Lauren Smith

Companies are talking about hiring SDRs Candidates are talking about if anyone is hiring. Not many candidates ask the hiring process. We bring you Ishani Shukla once again where she breaks down the SDR hiring process at Zluri. This is typically the same process everywhere. Would anyone share a different hiring process they have been through? #sales #hiring #sdr

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Is this how your sales managers support your reps? Is this how your rev ops relate to your sales team? When data or sales enablement helps nail a deal? If not, there's an opportunity to improve. https://lnkd.in/e3fhGEak #RevOps #RevenueOperations #MarketingOps #SalesOps #SalesManagement #SalesCoach #RolePlay #SalesEnablement #SalesEnablementContent

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Focusing on the weakest link can really boost your sales performance.

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AEs - Ignoring your SDR's growth is costing you thousands in commission. Here's how: For most AEs, their SDR is their number one source of new pipeline. If you want to get ahead and smash your quota, do these five things. They'll take your SDR and pipeline to the next level! 1. 𝐌𝐨𝐜𝐤 𝐂𝐨𝐥𝐝 𝐂𝐚𝐥𝐥 𝐑𝐨𝐥𝐞𝐩𝐥𝐚𝐲𝐬: Practice to increase their batting average. 2. 𝐅𝐞𝐞𝐝𝐛𝐚𝐜𝐤 𝐨𝐧 𝐞𝐦𝐚𝐢𝐥𝐬: Help them improve their messaging. 3. 𝐒𝐡𝐚𝐫𝐞 𝐓𝐨𝐩 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬: Teach them to find the best people to reach out to. 4. 𝐇𝐢𝐠𝐡𝐥𝐢𝐠𝐡𝐭 𝐀𝐜𝐡𝐢𝐞𝐯𝐞𝐦𝐞𝐧𝐭𝐬: Tell senior leaders about their work. 5. 𝐄𝐧𝐜𝐨𝐮𝐫𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Cheer them up after those tough days of cold calling. Do these steps a few times each month. You will watch your commissions skyrocket!

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Sales is changing 🚧 AEs are being asked to do more prospecting. SDR teams are, in some cases, shrinking. Here’s what Ellie Twigger said about how this is altering the job market: “Experience is the biggest concern.” “They want people who have experience in the industry. If they’re hiring for a payment software role, they want you to have payment experience, and so on.” Want to watch the full podcast with Ellie? The links will be in the comments.

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A SALES MANAGER'S BEST FRIEND... Scratchpad's AI Sales Assistant lets reps automatically update MEDDIC and other required Salesforce fields directly from conversations with prospects. No more asking for updates or feeling like you're in the dark on where your reps' deals stand. Easily see call summaries and where critical information is missing in a deal so you can proactively work together to get the close. Learn more at the 🔗👇 #Sales #Revenue #GTM

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Struggling to fill your sales pipeline? Traditional SDR hiring can be expensive and time-consuming. But what if there was a secret weapon to generate leads and boost sales without breaking the bank? Fractional SDRs are the answer! They're experienced sales professionals who work part-time for multiple companies, offering you immediate impact, cost-effectiveness, and scalability. In this blog, we reveal: 1- How fractional SDRs can plug the sales gap for your business 2- The key advantages they offer over traditional SDR hiring 3- How to identify the ideal fractional SDR for your team Plus, a bonus tip for tech founders! FInd Blog Link in Comments Below 👇 #tfbusinesssolutions #salesdevelopment #sdr #fractionalsdr #businessdevelopment #startupfounders

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BDR/SDRs of LinkedIn: in your sales sequence, do you follow up with funny quips? Enterprise Salespeople? Do you use humor to engage a non-responsive prospect? I won't lie. I've almost cut off some potential vendors. Then they hit me with a dose of humor. And I engaged. They got me. Watch this video below to hear more about this and let me know if you're using any of those tactics.

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SDRs are told, “We need more leads.” They don’t. And here’s why… They’re working with outdated (and embarrassing) systems that worked in 2018. Yet, you’re expecting them to drive leads and hit quota. Here’s what SDRs, BDRs, and full-cycle AEs truly need: ↪A modernized process + tools, roadmap, training.  ↪Coaching, support, feedback, constant optimization.  ↪A LinkedIn personal brand, engagement, and regular posting. Modernize the system if you want to drive leads. Because times have changed and it’s a lot harder now. The old biz dev model doesn’t work in 2024 and beyond. So asking for “more leads” is pointless if the system to capture them is outdated and ineffective. Your buyers want the full picture as it relates to THEM, specifically. And they don’t want to feel like just another number. (Cue personalized, creative, humanized outreach) Decision makers are getting blasted with over 121 emails per day. (EmailListVerify) They don’t want any more emails and InMails that marketing wrote. So what’s the easiest way to stand out right now? 𝗪𝗲𝗹𝗹, 𝗰𝗼𝗻𝘀𝗶𝗱𝗲𝗿𝗶𝗻𝗴 𝟴𝟰% 𝗼𝗳 𝗖-𝗹𝗲𝘃𝗲𝗹 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲𝘀 𝘂𝘀𝗲 𝘀𝗼𝗰𝗶𝗮𝗹 𝗺𝗲𝗱𝗶𝗮 𝘄𝗵𝗲𝗻 𝗺𝗮𝗸𝗶𝗻𝗴 𝗽𝘂𝗿𝗰𝗵𝗮𝘀𝗶𝗻𝗴 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻𝘀… (Marketsplash) …the answer is obvious.  LinkedIn is the easiest way to stand out and drive conversations. Yet, most salespeople are primarily using LinkedIn for research purposes only. Which is another reason it’s the best channel to stand out right now. And that’s where Luminetics comes in. We help B2B teams drive revenue through social selling while modernizing their prospecting systems - social, email, and phone. This is all evolving at a rapid clip. And if you don’t get on the wagon now … … Just get on the wagon. Reach out if you want a lift. P.S. This video is on our new Luminetics(dot)io site. Check it out for detailed information on our social selling programs and client results.

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2024 H2 pipeline is alarmingly thin for many sales orgs right now. I had two calls in the past few weeks with entire orgs well below 3x pipeline coverage. And they're getting a lot of resistance from AEs: "This is marketing's job." "This is our BDR's job." "I don't have time for PG, I'm working deals." This won't cut it in 2024 and beyond. SDRs and marketing can't be expected to provide 80%+ of an AE's pipeline. Self-sourcing is a mindset. It either exists in your sales culture or it doesn't. Here's how to build a stronger pipegen culture with your AEs: ✅ 1) Rub shoulders. Front-line managers get in the pit with their AEs every week. Make calls together into tier-1 accounts and their toughest-to-reach prospects. ✅ 2) Weekly get sh*t done sessions (GSDs). My best clients do 1-2 60-minute GSD sessions with their reps. They get on a call for an hour, pick a PG play, then execute together. Bonus: use Orum to run phone sessions together every week as a team. ✅ 3) Arm AEs with the right tools Too often I see a sales org with BDRs using a sales engagement platform, but the AEs have to outbound manual from their inbox. Give AEs the same access to sales engagement tools as you do for your SDRs & BDRs. You have ZERO accountability if you can’t measure outbound activity. ✅ 4) Top-down involvement CRO and VP of Sales should participate in outbound efforts by giving public shout-outs in Slack for reps landing meetings through outbound. They should celebrate effort, share stories, and get the team pumped up. ✅ 5) Data Get best-in-class email and phone data from ZoomInfo. You can’t expect AEs to make dials without access to solid email addresses & mobile numbers. ✅ 6) Enable front-line leaders Too often I see groups of front-line managers who don't know how to outbound. How could you possibly expect an AE to prioritize PG when you don't know how to teach it? Enable front-line leaders on how to incorporate PG into 1on1s, how to develop/coach reps, and how to outbound themselves. ✅ 7) Prioritize low-hanging fruit Teach AEs how to use LinkedIn Sales Nav to stay on top of newly hired execs, job changes, previous clients moving to new accounts, etc. Make it easy to PG. ✅ 8) Manage up or manage out Lastly, if you have reps who don't want to outbound — and they're not hitting target — you have to be willing to part ways. The team that got your org from point A to point B may not be the team that gets you to point C. ~~~ Creating a PG culture with AEs doesn't happen overnight. But hitting your number in 2024 won't be possible without it. Start now. #sales #outbound

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So, you want your AEs to self-source more pipeline...but you've set arbitrary activity targets across your team. 🤔 If you want your reps to be motivated to do more outbound, you first have to get them excited about it and explain the "why." Jason Bay recommends: ⮕ Meeting with reps 1:1 ⮕ Reverse-engineering their numbers ⮕ Making their quotas both tangible and achievable Want more tips for enabling reps to do more outbound? Watch Jason's full Closing Time episode at the 🔗 below. #outbound #prospecting #b2bsales

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Sellers: For those of you who are layering elements of Go-to-Network into your sales process, what are the little tactical things you do daily or even weekly to ensure you're leveraging your network to build pipeline? For example, it could be things like, "I make sure I reach out to at least 3 of my followers per week" or "I set up at least one coffee chat per day" or even things like "I play an occasional game of Call of Duty with prospects to build rapport." 😏 Anyone out there getting creative with it? Even if it's not super creative, still curious to hear from you all :)

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💡Weekly Aviso Sales Tip Alert 💡 As a sales rep, you've likely experienced the frustration of pouring your heart and soul into a deal only to watch it stall or slip away. But what if you knew the secret to avoiding this fate? Aviso's analysis of over 13,000 single-threaded deals from one of our customers reveals a startling truth: single-threaded deals have a direct correlation with low deal engagement, which in turn leads to a significantly lower chance of winning the deal or experiencing slow deal velocity. The Data Doesn't Lie ⭕Over 94% of the sample of single-threaded deals have the lowest Aviso engagement grade of D- which has the lowest (buyer, seller) relationship pair score  ⭕Deals with low engagement grades (C- and below) are 3x more likely to stall or lose momentum ⭕Single-threaded deals with low engagement grades have a 15-25% lower win rate compared to deals with multiple stakeholders and high engagement Why Single-Threaded Deals Fail? Single-threaded deals rely on a single point of contact, making them vulnerable to: ⚠️Lack of buy-in from other stakeholders ⚠️Inadequate understanding of the customer's needs ⚠️Limited visibility into the customer's decision-making process AVISO TIP: BREAK THE CYCLE To avoid the pitfalls of single-threaded deals, focus on: ✅Building relationships with multiple stakeholders ✅Encouraging active engagement and feedback from all parties ✅Developing a deep understanding of the customer's needs and pain points Don't let single-threaded deals hold you back. Take control of your sales pipeline and start driving results today! https://www.aviso.com/

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Let’s get this straight: We’re more than a place for your sales reps to take notes. In reality, we’re the cockpit for your entire sales cycle. We’re talking: 🚀 Pipeline manager 🚀 Meeting notes and documents 🚀 Weekly planner 🚀 Task manager 🚀 Individual deal and account views 🚀 AI deal summarization ☝️ All that auto-syncs to Salesforce and the rest of your team’s tech stack—Slack, Gong, Outreach, LinkedIn, and everywhere else sales reps hang out all day.

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This is more evidence that the role of SDRs are not the same and companies are realizing that this role is just not working, the time has come for SaaS companies to structurally realize their model of mid-market/enterprise sales will never be achieved by their current sales development models. As specially their demand generation marketing models are especially focused on no clear vision on positive business outcomes for their campaigns and do not take their ICP on a journey through what an experienced salesperson could walk them through, but also in conjunction with AI automation. Watch as LOUDBASH launches this summer, we will be working regionally throughout the US, to tackle US SaaS companies that need new leadership. (watch for our Launch video on Friday on ALL Social Media) Imagine no longer paying for subscriptions to enablement solutions like outreach or salesloft that do not produce or create consistent results, and paying for expensive onboarding that people forget how to use. Imagine ONLY paying for a product after it creates new business. not befoe. ZoomInfo Seamless.AI athenahealth #VPMARKETING #DIRECTOROFSALES #SALESDEVELOPMENT #CONSULTANTS #AI #TECH #FOUNDERS #BUSINESDEVELOPMENT

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