Eleonora Berylo

AltiSales is revolutionizing SDR Leadership (and even for SDRs). It's not just about the Call Funnels (which are awesome, check them out) Or the Email Tracker (what's your Positive Reply Ratio?!?) It's the Notifications! I never realized how crucial notifications are for staying on top of things. As sales leaders, we juggle 5-10 different tools daily. Each with different reporting. Each with different tracking. And as a Sales Leader, you often have ZERO idea where to start troubleshooting. [Enter AltiSales.io] Every morning, I receive email notifications (and Slack messages) highlighting the areas that need troubleshooting. Whether it's templates in my sequences that need to be deactivated due to low positive replies, Or identifying which variant of an email from an A/B test has a better Positive Reply Ratio, Or addressing low connect rates for some users, Or overdue tasks piling up for reps, Or failed emails throughout all your sequences, Or pinpointing where, in the last 1, 2, 3, or 4 weeks, my reps are struggling with their cold calls, And so much more… Having more tools isn't the solution for your SDRs and leaders, but having the right visibility and notifications is. Before AltiSales, I thought I had a good grasp on the visibility I needed for troubleshooting, but I was operating on a chaotic model. With AltiSales, I am more zen and aware of every detail. Notifications... who would have thought... Check it out – it's free for Outreach users. #salesdevelopment #businessdevelopment #sales

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The SDR role just got more competitive; they're now competing with strong & sophisticated AI sellers... Have you met G2’s latest hire? Introducing Monty: The newest 𝗔𝗜 𝗦𝗗𝗥 𝗰𝗵𝗮𝘁𝗯𝗼𝘁 𝗳𝗿𝗼𝗺 G2, designed, built & trained by co-founder Tim Handorf and the G2 Labs team. 𝗠𝗼𝗻𝘁𝘆 𝗦𝘂𝗽𝗲𝗿𝗰𝗵𝗮𝗿𝗴𝗲𝘀 𝗬𝗼𝘂𝗿 𝗚𝟮 𝗣𝗿𝗲𝘀𝗲𝗻𝗰𝗲: Faster lead qualification, lower costs, and 24/7 engagement with potential buyers - all on G2.com and directly on your own website 𝗣𝗼𝘄𝗲𝗿𝗲𝗱 𝗯𝘆 𝗚𝟮 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀: Monty leverages G2's market knowledge, your company reviews, your battle cards, your case studies, and even your top sales call recordings/transcripts - he learns then qualifies. 𝗠𝗼𝗻𝘁𝘆 𝗗𝗿𝗶𝘃𝗲𝘀 𝗥𝗲𝘀𝘂𝗹𝘁𝘀: He engages and educates prospects, accelerates lead gen and pipeline growth, and automates inbound sales for a smoother, faster sales cycle- no more 3-month ramping windows 𝗙𝗿𝗲𝗲 𝗧𝗿𝗶𝗮𝗹 𝗳𝗼𝗿 𝗚𝟮 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀: See Monty in action! Get $250 in free "chat credit" to experience his power. Learn more & 𝗰𝗹𝗮𝗶𝗺 𝘆𝗼𝘂𝗿 𝗰𝗿𝗲𝗱𝗶𝘁 𝗵𝗲𝗿𝗲: https://lnkd.in/eYdSeQ7J Rest assured, he's sales-ready, working with dozens of SaaS businesses, and has 𝗶𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲𝗱 𝗠𝗶𝗹𝗹𝗶𝗼𝗻𝘀 𝗶𝗻 𝘁𝗵𝗲 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲 & 𝗖𝗪 𝗱𝗲𝗮𝗹𝘀.

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 Salesforce is in advanced talks to buy Informatica Two big rumors in CRM land dominated their respective news cycles this past week. First Google is rumored to be interested in Hubspot, which is the clear number 2 CRM and while they are moving upmarket - a clear favorite among SMB and MM’s - and recently have made an acquisition of Clearbit which most people assume is to ensure clear firmographic and demographic information for helping their clients with new Gen AI models. Likewise Salesforce is said to be in advanced talks to buy Informatica which is indication that many companies do not feel their data is in shape to take advantage of Gen AI and Salesforce wants to ensure they dominate digital transformations and tangentially compete against the Snowflakes and Databricks of the world.

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#salesroles Check them out - BUT remember 1 directly delivered resume is better than 100 pay and spray ones... Find someone who works there and get them to pass it on so it is actually reviewed. Things still need to be a fit. #spreadtothenetwork #helpthenetwork #sharetothenetwork #here2help

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What's the pulse for Tech Sales Hiring? I think we're well past the bottom of the market. 49% of respondents are getting at least 3 approaches per month right now. Gong's CEO, Amit Bendov noted on SaaStr this week: "Businesses overspent and overbought in 2021 Over-cut and underspent the following year and rationalised. Companies are now out of the shock and back to moderate growth". IMO Hiring activity reflects that for now and will trend upwards from here.

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hey RevOps - if you're a high-velocity SMB shop selling a large number of small deals, how should you grant quota credit to AEs? 🤔 Signature date? Payment date? Contract effective date? Like most things in RevOps, simple questions like this do not have simple answers. This question was posted in the RevOps Co-op Slack group recently and the community provided some 🔥 feedback like: 📍 Signature date seems to be the most popular choice, but always with a big caveat 📍 That caveat relates to the amount of churn or turnover when it comes to signed deals that don't pay - if the AEs are closing crumby customers that don't pay, then you want to use payment date instead 📍 If you have deals that get signed far in advance of the contract effective date / subscription start date, this adds additional risk to revenue - so may want to consider using the contract effective date instead 📍 Some folks do a mix; for example, 50% at signature, and 50% at payment (or some other metric, like 6 months after deal signature) 📍 In all cases, you want to make sure the structure is set up to drive the behavior you want to encourage without a huge delay between the work done and incentive provided Anything else you'd add to this list? #revops #revenueoperations #salesops #salesoperations #compensation #incentivemanagement

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The only cold prospecting channel that still works? . . . . . Hyper personalized videos! If you can record each one by yourself- use our free recorder (lifetime, unlimited), if you can’t, upgrade to our AI-tier, if you are too lazy to record or if you are camera shy, we have something coming for you too (watch out this space for exciting new updates). Studio by Gan.AI will make sure you’re using the ONLY cold prospecting channel (personalized videos)- for free or paid, with your recorded or AI generated video, we’ve got your covered. Follow Gan.AI for more updates!

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I'm frequently asked to recommend outsourced SDR shops. The only one I confidently suggest is AltiSales, primarily because Tito 🚀 Bohrt - Sales Mad Scientist knows what he's doing when it comes to sales development: targeted, persona-based, problem-centric, phone-heavy multi-touch/multi-channel, account-based engagement. I'm happy to keep pushing clients Tito's way, but I'm curious - who are the other outsourced SDR shops doing prospecting the right way? Please don't come at me with any high-volume, high-velocity, email-heavy SPAM factories or automated LInkedIn bullshit. Zero interest. But if you know an outsourced shop doing sales development right, give 'em a shout out in the comments. Much obliged.

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SDRs are so critical to success, depending on company size, yet like many GTM functions, they too are under reduction pressure. Data from Jason S. of Live Data Technologies (article in comments) showing that SDR function may be normalizing some, not wholesale decreases like the headlines suggest. SDRs are the glue between the Marketing and Selling function. 3 years ago on one of my LI posts, we all said that SDRs would be future CEOs. Now the headline is cut them. It's an incredibly challenging job for a junior person. And may be better suited for inbound and/or transactional type selling with narrower buying committees. What are you experiencing with your SDR function? ___________ 👏 Follow B2B Fusion on Go To Market best practice strategies. 👍 Like and subscribe to B2B Fusion YT videos, 200+ GTM best practices! 🤙🏽 Struggling with faster, more efficient growth? Let's talk.

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There are two ways to solve gaps in signal-based selling. Only one is guaranteed to work at scale. 1) Revenue Enablement Provide continuous training for (a) every new hire who joins a team and (b) every 6 months to refresh reps on essential information, workflows, and processes. Many factors can impact the effectiveness of enablement activities (from the comprehensiveness of training materials to the trainer’s institutional knowledge, to how closely the individual reps were paying attention that day). Enablement only becomes harder as more people and processes are added to the mix because there are so many moving parts. 2) Revenue Operations Through automation, RevOps can reduce gaps — especially from human error — that cause friction or inaction among reps. Specifically, end-to-end automation. Most common “automations” in signal-based selling usually don’t go far enough. Therefore teams are overly reliant on enablement touchpoints to stay aligned. Ex: A champion moves to a new role and this is automatically updated in Salesforce This automation gets the process from point A to point B, but still relies on multiple human touches from B to Z. End-to-end automation ensures that essential tasks throughout an entire workflow are set up to keep the process moving toward an end goal. It anticipates gaps and opportunities for human error from point A to point Z (meeting booked). Ex: A champion moves to a new role, the CRM record is updated, a rep is notified, and a multi-step persona-specific email sequence is triggered. Would every rep follow this process if it was entirely manual (even with enablement training)? Probably not. That’s why every signal play should be accompanied by clear workflows enabled with end-to-end automation. The play can scale with your team. Signals without action are just noise for reps. Automation guarantees signals get actioned.

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We just finished puttig together our Q1 SaaS metrics report. It breaks down 30+ SaaS companues on 14 core SaaS metrics. Want to know things like: Hubspot's CAC Payback? ZoomInfo's NRR? Salesforce's ARR growth rate? All this and more in the report. Comment below and we'll send you a copy.

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When you introduce a new term, get ready to answer some questions! 💡 Since Optimove CEO Pini Yakuel unveiled the term "The Position-Less Marketer" at #OptimovConnect2024, we've gotten plenty of questions on what it means for the future of marketing. So, we collected and answered the key ones in this FAQ blog. Take a look ⬇

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There’s a way to approach HubSpot when it comes to getting your RevOps strategy “revved up”, and there’s a certain science behind it – it’s not just flipping a switch. Take a closer look at the practicalities of implementing RevOps within the HubSpot ecosystem. #RevOps, #revenueoperations, #RevOpsHubSpot, #HubSpotRevOps https://hubs.ly/Q02vNzkR0

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How to Set up AB tests for HubSpot sequences https://lnkd.in/gGi42qP2 #HubSpot #GrowBetter

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What's a fair salary for a CSM? Last week Noah Little blew the CS corner of the internet with a hot take that CSMs should be paid like sales reps. Needless to say, when it comes to money, the more the merrier. 🤑 But should CSMs and Sales Reps be paid in the same "structure"? Probably not... Different roles and different tasks, therefore different comp structures. So instead of comparing ourselves to sales, we need to be able to: 1- compare ourselves to the rest of the industry 2- align the comp of the CSM to the revenue it generates That's how we fight for more of the pie. The issue is that if you are in Europe, it's really hard to get good salary data to even start this process. That's why I partnered with some of the top CS brands in Europe to collate a survey that helps us understand our local salary landscape. The report will help: - Leaders design fair and equitable compensation packages - CS Professionals benchmark their offers and salaries Link to answer the survey is in the comments section! #csm #customersuccess #salary #compensation #growthmindset

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You can hire 1 new SDR at $100k+ all-in (benefits, OTE, etc.) or invest less than half of that in a new tool for AEs that can deliver 5x the results (verified with no risk) what this 1 SDR can deliver in new, top-of-funnel opportunities. Which choice do you make and why? What evidence do you need to invest in the new tool vs. another person? What risks does opting for the tool present that hiring an FTE does not?

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📣 Here are all the top LinkedIn posts on CS operations from 5/22 to 5/28. Marley Wagner - leveraging automation for an internal audience - https://lnkd.in/gWy7TUdF Rosalyn Santa Elena - what it means to be more strategic and less tactical in revops - https://lnkd.in/gJDDsGaj Sagar Shukla - the worst metric for CS - https://lnkd.in/gg45frsV -- 🚨 Did we miss a post? Let us know in the comments to make sure others don't miss it either ❤️ Was this helpful? Make sure to follow the Matik page to continue seeing these weekly roundups! -- What is Matik? Matik automates the personalization of content, including data-driven elements like tables, charts, and insights. Compatible with Google Slides, Microsoft PowerPoint, and emails. See it in action: https://lnkd.in/gmWedmqb #revenueoperations #revops #customersuccess #csm

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