Julia Charlotte Frey

🚀 Salespeople reveal what they're thinking in 2024…👀🚀 We've just released our latest report, in which we asked hundreds of AEs and sales leaders for their views on everything from their sales process and tooling to their confidence in the year ahead. Some eye-openers such as: 🔍 Only 9% of AEs think their company’s buying process is very good—meaning there's a huge opportunity to make impactful improvements that could set your team apart. 🤝 1 in 2 AEs lost a deal during the handover to Customer Success. But, when these teams collaborate effectively, customer churn plummets. 🧵 78% of AEs find it difficult to multithread beyond their champion—highlighting an opportunity to improve and learn how to strengthen relationships across the buying team. From refreshing onboarding practices to tackling stakeholder visibility, we’re sharing what sellers really want (and need) to win.. This report is for anyone involved in driving sales success—from those on the front lines of sales to strategic leadership. These insights give you a peek under the bonnet of what’s really going on in the minds of Account Executives and revenue leaders. 👉 In the spirit of buyer enablement we’re not even harvesting your email address and flooding you with sales emails…simply download the full report, in peace, in the comments #SalesInsights #trumpet #SalesStrategy #AccountExecutives

24

8 Comments

The hidden costs of traditional SDR hiring 👀 Bringing SDRs on board using traditional methods can feel like a costly gamble. Understanding the financial and operational risks is crucial in an industry where every dollar counts. 1️⃣ Direct costs: The journey starts with recruitment expenses. Job ads, agency fees, background checks—these quickly pile up. SHRM reports the average cost-per-hire in tech is around $4,000. For startups on tight budgets, this is no small change. Once hired, onboarding and training further strain resources, with Glassdoor highlighting an average spend of $1,200 per employee on training alone. 2️⃣ Indirect costs: The real expense often lies in missed opportunities. A new SDR isn't immediately productive, leading to potential sales targets slipping away. The absence of active sales efforts during onboarding can delay customer engagement and market penetration. Aberdeen Group found that effective onboarding programs can boost revenue and profit margins significantly, but ineffective ones do the opposite. 3️⃣ High turnover risks: The tech industry faces a high turnover rate, with SDR roles particularly at risk. Bridge Group notes an SDR's average tenure is just 1.5 years. This turnover means repeating the costly hiring cycle sooner than planned, destabilizing the sales team and disrupting growth. The pressure on startups is immense. The financial burden and the risk of poor hires can destabilize growth trajectories. It’s time to rethink the approach and explore more efficient solutions that mitigate these risks. #saassales #startupsales #outsourcedsdr

4

RANT: Time For School - Intelligent outbound calling puts ANY other B2B sales channel to shame... let's talk facts: https://lnkd.in/d4j7_WAY Want to enable your sales team to effortlessly have 1) Live conversations on-demand in 4.5 mins with ONLY impossible to reach named decision makers at your dream accounts (whether you have their direct dial or not) 2) Get smarter with every call I can get you set up for FREE... 1) To have more conversations in a day than you've likely had in the last month 2) Identify areas of opportunity to levelup your targeting, data, messaging, rep sales craft that you couldn't learn any other way Book in a time to discuss here: https://lnkd.in/dPTGV9qm I'll share my own cold calling metrics for 2024 year to date below... if you want to operate at this level... We can operationalise this in days for your reps to deliver your phone-optimised value proposition to your unqiue target list... #outboundsales #insidesales #sales #coldcalling #salesleadership ConnectAndSell, Inc CRO Connected Pavilion RevGenius GTMfund Modern Sales Pros

7

5 Comments

'The Role of the BDR in 2024 & Revolutionising Sales Strategies' In 2024, the Business Development Representative (BDR) plays a crucial role in reshaping sales strategies. Their ability to identify opportunities, nurture leads, and drive revenue growth is more vital than ever. The BDR's strategic approach and understanding of market dynamics are key in adapting to the evolving sales landscape. Embracing technology and data-driven insights will be instrumental in achieving success. Click here to watch the full episode: https://buff.ly/3HZGgbc Learn more about the Bearded Sales Guy and how to Walk Digital Corridors - A Better Future For Sales, subscribe to my newsletter here: https://buff.ly/4aFFoFL #WalkingDigitalCorridors #SocialSelling #MentalHealthMatters #PersonalBrand #SocialNetworking #SalesTransformation #PersonalChange #DigitalSelling

1

Sales Leaders - Avoid this Mistake! Please don’t give your SDRs access to Smartlead/Instantly and ask them to manage multichannel workflows like LinkedIn touchpoints and cold calling. It doesn’t integrate well with your CRM, dialler or data provider meaning it will make a simple workflow very complex. You might actually be better off with a traditional sales engagement platform like Outreach, SalesLoft, or even Lemlist (even though you're hearing something else from Linkedin.) Instead you should think of SmartLead/Instantly as an additional SDR on your team that can send emails at such a high volume and low cost. Use it to reach out to your Tier 3 and some Tier 2 prospects where the average deal size doesn't justify having a dedicated SDR. ----------------------------- Hi, I am Leo, former head of sales now agency founder of the The Playbook Agency

15

3 Comments

Too many SDRs transition to AE roles prematurely. Ambition is great, but being a successful AE requires mastering a broader and deeper skill set. To be a top performer, SDRs need to: • Master prospecting and early-stage qualification • Grasp AE fundamentals before they make the leap This is where sales management and enablement play a key role in structuring a clear learning path for SDRs transitioning into AE roles. A well-designed competency framework can help: • Shape clear progression paths • Focus on the right areas of development • Make role transitions more objective and meritocratic --- I’ve built comprehensive SDR and AE competency frameworks that breaks down the essential knowledge & skills which you can adapt to your company context. Want to check it out? Comment “SDR & AE competencies” below, and I’ll send it your way. ✌️ #sales #salesenablement #salescompetencies #ae #sdr  

47

42 Comments

More than 90% of the opportunities are generated through cold calls But still it is one of the most challenging tasks in sales... That’s why we’ve gathered some of the best cold-calling tips from sales experts. ⬇⬇ [Part - 2] 💠 James Hanzimanolis Tip - Use customized openers and natural conversation techniques. Avoid filler words and respond to objections thoughtfully. For the post, check ➡️ https://bit.ly/3zzbNjj 💠 Julie Elkon Tip - Respond calmly to tough questions to maintain control and professionalism in the conversation. For the post, check ➡️ https://bit.ly/4eUctzT 💠 Paul Berloty Tip - Accept that not every call will be successful, and view each interaction as a learning opportunity to enhance future approaches. For the post, check ➡️ https://bit.ly/4eVNbBw 💠 Marcus Chan Tip - Research your prospects to understand their needs and tailor your approach for better success. For the post, check ➡️ https://bit.ly/3WeRctw 💠 Jordan Matthews Tip - View "No" as the start of a conversation, not the end. It opens up dialogue and can lead to valuable insights. For the post, check ➡️ https://bit.ly/4cyjq89 💠 Sophie Allen Tip - When faced with an objection, respond with an open-ended question to keep the conversation going. For the post, check ➡️ https://bit.ly/463W1cy 💠 Sheriff Shahen Tip - Block out specific periods in your daily schedule exclusively for cold calling to ensure consistency and focus. For the post, check ➡️ https://bit.ly/4bGnx0T 💠 Arnaud Renoux Tip - Balance information gathering to show interest without appearing intrusive. For the post, check ➡️ https://bit.ly/4cDtFYY Check out [Part - 1] ➡️ https://bit.ly/45X47DH Share your thoughts in the comments below 👇 #coldcalling #coldcalls #coldcalltips #salesexperts #coldcallingexperts #experttips #sales #sdrs #outboundsales #prospecting #conversations #conversions #reachingout

8

2 Comments

Are you tired of the same old sales scripts and automated messages? 🥱 It's time to step out of the automation rut and bring back the human touch to your sales outreach 💥 Join us for an virtual webinar aimed at SDRs hearing insights from Mike Hamberg, Head of Pipeline at YuLife and Emma Ward 🌜, SDR Manager at Lunio as they'll be unpacking... 🚀Innovative Outreach Techniques: Discover new, creative strategies to connect with prospects that go beyond the typical automated messages 💪 Enhanced Autonomy: Learn how to take control of your sales process, making decisions that reflect your unique personality and style 🤝 Building Authentic Relationships: Master the art of building genuine connections with prospects that lead to lasting professional relationships 🔥 Boosted Engagement and Conversion: Understand how personalized, creative outreach can significantly increase your response rates and conversion metrics Secure your spot now: https://lnkd.in/eJDrxKBk #steppingoutsideofautomation  #SDRswebinar  #salestips

20

Combating SDR Burnout: Strategies for Long-Term Success 🔥🔥 SDRs are the lifeblood of any sales organisation, but the relentless pursuit of quotas and repetitive outreach tasks can lead to burnout. 😩 So how do we keep our SDRs motivated and prevent them from hitting the wall? Here are a few strategies to consider: • Data-Driven Optimisation: Analyse data to identify repetitive tasks that can be automated. Free up valuable SDR time for strategic engagement and building relationships. • Celebrate Milestones, Big & Small: Acknowledge accomplishments—not just crushing quotas but also exceeding call times or mastering a new outreach technique. Celebrate team wins to maintain a positive atmosphere. • Invest in Continuous Learning: Provide opportunities for SDRs to develop their skills. Offer training programmes on negotiation, objection handling, and the latest sales methodologies. • Prioritise Well-Being: Encourage breaks, healthy habits, and work-life balance. Create a culture of open communication where SDRs can voice their challenges. By creating a supportive environment and equipping SDRs with the right tools and resources, we can prevent burnout and empower them to achieve long-term success. 🚀 What are your tips for keeping SDRs motivated and engaged? Share your thoughts in the comments! #salesdevelopment #SDRlife #wellbeing #avoidburnout

12

1 Comment

[COMPLETED] Experiment: SDR vs Full Cycle AE (FCAE) Results are out and it's shocking. SDR's are expensive and unnecessary - That seems to be the trend these days. We took the advice and experimented for 2 months with the FCAE structure. What we found was that it took too much time out of the AE's schedule to scrape, contact, book demos, follow up, negotiate & close. This led to a drastic dip in the quantity and the quality of the demos. Due to the nature of the business, sales cycle is king. And this was not helpful at all. In November, we reverted to the SDR-AE model and results were up across the major KPI's- 𝗡𝗲𝘄𝗹𝘆 𝗮𝗰𝗾𝘂𝗶𝗿𝗲𝗱 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝘀: +𝟰𝟬% 𝗗𝗶𝗿𝗲𝗰𝘁 𝗿𝗲𝘃𝗲𝗻𝘂𝗲: +𝟲𝟬% 🔥🔥🔥 Also, this was done with:  1. A leaner team than before and; 2. Full outbound sales. So here are the lessons:  1. Find a process that works for you. I still believe that FCAE will work, subject to type of product, industry, geography, culture & economics. 2. Start early - Had we start FCAE process from Day 1, I'm pretty sure the result would be much better than the experiment. 3. SDR-AE model - It's all about the flow. From the SDR's first call script to the AE's discovery questions and negotiation method, they all have to be aligned. Tight. 4. Outbound - Depending on the financial goal, SDR-AE model pays much better dividend when you're outbound-centric. All in all, it was an eye-opening experiment and credits have to be given to the team for adapting to the changes so quickly. They definitely gnawled and clawed their way through the 3 months past. #fullcycle #sdr #ae #salesmonk

12

5 Comments

🤯 “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,

28

7 Comments

🎯 Quick Question for Sales Leaders: When was the last time you truly assessed your sales strategy's effectiveness? At CrispyRed Consulting, we frequently observe organisations pushing their teams harder without stepping back to evaluate if they're pushing in the right direction. 3 Warning Signs Your Sales Strategy Needs a Reset: 1. Your win rates are inconsistent across the team 2. Sales cycles are getting longer 3. Your team is working harder but results aren't improving The good news? These challenges are fixable with the right approach. With decades of experience guiding organisations from struggling sales performance to predictable revenue growth, we understand that sometimes you need an outside perspective to spot the gaps. Ready to discuss your sales strategy? Let's connect. #SalesStrategy #RevenueGrowth #SalesLeadership #BusinessGrowth #SalesConsulting

1

🤔 What sales role should you hire, when and why? (Inbound) SDRs, (Outbound) BDRs, Full-Cycle Reps, AEs, CSM, Account Managers - so many roles, even more implications. It's confusing, I get it. Especially since there has been lots of talk on the SDR model being dead and full-cycle being the "new" holy grail (which is simply not true since it all depends on context). Working with Startups and Scale-ups on their sales hiring, we often find ourselves helping them clarify their roles and corresponding expectations. Very often. So often, that we consolidated all our learnings into one blog post. Check it out here: https://lnkd.in/dV6cXmxr Spoiler: It depends on the phase you are in, your company environment, deal complexity, sales cycle and ACV and overall sales strategy. No short answer on a topic this complex. Read the short and to the point article, it's worth it. What's your take on specialization (SDR/AE) vs. full-cycle? Thanks Alvaro Rojas for authoring and Manuel Hartmann for chiming in. The result is a guidance for all growing (tech) companies out there with our learnings at hyrise and SalesPlaybook.

30

15 Comments

🚀 Are you paying your SDRs what they're worth? 💼💰 We have done a deep dive into SDR salary trends across the UK, and the findings are eye-opening! 👀 Whether you're a SaaS leader looking to attract top talent or an SDR wondering where your pay stacks up, this is for YOU. 📊 🔍 Key insights include: 💡 How location impacts starting salaries (spoiler: London is 🔥 for entry-level SDRs!) 💡 The role experience plays in boosting earning potential 📈 💡 Trends shaping the future of SDR compensation 💼✨ 💡 Understanding these trends means staying ahead in the competitive hiring game. Ready to see how your numbers match up? Check out the full breakdown 👇 #SalesDevelopment #SDRs #SaaSRecruitment #SalaryTrends #UKHiring #SaaS #wundertalent #Hiring #Salesjobs

5

As a first-time outbound SDR, I had no real training programme, no enablement, no rev-ops, and no community. Here's how I still bagged 147%. 🧠 Attitude -Accepting of failure -Open to feedback -Curious to learn -Visualised success -Left my ego at the door ⏰ Behaviour -Asked my CEO and SLT team questions every day -Made calls pre 0900 and post 1800 -Moved within walking distance of the office -Picked up the phone, especially when I was scared -Took my full lunch break, keeping me focussed for longer -Time-blocked and prioritised selling time -Learned ICP and buying cycles from week 1 -Earned good relationships with colleagues who then supported me 👨🏻‍💻 Technique -Made accurate notes in the CRM, and leveraged the data when following up -Used relevant hooks in my call intros -Used call-backs daily -Attended industry events with a simple memorised script -Asked for referrals every time I booked a meeting (2/10 would work out) -I found it faster to hold the handset and dial instead of putting it back down each time, forcing more dials per hour I wasn't a naturally gifted salesperson. I just turned up each day and tried new stuff until I found something that worked. I found shortcuts to repeatable tasks and asked my seniors for help when I was stuck. The rest was luck. What's one attitude, behaviour or technique that works for you? #outbound #coldcalling #prospecting

15

1 Comment

Did you know a company that adopts a formal sales methodology experiences a 28% higher win rate compared to those without one? That is why implementing an effective go-to-market (GTM) sales methodology is crucial to your team's success 🥇 Join us and 250+ sellers and leaders from SaaS at LaunchPad Connect and master your GTM sales methodology. This interactive panel has been carefully selected to hear from experts in BANT, MEDDPICC, Challenger and Sandler methodologies. We have also allocated dedicated breakouts for quality networking with our panel & 250+ sellers & leaders from within the industry 💬 Our Panel; 🎤 Andy Thiss (Sonder) 🎤 Amy Boulter (Salesforce) 🎤 Sophie Baker (TRIBE) 🎤 Cameron Kahler (Workato) 🎤 TJ Chandler (Fivetran) 🎤 Heather Cook (ex Seismic, ex Hootsuite) Our Hosts; 📍 Location: Tank Stream Labs at the Sydney Scaleup Hub 📅 Date: Thursday, 21st November 🎯 Target Audience: Sales, Marketing, GTM, Revenue, Strategy & Leadership All of the money raised through ticket sales will be donated to Beyond Blue to support them for the fantastic work that they are doing in mental health 💙 To secure your spot or get more info see the link in the comments below! 💜 LaunchPad Academy x LaunchPad Connect 💜 #SalesMethodologies #GTMStrategy #SalesLeadership #TechSales #Networking #SalesSuccess #GTM #coaching #mentoring #training #SaaS

11

3 Comments

Boost Your Sales with SDRs: The Secret Weapon for Your Sales Team Sales Development Representatives (SDRs) are more than just a support role—they’re a driving force behind successful sales teams. By handling the critical tasks of prospecting and lead qualification, SDRs free up your sales reps to focus on closing deals. Here's how SDRs can help your sales team thrive: 1. Supercharge Your Pipeline SDRs specialize in identifying high-quality leads and nurturing them until they’re ready for your sales team. This targeted approach ensures your reps spend their time on prospects with the highest potential. 2. Reduce Sales Cycles With SDRs qualifying leads upfront, sales reps can jump into conversations already primed for closing. This streamlines the sales process, saving time and boosting efficiency. 3. Increase Conversion Rates SDRs build strong relationships with prospects, addressing their pain points and aligning your offerings with their needs. This tailored approach improves the likelihood of closing deals. 4. Focused Expertise By dividing responsibilities, SDRs become experts in outreach and initial conversations, while sales reps excel in negotiations and deal closures. It’s a win-win! 5. Scalability and Growth SDRs help you scale your outreach efforts, giving your team the bandwidth to enter new markets and tackle more opportunities without overloading your sales reps. 6. Real-Time Insights SDRs gather valuable data about your prospects, including their challenges, goals, and objections. This feedback can refine your sales strategy and make your team more effective. The Bottom Line An effective SDR team doesn’t just support your sales team—it transforms it. Whether you're looking to increase revenue, streamline processes, or improve customer relationships, SDRs can be the game-changer your business needs. 🚀 Ready to build a powerhouse sales team? Let us help you integrate SDRs into your strategy and watch your sales soar! #LeadGeneration #SDR #SalesGrowth #BusinessDevelopment

3

2 Comments

How it feels when you're booking meetings in every call blitz 💪 ft. Florin Tatulea 🙌 Last week we met hundreds of SDR Leaders at Pipeline Conference and showed them how world class teams are automating the busywork in dialing, prospecting and coaching to 3-5x conversations and pipeline 😎 Then Rohan Suri and Melanie Smith took the stage to reveal findings from AI Analysis of over 5M calls made in Nooks 👇 • Reps have 𝟮.𝟯𝘅 𝗵𝗶𝗴𝗵𝗲𝗿 conversions when mentioning a specific reason for reaching out 🚀 • Referencing social proof like customers and partners leads to a 𝟭.𝟴𝘅 𝗵𝗶𝗴𝗵𝗲𝗿 chance of booking a meeting 🚀 • Mentioning "this is a cold call" in your opener makes... 𝗻𝗼 𝘀𝗶𝗴𝗻𝗶𝗳𝗶𝗰𝗮𝗻𝘁 𝗱𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝗰𝗲 in booking a meeting ❌ • Asking an open ended question instead of a yes or no in the opener/pitch results in 𝟯.𝟭𝘅 𝗵𝗶𝗴𝗵𝗲𝗿 𝗰𝗵𝗮𝗻𝗰𝗲 of booking a meeting 🚀 (only 45.3% of reps are doing this in cold calls) • Identifying pain or frustration the prospect has with their current system in the opener results in a 𝟲.𝟯𝘅 𝗵𝗶𝗴𝗵𝗲𝗿 𝗰𝗵𝗮𝗻𝗰𝗲 of booking a meeting 🚀 (this only happens in 23.1% of cold calls) • Immediately asking for the meeting when the prospect shows interest results in an 𝟭𝟭.𝟴𝘅 𝗵𝗶𝗴𝗵𝗲𝗿 𝗰𝗵𝗮𝗻𝗰𝗲 of booking a meeting 🚀 (this is only done correctly in 38.5% of cold calls) We're going to be dropping more data from the 5M+ calls made by Nooks users soon... Stay tuned 👀

107

19 Comments

How to super-charge appointment-setting with Fractional SDRs! Let's face it: traditional sales development processes are outdated and inefficient. In SaaS sales, relying solely on in-house SDRs for appointment setting is a recipe for missed opportunities. 🗣 Enter Fractional SDRs – the game-changer your business needs. Fractional SDRs bring specialized expertise, flexibility, and cost-efficiency to the table. Here's how they streamline the appointment-setting process: 1️⃣ Targeted outreach: Fractional SDRs use advanced data analytics to identify high-potential leads, ensuring every outreach effort is laser-focused. 2️⃣ Personalized engagement: With ICPs, these professionals craft personalized messages that resonate and convert. 3️⃣ Scalable solutions: Need to ramp up your sales efforts quickly? Fractional SDRs can scale their efforts to meet your growing demands without the long-term commitment of hiring full-time staff. 4️⃣ Cost efficiency: By leveraging fractional SDRs, you cut down on recruitment, training, and retention costs, all while maintaining top-tier performance. The result? Higher-quality appointments set with precision and efficiency – transforming your sales pipeline into a well-oiled machine. Are you ready to rethink your approach to appointment setting? #saassales #fractionalsdr

7

1 Comment