Justin Brandon

SDRs don't work for AEs.... In fact, AEs should work for SDRs. If you're in a position to have an SDR helping you crack meetings you need to point them in the right direction with the right messaging and use cases. SDRs aren't your assistants. They're the tip of the spear. Cole Praver 🙌 #sales

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SDR vs High Performing SDR 3 key differences that will get you promoted 👇 High Performing = Stays consistent & disciplined SDR = Process changes everyday High Performing = Extremely coachable SDR = Tries to do it all alone High Performing = Taking ownership of targets & weekly meetings with AE SDR = Let's AE run meetings & check in on target What are the other key differences that are important? #sales #sdr #bdr #ae

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Such a valuable list of “cheat codes”! Some I wish I learned earlier on in my career, but happy to have learned them at some point and able to act on them!

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Genuine Question - When are B2B reps that are LinkedIn prospecting going to learn that people are not going to read their multiple paragraphs of "value selling?" Who is teaching people to do this? It's nothing like normal human communication. If you are doing this, please stop and remember you are a human being trying to talk to another human being. Start with a question specific to that person's potential goals and go from there. Write the question, stop, breathe, drink some water, and send the question. The sales industry is labeled as fake and manipulative because 80% of the industry are sales robots. Be Human.

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SDRs/ AEs: Prospects owe you nothing before an initial meeting. They're not responsible for you being upset when they no show/ghost. I started taking ownership for all of the outcomes in my life a few years back. It takes what it takes -- and it's up to me and on me. Not where I want to be? I can change it. Not happy with my current state? No ones' fault but mine. Way better to operate through the lens of "it's on me" vs "why me :(" Focusing on what I can control and letting go of what I can't has helped decrease no-shows. End of the day, the prospect owes me nothing. But, I can make it a no brainer for them to join by focusing on what I can control. World keeps spinning if they don't show up - it's going to be ok. Indifference wins. P.S-- this is the exact scenario that makes practicing mindfulness, working on your inner game and building a great life for yourself outside of work critical, especially in sales.

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5 Reasons you should be using Mutual Action Plans in your sales process 1. Qualification 2. Setting Expectations 3. Facilitates Multi-threading 4. Establishing a mutual timeline 5. Improves deal forecast accuracy What did I miss?

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Sales people have some of the most variable comp of any W2 professional. Most comp structures are a 50/50 split, sometimes a 60/40 split (60% base and 40% variable based on performance). So my question for sales professionals - how do you think about your comp? Do you plan around your base income, OTE (on target earnings), or something in between? Since I started selling software almost 5 years ago, my family has decided to live off of my base. This has forced us to live within our means and helps avoid lifestyle creep as my income increases. This means my 401(k), our mortgages, rent, utilities, groceries, automated target contributions, and monthly variable expenses all fit within my base. With commission, I make a plan for the additional cash. Most of my comp plans have had quarterly commission payouts, so by the time the commission hits I have time to make my plan. My rule of thumb is 50% gets invested in my target account, 25% gets allocated to upgrades for our properties, and the remaining amount goes into our checking account as extra spending money. Sales reps, how do you think about your base vs variable comp?

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If you want to get promoted to AE, You need to have AE skills. And, unfortunately, most SDRs don't have them. Why? Because the SDR role and the AE role are very very different. If you just focus on developing your skills as an SDR and expect to get promoted to AE, You're kidding yourself. You'll get better as an SDR (which is table stakes for promotion), But you won't show you're ready for the next step. So how do you develop AE skills? By doing AE work. This means running calls. And it doesn't have to be customer calls right off the bat. Here's a strategy that worked for me: Schedule a mock call with a different person internally every week. There are 3 big advantages of this: 1️⃣ You get experience running calls and then get quick feedback on where you can improve 2️⃣ You get to work with different personalities and get different perspectives on how to best run a call 3️⃣ Word will get around internally that you're working on your AE skills, which will improve your internal personal brand This is how you take control of your own development. There are a lot of competition for these spots, So you need to make your promotion a no-brainer. There's no better way to do that than to do the job before you actually get it. #sdr #bdr #ae #sales #growth

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I agree with all of these - a great TTT (Top Ten Traits). What I also emphasize is to get to back to using the phone and talk to people vs sending multiple (follow up) emails. I would add that top sales managers know when to bring in support when necessary to close a deal and they don't hesitate to ask. (It takes a village.) In discovery they identify the key decision makers (KDMs) across the customer account and find a way to cultivate and build alliances with more than one person to win the first deal and to ensure sustained YOY growth.

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A great checklist for the ones who want to master the AE domain and be on the top of the chart. Among the top 10 skillsets, I especially find ‘Give to Get’ resonating a lot. The greatest AE usually excels in identifying the very core desire from the prospect, and leverage it to maximize the Get. From the same deal, the bigger positive delta they can stretch, the more effectiveness they can accelerate vs. others.

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Attention SDRs and Sales Reps🎙️ If you are not getting enough coaching, use Chat GPT to supplement the lack of support - P.S sorry you aren’t getting support 😥 Paste a transcript of your recorded call or role-play you did with a co-worker into ChatGPT (check with legal if you can do this) Ask ChatGPT to: • Analyze your call based on your call framework or script • Identify areas for improvement by asking Chat GPT (or whatever tool you may use) questions • Suggest alternative phrases to communicate value better Prompts you could use: "What did I do well on this call?” - Start off feeling good "What did I not do well?” "How could I have dug into the pain more? Please provide questions I could have asked?” “Can you give me 3 ways I could have handled the objections?” "Suggest alternative ways I could have gone for the close?” “Did I miss anything in the call that could have helped me go for the close?” A.I. will not replace you; the Reps who learn how to use it to help them improve will. If you are a sales or enablement leader and want to learn more about how you could leverage A.I. to help improve your team. Come to the Allego Sales Success Summit, where Sam Richter CSP, CPAE, will discuss how to use AI to help improve your sales team. https://lnkd.in/eKg3w7w2

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The best "cheat codes" every AE should know: 1. 1:1s with your boss. Approach them strategically. Proactively share format and content. Biggest deals you need support on. Challenges you need help with. Forecast for the month, quarter, etc. Wins. 2. Perception. Performance is your fire. How you're perceived internally (aka your brand) is the water or gas that gets dumped on your fire. Attitude, how you show up, handle change, communicate, matters. Hold yourself to a high bar. Two levels above where you're currently at. 3. Document everything. Take the time to write down your own sales playbook. Every strategy, process and template you have. Store it on your personal computer. The value of this over time is immeasurable. I can't state this enough. 4. Problems are a good thing. Anytime there's a problem that's an opportunity to solve it, improve it, and add value. Some of the biggest opportunities I've gotten in my career came because I dove head first into problems and helped move the business forward. Startups always have problems. Don't be the negative person. 5. Time management. Block Monday mornings every week. Don't go to meetings if they're not worth your time. Most things can be solved async. Make meetings 15 to 20 mins. Sometimes you need a whole week of no meetings to catch up, get organized and do deep work. Don't feel bad for saying no to people. They'll understand. 6. External coaching. Up level by listening to podcasts, taking courses and building an external network. Don't rely on your company for everything. Even if they're doing a great job get the perspectives and strategies of other people for a significant edge. What would you add to this list? - Mike G 👉 Join 5,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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Hey SDRs and SDR Leaders. important update of skills you must have Software Defined Radio Sustainability Disclosure Requirement keep an eye here for more tounge and cheek hints.

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10 Best Tools to streamline SDRs Sales Process. 1. Cognism:   ↳ A sales intelligence platform.  ↳ Offers a globally compliant database for company and contact searches.     2. Salesforce:   ↳ The CRM giant provides a suite of tools that ↳ Analyze sales data.  ↳ Manage the Sales pipeline.  ↳ Track customer interactions. 3. Outreach:   ↳ A sales engagement platform that helps SDRs to   ↳ Automate and prioritize their sales activities.    4. Chili Piper:   ↳An automated scheduling tool that helps SDRs   ↳Book meetings without the back-and-forth emails.    5. LinkedIn Sales Navigator:   ↳ A tool that uses LinkedIn’s vast network to help SDRs   ↳ Find and connect with potential leads.    6. Aircall:   ↳ A cloud-based call center and phone system that integrates with productivity and helpdesk tools.    7. Hunter:   ↳ It helps find verified email addresses quickly.    8. RocketReach:   ↳ Connect with prospects through emails and direct dials.  ↳ Boast a large and accurate database.    9. Snov.io:   ↳ Offers a free email verification tool to help SDRs   ↳ Spend less time finding leads and more on converting them.    10. HubSpot:   ↳ A top-level CRM that ↳ Connects data between teams and departments.  ↳ Offer various hubs for marketing, sales, and operations. Remember, These tools can help SDRs to be more efficient in their roles by  ↳ Providing valuable insights.  ↳ Automating repetitive tasks.  ↳ Facilitating better communication with prospects.  It’s important for SDRs to choose tools that integrate well with their existing tech stack and align with their sales strategies. P.S. Which Tool do you like the most and why? 🔔 Follow Zain Arif for Daily Sales Tips 📌 Book a 30 Minutes Sales Consultation with Munzai Solutions! Link in the Comment below 👇 #Sales #SalesTools #SDRs  

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SDR/BDR leaders: CELEBRATE YOUR TEAM!!! Being an SDR/BDR is often the most thankless and least rewarding job in sales. You make hundreds of calls and personalized emails per week and most go ignored. That's sometimes tough to shake. And it's rare that companies celebrate the SDR when a deal they sourced closes...so you do it! Celebrate them on slack, in team meetings..even here on Linkedin. Some ideas for ways to celebrate them.... -send them coffee (it's $10, you can swing it, they make you money every day!) -call them out on an all hands and help them build their brand (after all, you are their champion and the one mentoring them for their next role) -do early out goals for Fridays (ex: anyone who books 3 outbound meetings can leave 2 hours early, or anyone that makes 75 dials per day can sleep in 30 mins or leave 30 mins early) -take them out for lunch if you're in office -send them company swag -write them a recommendation on Linkedin it doesn't have to be anything huge, or even cost anything, but just knowing someone sees you, and sees the work you are doing and is actively helping you build your brand is HUGE when you are in entry level roles. Praise in public, coach in private. Knowing your leader is your biggest fan is really important in today's uncertain times. And when your SDRs know you're a fan, they will show up and show out for you!!!

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The decision to use ZoomInfo has never been easier. 🚀 But just in case you're still on the fence, hear it straight from the source! Check out the customer testimonials at the link below.

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Engaging the right buyers at the right time is critical to sales success. ZoomInfo Copilot's Target Account Digests alert you when your most promising suspects are showing the right buying signals. 🔔 Get personalized daily digests — delivered via Slack or email — with AI-powered recommendations for next steps. Never miss a sales opportunity with ZoomInfo Copilot: bit.ly/3yxBNes #ZoomInfoCopilot

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