Logan Lyles

Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

105

10 Comments

Our latest survey offers a comprehensive look at the current state of selling, featuring insights from 800 front-line sellers. A standout finding: 3 out of 4 respondents believe they could save at least an hour by eliminating the task of creating personalized emails for prospects. While personalization is essential for connecting with prospects, it’s also incredibly time-consuming. Sellers understand its importance, but those hours quickly add up. We know time is money, and we’re dedicated to providing today’s sellers with the tools they need to personalize efficiently and effectively. Additionally, we asked sellers, “What specific tasks in your role do you think would benefit most from AI and automation?” The top three responses were: 1. Follow-up and engagement tracking 2. Reporting and performance analytics 3. Data entry and CRM updating Our survey uncovers valuable insights into the future of sales. Discover how AI can revolutionize your sales process: https://lnkd.in/gMr_3UNA

3

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

626

57 Comments

It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

14

1 Comment

Want to win more of your pipeline? 💰 Multi-thread It’s one of the most important things you can do to help drive urgency in your sales cycle Most mid-market deals include an average of 6-10 DMs Enterprise deals can include upwards of 20+ DMs The trap that a lot of sellers can fall into is over-relying on your champion Champions are great - don’t get me wrong It pays dividends to have a champion but it’s 10x when you have 3-4 champions advocating on your behalf Unfortunately most buyers don’t know how to buy so our job as sellers is to educate our buyers on how to effectively buy a solution to solve their problems & it’s actually pretty simple to do Take a look at your closed-won deals - especially your high value deals Who all was involved? Who is currently involved? What was the buying process like? What unexpected obstacles did you have to overcome? Use this as a roadmap to educate your prospects on how to buy I love multi-threading at the end of discovery in driving next steps (and farther along the sales process as well) Here’s a quick talk track you can easily apply when driving next steps with prospects: “Next steps typically involve looping in ABC partners (this could be higher level DMs in their function or other cross-functional leaders who are involved in the buying process for your service/offering) to discuss XYZ priorities (this should be the key initiatives your prospect is looking to solve/improve/attain in implementing your solution). We want to make sure that we’re all in alignment and moving in the right direction together. We usually see that looping in cross-functional partners early helps us to uncover potential roadblocks that we’d need to account for and improves our collaborative efficiency. What does your buying process look like and who is usually involved? Would it make sense for us to go ahead and loop then in on our next call?” Why it works? 1️⃣ You’re educating the buyer on who’s typically involved with the buying/implementation process at other similar organizations 2️⃣ You’re collaboratively driving next steps and confirming the prospects buying process 3️⃣ You’re using multi-threading as a way to add value (helping reduce unforeseen roadblocks and improve efficiency) 4️⃣ You’re reducing the internal selling effort required for your champion (again - adding value) Expand your reach by broadening your decision-making unit through multi-tasking and watch your sales cycle shrink What other tips do you have for multi-threading within your pipeline? Happy selling, friends!

6

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

10

2 Comments

Some great advice here for those in the Biz Dev world! Let's go!!!

1

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

12

4 Comments

The most common AE complaint is "My territory sucks." Most of the time, these same AEs have great accounts in their territory they've never touched. The reason for this discrepancy is simple: Most AEs rely too much on data provided by sales ops to prioritize their accounts (revenue, employee count, account score, etc.) This doesn't work, because data quality is often poor. Also, sales ops scoring is intended to balance territories at scale - not dictate where individuals spend their time. It's your job to determine where you spend your time. And you should spend your time where you are most likely to make money. Want to learn how? Take two minutes and read this: https://lnkd.in/gyAm3k4S

231

52 Comments

🗣️Pipeline Development is one of the biggest revenue growth challenges for most companies today 🙂‍↕️ Though only a minority include pipeline generation as part of the sales incentive compensation plan. Every AE can relate … when you’re sitting in the bench because you have little pipe, it’s absolutely miserable … Usually when you’re working on a ton of deals at once, it’s so hard to make and stick to the time to prospect… As a AE, I would have loved pipe gen to be part of my comp plan… Hear me out … keeping your reps motivated is EVERYTHING … so why not motivate them even more by rewarding quality pipeline build…. It’s not rocket science 🧬 You then have reps that are not only motivated to close deals… But also super motivated to build their own pipeline too … How would that work at your business?

24

7 Comments

Something that I see new SDRs and AEs missing is "Nurturing the prospect" It's completely different from follow-ups In follow-up, you generally ASK the prospect for something or there is a CTA involved in it. BUT When you are Nurturing the prospect there is NO ASK or there is no CTA involved in it You simply GIVE them something that's relevant to them or something that helps them to make a better decision in future like 1. Case Studies 2. Success Stories 3. Ebooks / Informational Videos etc The idea is to stay on top of the mind of the prospect during the non-buying seasons or to stay connected with them when they have already told you that buying will take time. Try making a nurturing sequence just like a follow-up sequence, you will see a good difference in your sales and sale cycle. #b2b #saas #sales #nurturinglead

35

2 Comments

Speed + Efficiency + Scale

9

Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

16

It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

7

Ok, I'm getting on the SDR discussion train, but not in the same vein as a lot of the conversation going around over the last few days. 🌶 Hot take: SDRs shouldn't be an entry-level job. 🌶 If you take what many GTM leaders out there are saying about what SDRs should be doing, it's not a skill set for kids fresh out of school in their first professional job. Sorry, y'all. It's just not. The role of an SDR, when executed to match 2024 buying environments, takes professionalism, finesse, drive, sales technology navigate, market awareness, and many other skills that take years to develop and hone. And if you're selling enterprise deals to the C-suite, I promise not a one of them enjoys being cold-called by a 23-year-old who knows little to nothing about their business or the industry. SDRs are a niche form of sellers and should be a secondary track developed in a sales org alongside AEs. They shouldn't be 'beneath' AEs and they also should be compensated in a much more evolved structure than the BS call volume or meetings booked metrics. At a bare minimum, they should be comped on pipeline generation, but the comp side could be a whole separate post. "But Fiiioooonnna, how will our company get entry-level folks?" You know where everyone should start in a SaaS company? Customer support. Learn the product, learn the customers, learn the culture, work hard and fail fast with a safety net more experienced colleagues. Imagine how good an SDR would be if they'd spent 6-12 months supporting customers? Thoughts?

18

29 Comments

The average SDR is making $85,000 The average SMB AE is making $130,000 a year. The average MM AE is making $165,000 a year. If you crush it as an SDR, are at a company that actually promotes top talent, and continue to perform as an AE you can literally double your income in just a few years. How cool is that? I teamed up with RepVue and put together a few resources with some more details on salaries based on roles... check it out. SDR salaries & a list of high paying SDR Roles: https://lnkd.in/gqfUbnqR SMB AE salaries & a list of high paying SMB Roles: https://lnkd.in/gcpnQ_Xt Mid-Market AE salaries & a list of high paying MM Roles: https://lnkd.in/gPd-RHCb Ent AE salaries & a list of high paying Ent Roles: https://lnkd.in/gibqD9Gv

272

20 Comments

I did an informal poll on CSM vs Sales commission splits. I was pleasantly shocked to see that over 95% of companies do not have Sales take a commission on renewals unless it’s a particularly challenging one; the AE is there to help with it as a “bounty renewal”. in this case, the AE gets a % but is not taken from the CSM. Other interesting data points: "Commission on upsells and renewal made up 30% of the total compensation package. However, the exact commission % was determined by dividing the 30% by $$$ into the total ARR managed by the CSM." What metrics should this be based on? Most followed this model to Typically, companies that are earlier in their CS maturity will base this off a few leading indicators (adoption milestones, EBRs, etc.), and then move to comping on lagging indicators (retention, expansion, NRR, etc.) once their leading indicator activities have been proven. The following are examples of metrics you can use, not an exhaustive list: Leading: QBRs and/or EBRs (attained vs scheduled) Product adoption milestones (product dependent) Lagging: Net Revenue Retention (NRR) - this is likely the most common Retention Expansion Advocacy (hard to make this scale across large teams and mixed portfolios - this is better as a SPIFF or annual metric to Bonus on) From there, you can determine the weight of each metric on the bonus. I'll give an example using a bonus that is achieved by a renewal retention goal and an NRR goal. Criteria for 100% Bonus Attainment: 90% Renewal Retention (50% weight) 125% Net Revenue Retention (50% weight) "This keeps it pretty simple with two priorities. Retain and Expand Revenue. The Retention goal being assessed separately ensures CSMs don't have significant churn masked by massive upsells. In this example, if a CSM had 85% Retention and 115% NRR, they'd end up at 93.22% to goal for their overall commission/variable comp."

24

Struggling with churn? Validate the value your customer receives. This is not a static metric/KPI - it needs to be nurtured, revisited, redefined, and reinforced throughout the customer lifecycle ♻ #customersuccess #sales #customervalue #value

7

Strategic CSMs *never* promise customers "one call every X weeks". They decide how much to invest in different customers depending on their performance. 💡 Sometimes you'll need to meet a customer weekly. Other times you'll be able to meet every couple of months. How do you adjust your frequency with a customer? 🤨 You need a prioritisation framework (like the one I have in this image). To get started, you'll need to look into 2 variables: 🤑 1- Value 📊 2- Health Over time, you can evolve these 2 variables to include all the elements like potential spend. But if you don't have this sophistication in your CS team, that's ok! Start with current usage and MRR. Next, plot these customers in a 2x2 matrix. - Y Axis is value - X Axis is health You should cut the middle of each spectrum at the average of the range. Once that's done, you'll have 4 boxes: 🚨 Priority 1: High Value and Low Health customers Your goal here is to drive adoption and increase their health so you can secure the renewal and hopefully be in a position to expand these customers. You will double down on engaging to drive success here until the customer is in the right track. The reason why it's the most important cohort is because signing a new customer is expensive. 🚨 Priority 2: High Value and High Health Customers Your goal here is to double down on communicating value and on strategic expansion initiatives that will drive growth. You might not need to meet their champion as frequently and focus on multi-threading into the areas of opportunity. 🚨 Priority 3: Low Value and Low Health Customers Your goal here is to give the minimum required support to improve health and potentially bring customers to high health (consider bringing a partner or paid service). In the matrix, these customers are marked as low value because they don't have the potential to become a large spender so you should create enough value to sustain their business, but be careful not to overservice at the cost of more strategic customers. 🚨 Priority 4: Low Value and High Health Customers Your goal here is to sustain your health. Monitor these customers continuously and use a lower-touch or more scaled engagement approach. Ensure they understand the value they get and leverage the sustained success to build a strong relationship. An important call out is that this matrix isn't static. You need to continuously update your analysis to ensure you're continuously putting your right time in the right places. CS Operations can be an invaluable partner to systemise this. 📥 If you're interested in improving your Customer Success skills, consider joining 9k+ CS Professionals who read my weekly newsletter on how to build and scale a CS Team [sign up in the comments section]. #csm #customersuccess #customerexperience #revops #saas

464

47 Comments