Marie Johansen

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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Outbound is back in vogue. Which is why it's more important than ever that you’re doing the things that generate warm inbound. Everyone is drowning in sales comms at the moment. Calls, InMails, Emails, Whatsapp's. When the market is at it's noisiest, those warm inbound leads, generated through the audience that you and/or your business has built... Are at their most valuable. #RecOS

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VPs Sales, STOP managing your SDRs | Here's why... 👀 Here's the sh*t you should be doing: 💵 Focus on supporting your AE team/s close deals 🧬 Prioritise strategic collaboration with other functions 📊 Review data to set strategic direction 👔 Spend time hiring A-Grade Leaders & AEs 🤝 Give attention to customers to optimise renewals & upsells ⚙️ Implementing & driving adoption of core sales processes Here's the sh*t you either should NOT be doing or worse... MISSING: 🗣️ Coaching the most inexperienced/junior reps in the org 🔁 Hiring & promoting in an ever-changing team dynamic 👥 Providing daily support for people still finding their way as an adult 🧑‍🏫 Teaching the BASICS of how cold-call, email, qualify, etc. 🔬 Study current prospecting trends & ideas 💪 Keeping impatient and hungry young professionals motivated Be honest with yourself... 🧠 Think about where you're burning your calories 🧠 Think about whether you have the time to manage this stakeholder group 🧠 Think about whether your prospecting knowledge is as sharp as it should be 🧠 Think about whether your SDR team is delivering the results you want 🧠 Think about where you are going to have the biggest business impact ⬇️ ⬇️ ⬇️ ⬇️ 👋 Hi I'm Andy, Founder of RevRocket. I specialise in building, optimising and growing your SDR function so you don't have to. Considering getting support for your PipeGen Team? Shoot me a DM ✉️

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One of the biggest challenges I see for RevOps professionals in Europe when looking for a new job! I've spoken to hundreds if not thousands of RevOps pros and this comes up... a lot! So, you're looking for a new job and you're in RevOps? "Great, easy, RevOps is growing in the European market, there's lots of demand for my skillsets" And you'd be right in thinking this. However, there is a big factor you'd need to consider... The companies who are being told they need RevOps without knowing what it is.. 🚩 (Red Flag) Other examples of this: - Doesn't know what RevOps is, full stop - Thinks their Revenue will suddenly double from £10m-20m 😂 - Class room style interview, "tell us about RevOps, why do we need it?" Why is this a red flag to candidates? - Uphill battle internally, possible resistance - Having to heavily educate the company on RevOps and the value it brings - No backing from C-level execs (budgets, conflicts, new tooling) Don't get me wrong, not all businesses will be like this, but it's worth doing your due diligence. Number 1 question to ask the company in interviews: - What is your understanding of Revenue Operations?...

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Account research just got revolutionized with AccountIQ in Sales Navigator👇 Your ability to do deep research on target accounts will make or break your prospecting results. • Your email open & response rates • How well you handle objections on the phone • The business acumen & credibility you demonstrate all depend on the quality of your account research. hashtag #SalesNavigator has always been my favorite sales tool. But now account research got so much easier with AccountIQ. Instead of collecting all the data points yourself Instead of digesting them into a valid Point-Of-View (POV) Account IQ now does all that work for you. It provides you with a smart AI summary of the account: • Business challenges • Strategic priorities • Financial reports What would have previously taken hours, can now be done in seconds. Massive time saver & differentiator for any sales rep. What do you think of this innovation?👇 PS: Learn more about AccountIQ here→ https://lnkd.in/eAiyUW3X

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I've recently finished delivering sales training for some great SDRs, and towards the end of the training, I shared some insights about forming habits and practising, that I feel could be relevant for new SDRs just getting into the sales game.. Research (link in comments) on the forgetting curve shows that within one hour, people forget an average of 50% of the information you presented. Within 24 hours, this increases to 70%, and within a week, a staggering 90% is forgotten. But here's the good news: while forgetting is quick, forming new habits takes time and persistence. On average, it takes more than 2 months—66 days to be exact—for a new behaviour to become automatic. How long it takes can vary widely depending on the behaviour, the person, and the circumstances. Lally's study (link in comments) found it took anywhere from 18 days to 254 days for people to form a new habit. So, if you're aiming to build a new behaviour into your sales life, set your expectations appropriately: it will probably take you anywhere from two to eight months—not just 21 days. And here's something interesting: missing one opportunity to perform the behaviour doesn't materially affect the habit formation process. In other words, it’s okay to mess up now and then. Building better habits is not an all-or-nothing process. How to implement practising and forming habits in Sales? - Practice asking Closed and Open-ended questions with your colleagues, prospects and family! - Practice setting Agendas & Next Steps with your internal/ external meetings - Practice your Discovery Calls – use your SDR team, AE or Manager to book in at least 1-2 roleplays (25mins Slot with 15min for the call/ 10min for the feedback) once a week. - Practice telling Customer Stories – In Team Syncs, Prospect meetings, Virtual events – or record on Vidyard and send it to your colleagues or prospects via email/ inMails Keep pushing forward, and don't be too hard on yourself if you slip up occasionally. Consistency over time is what counts, it's not about being perfect! #SalesTips #HappySelling #HabitFormation #Persistence #Consistency

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You pay your Account Executives, Account Managers, SDRs, Customer Success, Marketing, and RevOps colleagues top dollar to optimise and maximise how they go to market. But they spend 72% of their time (on average), on tasks that are exactly the OPPOSITE of going to market. Sound familiar? Sales Intelligence used to be: 1) A vendor for contact data 2) A vendor for company data 3) A vendor for intent data 4) A vendor for spotting churn/renewal risk 5) A vendor for website tracking 6) A vendor for conversation intelligence Impact: 1) 72% of their time wasted in chasing after 90% of your TAM, that aren't currently even in market. 2) Finding out after notice has been given that your best customers have been shopping elsewhere. 3) 7 different vendors who don't talk to each other, operating in independent silos of inactionable data. Digital phonebooks & manually data mining across multiple vendors means that GTM specialists spend more time researching...not selling. It doesn't have to be that way... Imagine a world where: 1) Every seller can see what they need to personalise their outreach 2) Every seller can truly personalise at scale 3) Every seller can rely on AI to give them the pointers they need to be relevant AND personable 4) Every Account Manager can spot months & weeks in advance that their best customers are looking at other providers 5) Every RevOps person can standardise their data and insights into a consolidated view We're not in the 2021 economic boom, it has never been harder to convert conversations to dollars, especially in a time efficient way. You might be asking, is an alternative possible? Yes - #ZoomInfoCopilot. Launched to the world today after months of value creation & validation with our customers. The future is now, ready?

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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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RANT: Time For School - Intelligent outbound calling puts ANY other B2B sales channel to shame... let's talk facts: https://lnkd.in/d4j7_WAY Want to enable your sales team to effortlessly have 1) Live conversations on-demand in 4.5 mins with ONLY impossible to reach named decision makers at your dream accounts (whether you have their direct dial or not) 2) Get smarter with every call I can get you set up for FREE... 1) To have more conversations in a day than you've likely had in the last month 2) Identify areas of opportunity to levelup your targeting, data, messaging, rep sales craft that you couldn't learn any other way Book in a time to discuss here: https://lnkd.in/dPTGV9qm I'll share my own cold calling metrics for 2024 year to date below... if you want to operate at this level... We can operationalise this in days for your reps to deliver your phone-optimised value proposition to your unqiue target list... #outboundsales #insidesales #sales #coldcalling #salesleadership ConnectAndSell, Inc CRO Connected Pavilion RevGenius GTMfund Modern Sales Pros

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Sales enablement - whose problem is it? I’ve recently read some LinkedIn debates around the importance of Sales Enablement and some questions people are asking include: - Where does sales enablement sit - Sales, Marketing or Growth? - How do enablers stay proactive and not reactive? - What tech stack do enablers need? I won’t pretend to have all the answers and I’m sure each enablement team is slightly different. But one thing I enjoy about my role is that I don’t fit in one box. - I work with all customer-facing teams. - I’m kept on my toes: prepping for the future, learning from the past, keeping our day-to-day on track. - I know we can do great things with or without the latest tech. If you also work in enablement or revenue ops I’d love to hear your thoughts on any or all of the above. #Sales #SalesEnablement #RevOps

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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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Sales Enablement vs. Revenue Enablement What's the difference? Felix Dumitrica explains how Revenue Enablement encompasses all customer facing teams. More and more businesses are recognising that there's no point winning new customers, only to lose them out the back door due to lousy service and purely reactive account management. So Revenue Enablement means also delivering the right training, coaching, content, and tech to Marketing, Customer Success, Account Management, and anyone else with a hand in the buyer experience. With the goal being to maximise *revenue* by *enabling* each team to provide the absolute best experience to the customer. Felix likens it to the Land and Expand approach. Sales Enablement focused on the "Land" while Revenue Enablement also includes the "Expand". Check out my full conversation with Felix Dumitrica on The Bang On Sales Show: ▶ YouTube: https://lnkd.in/g8GDGZNq 🟢 Spotify: https://lnkd.in/eyj29jtv #salesenablement #revenueenablement #sales

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Account Managers and Customer Success specialists, struggling to reach their renewal quotas- you are not alone ❗ Over the past 5 days, I have spoken to over 50 AM's and CS Specialists who have all told me the same thing, their renewals rates are dropping-off rather significantly 📉 Why? ESSER Funding...💵 During the Pandemic, Elementary and Secondary Schools received Emergency Relief funding, created in 2020 by Congress to address the impacts of the COVID-19 pandemic and mitigate learning loss. You may also know it as part of the American Rescue Plan Act (ARP). ⛑ The $13.2 billion ESSER Fund will now expire in September, causing key decision makers at the District level to have to manage spending. A natural side effect of this is not renewing some contracts with providers. 📑 So, moving forward, I want to offer my support to any AM's or CS specialists who are thinking about a new role or would just like to chat in general about the industry! ☎ #EdTech #AccountManager #CustomerSuccess #EdTechSales #Sales #ESSER #K12

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Most sales managers waste their 1:1s. They focus on things like - Current activity metrics - How key deals are going - Current quota attainment - What else is in the pipeline As a result they turn their 1:1s into forecast meetings. Don't be that manager. Give your sales reps some room. - How are they doing? Mentally, emotionally? - Are they on track with their personal & career goals? - What are challenges this week where you can support? - In what areas do they need coaching to get to the next level? The point of 1:1s is to develop talent. Not to talk about day to day business. Repost ♻️ if you think 1:1s shouldn't be forecast meetings. What does your ideal 1:1 meeting look like?👇🏼 PS: Join 70+ members who receive weekly live coaching: https://lnkd.in/gTbPiShP

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I’m dreamy and super bullish about the potential of buyer enablement. Imagine this from a buyer's point of view… You step into a digital sales room, collaborative space or call it however you want (it really doesn’t matter 😃). The room knows you… your challenges, your thoughts, your „dreams“. It’s like walking into a space that’s been crafted just for you. It’s about creating a narrative. The B U Y E R‘s narrative. A story where you as the buyer are the hero. Cmon, how cool is that! I envision it like this: You‘re greeted e.g. with a personalized video that speaks directly to your needs. As you navigate the space, you interact with dynamic content that adapts to your interests (it feels like binge-watching and makes literally fun). You explore for example 3D models of the desired solutions, seeing firsthand how it fits into your narrative. Every touchpoint, every interaction… it’s all about you. You‘re not just watching a (static) presentation. You‘re living your story, seeing yourself as the H E R O. The best thing is, I can tell you that we are not that far away with the technology to create such experiences. Such moments. But… Most sales leaders are still stuck in the old ways. They (still) see digital sales rooms (if they have it on their radar) as static spaces, not realizing their potential to transform the sales and buyer experience into an epic, successful adventure for their buyers. So… OH BOY. Let’s change this. Let’s do this! #buyerenablement #salesenablement #digitalsalesroom #sales

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My 5 top CV tips for Junior/Medior SaaS Sales professionals... 🧡Add a short and semi-specific personal statement. Example: 'SaaS BDR with 2 years of experience open to Junior AE opportunities in a MarTech startup or scaleup' 🧡Add your KPIs (Target/Benchmark VS Attained) Example: 'Booked 35 meetings per quarter (110% Target Attainment)' 🧡Add the tools you use (not only Sales CRM, but any others that are relevant to your work). Example: LinkedIn Sales Navigator or GDPR-compliant prospecting tools. 🧡Use SaaS lingo! Examples: MRR/ARR, MQL/SQL, ROI, Churn, PMF, etc. 🧡Bonus Tip: Include your preferred sales methodology!

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How Emily (laid off in February) secured a Director of Customer Success role in 2 months: Emily is an experienced CSM in the UK. Laid off like many others in 2024. Getting to final rounds, but 0 offers. Unable to close the deal, she was becoming desperate and even considered taking a low-paying retail job. But... Something had to change, so she took a chance on herself. She reached out and we got to work: 1. We rewrote her entire resume to showcase her enterprise CSM experience 2. Created a strategy on targeted applying to roles in London (more $) 3. Collaborated on her presentations to display upselling and stakeholder management 4. Customized our automated apply tool and job boards for her preferences 2 months into working together, she got the offer. -Remote -Working for a great product -Great benefits -Incredible pay She told me about her biggest 3 lessons she took away from this experience 1. Working with an Enterprise CSM and SaaS recruiter gave her true insight into this process. 2. Being able to have someone to lean on throughout her journey was key 3. Having direct feedback for her presentations was critical in landing the job But this was my favourite thing she said to me Why did you choose to work with me?" I asked She said “ I didn’t need someone to tell me things will get better, I needed someone who would give me direct feedback and to push me to success; which you did” P.S If you’re an experienced CSM ready to invest in yourself to land your next role, DM me the word “WORK” and I’ll get you the details. Only taking 5 people in May. (last time I opened up 5 spots they went in 2 weeks, so gotta be quick here)

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Most posts from leaders on LinkedIn these days are all about how cold calls and emails are annoying and no one should be sending them. The same leaders are also moaning about how their sales teams aren’t calling and prospecting enough. Jeez, I wonder why? There’s definitely a lot to be said about poor prospecting practices, but if you keep dunking on other sales teams, rest assured someone is dunking on your team as well. Happy selling! 😄 Image: IG/Overhead_sales

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