Scott Barker

If you decide your sales team needs to help with renewals make sure they are incentivized correctly (I usually see a 70% new bookings goal and a 30% renewal / upsell goal). If you don't incentivize hunting, sales tend to farm too much and your growth will slow.

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By simplifying their Quotes, we saved over $300K for our first client at RevSolutions. If you’re a VP, you know that: Accurate quotes close deals. But getting them right is a major challenge. Sales teams often struggle with: → Inconsistent pricing, → Manual errors, and → Lengthy approval processes. These issues erode trust and can cost you business. That’s where the Q of the CPQ system comes in handy; Especially if you’ve complex pricing structures. CPQ tools make the quoting process efficient, ensuring consistency and accuracy across the board. → Automate complex pricing calculations → Standardize discounting practices → Speed up quote approval times With accurate quotes, you build trust with your clients. They know they can rely on your pricing, which makes them more likely to do business with you. Moreover, your sales team can respond faster, turning leads into customers with minimal friction. Accuracy in quoting means credibility and efficiency. How reliable are your quotes? #cpq #quote #pricing

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To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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🚀 Ready to tackle your SDR challenges like a pro? 📈 "Overcoming Top SDR Challenges: A Strategic Guide" is here to turn those hurdles into stepping stones for success! 🏆 🔍 Discover actionable strategies to: - Boost cold call success rates 📞 - Master objection handling like a wizard 🧙‍♂️ - Perfect your email outreach strategies 📧 - Streamline lead qualification processes 🎯 Why let challenges hold you back when you can conquer them with ease? 😎 Dive into the guide and transform your SDR game forever! Click the link 🖱️ https://nuel.ink/rzHb7I Don't keep all the secret sauce to yourself—share your thoughts in the comments! 🌟 #SDRSuccess #SalesTips #B2BProspecting #SAASFounders #SalesGrowth 👀 Let's crush those SDR roadblocks together! 💪✨

SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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Public PSA to sales reps with EOY: If you’ve already offered your prospect a discount to sign by X date once or twice… and they haven’t… don’t do it again. Your “promotion” lacks all credibility. Value sell, value sell, value sell. Understand your clients timeline from the very first call you have with them. Micro close them every single interaction you have + then hold contract value because you’re actually aligned on the buying cycle and priorities. 😘🚀 #discounts #eoy #sales #accountexecutives #valueselling

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Most sales leaders focus on their top performers. But your best reps will crush quota whether you help them or not. Here's the uncomfortable truth about scaling revenue... Your top 10% will succeed despite you. They'll figure out how to sell your product and close deals even if you give them zero support, no collateral, and an undefined ICP. But you can't build a scalable revenue engine on top 10% talent alone. It's just math. Even with a rigorous interview process and strong recruiting brand, our 12-month retention rate at Levelset was around 55%. And that was GOOD. The key to scaling isn't finding more unicorns. It's raising the floor for everyone else. That means writing down exactly what success looks like. Not just hoping good people will "figure it out." I learned this the hard way. For the first 4 years (or so), we closed deals almost in spite of ourselves. No real sales playbook. No defined process. Just talented people working hard. When we finally documented our exact process - from first touch to close - our ramp time plummeted and consistency shot up. The uncomfortable truth? Most founders spend way more time recruiting than preparing to train and support their hires. Your playbook doesn't need to be fancy. Start with one document: "How to Run a Demo." Make it painfully detailed. Your top reps will hate it. Your new reps will love you for it.

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To me, sales assets are a tool for providing your buyers the information they (and their stakeholders...) need to feel confident in moving to the next stage of their buying journey and ultimately make a purchase. They're not a tactical checkbox in your sales process. They're a strategic accelerant for sales cycles. They empower sales reps. And they enable buyers. As you look at your sales goals for the year and think about the step-changes you need to make to achieve them, it's worth revisiting your sales assets. Do your sales reps have everything they need to answer questions, overcome objections, and create the confidence and momentum necessary to get their deals over the line? If you'd like some ideas or help in identifying gaps in your sales asset library, join our AssetMule office hour this week. We'll be diving into the top 5 sales assets every SaaS company needs to empower your sales team, enable your buyers, and hit your revenue targets. We'll showcase sales assets for each stage of your buyer's journey (Awareness, Consideration, Decision) and how you can use them to reduce friction, accelerate sales cycles, and win more business. And we'll give you the templates and tools you need to put them into action. Link to RSVP in comments.

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Before you move on from last quarter... how did people buy from you? What was the shape of your best deals? What % of your deals had that shape? Scaling your best buyers is EVERYTHING.

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hey RevOps - if you're a high-velocity SMB shop selling a large number of small deals, how should you grant quota credit to AEs? 🤔 Signature date? Payment date? Contract effective date? Like most things in RevOps, simple questions like this do not have simple answers. This question was posted in the RevOps Co-op Slack group recently and the community provided some 🔥 feedback like: 📍 Signature date seems to be the most popular choice, but always with a big caveat 📍 That caveat relates to the amount of churn or turnover when it comes to signed deals that don't pay - if the AEs are closing crumby customers that don't pay, then you want to use payment date instead 📍 If you have deals that get signed far in advance of the contract effective date / subscription start date, this adds additional risk to revenue - so may want to consider using the contract effective date instead 📍 Some folks do a mix; for example, 50% at signature, and 50% at payment (or some other metric, like 6 months after deal signature) 📍 In all cases, you want to make sure the structure is set up to drive the behavior you want to encourage without a huge delay between the work done and incentive provided Anything else you'd add to this list? #revops #revenueoperations #salesops #salesoperations #compensation #incentivemanagement

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Salespeople love data 📊 We added CRM analytics to BC for 3 reasons: 1°) Getting MORE teams onboard 💸 Sales managers need to measure their reps performance. Reps need actionable insights to improve themselves. Lead Gen agencies need to monitor their VAs. Analytics are 🔑 in terms of user experience but also for us to get more mature companies => more seats => bigger subscriptions => MRR increases faster. 2°) Reducing churn rate 📉 Like I said in the beginning: "Salespeople love data 📊", especially their own data. We're all EGO creature. It gets very addictive to refresh your stats, see how you performed compare to last week, compare to last month, etc. It's the kind of feature that by nature makes the product more sticky. 3°) Building more case studies It's finished yet, but internally we'll identify top performing paying customers to build case studies faster. We have many plans around that. --------- What do you think about the UI of Breakcold's analytics?

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Need to transform your SDR team’s performance? How to help your sales team achieve results that will earn you trust and budget. First, audit your content arsenal. Are your SDRs armed with the right tools? Invest time in creating or curating great collateral that addresses your Ideal Customer Profile’s (ICP) pain points and your solutions. Convert the best-performing material into templates. If budget allows, invest in intent tracking tools like ZoomInfo. Provide your SDRs with real-time intelligence on potential leads. This could involve identifying companies visiting key pages of your site or using tools that detect general intent based on topics. Now, launch micro-campaigns. Develop industry-specific value propositions and targeted landing pages. Your SDRs need ammunition that speaks directly to each vertical. Always measure & optimize. Track response rates, meeting conversions, and pipeline velocity. Use these insights to refine your approach. Don’t fear failure – it’s the only way to hit the target. Make small changes based on what works and what doesn’t. What’s working for your SDR enablement? While it can be an overwhelming project, it’s crucial for establishing the foundation for solid growth. #B2BMarketing #SalesEnablement #CMO #Leadership

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If your exit interviews *aren’t* being conducted by a 3rd party… You’re likely getting BAD FEEDBACK. There are two reasons why letting CSMs conduct customer exit interviews is a bad idea: ❌ Not all CSMs will ask the hard questions (to avoid looking bad) ❌ Customers will hold back from giving raw feedback (to avoid hurting the CSM) If your goal with these interviews is to gather valuable feedback to improve your product, attract the right customers, and prevent future churn... this will likely lead you even further away from the truth. Here are some better options for getting better departure feedback: ✅ Let someone else in the company conduct the interview. This could be someone from marketing, engineering, finance, etc. What’s important is that they *don’t* have a stake in that particular customer leaving from a relationship standpoint. ✅ Let an outside firm conduct the exit interviews manually. Probably your best bet if you have a high-ticket offer, wide margins, and low churn volume. ✅ Automate the exit interviews with a cancellation flow. Ideal for companies with a high volume of subscriptions at low-to-moderate price points (south of $200/mo).

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A great Discovery call does 3 things: 1️⃣ It teaches The simplest way to assess the effectiveness of your Discovery calls is to ask who learned more about the prospect's business.  Far too often, the sales rep does most or all of the learning. A strong Discovery changes how the prospect thinks about the problem(s) you address, and to do that effectively, they need to learn new things about their business and situation. 2️⃣ It creates a clear & impactful dissonance between the present and the prospect’s desired future The real power of a strong Discovery call is its ability to build the basis for change. Doing that requires creating structural tension in the prospect’s mind. While this may surprise some, most buyers haven’t paused to think meaningfully about the outcomes they desire. I’ve conducted many powerful Discovery calls that simply defined success and clarified the difference between that vision and their current situation. 3️⃣ It lays out a clear path for what the rest of the sales process will look like An effective Discovery always outlines a specific next step and ensures commitment from all involved parties. You earn extra points for clarifying the overall process and identifying key milestones. Confusion is the #1 cause of decision reluctance, which kills deals. Use your Discovery to get things off to a robust start. What did I miss? What are your keys to a successful Discovery?

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70% of your reps time shouldn't be spent on Admin work. - Creating new cases - Closing opportunities. - Updating next steps - Filling out account information. - Logging activity after a drop in It all takes too long so reps either don't do it or procrastinate. For field sellers these "laptop activities" create significant delays. With Myko AI you can leave a voice not that contains all of the above in one shot and carry on with your day.

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𝐓𝐡𝐞 𝐈𝐦𝐩𝐚𝐜𝐭 𝐨𝐟 𝐃𝐞𝐚𝐥 𝐕𝐞𝐥𝐨𝐜𝐢𝐭𝐲 𝐨𝐧 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 𝐆𝐫𝐨𝐰𝐭𝐡 Ever feel like your deals are stuck in molasses? 🐌 Let’s talk about deal velocity—a fancy term for how fast your deals move through the pipeline. But here’s why it matters: faster deal velocity = more revenue in your pocket 💰. Think about this: Reducing your sales cycle by just 10% can lead to a 20% boost in annual revenue. I’ve seen it happen in SaaS and Fintech teams that made a few simple tweaks to their process. 𝐇𝐞𝐫𝐞’𝐬 𝐡𝐨𝐰 𝐲𝐨𝐮 𝐜𝐚𝐧 𝐬𝐩𝐞𝐞𝐝 𝐭𝐡𝐢𝐧𝐠𝐬 𝐮𝐩: 1. 𝐐𝐮𝐚𝐥𝐢𝐟𝐲 𝐡𝐚𝐫𝐝, 𝐜𝐥𝐨𝐬𝐞 𝐞𝐚𝐬𝐲 🔍. Make sure your leads are truly ready before you invest too much time. A tight qualification process means fewer dead ends and more momentum. 2. 𝐒𝐭𝐫𝐞𝐚𝐦𝐥𝐢𝐧𝐞 𝐝𝐞𝐜𝐢𝐬𝐢𝐨𝐧-𝐦𝐚𝐤𝐢𝐧𝐠 📝. Give your prospects all the info they need to say YES. Fast-tracking approvals, clear ROI documents, and easy-to-understand proposals make it easy for them to buy. 3. 𝐊𝐞𝐞𝐩 𝐭𝐡𝐞 𝐜𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧 𝐠𝐨𝐢𝐧𝐠 📞. Follow up with purpose—every call, email, and meeting should be about moving the deal forward. Consistent, value-driven communication is key to keeping deals hot. Remember, it’s not just about closing deals; it’s about closing them faster. ⏩ What’s your biggest hurdle in speeding up deal velocity? #DealVelocity #RevenueGrowth #B2BSales #SalesStrategy #Fintech

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Outbound Sequences can do more harm than good for SDRs. (I think when used appropriately, they can be a massive help, but most teams use & abuse them -- completely missing the point of them & wonder why they can't land in the primary inbox & get no responses) I think the days of the traditional 27 day sequence are over. We need change. Most tasks get long overdue anyway and end up not being completed. Here's the issue with them: Often, SDRs are reactive to their sequences/cadences... When in reality, you should be pro-active. Let me explain: Imagine you send your first initial email and it gets opened 5+ times. Or you send a LI connect request and they accept it + look at your profile. Most SDRs will move onto their next task and ignore the intent signal. Instead, use prospect engagement as a way to be more pro-active. IE: do not wait 3 days from the day you sent your first email if there's a ton of engagement. Try calling them same day, bumping your email the next day and throwing a connect request on LI. You should try and switch your messaging up based on prospect engagement, too. IE: your cold call opener should be different for someone who has accepted your LI request + looked at your profile / opened your email a bunch vs someone who hasn't engaged at all. Be the quarterback of your sequences.. Don't let them control you! Second issue: most sequences end up piling up overdue tasks.. This is because sequences have way too many steps. If you liked this, I share 1 free outbound prospecting tip that 4200+ SDRs and AEs read every week. https://lnkd.in/e2cJkJqr

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🤯 “Ramping up SDRs, AEs and CS people  takes us no less than 6 months.” 💣 🙈 This is what I heard on a recent demo from  a CRO of a rapidly scaling tech business. 📈 Time to efficiency is a struggle Heads of Sales Enablement and Customer Success are going through across their commercially-driven teams… 📖 At the moment, they expect internal  sales and CS decks, call recordings,  business pitches, etc. should do the job. 🙄 But it doesn’t! 🗓️ They're wasting too much time for people to start performing, closing deals, effectively onboarding customers, reducing churn & upselling… ❌ Sometimes, they still don’t perform... And then guess what? Off leaders go through to recruiting mode again starting from ground 0. 🎯 Hence the need for action-based learning.  Not just passively reading through PDFs  and listening to call recordings. 👨‍💻 Below are some use cases we see our customers here at UJJI AI ✨ leveraging our tech for: 🔸 Business-specific lead gen and outbound 🔸 Pitching quick and easy over the phone 🔸 Delivering demos and answering queries 🔸 Effectively onboarding new customers 🔸 Efficiently implementing product features 🔸 Practising great customer support 🔸 Guiding customers to upselling 🚀 Ultimately, growing tech businesses comes down to predictable new business development, high customer retention and low churn. 💬 So, DM me if you want to see examples  of AI-powered. easy to build and consume knowledge equipping experiences. 👇 Anything to add to this, Sales and CS leaders? Gautam Rishi Rohan Dickinson George Heron Russell Mitchell Callum Hartley Jon Teale James Dixon Seán Colfer Caroline L. Guy Rubin Jake Carter David Muscat Arun Raveendran Steve Eveleigh Ayo Kukoyi,

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