decide whether qualification should sit with reps or with leaders 4. 𝗖𝗼𝗻𝘀𝗶𝗱𝗲𝗿 𝗮 𝘀𝗵𝗶𝗳𝘁 𝗶𝗻 𝗰𝗼𝗺𝗽 𝗽𝗹𝗮𝗻 𝘁𝗼 𝗳𝗮𝗰𝗶𝗹𝗶𝘁𝗮𝘁𝗲 𝘁𝗵𝗲 𝗰𝗼𝗿𝗿𝗲𝗰𝘁 𝗯𝗲𝗵𝗮𝘃𝗶𝗼𝘂𝗿𝘀 • Understand that Comp plans are designed to facilitate specific actions • Consider adding a late-stage kicker/extra weighting for SDRs/BDRs 5. 𝗖𝗼𝗻𝘀𝗶𝗱𝗲𝗿 𝗮𝘂𝘁𝗼𝗺𝗮𝘁𝗶𝗻𝗴 𝗖𝗥𝗠/𝗼𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝘄𝗼𝗿𝗸 𝗳𝗼𝗿 𝗼𝗽𝘁𝗶𝗺𝗶𝘀𝗲𝗱 𝗱𝗮𝘁𝗮 𝗮𝗰𝗰𝘂����𝗮𝗰𝘆 • How much of 'stuck' pipeline is actually down to poor rep CRM hygiene? • How much of 'stuck' pipeline is due to poor definitions on opp stages and management? • Look at tools like Clari and Momentum.io to drive accuracy and efficiency 𝗪𝗮𝗻𝘁 𝘁𝗼 𝗶𝗺𝗽𝗿𝗼𝘃𝗲 𝘁𝗵𝗲 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗶𝗼𝗻 𝗿𝗮𝘁𝗲𝘀 𝗼𝗳 𝘆𝗼𝘂𝗿 𝗦𝗗𝗥/𝗕𝗗𝗥 𝗼𝗿𝗴? 𝗚𝗲𝘁 𝗮 𝗙𝗥𝗘𝗘 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗰𝗮𝗹𝗹 𝗵𝗲𝗿𝗲 (𝘝𝘗𝘴, 𝘋𝘪𝘳𝘦𝘤𝘵𝘰𝘳𝘴 + 𝘊-𝘴𝘶𝘪𝘵𝘦 𝘰𝘯𝘭𝘺!): https://lnkd.in/eVgkzkZz

35

6 Comments

So, we have an engaged prospect - They’re in the ICP - They have buying intent - It’s the right timing for them - But they’re the wrong Buyer Persona! What do we do here? 𝗗𝗼𝗻'𝘁 𝗚𝗼 𝗔𝗿𝗼𝘂𝗻𝗱 𝗧𝗵𝗲𝗺 (𝗬𝗲𝘁) In my experience this is a fantastic way to piss of your prospect (AND their boss) while coming across as salesly and losing all credibility. 𝗗𝗼𝗻’𝘁 𝗦𝗲𝗹𝗹 𝗧𝗵𝗲 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 if we try to sell to the wrong persona, more often than not we lose the deal, and any time we’ve invested, if we don’t get to power. This is a fantastic way to work really hard and miss quota. 𝗦𝗲𝗹𝗹 𝗮 𝗣𝗮𝗿𝘁𝗻𝗲𝗿𝘀𝗵𝗶𝗽 𝗜𝗻𝘀𝘁𝗲𝗮𝗱 Instead of selling the product, we sell them on partnering with us to run an evaluation together. Let me walk through how I’ve done this. 𝗛𝗮𝘃𝗲 𝗧𝗵𝗲𝗺 𝗦𝗲𝗹𝗹 𝗧𝗵𝗲𝗶𝗿 𝗪𝗵𝘆 Find out why this is important to them and the impact on them personally of getting this right, of getting it wrong, and of it not happening at all. We need a good reason to ask them to stick their neck out to introduce us to their leadership team. 𝗛𝗮𝘃𝗲 𝗧𝗵𝗲𝗶𝗿 𝗕𝗮𝗰𝗸 There’s often risk for our champion. If this goes south, they may be blamed for it, or even fired. I’ve seen it many times and I can share specific stories of how this goes down and how it could all be avoided by engaging leadership in the right way. 𝗦𝘁𝗮𝘆 𝗜𝗻 𝗧𝗵𝗲 𝗣𝗼𝗰𝗸𝗲𝘁 It’s critical not to skip key steps. To earn trust, we have to add value. They want to see an introductory demo, understand pricing, etc etc. These things are fair. But we can’t go too far without looping in the right people and we need to stay in the pocket until we can. 𝗠𝗮𝗸𝗲 𝗮 𝗣𝗹𝗮𝗻 𝗧𝗼𝗴𝗲𝘁𝗵𝗲𝗿 Once we’ve earned their trust, we can and should ask to build a plan together. This involves bringing the right people, from both sides, in for the right steps. If we build this plan together we stand a better chance they’ll follow through with it. 𝗪𝗮𝗹𝗸 𝗔𝘄𝗮𝘆, 𝗡𝘂𝗿𝘁𝘂𝗿𝗲 𝗮𝗻𝗱 𝗠𝘂𝗹𝘁𝗶-𝗧𝗵𝗿𝗲𝗮𝗱 If we cannot get them on board with this we need to walk away and nurture them until that’s changed. We can share relevant marketing content, events, etc with them to do this. We can also start to share that with others on the team. I’m a big fan of role specific marketing content for this reason. It’s a lot easier to invite a CEO to a CEO dinner than it is to just go around our champion with a cold email pitching a sales meeting. RevOps can really shine here by helping to map this process out and align sales and marketing to do this. What would you add here? 🤔 More on nurturing tomorrow in 📰 𝗧𝗵𝗲 𝗥𝗲𝘃𝗢𝗽𝘀 𝗪𝗲𝗲𝗸𝗹𝘆 📰 Sign up here to get it: https://bit.ly/3xgqF55 ✌️

25

11 Comments

We're well on track to beat our AE self sourced pipeline goal this Quarter 🤩 this is what we've been doing to beat goal: ✅ Structured focus blocks - in previous Quarters, we've been guilty of prioritising qualified pipeline calls over focus hours. We've now got mandatory blocks where AEs lock in to one task - personalised emails, cold calls, nurturing. ✅ Group shark days - our SDR team run pipeline days and often AEs wouldn't be required to get involved. Now we run this as a whole unit with everyone focusing on building pipeline. ✅ Purchasing the right tools - we've previously had a bloated tech stack with tools not focused on driving pipeline. Now we're using Reveal and Champify to find hot accounts/personas, Reachdesk to drive engagement from these accounts and Salesloft to stay structured with our day. ✅ Finding creative ways to drive pipeline - referrals from our CS team and our active deals, leveraging our partners to drive leads (we have an 85% increase in win rate when certain partners have been purchased), going bottom up in orgs that we know use competitors to spark conversations, staying on top of closed lost reasons (timing has been key for us) #saas #sales #startups #prospecting

39

2 Comments

Win rates 7X when 5 or more contacts are engaged in the opportunity vs 1. Here are 3 ways we’re engaging more contacts in every opportunity: ✅ Incentivising SDRs to bring in extra contacts into the meeting.   Spoken about this one a lot but we pay SDRs for every extra contact they bring into the opportunity. SDRs spend time with their AE mapping out the opportunity post-discovery and aligning on key stakeholders to bring in. ✅ Running weekly call afternoons with our AE team Every Thursday our AEs join our SDRs in their call block to compete for who can bring in the most net new conversations. This has been a fantastic way to get our sellers to pause in their week and focus on driving multithreading activities as well as giving SDRs some healthy competition ✅Utilising new tools such as trumpet 🎺 Recently Cognism has started using trumpet. It has been an absolute game-changer. It allows us to email gate ‘pods’ to collect viewer data helping identify new individuals in the decision process, engage directly with those new stakeholders in live chat, and auto-enrich new pod viewers into our CRM. If you haven’t seen trumpet 🎺 already link in the comments below 👇

77

7 Comments

SDR is DEAD 💀 Outbound is DEAD 💀 Cold Outreach is DEAD 💀 Here's my take... 10 years ago there were lots of accounts to cold prospect into who didn't have any SaaS solutions in place. Aka there was LOTS of room for everyone. Companies then hired tonnes of SDRs to hoover them all up as fast as possible. Now we have lots of SDRs fishing is much smaller ponds [because the accounts have all been sold to]. This means SDRs are not doing ''new business'' they are trying to displace existing vendors [in most cases]. Displacement takes A LONG TIME because you have to prove [over time] why you're worth the extra effort to change. The problem is companies want results NOW. They gotta balance short term cash flow with long term strategies... Facts right now are... 1. Outbound is still CHEAP [if done right] 2. Big deals have a GREAT return 3. Organic inbound is SLOW 4. Paid inbound is EXPENSIVE 5. NO well-researched prospect complains about good outreach The solution...PROSPECT-LED OUTBOUND. It balances warm and cold. Here's 3 examples: 1. Prospect visited the website and didn't fill in a form 2. Prospect registered for an event but didn't attend 3. Prospect is new to role There are loads more. The common theme is they ALL fall in the bracket of prospects who have taken some action that could indicate they need some help. Balance your short term [outbound] strategy with a longer term [organic inbound] strategy. Win:win. SDR isn't dead. We just need to get better at it. PS. If you'd like to learn my ''PROSPECT-LED OUTBOUND'' method you can book a free strategy call here [VPs of Sales, SDR Leaders, C-suite only]: https://lnkd.in/gXPrABuy

283

22 Comments

Why should I give our fans and customers a choice of payment methods at checkout? I have reviewed the payment journeys of many sports clubs and venues, and I'm surprised to see how many are still limited to card payments only. If you've not reviewed your checkout experience for a while, I'd recommend bearing a few things in mind when you do! Choice of payment methods at checkout is important for a number of reasons 👇🏼 - Convenience: fans want to pay via their favourite method, whether that's by card, Apple Pay, Google Pay, or Pay by Bank. Offering your fans the most convenient method for them, will feel familiar and give them the best experience. - Fan satisfaction: Providing a flexible and seamless payment experience will delight your fans and increase their loyalty. And in addition: - Increase sales: reducing friction at checkout will increase conversions and reduce abandoned baskets. I'm sure we've all been guilty of getting frustrated with a checkout before and closing the tab! - Security: fans have varying levels of comfort with security (or perception of security) across different payment types. So offering the payment method they feel most comfortable with gives them reassurance over the safety of their transaction. Everyone has their favourite method of paying - so make sure you offer it, and it will do wonders to the experience you're giving them - whilst increasing conversions and reducing abandoned baskets of course!

12

1 Comment

🌍 Expanding into the UK Market? We've Got You Covered! At Phase 2, we specialise in helping companies and founders grow their presence in the UK, whether you're from the UK or abroad. Here's how we make it happen: Educational Content Creation 📚: We develop insightful content that educates your target audience about the problems you solve. Targeted Distribution 🎯: We deliver this content directly to your ideal profiles within the relevant companies. Conversation Nurturing 🌱: We engage with prospects, nurturing conversations until they're ready for a quality meeting. By the time your meetings happen, they're with informed, interested parties, leading to higher conversion rates and lasting business relationships. Ready to elevate your B2B strategy? Let's connect and explore how we can help you thrive in the UK market. #UKMarket #BusinessExpansion #B2BMarketing #TrustBuilding #HighTicketSales #InternationalGrowth

1

We are joining the conversation at Sifted Talks on May 15th to discuss the impact of AI and data for scale up growth. Whether it’s first sale conversion or attracting return customers, data could be the missing link to scaling revenue. With AI throwing some serious shapes across traditional methods of marketing, this conversation will delve into the use of data for retention strategies. Register now!

13

1 Comment