Matthew Forbes

Growing and scaling your sales team??? How? What matters most? 1. Link Expansion to Results - Add salespeople/headcount based on customer needs and results (present and future). - Track performance AND adapt your strategy thoughtfully and intentionally. 2. Care for Existing Customers (minimize churn) - Protect high-potential customers during transitions. - Re-engage low-sales customers. 3. Acculturate New Hires Effectively - Onboarding is KEY. - Managers play a key role. 4. Reduce First-Year Turnover - Hire the RIGHT talent. - Support and train new salespeople. 5. Align Sales and Marketing - Collaborate for growth. - Work in tandem to expand your reach. #SalesTeam #BusinessGrowth #SalesStrategies

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How much is Salesforce holding your salespeople back? When SFDC isn’t implemented properly for your company… When salespeople can’t use CPQ to speed up deals Or can’t reach out to customers at the right time because alerts aren’t set up Or when they don’t know how the best way to input data so opportunities are getting missed every day… How many deals could they be missing out on? How many customers might churn? How many renewals don’t get handled at the right time? How much smaller are deals because your salespeople didn’t have the data they needed? And how much could you be losing, because the job opening for that CPQ consultant or SFDC developer has been open for 3 months? 

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Be honest with why you need experience for your SDR/BDR role? You could be saving yourself huge amounts of money for the same results by going with an entry level hire. Legit reasons for needing experience - Complex sell with a tough buyer profile (CISO, CTO, CRO etc) - You don't have an outbound process or manager who can train. Non legit reasons - You're too lazy to train - You think hiring with experience improves your retention (it's the opposite) Analyse your SDR culture, could you be going with no experience?? #sdrjobs #sdrteam #salesjobs

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What is the point of deminishing return when it comes to a sales tech stack? CRM, lead gen & management & routing, pipeline software, prospecting tools, dialers, email analytics, call analytics, reporting & forecasting, contact info miners. How much is too much? #sales #salesrecruiting #salesnumbers

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CROs: Run this outbound play to break into massive accounts 👇 Most CROs don't engage in deals. Or help reps break into ent/strat accounts. I've never been a CRO before—so I can't tell you whether that's good or bad. You have a lot of responsibilities as a CRO. But, I recently met a CRO who lands meetings with the C-Suite in MASSIVE accounts. The biggest companies you can think of in every category. The key principle: Power is more willing to engage with power. Leverage the C-suite title. Here's how it works: ✅ Pick 10 accounts to get started Choose the top 10 accounts that can make the quarter/year if you win them. The best accounts are ones that reps have worked but not been successful in breaking through. We'll assume you're already going after low-hanging fruit accounts where execs have existing relationships. So we won't count those as part of this exercise. ✅ Work in tandem with a great SDR Pick one of the top SDRs to help. Ideally, this is someone with great leadership potential that you want to promote at some point. ✅ Optional: Give the SDR access to your LinkedIn account This one will make you uncomfortable. You also have the option of creating a separate LinkedIn account as well. But give the SDR autonomy to send approved messages. ✅ Execute the outreach The SDR should do basic account research to find existing initiatives where your solution can add value. Then they need to research the individuals in the C-suite to find podcasts interviews, features, etc. if available. Pick 1-2 similar customers to mention in the message. This should be mentioned in the outreach, along with how you can add value. CTA: Ask for 10 minutes. Send via email and LinkedIn message or InMail. Here's what an example message could look like. --- Eric, Solid Q1, and congrats on the success of Nordy Club sales. Looks like membership growth is a key growth lever. I imagine member retention is a big focus. Our team has had tremendous success helping CVS, BestBuy, and Kohl's run world-class membership programs. Opposed to a quick 10-minute chat to learn more? Jason ✅ Run intro call These will likely go longer than 10 minutes. And the CEO will send you over to someone else in the C-suite. Run a solid intro call and make an offer to introduce key team members on your side. ~~~ The email/LI message should have all of the components of a great cold email: research, problem, social proof, and CTA. But the big difference is leveraging a c-suite title to get a meeting in the c-suite. I wish more CROs and execs in companies would leverage this approach. Agree or disagree? #sales #outbound

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it should not take 9+ weeks to hire a mid market AE. especially if you have a pipeline of obvious industry WINNER$, within weeks of headcount opening. based on how frequent this happens rn, I am starting to think most companies DONT want top performers they want whoever is available, whenever they decide it is time to hire. in order to attract top talent, you need a recruiting life cycle that matches the same strategy, you expect reps to have in their #salescycle refined interview questions & interview benchmarks, and a STANDARD process of who they need to influence & what your expectations for each call are. GTM loves to add "just another interview" "just to see" problem with this, is there is no POINT - often when I ask, what is the game of this additional call, who are they talking to, what is this person wanting to hear from them, what stories should they prepare for - I hear a lot of "I feel, I have seen, I think" from sales leaders - lots of biases. it seems like they want above average performers, who dont bring TOO many ideas, or challenge TOO much 😅 that is why usually my women candidates, end up having at LEAST 1-2 more interviews than their male counterparts, even in enterprise orgs. I wish I was kidding. the additional undisclosed steps are usually added, when someone challenges a bit on their process, most leaders chalk it up to "culture fit" aka we want another set of eyes on this to see if we "like them" every week vps of sales miss out on my top performing QUEEN$ - which is crazy because most leaders who write me are VERY motivated to hire more women within their #maledominated #salesorgs every one wants a challenger, until they are challenging on the WHY behind a companies long, inconsistent #recruiting process by doing these longer, drawn out processes, companies most likely only get access to WHO is available, not the IDEAL rep$ now I get it, there is a fine balance between not hiring TOO quickly, and needing the data in your pipeline to feel confident that this person is IT this is a HUGE reason why leaders, especially busy leaders in #earlierstage startups outsource their niche recruiting efforts, to agencies like mine - to keep people "warm", engaged, excited, communicated with, if & when there is pause in the recruiting life cycle + help loop in leaders on where their ideal candidates stand, and what could prevent the deal from closing it is becoming pretty obvious, there is no strategy to hiring sometimes unless that strategy is to shake through a pipeline of gifted performers, to see what tier 3 rep is available by the time you HAVE to make a decision time kills all deals, especially for top performers with options if you want to pay for top talent, and your product fit is FIRE, maybe a longer process will give what it needs to give - if your strategy is to "exhaust, repeat, refill" you are doing something wrong <3 #intentionalhiring #recruitingprocess #gtm #saleshiring

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❌ “open rates are fools gold” ❌ “number of replies can be misleading” ✅ “It is all about sales acceptance, and revenue” Drew Coryer always says <3 Agree? 😜 #sales #prospecting #sdr #bdr #accountexecutive #makemoney

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No... let ME give YOU a pro tip as it relates to cold prospecting... Do not put {last name} where {first name} should be. Just double check your fields before you send out massive prospecting campaigns. "Hi O'Harris" just doesn't hit quite the same as "Hi Billy/Milly". TLDR: check your excel sheet/CRM before you mass email/message people. #sales #salestip #salestips #recruiters #headhunters #leadgen #digitalmarketing #recruiter #headhunter #recruitmenttraining

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9 Comments

Cold calling doesn't have to suck • Chad Baker: Something that doesn't get talked about enough → https://buff.ly/3UQUgtV • Zac Thompson: Pattern interrupts don’t work. → https://buff.ly/3yndpvR • Scott Martinis: When you get a soft objection or "I'm not the right person" → https://buff.ly/3yndEqL • Gabe Lullo 🏀🙌: I don’t care how many… → https://buff.ly/4buNJMs • Cameron Morgan: "Cold Calling isn't just 'booking meetings". → https://buff.ly/3wVEaHn • John Ciannello 🦁: The line I use to book over 80% of my meetings → https://buff.ly/4aq8xn6 • Patrick Trümpi: Most salespeople rush the cold call → https://buff.ly/4btaH6C • Troy J. Sacco: Cold call hacks → https://buff.ly/4buOmFO • Chad Johnson: Here are 5 top tips for making better sales calls → https://buff.ly/4bw2MFY • Neil Bhuiyan: Cold Calling Affirmations  → https://buff.ly/3wKNpKx • Matthew Putnam: Struggling with cold call anxiety?  → https://buff.ly/3UQF3cm • Kyle Darling: Low response rates to cold email? → https://buff.ly/4bvAlYA • Hessam Vahedi Kashi: Steal my cold calling framework → https://buff.ly/3QWrxTv • Rohith Reddy: Why make it harder than it needs to be? → https://buff.ly/3QWj0jh • Leslie Venetz: I used to make 120-200+ cold calls a day → https://buff.ly/3UQI1h4 • Nick Ross: build rapport AFTER the meeting is booked. → https://buff.ly/3UV8WZ5 • Aubrey Washington: You're going to need to give a high level value prop → https://buff.ly/4brmkuN • Tyler Hickey: Use filler words on cold calls. → https://buff.ly/3yofK9S • Richard Harris™: The best objection response for first call cold calling.  → https://buff.ly/3K8FNEO  • Jonathan Philips: Cold Calling and Chess → https://buff.ly/3QVjGWi • 🔥 Abe Braha: 2 stats about cold calling → https://buff.ly/3UQlFMw • Cipriano Martins: Call reluctance → https://buff.ly/3Khkvog • Stef Geraldes: amplify your sales calls → https://buff.ly/3yuMBtP • Dee Acosta 📱: Lots of hate on Permission Based Openers lately. → https://buff.ly/4atkngd • Mehul Fanawala: There's a MYTH circling around the SaaS sales → https://buff.ly/3KdK35U • 🔥 Tom Slocum: 5 tips to be a cold calling badass → https://buff.ly/4avakHp • Charlotte Lloyd: Cold calling doesn't have to suck. → https://buff.ly/3wORUUn • David Rolls: An objection I get a lot  → https://buff.ly/3UU2H7B • J. Blake Parker, MBA: How many cold calls does it take? → https://buff.ly/4ar31Rj • James Bissell: “Send me an email” → https://buff.ly/3Kaj3nV ********************************************** Get my collection of 120 cold call openers by subscribing to my newsletter.: https://buff.ly/3SgnwJo  **********************************************

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78 Comments

#GTM #Sales opening$$$ - HIRING ASAP (in 3 zoom calls after meeting me) 💸 Commercial AE $125k base 50/50 split - $1m quota 💸 Enterprise AE $150k base 50/50 split- $1.2m quota Average Deals- $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs do renewal - goal is to get them onboarded, and expand immediately #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org - selling a complex solution - ideal experience selling into #gtm #salesleaders or deep desire to - #salesledgrowth expert - you will have #sdr support (ideally 1/1) but do not depend on this for now $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. they use: Outreach Apollo.io Hubspot Clay This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent :) get on my schedule #accountexecutive #enterpriseaccountexecutive #commercialaccountexecutive #gtmsales #gtmaccountexecutive

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2024 SDRs are not like 1990 SDRs SDRs are crucial for achieving pipeline goals. Why do I say this? Sales development is no longer a smile-and-dial function. Sales development no longer just registers prospects for events. Sales development no longer just calls someone they've been told to call by an AE. Sales development is the conduit between the demand generation of Marketing and the targeted sales accounts to create a product, a quality meeting, that will impact the bottom line. So, to sum up.... Before you start your 2025 planning, have you considered how to best utilise your most critical pipe gen asset? Whats your take? #salesdevelopment #growth #sdr #GTM #sales #coldcalling 🇬🇧 living in 🇳🇱 | Get more content like this ➡️ Follow David Wilkins 🔥 hit the 🔔 for updates on new posts | Fix your outbound TODAY: Saleswise: Top of Funnel Consultancy

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85% of deals are won by the seller who engages first 🏎️ 🏁 ZoomInfo Copilot’s sophisticated AI delivers real first-mover advantage. It identifies prospective buyers in your ICP who are also ready to speak with you — before your competitors know about it. Get real-time recommendations that connect you with motivated buyers at the optimum time. Learn more on the blog 🔗: bit.ly/3XWIaCH

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1 Comment

Statement 1 is obvious Jason Bay tech tools when chosen to suit/solve the needs launch their sales… but invest for real and give them the tools they need. Is this really what you are observing? Initially, each solution is created to solve a specific need... even in the same category: sales enablements. They evolve vertically or horizontally.  I say: "Pick to solve not to standardize". Even a CRM can be a luxury… it comes back to: what are you trying to solve? again... pick to solve not to standardize! AI can be the solution or... not. Spot on for your 4th statement: Human nature is not changing just by implementing a CRM or a new sales pipeline strategy! Use tech to promote and support the desired behaviour. This should be one of the criteria of your tech selection process. 

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Calling into sales leaders again today.. was kinda surprised how many said they don't take cold calls. Look them up and they have HEAVY SDR teams.. But then you do come across a ton of great people too Sales leaders that practice what they preach and always give time to a cold caller At that point, its your conversation to f*ck up Be tight with your message and you'll book a ton more. I got 5 qualified meetings in a few hours today.. Cold calling when done right is the fastest way to build pipeline. Fastest route to revenue... Fastest way to build a company!

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The 2024 State of Sales Report from Salesforce just dropped and there's a ton of cool data point to check out. I mention a few interesting points in the clip below including: Who the heck are the 36% of you who would NOT leave their current job for better pay? 😂 😉 You can download the full report here: Link: https://lnkd.in/ePEWegNV

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💡 Want more revenue? Focus on product, product marketing, and sales enablement. In today's cautious market, simply adding or swapping out sellers won’t guarantee more revenue. However, when your product is a “Must Have,” your value proposition is crystal clear, and your sales team is armed with the right tools and support, you can thrive—even in tough times. This is where you truly stand out. I see too many companies fixated on their sales teams alone. But more sellers, regardless of their hustle and training, won’t make a material difference if your product, materials, and tools aren’t rock solid. Investing in product, product marketing and sales enablement not only improves your near-term odds but also ensures long-term success. Agree? #RevenueGrowth #ProductMarketing #SalesEnablement #MarketStrategy

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5 Comments

If you need top sales people, that is what we do. Here's a glimpse into our approach: 1️⃣ Volume: Recognizing the time constraints of managers, we cast a wide net to identify 100-300 key targets, swiftly narrowing down prospects. 2️⃣ Weeding out B Players: Hiring B players can be costly. With 50 years of combined experience, we meticulously screen candidates, ensuring only the best fit and potential for growth. 3️⃣ Pitching and Promoting: We're not just recruiters; we're advocates. We delve deep into understanding your company's culture, mission, and vision, presenting compelling reasons for candidates to join your team. 4️⃣ Our Drive: Our relentless pursuit of talent keeps us up at night. We explore every avenue to unearth top prospects, dedicated to delivering the talent that fuels your company's success for years to come! Partner with us for strategic hiring that drives massive growth both short and long term! ✌🏻

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***** Success Story ***** We’re excited to share how one of our clients transformed their sales performance by partnering with us to find top-tier SaaS sales professionals. The Challenge: They faced a significant challenge in scaling their sales operations and needed experienced salespeople within a specific region who could drive growth and close high-value deals. Our Solution: By leveraging our network and deep understanding of the SaaS sales industry, we connected them with highly skilled sales talent who not only fit their company culture but also brought innovative sales strategies to the table. The Results: - Increase in Sales revenue : Since taking on our candidates, they have seen a significant increase in sales revenue. - Improved Customer Retention: Our candidates implemented customer-centric approaches, enhancing overall customer satisfaction and retention. - Streamlined Sales Processes: The new team brought fresh perspectives and best practices that optimized their sales operations. Are you looking to build a high-performing SaaS sales team? Let’s connect and discuss how Camac Talent Solutions can help you achieve your sales goals 🚀

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Reminder for sales leaders... Your job isn't just to smash quota. It's to help your reps reach their full potential. - train 'em - coach 'em - support 'em oh, and trust 'em... Go above and beyond for your reps and they'll go above and beyond for you. PS. Tag a sales leader who deserves a shout-out 👇

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