Florence Broderick

Here's the stark facts in sales today. - 31% of reps are making quota - Nearly half (44%) of deals slip - Sales cycles are double digits longer, win rates are double digits down - Inbound leads are down - Salesforce recognised the need to increase pipeline coverage to by 50% (from x2 to x3) Most of those we speak to recognise all these challenges. But they are stuck. "Do more with less" is the message. They have cut teams and fought for those remaining. Their organisations are stuck with blind hope and knives sharpening. The only solution they know is to fire and replace. Because the real problems aren't acknowledged. The market has changed and it's harder. But are teams are not more skilled. The same teams, that could achieve in the old world are failing in this one. And the last message anyone wants, is we need to spend some money to solve that. "That's your job isn't it?" cries the leadership to time-starved managers and leaders. Anyone want to guess what's going to happen to sales manager average tenure (already at an all-time low of 18 months)????

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Focus on pipeline generation as your number one priority • Jacob Karp: Without the pipeline you have nothing. → https://buff.ly/3Vwfq1O • Chris Ritson: I met the no.1 SDR in the UK... → https://buff.ly/3X6xn8B • Ben Gobbitt: On track to beat our AE self-sourced pipeline goal this quarter → https://buff.ly/4bLLjZX • Nick Bontrager: I got 3 prospects to respond who were ghosting for MONTHS → https://buff.ly/4bMLc0t • 👋Ashleigh Early: 3 pipeline ideas worth checking out → https://buff.ly/3Xb5fBi • Gavin Kowalski: The ultimate guide as to why prospects buy!  → https://buff.ly/3XfiYXF • Chris Lu: "Pipeline cures all" → https://buff.ly/4bLDELv • Josh Roth: You need more pipeline coverage right now → https://buff.ly/4bK95Wk • Phillip Kousz: Our job remains unchanged: generating, moving, and closing pipeline → https://buff.ly/4bNjRer • Tim McCarrey: 80% of sales take 5–12 contacts. → https://buff.ly/3VtdCqx • Dom Odoguardi: Cold calling doesn't need to be boring so spice things up! → https://buff.ly/3XdPzxe • Morgan J Ingram: Why you need to gamify it. → https://buff.ly/3VwqJYa • Ian Barker 👨‍🍳: Here is how I identify ICP → https://buff.ly/4bL3CPe • Sam Lopez ☁️: A big part of the SDR role is getting really good at asking questions and listening → https://buff.ly/3XaSqGT • Tyler Hickey: Cold calling is a zero-risk activity. → https://buff.ly/4c383Fj • Tom Bertrand 🎁: Selling SaaS is the hardest it's ever been → https://buff.ly/3XdPtpm • Alan Ruchtein: If you're booking 0 meetings through cold emails → https://buff.ly/4bL1Ptf • Stuart Taylor: This email has over a 60% responce rate when prospects have gone silent → https://buff.ly/3yPODor • Benjamin D. How do you create a great 30-second cold call pitch? → https://buff.ly/4bPh9Fg • Troy Munson: Here is every channel I use for prospecting and how I use them → https://buff.ly/3VwfpLi • Nick Cegelski: Get your prospect talking about problems → https://buff.ly/3X7FVw1 • Cipriano Martins: Have a reason for the call → https://buff.ly/3VtLbbT • Kyle Kemp 🎯: Sales calls are the lifeblood of your business → https://buff.ly/4bMLbtr • Charles Muhlbauer: 80% of sales take 5–12 contacts. → https://buff.ly/3VwfpuM • Leslie Venetz: 7 ways you can make cold calling suck less → https://buff.ly/3X5nbgC • Armand Farrokh: "I love my territory and I do not need more accounts" → https://buff.ly/4bTEWEk • Salman Mohiuddin: Pain resonates more than the gain → https://buff.ly/4bNyjmS • Amanda Long ⚡️: Want to personalize emails quickly? → https://buff.ly/4bOAG8L P.S. Join 2,215+ sellers who read my newsletter: https://buff.ly/4cctfZ3 + get direct access to all lists, cheatsheets and templates

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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

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'It's easier to blame BDRs and SDRs just like it's easier to blame marketing!' I had a fantastic conversation with Richard Harris™ on the Rev-Up Podcast where we talked about what people are getting wrong with prospecting. Richard is a sales expert, consultant and recently wrote a book - 'the Seller's Journey'. Connect with Richard, read his book and tune into the episode, link in comments.

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It was a pleasure to be a guest on Jessie Tung and Georg Seiler's thought-provoking Digital Humans Podcast. Our conversation explored various aspects of leadership, personal growth, and what it means to be a "beautiful digital human" in today's rapidly evolving technological landscape. As I prepared for the conversation with them, I took inspiration from poet David Whyte's words, "Beauty is the harvest of presence". True beauty in the digital age stems from our ability to be fully present - with ourselves and with others. This presence allows us to listen deeply, reflect meaningfully, and connect genuinely, even as technology continues to reshape our interactions. I believe being a "beautiful digital human" will involve: 1. Embracing technology while maintaining our core humanity 2. Slowing down amidst the digital noise to foster self-reflection 3. Cultivating authentic connections, both online and offline 4. Leveraging our innate human ability to adapt and create meaningful relationships 5. Approaching our digital interactions with full attention and intention Thank you to Jessie and Georg for hosting such an enriching conversation. I hope you will all enjoy it as much as I did.

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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 👇

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Delighted to partner with trumpet 🎺 🎺🎺 🎺 🎺 led by Nick Telson-Sillett & 🎺 Rory Sadler to bring their digital sales room software to industry sales leaders. When Nick Telson-Sillett showed me trumpet it was clear that if you’re running a £30m sales team with an average deal cycle of 12 months: 👉 you’re winning £ 3.9m more business 🫵. 👉 you’re closing earlier in the year reducing your sales time by 102 days 🫵. Good for Sales club achievement ⛱️, commission 💰, blood pressure 💓 and much more. Drop me a line via Linkedin or giles.reid@partnermgtgroup.com to hear more. How: 👉 trumpet 🎺 is making it easier for buyers to buy and sellers to sell proven with over 8000 users; 👉 Is recognised by G2 as the #1 digital sales room; 👉 Offers an end-to-end solution from outbound, to post demo, to sale, to customer success; 👉 It uncovers all stakeholders for the seller so you can see who is looking at the deal and what precisely they are looking at; 👉 Allows you to collaborate directly within the sales room whether that be comments, voice notes, video notes or quick micro demos. The days of  convincing the buyer to “hop on a call” are gone; 👉 Integrates with market leading technologies including Salesforce; Dynamics; Hubspot; Zoom; Monday and many others. Why: 👉 trumpet 🎺 gets deals done faster reducing sales cycle time by 28% 🏅; 👉 trumpet 🎺 increases the closed won opportunities by 13% 🏅; 👉 Brings an innovative, high-quality technology platform to the sales process; 👉 Is quick and simple to use, even I can use it 🧠; 👉 Stands your sales leaders out from the crowd; 👉 Differentiates you from your competitors throughout the sales cycle trumpet’s digital sales room is made up of Pods, and I’m excited to share some of the Pods I’ve pulled together for innovative sales leaders. Click the link in the comments to see a video about some of the benefits I see of trumpet 🎺 for you as an innovative sales leader 👇👇👇👇👇👇

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What a pod we have for you next week! Meet Partnership and Revenue Leader, CRO at Outbound Funnel, Alexander Shyshko. He moved to Silicon Valley to chase his dreams ...what's happened along the way and the lessons he's learned are well worth hearing. On the pod he talks with Tolu about some core beliefs: ✅ Leadership = "Leadership is not about control but empowering your team to innovate and take ownership." ✅ Collaboration = "In tech, collaboration isn't just a buzzword; it's the engine that drives innovation and market leadership." ✅ Partnerships = "The best partnerships are those where both sides learn and grow together." 🎙️ Release on 27.06 - Will you be tuning in? Tolu Adebekun Tick Talent #WMYT #WhatMakesYouTick #CRO #TechLeaders #CareerStories #Podcast

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Do you own the CRM? 👀 In our latest TLM Podcast episode, Katelyn Young shares how she owns the strategy behind their CRM and how that benefits both marketing and the wider business. Listen to the full ep: https://lnkd.in/ekT_gP_3 #RecruitmentMarketing #MarketingPodcast #Recruitment

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Sales Lessons from Gareth Southgate and England at Euro 2024 ⚽   Anyone in sales or sales enablement knows the feeling. One minute you're celebrating a smashed quota, feeling like you're unstoppable 💪 The next, you're staring at a spreadsheet of missed targets, questioning every sales tactic you ever learned. It's a rollercoaster and sometimes it feels like the freefalls are never ending. 😭   This emotional pendulum swing reminds me a lot of Gareth Southgate and the England team so far at Euro 2024. Remember the heat he took after some shaky performances? The pundits were calling for his head, questioning every decision. Tactics? ❌ Lineup? ❌❌.   Then, Southgate did something bold yesterday. He subbed out his captain, Harry Kane, for a player, Ollie Watkins, that played ZERO minutes in the entire tournament. 😱 😱 A gamble some might say, but a gamble that paid off in spectacular fashion – Watkins bagged the winning goal against the Netherlands!   The lesson here? Even when the pressure's on, and the critics are circling, stay true to your strategy. Just because someone hasn't had their big moment yet doesn't mean they can't be your game-changer. So, the next time you're feeling like you're at the bottom of the sales well, take a deep breath, dust yourself off, and remember: 💠 Believe in your process. You got this far for a reason. Keep refining your approach, and the results will follow. 💠 Don't be afraid to make bold moves. Sometimes, shaking things up can lead to breakthroughs. 💠 There's always an "Ollie Watkins" out there. New ideas and approaches can come from unexpected places. Stay the course, and never lose sight of your self-belief. Let's go!!

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🚀 Hiring Account Executives in new regions isn't easy. 💡 Here's what Andy Baillie would look for if he was recruiting the first AE on the ground in the UK 🇬🇧 🎥 Growing Pains is a new video series where fitness meets software sales! 🎤 I interview some of most successful sales leaders in the tech industry about their career journeys and how they've built high performing sales teams. 👇 Follow the link in the comments to watch Episode One! 🍿

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To all the ambitious London salespeople! Joining the £100k Club is something extremely accessible in sales. When I STARTED out in sales 15 plus years ago I never knew how quickly you could earn over £100k. After spending time with top performing sales people you start to realise it is absolutely possible. However, no one wants to give you the step-by-step pathway to follow to get there. That is why I created the "£100k Club" a magical place to join others who are just as ambitious as you, learning what it takes to reach this milestone. I'm giving away all the secrets on Saturday the 25th of May. We will covering everything from: Unlock the secrets to an unbreakable mindset, a key differentiator in the competitive world of sales. Immerse yourself in sessions that delve into defining your purpose and fostering a high-performance mindset, empowering you to conquer any obstacle in your path. Visualize your goals, set affirmations, and cultivate unwavering confidence, driving you towards your ambitions with unmatched determination. Learn how to leverage the power of LinkedIn, a treasure trove for modern sales professionals, and master the art of prospecting through various channels including cold calling, email, WhatsApp, and more. Refine your sales process, from captivating meetings and engaging demos to persuasive proposals and seamless negotiation, culminating in the exhilarating close of deals. Gain a profound understanding of financial principles, from budgeting and investing to saving, and craft your personalized roadmap to a £100k income, paving the way for financial prosperity. < THERE IS ONLY 25 SEATS AVAILABLE SO GRAB ONE FAST > https://lnkd.in/dfpMWC46

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Today's off to such an energising start. This morning a group of 10 people in varying GTM-related roles (founders, product managers, salespeople and marketers) can together for a Lean Coffee session. We each suggested topics for discussion and then selected and voted on which topics to talk through. The idea exchanging is great. Diving into different people's challenges is a fun way to learn from others. And already I have a better idea of who my local experts are on some topics - people I can reach out to and learn from. We've already pencilled the first thursday of next month as an opportunity to do another one. (DM me if you want in on that) And we're incorporating a few learnings to make that meetup even better: - Collecting ideas for discussion before the meetup. This allows us to do some reflection and maybe even research so that we bring even more value to the discussion - Potentially moving conversations on more quickly so that we can work through more topics. Thanks for hosting us Dominic Schorr and Lessonspace! And thanks to everyone for attending and bringing your best energy first thing in the morning 🌟 🌟 🌟 Kevin Simão Massingue Gaba Tshabalala Bobby Sequeira Kagisho Masae Adrian Bunge Sheldon Bishop Sarah Cluver Gregory Gird

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Loads of salespeople think they have a champion in their deals. But dig deeper, and you'll find they don't. In a coaching session with a sales rep from a large SaaS company, we analysed one of their deals. "Do you have a champion?" "Yeah, a really solid one." "Great. Let's validate this. Did they disclose pain and the impact of not acting?" "Yes, they're 40% short of required lead flow, and if they don't fix it, their next investment round is at risk." "Have they shared information openly?" "Yeah, it's never felt difficult getting them to open up." "Do they follow through on commitments? Keep meetings, respond to your communications?" "By and large, yes." "Do they promote you internally to others?" "Hmmm, well, they still talk pretty positively about the competition. They haven't told us we are their preferred vendor." And that's when we knew they didn't have a champion. You can't have a champion if they aren't championing you. Just because someone shares their problems, is responsive, and seems interested doesn't mean they are flying your flag. I used to think every prospect who took a next step with me was a 'champion.' How wrong I was. Take a look at your deals today. Ask yourself if you REALLY have a champion.

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Gartner just shared that conversations between buyers and sellers have dropped by 55% 🤯 In their report 'Winning Modern B2B Buyers', they attribute this to 75% of buyers preferring to avoid directly interacting with salespeople. Ouch. It's not all doom and gloom though... Buyers are increasingly engaging through digital channels. But the amount of information digitally available is making it difficult for buyers to make purchasing decisions (read the Jolt Effect if you haven't already) This means it's the responsibility of sales leaders to enable sellers to streamline the buying journey, making it easy to process and share the info they're evaluating. There's a reason digital sales rooms are on the rise. Don't be late to the party 😉 🎺

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As head of sales at 3rdwave, I speak to a lot of prospects that are looking to solve problems that are symptoms of a far more pervasive issue. Here's a representative example: One prospect (VP of Supply Chain) I spoke with last week was said that she was having trouble with providing accurate delivery dates to her customers. Her thoughts was that if she could get better track and trace, she would be able to provide better service to her customers. Is this a reasonable position? Yes and no. Yes, it is reasonable because the industry has marketed that track and trace (or visibility) as a solution to this problem. I don't fault anyone for thinking that it should. No, it is NOT reasonable because it doesn't sufficiently solve the problem for most Shippers and BCOs. Knowing where a shipment is (by way of visibility) doesn't, in and of itself, solve the problem. What solves the problem is integrating the track and trace information into your business processes. Value is created by knowing what the plan was for any shipment, and then comparing the actual events (via visibility) to the plan. So, let's breakdown what is required: 🕐 Being able to systematically understand 'Plan'. (For those that aren't familiar with that term, a plan is the organizational expectation for the shipment. The more detailed the plan, the better you can control exceptions. For instance, for ocean shipments you should know that a shipment requires a container, and that that container is ordered from the carrier. You should know that a booking is required and has been confirmed. And so on...) 🕑 Having a system that is capable of understanding 'Product/SKU'. Most BCOs care about when product will be delivered. (It is a small subset of companies that are able to deal at the container-level.) Visibility providers work at the 'Shipment-level'. They track a container and bill of lading. And so someone somewhere is going to need to translate the container message into the impact on the POs and SKUs. That is work. That is time consuming. That is expensive. That is not scalable. 🕒 Systematically understanding freight contracts. Gaining control of freight costs requires a systematic understanding of two things: freight contracts, and freight execution. If you don't have this under control, you won't gain control of your freight spend. (And freight audit companies won't meaningfully help.) So, unless you are willing and able to solve these three challenges, you won't solve any of them simply by contracting with a visibility provider.

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Political change is almost here but what does the future hold for UK startups? No one knows for sure, but startups must be a crucial part of any new government's agenda. Thankfully, Dom Hallas and the team at the Startup Coalition have produced a comprehensive Startup Manifesto to guide our new leaders on what needs to be done. With the UK ranking third globally for VC investment, our AI sector valued at £72bn and our ClimateTech sector worth over £26bn, there’s plenty to suggest we're on the right path. But there's so much more to address – across talent, funding, regulation, and innovation. 📈 So that British startups can remain competitive at the forefront of the global tech revolution. 🌍 Have a read of the full manifesto below and do your bit to promote it, so that whoever is in charge on Friday hears about it too. 📢

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Forecast accuracy is massively important for an AE and if you can crack it consistently you will stand out from your peers 👨🏽 🧍‍♀️ Key to this is really understanding your own psychology 🧠 Undoubtably you have ambition ✅ Certainly an aspiration to high achievement ✅ BUT 🥊 If it’s raining. It’s raining. No amount of ambition or aspiration for sunshine will make the rain stop ☂️ Forecast based on your objective read of reality 📕 Easier said than done ✔️ Something that can help is partnering with another AE on your team and challenging each other 🙏 Because even if your manager is super good - sometimes you can become tone deaf to their constant questioning on deals 🙋🏽‍♀️ A different voice can be beneficial 👍 Seek it out 👀

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