Paul Chute

SPIN Selling/Challenger/Consultative selling/Solution Selling/Sandler/meddpicc/BANT/Gap Selling etc. They all essentially say the same thing with a few adjustments for deal size/cycle times etc. In my opinion all of these and sales in general comes down to: Saying the right thing at the right time in the right way and most importantly to the right person. The Right thing  The Right time  The Right Way  The Right Person Call it the 4 r’s. (copyright pending) Not selling a course….yet. Thoughts? P.S. "Saying the right thing" means asking a question.

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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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So, we have an engaged prospect - They’re in the ICP - They have buying intent - It’s the right timing for them - But they’re the wrong Buyer Persona! What do we do here? 𝗗𝗼𝗻'𝘁 𝗚𝗼 𝗔𝗿𝗼𝘂𝗻𝗱 𝗧𝗵𝗲𝗺 (𝗬𝗲𝘁) In my experience this is a fantastic way to piss of your prospect (AND their boss) while coming across as salesly and losing all credibility. 𝗗𝗼𝗻’𝘁 𝗦𝗲𝗹𝗹 𝗧𝗵𝗲 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 if we try to sell to the wrong persona, more often than not we lose the deal, and any time we’ve invested, if we don’t get to power. This is a fantastic way to work really hard and miss quota. 𝗦𝗲𝗹𝗹 𝗮 𝗣𝗮𝗿𝘁𝗻𝗲𝗿𝘀𝗵𝗶𝗽 𝗜𝗻𝘀𝘁𝗲𝗮𝗱 Instead of selling the product, we sell them on partnering with us to run an evaluation together. Let me walk through how I’ve done this. 𝗛𝗮𝘃𝗲 𝗧𝗵𝗲𝗺 𝗦𝗲𝗹𝗹 𝗧𝗵𝗲𝗶𝗿 𝗪𝗵𝘆 Find out why this is important to them and the impact on them personally of getting this right, of getting it wrong, and of it not happening at all. We need a good reason to ask them to stick their neck out to introduce us to their leadership team. 𝗛𝗮𝘃𝗲 𝗧𝗵𝗲𝗶𝗿 𝗕𝗮𝗰𝗸 There’s often risk for our champion. If this goes south, they may be blamed for it, or even fired. I’ve seen it many times and I can share specific stories of how this goes down and how it could all be avoided by engaging leadership in the right way. 𝗦𝘁𝗮𝘆 𝗜𝗻 𝗧𝗵𝗲 𝗣𝗼𝗰𝗸𝗲𝘁 It’s critical not to skip key steps. To earn trust, we have to add value. They want to see an introductory demo, understand pricing, etc etc. These things are fair. But we can’t go too far without looping in the right people and we need to stay in the pocket until we can. 𝗠𝗮𝗸𝗲 𝗮 𝗣𝗹𝗮𝗻 𝗧𝗼𝗴𝗲𝘁𝗵𝗲𝗿 Once we’ve earned their trust, we can and should ask to build a plan together. This involves bringing the right people, from both sides, in for the right steps. If we build this plan together we stand a better chance they’ll follow through with it. 𝗪𝗮𝗹𝗸 𝗔𝘄𝗮𝘆, 𝗡𝘂𝗿𝘁𝘂𝗿𝗲 𝗮𝗻𝗱 𝗠𝘂𝗹𝘁𝗶-𝗧𝗵𝗿𝗲𝗮𝗱 If we cannot get them on board with this we need to walk away and nurture them until that’s changed. We can share relevant marketing content, events, etc with them to do this. We can also start to share that with others on the team. I’m a big fan of role specific marketing content for this reason. It’s a lot easier to invite a CEO to a CEO dinner than it is to just go around our champion with a cold email pitching a sales meeting. RevOps can really shine here by helping to map this process out and align sales and marketing to do this. What would you add here? 🤔 More on nurturing tomorrow in 📰 𝗧𝗵𝗲 𝗥𝗲𝘃𝗢𝗽𝘀 𝗪𝗲𝗲𝗸𝗹𝘆 📰 Sign up here to get it: https://bit.ly/3xgqF55 ✌️

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Please stop renaming outbound It’s the dumbest trend Well done outbound is now called Value based outbound which is now… Trigger led outbound which is has been changed to… Prospect led outbound which, this just in, has been renamed to… Inbound-outbound but slightly midbound with a hint of closebound Good lord Y’all sound like my 2 year old trying to form a sentence It’s outbound, evolving to market demands Relax, you didn’t discover the new way #sales

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When it comes to SDR-ing, even the best have bad days 👇 I’ve followed Sara Plowman at Pareto🥤 on TikTok for a while now and have loved her real takes on prospecting and outreaching which is why I knew I had to dial in to hear both her and Morgan J Ingram give away all their tips and tricks in their most recent ‘Cold Calling Live’. It was great to hear how the experts get through to the right people, use different opening lines to keep prospects on their toes and motivate their teams. Some of my key takeaways include: – Don’t be afraid to double dial and leave voicemails – Make light of the losses. Even the best SDRs and seasoned execs have bad calls, and you need to be able to find the humour in the mistakes so you can learn from them – CLOSE. After 30 voicemails you’re just grateful to get through to someone who’ll listen to your pitch. But don’t fall into the trap of asking all your questions on this first call. Close the call and get that meeting booked! – To get you and your team ready for your cold call time blocks you need a hype song! Mine would have to be: ‘Hey Look Ma, I Made It’ by Panic! At The Disco.'🕺 When I was an SDR cold calling was definitely my biggest challenge but with a little practice, being unafraid to try new angles and keep experimenting you'll get there! If you can cold call, you can do anything! 🚀 #coldcalling #salestips

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Here’s a word of warning.. Hope screws up your pipeline. A misconception is that every prospect you engage with is capable of buying from you. Usually it plays out like this. Your sales rep approaches a prospect and asks a couple of surface level ‘what’s your current process like’ questions followed by a brief pitch how your product can make their lives easier. The prospect says, ‘It was good speaking, this could potentially be of interest.’ Hearing this means the CRM is updated and 4 follow ups are scheduled. 6 of these and suddenly your pipeline is looking good and the future's looking bright. Someone will hopefully buy soon. The personalised ‘just following up’ messages go out over the next few weeks rather than finding more people to stick in the pipeline. ……. And then crickets…… No response. It usually happens because your team didn’t ask tough and challenging questions out of fear of being told no. Them saying ‘this could be of interest’ 99 times out of 100 is usually a polite way of telling your seller to go away. The questions that would have got to the truth and may have actually disqualified them. Hope screws you up. Detach from hope. Find people who have genuine problems and motivations to fix them. No motivation then disqualify. Are you a business owner who wants more predictability and less hope? DM Me. I might be able to help.

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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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Who is hiring salespeople right now? This post will reach 50,000 + salespeople across the UK and EMEA. After being on the market myself briefly... I've felt an uptick in hiring activity. However, its not always easy to get your brand out there with all the competition for talent. This one way is easy and free! Just follow the steps below: 1. Post a link to your role/roles in the comments 2. Share and like this post 3. Get your team to comment under the role you posted Easy, Peazy Lemon squeezy! Go Go Go!

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Some great advice here for those in the Biz Dev world! Let's go!!!

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No one should be ashamed of working in sales You rank pretty high compared to others Did you know... Average UK SDR Salary: £35,412 → UK - Top 26% → Global - Top 12% Average UK SDR OTE: £45,309 → UK - Top 20% → Global - Top 10% Average UK AE Salary: £55,000 → UK - Top 15% → Global - Top 8% Average UK AE OTE: £75,000 → UK - Top 10% → Global - Top 5% Sources: UK Talent, Jobted, PayScale, UK Tax Calculators Is it comfortable on your high horse? 🐴 Let me know in the comments #sdr #ae

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Top tips for getting replies... 1️⃣ Read your message out loud. If it sounds jargony, sales-y & not super engaging then try again. We're all guilty of adopting the same "sales-y" language & format but if you wouldn't speak like that normally then don't over email. 2️⃣ Send it to yourself Send the email to yourself & preview it on your laptop & phone. If the preview or first sentence isn't capturing your attention then condense it & try again. *Tip Claude.ai & ChatGPT are good at reducing jargon & characters. 3️⃣ Make your subject boring Might sound silly but most subject lines sound really sales-y or marekting-y. Remove jargon words & try & make it sound like an internal email. e.g. article, post you wrote, interview talks Our prospects inbox's are slammed which makes standing out harder, but not impossible. What would you add as number 4?

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The SDR function is a silly invention. Throwing 10s of thousands in sales enablement tools at graduates who are figuring out what they REALLY want to do with their lives. Targeting them on volume rather than quality. Offering no repeatable processes or training. THEN Putting the pressure on so much they leave or firing them without first looking in the mirror at why it hasn’t worked. Silly. Very silly.

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Absolutely buzzing….. first Amazon review is in! My new book “How to build Sales Confidence “ Grab a copy here > https://amzn.to/4bHot5r Is here covering: Mindset Wellbeing Performance Transform your sales success now! Awesome to hear the experience of James Farge : “James Ski has nailed this book. Regardless if you are a seasoned selling professional, or a grad starting their career this book is for you. Utilising the core pillars of sales confidence, James guides you through a methodology that will ensure you have a “best practice” for success. I couldn’t put the book down and have decided that the groundwork within its pages will form the basis of my new sales team onboarding moving forward.” Grab a copy here > https://amzn.to/4bHot5r

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Who’s hiring in sales right now?! 🚨 It’s Friday… Let’s share some open roles! 👏 Salesloft are hiring AEs in both the US 🇺🇸 and the UK 🇬🇧 👀 👨‍💻 Tom Davies 📝 If you’re also hiring… I want to hear from you! 📢📢 It’s an open role roll call!! 📢📢 Post your company and the open role you have in the comments section. 👊 I’ve got a 50k+ audience and your next candidate might just be in there! You never know who might see it! 😉 Let’s go! 👇 #hiring #sales #openrole

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Tech SDRs - you have a bloody tough gig in comparison to commercial hires in other industries... Here's why... 🏦 Investment Banks - no entry-level hire is expected to create new relationships. 🏗️ Real Estate - Directors/Partners win the lion's share of new projects with no new business expectation placed on anyone with less than 2 years experience. 💸 Asset Managers - your portfolio is handed to you post-probation and you're allowed the time/opportunity to build your reputation and win business. 👨‍⚖️ Law - Partners win most of the business and hand clients to the wider team. 👨‍👩‍👧‍👦 Recruitment - Junior hires ramp by speaking with candidates until they prove themselves competent to manage their first client which would have been won by a senior colleague. But then... 🤖 TECH - SDRS ARE EXPECTED TO BOOK MEETINGS FROM MONTH 2! You learn to do the hard bit first in tech. Next time you look at your pals in other fields - remind yourself of the above. #SDR #BDR #TechSales #Sales #Recruitment

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So many SDRs are struggling with hit rate today, and people keep talking about #Coldcalling is dead etc… Have heard this since 2017…. It’s such crap. 😂 So with the soft launch of our first courses on skills - the platform where you grow both soft and hard skills (because we are people after all) I am so excited to give you SDRs 2 amazing courses only for you, to start. 👇🏻 Much more to come!! 🥰🥰 Mine - SDR Basics 101 - is for SDRs who wants to learn so much more about the mind of your prospects. In my course, you will learn how to get into the right mindset of an amazing SDR/BDR! You will understand basics and deep dive into buyer personas, ideal customer profiles and how to understand the minds of the people you are cold calling. In Henry Clayton course - Become a Cold calling pro 🥇🥇 - he will literally train you on exactly how to do those phone calls like an expert! And guys, I have edited his entire course. It’s freaking amazing. Like, I have high standards after 20 years of sales. And this is good. Being able to provide this type of training AND TONS OF OTHER COURSES for ONLY 19.90 USD / month is a dream come true. And more sales training will come! Go sign up today! 🤟🏻🤟🏻🤓

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SWAT teams rather than armies. Hearing this phrase from lots of sales teams recently. And there is lots of logic - to a smaller highly trained (and coached ;-) elite team rather than a larger team, whether SDR’s or quota carriers. Here’s the drivers… - Sales Efficiency, the obvious one. Growth at all costs is gone, presumably forever. Cost of acquisition and sustainable growth are now key. - Raise The Bar, a smaller elite and well coached (couldn’t resist this time) team removes the weakest performers, the time and resources spent trying to pull them up and raises the bar for everyone on the team. - Bottom Up Economics, teams resourced based on on actual pipeline not multiplying quotas by team size. Quota carriers, even if good prospectors, can’t and arguably shouldn’t create all their own pipeline. If you don’t have the pipeline from SDR’s and inbounds, the team is bloated. - Elite is easier , With a smaller well chosen/recruited team, it’s more realistic with time and resource to help make them elite. And with an elite team, everything is easier. - Cheaper, it’s not just sales efficiency. It’s cost and budgets. They are smaller and what is possible or affordable has changed. What are you doing to create your SWAT teams?

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Some thoughts on learnings from the recent episodes of the Sales Is King podcast: 🔑Buyers are open for business BUT NOT interested in uninformed generic nonsense from lazy sellers. 🔑Selling is frickin hard these days so don’t think the old game plan will work. Pipeline requirements are now 6x quota - let’s face it. Identifying every potential player on the decision committee and build a bridge to each of them is a must. 🔑Buyers have it just as bad. Harder than ever to build consensus. A lot of first timers out there getting chewed up by procurement teams that are sometimes disconnected from the actual needs of the business. A lot of choices. 🔑It’s harder to also renew customers. Subscription fatigue exists. And with every challenge comes opportunity: 🎖️Those who sell with value win almost twice as often as those who don’t. 🎖️AI is making sellers more efficient, better prepared and improving their ability to personalize conversations with buyers. 🎖️Marketing is alive and well IFF if reinvents itself and creates brand experiences people will remember and care about. 🎖️The art of the pivot is your most important weapon. 🎖️The TikTok-fication of social media is underway. 🎖️Startups are poised to eat the lunch of the established players. Follow me for more. Agree? ♻️ Repost to share.

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🛑 Promises broken. Another Sales VP was made redundant, less than one year on the job. Many of you have been blindside with an unexpected redundancy, despite the immense investment of time, burden of pressure and constant sense of pipeline anxiety that comes with the job. >> 𝘏𝘦𝘳𝘦 𝘪𝘴 𝘸𝘩𝘢𝘵 𝘊𝘙𝘖'𝘴 𝘢𝘳𝘦 𝘥𝘦𝘮𝘢𝘯𝘥𝘪𝘯𝘨: 1. 𝐐𝐮𝐨𝐭𝐚 𝐚𝐜𝐡𝐢𝐞𝐯𝐞𝐦𝐞𝐧𝐭: Your ability to achieve quota is the binary measure of your success (and future stability) 2. 𝐏𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐝𝐞𝐯𝐞𝐥𝐨𝐩𝐦𝐞𝐧𝐭: Your pipeline and activity is scrutinised heavily (ignoring the lack of investment as well as market conditions) 3. 𝐇𝐢𝐫𝐞 𝐒𝐮𝐩𝐞𝐫𝐬𝐭𝐚𝐫𝐬: Hire the best talent, while being restricted to Internal Talent based overseas (who don't have relationships with top performers with knowledge of their territory, achievement, motivators and timing for a move) >> 𝘏𝘦𝘳𝘦 𝘪𝘴 𝘸𝘩𝘢𝘵 𝘊𝘙𝘖'𝘴 𝘯𝘦𝘦𝘥 𝘵𝘰 𝘱𝘳𝘰𝘷𝘪𝘥𝘦: 1. 𝐑𝐞𝐚𝐥𝐢𝐬𝐭𝐢𝐜 𝐪𝐮𝐨𝐭𝐚𝐬: Achievable quotas, reflecting market conditions and company maturity in region (rather than aspiration) 2. 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐈𝐧𝐯𝐞𝐬𝐭𝐦𝐞𝐧𝐭: Adequate support from marketing to generate leads and create opportunities for your sales team (rather than just dialling for dollars) 3. 𝐒𝐮𝐩𝐩𝐨𝐫𝐭𝐢𝐯𝐞 𝐋𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩: Leaders who provide the resources, support and recognition of milestones (rather than just demanding results and creating pipeline anxiety) >> 𝘏𝘦𝘳𝘦'𝘴 𝘸𝘩𝘢𝘵 𝘚𝘢𝘭𝘦𝘴 𝘝𝘗𝘴 𝘯𝘦𝘦𝘥 𝘵𝘰 𝘥𝘰 (𝘪𝘯 𝘵𝘩𝘦 𝘫𝘰𝘣 𝘖𝘙 𝘪𝘯𝘵𝘦𝘳𝘷𝘪𝘦𝘸𝘪𝘯𝘨 𝘧𝘰𝘳 𝘵𝘩𝘦 𝘫𝘰𝘣) 💡 Put on your oxygen mask first. If your company isn't supporting for you, exploring new opportunities without worrying about misplaced loyalty or fragile promises is crucial. Winning is a team sport. Find the right team for your success. What would you add? #SalesLeadership #SaaS #CareerGrowth #NewOpportunities #switchgears

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