Anthony Havrilla

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

28

5 Comments

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

126

34 Comments

SDRs need to be qualifying on their calls. 💯 Better qualification = more chance of a deal closing later down the line. So, here are 10 qualification questions to ask. 1️⃣ How did you find out about us? 2️⃣ Are you the person who makes the decision on this? 3️⃣ What are your priorities at the moment? 4️⃣ Can you list your top challenges? 5️⃣ Is doing nothing an option for you? 6️⃣ What are your personal goals? 7️⃣ Can you tell me about your budget? 8️⃣ What other solutions have you considered? 9️⃣ When do you expect to see results from this solution? 🔟 Who is in charge of implementing this solution? Any more you'd add? Let us know in the comments!

3

What are the top SDRs doing right now to win in this environment? Hint… ↳ It's not what everyone else is doing. ↳ It's not the easy way. ↳ It's not the fastest way. But, it's the right way. It's the good old-fashioned relationship-building way… With a modern twist… Thanks to social media and LinkedIn. I elaborate further in this video. Look, B2B sales right now is tough. Response rates are lower than ever. What worked 18 months ago, isn't working anymore. So get your reps to start doing things the right way. Because the right way works. And if you want to get your team on the right track quickly… So that they can start driving more pipeline by using LinkedIn effectively… Reach out.

13

4 Comments

What sales reps say vs. what prospects hear: "Do you have time for a 5-minute call?" - I'm about to waste your time "Before we jump into a demo, I have a few questions" - I'm about to waste another hour "Let's grab some time for another meeting" - Let's waste more time "I'm going to put you in touch with my AE" - Someone else is going to waste your time, too -- It's an uphill battle to prove value and keep a prospect on the line. Sales reps, what are your tactics to keep them engaged (and not feel like you're wasting time)?

9

1 Comment

Overcoming sales resistance is crucial because it directly impacts the success rate of sales conversations. By effectively addressing and navigating through customer objections, sales professionals can foster trust, demonstrate understanding, and ultimately guide the customer towards recognizing the value of the solution being offered, leading to increased sales and customer satisfaction. NEPQ probing questions in sales conversations are significant because they shift the focus from pitching to persuading through understanding and emotional connection. This technique leverages human psychology to create genuine relationships with clients, ensuring they feel heard and valued. It's a transformative approach that enhances client connection and potentially increases sales effectiveness. Probing questions allow sales reps to delve deeper into prospects' needs and pain points, fostering a better understanding and connection. This approach helps in tailoring solutions that address specific issues, ultimately facilitating a more effective sales process. Share your thoughts.

3

SDRs are told, “We need more leads.” They don’t. And here’s why… They’re working with outdated (and embarrassing) systems that worked in 2018. Yet, you’re expecting them to drive leads and hit quota. Here’s what SDRs, BDRs, and full-cycle AEs truly need: ↪A modernized process + tools, roadmap, training.  ↪Coaching, support, feedback, constant optimization.  ↪A LinkedIn personal brand, engagement, and regular posting. Modernize the system if you want to drive leads. Because times have changed and it’s a lot harder now. The old biz dev model doesn’t work in 2024 and beyond. So asking for “more leads” is pointless if the system to capture them is outdated and ineffective. Your buyers want the full picture as it relates to THEM, specifically. And they don’t want to feel like just another number. (Cue personalized, creative, humanized outreach) Decision makers are getting blasted with over 121 emails per day. (EmailListVerify) They don’t want any more emails and InMails that marketing wrote. So what’s the easiest way to stand out right now? 𝗪𝗲𝗹𝗹, 𝗰𝗼𝗻𝘀𝗶𝗱𝗲𝗿𝗶𝗻𝗴 𝟴𝟰% 𝗼𝗳 𝗖-𝗹𝗲𝘃𝗲𝗹 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲𝘀 𝘂𝘀𝗲 𝘀𝗼���𝗶𝗮𝗹 𝗺𝗲𝗱𝗶𝗮 𝘄𝗵𝗲𝗻 𝗺𝗮𝗸𝗶𝗻𝗴 𝗽𝘂𝗿𝗰𝗵𝗮𝘀𝗶𝗻𝗴 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻𝘀… (Marketsplash) …the answer is obvious.  LinkedIn is the easiest way to stand out and drive conversations. Yet, most salespeople are primarily using LinkedIn for research purposes only. Which is another reason it’s the best channel to stand out right now. And that’s where Luminetics comes in. We help B2B teams drive revenue through social selling while modernizing their prospecting systems - social, email, and phone. This is all evolving at a rapid clip. And if you don’t get on the wagon now … … Just get on the wagon. Reach out if you want a lift. P.S. This video is on our new Luminetics(dot)io site. Check it out for detailed information on our social selling programs and client results.

11

If you need top sales people, that is what we do. Here's a glimpse into our approach: 1️⃣ Volume: Recognizing the time constraints of managers, we cast a wide net to identify 100-300 key targets, swiftly narrowing down prospects. 2️⃣ Weeding out B Players: Hiring B players can be costly. With 50 years of combined experience, we meticulously screen candidates, ensuring only the best fit and potential for growth. 3️⃣ Pitching and Promoting: We're not just recruiters; we're advocates. We delve deep into understanding your company's culture, mission, and vision, presenting compelling reasons for candidates to join your team. 4️⃣ Our Drive: Our relentless pursuit of talent keeps us up at night. We explore every avenue to unearth top prospects, dedicated to delivering the talent that fuels your company's success for years to come! Partner with us for strategic hiring that drives massive growth both short and long term! ✌🏻

12

TAKE THIS EXPERT ADVICE From Brian LaManna, Gong AE and 5x Presidents Club Member. “Favorite way to use Gong (very tactically) as a rep: 1) Capture call with Gong 2) Be 100% present on calls and take zero notes 3) After call, ask Gong "bullet out everything the prospect shared for my notes" 4) Copy Paste into my own notes (CRM is auto-updated) 5) Click "Generate follow up email" 6) Hit send. Things that previously took away from my conversations: -Having to take notes -Scramble down key details Things that took away from my time to sell in my day-to-day: -Updating CRM -Writing 15 min follow up emails All replaced with: -Gong Now imagine these insights at aggregate across your entire GTM. I went from using the tech (Gong) every day at BrightEdge, to selling it every day. Former customer and raving fan turned most passionate seller. Proud to work at the undisputed leader.” Boom.

74

5 Comments

98% of sales leaders think their AEs need to get better at closing. IMO, they're dead wrong. The next generation of top-performing sales teams will focus on improving discovery over everything else. Here's 7 reasons why discovery will be the #1 sought out sales skill: 1. Closing Skills Aren't the Bottleneck Many AEs already know how to close, but they don't have enough information from the discovery phase. Without knowing what the prospect really needs, even the best closers have a hard time. 2. Personalized Solutions Win Deals: Thorough conversational-discovery helps AEs tailor their calls and demos to address specific pain points, making the solutions offered far more relevant and compelling to prospects. 3. Builds Trust and Credibility When AEs invest time in understanding their prospects, it builds trust - ESEPCIALLY when they've done preliminary research. Prospects feel heard and valued, which lays the foundation for a stronger / transparent relationship. 4. Identifies the Right Fit: Effective discovery helps in qualifying prospects better. AEs can focus their efforts on leads that are more likely to convert, rather than wasting time on poor-fit opportunities (something SMB, MM, and ENT deal with all the time). 5. Shortens the Sales Cycle: When AEs ask good questions early, they can fix problems quickly. This helps prospects decide faster, and deals get done sooner. 6. Enhances Forecast Accuracy: With a deeper understanding of each deal's nuances, sales leaders and AEs can more accurately predict outcomes and set realistic forecasts (and 1:1s don't have to be about information chasing). 7. Increases Win Rates / Reduce Churn: Deals rooted in thorough discovery have higher win rates (and lower churn) because they are based on a clear alignment between the prospect's needs and the solution offered. TL;DR It’s almost 2025. The traditional focus on closing skills is outdated. The next great sales teams will prioritize improving discovery (and help close deals). Not only is it what our prospects want from us, but... It will create accurate sales pipelines and happier clients that trust salespeople This is shaping up to be the future of sales strategy I'm calling it “Discovery-Driven Sales”

36

10 Comments

Why is 60-70% of SDRs missing quota? It's because their leadership is failing them. I had the pleasure of interviewing Sara Storm on the SDR Hire Podcast - a tenured SDR and Revenue leader with multiple successful teams behind her, countless lectures and trainings delivered. Sara has a very unique, no BS approach to sales and SDR leadership. In this episode she shared: • What's the current state of the SDR/BDR role • Why sales leaders are failing their sales teams AND their customers • How can SDRs take ownership of their careers?! • Should you even be in an SDR role? • How she used to close 7/10 cold calls she'd make Here's the full episode: https://lnkd.in/eCANhKGu Sara thank you for sharing your expertise and holding sales leaders everywhere accountable! Hope you all enjoy and subscribe! #sdr #bdr #salesdevelopment #techsales #career

19

11 Comments

Hey SDRs, You’re not a sales rep, if you’re not juggling multiple leads and struggling to keep track of where each prospect is in the buying journey 😥 It’s a struggle to remember which prospects need more nurturing, who’s ready for a demo, and who’s just about to make a decision. It's like trying to navigate a maze without a map – confusing, time-consuming, and inefficient 🤔 This often leads to missed opportunities and slower deal closures. But what if there was a way to simplify this process? ✅ CONTACT STAGES With Salesgear’s contact stages, you can organize and track your buyers’ journey [for each contact, yes!] 🤩 Knowing which stage a contact is in, you can: 💠 Set rules to move contacts to different stages based on their engagement, making it easier to focus on the most engaged users. 💠 Personalize interactions based on their specific needs. 💠 Offer relevant information that resonates with their buying stage. 💠 Address their concerns precisely and move them confidently towards conversion. You can customize each contact stage to fit your specific needs, like creating, renaming, or deleting a stage. Contact Stages help you streamline your sales process, eliminate confusion, and propel you towards closing deals faster. Try Salesgear's Contact Stages for FREE! Link in comments 👇 #contactstages #salesgear #sales #salestips #sdr #sdrlife #saleslife #buyersjourney #buyers #leadnurturing

5

1 Comment

Thanks for the mention Haris Halkic. Cold calling doesn't have to suck, if you feel like it, go have a look at the below content!

7

"I think a lot of the prospecting we do now, our SDRs at Gong are aligned to an AE. And before we even start outreach, there's an account strategy... We know why we're targeting this account. We understand who in the account we're going after. We understand what play we're going to run, whether it's a competitor play, whether it's a persona play.” -🎥: Carli Cottle, Gong There's intention behind the activity that their sales team is doing. Are you ready to revolutionize your prospecting approach? 🚀 Watch the full webinar “Signals to sequences: Unlocking the power of intent data for smarter outreach”: https://lnkd.in/g5aDkd-w Stay tuned for more insights on how we're transforming prospecting and sales strategies💡 #SalesStrategy #Prospecting #SalesExcellence

2

CROs: Run this outbound play to break into massive accounts 👇 Most CROs don't engage in deals. Or help reps break into ent/strat accounts. I've never been a CRO before—so I can't tell you whether that's good or bad. You have a lot of responsibilities as a CRO. But, I recently met a CRO who lands meetings with the C-Suite in MASSIVE accounts. The biggest companies you can think of in every category. The key principle: Power is more willing to engage with power. Leverage the C-suite title. Here's how it works: ✅ Pick 10 accounts to get started Choose the top 10 accounts that can make the quarter/year if you win them. The best accounts are ones that reps have worked but not been successful in breaking through. We'll assume you're already going after low-hanging fruit accounts where execs have existing relationships. So we won't count those as part of this exercise. ✅ Work in tandem with a great SDR Pick one of the top SDRs to help. Ideally, this is someone with great leadership potential that you want to promote at some point. ✅ Optional: Give the SDR access to your LinkedIn account This one will make you uncomfortable. You also have the option of creating a separate LinkedIn account as well. But give the SDR autonomy to send approved messages. ✅ Execute the outreach The SDR should do basic account research to find existing initiatives where your solution can add value. Then they need to research the individuals in the C-suite to find podcasts interviews, features, etc. if available. Pick 1-2 similar customers to mention in the message. This should be mentioned in the outreach, along with how you can add value. CTA: Ask for 10 minutes. Send via email and LinkedIn message or InMail. Here's what an example message could look like. --- Eric, Solid Q1, and congrats on the success of Nordy Club sales. Looks like membership growth is a key growth lever. I imagine member retention is a big focus. Our team has had tremendous success helping CVS, BestBuy, and Kohl's run world-class membership programs. Opposed to a quick 10-minute chat to learn more? Jason ✅ Run intro call These will likely go longer than 10 minutes. And the CEO will send you over to someone else in the C-suite. Run a solid intro call and make an offer to introduce key team members on your side. ~~~ The email/LI message should have all of the components of a great cold email: research, problem, social proof, and CTA. But the big difference is leveraging a c-suite title to get a meeting in the c-suite. I wish more CROs and execs in companies would leverage this approach. Agree or disagree? #sales #outbound

56

11 Comments

If you're in the process of interviewing Account Executives, listen up – this is GOLD! Curious about distinguishing a top 5% AE from the crowd? The focus of a standout AE should always be on elements they can control. Here are five key aspects to watch for in your interviews: Work Ethic: Is their dedication evident? Are they surpassing what's expected of them and consistently meeting their activity metrics? Remember, their commitment to contact KPIs is a clear indicator of their dedication. Responsiveness: How promptly do they deliver on their promises? Whether it's to prospects or team members, ensuring they adhere to their deadlines every single time is crucial. Quality of Proposals and Follow-ups: Examine their written communications. Do they maintain high standards and consistency? Their approach reflects directly on your company's standards and what future customers can expect. Preparation and Practice: Are they continuously refining their demo or pitch? Given the value of every sales opportunity, especially with hard-earned leads, their commitment to practice speaks volumes. Persistence with Closed/Lost Deals: How do they handle rejection? A skilled salesperson understands 'no' often means 'not right now.' Do they maintain contact, showcasing persistence without being pushy? This not only shows resilience but also keeps the door open for future opportunities. While these are just a starting point, focusing on these five areas will help you quickly gauge whether a candidate is worth advancing. Finding top talent and knowing how and when to ask the right questions can be challenging. Struggling to find top talent or unsure of how to find these things out during the interview? It’s OK, you are not alone. Shoot me an email travis@gsd-coach.com with the subject line: “Recruiting Help” and my team and I can help you with all of this and more! #hiring #recruiterlife #recruiting #saassales #gsd #agsd #sales #startup #founder #ceo

12

The unhappy path to quota: ⛔️ Work account list from top to bottom ⛔️ Work a ton of smaller deals ⛔️ Waste a lot of time chasing unqualified deals The happy path to quota: ✅ Work accounts most likely to engage ✅ Work a balance of large and small deals ✅ Invest all your energy into qualified deals This starts with territory planning. Play the odds and invest energy in accounts with the highest likelihood of closing. Sales leaders, provide guidance for reps so they spend time on the right accounts. Here's a 3-part strategy you can use for QBRs later this month and next: 1/ Analyze every deal worked in the last 6 months: ↳ What are the top two industries where you win the most? ↳ For the closed/won deals, what persona(s) was the first meeting with? ↳ What personas mobilized the deal internally? ↳ What use cases/solutions did you sell the most of? ↳ For the closed/lost deals, what made them a bad fit? ↳ What size were these companies? ↳ Were there patterns in specific department headcount or growth? ↳ What triggers did they have in common? 2/ Make a list of closed/lost deals to re-approach: ↳ Timing was bad ↳ Contract renewal dates are coming up ↳ Missing features or capabilities ↳ Didn’t get access to power ↳ Lost to a competitor ↳ Lost to no-decision 3/ Add your accounts into Sales Navigator, and run these searches: ↳ Accounts with prospects who are past employees of current clients ↳ Accounts within industries where you have the most success stories ↳ Accounts with newly hired executives that match your personas ↳ Accounts with good emails/phone numbers of your ideal personas ↳ Accounts with ideal triggers (hiring, etc.) ↳ Accounts where you have intro opportunities through teamlink ↳ Accounts where your leadership has connections ↳ Accounts where you have 1st-degree connections ↳ Accounts with contacts in your local geography ↳ Contacts who follow your company on LinkedIn ↳ Contacts you’ve had past interactions with on LinkedIn ↳ Contacts who are newly promoted into a leadership position ~~~ A proper territory strategy goes narrow and deep—not wide and shallow. Future efforts should be informed by your org's past successes. Use this list as a cheat for your next QBR. #Sales #Prospecting #Outbound

6