Taylor Shipes

#ARIZONA! #SDRS who want to CLOSE! 1 day in office out of #scottsdale IT Consulting Account Executive $45- $55k base + commissions our established & growing #privateequity owned #franchise #msp client is looking for their second sales hire under their new #coo with #Itconsulting & #sales background you will report to the COO & Founder of this location ideal candidate lives near #south #scottsdale -sell into ANY industry - #manufacturers #majordistributors #financial #construction #hvac #education #localgovernment #transportation #healthsystems being key industries for them -TOOLS: they use monday.com, auto test (ticketing) foot works (quoting) and are open to hearing your thoughts on what tool to use (idr recommends Apollo.io) - they meet Monday morning, and Thursday afternoons via zoom, ideal candidate can work #westcoast hours - founder and coo both live in az - hires in 2 interviews - COO will ask - what is your experience selling technology, how do you do your prospecting - will ask for a short presentation so they can see "how you would present and close" hires in less than 90 min of interviewing (me, founder, coo) - deal size range from $5k MRR (company with NO IT company, that this company is essentially replacing with their INTERNAL consultants) $20k MRR for companies that have internal IT but are looking for augmentation, monitoring, have multiple locations etc. OR up to $60k MRR for example one of their #healthcare clients looking to go from perm equipment to cloud - the company has been attending some local networking events, to build connections with buyers, the coo is VERY open to someone who can attend events on their behalf, or build online relationships/ network online (coo has been working remote for most of his career but sees the value in some of this networking) - this turns into a FULL cycle position, where you may own/manage this relationship for life, or in some rare cases work with the coo (his established relationships) they have one AM now, who worked with the coo for years. and does account management, customer care and procurement - this coo has lists in Excel (will eventually get a crm) and you will have the ability to call and email - they do not do any sequencing but VERY open to someone who has the ability to bring value, land meeting and close via sequenced emails. They are open to hearing YOUR ideas on what KPIS work (IDR told them 25-50 new, 50-75 dials minimum + other KPIS but are open to letting you do whatever works) - sells a variety of services, via channel relationships like #internet #databackup and wanting to get into more #cybersecurity #solutions - we have a relationship w/ this new account, via our advisor, who has worked with the COO for over 10 years and says he is a "great guy" :) we agree based on our time with him - commissions are UNCAPPED and OTE is an estimate, since they are #profitmargin heavy and #averagedealsize is inconsistent this is an estimate CALL ME

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We're hiring SDRs! It's been exciting to hear from different applicants, and I've had some great conversations. A few things stand out to me about the best of them so far: 1) They have a reason for applying to Demandbase. Wanting to get into tech sales is not a bad reason—it's how I got here—but why at Demandbase? There are a lot of great reasons that are more than "I found you on LinkedIn." 2) They approach us creatively and thoughtfully. It's probably inviting a flood of messages, but it's useful to stand out. Either on LinkedIn, email, or even in your application. I'm a busy guy but I can talk a bit too. Catch my interest more than flatly pressuring me to set up an interview. Curiosity is contagious. 3) Be prepared to sell. SDRing is a performance-based outbound sales role. We're going to onboard, teach, coach, and enable you like crazy. But you're not on autopilot to OTE. You're gonna work. If you've sold before—awesome. Tell me more. If you haven't, show me you're ready for it. I love when applicants make a splash. I get hyped when I see their potential. So here's the invitation: Help me get hyped about you. AND go fill out the application.

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Sales reps have an unfair advantage starting businesses Think about it You’re stacked with upside and can hedge your downside on everything → high income → time flexibility / unlimited PTO → negotiating w/ business owners → competitive environment → skills training Shout out to those hustling after hours and weekends to build the dream Check out full article here: https://bit.ly/4aTuifn

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Surviving the Sales Jungle: A BDR's Guide to Embracing Rejection with Humour 📀Waking up with dreams of sealing deals, but reality hits harder than Monday morning traffic. 📀Coffee becomes your lifeline, but even caffeine can't soften the blow of rejection. 📀Cold calls feel like shouting into the void, with voicemails as your only audience. 📀Emails vanish into the black hole of inboxes, never to be seen again. 📀Meetings are canceled faster than you can say "Let's do lunch." 📀Rejection letters pile up like unread emails in your outbox. 📀At least you're getting good at handling rejection, right? 📀Every 'no' brings you closer to that glorious 'yes.' 📀Tomorrow's rejection is just another opportunity for a killer comeback! How do you deal with rejection? #tech #worldclass #partnership #rejection #coldcalling

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The athletes who make it through Shift Group’s candidate pipeline & are making the commitment to transition into Sales Careers won’t last in BDR roles - here’s why: - They have a 5% attrition rate once they’re hired by one of our partners - They get promoted twice as fast as their peers Bottom line, they’re valuable to an organization - not just the role. When we were on the field, pitch, rink or court, we loved playing the game. Now, however, opportunities like Shift Group are helping so many of my peers transition into something just as fulfilling. I’m not saying all athletes are good salespeople - it’s a skill that has to be developed just like any other. What I am saying is that we’ve already developed another skill for 15-20 years in our previous careers and have seen the fruits of our labor. We’ve physically witnessed peers have great summers and come back and dominate. We see direct correlations to, in hockey terms, “off-ice issues” having a negative impact on performance. There’s politics in everything, yes, but at the end of the day it’s up to each and every one of us to take accountability for the way our athletic careers go. What we all find out through that pursuit is the direct result of our input into the craft. You are the sum of your training, as Under Armour would say. Shift Group gets the ball rolling through FREE training. 30+ hours of it. Information that can change lives. In fact, when I started the program I didn’t even know what a Business Development Representative was. So for those of us who are capable of the self-awareness required to harness those experiences in athletics and use them to fuel our development as Sales Professionals - what’s possible? My argument is that the BDR position is just a start.

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What I wish I knew as a younger sales rep: OTE (On Target Earnings) doesn’t mean much if it’s not actually attainable. I remember being on a call with a sales recruiter a few years ago. She told me the OTE was… $250K 🤯 At the time, I instantly thought that I was one or two interviews away from real, life changing money. But I dodged a bullet. I got lucky and I found out that $250K at that company wasn’t exactly attainable 🤦‍♂️ On top of that, I was also able to find out the insider deets on: —What inbound lead flow looked like —% of reps that actually hit quota —Median base salary of reps —Culture and leadership —Median OTE of reps —Product market fit —Training I got the insider deets not only for that company, but also for **thousands** of other companies. I felt the powah, bay beee! The power of knowledge. That knowledge eventually helped me land a dream job at HubSpot. The rest is history. Maybe you can also land your dream job. Here’s how to get the inside scoop on 1000s of sales orgs: https://bit.ly/3yuPMS2 Are you also feeling the powah #salesfam ?? . .

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Sales people... Wait a minute. No, literally - wait a minute. Your results are depending on it. As sales people, things move fast. Maybe too fast. What does this cause? - bad habits - poor outreach - lazy tendencies Can you wait a minute? Zoom out? Realize that: - slow convos are better convos - thoughtful outreach is better than quick outreach - implementing new strategies takes time To sum it all up? Slow down. Wait a minute. Implement that new tactic. Pace out your questions. I completely understand that we as sales people are constantly learning and things are moving at lightening speed. One thing that will benefit you... Wait a minute. Thanks. Sincerely, Patient Phone Assassin #slow #verbal #technology #software #industry

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I just finished Q3 with a 230% average quota attainment. I won't be doing a big post titled "3 things I did differently than everyone else," but I will tag some amazing LinkedIn people that I've learned from this quarter: Mike Gallardo - so many good (and daily) cold calling tips and practical things you can do on your day-to-day Yurii Veremchuk - amazing cold emailing tips - increased my response rate like crazy following everything he teaches Brian LaManna - amazing sales, cold calling and achieving quota tips Kyle Asay - daily sales and business tips - cold calling, quota attainment, cold emailing - you name it Let me know who else I should be learning from this quarter. Oh, Q4, I'm coming for ya.

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Salespeople… I booked 7 meetings last week. Here’s a breakdown of where they came from and what I did.  Linkedin: 3 booked meetings Cold Calling: 4 booked meetings 2 of the meetings booked from Linkedin came from prospects that had liked a recent post of mine. From there, I sent them a relevant message that tied in with my post—no CTA whatsoever—just trying to spark an engaging conversation. Once I started the conversation, I then asked a simple question and went into my pitch. The remaining meeting booked from Linkedin came from someone reaching out to me to schedule a demo. I believe there are MULTIPLE things that can be learned from these booked meetings. 1. Posting content that resonates with your ICP is by far one of the BEST ways to book meetings.  2. Prospects that engage with your posts are your warmest leads.  3. Don’t pitch slap prospects. Start CONVERSATIONS and see where they take you.  4. Post content consistently enough on this platform and you WILL see prospects booking meetings with YOU. A few takeaways on the cold calls that resulted in booked meetings. 1. All calls were within the range of 6-12 minutes.  2. I booked meetings using a PBO AND non PBO opener.  3. The calls that resulted in a booked meeting were with the prospects I researched BEFOREHAND.  4. 3 out of the 4 calls wound up on the website per my request—from there, I live VIDEO called them using ServiceBell to SHOW them the product. 5. I missed out on a few bookings because I didn’t simply ASK for the meeting. All in all, last week was a good reminder that cold calling is NOT dead, omnichannel wins, and consistently posting on Linkedin pays off. Happy Monday, folks! Ronen R. Pessar, Kellen Casebeer, Jason Betgevergiz, Jonathan Huang, Justin Diamond, Joshua Ashcraft, Justin Mullins, Travis Simat, Cody Richless Where have the majority of your guys' meetings been coming from? Noticed any common denominators between those booked meetings?

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📣📣 9 Reasons I Should Be Hired as Your Next SDR .... As a Sales Development Representative, I've learned that success isn't just about what you do. It's also about what you feed your mind. That's why I've curated the ultimate playlist of hip-hop legends, each embodying a key trait essential for excelling in the world of sales: 1. Self-Starter - Young Dolph instilled in me that initiative and drive are keys to success from day one with his relentless hustle and self-starting attitude. 2. Resilience and Perseverance - T.I. (Tip) inspired me to bounce back from setbacks with resilience and determination, keeping my eyes on the prize no matter the challenges I'm facing. 3. Continuous Learning - Just like Nas, I constantly seek knowledge and mastery in my craft, always striving to stay ahead of the game and sharpen my skills. 4. Confidence and Assertiveness - 2Pac taught me to be unapologetically bold and confident. I look to take this into sales interactions, asserting myself with authenticity and fearlessness. 5. Strategic Thinking and Adaptability - Like Jay-Z, I plan to approach sales with strategic foresight and adaptability, always planning my next move and navigating the landscape with confidence and precision. 6. Creativity and Innovation - Drawing from Andre 3000’s innovative lyricism, it’s encouraged me to think outside the box, push boundaries, and bring fresh perspectives to sales strategies. 7. Social Responsibility and Integrity - With Chance the Rapper as my guide, I understand the importance of giving back to our communities and making a positive impact, using my platform for good and staying true to our values. 8. Work Ethic and Dedication - This one is all Lil Wayne, and because of him, I understand the importance of a strong work ethic and unwavering dedication to my craft, refusing to settle for anything less than excellence. 9. Charisma and Presence - Finally, Biggie Smalls (The Notorious B.I.G.) reminds me to command attention and respect in every sales interaction, exuding confidence and charisma that leaves a lasting impression. My love for rap music and the detail I show to the empowering lyrics has helped me develop an active listening as a cherry on top! 🚀 Who are the artists that inspire you in your sales journey? Let's share and learn from each other! #SalesDevelopment #ProfessionalGrowth #BrainFood #SAAS #TECHSALES

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I've never missed quota in my tech sales career. Don't share that to brag. On the contrary, I actually need to refine my prospecting motion. While it's tempting to stick with the "if it ain't broke, don't fix it" mentality, I’m pushing for the next level. That means acting with the mindset of where I want to be, not where I am. When I become an AE, there'll be less time for prospecting, but the same need to self-source pipeline (Don't know any great sellers who aren't still SDRs, even if they have a diff title). To be more efficient, I dived into AE onboarding trainings in Gong and especially loved Brian LaManna's session on time management. His "plays of the day" strategy is pure gold. That said, I'm spending wayyy too much time aiming for perfection and overthinking simple tasks that should be quick and easy. To work on this, I’ve started timing everything (emails, LinkedIn touches, gifts, research, etc). This self-imposed "shot clock" is revealing just how those extra minutes can add up into hours of lost productivity each week. July is my month to streamline my prospecting motion. I've got 18 working days left, and my goal is to perfectly execute each time block on my cal for at least 15 of those days, honoring the 80/20 rule. I'll keep y'all posted on how it goes.

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This week we had the opportunity in our Sales Business Development class to be taught by guest speaker, Sam Griffard! "I've seen a pattern where new AE's will feel like they've made it once they've moved up from being an SDR or BDR and that their process is flawless. WRONG! There is always a need to learn and be coachable." "Earn the right to discover your prospect's problems. Why should they change at all? Why change now? Why your solution vs someone else?" "To differentiate yourself, you have to enlighten the prospect." These were some of my key takeaways from his excellent teaching. Most surprisingly, the majority of the time was opened up for us to ask whatever questions or thoughts that were on our minds about sales. We had an amazing discussion because of it! (No disrespect, Charlie Crump)

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10 reasons why cold calling may not be working for you: 1. Your opener makes you sound untrustworthy 2. You pitch before building rapport 3. You're calling the wrong people (the list 𝘪𝘴 the strategy) 4. Your connect rate is terrible (not always your fault, but you need to do all within your power to drive the connect rate up, such as properly prioritizing good numbers) 5. You're talking too fast 6. You're using too many sales buzzwords and jargon 7. You have a nervous tone that includes excessive upward inflection 8. You use a different opener on every call, preventing you from getting good at any of them 9. You're clearly reading from a script and sound like a robot 10. You're not calling enough (this is the number 1 problem 80% of the time) What am I missing?

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Don’t be the rep who fumbles through product details. Here’s why knowing your product inside and out is vital: -It builds confidence in your pitch. -You can handle objections with ease. -Positions you as an expert, not just a seller. -Customers trust knowledgeable salespeople more. The best in the business are product experts. Because expertise closes deals.

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If there is one thing I have learned in sales in my 2 years, it is this: You have to chase what you want. I’ll never forget the times trying to break into the field with no experience. -> rejections -> constant studying There will always be a guy or gal trying to outwork you. When you chase what you want like a relentless pursuit, you can’t lose. What’s the biggest takeaway you have learned in sales up to this point in your career? #chasing #followup #sales #b2b

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If you want to improve your team’s sales closing percentage you need to track the closing rate of individual sales reps. Applying data analysis to those metrics will pinpoint team members who are underperforming. Offer additional training to those team members, and they’ll have the tools to improve their closing rate. With data, training — and a bit of healthy competition — your entire team’s closing rate will soar.

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This past weekend, I did something important. Sales is stressful—if you do it as a profession, you get it. 😅 Since transitioning from the classroom to sales in March, stress and anxiety have been a major struggle for me. Nobody at Amplemarket is putting pressure on me; I put it all on myself. I'm sure many of you can relate. 🤝 For the past five years, I've been an avid weight lifter. I lost over 100lbs, gained a ton of muscle, and found a love for bodybuilding. Recently, though, I just haven't been feeling it. If you told me a few years ago this could happen, I'd have laughed. 🏋️‍♂️ Knowing how important being active is for stress, I took action (and spent a few dollars). On Saturday, I went to a local bike shop and bought my first road bike. 🚴‍♂️ IT'S EXACTLY WHAT I NEEDED! I had no idea how much fun cycling would be and how much it would benefit me. 🌟 Like sales, it's me against me. It melts away stress. It's hard. I'm terrible at it (I'm slow). It's a great way to stay in shape. If cycling isn't your thing (I get it), make sure you find something you enjoy that gets you moving. Humans aren't supposed to sit inside and make calls all day. 🚴‍♂️📞 GET AFTER IT! 💪 What activity do you do to help manage stress and anxiety in sales?

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AE & SDR GIG - JULY START - LET'S MEET IN JUNE!! SELL A MUST HAVE - FEDERALLY MANDATED PRODUCT! AE & SDR REMOTE I am open to talking to ANYONE with a #saas sales background who has the BEST number$$ and wants to be apart of a #gtm team (less than 5 sellers) #seedstage #healthcare #healthaccesability 7M+funding as seed stage, they are very exec and tech tool lean. They hire from within (your boss was the first sales hire, taking the co $100k to $5m, and the head of marketing, was a founder at a company in a VERY similar space) Seed stage start ups take work! Helping to refine & increase average deal size, build predictable revenue. Fight for funding. build a book, reduce customer churn total forecasted headcount in the next 60 days 4 headcount: Account Executives (w/csm and am work) no renewal quota 2 headcount: Sales Development Representatives 1 to 1 AE to SDR ratio Deal size: $25k-$30k Sales Cycle: 2 weeks - 1 month Tools: HubSpot Apollo.io Orum verticals: #homehealth #nonprofits willing to interview people with #hr #healthcare or even people selling into small biz at #yelp you can sell into: 💲 ANY industry 20-500 employees - no territory, segments or verticals 💲 TPAS 💲 HCM companies 💲 Brokers this solution is a MUST have product, solves real problems based on #federalmandate with this direct to primary care, mental health saas tool, requires high volume #physical exams they can be done here AE salary $75k base - $150k OTE $85k base- $170k OTE $95k base- $190k OTE monthly quota = your salary (for example closing $75k/month) SDR: $55-$60k base Quota: 25-30 qualified, attended meetings offering $200++ attended w/ hr & c suite SDR growth: head of sdr AE growth: head of csm/am/enablement/rev ops Decision makers: HR managers, CEO/SVP ops 75-100 dials per day AEs work closely with small CSM team to help onboard, keep clients to their success measurements, and reduce churn (no expansion, retention quota) they really appreciate reps with top of funnel and post sale exp hired in 3-4 interviews (after meeting me!) 1) meet with your boss, VP of sales - 30 min via zoom 2) meet with the head of marketing/head of engineering, who has built sales programs internally/ been at earlier stage orgs (series b) or potentially panel - 45 3) exercise: cold calling with your direct boss (first call) for #sdrs and #discovery call #accountexecutives- 30 very phone heavy, leaders like to solve problems via email with colors, emojis and visuals - they have sequences that work, after you set meetings at scale, you can start bringing ideas to be creative since this solution is sold to #hr teams and companies 20-500 employees, they are open to someone coming from #hr solution like #adp or any earlier stage startup startup experience is NOT req and this is a great chance to grow your skill set and be apart of a "no brainer" solution and company INTERVIWING ASAP! call me beep me if you wanna reach me

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