Alex Hoppe

Why Baseball is like Recruiting & building a sales team Ever thought about how baseball and sales recruiting are alike? Of course you have. You probably wonder the answer to this question hourly. Well here you go…. Scouting Talent: In both baseball and recruiting, success starts with scouting. You need to identify raw talent and potential, whether it’s a young player in the minor leagues or a promising candidate in the job market. Building a Team: Just like a baseball team needs a mix of skills – pitchers, hitters, fielders – a company needs diverse talents. Finding the right balance is crucial. Training and Development: In baseball, continuous training turns potential into performance. The same goes for new hires. Ongoing development and support are key to unlocking their full potential. Adaptability: A great baseball player adapts to different pitchers and game situations. Similarly, top recruits need to be flexible and adapt to various challenges in their roles. Performance Metrics: Baseball relies heavily on stats to measure success. In recruiting, tracking metrics like time-to-hire, quality of hire, and retention rates is vital. Of course the same goes with new hires, knowing their stats is a huge key to tracking success. Just like in baseball, recruiting salespeople is about finding the right talent, building a cohesive team, and continuously developing skills for peak performance. Now, let's play ball! #hiring #recruiterlife #recruiting #saassales #gsd #agsd #sales #startup #founder #ceo

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SDR’s if you do this one thing, you won’t have to work weekends. You can learn all the outbounding strategies you want. But it all doesn’t matter if you don’t have a system in place. Block out times to: 1. Cold call 2. Prospect 3. Respond to emails 4. Do Linkedin Outreach Build your calendar around these 4 things daily. And you’ll notice how much more focused you’ll be. And how much more time you’ll have. You’ll have full insight as to where your time is being spent. And exactly how much time you’re spending on each task. Having systems was the biggest game changer when I was an SDR. And still is for me as an AM and when I was an AE. Do you have systems in place?

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Here is one quota sales people miss EVERY YEAR. Your quota of how much you need to "quit work." 👉 Majority of retirement calculators are horrible 👉 Most don't ask for your expenses 👉 That's a massive mistake You can NOT retire until your expenses are covered. Sooooooo.... ➡ START with expenses ➡ Project FUTURE expenses in retirement ➡ Work backwards to find "your retirement quota" Expenses in 10, 20, or 30 yrs may look VERY different than today... i.e. a few expenses to get your brains thinking.... 💰 $2,500/mo house payment, GONE (home is paid off) 💰 $300/mo college savings, GONE (kids are out of college) 💰 $500/mo kid's activities, GONE (kids are grown and gone) That's ~$40K/yr LESS expenses in the future. But maybe you ADD in items, like MORE travel ($10K/yr) OR More eating out or healthcare expenses raising ($10K/yr) Add $20K/yr MORE in expenses... BUT... BIG EXPENSE DECREASE: No longer saving for retirement. ***That 10% of your CURRENT income going to savings...isn't needed in retirement.*** 10% off of $200K income = $20K/yr no longer needed. Damn. All in, you WILL spend ~$40K/yr LESS in retirement. Guess what? $40K/yr LESS spending means you need ~$1million LESS in savings. Meaning....you don't have to work AS LONG. ----- Holy heck, did we just 'math your way' to early retirement? Yes....yes we did. Hard to hit your 'retirement quota' if you've never done the math to begin with... ----- 👋 Hey, I'm Michael. 👋 Former Sales Pro who realized money is a tool, NOT the goal. Now I help sales pros use commission to find PURPOSE, in 12 months or less. DM me for a free consult. ----- #Sales #FinancialPlanning #ChallengeEverything *Not financial or investment advice. Investments involve risk. And so does everything else, so figure out what risk you want to take...work forever, or understand how investing is the key to early freedom.

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No... let ME give YOU a pro tip as it relates to cold prospecting... Do not put {last name} where {first name} should be. Just double check your fields before you send out massive prospecting campaigns. "Hi O'Harris" just doesn't hit quite the same as "Hi Billy/Milly". TLDR: check your excel sheet/CRM before you mass email/message people. #sales #salestip #salestips #recruiters #headhunters #leadgen #digitalmarketing #recruiter #headhunter #recruitmenttraining

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My inbox is full of people looking to transition into sales. It can often be difficult to secure that first sales job without any prior sales experience. The 2024 Job Hunt process is extremely competitive and you MUST prepare and position yourself as an elite candidate if you want to receive an offer. If you are looking to make the leap or want to land a new SDR role, I recommend checking out: https://lnkd.in/eVqEzQMv Jimmy Comodeca and I collaborated on sharing step-by-step tactics and strategies to help you navigate the pursuit for a SDR role! As always, hit us up if you have any questions! #salesdevelopment #sdr #jobhunt #jobchangers #jobhunter #jobhunting #businessdevelopment #bdr #sales #jobsearch #careeradvice #advice #tips #tipsandtricks #career #careercoach #careercoaching

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HIRING NOW: ENTERPRISE & COMMERCIAL AE - SaaS - Automation - $ALES & MARKETING account signals and insights SaaS tool 💸 Commercial Account Executive: $125k base 50/50 split - $1m quota 💸 Enterprise Account Executive: $150k base 50/50 split- $1.2m quota Actual inbound leads - $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs are responsible for renewal #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org of less than 200 employees - selling a complex solution - ideal experience selling into #gtm #salesleaders or desire to Selling into other SaaS orgs! work with clients like GitLab Notion MongoDB and MORE - providing insights on how their #gtm can do more with less, and make more $$ In a world of tech, where everything is connected it is more possible than ever before to build connections between your current clients, and your ideal prospects This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent - $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. An ideal rep understands sales strategies including #productledgrowth and #productledsales MUST BE HUNGRY, LOVE BUILDING PROCESSES and have experience working in a startup get on my schedule! 206 747 9724 #accountexecutive #commercialaccountexecutive #enterpriseaccountexecutive #gtmsaas #gtmsales #salesjobs #salescareers #bestfootforward #softwaresales #saassales #salesdevelopment

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Love making cold calls? Me neither. But there's money to be made! Here are 7 things to say (or not say) when doing your prospecting cold calls. 1. Do get right to the point. Don't ask your prospect how they're doing today or if it's a good time to talk. Get right into the script and don't stop talking until you ask for the appointment. 2. Don't talk about yourself much or even your agency, unless you are well-known in the insured's Micro-Niche. Why? First, because your prospect doesn't care about you or your agency (sorry to bust your ego). Second, because there is no such thing as a well-known insurance agency out there. People have heard of GEICO and Statefarm Insurance and Farmers Insurance, but they haven't heard of you or your agency. Likely not. (As an FYI, I often ask insurance agents which agency is the largest in the world. Only about 50% of them will tell me it's Marsh. If insurance people don't even know, why would the general public know.) 3. Do talk about your prospect, specifically their main problem(s). Tell them why the pain hurts. Seriously. Personally, I would ask them if they're prepared for the 40%+ premium increase they'll be receiving shortly from their agent/carrier. Give them bad news about what is happening out in the insurance marketplace. Tell them about the hard market. Educate them that it's getting bad out there. Personally, I wouldn't refer to it as a "hard market." Instead, I'd call it a "double market" and let the insured know that many businesses will be paying double at renewal what they were paying last year. 4. Now, do talk about your solution. And, you'd better have a solution to the problem(s) you just mentioned. Start with the bad news then give them the good news. You see, people look for aspirin when they have headaches, and not until then. Your good news needs to be really good. 5. Once you've discussed why your good news is so important, ask for a 30-minute (not an hour) meeting to begin pre-qualifying them for the solution(s). "Pre-Qualifying" the insured is important. After all, you may have a solution to their problem but you likely don't know anything about their claims experience, safety protocols, etc. So, you need to meet with them for 30 minutes. And, give them two options of when to meet. Don't ask them to check their calendar to see what works for them. Tell them you have two dates/ times that could work for you and have them choose one. For example, "I can meet with you either tomorrow at 2pm or on Friday at 10am. Which one works best for you?" 6. After you ask for the meeting, close your mouth and wait. You're done talking at this point. 7. One last thing, if you don't get the decision maker on the phone, leave a voice message. Always leave a voice message. ALWAYS LEAVE A VOICE MESSAGE. Good luck and happy prospecting!

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SDRs: When you set a meeting for your AE, it’s like setting up a blind date for your prospect. So get your prospect excited to meet with your AE! Put yourself in the prospect’s shoes. You get a call from someone you don’t know, from a company you haven’t heard of. They do a decent job in the call and you’re intrigued. And then… They set you up for a call with someone else. This process feels like a nurse handing you off to a doctor. Who will then ask you the same exact questions the nurse did. Not a great experience. Let's do better. Here’s how to pull this off: ✅ Tell the prospect what they’ll learn First, ask your AE what prospects learn from their first conversation. This excludes any language about platforms or dashboards. I’m talking education around “why change?” Second, watch a recorded disco/demo from your AE. Or ride shotgun in a few sales calls if your company doesn’t record them. Here’s an example of what this might sound like at the end of a cold call: “I’m really excited for you to meet with __________. You mentioned that staffing welders and figuring out how to automate high mix/low volume parts are top priorities. My Account Executive will walk you through how other manufacturers are solving these two problems so that you’re not having to push back orders. You’ll also walk away with a plan for how you can tackle traditionally tough to automate products.” Don’t mention “demo” at all. ✅ Humanize your AE Talk about your AE’s experience. Hype them up. After you tell the prospect what they’ll take away from the call with your AE, you could end with: “Oh, and ____________ has about 7 years of experience walking the plant floor. Not to mention, he’s had dozens of conversations with Operations leaders in the last 6 months. There are some really big trends we’re seeing and everyone’s dealing with the labor shortage right now. You should get a few ideas you can bring back to your team." --- Lesson here: Take that extra step at the end to talk up your AE and get the prospect excited about them as a HUMAN + what they can learn in that first call. ~~~ This is a great way to improve show rates. Have you tried something like this? #sales #outbound #prospecting

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Chances are, if sales had their pick, they’d pick wrong. We had 29 segments, ~125 sales headcount, 4-month pips, and 1-3 “masters” of closing deals per segment in our moneyball strategy. We saw approx. 200 opportunities a day. And yet, 100% of salespeople did not prefer the segments they were masters of, even though those were the deals they closed most often and allowed them to max comp. Do with that information as you will… #happymonday #hireforrevops #stayhumblestayspicy #gtmops

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Something I have seen a LOT of recruiters and sales people get wrong over the years is focus on the wrong metrics. Here's an approach you see a lot: "I know that X% of my calls convert to become a sale. If I want to increase my sales, I simply need to increase my total volume of calls." It's an easy trap to fall into. I've fallen into it myself... Shoot, I've been coached into it too. What can happen with this approach is that you proceed to double, triple, whatever, your call volume, expecting your sales numbers to increase. So you focus on getting that quantity up, never noticing that your conversion rate is falling. Your sales don't increase, despite pushing harder than ever, and eventually you burn out. Instead, you should be asking yourself why your conversion rate was so low to begin with. Are you chasing the wrong prospects? Are you calling the wrong candidates? Is what you are selling really solving a problem? Figuring that piece of the equation out, and increasing a conversion rate, is a lot easier than constantly raising your call quota. Not to mention the increased momentum from these stacked wins will continue to drive more and more, and can often help you stand out from the competition. It is important, especially early on, to hit the high volume to get your repetitions in, but if your conversion rate isn't increasing as you progress, you should try to figure out why.

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You’re not a sales guy until you have the recommended amount of caffeine at 800mg per day before 10am. This will result is high confidence, high conversion rates, and high respond rates. Typically those who would’ve said no to you in the past will now start to ask why you didn’t reach out sooner. This #1 hack will surely give you a boost in income. Hope to see you on your new boat this summer when it pays off. #fridayfocus

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SDRs - Want to sound more confident on your cold calls? Here's a simple way... Remove phrases like "I think" or "I believe" These phrases are weak and make you sound less confident. before: "I think that we can help solve XYZ" after: "we solve XYZ" You're already giving your opinion, you don't need to say it again. Speak with power. People trust confident people. P.S. we share actionable and tactical tips each week in our newsletter. Super example-heavy. Check it out! Worst case scenario you simply unsubscribe :)

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Be honest with why you need experience for your SDR/BDR role? You could be saving yourself huge amounts of money for the same results by going with an entry level hire. Legit reasons for needing experience - Complex sell with a tough buyer profile (CISO, CTO, CRO etc) - You don't have an outbound process or manager who can train. Non legit reasons - You're too lazy to train - You think hiring with experience improves your retention (it's the opposite) Analyse your SDR culture, could you be going with no experience?? #sdrjobs #sdrteam #salesjobs

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Real Talk: We're not about the fluff and BS at ClearEdge. Our game is getting you legit results. Sales on fire? We'll pour gas on that blaze with killer marketing tactics. Need to attract top talent? Our strategies will have A-players lining up at your door. Employees feeling meh? We'll get them pumped and engaged with a thriving company culture. Bottom line: No empty promises, just data-driven solutions Measurable results to boost sales, hire better, keep employees stoked Check us out at https://meetclearedge.com/ We're ClearEdge, and we're here to cut through the noise and make sh*t happen for your business. 💥

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Pipeline coverage is the reason your team is missing quota Companies aren't looking for AE training ... They need pipeline before this becomes a priority They're trying to get AEs on the phone The inbound machine is overly competitive If you're not self-sourcing deals then you're leaving quota in someone else's hands So if you think to yourself "I'm just a BDR" Stop putting yourself down Companies are crying out for pipeline You should never stop being a BDR It means you don't rely on inbound or another BDR as an AE That should be a bonus

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SDRs don't work for AEs.... In fact, AEs should work for SDRs. If you're in a position to have an SDR helping you crack meetings you need to point them in the right direction with the right messaging and use cases. SDRs aren't your assistants. They're the tip of the spear. Cole Praver 🙌 #sales

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Is your team not hitting quota? Hiring more sellers won't fix it. You need the data on why, And a solution in place. Maybe you can't figure out the right hires -You need to test for - Will, Beliefs, and Skill Maybe people don't know what to do -You then need to create the right onboarding process Maybe folks are struggling with how to do it -You then need to figure out exactly where and focus there Maybe, just maybe, you have the wrong quota -Have you done the backward quota math to see if quota = your systems? Fact is: Tossing more people into bad systems doesn't work Sales = systems. Not just something you can "throw headcount at." Remember, a single bad hire pays for the investment in ALL systems A bad hire costs that much. Use data to figure out the real problem. Fix the problem. /end rant David out ✌️ 🚨 PS - If you want killer cheat sheets on quota math, process audit, or questions for better hiring, drop a note in chat and I'll send them to you. 👋 If you liked this, give me a follow ♻️ Repost if this landed with you.

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SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

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Sales Pros who are expecting a massive commission check: (Here's my 2nd favorite place to store money) 👇 It's like a bank. But a bank you can INVEST money. i.e. you put in $10K...it 2x to $20K in time....maybe 2 yrs...maybe 12 yrs. What's this mean? You don't need to save as much. Let your investments DO.THE.WORK. --- Best part about the account? Flexibility. Unlike retirement accounts (i.e. 401k).. 👉 You can get your money out, with no penalties, AND potentially tax-free. 👉 You also can put as MUCH money in the account as possible. 👉 AND you can invest in almost anything. --- Sales pro who receive a MASSIVE commission check: Open a Brokerage Account. 😊 I like: 🫶 Fidelity 🫶 Schwab 🫶 Vanguard ---- 👋 Hey, I'm Michael. 👋 Former SaaS Sales Pro who realized money is a tool, not the goal. Now I help sales pros use commission to find PURPOSE, in 12 months or less. DM me for a free consult. #Sales #FinancialPlanning *This is not investment advice. No guarantees in investing. But I do guarantee someone wonders what my #1 favorite investing account is...🤫

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