Lucas Boney

🔍 Precision is Power in Cold Calling! 💪 Sales pros, it's time for an upgrade! It's time to win the hit-or-miss game of cold calling and embrace the accuracy of Dataholics' Prospector Tool. Zero in on your target decision-makers, and watch your hit rate rocket upwards. With our tool, calling the wrong person is yesterday's news. Here's what you'll be unlocking: 🎖️ Pinpoint Precision: Find and connect with the most appropriate contacts ⌚ Efficient Outreach: Spend less time calling and more time closing. 💼 Seal More Deals: Watch your call-to-conversion ratio skyrocket. Take the guesswork out of your calling campaigns with the Dataholics app for Zoho CRM. Try it for free here - you'll love it. #SeizeTheYes #SalesStrategy #Dataholics

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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 They don’t. And here’s why… They’re working with outdated (and embarrassing) systems that worked in 2018.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 So asking for “more leads” is pointless if the system to capture them is outdated and ineffective.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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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gg_lV0 #ImpassionedSalesSolutions #SandlerHouston #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gh1-Q0 #NeubergerCo #SandlerMDAZGA #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.li/Q02ghH9c0 #TrustPointTX #SandlerTX #ModernBuyer

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The unhappy path to quota: ⛔️ Work account list from top to bottom ⛔️ Work a ton of smaller deals ⛔️ Waste a lot of time chasing unqualified deals The happy path to quota: ✅ Work accounts most likely to engage ✅ Work a balance of large and small deals ✅ Invest all your energy into qualified deals This starts with territory planning. Play the odds and invest energy in accounts with the highest likelihood of closing. Sales leaders, provide guidance for reps so they spend time on the right accounts. Here's a 3-part strategy you can use for QBRs later this month and next: 1/ Analyze every deal worked in the last 6 months: ↳ What are the top two industries where you win the most? ↳ For the closed/won deals, what persona(s) was the first meeting with? ↳ What personas mobilized the deal internally? ↳ What use cases/solutions did you sell the most of? ↳ For the closed/lost deals, what made them a bad fit? ↳ What size were these companies? ↳ Were there patterns in specific department headcount or growth? ↳ What triggers did they have in common? 2/ Make a list of closed/lost deals to re-approach: ↳ Timing was bad ↳ Contract renewal dates are coming up ↳ Missing features or capabilities ↳ Didn’t get access to power ↳ Lost to a competitor ↳ Lost to no-decision 3/ Add your accounts into Sales Navigator, and run these searches: ↳ Accounts with prospects who are past employees of current clients ↳ Accounts within industries where you have the most success stories ↳ Accounts with newly hired executives that match your personas ↳ Accounts with good emails/phone numbers of your ideal personas ↳ Accounts with ideal triggers (hiring, etc.) ↳ Accounts where you have intro opportunities through teamlink ↳ Accounts where your leadership has connections ↳ Accounts where you have 1st-degree connections ↳ Accounts with contacts in your local geography ↳ Contacts who follow your company on LinkedIn ↳ Contacts you’ve had past interactions with on LinkedIn ↳ Contacts who are newly promoted into a leadership position ~~~ A proper territory strategy goes narrow and deep—not wide and shallow. Future efforts should be informed by your org's past successes. Use this list as a cheat for your next QBR. #Sales #Prospecting #Outbound

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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!

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Here's a live video of Yusuf Calvin making a cold call. #sales #prospecting #coldcalling

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AEs - Ignoring your SDR's growth is costing you thousands in commission. Here's how: For most AEs, their SDR is their number one source of new pipeline. If you want to get ahead and smash your quota, do these five things. They'll take your SDR and pipeline to the next level! 1. 𝐌𝐨𝐜𝐤 𝐂𝐨𝐥𝐝 𝐂𝐚𝐥𝐥 𝐑𝐨𝐥𝐞𝐩𝐥𝐚𝐲𝐬: Practice to increase their batting average. 2. 𝐅𝐞𝐞𝐝𝐛𝐚𝐜𝐤 𝐨𝐧 𝐞𝐦𝐚𝐢𝐥𝐬: Help them improve their messaging. 3. 𝐒𝐡𝐚𝐫𝐞 𝐓𝐨𝐩 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬: Teach them to find the best people to reach out to. 4. 𝐇𝐢𝐠𝐡𝐥𝐢𝐠𝐡𝐭 𝐀𝐜𝐡𝐢𝐞𝐯𝐞𝐦𝐞𝐧𝐭𝐬: Tell senior leaders about their work. 5. 𝐄𝐧𝐜𝐨𝐮𝐫𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Cheer them up after those tough days of cold calling. Do these steps a few times each month. You will watch your commissions skyrocket!

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"I couldn't make calls today because..." Are you making this excuse as an AE? Or hearing it from your reps as a sales leader? Nearly every sales leader we meet faces this challenge. They want AEs to self-source more pipeline and shift towards a more outbound-led sales strategy. Outbound efforts are crucial for targeting larger accounts and moving up-market. But there's resistance. AEs have become reliant on SDRs and marketing, and many haven’t made cold calls in years. Meanwhile, SDRs are making calls but seeing little success. What's missing? A proven, repeatable process. Talk tracks grounded in principles rather than cookie-cutter scripts. And reps with the skills to execute and secure quality meetings. Join our free training TOMORROW with Jack Wauson, Timothy Miller, and Teddy Moody, and walk away with: ✅How to build solid talk tracks for your reps ✅Making the process fun (as much as it can be) ✅Building cold call scorecards to coach against Save your spot here: https://hubs.ly/Q02yJfd80 #sales

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Most SDRs and AEs we talk to think they don’t hit quota because of the other... but it’s actually because they don’t do one thing well. The AE/SDR pairings that do this almost always hit quota! It’s Monthly/Quarterly planning… (wait for it)... TOGETHER. AEs - What are your SDRs' goals? SDRs - What are your AEs' goals? If you can’t answer those questions you’re doing it wrong. Here’s how your planning should look: Quarterly: 1. Review and set goals - Review last quarter's performance. - Set new goals and KPIs for the next quarter (ACV, Pipeline, Opps, Appts, etc.). 2. Strategic Planning - Discuss big plans and upcoming campaigns. - Identify target markets, key accounts, and any focus shifts. 3. Feedback and Improvements - Share insights and feedback from both sides. - Agree on areas for improvement and coaching (AE’s play a big role here and help your SDR level up). Monthly: 1. Pipeline Review - Evaluate current pipeline, identify bottlenecks, and plan to move deals forward. - Focus on the status of key accounts and prospects. 2. Performance Metrics - Review KPIs for both sides. - Address any big deviations from targets and course correct 3. Training and Development - Find any training needs or skill gaps. - Plan upcoming training sessions and share best practices. Weekly: 1. Lead Status Updates - Review the status of appointments set. - Identify any stalled accounts and align on next steps. 2. Prioritization and Focus - Review top-priority accounts for the week. - Align on the focus areas and initiatives. 3. Feedback Loop - SDRs share feedback on target accounts and trends. - AEs provide feedback on appts. Daily: 1. Goals and Priorities - Quick alignment on key tasks and priorities - Ensure everyone is clear on their immediate focus areas 2. Status Check - Discuss the status of any urgent accounts. - Address any immediate issues or roadblocks. 3. Quick Wins and Celebrations - Share wins or successes. - Motivate each other and share recognition. Be a partnership! It can feel like a lot, but it should only take an hour or two each week. The payoff will be worth it! ------------------------------------------------------------------------------ P.s. If you want help improving your AE or SDR motions by creating and closing more pipeline, fill out this form. We will see if we can help!  https://lnkd.in/gFy-dpyQ

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IS COLD CALLING REALLY DEAD??? 🧟‍♂️ . Data shows that cold calling is one of the most impactful things you can do to increase the number of meetings you set and opportunities in your pipeline. It doesn't look dead to us. It’s the single most hated part of outbound sales, but it doesn’t have to be. Join us for this live webinar on MAY 8 for a walkthrough of the best cold calling scripts and tricks to have better conversations, book more meetings, and close more deals. The legend James A. O'Sullivan will cover how to make calls via Apollo.io and unveil some NEW features releasing soon. You'll learn: ✅ The best opening lines to have great conversations ✅ How to overcome common objections ✅ Why you should be leaving voicemails We'll take questions live too. If you can’t make it, register anyway! Everyone gets the recording via email after the show. #salesevent

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In this episode, Jason unpacks the process we took a client through to increase their qualified meetings landed from cold calling by 135%. Listen here: https://lnkd.in/gVnyhahd #sales

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Sales discipline and systems are essential components of any successful sales organization. Sales discipline refers to the consistent application of strategies, processes, and behaviors that lead to sales success. It involves adhering to a structured approach to selling, meeting targets, and continuously improving performance. Sales discipline refers to the consistent application of strategies, processes, and behaviors that lead to sales success. It involves adhering to a structured approach to selling, meeting targets, and continuously improving performance. By implementing strong sales discipline supported by effective sales systems, organizations can optimize their sales efforts, drive revenue growth, and achieve sustainable success in the competitive marketplace. #Salessystems #SalesDiscipline #SalesSuccess

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