Nick van Eeten

🔥How to repel top saas sales talent🔥 Part 1: ICP A clear Ideal Customer Profile is crucial. An ICP defines your perfect customer. The customers your product solves problems for best. Without a strong ICP? Sales hiring gets way harder. Why? Top salespeople want to win. An unclear ICP means... ❎Chasing bad-fit prospects that won't buy ❎Wasting time on crappy leads ❎Low close rates and commission checks No clarity on who to sell to? Top reps will bail for better opportunities. But with a tight ICP? Salespeople know exactly who to pursue. Pitches improve. Closes get easier. Reps earn more. A solid product with a tight vision and ICP will have a much easier time attracting and retaining talent then a company throwing sh*t against a wall hoping it sticks.

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Finding it difficult and expensive to hire, manage and retain human sales teams? Well once you have your own AI Sales Agent who calls every lead, always has perfect conversations, checks your diary, books all your appointments, never takes holiday or gets tired… those problems will be a thing of the past.. Check out our AI Sales Agent Sophie and get in touch to create your own version today! ..🚀🤩 SalesPerformance

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We're all aware that RevOps is the Swiss Army Knife in SaaS organisations, right?! When I speak with candidates, I find many candidates have different strengths when it comes to RevOps. They may have a strong MarOps background. They might have started their career in Sales Ops but as time went by, hand more exposure to other functions. But ultimately, RevOps candidates are expert in being generalists across the full funnel. In your opinion, what's the core attributes that makes for great RevOps professional?

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💥Boom! Popular Sales Intelligence tools just got outlawed. Here's the inside scoop... We're talking about the likes of Lusha, Zoominfo, Apollo and more. Why? Where? Let's dig in... The Netherlands just pulled the plug on them. And this might be a domino effect across the European countries. Here's the essence of it 👇 The AP, the Dutch Authority for Personal Data, laid out stringent new rules few days ago related to data scraping. I pegged this in my book, Sales Tech, hinting that ethical dilemmas could lead to a ban on such tools. Now, it's a reality in the Netherlands. What this means for you? For B2B companies relying heavily on sales intelligence tools, navigating these tight regulations will be tricky. In a nutshell, sales intelligence tools just got booted out in the Netherlands, and the wave might sweep across Europe soon. While this is fresh and the actual impact is yet to be felt, I'd love to hear from experts in my network who can share their insights on this development. My advice? If you use these tools, alert your compliance officer. It's a necessary step. And for those contemplating investing in these tools, it might be best to hold off for now. But the ultimate question is, where do you stand on this? Are you relieved? Or drowning under the weight of strict regulations? Stay in the game, keep making those sales! P.S. Link to the Dutch publication https://lnkd.in/g2NeQ4tE

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💛 Very proud of the team I usually don't post company updates or milestones. This time is different. Our marketing team around my cofounder Alvaro Rojas has worked feverishly on building a new online presence that accurately reflects our positioning: Helping tech companies build effective sales teams by solving two of their biggest challenges: 1) Efficiently hire the best sales talent 2) Enable their existing team via highly effective, continuous training Meet our two distinct yet intertwined product lines: hyriseRecruiting and hyriseTraining. Check it out 👇

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People Culture Process Not just key for RevOps but also for scaling a company. Janis shared yesterday his experiences from scaling a company from $0-75M in ARR and selling it. Now, he builds Weflow | getweflow.com Here are my key takeaways: 𝗡𝘂𝗿𝘁𝘂𝗿𝗶𝗻𝗴 𝗠𝗶𝗱-𝗟𝗲𝘃𝗲𝗹 𝗧𝗮𝗹𝗲𝗻𝘁. Instead of targeting only highly experienced executives, prioritize hiring mid-level professionals (3-8 years of experience) and providing them with growth opportunities and increased responsibilities. 𝗠𝗮𝗶𝗻𝘁𝗮𝗶𝗻𝗶𝗻𝗴 𝗧𝗿𝗮𝗻𝘀𝗽𝗮𝗿𝗲𝗻𝘁 𝗖𝗼𝗺𝗽𝗲𝗻𝘀𝗮𝘁𝗶𝗼𝗻. Develop a transparent and fair salary structure to ensure employee satisfaction and retention. Avoid making exceptions that can disrupt team morale. 𝗜𝗻𝘃𝗲𝘀𝘁𝗶𝗻𝗴 𝗶𝗻 𝘁𝗵𝗲 𝗛𝗶𝗿𝗶𝗻𝗴 𝗣𝗿𝗼𝗰𝗲𝘀𝘀: Dedicate ample time to the recruitment process, conducting thorough interviews and assessments to ensure you bring in the right talent. 𝗖𝘂𝗹𝘁𝘂𝗿𝗲. Is important but it can also be fluffy. That is why the next point is important. 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗖𝗮𝗱𝗲𝗻𝗰𝗲𝘀. Focus on building excellent operational cadences. They become the manifestation of your culture! 𝗖𝗼𝗻𝘁𝗶𝗻𝘂𝗼𝘂𝘀 𝗜𝗺𝗽𝗿𝗼𝘃𝗲𝗺𝗲𝗻𝘁. Business keeps changing and the key is to learn fast and adapt. “Learn faster than your sales cycle”. 𝗚𝗲𝘁 𝗮 𝗹𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 𝗰𝗼𝗮𝗰𝗵 (𝗲𝗮𝗿𝗹𝘆 𝗼𝗻). Even if it just to have someone to talk to. 𝗛𝗼𝗻𝗲𝘀𝘁𝘆. Be honest and open with those who you work closely with. 𝗛𝘂𝘀𝘁𝗹𝗲. There are no shortcuts. You will be hustling. Thanks, Janis, for sharing your lessons in this truly humble and fun meet-up! See you later today for the your guest lecture at the RevOps Essentials course. Also, hanks to Marc Grewenig and the team at emlen for organising! P.S. Networking events in Berlin hit differently. On two occasions I was invited to a rave. Does not happen in Amsterdam! Or I am at the wrong events 🙃

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Here’s exactly why SDRs Bid Farewell to Their Roles 👇 Ever wondered why talented SDRs choose to seek new opportunities? Here’s a few common reasons: 1. Limited Growth Opportunities: SDRs are HUNGRY for growth, both personally and professionally. 2. Burnout: The hustle of the sales grind can sometimes lead to burnout. Without proper support and work-life balance, it can lead to feeling drained. 3. Disconnect with Company Culture: Company culture plays a significant role in job satisfaction. If there's a misalignment between personal values and organisational ethos, it might be time to part ways. 4. Compensation Concerns: Money talks. If compensation packages don't match the effort and results SDRs put in, they may be tempted to explore other options. 5. New Challenges: SDRs thrive on challenges and crave opportunities to learn and grow. When roles become monotonous or lack variety, they might look to move. If any of these reasons sound familiar you should check out @Timberseed for our latest opportunities! 💡 #SDR #Sales #EmployeeRetention #CareerGrowth

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How to use SalesNav with HubSpot efficiently for the ultimate ABM setup 🤓 Wouter Dieleman, Sjors de Kleijn & I will show you how to do it from A to Z 🗓️ Live on June 18th ABM can get complex, especially on the technical side. That's why laying a steady foundation and setting up the right tools is crucial. Whether you're in sales or marketing, this deep dive will not disappoint 😉 We'll also share all the materials straight after, so you can go ahead and implement what you've learned right away! Join us here: https://lnkd.in/eai4Gp6p Selling good vibes 🤙🏼

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Want to make your CRM more valuable for the sales team? Automate sales admin tasks for them as much as possible. This will result in two ways. 1. You remove a lot of daunting and non-selling tasks from their daily routine (if that even exists 😂) 2. Bring all the relevant information into one place so salespeople are more efficient with their sales process. A few things to start with with - sync the relevant emails and calendar invites into the CRM automatically - fill out missing information at the contact and company level - keep contacts up to date - job title, company, location I promise every sales rep on the team will be thankful for this. I'm amazed by how many companies struggle with this at different levels. Don't rely on reps to manually add data to the CRM. #revops #CRM #hubspot

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𝐇𝐚𝐫𝐧𝐞𝐬𝐬𝐢𝐧𝐠 𝐭𝐡𝐞 𝐏𝐨𝐰𝐞𝐫 𝐨𝐟 𝐒𝐚𝐥𝐞𝐬𝐟𝐨𝐫𝐜𝐞 𝐀𝐧𝐚𝐥𝐲𝐭𝐢𝐜𝐬 𝐟𝐨𝐫 𝐚 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐄-𝐂𝐨𝐦𝐦𝐞𝐫𝐜𝐞 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐲 In the fast-paced world of e-commerce, the ability to make informed, data-driven decisions can be the difference between success and stagnation. As a recruiter specializing in Salesforce talent, I’ve seen firsthand how leveraging Salesforce Analytics can transform an e-commerce strategy, driving growth and enhancing customer experiences. Salesforce Analytics offers unparalleled capabilities for capturing, analyzing, and utilizing data to inform business decisions. Here’s how it can be a game-changer for your e-commerce strategy: 1️⃣ Personalized Customer Experiences: By analyzing customer data, Salesforce can help e-commerce businesses understand customer behavior, preferences, and purchasing patterns. This enables the creation of highly personalized shopping experiences that increase customer satisfaction and loyalty. 2️⃣ Enhanced Marketing Campaigns: Salesforce Analytics allows for detailed tracking and analysis of marketing campaigns. Businesses can identify which strategies are working, adjust in real-time, and allocate resources more effectively to maximize ROI. 3️⃣ Optimized Inventory Management: Accurate demand forecasting through data analysis ensures that inventory levels are optimized, reducing the risk of overstocking or stockouts. This leads to better supply chain management and cost savings. 4️⃣ Sales Performance Insights: Sales teams can use analytics to track performance metrics, identify trends, and make data-driven decisions that improve sales strategies and outcomes. This includes understanding which products are performing well and why. 5️⃣ Streamlined Operations: By leveraging analytics, e-commerce businesses can identify bottlenecks in their operations and streamline processes to improve efficiency. This can range from order fulfillment to customer service. Salesforce Analytics offers a robust platform for transforming raw data into actionable insights, driving e-commerce success through informed decision-making. If you’re looking to leverage Salesforce Analytics to enhance your e-commerce strategy or seeking top Salesforce talent to support your data-driven initiatives, let’s connect. Together, we can unlock the full potential of your data and drive your business forward. #SalesforceAnalytics #ECommerceStrategy #DataDrivenDecisions #JamesHickey

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Many SaaS companies underestimate the power of a strong Sales Development Rep team (SDR). Yet, I've seen how skilled SDRs dramatically improve lead qualification and conversion rates. Here's why: Focused Prospecting: SDRs laser-target ideal customers, saving senior sales reps time. Personalised Outreach: They build initial rapport, warming leads for deeper engagement. Pipeline Management: SDRs ensure smooth handoffs, increasing sales efficiency. Any sales leaders agree or have a different experience? I'd love to hear your insights. #SaaSgrowth #SalesTeams #HiringAdvice #SaaSJobs

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From the stage at Pavilion GTM EMEA event. The state of B2B Sales this year looks even worse than last year. Less than a third of reps making quota. Close to half of all deals slipping. Win rates through the floor. Can Sales Leaders change the economy and interest rates? Nope Can Sales Leaders change the competitive landscape? Nope Can Sales Leaders double down on helping their sellers acquire new skills so the below metrics move in a different direction? Of course. Pull the levers you CAN control.

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SaaS sales in 2024 is dead in the water.. Gone. Done. Give up now.. 🙇‍♂️ I'm actually really disappointing as I'd just learnt '10 things about B2B sales by buying a dog'.. 🙈 Email is dead.. 🙉 Cold calling is dead.. 🙊 LinkedIn outreach is dead.. No one has any problems that need to be solved.. it's over.. give up.. go home.. Luckily you can like and comment on an influencer's post spewing this nonsense with 'GTM24' and gain access to their 10 step 'bulletproof template' that solves **insert any of the above** 🤦‍♂️ All a bit grim ey? Almost like sales was the only static job out there. No opportunity to evolve, pivot, and change.. Take a deep breath and consider if the channels are dead, or if the way in which you engage in outreach needs a tune up.. 🤔 If you're using a single channel in outreach.. 🤔 If your focus is on your offering and quota, not the prospect.. 🤔 If you're leaning too heavily on AI to make you appear 'human'.. 🤔 If personalisation, relevance, and pain is an optional 'nice to have'.. Channels aren't dead. Problems haven't gone away. You have the ability to adapt and pivot. 👉 Go into that next call with nothing more than curiosity 👉 Look at your current practices and reintroduce a bit of 'human' 👉 Spend an extra 5mins researching your prospect or refining that email 👉 Follow a prospect on LI not to sell but to educate yourself to their world Struggling to sell in 2024? Like and comment with 'I AM DED 😂 ' to receive - nothing.. literally nothing..

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"Should my company still do outbound with SDRs?" Here is the first question I would ask you: ⬇ What is your deal size? All the noise on LinkedIn about outbound being dead... It is just that outbound is not profitable the way VC backed SaaS companies do it. If your deal size is 2,5k, 5k, 10k etc. PLEASE, PLEASE, PLEASE do the maths. In what year would you make a return of investment? (considering life-time-value) (given real, current conversions) Most companies have not done the maths until recently. Why? Because it was like the wild west. Growth at all cost. We pump in as much money as we want - to grow. These times are over. Jason Lemkin (famous software investor) has said this 5-10 years ago: If you are below 20k deal value, then don't do outbound. And if you are below 20k deal value, do everything you can to get up to 20k deal value. 🤣 Mind you, considering inflation too, I would rather make sure to get to more than 20k on average. The thing is, the way how most SaaS companies approached outbound was never rational. There were no efficiency or profitability calculations behind it. It was crazy 5 years ago and it is still crazy now. By the way, this is also why the quality of outbound has been so low...

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Many sales teams struggle with it... low closing rates. Studies have shown why this is often the case: you should NEVER sell the product... but the VALUE!!! The positive side effect of this little change? Your deal cycle shortens and your closing rates will increase. Successful sales leaders rely on "Value Selling". They use the so-called Value Framework for this and thus help their team sell more efficiently... by getting everyone in the sales team on the same page. Today we'll show you how to create and apply this Value Framework for your team. #valueselling #valueframework #sales https://hubs.li/Q02tTGSc0

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Sales is hard. A lot of us in Sales however sometimes focus too much on new pipeline and forget about existing pipeline after 1-2 touches (usually). Huge mistake. The real gains are in the proper follow ups with value. So don't forget to go back to that prospect. Send that 1 extra email with something of value to the prospect. Make that phone call. Not tomorrow. Not after breakfast. But Now!! (paraphrasing the last line from one of the greatest movies of all times "Shawshank Redemption). #sales #b2b

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instead of hyper personalizing messages to you ICP why not just propose what your selling if the offer is right the leads will respond. stop with the pitch slap BS unless your selling the same product/service at the same price as 000's of others. personalization is not going to win you customers, especially with price sensitive consumers in this economy.

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