Brittany Shipley

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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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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4+ OPENING$$ 💸 Commercial AE - #accountexecutive $125k base 50/50 split - $1m quota 💸 Enterprise AE $150k base 50/50 split- $1.2m quota Average Deals- $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs do renewal - goal is to get them onboarded, and expand immediately #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org - selling a complex solution - ideal experience selling into #gtm #salesleaders or deep desire to - #salesledgrowth expert - you will have #sdr support (ideally 1/1) but do not depend on this for now $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. they use: Outreach Apollo.io Hubspot Clay #accountexecutive #enterpriseaccountexecutive #commercialaccountexecutive #gtmsales #gtmaccountexecutive

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AE: Why aren’t I seeing any results from my outreach? You: It’s only been a week. AE: I saw this cool tip on LI. Why aren’t we doing that? You: It’s only been a week. AE: I think I need to change it up. You: I think you need to follow the plan for longer than a week.

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i’ve run marathons that were less exhausting than some of the demos i’ve sat thru lately. here’s 6 sure fire ways to lose your prospect in 30 minutes or less: 1. do ZERO research know nothing about your prospect, their product or their business BONUS if you had an SDR qualify them first AND you completely disregard those notes #winning 2. make sure the deck is loooong i mean, make that bad boy 20+ slides, all text, 10pt font (pro tip, use a ridiculous font like papyrus to really keep them engaged) 3. call them by the wrong name people love it when you have no idea who you’re talking to or why you’re there or why they’re there or what the hell we are doing in the first place it’s the best 4. feature dump only no benefits, just show me the bells and whistles. i want zero context for how it solves my problem- tell me WHAT only, and never explain WHY now we are getting somewhere ;) 5. talk for 29/30 mins i don’t have anything to add. there is nothing for you to learn from me. you don’t require context or need to know what i’m thinking so far. keep going! never stop. i promise i am retaining 100% of everything you’re saying 6. don’t disclose pricing ESPECIALLY if i ask about it keep it vague. i dont need to budget. just suprise me at the end of the sales cycle. i LOVE a good jump scare. 👻 in all seriousness, so many of these things are honest mistakes or even trained behaviors. (lordt knows i did half of these when i was a rep 🫠) my seller friends, this is not a dig on you, just a silly reminder of some of the silly mistakes we all make in sales. it’s an opportunity to learn. but if you can avoid these pitfalls i can almost guarantee you’re halfway to a good demo, my friends shout out to Kyle Coleman & Annie Ng for giving two of the BEST demos i’ve seen in the past few months (fun fact, they’re marketers yall). crazy what happens when you’re not shoving people thru a sales cycle 🤷🏻‍♀️ (actual footage of my last braincell dying during my 4th demo of Q2 for a tool that, yet again, doesn’t do the one thing i need it to do even though i was assured it does prior to showing up to the meeting) buying is hard.

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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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The harsh reality of a career/industry change is you'll likely take a pay cut. When I applied to Salesforce 7 years ago I applied for a BDR role. I was told I had more experience than most candidates but I lacked B2b. I would have taken the job if it was offered even with the 25% pay cut. The opportunity would have propelled my sales career to new heights. Career changes can be hard and you may believe you're overqualified for it but the right move can accelerate your career way beyond what you imagined. #recruiterinahoodie #sales #careermoves #jobsearch #hiring #techsales #techrecruiting

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Cold call tip: Call people at the end of the day. They're more likely to pick up the phone when things are winding down. 𝗛𝗼𝘄 𝘁𝗼 𝗺𝗮𝗸𝗲 𝘁𝗵𝗶𝘀 𝗲𝗮𝘀𝘆: 1. Add labels to your prospect list: West Coast, Central Coast and East Coast. 2. Set cold call blocks for the last 60 to 90 minutes of every time zone. 3. Fire up your dialer and call you're labeled list with a power dialer like Orum What cold call tips do you have? Let me know in the comments! 👉 Join 6,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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I agree with all of these - a great TTT (Top Ten Traits). What I also emphasize is to get to back to using the phone and talk to people vs sending multiple (follow up) emails. I would add that top sales managers know when to bring in support when necessary to close a deal and they don't hesitate to ask. (It takes a village.) In discovery they identify the key decision makers (KDMs) across the customer account and find a way to cultivate and build alliances with more than one person to win the first deal and to ensure sustained YOY growth.

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A great checklist for the ones who want to master the AE domain and be on the top of the chart. Among the top 10 skillsets, I especially find ‘Give to Get’ resonating a lot. The greatest AE usually excels in identifying the very core desire from the prospect, and leverage it to maximize the Get. From the same deal, the bigger positive delta they can stretch, the more effectiveness they can accelerate vs. others.

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SDR vs High Performing SDR 3 key differences that will get you promoted 👇 High Performing = Stays consistent & disciplined SDR = Process changes everyday High Performing = Extremely coachable SDR = Tries to do it all alone High Performing = Taking ownership of targets & weekly meetings with AE SDR = Let's AE run meetings & check in on target What are the other key differences that are important? #sales #sdr #bdr #ae

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Here's one piece of advise for SDRs that prospect from ground up (from the POV of a potential buyer) If you speak with someone in the team and they advise you on how to prospect their manager TAKE THEIR ADVICE. I received an email Friday saying "X on your team told me I should only cold call you but I thought I'd try a cold email first" Why would you do this when you've been told the best way to speak to someone? For an additional game changer too, if you're being referred upwards ask "why would they care about this?" or "how would this help with their current priorities?" It'll make the next conversation a lot easier #sdrs #outbound

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Remember that post I made about a month ago talking about landing Brad Taylor to help me build out the full cycle AE motion at Lawmatics? Well it's time to start hiring for that role. We currently have 4 AAEs that we promoted from our SDR org who spent the last month learning everything possible about problem based / gap selling as well as our product and are already putting it all into motion. Now we need a few more reps to help us continue building momentum in the AAE org. Here are a few things we value and what you can expect from us in this role. (more details in the JD) What we value: A track record of success- You gotta be able to show your work. Where do you stack up amongst your team and for how long have you been at the top? If you're a top SDR looking for your shot as a first time closer, this is critical! Coachability - We don't expect you to know it all, but we expect a desire for coaching and a strong ability to apply that coaching quickly. This will be tested in the interview process :) Desire to grow, learn and earn - We want reps that have big goals and want to grow at Lawmatics. Growth can mean a ton of different things like earning support, taking on leadership responsibilities, working big deals or just being the best AAE and blowing out the comp plan. Whatever it is, we want to know your big goals and we want to help you get there! What we provide: A strong coaching environment and culture with proven sales methodologies and a track record of full cycle sales success. Competitive OTE ($119) and uncapped commission plan. Industry leading product that still blows me away with it's capabilities when I see it in motion on our demos! Cary Robertson is about to blow ya'll away throughout the onboarding program like he did to me. This role is and will continue to be a major focus for us as a business as we continue to attack our lofty growth targets in 24' and beyond and I'm looking forward to bringing in some more top talent that want to be a part of that journey. If you're interested, reach out to Brad or I with why you believe you'd be a good fit. Get creative... remember this is a full cycle role... we want to see your prospecting skills in motion.

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SDRs feel burnout rather quickly. Two mental thoughts that keep me going: 1. People have it worse. 2. Can I outperform myself from the prior day? Maximize the inputs on what YOU do best and then take nuggets from proven reps to round off rough edges.

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SDRs don't ask much of their leader. Most just want someone who: - Cares for their wellbeing - Tries to understand them - Recognizes their good work - Respects and listens to them - Invests in them with coaching - Is honest and direct with them - Picks them up when they're down None of this is the sales part of SDR leadership. It's the people (and most important) part. Get it right and they will respect you. Work hard and grow under you. And be far more engaged. Which is what you want (and need). Because happy people → happy pipeline. So be intentional about developing your people leadership skills. It's by far the biggest impact area you can develop. - - - P.S. Want help engaging your SDR team? We cover this and more in The SDR Leader Bootcamp. Next cohort starting June 3 – 13 seats left. Sign up below. https://lnkd.in/etdUeNP3

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Such a valuable list of “cheat codes”! Some I wish I learned earlier on in my career, but happy to have learned them at some point and able to act on them!

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SDR leaders, 9 questions to ask yourself before you wrap up the week: 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂 - What did I do well? - What didn't I do well? - What should I do differently next week? 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂𝗿 𝗧𝗲𝗮𝗺 - What did we do well? - What didn't we do well? - What should we do differently next week? 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂𝗿 𝗥𝗲𝗽𝘀 - Who performed well that I can recognize? - Who struggled that needs more support? - Who can I spotlight for success stories? Doing this every Friday is a surefire way to keep you and your team improving. Happy Friday, y'all.

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Outbound isn't dead. The SDR role isn't dead. I've worked with SDR teams that crushed their quota quarter over quarter. That have been recognized as a top performer. I didn't give them 100's of crappy MQLs. I helped eliminate the noise in unnecessary slack and email alerts. Instead... We worked to understand the accounts that matter most. We consolidated the signals and alerts around those accounts. And success tended to follow. #abm #b2bmarketing #sdr #gtm #gotomarketstrategy

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How my clients secured 5 x CSM roles worth $563,000 in May (without networking): In May, 5 people secured remote CSM roles with me (Associate CSM to enterprise CSM). This isn’t your typical #CSM GURU posted how “A” secured a $420,000 OTE CSM job after transitioning from selling lemonade on the sidewalk. (do you guys really fall for that?) No. This isn’t the “anyone can transition into customer success” No. I’m not here to tell you this was a walk in the park. No. I am not afraid to show salary and dates. No. I don’t want no scrubs (or networkers) 👇 Let’s break down these clients success one-by-one: Diane got 2 offers in 24 days, 110K base (5 Year CSM) John got 80K base CSM role (2 Year CSM) Brian got 97K OTE CSM role (Sales to CSM) Chris got an 105K base CSM role (3 Year CSM) Laura got a 180K OTE CSM role (5 year CSM) All these clients used my FIRE framework to stop their never ending unemployment struggle. Oh these are also ALL remote jobs 🎉 This is what we do to get them back to a stable life: 1. A 10 year Tech recruiter re-writes their resume, cover letter, and linkedin (not outsourcing your resume to a writing company, yup they do that 😘)     2. Used auto-apply tools to save you time and energy     3. Job boards that are updated every 6 hours to wake up with jobs ready to apply to     4. 1:1 sessions with myself and the recruiter to understand their talk tracks, walk through their stories     5. Re-ignite their low confidence to get back to sky-high     6. Negotiate their salary to ensure they get what they deserve Don’t you worry, don’t you worry child. Noah has the proof for you ✌️ So, If you’re a CSM who: -Wants to increase their interview confidence -Wasted months of time on networking -Sick of seeing your savings dwindle -Think the Guru’s are fake (they are) -Tired from the mundane applying -Not living the life you want -Want your confidence back -Want to work with a CSM -Work with a recruiter -Finally take action 𝗧𝗵𝗲𝗻 𝘀𝘁𝗼𝗽 𝘀𝗶𝘁𝘁𝗶𝗻𝗴 𝗮𝗿𝗼𝘂𝗻𝗱 𝗮𝗻𝗱 𝗺𝗮𝗸𝗲 𝗮 𝗺𝗼𝘃𝗲. DM me the word “JUNE” and i’ll send you the details 4/5 spots taken for June (then you have to wait till July) Remember, If you could land your dream CSM job alone, you would've already.

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