AJ Eckstein 🧩

Great insight from our very own Ryan Whitt. If you know the right areas to focus on but struggle to align your incentive compensation plans with the desired outcome, it's time to re-evaluate your approach. If you were part of the 63% in 2023, reach out to Austin Henderson, Patrick Genova, or Ryan Whitt to learn more about how SalesVista can help you reach your 2024 revenue targets!

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Selling is a confidence game. Top sellers sell with conviction. Here are 7 ways to gain confidence in selling. 1. Practice. 2. Role play. 3. Do the reps. 4. Get feedback. 5. Celebrate wins. 6. Learn from losses. 7. Know what you sell. The seller on top of the mountain didn't fall there. Take pride in the work. The hard work will take you to the top. How do you build confidence in your selling?

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Here's a great example of what NOT to do related to a price objection. It's also a great way to train your prospects to *never* pay the initial asking price. 👀 This is a follow-up email after I said, "Not now," to a SaaS product demo. (I said I was very interested.) In our book "When They Say No," we discuss the crucial importance of not rushing to discounting as a strategy for getting a yes. In fact, discounting helps erode trust in salespeople. 🙄 If needed, change the offer, which changes the price. And now, thanks to this email, when I am finally ready, I will pay a lower price. 🤑 (And don't get me started on the question of what I was quoted...) #salestip #whentheysayno #GoforNo

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Here's how we leveraged this platform to generate $1M in pipeline and over 6,000 leads. Here are four steps to get 5-10 qualified sales opportunities every month, presented by our CMO, Andrea Brown. 1. Organic Social 5 Winning Content Pieces: ↳ Customer Testimonials ↳ Carousel Case Studies ↳ Clarifying Industry Misconceptions 2. Networking ↳ 1,000 connection requests per week from 4 profiles ↳ 250+ manual welcome sequences. ↳ Comments to nurture your network 3. Webinars ↳ Drive 4,000 invites from various profiles ↳ Choose a speaker with over 20K followers ↳ Use Phantom to scrape connections and drive traffic 4. Thought Leadership Ads (new!) ↳ Run ads on winning posts ↳ Follow up with the same users via email ↳ Set up email sequences for website visitors & use tools like Fibbler to see target repeated viewers Sounds interesting? Book a call at inboxpirates.com/cal

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Startups, stop guessing your ROI. To make accurate ROI projections for any sales and marketing engagement, you must know your performance ratios. The success of your strategy hinges on understanding and optimizing key sales performance metrics like meeting-to-opportunity rates and opportunity-to-close-won rates. If these metrics are unclear, you are driving with blinders on.  Establish a solid foundation by tracking and improving these metrics. Just as a baseball batter tracks their average, knowing your sales performance metrics is essential for applying ROI to any sales and marketing initiatives. Without this clarity, you're just swinging in the dark. #b2bsales #saleseffectiveness #marketingeffectiveness #salesandmarketing #founders #cofounder #salesdevelopment #salesgrowth #newbusiness #startups #b2b #CEO

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Tuesday’s Take: Both CS and Sales leaders agree: Retention is the #1 priority. But, there’s a problem. 🚧 High retention requires tight alignment between CS and Sales teams, and 87% of CS and Sales leaders told us there’s significant room for improvement in their collaboration. 😮 So what can CS and sales teams do? Here are the top four strategies from Totango + Catalyst Software experts on how to secure greater GTM alignment, increase NRR, and delight customers ⬇️  https://lnkd.in/grj-MPUS #customersuccess #sales #revenuegrowth #leadership #CSOutcomes

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Your prospect’s distinct personality molds each email you craft using First Touch. Why does this matter? Tailoring your pitch to mesh with your prospect’s values means you’re not just reaching out—you’re resonating. It turns a cold email into a warm conversation. Become a Super Rep today with First Touch. firsttouch.ai #FirstTouch #SuperRep #Personality #Outreach

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Steal this SMS strategy to increase your CTR. Most text messages include a single link to a product. I wanted to increase our AOV. What if I sent multiple links based on a customer's budget? Product A: $10 Product B: $30 Product C: $60 Product D: $120 While conversion could have been better, I need to focus on sending the following messages to those who clicked on the links they were interested in purchasing. Always testing, always learning.

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🎙 Top 5 Sales Podcasts for High Performers in 2024! 🚀 Staying ahead in sales means tuning into the best podcasts for actionable insights and latest trends. From "Sales Gravy" to "The Advanced Selling Podcast," these shows equip you for success in the evolving sales landscape. 🎧📈 #SalesPodcasts #SalesSkills #B2BSales 🌍

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The SDR model isn't dead. But it needs to evolve — quick. Here are a few ways the SDR model is evolving: ✅ Hiring industry vets and paying really well I see this in niche, industry-specific solutions. Example: A solution for the largest commercial construction contractors in North America. They hire reps with 5+ years of experience working in that industry. And they do way more than cold calling and cold emailing. These reps attend events and work a tight ABX strategy on large enterprise accounts. And their OTE is $150k+ This isn't a common model (yet) but can work well w/ enterprise ACVs. ✅ Providing deal assistance SDRs help AEs re-engage closed/lost or stalled deals. They work new contacts, old ones, etc. and then loop in the AE. They provide multi-threading support early in sales cycles. This has become a common trend in the last few years. This can work well with experienced SDRs and a great RevOps team to help with workflow. ✅ Super lean SDR teams that rely on AI/tech-stack The SDR team is small and mighty. Reduced headcount in exchange for technology. They use tools like Clay to automate 99% of account selection, list-building, etc. Sounds great in theory, but I've only seen talking heads on LinkedIn talk about this approach. Never seen it in action. And when I ask? No one can show me. I don't believe this is the future for enterprise. Could work for SMB. ✅ Connecting to revenue Most SDR orgs are moving toward measuring SDR success on qualified pipeline and closed/won revenue. Comp. on meetings & demos set should be little to none of SDR's OTE. It incentivizes the wrong outcome. Many orgs are already doing this and you're behind if you aren't. This is a great forcing function. ✅ More enablement This isn't anything new. But a few years ago you could get away with feature dumping and pitching in cold emails and cold calls. That just isn't the case anymore. And it's getting worse. I can't tell you how many companies I work with who don't provide dedicated enablement for SDRs. ⛔️ AE Self-Sourcing: A necessity, but not the new model I'm bullish on AE self-sourcing. The best AEs self-source 30-50% of their opportunities. In many orgs right now, it's the only way you'll beat your quota. But I don't see a future where AEs self-source 100% of their pipeline. It sounds great in theory, but the required culture change is too much. Everyone needs to chip in to win: AE self-sourcing, SDR sourced, marketing sourced. #sales

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"The era of guesswork is over. Advances in technology now allow sales leaders to gain a deeper level of insight into performance —both how to sell more effectively and how to improve the effectiveness of their offers." Matt Dixon, Ted McKenna, and Tom Shepherd write about the 4 Research backed behaviors that boost inbound sales in this blog: https://lnkd.in/dT9p6MU #InnovationInSales #JoltEffect #JoltMethod #customerindecision

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Cut the sales pitch on LinkedIn. Here’s a better way. Switch from selling to helping. Here's how: 1) Create content that solves problems. Address your audience’s real struggles. 2) Find and understand those still seeking answers. Dive deep into their challenges. 3) Directly offer help. Send personalized, actionable advice. No catch. This approach fosters genuine, trust-filled connections. It's not a sales game; it’s about real support. That’s how you turn followers into fans, and customers into advocates. Ditch the sales push. Build trust, add real value. ♻️ Share this message if it resonated with you. I talk about #socialselling #relationshipbuilding #personalbranding

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Tactical or Strategic? New episode of 10/10 GTM dropping tomorrow with VP of Sales at anecdotes, Jon Feldman! In this episode, Ross and Jon discuss: - The importance of positioning - Strategy over tactics - Developing effective leaders to drive execution excellence across sales and CS teams. Follow or subscribe to get alerted when the ep drops! 👇

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"Unlocking Success: Strategies to Avoid Costly Hiring Mistakes”   💡In this episode of the Sales Leadership Awakening podcast, @Colleen Stanley and I discuss the high cost of making a bad hire in sales. We emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables. We also stress the need for a systematic hiring process, including behavioral interviews and assessments. 💡   By following a rigorous and thoughtful approach to hiring, we highlight that sales leaders can avoid costly mistakes and build high-performing teams. “As you said, be ruthlessly rigorous, but also follow a defined process. For those who are not that skilled, having the questions helps. Listening helps, and making notes is integral to a good process.” - Steven Rosen Bad hires can be costly, from financial losses to missed opportunities against competitors. Applying sales principles, such as defining your ideal client, can guide your hiring strategy. Setting clear non-negotiables and evaluating emotional intelligence during interviews is crucial. Stick to a systematic hiring process with fit interviews and assessments to make better decisions, and keep recruiting ongoing to avoid desperate hires. Click through to learn more - https://lnkd.in/giJ6aDBq   Follow Colleen Stanley on LinkedIn - https://lnkd.in/gTspyYDW   Follow Steven Rosen on LinkedIn – https://lnkd.in/g8tW4BQy

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Understanding the difference between B2B and B2C marketing goes beyond the surface-level definitions. Our latest blog post introduces the 80/20/20/80 rule to simplify your approach. Explore how companies like DocuSign and Life is Good have mastered these principles to drive success. Dive into the full article for actionable insights on crafting the right branding and marketing strategy for your business: https://lnkd.in/e2t53T7V - #MarketingStrategy #B2BMarketing #B2CMarketing #thoughleadership #Branding #MarketingTips

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Your Guide to 90-Day Success: The Franchisee's Strategy for Early Wins (Part III) As you transition into franchise ownership, the first 90 days are pivotal. They set the groundwork for long-term success by establishing efficient systems, leveraging your strengths, building your audience, and creating a high-performing team. https://lnkd.in/g-SHp2t2 The first two parts covered establishing a solid foundation and creating efficient systems. In the 3rd and final video in the series, I talk marketing and launch, developing your leadership habits and mindsets, AND the #1 reason every franchisor tells me their successful franchisees win. These steps are critical for winning long-term. For more details and support, click the link in the comments to schedule our conversation. Let's make your franchise journey a success! #94XMovement #Franchising #FranchiseSuccess #Foundation #First90Days #FranchiseLaunch

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