Brandon Czubak

This is the progression from average to elite when it comes to resumes and interviewing 👇 Average Sales Reps: No numbers or awards on their resume. They just explain their responsibilities Good Sales Reps: Numbers and awards on their resume. They are clearly successful, but when it comes to interview time that can't explain why. Great Sales Reps: Numbers and awards on their resume, and can clearly articulate why they have been successful. ELITE Sales Reps: Numbers, awards, can articulate why they are successful and can teach other people how to also be successful in their job. There are some other factors of course, but at the end of the day this is the real stuff. Can you explain why you are good? A great rep can transform a territory. A great rep who can teach can transform a region and sometimes an entire company. So while you're out there dominating - pay attention and take note of why and how things went well. Someone is going to ask you to explain your process. If you can't answer, that might be a problem. #SalesTips #Interviewing #MedicalSales #MedicalDevice

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If you're looking for a sign to get into tech sales... This is it. 👀 Whether you're a rookie or a seasoned pro, this comprehensive guide features tips and tricks from Salesforce recruiters to help you land your dream job in sales. Check it out:

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How to Protect Your Mentality as an SDR. SDRs face a lot of rejection, quota pressure, call burnout. Here are some tips on how to manage it: 👇

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Attention SDRs and Sales Reps🎙️ If you are not getting enough coaching, use Chat GPT to supplement the lack of support - P.S sorry you aren’t getting support 😥 Paste a transcript of your recorded call or role-play you did with a co-worker into ChatGPT (check with legal if you can do this) Ask ChatGPT to: • Analyze your call based on your call framework or script • Identify areas for improvement by asking Chat GPT (or whatever tool you may use) questions • Suggest alternative phrases to communicate value better Prompts you could use: "What did I do well on this call?” - Start off feeling good "What did I not do well?” "How could I have dug into the pain more? Please provide questions I could have asked?” “Can you give me 3 ways I could have handled the objections?” "Suggest alternative ways I could have gone for the close?” “Did I miss anything in the call that could have helped me go for the close?” A.I. will not replace you; the Reps who learn how to use it to help them improve will. If you are a sales or enablement leader and want to learn more about how you could leverage A.I. to help improve your team. Come to the Allego Sales Success Summit, where Sam Richter CSP, CPAE, will discuss how to use AI to help improve your sales team. https://lnkd.in/eKg3w7w2

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With the amount of information available, final pre-call research used to take me hours the night before important meetings. It was a guaranteed way to cut through the noise and stand out against 15 other seller calls an exec had that day. Over-prepare, deliver with confidence, and the results will follow. It worked. Lately, I've been using ChatGPT to inform outreach and quickly make messaging more impactful -- building custom models for each account. This takes time to set up, but it's a no brainer for strategic customers or top prospects to cut down research time while improving relevancy. I'm evolving the strategy, but phase one looked like this: 1. Collect important investor materials → 10K, 10Q, Earnings transcripts, Investor Summit PDFs, Leadership bios, top news articles. 2. Create GPT → Upload docs and ask to familiarize with materials, your role, and mutual goals you're working towards with the customer 3. Draft a series of prompts → Provide clarity around your market, platform, and typical customer value points. Start simple:   • I work in sales for [x company] and we provide [x service]. Customers usually see value in these areas: [driver 1], [driver 2], [driver 3].  • Typically, our customers are most interested in solving [pain point 1], [pain point 2], or [pain point 3].  • Our website can be found at [website]. (helps to include individual product pages where applicable) • Based on the information shared, will plan to ask a series of follow up questions to validate how our solutions can benefit [x company]. Does this sound ok? 4. Save as [Customer Name] GPT Model  → Repeat for each customer and save in personal ChatGPT environment for future promoting. You now have unique GPT models, each with advanced knowledge of your top customers or prospects -- contextualized around your offerings. Let's test it out. Ask a few questions: • Knowing that I work in sales for [your company name], what opportunities should I focus on when talking with [customer/prospect company name]? • Given your knowledge of [your company name], what strategic initiatives could we most likely impact at [customer/prospect company name]? • What are some of the top risk factors challenging [customer/prospect company name] this year? Next time you have an EB or Go-No-Go call and need to understand positive business outcomes leadership could be evaluating them on... boom! Want to make sure your POV is targeted, based on C-Level strategic initiatives... here you go! Care to see if they were featured in any podcast, video, or interview... and what points may be useful... ask GPT! AI + Automation is changing the way we work, and sales is no exception. Sure beats my old method of CTRL + F searches on SeekingAlpha transcripts. 🔍 Give this a try and let me know what you think. Any other GPT tips for sales?

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This might be a hot take, but tenured SDRs/BDRs should actively participate in as many live disco/demo calls as they can handle. Yes, even us Gongsters who preach cutting down meeting time to boost revenue generating activities. There are 2 main reasons why I still attend live calls, IN SPITE of having Gong: 1. Bridge the Skill Gap: Participating in more parts of the sales cycle is the best way to improve discovery skills, product knowledge, and business acumen, all of which will help me prepare for my next role before stepping into it. 2. Document Growth: Actively participating in live calls gives me a library of examples that demonstrate how my knowledge and skills have evolved over time—essential ammo for when it comes time to interview for AE. NOTE: if you merely sit as a fly on the wall during these calls, your time is better spent continuing to prospect and watching the call recordings outside of golden hours. The point is to actively prepare for and participate in these calls as if you are the AE running it. What’s your take on how involved SDRs should be in the sales cycle?

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The best SDRs have a short-term memory… 👉 You face lots of rejection as an SDR. More than any other role. - Tough cold calls. - Unsubscribe emails. - Demo no-shows. Constant rejection sucks. But, we can fix that. Adopt a short-term memory. - View it as a learning moment rather than a rejection. - Expect only 10% of your accounts are going to buy. - Understand that rejection is a normal. - Celebrate small wins. - Have a call buddy. You don’t want: - One bad call effect the day. - One bad day to affect your week. - One bad week to affect a quarter. - One bad quarter to affect a year. So… Keep improving your skillset. Become resilient. Win in the long term. ➡️ What do you do to get over rejection fast? Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

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Just to clarify, you have an 8 step - 2 month process for interviewing SDR’s? Yes, this is how we have always made hires. Have you ever hired an SDR? No, we tried at one point but it didn’t work out. Would you consider a 3-4 step process that takes 2 weeks or less? No, we have processes in place for a reason. Don’t let this be you! REALLY, don’t let this be you. Since I have hired and placed over 1000 SDR’s, I can help you with the process. I am an expert with this and I know what works and what doesn’t. You need to be fast and effective. It’s a pretty simple process: Initial screen, written assignment (15 minutes), roleplay, culture interview, offer. Boom - done! Or this will be your response again and again and again: Have you ever hired an SDR? No, we tried at one point but it didn’t work out. #hiring #recruiterlife #recruiting #saassales #gsd #agsd #sales #startup #founder #ceo

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If you are on the hunt for a new sales role. Here's a little pointer that may just help. When updating your resume, don't just focus on sales figures. Include some or all of the following points: ✅ Conversion rates ✅ Average deal size ✅ Revenue closed ✅ Sales cycle length These aspects provide a really good comprehensive view of your sales metrics And when you showcase them Potential sales leaders get a more thorough understanding of your capabilities. What else would you add? #SalesRole #TopTips #SalesMetrics

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If you weren’t surrounded by money growing up, then getting used to big deal sizes can be intimidating. So how do you get comfortable with $500k and $1m+ contracts as a sales rep? 👇 Picture this: you’ve been a sales rep for a little while. You sold transactional deals over the phone: a grand or two every deal, a couple a week. Then you move into an AE. Deals take a couple of weeks or months. A few steps, but fairly easy. Weeks turn to months, months turn to quarters. $10k becomes $60k. You’re starting to get the hang of it! Finally, you hit the big leagues: enterprise sales. Uh oh: now you’re dealing with procurement teams? You have to respond to tenders? Redline contracts are argued over for weeks about data storage locations, state laws for arbitration and payment terms. 🤯 You’re starting to see why these deals take so long… Negotiations are front and centre, and because you’re new, you don’t know what the deal is worth and value has become meaningless. Here’s how to navigate what your deal is worth: 1️⃣ Map out what the customer needs Contract value is directly attributed to results. Each person involved in the deal should be receiving some sort of value from the negotiation. Whether it’s a tangible $ or time saved metric, or an automation that improves workflow: you need to clearly articulate what everyone is getting. This way, most people won’t question the price because the deliverables are clear. Pay X, get Y. 2️⃣ Provide options If the customer needs your solution, show them the avenues. Remove the “should we buy this or not?” decision and turn it into a “which option suits our needs best?” decision. Work with your champion on layering the deal for every potential required deliverable. 3️⃣ Back yourself If you’ve done the first two properly, then you need to stick by your guns. If you offer discounts arbitrarily to get the deal done, then it was never worth the original price, was it? Don’t cheapen your offering by discounting and giving the same value. There are more things, but keep it simple for now and you’ll get the hang of larger deal sizes in no time. #saassales #b2bsales #salesleadership #salesisaconversation

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Conversational velocity (h/t Gerry Hill 🚀 and ConnectAndSell, Inc) is the key to scaling outbound cold calling. How many conversations are your reps having per hour, and how many of those are they converting to meeting per hour? These are my stats ever since implementing ConnectAndSell on 5/6. Eight hours of dialing over the last two business weeks (I'm one man army so I've gotta get my blitzes in to work on other strategic projects too, ok?) The numbers speak for themselves, but to caveat, I was using Sandler based scripting for the first week - and breakthrough messaging as of last Monday, 5/13. 10% conversion rate on cold outbound is pretty solid, I'll take it. Sales leaders, how granular are you able to get on your teams data in terms of what I have below, as well as data quality etc? I dunno if I'll ever be able to go back to the 'old way.' #sales #outbound #coldcalling

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SDRs / AEs: Account Selection is king right now when prospecting. Use these 5 filters on Sales Nav (LinkedIn Sales Solutions) to uncover healthy & growing companies: 1. Buyer intent 2. Recent leadership hires  3. Recent funding (last 9 months is good) 4. Headcount growth in the last 6-months 5. Recent hiring in the org / persona segment you target 6. % distribution of personas that makeup the total employee headcount There are still companies out there who are growing and investing.. You just need to find them. Don't cast a wide net right now, you're likely wasting a ton of time. Instead, go deeper on fewer accounts.

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You don't need a recruiter for front-line salespeople. Especially if you are hiring your first 3 or 4 on the sales team. Use your network to hire! Pick up the phone. Send a text. Ask your friends if they know someone looking for an opportunity. This is where the best early sales hires come from. When you are hiring, here are a few things to keep in mind: 1. Find reps who have similar sized deals and a similar sales cycle, preferably at a similar stage company. 2. Look for traits that are common in successful salespeople. My favorite: - enthusiasm - grit - ambition - curiosity - agency Score all of the candidates on these characteristics and use them at a datapoint to make your hiring decision.

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Resilience: The SDR's Secret Weapon 💪 Let's be real - being an SDR can be a rollercoaster ride of highs and lows. One day, you're riding the wave of a successful appointment set, and the next, you're facing a string of rejections that can shake even the most seasoned pro. But here's the thing: resilience isn't just a nice-to-have trait; it's an essential weapon in an SDR's arsenal. Resilience is the ability to bounce back from setbacks, learn from failures, and keep pushing forward with unwavering determination. It's the fuel that powers your hustle and keeps you focused on the end goal, even when the road gets rocky. Here are a few tips to cultivate resilience as an SDR: 1) Embrace a Growth Mindset: Failures aren't permanent; they're opportunities to learn and improve. Approach each setback with curiosity and a willingness to adapt. 2) Celebrate Small Wins: Don't underestimate the power of small victories. Recognizing and celebrating your progress, no matter how incremental, can keep you motivated and energized. 3) Build a Support System: Surround yourself with a network of peers, mentors, and cheerleaders who understand the SDR grind and can offer encouragement and perspective when you need it most. 4) Practice Self-Care: Resilience isn't just a mental game; it's also about taking care of your physical and emotional well-being. Prioritize rest, exercise, and activities that recharge your batteries. 5) Keep the Big Picture in Mind: Remember why you chose this path and the impact you can have on your prospects' lives and businesses. That bigger purpose can be a powerful motivator when the going gets tough. Resilience isn't something you're born with; it's a muscle that needs to be exercised and strengthened over time. But for an SDR, it's the secret weapon that can turn setbacks into comebacks and obstacles into opportunities. Have you faced a particularly tough rejection or setback in your SDR journey? Share your story of resilience and how you bounced back stronger than ever! Let's inspire each other to keep pushing through the grind. 💪 #Resilience #SalesMotivation #SDRLife #SDR #Mindset

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An AE on my team just closed/won a 137k ARR deal (multi-year contract) 🤯 (steal her scripts for negotiating) 𝗙𝗶𝗿𝘀𝘁, 𝘁𝘄𝗼 𝗸𝗲𝘆 𝘀𝘁𝗲𝗽𝘀: - Getting on the same side of the table - Holding your ground 𝗦𝘁𝗲𝗽 𝟭. 𝗦𝗮𝗺𝗲 𝘀𝗶𝗱𝗲 𝗼𝗳 𝘁𝗵𝗲 𝘁𝗮𝗯𝗹𝗲 When negotiations start. It's important to approach it from the same side of the table vs having a battle. Here's what she said: "Hey Jill - Correct me if I'm wrong but it sounds like we're trying to find a path to partnership. Is that right?" This script diffuses the situation and allows you to do some additional discovery. Like understanding if you're the provider of choice, if price is the final step in their evaluation, etc. 𝗦𝘁𝗲𝗽 𝟮. 𝗛𝗼𝗹𝗱𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗴𝗿���𝘂𝗻𝗱 Totally OK to make concessions like giving a discount. But sometimes buyer's ask for too much. When that happens... Here's the best script for holding firm: "I can respect some tough negotiation but we do have to recognize the value of the product" That script is great for letting the buyer know they've done a good job but you also have to hold firm at the current proposal. Works like a charm. What are your best negotiation tips? Let me know in the comments! 👉 Join 6,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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SDRs: How NOT to ask questions in interviews 😅 Shoutout Andrew Shapiro @ .Community, has top tier resources for both interviewers and interviewees. If you need help in SDR interviews, there is a free interview guide in the comments, as well as the recording link to the rest of this episode ⬇️ #sales #saas #techsales #remotework #jobs #career #sdr

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Outbound tends to be overcomplicated Break it down into 3 parts ... 𝟭. 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴: ❌ Add leads in bulk when your pipeline is running low, sacrificing quality over quantity ✅ Consistently adding 6-10 leads every day that fit your ICP to your "not contacted" list 𝟮. 𝗠𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴: ❌ Generic pitch followed by a closed question, focusing on YOU: You: "Here at {company X} we provide XYZ. Does that sound interesting to you?" Prospect: "Yes" or "No" - the conversation has died ✅ Understand common problems your ICP will be facing and how your solution works to solve it You: "We work directly with many Marketing Heads and we often come across 2 common problems: {Problem 1} and {Problem 2}. Would any of these resonate with you personally?" Prospect: "Yes, {Problem 1} specifically" You: "What systems do you have in place to combat this?" ... {how you solve this for others} and book the call When competitors are involved, understand what they like and dislike about their current solution - understand how you differentiate your solution 𝟯. 𝗢𝘂𝘁𝗿𝗲𝗮𝗰𝗵 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆: ❌ Focus heavily on 1 channel (usually email) and aim to overachieve on activity metrics with no defined cadence ✅ Using every channel available slightly tweaking your approach with each touch point clearly outlined in a cadence: Call Aim - a conversation Email/Video aim - problem-led approach (no hard ask) LinkedIn DM/Voicenote aim - creative prospecting

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Behind every successful AE is a strong SDR. I hear crazy stories of AE and SDR's not getting along and blaming each other for mistakes. But i think the biggest thing i lack of communication. Not being clear on expectations from both of us. One my rule of thumbs, is an EOW recap meeting (usually less then 25 min) Why? I want to make sure were all on the same page. -Understanding what we both accomplished -Areas for improvement -Tips/Tricks -Coffee conversation to see how we both are doing. By having these simple conversations its allows you even build a strong relationship with your SDR or AE. Remember... Y'all are on the same team here 🏆

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“Does outbound or social selling bring success?” (most SaaS orgs don't want to hear the truth on this one) During my first SDR roles, I felt frustrated as I struggled to connect with prospects through: 1000s of sent emails 100s of cold calls 10s of DMs Then I started reading studies on buyer preferences and found buyers want: social media experiences peer product reviews helpful resources Does your outbound do that? Meet buyers where they are ➜ more sales ps. how'd you make your last purchase?

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