Ben Fazzina

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!

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5 strategies to automatically increase your win rate 👇🏼 Very interesting and accionable from Gong 1. Double down on backup 2. Give buyers time to think 3. Make sure reps talk money 4. Require next steps 5. Emphasize value, not features

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Sales people have some of the most variable comp of any W2 professional. Most comp structures are a 50/50 split, sometimes a 60/40 split (60% base and 40% variable based on performance). So my question for sales professionals - how do you think about your comp? Do you plan around your base income, OTE (on target earnings), or something in between? Since I started selling software almost 5 years ago, my family has decided to live off of my base. This has forced us to live within our means and helps avoid lifestyle creep as my income increases. This means my 401(k), our mortgages, rent, utilities, groceries, automated target contributions, and monthly variable expenses all fit within my base. With commission, I make a plan for the additional cash. Most of my comp plans have had quarterly commission payouts, so by the time the commission hits I have time to make my plan. My rule of thumb is 50% gets invested in my target account, 25% gets allocated to upgrades for our properties, and the remaining amount goes into our checking account as extra spending money. Sales reps, how do you think about your base vs variable comp?

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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!

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The only tool in the market that aligns your training, sales capabilities and gives you deep level of insight into how seller behaviour is impacting your organisations revenue. We are hosting sessions to run through what this looks like! Interested?

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3 actions that lead to success as an AE 1. Learn to build your own pipeline 2. Know how to work with Marketing 3. Leverage your SDR resource properly Step 1 = Control the controllable. Your prospecting ability determines your success. More pipeline = more shots at your goal. Step 2 = Build a relationship with Marketing. Match their campaigns to your account list. Use their budget to get more pipeline. Step 3 = The average SDR works 45 hours a week. That's 45 hours to get YOU pipeline. Meet weekly. Speak daily. Win more.

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gg_lV0 #ImpassionedSalesSolutions #SandlerHouston #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gh1-Q0 #NeubergerCo #SandlerMDAZGA #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.li/Q02ghH9c0 #TrustPointTX #SandlerTX #ModernBuyer

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1 week until the crew is back together to lead another 7-Figure Prospecting Bootcamp. Yours truly will be showing how to use LI Sales Nav + CRM to find low-hanging fruit. LinkedIn Celebrity 🤩, Brian LaManna, sharing how to overcome any objection thrown our way on a cold call. My implicit enemy 😉, Vin Matano, teaching us how to write cold emails that can book meetings every damn day. Inner game guru 🧘‍♂️, Alex Kremer, showing us how to take control of our mental game so we can crush the outer game. Teddy bear yet killer human being 🐻, Matthew Bradbury, sharing his skills in time management. Lastly, THE TOMMY TAHOE 🏔, Tom Alaimo sharing best tips on problem prospecting, sequence creation, cold calling mastery, and how to be a learning machine maven. Want to join us? We'll be kicking off in a 1 week: https://lnkd.in/g3RvpJpK The reviews speak for themselves 😍 ✨ AND we know I love a good deal so use promo code "Kat" for 20% off ✨

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Hiring salespeople isn’t going to solve your revenue problem. Marketing isn’t going to solve your revenue problem. Adding features and benefits to your product/service isn’t going to solve your revenue problem. It's your process (or lack thereof). The sales training industry is dropping the ball by NOT teaching you to document your winning moves. Who are you selling to? How do you handle objections like a champ? What actually works to close deals? A sales playbook is your secret weapon. Document it. Implement it. Crush it. (Repeat as necessary) Sales skyrocket. You hire salespeople with confidence. Customers rave and buy more. Business BOOMS. It's all about the system, not the script. If you want to learn how to make one, join me this Thursday for a workshop on building your sales playbook—it's FREE!

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Sales Leaders trying to grow great sales teams... Your reps are reaching out to me They feel they don't have the tools they need to be successful. Enablement is training and coaching but that is one side of the equation. Being able to see which prospects are visiting your website, see what marketing emails are clicked on, Sales Templates, Sales Sequences, Meetings Scheduling, Conversation Intelligence, Playbooks, etc. are non negotiable in this competitive environment.

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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 𝘀𝗼𝗰𝗶𝗮𝗹 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.

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Let's talk about one of the core pillars of success for any Account Executive... Managing a healthy pipeline... Here’s the not-so-secret secret—it’s all about consistency, prioritization, and relationship-building... 1. Consistent Prospecting: Keep your pipeline full by consistently prospecting. Set aside dedicated time each day or week for reaching out to new leads and following up with existing ones. The more consistent you are, the more robust your pipeline will be. 2. Prioritize Wisely: Not all leads are created equal. Use tools and data to prioritize your prospects based on factors like fit, engagement, and buying signals. Focus your energy on the opportunities that are most likely to convert. 3. Build Strong Relationships: It’s not just about closing deals; it’s about building long-term relationships. Understand your prospects' pain points, provide value at every touchpoint, and position yourself as a trusted advisor. Strong relationships lead to repeat business and referrals. Managing a healthy pipeline is no magic trick, it’s about steady, focused effort and genuine connection... Keep these fundamentals in mind, and you’ll see your pipeline thrive... What’s your go-to strategy for pipeline management? Share your tips in the comments! You got this! 👊

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Leslie Venetz has made over 250,000 cold calls since she first picked up the phone. Her ability to master responding to objections on cold calls has kept her at the top of the sales game for over 15 years. During this Sell Better session, Leslie will share: 📌 Tried and true 3V Objection Response Framework 📌 Game-changing 3C Objection Approach Framework Those frameworks + her 50-page Guide to Objections will be shared with attendees as a free give-away. Do not miss this session. RSVP right now: https://lnkd.in/gX6VYEWy #ObjectionHandling #SalesTraining

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