John Mansell

SDRs remain key contributors to success in businesses that are folding ABM into their sales and marketing strategy. In this insightful article, let Propensity partner healthlaunchpad guide you through the world of the SDRs to: 🔍 Recognize the nuances between SDRs, BDRs, and MDRs 📈 Discover the essential metrics for driving continuous improvement in your sales development process 🌟 Understand how SDRs fit into Account-Based Marketing, from researching target accounts to personalized outreach 💡 Keep SDRs team engaged, motivated, and focused on long-term success https://ow.ly/hVCK50Ri58j #ABM #SDR #salesdevelopment #marketingstrategy #sales

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Struggling to find the right #SDRs for your team? Discover how our "SDR Recruiting" service can help you build a high-performance sales force. Why Choose Our SDR Recruiting Service? 1. Targeted Recruitment: We find SDRs that fit your company's culture and sales needs. 2. Rigorous Selection: Thorough vetting ensures top talent. 3. Strategic Integration: Coaching from scaled leaders for seamless team integration. 4. Continuous Support: Ongoing coaching to optimize performance and retention. Partner with Predictable Revenue and enhance your sales capabilities with guaranteed success in just 2-3 months.

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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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Med tech sales 1994 to present. 1994 med tech sales: -“make more calls” -hospital bully cap pricing -stalk doctor at scrub sink -“wine and dine” w/manager -face to face access w/doctor -become technically proficient -exceed someone else’s quota -exceed quota and have your territory reduced -get promoted, take a pay cut, and teach your team how you sold 2024 med tech sales: -“make more calls” -hospital bully cap pricing -stalk doctor at scrub sink -“wine and dine” w/manager -face to face access w/doctor -become technically proficient -exceed someone else’s quota -exceed quota and have your territory reduced -get promoted, take a pay cut, and teach your team how you sold I was so naive in 1994 when I entered medical sales. And in 2020-2024 when we tested how to scale sales in modern hospital marketplace. We created a program called Virtual Sales Rx to coach med tech sales reps how to increase engagement with busy doctors, 3x increase meetings, and become face to face at scale. I conceded in 2024 that med tech sales reps are indifferent to what we’re teaching. It’s probably us or the concept of using personalized videos. 93% of med sales not picking up what we’re laying down. Eric I Anderson (co-developer/virtual sales rx) and I pondered at beginning of 2024, who is our market? Our market are: -physicians -med tech sales enablement teams (new concept in med tech) -those leaving med tech to become lifestyle design entrepreneurs My entrepreneurial lesson: 1)no pain, no market. The vast majority of sales reps want to grow sales - as long as it fits within the standard protocol. 2)fit-in, don’t stand out. If you’re a med tech sales rep, be careful about adopting the compliant + creative approach we’ve used to exponentially grow sales with surgeons from Covid to present. Oh well, at least you get to keep your job.

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Cold Calling: Is it Still Relevant in 2024? Absolutely (if you do it right!) While some might say cold calling is dead, it can be a powerful tool for businesses when used strategically. Here's a step-by-step approach to turn those cold calls into warm leads: 1. Research Makes the Difference: Ditch the random dialing! Know your prospect's business: Understand their industry, challenges, and goals. Tailor your pitch: Craft a message that directly addresses their specific needs. 2. Craft a Winning Opening: ️ First impressions matter! Introduce yourself clearly and confidently. Mention a mutual connection, if possible. (It can break the ice!) Quickly state the purpose of your call and the value you offer. 3. Engage, Don't Sell: Listen actively and build rapport. Ask questions about their current solutions and pain points. Let them talk more to understand their specific situation. Focus on building a connection and trust, not just making a sale. 4. Offer Real Value, Not Just a Pitch: Now's your chance to shine! Show how your solution directly addresses their challenges. Use case studies or client success stories to demonstrate value. Focus on the benefits they'll experience. 5. Handle Objections with Grace: Don't be afraid of "no"! Anticipate common objections and prepare clear, concise responses. Be honest if you don't have an immediate answer, but offer to follow up. Turn objections into opportunities to learn more about their needs. 6. Close for the Next Step: Don't leave them hanging! Schedule a meeting to discuss their needs in more detail. Offer to send additional information via email. If they're not a good fit, ask for referrals to similar businesses. Cold calling isn't about a one-time sales pitch. It's about building relationships and becoming a trusted advisor. Focus on helping your prospects, and watch your cold calls turn into warm leads! #coldcalling #salestips #b2bsales #relationshipbuilding #linkedin

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Sales Managers: Don't expect your AEs to cold call if you don't know how to. This kills me. Every week, I meet with leaders asking their reps to make cold calls. But they straight-up suck at cold calling. No prospect would ever take a meeting with them. THIS DOESN'T WORK. This is a culture of hypocrisy. Asking reps to do what you're unwilling or able to do yourself. If your team is struggling to build pipeline right now, get back to the basics. → Do our managers know how to outbound? → Do our managers know what good outbound looks and sounds like? → Do our managers do outbound with their reps? → Do our managers set weekly outbound goals with their reps? → Do our managers reverse-engineer the sales math behind every rep's sales goal? → Do our managers provide weekly outbound coaching to their reps? → Do you, the senior leader, talk to your managers about outbound? → Do you, the senior leader, talk about outbound in your all-hands calls? → Do you, the senior leader, give public shouts to reps doing well at outbound? This isn't rocket science. Don't expect your team to do what your front-line leaders cannot. It's time to get back to the basics. Get in the pit. And show your reps how it's done. And if you can't, you need to learn how. And quick. #sales

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I’ve helped 12+ AEs and SDRs transition into SE/SC roles. There’s no doubt that you can earn a lot as an AE. AEs can make $1,000,000+ in a good year - a very lucrative career path. But the reality is most AEs don’t get there. It takes an exceptional AE to earn consistently at high levels, year in and year out. (I personally would be a terrible AE 😅) A big reason why folks pivot to Sales Engineering is because the earning potential is solid and much more consistent. That’s what the data in the image shows: 36% avg quota attainment for AEs vs... 74% for SE from this same company, with similar OTE’s As an SE, you don’t always have the extreme upside* that your AE counterpart will, but your income is more stable. (*there are some companies that pay SEs similar to AEs, with SEs able to clear $1M+ in a great year, though this is more of the exception than the rule) As an SE, there’s also less pressure to hit quota, quarter after quarter. The roles are different, with different responsibilities and varying degrees of risk (and upside). Both paths can provide tremendous opportunities depending on your strengths and the type of work you enjoy. Hope this provides some perspective for those who are considering SE or AE career paths. #sales #presales #compensation (source: RepVue)

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Hey SDRs, You’re not a sales rep, if you’re not juggling multiple leads and struggling to keep track of where each prospect is in the buying journey 😥 It’s a struggle to remember which prospects need more nurturing, who’s ready for a demo, and who’s just about to make a decision. It's like trying to navigate a maze without a map – confusing, time-consuming, and inefficient 🤔 This often leads to missed opportunities and slower deal closures. But what if there was a way to simplify this process? ✅ CONTACT STAGES With Salesgear’s contact stages, you can organize and track your buyers’ journey [for each contact, yes!] 🤩 Knowing which stage a contact is in, you can: 💠 Set rules to move contacts to different stages based on their engagement, making it easier to focus on the most engaged users. 💠 Personalize interactions based on their specific needs. 💠 Offer relevant information that resonates with their buying stage. 💠 Address their concerns precisely and move them confidently towards conversion. You can customize each contact stage to fit your specific needs, like creating, renaming, or deleting a stage. Contact Stages help you streamline your sales process, eliminate confusion, and propel you towards closing deals faster. Try Salesgear's Contact Stages for FREE! Link in comments 👇 #contactstages #salesgear #sales #salestips #sdr #sdrlife #saleslife #buyersjourney #buyers #leadnurturing

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Scaling sales and worried about keeping up with compliance? It's not just about adding more rules; it's about using the right tools that make each rep more efficient, and more compliant. That's where Dialpad steps in. With Custom Moments & Ai Playbooks, every key phrase triggers the exact script needed, ensuring your agents stay compliant and on track. So, what's the most effective way to ensure compliance at scale? Join us for a webinar hosted by Six & Flow and Dialpad on sales compliance. 👉 8 May, 2024 @ 2:00pm BST https://hubs.la/Q02t1RBN0

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🛑 Stop Hiring Sales Reps Without a Solid Foundation. Before you expand your team, secure their success with our cutting-edge software, Dotti. It’s not just about saving time; it’s about amplifying impact from day one. Ready to set your sales rep—and your pharmacy—up for undeniable success? Learn more at www.atrium24.io #pharmacygrowth #pharmacysales #pharmD #pharmacyowner #Atrium24 #Dotti #pharmacysoftware

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🚀 How Salesforce Implemented Cold Calling 2.0 to Boost Sales Efficiency by 50% 🚀 Are you looking to transform your sales strategy and energize your SDRs and AEs? Discover how the early Salesforce team leveraged Cold Calling 2.0 to achieve remarkable results, driving their revenue to $100M. In this newsletter, we will discuss: - How to get started with Cold Calling 2.0? - Key Considerations for Implementation - What does it mean by a Predictable Revenue Funnel? - What does Cold Calling 2.0 Process look like? - How to ask Open-ended questions? By adopting these practices, Salesforce significantly increased their sales efficiency. Ready to elevate your sales game? Dive into Cold Calling 2.0 and see the difference it can make! Read the full newsletter here: https://lnkd.in/g2SuqGXC #SalesStrategy #ColdCalling #SalesEfficiency #B2BSales

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What are the biggest challenges we’re seeing in regards to pipeline health? Check out this on-demand Forecasting Fridays episode for tips and tricks on how to alleviate pipeline health problems and pain: https://xact.ly/ugI2A

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Want to catch the WinsDay replay? Matt Calhoun and I chatted about... ➡ Pre-Sales Strategies ➡ Demand Gen: Avoiding Failure When Outsourcing ➡ First Go-to-Market: Pivoting Your Startup  ➡ SDR Success: Leaders' Role in Prospecting Some themes popped up.... ☑ being data driven ☑ getting your ICP right ☑ documenting your processes ☑ what does good like ☑ what clues does customer success tell us ☑ culture ☑ people first leadership ☑ know your worth (mindset) ☑ trust and candid conversations .....and so much more Check out the comments to catch the replay! #sales

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It's getting to that time of year when your CFO sends an email asking for your help to save $1M or $10M in costs... It's a common tactic when Sales teams don't hit their H1 targets or when the Q3 and Q4 pipeline is looking weaker than expected. If you didn't fill your open headcount fast enough or spend your travel and training budget, you might start to panic and scramble to protect your budget. It's tempting to keep your head down and remain out of sight, hoping you will stay off the Finance team's radar. There's a better way to approach this. A company-wide push for cost savings is a golden opportunity to bring attention to your best ideas. Here are 5 ways you can seize it: 1️⃣ Volunteer to swap some open headcount for outsourced or contingency spending. If you believe your headcount may be trimmed anyway, lean into it by proposing to trade in a portion of your open headcount for agency or outsourced spending. It can help secure your remaining open headcount while simultaneously accelerating your key projects with external resources 2️⃣ Ramp up short-term spending on opportunities with strong ROAS & LTV:CAC. Although your CFO wants to cut costs, spending for revenue growth is a more efficient way to achieve this. Do you have strong Marketing channels where you can accelerate customer acquisition with more paid search spend? Perhaps you've been holding back on Mobile ad spend or non-English paid search - this is the right time to make a case for highly focused investment. 3️⃣ Modernize your tech stack. If you haven't overhauled your technology stack in the past 3 years, take a look at some modern tools and platforms that can eliminate manual effort or reduce high third party spend. It's the perfect time to consolidate and overhaul your use of technology. 4️⃣ Ask for your vendors help. Don't wait until your budget is cut to renegotiate contracts and service agreements with your vendors. They are experts in their field - ask for their ideas and suggestions to reduce costs or gain efficiencies. Ask your web developer agencies how you can reduce costly manual work with routine processes and standardization. Ask your localization agency how AI and Machine Translation can make your budget go farther. 5️⃣ Fast-track revenue growth opportunities. Where are the low-hanging fruit opportunities to expand or grow revenue in your team? Consider adapting your roadmap to fast-track initiatives that drive monetization and lower churn. Perhaps you can repurpose open headcount towards initiatives that have strong revenue potential. How else have you approached company-wide cost saving goals?

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What metrics do you track for your cold-calling efforts? Cold calling remains one of the most effective lead-generation tactics, but mastering it requires understanding the key metrics that indicate success. Many fractional SDRs miss out on key opportunities by not focusing on essential metrics. Learn how top-performing fractional SDRs use these metrics to refine their approach and maximize results: https://lnkd.in/dwxKtnUf #outboundsales #SDR #fractionalSDR #remotesalesjob #coldcalling #Glencoco

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Hey SDRs and SDR Leaders. important update of skills you must have Software Defined Radio Sustainability Disclosure Requirement keep an eye here for more tounge and cheek hints.

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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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Which model do you consider more efficient? AEs who perform cold outreach themselves, OR Teams with SDRs who free up AEs' time, allowing them to dedicate more effort to closing opportunities in the pipeline. #SalesStrategy #SalesTeam #RevOps #Sales

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Are your BDR outbound efforts falling flat? Marketing and sales teams waste time and resources on generic, one-size-fits-all outreach that fails to resonate with busy B2B buyers. These buyers are craving personalized experiences that speak directly to their unique challenges and goals. But what if you could create an integrated campaign that surrounds your target accounts with consistent, personalized messaging? By incorporating links to personalized landing pages into your BDR sequences and email campaigns, you can drive higher engagement and accelerate the buying process. And when your BDRs follow up to discuss the tailored content, you create a seamless, high-impact experience that cuts through the noise. This coordinated approach harnesses the power of both inbound and outbound personalization to deliver relevant and consistent messaging to prospects at your target accounts. Ready to refresh your ABM program with some new tactics that are working right now? We've got you covered 👇 https://bit.ly/3R8S4wT

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