Michelle Voronin

Win rates are down 18%... Sales cycles grew 16%... Deal values shrunk 21%... 69% of reps missed quota... 44% of deals slipped or were pushed back 😖😖😖 What are YOU doing about it? Get our latest guide to find out what top orgs are doing to address this madness: https://lnkd.in/gr-a-Xkq #sales #salestips

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Imagine closing 20% more deals each quarter without working extra hours. That’s possible with Docket for your sales team. 💼✨ Reports suggest that 70% of enterprise AEs still struggle to consistently hit their quotas in 2024, leaving potential revenue on the table. 📉💸 Why? Information overload. AEs must juggle technical questions, sales documentation requests, and constant product updates. 😵‍💫📝 Even with increased sales budgets, traditional tools fall short for AEs in large companies. 🚫🛠️ That’s where Docket steps in, helping account executives work smarter, not harder, with AI assistance. 🤖💡 Discover how Docket’s AI can streamline B2B sales operations and client interactions in our latest blog. Check it out here - 📖👉 https://lnkd.in/d2g2QkB4

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What It Takes to Make Quota – A Sales Activity Calculator Download it from Free Sales Resources at ccs-llc.us #b2b #b2bsales #quota #prospecting #salesleadership #salesstrategy #salesprocess #gotomarket #strategicselling #salestips 

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UNDERRATED PIPELINE REVIEW ADVICE 👀 Target one deal per rep. Every sales rep can rattle off details about a bunch of deals. But that’s just information dumping. Let’s try critical thinking instead. Ask your reps to bring their single most pressing deal to your pipeline review. Have them (briefly) explain where they’re at and why they’re stuck. Then have the team collaborate to identify closing strategies. Now you’re peer coaching. This approach turns new hires into veterans FAST. And it promotes accountability since each rep has to come back to the table next week and tell the team what happened. When your entire team collaborates, closed deals are a win for everyone.

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Top producers make prospecting a top priority! Attend this one-hour webinar and learn how RPR can help power your prospecting efforts. rpr.me/prospect-webinar

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LONGER EMAILS > SHORTER EMAILS? (⏸️ Wait. What?!) Here’s what we mean: Prospecting follow-up emails that are 4+ sentences long are 15X more effective. And that’s backed by Gong Labs data. Sound counterintuitive? You always hear “the shorter, the better.” But the data suggests people actually like emails. *GOOD* emails.

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SDRs, you need no more product understanding. Rather, you need: - A clear, ideal customer profile - A complete understanding of their issue - An intriguing series of events Having more product knowledge won't help if you are unable to schedule meetings. Problem awareness will.

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💦 The mid-year mark is fast approaching, and you have a leak in your pipeline. Maybe it’s promising opportunities from in-market buyers that go dark in the early stages of a deal.  Or maybe you’re losing way more late-stage deals critical to hitting your forecast. Many sales leaders will turn to frantic action in hopes that pushing volume through the pipe will mean more wins at the end of the line. But cranking up the water won’t solve the leak.  Instead of amping up output — More dials! More emails! More follow-ups! — what if you addressed the real culprit: Skill gaps that hurt your sellers at critical moments across the sales cycle.  In just 2.5 hours, you can Level Up your sellers in action-focused skills like Discovery and Demos (to dial up pipeline generation) or Driving Urgency and Preparing for Negotiations (to close deals faster and boost win rates).  Access the course catalog to learn more about patching pipeline leaks: https://lnkd.in/gzeanj_S

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Elite salespeople who consistently hit their quota have one thing in common. They are service-oriented. Serve people and the returns you receive will be great. When you focus on helping others, conversations flow more easily, and both parties win! To sell is to serve. It is not how well your salespeople present features and overcome objections that counts. But how well they serve the customers' needs. Great sales leaders and salespeople are service-oriented. 🌱 Elite salespeople understand that their primary goal is to serve the needs and desires of the customers. 🌱 They genuinely impact others by caring about their customer's best interests. 🌱 They constantly seek to expand their knowledge and experience so that they can better serve their customers. In the weeds of chaos, they are always willing to give and impact. While chatting with Fred Diamond, a phenomenal leader on the Transformed Sales podcast, he explores the importance of being of service to customers and the world and emphasizes the impact that even reaching one person can have. Fred Diamond is the host and producer of the award-winning Sales Game Changers Podcast and is the co-founder of the Institute for Excellence in Sales(IES). He is the Author of “Insights for Sales Game Changers” and “Love, Hope, Lyme: A Book about Chronic Illness Support” He is also an advocate for Lyme disease treatment and is a frequent article contributor to Lymedisease. org. Fred's highlights: 📍Being of service to customers is crucial, even if they can figure things out on their own. 📍Reaching even one person can have a significant impact. 📍Connecting with others, such as through LinkedIn, allows for further opportunities to serve and make a difference. 📍Acknowledging the value and impact of others' work is important. Tune in to the insightful episode. Link to the full episode is in the comments. #transformedsales #podcast

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Over 50% of reps are missing quota. The "solution" most average managers have? Micromanage KPIs, drive activity, and PIPs 🤮 And what does that lead to? The same awful results and more turnover. The best leaders do things different. They... - Implement world-class onboarding -Develop skills and character -Train them for future roles -Support their growth They are TRUE LEADERS that develop leaders. THIS is what we need more in sales leadership. Do you agree? P.S. I just recorded a badass training on the exact onboarding and training system I used to develop President's Club reps like clockwork. Steal the playbook ungated for free here: https://lnkd.in/ggcEA_Bg

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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Cold Email Framework - OPSA Observation - Something you've seen about the prospect's company Problem - A challenge others have face that you can derive from the observation Solution - How your offering helps Arrrsk - Closed CTA cc: Will Aitken

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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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"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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'Frequently Encountered Objections' The best objection to overcome is the one that the prospect hasn't even thought of. If you can highlight the one thing most people haven't mentioned or even thought about - that alone can seal the deal 🤝 Learn more in this episode of the Stay Hungry podcast: 'Marketing - The Power of Niching Down' Link in comments. #StayHungry🦖 #MarketingPodcast

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