Edward Geraghty

Why Baseball is like Recruiting & building a sales team Ever thought about how baseball and sales recruiting are alike? Of course you have. You probably wonder the answer to this question hourly. Well here you go…. Scouting Talent: In both baseball and recruiting, success starts with scouting. You need to identify raw talent and potential, whether it’s a young player in the minor leagues or a promising candidate in the job market. Building a Team: Just like a baseball team needs a mix of skills – pitchers, hitters, fielders – a company needs diverse talents. Finding the right balance is crucial. Training and Development: In baseball, continuous training turns potential into performance. The same goes for new hires. Ongoing development and support are key to unlocking their full potential. Adaptability: A great baseball player adapts to different pitchers and game situations. Similarly, top recruits need to be flexible and adapt to various challenges in their roles. Performance Metrics: Baseball relies heavily on stats to measure success. In recruiting, tracking metrics like time-to-hire, quality of hire, and retention rates is vital. Of course the same goes with new hires, knowing their stats is a huge key to tracking success. Just like in baseball, recruiting salespeople is about finding the right talent, building a cohesive team, and continuously developing skills for peak performance. Now, let's play ball! #hiring #recruiterlife #recruiting #saassales #gsd #agsd #sales #startup #founder #ceo

13

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

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

7

2 Comments

Junior AEs: Take your time. SMB reps want to move to Enterprise ASAP. The benefits are obvious: Higher base Fewer deals to hit quota More support from SE & SDR Handful of customers rather than 100+ Close deals that your CEO will know about It's a no-brainer right? Sort of, but moving too soon can damage your career. Here's how it plays out: Top-performing SMB AE has never missed quota On $100k base but earns over $300k every year Gets offered an Enterprise gig. Doubles salary Put into a stone-cold patch with no support Works their arse off for 12-18 months Earns half what they earned before Decides to leave Rinse & repeat Your CV with solid tenure now has 3 short jumps on it. Now you are labelled a “job hopper”. Before you think I'm anti-Enterprise - it can be amazing. But a few more years in SMB is not holding back your career. The grass isn’t always greener. Take your time. #saasrecruitment #techsales #gotomarket

226

23 Comments

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.

7

2 Comments

How do you ensure excellence from the first ring to closing the deal in your inbound sales process? The first touchpoint with potential clients can make or break a deal. At StaffingSolutions.io, we masterfully navigate this delicate balance. Every inquiry is treated as a golden opportunity. Our specialized Inbound Sales Support is not just a service; it’s a commitment. From the first ring to closing the deal, excellence is our standard. Elevate your sales journey with us.

1

BDRs should consider starting their own prospecting business. More freedom, control over your career, time with your family, and income. If you're great at cold calling, you'll probably excel at building your own pipeline.

9

3 Comments

Getting past a Gatekeeper = Mastering the art of cold calling. Here are some tips to do it: 1. No matter what, be polite. 2. Don’t sell to the gatekeeper. 3. Confidence is key. 4. Use your prospect's first name. 5. Do your research. 6. Send an email prior to the call (if it’s a company number), and get past the gatekeeper by mentioning you’re following up on an email you sent previously. 7. If it doesn’t work, try calling at another time. What else would you do ?

20

❗ Attention Sports Sales Reps ❗ Finding it difficult to prioritize your time and outbound effort? Here's my philosophy. 👇 The A, B, C method states the following... A Level Clients = A Level Time B Level Clients = B Level Time C Level Clients = C Level Time This IS NOT a philosophy on the manner in which you treat your customers and clients. Everyone is treated fairly, with great customer service, and responded to in a reasonable amount of time. This method pertains to how you are spending your outbound effort and scheduling meetings. Depending on your team's situation (whether you work inside your arena or if your office is off-site), showing seats can take up 2 hours of your time when you include set up, drive time, the tour, and discussion afterward. How many calls or virtual meetings can you accomplish in that time ⁉ Make sure the amount of time you invest into a prospect yields the appropriate amount in return. #SportsBiz #TicketSales

13

1 Comment

"I'm not interested" "Call me in 6 months" "We already have a vendor" Most sellers struggle with these common objections. They try to "overcome" them instead of peeling the onion. Every objection is an opportunity for discovery👇 Prospect: "I'm not interested" You: "It sounds like you have already solved (insert relevant business problem). Mind sharing how you did it?" Prospect: "Call me in 6 months" You: "It sounds like something will change significantly in 6 months. Mind sharing what that is?" Prospect: "We already have a vendor" You: "Sounds like you are 100% happy with that vendor. Mind sharing what it is that they do great?" Access more than 30 objection battle cards in my free prospecting course: https://lnkd.in/gTbPiShP What's your favourite objection?👇

916

90 Comments

Sales reps are the ones at the front... they get the brutal honest market feedback they have to deal with rejection they have to manage their emotions they have to react quickly sales isn't easy. It's important to recognize it. Appreciate your sales reps and do whatever you can to support them. #sales #b2bsales #salesrep #sdr #bdr

6

There's no two ways about it. Securing sales appointments is more difficult than ever. This eBook equips you with 7 powerful ideas that you can use to get more appointments and to be a part of the high performing sales force of the future. 👇 https://bit.ly/3UEfFYc #salespeople #appointments #salesstrategy

2

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?

10

Sales Fact 🧠 Field sales conversations are more effective than text, email, or phone communication. When our sales reps chat with customers in person, they can express their emotions and friendliness, elements often lacking in phone calls or email exchanges. #BillSave #salesjobs #salestraining #salescareer #growthmindset #success #salesfact #Ireland

4

Sales isn’t just about talking, it’s about listening. Here’s why: -Listening builds trust with your prospect. -You understand their true pain points. -It helps you tailor your pitch perfectly. -You stand out from the competition who only talk. The top salespeople listen more than they speak. Because it leads to more closed deals.

7

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

28

6 Comments

The worst mistake I made while job searching? Mass applying Nov - Dec 2023 - 150 applications submitted (3 interviews) January 2024: 12 applications submitted (10 interviews) The average SDR job posting would have over 100 application in a job. So how do you cut through the noise? The answer is obvious → You need to Outbound. Yes, the quality of your resume is important But it’s not going to matter if it doesn’t get in front of the right person. Since implementing this strategy, I’ve gotten interviews at the biggest SaaS companies. Here’s how you can do it too: 1. Create a list of 10-12 companies you’d actually like to sell for. 2. Connect with 10 sellers at each company (AE’s and SDR’s) 3. Find the hiring manager on LinkedIn 4. Send a one minute personalized loom video to every one that accepts your connection request. 5. Follow-up with Cold calls + a voice mail in 24hrs. A cold email in 48hrs 6. Professionally persist until someone agrees to speak. This strategy is methodical and will take time. But it’s 100% worth it! ——— ♻️Share this with your network if you found this helpful! And follow Ora for more! P.S - Comment ‘outbound’ below and I’ll send my cold email template.

92

59 Comments