Harper James Capital’s Post

Here are 28 traits that make tech sales pros stand out in today’s competitive landscape. A few years ago, you could get by with just a handful of these. Now? You’ll need to embrace a lot more. 1. Mastery of the Product: They know the product inside and out and can demo it without help. 2. Sales Engineer Magnet: Despite their demo skills, sales engineers LOVE working with them. 3. Smooth Discovery: Their discovery sessions flow naturally, avoiding the interrogation vibe. 4. Feature Focus: They only highlight features that address the prospect’s pain points. 5. Always Updated: They stay up to date with new feature release notes. 6. Relevant Feedback: The product feedback they provide is always on point. 7. Customer Relationships: They keep in touch with their customers, even without upsell opportunities. 8. Gatekeeper Navigation: They know how to work gatekeepers and assistants effectively. 9. Decision Maker Detection: They can quickly identify who’s calling the shots. 10. Face Reading: When not talking, they’re reading the faces in the room, even on video calls. 11. Agenda Setting: Every meeting has a clear agenda and next steps. 12. Team Players: They help teammates without expecting anything in return. 13. Consistent Over-Achievers: They regularly exceed activity metrics and prospect even when targets are hit. 14. Quick Follow-Ups: They send follow-ups immediately after meetings. 15. Commitment Keepers: When they commit to something, it gets done—often ahead of schedule. 16. Travel Preparedness: They are always logistically prepared for sales travel. 17. Active Listeners: They NEVER interrupt when the prospect is speaking. 18. Respectful Questioners: They question leadership decisions impacting their comp and territory, always respectfully. 19. CRM Masters: They keep a tight pipeline and use the CRM as intended, not just to check a box. 20. Grateful to SDRs: They thank and often reward their SDRs for support. 21. Event Etiquette: They don’t get hammered at events. 22. Legal Savvy: When a deal's in legal, they understand key terms and implications of redlines. 23. Comp Plan Experts: They know the value of a deal down to the dollar, reducing unnecessary concessions. 24. Clarity Seekers: If they don’t understand the comp plan, they ask. 25. Opportunity Vettors: They thoroughly vet new career opportunities, both internal and external. 26. Income Diversifiers: Having other income sources is not unusual. 27. C-Suite Conversers: They are comfortable talking with the C-suite. 28. Tech Adopters: They readily adopt new tech stack products if it helps them. Read the article: https://lnkd.in/ex5-pdZz #revops #sales #vpsales #CRO #saassales  #salesmanagement #customersuccess #salesenablement #signals #signalbasedselling #techsales #saassales #salesstrategy #salesleadership #salesleadership #salesleader #salesteam #sellers #ae #salesrep

Ever wondered why your sales targets seem like a never-ending mountain to climb? Well, let us spill the beans! In the SaaS world, everyone’s chasing the elusive T2D3 growth plan – it’s like the holy grail for boosting company valuation. 📈💰 For those not in the know, T2D3 stands for: Year 1: Triple Revenue Year 2: Triple Revenue Year 3: Double Revenue Year 4: Double Revenue Year 5: Double Revenue Yes, you read that right – triple and double those numbers like it’s a game of Tetris. 🎮🔢 Falling off this track? Uh-oh! The company suddenly looks a lot less attractive to investors. So, when we're setting those ambitious sales targets, it's not just about historical performance or finding a comfy, achievable number. Nope, it's all about hitting those T2D3 benchmarks and making investors swoon. And here’s a little secret – the nitty-gritty planning we do? It’s just fine-tuning the details to hit those big, shiny targets. The real kicker? It’s less about the plan and more about having the right people to make it happen. Now, I get it. For the rockstars in sales, this might not be the best news. It’s a high-stakes game, and if we, as leaders, can’t deliver those numbers, the board will find someone who can. But here’s the kicker – many salespeople and SaaS/tech folks might be hearing this for the first time! So, if you’re feeling a bit like a hamster on a wheel, now you know why. Take this perspective, and let it all start to make sense. The game is tough, but now you’ve got the playbook. Let’s go hit those numbers and keep the investors smiling! Read: The T2D3 Sales Strategy Every SaaS CEO and CRO Must Know https://lnkd.in/eazzzCdY #SaaS #SalesTargets #T2D3 #GrowthMindset #SalesLeadership #TechIndustry #Investors #revops #sales #salesenablement #vpsales #CRO #salesops #salesoperations #saassales  #salesmanagement #revenuegrowth #salesstages #salesconsultant #salesconsulting #CFO #legalrequirements #secruityreview #dealdesk #salesforce #hubspot #finance #financeops #financeoperations #customersuccess #revenueoperations #ar #accountsreceivable #billing #customerbilling #salesenablement #worklifebalance #healthy #remotework #signals #map #signalbasedselling #salary #compensation #salescompensation #equalpay #peopleops #payrates #techsales #saassales #signalselling #signals #salesstrategy #salesleadership #vpsales #salesleadership #salesleader #salesteam #sellers #ae #salesrep

When we talk about flattening a sales organization, we’re essentially talking about minimizing the hierarchical layers that separate the CEO from the folks on the ground—the sales reps. https://lnkd.in/eyMKQVk7 #revops #sales #salesenablement #vpsales #CRO #salesops #salesoperations #saassales  #salesmanagement #revenuegrowth #salesstages #salesconsultant #salesconsulting #CFO #legalrequirements #secruityreview #dealdesk #salesforce #hubspot #finance #financeops #financeoperations #customersuccess #revenueoperations #ar #accountsreceivable #billing #customerbilling #salesenablement #worklifebalance #healthy #remotework #signals #map #signalbasedselling #salary #compensation #salescompensation #equalpay #peopleops #payrates #techsales #saassales #signalselling #signals #salesstrategy #salesleadership #vpsales #salesleadership #salesleader #salesteam #sellers #ae #salesrep

Conducting a sales team audit is like giving your enterprise sales machine a much-needed tune-up. The Step-by-Step Guide to Conducting a Sales Team Audit: https://lnkd.in/eKEa2erB #revops #sales #salesenablement #vpsales #CRO #salesops #salesoperations #saassales  #salesmanagement #revenuegrowth #salesstages #salesconsultant #salesconsulting #CFO #legalrequirements #secruityreview #dealdesk #salesforce #hubspot #finance #financeops #financeoperations #customersuccess #revenueoperations #ar #accountsreceivable #billing #customerbilling #salesenablement #worklifebalance #healthy #remotework #signals #map #signalbasedselling #salary #compensation #salescompensation #equalpay #peopleops #payrates #techsales #saassales #signalselling #signals #salesstrategy #salesleadership #vpsales #salesleadership #salesleader #salesteam #sellers #ae #salesrep

How Toxic Positivity is Undermining Sales Teams and Leadership Shaking off bad habits developed during the pandemic era.. https://lnkd.in/eJeVve5c #revops #sales #salesenablement #vpsales #CRO #salesops #salesoperations #saassales  #salesmanagement #revenuegrowth #salesstages #salesconsultant #salesconsulting #CFO #legalrequirements #secruityreview #dealdesk #salesforce #hubspot #finance #financeops #financeoperations #customersuccess #revenueoperations #ar #accountsreceivable #billing #customerbilling #salesenablement #worklifebalance #healthy #remotework #signals #map #signalbasedselling #salary #compensation #salescompensation #equalpay #peopleops #payrates #techsales #saassales #signalselling #signals #salesstrategy #salesleadership #vpsales #salesleadership #salesleader #salesteam #sellers #ae #salesrep

Attention Sales Leaders: Supercharge Your Targeting! 🎯 Refresh your Ideal Customer Profiles (ICPs) and Personas with our proven workshop template. It’s the format we trust time and again. Dive in and elevate your strategy today! Enjoy! https://lnkd.in/ef-nwpRm

If you’ve spent the last two decades in the thick of sales battles, you know that LinkedIn has become the ultimate battleground for B2B sales. Take on the battle with smart armament using these 20 AI LinkedIn Outreach Tools: https://lnkd.in/eWsWjm4h #revops #sales #salesenablement #vpsales #CRO #salesops #salesoperations #saassales  #salesmanagement #revenuegrowth #salesstages #salesconsultant #salesconsulting #CFO #legalrequirements #secruityreview #dealdesk #salesforce #hubspot #finance #financeops #financeoperations #customersuccess #revenueoperations #ar #accountsreceivable #billing #customerbilling #salesenablement #worklifebalance #healthy #remotework #signals #map #signalbasedselling #salary #compensation #salescompensation #equalpay #peopleops #payrates #techsales #saassales #signalselling #signals #salesstrategy #salesleadership #vpsales #salesleadership #salesleader #salesteam #sellers #ae #salesrep

🚀 Over 80% of our won deals come from outbound. It’s like finding a needle in a haystack, except we’ve learned to navigate the haystack with a metal detector and a map! 🗺️ Here’s our secret recipe: 🔍 Prospect Like a Pro: An hour a day, come rain or shine. It’s like going to the gym for your pipeline. Chunks or a solid block, but every day is leg day for prospecting. 📊 Tiered Targeting: Our accounts are sorted like a neatly stacked deck of cards. Tier 1s get the royal treatment – think Sherlock Holmes-level research, personalized videos, and customized memes. 💡 💬 LinkedIn Livin’: We spend our mornings here, not just lurking, but living. We engage, comment, connect, and sometimes even post cat memes (strategically, of course). It’s like being the mayor of Prospect Town. 🌐 📧 Email Excellence: Our Tier 1 emails? They don’t just stand out; they dance out of the inbox and do a little jig. 🕺 Personalized, sharp, and impossible to ignore. 🔄 Follow-Up Finesse: In addition to our daily hour of prospecting, we dedicate a chunk of time to follow-ups. Because a warm lead left in the cold for over two weeks? Not on my watch! ⏳ 🎨 Outbound Out-of-the-Box: We try crazy, unique approaches. We win some, we lose more, but hey, if you’re not failing, you’re not trying hard enough, right? 🎯 🔗 Internal Avengers: Leveraging internal resources is our secret weapon. It’s like having an army of superheros ready to back us up. 🦸 🌟 Outbound is our not-so-secret weapon for filling the pipeline and sealing deals. If we get someone on a call from outbound, there’s a reason—and it's usually a good one. 🛠️ #SalesTips #OutboundStrategy #ProspectingPower #LinkedInNetworking #ChiefRevenueOfficer #PipelinePower #revops #sales #salesenablement #vpsales #CRO #salesops #salesoperations #saassales  #salesmanagement #revenuegrowth #salesstages #salesconsultant #salesconsulting #CFO #legalrequirements #secruityreview #dealdesk #salesforce #hubspot #finance #financeops #financeoperations #customersuccess #revenueoperations #ar #accountsreceivable #billing #customerbilling #salesenablement #worklifebalance #healthy #remotework #signals #map #signalbasedselling #salary #compensation #salescompensation #equalpay #peopleops #payrates #techsales #saassales #signalselling #signals #salesstrategy #salesleadership #vpsales #salesleadership #salesleader #salesteam #sellers #ae #salesrep

Hiring SDRs in 2024 or Automating Outbound Prospecting? Let's explore this very popular topic that is likely a C-level discussion point at most enterprise technology companies. https://lnkd.in/eQXE8JEf TL;DR - The role of SDRs may evolve with the introduction of AI and automation tools. - Inbound SDR roles may be more easily automated, while outbound SDR roles may still require human involvement. - The need for SDRs may decrease as AI tools improve efficiency, but the human touch and relationship-building skills will remain valuable. - Full-cycle sales roles and product-led growth (PLG) models may become more prevalent in the SaaS industry. - The effectiveness of SDRs can vary depending on the industry, company size, and individual skill sets. #revops #sales #salesenablement #vpsales #CRO #salesops #salesoperations #saassales  #salesmanagement #revenuegrowth #salesstages #salesconsultant #salesconsulting #CFO #legalrequirements #secruityreview #dealdesk #salesforce #hubspot #finance #financeops #financeoperations #customersuccess #revenueoperations #ar #accountsreceivable #billing #customerbilling #salesenablement #worklifebalance #healthy #remotework #signals #map #signalbasedselling #salary #compensation #salescompensation #equalpay #peopleops #payrates #techsales #saassales #signalselling #signals #salesstrategy #salesleadership #vpsales #salesleadership #salesleader #salesteam #sellers #ae #salesrep