QuotaPartners

Given it’s EOM/EOQ a hot topic is how to create urgency to close sales (AEs) or book demos (SDRs)….many are of the mindset that you cannot manufacture urgency with prospects. We respectfully disagree! (note this is more geared towards SMB or lower MM but is still applicable to ENT) First, there are different types of urgency. Urgency at the discovery phase (understanding timelines/priorities/goals/pain points) is NOT the same as urgency at the negotiation phase (discounting). AEs & SDRs - How to create urgency:  a. Drive/create pain (quantify if possible) b. Generate excitement c. Set a timeline d. Discount Creating a pain point is the most effective way to drive urgency. Here’s what it looks like: AE:  “I noticed on RepVue you have a 1.3 rating on inbound lead flow & on glassdoor you’ve had multiple AEs exit recently because of the lack of opportunities. From past experience the cost associated with AE attrition is often in excess of $150k per AE (hiring/recruiting/lost revenue/new ramp etc.). Have you quantified how much you expect the business to lose this year on AE attrition? If so, what is that amount? If not, let’s calculate that number together because this is potentially the biggest unlock in your company!” ^quantify the pain of the status quo & why doing nothing isn't a viable option SDR: “I’m working with {relevant name drop} and was just checking your website and noticed you have a 3.9 star rating on Google/G2. That is unquestionably costing you business every single day as people choose X/Y competitors instead of you. I’m sure it’s annoying for you as I doubt your reviews accurately reflect your business - just curious what you have in place to fix that review issue?” ^do your homework & succinctly communicate a clear gap Urgency can always be created but you have to drive pain & make the pain of not doing anything way worse than the cost of your proposed solution. Anyone that tells you otherwise isn't as strong a seller as they believe!

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!

As an AE, communicating with your SDR is critical after demos. Here are three key reasons why: 𝟭. 𝗛𝗲𝗹𝗽𝘀 𝗦𝗗𝗥𝘀 𝗱𝗲𝗲𝗽𝗲𝗻 𝘂𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱𝗶𝗻𝗴 𝗼𝗳 𝘁𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺𝘀 𝘆𝗼𝘂𝗿 𝗰𝗼𝗺𝗽𝗮𝗻𝘆 𝘀𝗼𝗹𝘃𝗲𝘀 Post-demo, AEs gain valuable insights into the specific challenges and impacts faced by prospects. Sharing these insights with SDRs helps them understand the problems our company solves at a deeper level. This knowledge is crucial for refining messaging and targeting, ensuring that SDRs are bringing in the most qualified accounts for demos. 𝟮. 𝗜𝗺𝗽𝗿𝗼𝘃𝗲𝘀 𝗰𝗼𝗹𝗹𝗮𝗯𝗼𝗿𝗮𝘁𝗶𝗼𝗻 𝗼𝗻 𝘁𝗮𝗿𝗴𝗲𝘁𝗶𝗻𝗴 When SDRs know what resonated and what didn’t during the demo, they can better qualify leads and tailor their outreach. This collaboration leads to higher-quality prospects and a more efficient sales process. 𝟯. 𝗕𝘂𝗶𝗹𝗱𝘀 𝘁𝗿𝘂𝘀𝘁 𝗮𝗻𝗱 𝗮𝗹𝗹𝗼𝘄𝘀 𝗦𝗗𝗥𝘀 𝘁𝗼 𝗳𝗼𝗰𝘂𝘀 𝗼𝗻 𝘁𝗵𝗲𝗶𝗿 𝗵𝗶𝗴𝗵𝗲𝘀𝘁 𝗽𝗿𝗶𝗼𝗿𝗶𝘁𝘆 𝘁𝗮𝘀𝗸𝘀 Trust is built when SDRs consistently receive updates from AEs without needing to chase them. This reliability allows SDRs to focus on what they do best—prospecting and generating pipeline—without unnecessary distractions. What would you add to these points? #Sales #AccountExecutive #SDR #SalesTips

Most folks/companies have horrendous show rates on their demos. Few easy fixes…. Make the demo handover process smooth with these 7 steps: 1. Send a calendar invite when you’re on the phone & make sure the prospect accepts (this will increase hold rate) 2. If SDR set: Hype up your AE! “[AE Name] is the specialist you’ll be meeting with and is phenomenal. He/She was the individual that actually helped [X/Y relevant case studies]” 3. Set expectations - “I’m going to send you an email to intro [AE Name] & then will provide a confirmation on the day of the demo. Would you prefer I text, call, or email you?” Record their answer & be sure to follow through. 4. Send the follow up email & introduce the prospect to your AE 5. Leave notes for the AE (yourself) within the CRM & message them any important details in advance of the meeting: pain points, concerns, & even discussion points like their hobbies 6. If SDR set: Hype up your AE on the day of the demo. Call them & tell them why it’s going to be a great conversation & fill them in on the items in point 5. If you can’t hype them up - then the demo probably shouldn’t be on the calendar! 7. Call/text/email the prospect (whatever they asked you to do in point 3) and confirm the meeting. Don’t say: “Does this time still work?” Instead say: “We’ve done a ton of research into your business & we’re excited to chat at 2pm today.” Results: - SDR/BDR is happy (no rescheduling & better demos with informed AEs that result in opps/revenue) - AE is happy (no prep’g for demos that don’t happen or coming into the demo unprepared & creating a poor first impression) Win-Win! Anything we're missing?

Most SDRs and AEs we talk to think they don’t hit quota because of the other... but it’s actually because they don’t do one thing well. The AE/SDR pairings that do this almost always hit quota! It’s Monthly/Quarterly planning… (wait for it)... TOGETHER. AEs - What are your SDRs' goals? SDRs - What are your AEs' goals? If you can’t answer those questions you’re doing it wrong. Here’s how your planning should look: Quarterly: 1. Review and set goals - Review last quarter's performance. - Set new goals and KPIs for the next quarter (ACV, Pipeline, Opps, Appts, etc.). 2. Strategic Planning - Discuss big plans and upcoming campaigns. - Identify target markets, key accounts, and any focus shifts. 3. Feedback and Improvements - Share insights and feedback from both sides. - Agree on areas for improvement and coaching (AE’s play a big role here and help your SDR level up). Monthly: 1. Pipeline Review - Evaluate current pipeline, identify bottlenecks, and plan to move deals forward. - Focus on the status of key accounts and prospects. 2. Performance Metrics - Review KPIs for both sides. - Address any big deviations from targets and course correct 3. Training and Development - Find any training needs or skill gaps. - Plan upcoming training sessions and share best practices. Weekly: 1. Lead Status Updates - Review the status of appointments set. - Identify any stalled accounts and align on next steps. 2. Prioritization and Focus - Review top-priority accounts for the week. - Align on the focus areas and initiatives. 3. Feedback Loop - SDRs share feedback on target accounts and trends. - AEs provide feedback on appts. Daily: 1. Goals and Priorities - Quick alignment on key tasks and priorities - Ensure everyone is clear on their immediate focus areas 2. Status Check - Discuss the status of any urgent accounts. - Address any immediate issues or roadblocks. 3. Quick Wins and Celebrations - Share wins or successes. - Motivate each other and share recognition. Be a partnership! It can feel like a lot, but it should only take an hour or two each week. The payoff will be worth it! ------------------------------------------------------------------------------ P.s. If you want help improving your AE or SDR motions by creating and closing more pipeline, fill out this form. We will see if we can help!  https://lnkd.in/gFy-dpyQ

Most SDRs and AEs we talk to think they don’t hit quota because of the other... but it’s actually because they don’t do one thing well. The AE/SDR pairings that do this almost always hit quota! It’s Monthly/Quarterly planning… (wait for it)... TOGETHER. AEs - What are your SDRs' goals? SDRs - What are your AEs' goals? If you can’t answer those questions you’re doing it wrong. Here’s how your planning should look: Quarterly: 1. Review and set goals - Review last quarter's performance. - Set new goals and KPIs for the next quarter (ACV, Pipeline, Opps, Appts, etc.). 2. Strategic Planning - Discuss big plans and upcoming campaigns. - Identify target markets, key accounts, and any focus shifts. 3. Feedback and Improvements - Share insights and feedback from both sides. - Agree on areas for improvement and coaching (AE’s play a big role here and help your SDR level up). Monthly: 1. Pipeline Review - Evaluate current pipeline, identify bottlenecks, and plan to move deals forward. - Focus on the status of key accounts and prospects. 2. Performance Metrics - Review KPIs for both sides. - Address any big deviations from targets and course correct 3. Training and Development - Find any training needs or skill gaps. - Plan upcoming training sessions and share best practices. Weekly: 1. Lead Status Updates - Review the status of appointments set. - Identify any stalled accounts and align on next steps. 2. Prioritization and Focus - Review top-priority accounts for the week. - Align on the focus areas and initiatives. 3. Feedback Loop - SDRs share feedback on target accounts and trends. - AEs provide feedback on appts. Daily: 1. Goals and Priorities - Quick alignment on key tasks and priorities - Ensure everyone is clear on their immediate focus areas 2. Status Check - Discuss the status of any urgent accounts. - Address any immediate issues or roadblocks. 3. Quick Wins and Celebrations - Share wins or successes. - Motivate each other and share recognition. Be a partnership! It can feel like a lot, but it should only take an hour or two each week. The payoff will be worth it! ------------------------------------------------------------------------------ P.s. If you want help improving your AE or SDR motions by creating and closing more pipeline, fill out this form. We will see if we can help!  https://lnkd.in/gFy-dpyQ

Struggling to get replies to your cold emails? Here are three strategies to boost reply rate: 1. 𝗘𝗺𝗮𝗶𝗹 𝗟𝗲𝗻𝗴𝘁𝗵: Cut down your emails to less than 25-50 words. Make your emails shorter and more impactful, you can save the details for the demo! 2. 𝗔/𝗕 𝘁𝗲𝘀𝘁: Test out parts of your email to see what works best. Subject lines, call to action, hooks should all be tested. Don’t just test them once when you find something that works, outbound is constantly evolving, your messaging should too! 3. 𝗦𝘂𝗯𝗷𝗲𝗰𝘁 𝗹𝗶𝗻𝗲𝘀: Solid subject lines should sound like they could be an internal message between colleagues. 2-3 words is the sweet spot. Give these a try and give us a follow for more tips like these. #b2bsales #salescoaching #salestips

5 books every salesperson should read.. 1. 𝐅𝐚𝐧𝐚𝐭𝐢𝐜𝐚𝐥 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐢𝐧𝐠 𝐛𝐲 𝐉𝐞𝐛 𝐁𝐥𝐨𝐮𝐧𝐭 Incredible book for SDR’s, AE’s and even Sales Leaders to level up their prospecting game. https://lnkd.in/gUhrtmCt 2. 𝐄𝐱𝐭𝐫𝐞𝐦𝐞 𝐎𝐰𝐧𝐞𝐫𝐬𝐡𝐢𝐩 𝐛𝐲 𝐉𝐨𝐜𝐤𝐨 𝐖𝐢𝐥𝐥𝐢𝐧𝐤 Not necessarily a sales book, but something that separates good sellers from great sellers is having an internal locus of control. Extreme ownership is a great book for both sellers and sales leaders. https://lnkd.in/gTDs_ZVj 3. 𝐓𝐨 𝐒𝐞𝐥𝐥 𝐈𝐬 𝐇𝐮𝐦𝐚𝐧 𝐛𝐲 𝐃𝐚𝐧𝐢𝐞𝐥 𝐏𝐢𝐧𝐤 A phenomenal book on finding your authentic voice and approach. https://lnkd.in/d5RWuPS 4. 5-𝐌𝐢𝐧𝐮𝐭𝐞 𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐛𝐲 𝐀𝐥𝐞𝐱 𝐆𝐨𝐥𝐝𝐟𝐚𝐲𝐧 Based on consistent, repeated actions that take only minutes per day, but can deliver huge results and more closed won deals. https://lnkd.in/g54JW6CP 5. 𝐆𝐀𝐏 𝐒𝐞𝐥𝐥𝐢𝐧𝐠 𝐛𝐲 𝐊𝐞𝐧𝐚𝐧 GAP selling takes a modern approach to sales. The strategies are impactful and easy to implement with a bit of work! https://lnkd.in/dHFBWk6 Which sales books are top of your list? #b2bsales #sales #salescoaching

5 mistakes that are impacting your cold call conversion rates: 𝟭. 𝗡𝗼 𝗽𝗿𝗲-𝗰𝗮𝗹𝗹 𝗽𝗿𝗲𝗽𝗮𝗿𝗮𝘁𝗶𝗼𝗻 𝙂𝙧𝙚𝙖𝙩 𝙨𝙚𝙡𝙡𝙚𝙧𝙨 𝙧𝙚𝙨𝙚𝙖𝙧𝙘𝙝 𝙩𝙝𝙚𝙞𝙧 𝙖𝙘𝙘𝙤𝙪𝙣𝙩𝙨 𝙗𝙚𝙛𝙤𝙧𝙚 𝙙𝙞𝙖𝙡𝙞𝙣𝙜. 𝘼 𝙡𝙞𝙩𝙩𝙡𝙚 𝙧𝙚𝙨𝙚𝙖𝙧𝙘𝙝 𝙜𝙤𝙚𝙨 𝙖 𝙡𝙤𝙣𝙜 𝙬𝙖𝙮. 𝟮. 𝗧𝗿𝗲𝗮𝘁𝗶𝗻𝗴 𝗴𝗮𝘁𝗲𝗸𝗲𝗲𝗽𝗲𝗿𝘀 𝗮𝘀 𝗼𝗯𝘀𝘁𝗮𝗰𝗹𝗲𝘀 𝙂𝙧𝙚𝙖𝙩 𝙨𝙚𝙡𝙡𝙚𝙧𝙨 𝙩𝙧𝙚𝙖𝙩 𝙩𝙝𝙚𝙢 𝙖𝙨 𝙖𝙡𝙡𝙞𝙚𝙨, 𝙩𝙝𝙚𝙮 𝙘𝙖𝙣 𝙤𝙛𝙩𝙚𝙣 𝙗𝙚 𝙩𝙝𝙚 𝙙𝙞𝙛𝙛𝙚𝙧𝙚𝙣𝙘𝙚 𝙗𝙚𝙩𝙬𝙚𝙚𝙣 𝙖 𝙢𝙚𝙚𝙩𝙞𝙣𝙜 𝙖𝙣𝙙 𝙣𝙤 𝙢𝙚𝙚𝙩𝙞𝙣𝙜. 𝟯. 𝗡𝗼𝘁 𝗹𝗲𝗮𝗱𝗶𝗻𝗴 𝘄𝗶𝘁𝗵 𝗽𝗮𝗶𝗻/𝗽𝗿𝗼𝗯𝗹𝗲𝗺𝘀 𝘆𝗼𝘂 𝘀𝗼𝗹𝘃𝗲 𝙂𝙧𝙚𝙖𝙩 𝙨𝙚𝙡𝙡𝙚𝙧𝙨 𝙨𝙝𝙤𝙬 𝙩𝙝𝙚𝙮’𝙧𝙚 𝙧𝙚𝙨𝙚𝙖𝙧𝙘𝙝𝙚𝙙, 𝙪𝙣𝙙𝙚𝙧𝙨𝙩𝙖𝙣𝙙 𝙩𝙝𝙚 𝙞𝙣𝙙𝙪𝙨𝙩𝙧𝙮 𝙖𝙣𝙙 𝙝𝙖𝙫𝙚 𝙖 𝙝𝙮𝙥𝙤𝙩𝙝𝙚𝙨𝙞𝙨 𝙤𝙣 𝙩𝙝𝙚 𝙥𝙧𝙤𝙨𝙥𝙚𝙘𝙩𝙨 𝙥𝙖𝙞𝙣. 𝟰. 𝗡𝗼𝘁 𝗹𝗲𝗮𝘃𝗶𝗻𝗴 𝘃𝗼𝗶𝗰𝗲𝗺𝗮𝗶𝗹𝘀 𝘾𝙤𝙡𝙙 𝙘𝙖𝙡𝙡 𝙘𝙤𝙣𝙣𝙚𝙘𝙩 𝙧𝙖𝙩𝙚𝙨 𝙖𝙧𝙚 𝙡𝙤𝙬. 𝙔𝙤𝙪’𝙧𝙚 𝙡𝙚𝙖𝙫𝙞𝙣𝙜 𝙢𝙤𝙣𝙚𝙮 𝙤𝙣 𝙩𝙝𝙚 𝙩𝙖𝙗𝙡𝙚 𝙞𝙛 𝙮𝙤𝙪 𝙖𝙧𝙚𝙣’𝙩 𝙡𝙚𝙖𝙫𝙞𝙣𝙜 𝙖 𝙑𝙈. 𝟱. 𝗡𝗼𝘁 𝗳𝗼𝗹𝗹𝗼𝘄𝗶𝗻𝗴 𝘂𝗽 𝘄𝗶𝘁𝗵 𝗮𝗻 𝗼𝗺𝗻𝗶-𝗰𝗵𝗮𝗻𝗻𝗲𝗹 𝗮𝗽𝗽𝗿𝗼𝗮𝗰𝗵 𝘾𝙤𝙡𝙙 𝙘𝙖𝙡𝙡𝙨 𝙖𝙧𝙚 𝙖𝙣 𝙞𝙣𝙘𝙧𝙚𝙙𝙞𝙗𝙡𝙚 𝙬𝙖𝙮 𝙩𝙤 𝙗𝙤𝙤𝙠 𝙢𝙚𝙚𝙩𝙞𝙣𝙜𝙨, 𝙗𝙪𝙩 𝙞𝙣 𝙩𝙝𝙚 𝙣𝙚𝙬 𝙨𝙩𝙖𝙩𝙚 𝙤𝙛 𝙤𝙪𝙩𝙗𝙤𝙪𝙣𝙙 𝙩𝙝𝙚𝙮 𝙣𝙚𝙚𝙙 𝙩𝙤 𝙗𝙚 𝙢𝙞𝙭𝙚𝙙 𝙞𝙣 𝙬𝙞𝙩𝙝 𝙚𝙢𝙖𝙞𝙡 𝙖𝙣𝙙 𝙨𝙤𝙘𝙞𝙖𝙡 𝙨𝙚𝙡𝙡𝙞𝙣𝙜 𝙨𝙪𝙘𝙝 𝙖𝙨 𝙇𝙞𝙣𝙠𝙚𝙙𝙞𝙣. We’ve created a free guide to improve hold rates of your demos. DM us for a copy! #b2bsales #coldcalling #salescoaching

☎️ 3 cold call openers that actually work: 𝗣𝗲𝗿𝗺𝗶𝘀𝘀𝗶𝗼𝗻 𝗯𝗮𝘀𝗲𝗱 𝗼𝗽𝗲𝗻𝗲𝗿: “ 𝘏𝘦𝘺 𝘑𝘰𝘩𝘯, 𝘪𝘵’𝘴 𝘈𝘭𝘦𝘹 𝘧𝘳𝘰𝘮 [𝘤𝘰𝘮𝘱𝘢𝘯𝘺]. 𝘐’𝘭𝘭 𝘣𝘦 𝘶𝘱𝘧𝘳𝘰𝘯𝘵 𝘸𝘪𝘵𝘩 𝘺𝘰𝘶, 𝘵𝘩𝘪𝘴 𝘪𝘴 𝘢 𝘤𝘰𝘭𝘥 𝘤𝘢𝘭𝘭 𝘢𝘣𝘰𝘶𝘵 𝘺𝘰𝘶𝘳 𝘚𝘋𝘙 𝘧𝘰𝘳𝘦𝘤𝘢𝘴𝘵𝘪𝘯𝘨. 𝘋𝘰 𝘺𝘰𝘶 𝘩𝘢𝘷𝘦 30 𝘴𝘦𝘤𝘰𝘯𝘥𝘴 𝘧𝘰𝘳 𝘮𝘦 𝘵𝘰 𝘦𝘹𝘱𝘭𝘢𝘪𝘯 𝘸𝘩𝘺 𝘐’𝘮 𝘤𝘢𝘭𝘭𝘪𝘯𝘨?" 𝗖𝗼𝗻𝘁𝗲𝘅𝘁 𝗯𝗮𝘀𝗲𝗱 𝗼𝗽𝗲𝗻𝗲𝗿 "𝘏𝘦𝘺 𝘑𝘰𝘩𝘯, 𝘪𝘵’𝘴 𝘈𝘭𝘦𝘹 𝘧𝘳𝘰𝘮 [𝘤𝘰𝘮𝘱𝘢𝘯𝘺]. 𝘐’𝘮 𝘳𝘦𝘢𝘤𝘩𝘪𝘯𝘨 𝘰𝘶𝘵 𝘣𝘦𝘤𝘢𝘶𝘴𝘦 𝘐 𝘴𝘢𝘸 𝘺𝘰𝘶 𝘸𝘦𝘳𝘦 𝘩𝘪𝘳𝘪𝘯𝘨 𝘧𝘰𝘳 𝘈𝘌’𝘴. 𝘋𝘰 𝘺𝘰𝘶 𝘩𝘢𝘷𝘦 𝘢 𝘮𝘪𝘯𝘶𝘵𝘦 𝘵𝘰 𝘤𝘩𝘢𝘵?" 𝗛𝘂𝗺𝗼𝘂𝗿 𝗯𝗮𝘀𝗲𝗱 "𝘏𝘦𝘺 𝘑𝘰𝘩𝘯, 𝘐𝘵’𝘴 𝘈𝘭𝘦𝘹 𝘧𝘳𝘰𝘮 [𝘤𝘰𝘮𝘱𝘢𝘯𝘺]. 𝘐’𝘭𝘭 𝘣𝘦 𝘩𝘰𝘯𝘦𝘴𝘵, 𝘵𝘩𝘪𝘴 𝘪𝘴 𝘢𝘤𝘵𝘶𝘢𝘭𝘭𝘺 𝘢 𝘤𝘰𝘭𝘥 𝘤𝘢𝘭𝘭. 𝘋𝘰 𝘺𝘰𝘶 𝘸𝘢𝘯𝘵 𝘵𝘰 𝘩𝘢𝘯𝘨 𝘶𝘱 𝘯𝘰𝘸 𝘰𝘳 𝘳𝘰𝘭𝘭 𝘵𝘩𝘦 𝘥𝘪𝘤𝘦 𝘢𝘯𝘥 𝘴𝘦𝘦 𝘸𝘩𝘺 𝘐 𝘤𝘢𝘭𝘭𝘦𝘥?" All of these cold call openers work, but find the one that feels authentic and best suits you! For more tips like these and to crush your outbound motion give us a follow QuotaPartners