Chase Anderson

Dear Sales Leaders, Your incentive programs suck. Amazon Gift cards, AirPods, or Yeti Coolers mean nothing. They aren't inspiring the behaviors you're envisioning: - Consistently exceeding outbound KPIs  - Consistently hitting stretch goals for C/W revenue Cheap gifts for business critical outcomes always fall flat. Whether they're handed out at President's Club or a weekly all hands. I've learned this the hard way over-and-over. After 20 years in tech sales as an IC, manager, director, and now VP. I've seen that you can't expect your reps to climb a mountain. Then reward their blood, sweat, and tears with the bare minimum. There's a better way. The highest performing revenue orgs know this. So they honor exceptional effort + achievement differently. Here’s what I mean. In 2010, I was the #1 global sales rep for Forrester Research (NYSE: FORR). At President's Club in Aruba. Guess what my Global Sales VP recognized my performance with... A coconut monkey holding a phone. That he probably bought at the airport for $5. My other corporate trophies for outstanding contributions to "the business"? Long gone. I've kept the coconut monkey though. Because it’s a hilarious reminder. Of how most leaders think about their sales incentive programs. The saddest part is. I know I'm not alone. There are thousands of top performing sales reps who say the same thing. They've secured millions of dollars of new revenue for their orgs. And have laughable trinkets for their herculean efforts. Why am I not hearing different stories? Why aren't top global reps showing me prized possessions? Like a custom engraved Omega or Cartier watch. My points is. It’s time for sales leaders and their execs assigning them the budget to step up. Reward high achievers with more thought and creativity. You’ll be shocked how much this impacts individual behavior. And sends the right kind of message across your entire sales function. Drop a comment on the BEST piece of recognition you’ve earned. 

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Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

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The same page… AEs, SDRs, CSMs & renewal managers How are you tracking to your goal achievements 🎯? Some mid-year reminders for the team. - Re-align to find out what has changed in your shared account(s) - Stay connected on a regular cadence - Build report and trust - you want to rely on each other - Meet in person if possible - see previous bullet - Enable tough feedback sessions - so important - Share current customer status and revisit top priorities - Strive for a unified front & strategy - Known when to engage leadership - target this as a step - Share your success metrics, KPIs, and percent to goal Success is a #team sport Have a great day!

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5 Reasons you should be using Mutual Action Plans in your sales process 1. Qualification 2. Setting Expectations 3. Facilitates Multi-threading 4. Establishing a mutual timeline 5. Improves deal forecast accuracy What did I miss?

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2024 SDRs are not like 1990 SDRs SDRs are crucial for achieving pipeline goals. Why do I say this? Sales development is no longer a smile-and-dial function. Sales development no longer just registers prospects for events. Sales development no longer just calls someone they've been told to call by an AE. Sales development is the conduit between the demand generation of Marketing and the targeted sales accounts to create a product, a quality meeting, that will impact the bottom line. So, to sum up.... Before you start your 2025 planning, have you considered how to best utilise your most critical pipe gen asset? Whats your take? #salesdevelopment #growth #sdr #GTM #sales #coldcalling 🇬🇧 living in 🇳🇱 | Get more content like this ➡️ Follow David Wilkins 🔥 hit the 🔔 for updates on new posts | Fix your outbound TODAY: Saleswise: Top of Funnel Consultancy

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ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

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Statement 1 is obvious Jason Bay tech tools when chosen to suit/solve the needs launch their sales… but invest for real and give them the tools they need. Is this really what you are observing? Initially, each solution is created to solve a specific need... even in the same category: sales enablements. They evolve vertically or horizontally.  I say: "Pick to solve not to standardize". Even a CRM can be a luxury… it comes back to: what are you trying to solve? again... pick to solve not to standardize! AI can be the solution or... not. Spot on for your 4th statement: Human nature is not changing just by implementing a CRM or a new sales pipeline strategy! Use tech to promote and support the desired behaviour. This should be one of the criteria of your tech selection process. 

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"Outbound is dead." Anyone else sick of hearing that? Email opens are down. Clicks are down. Replies are going down.   But, 6sense’s outbound prospecting efforts are outperforming inbound. Join 6sense's Senior Director of Sales Development Ernest Owusu for a 60-minute webinar with Pavilion and Lattice where he’ll discuss how to: -Keep BDRs motivated  -Manage remote teams  -Harness technology to help sellers be more effective -Bring your questions, because we’ll set aside plenty of time for Q&A.

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With the switch from 2x pipeline to make quota to 3x, how will you make that 50% increase in pipe? Salesforce admitted during their recent earnings report, that they now require salespeople to have 3x pipeline to make quota rather than 2x That's a 50% increase in pipe I suspect that isn't because the Salesforce salespeople are bad at what they do, it's because more companies are stopping procurements and so Salesforce leadership need to have more pursuits in flight There are 2 ways to look at this Train the sales team on a qualification methodology like Meddic, and to double down on making sure you win every deal Making sure you win deals even if they are not profitable for your business Many a guru is making out this is the easy option Or Increase the number of conversations your sales team have, give them easily the 3X cover they need and in fact picking and choosing which deals are profitable for your business And reducing your customer acquisition cost (CAC) And that is the elephant in the room. Focusing on unprofitable deals OR getting your sales team more conversations and getting back on the road to profitability? Let's look at the data. We've been running a benchmark for 16 months now and from this we can see that an average SDR can get 10 meetings a week with their ICP, that's 2 a day No spam, no automation and no expensive sales tech The good SDRs are getting 25 a week Focusing your business on unprofitable deals and deals will drive you out of business long term The easy option is to empower your sales team with a social selling methodology backed by the The Institute of Sales Professionals #SocialSelling #Sales #Leadership #SalesLeadership #Strategy

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Imagine a world where selling is as easy as logging into your ZoomInfo home page. A world where your whole day was planned for you of who to contact, when, and how. A world with perfectly curated account summaries of your top ICP accounts served to you without you having do anything. That’s the world that ZoomInfo Copilot, the next big innovation to go-to-market promises to deliver. As a ZoomInfo partner and power user, I get to be one of the first ones to try out this new AI powered platform. Follow along with me as I explore the ins and outs! #ZoomInfoCopilot #zoominfo

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The #1 problem with today’s selling environment: Reps are spending too much time on admin tasks & working out of siloed systems. Instead, they should be: - Focusing on direct-selling activities  - Engaging with high-ROI customers - Executing high-probability tasks that can help them close deals faster Enter Clari’s Revenue Execution. A new solution providing sales reps with full funnel AI-driven execution tools including: - Top of funnel prospecting and engagement - Opportunity management and account inspection - Conversational intelligence and AI coaching - Buyer collaboration and mutual action plans The goal? To create, convert, and close more deals all in one consolidated platform. See it in action here: https://bit.ly/3RZaeRX 

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We asked an exec what type of cold outreach earns his attention (he gets a TON). Here’s what he said: 1) Outreach that proves you understand his problems 2) Evidence you work with someone he trusts (internal or external) 3) Specific and relevant proof points Next cold email you write, ask: “What problem does this seem to solve? Will my prospect care?” “Who do we work with that my buyer might know and respect?” “Does this proof point match the problem they care about?” And I suspect you’ll set higher quality meetings.

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What is the number 1 thing the top sales rep at Gong focuses on in demos? 🛑 Its not building rapport 🛑 Its not showing off the coolest features ✅ Its Aligning to a strategic priority. People don't make budgets for new priorities. But there is always budget for existing ones. Especially ones that are driven from the top down. My last quarter at Chili Piper I jumped back into sales and carried a quota. I knew I had to knock off some rust quick and my first stop for quality sales content was none other than the 30MPC podcast. Listening to Brian LaManna's episode I was able to grab 4 key takeaways from this 4x President's Club winner: 1 - Come with a point of view on what their top priorities might be. It might sound something like "Hey Nick, I was doing some research and noticed you were rolling out MEDDIC methodology to the sales team. Is that the #1 priority for you all or does anything else trump that?" 2 - Never ask "any questions?" Instead => reframe it to "what has stood out the most so far?" Put someone on the spot to think of a question creates a ton of friction. Asking them to share their experience so far lets them speak to what they are feeling and opens up the conversation. 3 - For any secondary calls start with a "What I've learned Slide" Bullet out points that share where they are at today And begin to map out the desired future state that you uncovered in the first call It creates a great baseline to pick up the conversation and see if anything has changed in terms of priorities. 4 - End call with “On a scale of 1-10, how compelling is what you saw today?” Understand where they sit after your demo. And follow up by asking "what would make it a 10 in terms of priority?" This episode was littered with sales nuggets that I was able to implement right away (and helped me hit 280% of my quarterly number) It's also a full circle moment now that we have become partners with 30MPC and helps our mission of levelling up the b2b sales community! #sales #b2bsales #30MPCxAligned

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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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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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Learning a new presales methodology is exciting, but true mastery comes from implementation. Here's how to ensure your team goes beyond theory and crushes their sales goals: 🔑 Coaching is Key: Don't leave your team hanging! Schedule regular coaching sessions to review progress, provide feedback, and tackle challenges head-on. 🤝 Team Power: Include group coaching sessions where your team learns from each other's experiences. Collaboration is a powerful tool! 📈 Track & Analyze: Set clear milestones and KPIs to measure how well your team integrates the new methods. Track progress and identify areas for improvement to maximize ROI. Investing in post-workshop support empowers your team to adopt and master new skills, leading to increased sales success. Check out this article for more tips: https://lnkd.in/gWUdv6GB What are your tips for maximizing the impact of sales training? Share them in the comments! #salesenablement #coaching #greatdemo #growthmindset

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Managing sales teams is hard. There never seems to be enough time in the day to do everything well that a good manager should be doing. Helping on demo calls, running quality 1 on 1’s, forecasting, coaching, the list goes on. I’ve found that at any given time a few of these things get attention, while the rest get neglected. If you’re a sales leader, and feel the same, I would highly recommend taking a look at what Woody Klemetson and team at AskElephant are building. As a sales leader, it’s quickly become one of those products that I can’t run a sales team without. If you’re using a Gong, or an AI notetaker for your calls, or for your teams, definitely something to look into.

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SDRs should provide value at every touch point... This is instilled in us from the day we start, but it doesn't mean it always happens. I've been guilty on many occasions of leading with me first (we do X to drive Y) instead of taking the time to understand what the person I'm talking to cares about. No denying that adding value and understanding the prospect is the best way to start genuine conversations. A great example is the outreach an SDR on my team demonstrated over the last few weeks. Harry Mapus-Smith started by inviting attendees on the Mad//Fest app to our talk at the event. The prospect said it sounded great but she couldn't make it - no problem, this happens. Most people would've given up here and moved on. Harry offered to send her a follow-up with all the insights from the session. She was thrilled, and it turned out this was an area she was interested in exploring. After some conversational back and forth, she asked for some time to learn a little more. Talk about giving value. Great work from Harry, who is flying this Q 🚀 🚀 🚀

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It's 2024 and sellers no longer control the sales process. - 95% of buying happens without the seller (Gartner) - 77% of buyers say buying is overly complex (Gartner) - 89% of buyers buy based on sales experience (G2) How people buy has changed dramatically. Yet (most) sellers are still selling the same. Most. I've used digital sales rooms now for 2+ years. My goal is to give my buyer an A+ experience, so that in a SaaS world of feature-parity, I can be the differentiation. And now for the first-time ever, I can uncover what questions buyers have when I'm not in the room. Which is over 95% of the time. The video shows how. Sign up with Aligned for free here: https://lnkd.in/gtxhNxir ⚡ ⚡ ⚡

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