Parker Eide’s Post

I’m committing to 1800+ cold calls over the next 12 weeks (150 per week). Here’s why… As I talk to other AE’s, and reflect on my prospecting, cold calls have not been as easy as they were 18 months ago. Lots more people saying “I don’t have budget” or “not the right time”. Not sure about you but as someone that prospects daily, it can get old. Wanted to recommit myself to prospecting to crush the back half of the year. Each week I will take a snapshot of my outreach to keep myself accountable and share 3 key learnings. Hope this helps another AE, or SDR, who’s feeling a little down about prospecting right now ;) 3 Lessons Learned: - When asking for the meeting, be clear about what will be covered in the meeting so the prospect knows what they are getting into. - Slow the call down → had a Marketing VP hang up on me. Likely because I was trying to rush the call. - Be ready to challenge prospects’ belief systems around your product. Had a CMO tell me “social wasn’t important to their business right now.” I wasn’t ready for that one! Cheers to Week 1 of 12!

Being an SDR is easy You just need to be good at: → Prospecting → Cold calling → Cold emailing → Social selling → Follow-up strategies → Handling objections → Qualifying → Booking meetings → Identifying decision-makers → Managing your CRM → Time management → Working with your AE → Building rapport → Competitor research and analysis → Staying updated on Industry trends Simple right? Yeah being an SDR is tough. But one thing can make your life easier. Frameworks. The more repeatable you make your process, the more consistent your results will be. If you want my go to cold calling framework comment "call" below What other frameworks do you want to see from my playbook? P.S if we aren't connected send me a connection with the message "call" to get the framework _________ Like, comment hit the bell 🔔 and follow for more ⤵️ Aaron Reeves

Co-prospecting is the secret weapon to winning more deals. Here’s how to get started: Step 1: Prioritize top accounts each week. Keep it around 10-15 accounts. Step 2: Block time for the SDR and AE to research and develop their account plans. Step 3: Divide prospecting responsibilities across the power line. The SDR focuses on individual contributors (below the power line), and the AE focuses on executives (above the power line). Step 4: Map out coordinated outreach with touchpoints from both reps. Step 5: Execute the plan together. The SDR owns the initial outreach. Step 6: Use a sales engagement platform to import accounts, coordinate tasks, and track progress. Step 7: Continuously gather feedback. Refine the approach and ensure quality pipeline generation. The key is coordination. The SDR and AE row in the same direction to win more deals. You feel me?

"What do I do when I reach 5x pipeline?" Now that's a problem we all wish we had, right? An AE I'm working with has gone from struggling to generate pipeline to 5x pipeline over the last two quarters & is struggling to manage them all. How'd the AE reach 5x Coverage? Step 1: Doubled down on the persona & industry where the business was having most success. Step 2: Built a list & specific messaging for pains & desired outcomes in his prospects language. Step 3: Cold call heavy sequence.... So what should you do when your pipeline is full? (This also works when you have alot of inbound leads to work too) 1. Keep Prospecting But Qualify to a Higher Standard. e.g. if you need to review bills, need specific information on the current setup or anything else - request it as part of qualification. 2. Seek to understand the path to paper & budget access/creation earlier. This gives less meetings & a higher chance of winning the deals you work. 3. Ask the prospect to commit to provisionally scheduling the steps in evaluation upfront e.g. agree dates for Discovery, Solution Presentation, Feedback Session & Commercial call in-advance.

#1 way to improve pipeline that no one does? C-level prospecting Friday. You know who your c-level prospects don’t want to hear from? Your 22 year old SDR. You know who they do want to hear from? Their peers. Or the CEO. Everyone likes to hear from the CEO. Even of TINY companies. Here’s how it works: Entire c-level team emails and calls a curated list of c-level folks at targeted accounts provided by sales. 1-2 hours every Friday. Everyone does it together, at the same time. Added bonus - it creates a bonding experience for your exec team. To get to your account on the list, you have to provide a half page overview of the account and our value message for them. One of our clients started this in January and has created $12m in pipe already! It’s simple, but it’s not easy. Most of all, it works. Try it.

Kyle Coleman ran a test to see how co-prospecting impacts pipe gen. The results were remarkable: ﹣SDR only outreach: 5% meeting rate  ﹣AE only outreach: 4% meeting rate ⭐️ SDR + AE outreach: 12% meeting rate Co-prospecting is a game-changer to boost meeting rates and close more deals. So tomorrow I’m hosting a live session with Kyle and Morgan J Ingram called "Rapid Pipeline Growth: How to co-prospect and book more qualified meetings." Join if you want to uncover: -The fundamentals of co-prospecting and why it's crucial in today's sales landscape -Proven techniques and strategies to optimize your co-prospecting efforts -How to leverage Groove Spaces for co-prospecting and account planning Ready to double your meetings booked? I'll drop the link in the comments if you wanna join.

What's better Sales Managers ? Calling a hot lead now, or scheduling a meeting for later? Trick question. They're both awesome. The real question is WHAT DOES YOUR BUYER WANT? I see a lot of activity on Linkedin from #SalesDevelopment leaders extolling the virtues of their <5 response time to inbound leads. There's also a lot of buzz from #Marketing around whether Inbound SDRs should even exist. Why not just lightly qualify at the form level, then schedule a demo with a closer? WHY NOT BOTH? Maybe your lead wants to buy a solution TODAY and a demo scheduled for tomorrow is too late... ...Or maybe your lead is in Deep Work Mode and the last thing they want is an unscheduled telephone call from your BDR. You won't know... unless you ask them 😧

You trust your family, your friends, and the SDR who cold-called you. Nope. You trust your family and friends. But realistically, you don’t know enough about the SDR to “trust” them. You can believe them. You can trust that the meeting you agreed to will be valuable. SDRs, if you want prospects to believe you that the meeting will be valuable, you have to follow these rules of engagement: → The 4-sentence Rule → Listen more than you speak → Pique interest, but don’t sell on a cold call; it’s the closer’s job to sell. Don’t focus so much on trust…you lay the groundwork for a solid first impression. Trust is built over time and positive experiences. Be the first to have a positive experience, and you will make it easier for prospects to trust the brand you represent. If you have any questions on the rules of engagement, DM me. I’d be happy to chat about them with you. #SalesDevelopment #SDRTips #ColdCalling

🚀 SDRs and Sales Pros: Don't let those leads go cold! ❄️ A killer follow-up can mean the difference between sealing the deal and missing out. Here are my top tips to nail your follow-up game: 🔍 Personalize: Craft each message to hit home with your prospect's unique needs and interests. 💡 Add Value: Share insights, resources, or solutions that directly tackle their pain points. ⏳ Be Persistent (But Not Pushy): Follow up regularly, but switch up your approach and timing to keep things fresh. 📊 Track Your Success: Keep an eye on what works, and tweak your strategy as you go. Let's turn those leads into wins! 💪 #SalesTips #FollowUpStrategy #SDR #SalesSuccess #LeadGeneration #B2BSales #SalesGrowth #Networking

Are your AEs just sitting there, waiting for leads? Well, they will not get enough leads from the marketing team or any BDRs to fulfill their quota. No matter how long your pipeline is, your AEs need to self-source leads. And they need to do this every day, consistently. Only then you can close the gap. Visit pipelinesignals.com to learn more about pipelines and leads. ✅ #sales #socialselling #salesenablement