Brennen Shaw

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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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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Average Contract Value by segment: Strat - $278K ENT - $180K MM - $57K Direct correlation with your expected payouts? Yes. Average OTE by segment: Strat AE - $280K See more: https://lnkd.in/gEqj9YQz ENT AE - $255K See more: https://lnkd.in/gb7GeWzW MM AE - $165k See more: https://lnkd.in/gDkDDg5w The larger the deals you're selling, the more earning potential. The more earnings potential, the higher the expectations. All open SaaS roles here: https://lnkd.in/ggz4efaD Any of these surprise you? 🦙

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SDRs don't work for AEs.... In fact, AEs should work for SDRs. If you're in a position to have an SDR helping you crack meetings you need to point them in the right direction with the right messaging and use cases. SDRs aren't your assistants. They're the tip of the spear. Cole Praver 🙌 #sales

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Gong moving crazy fast as usual giving the people what they want!! Don't want to create account handoff docs from SDR --> AEs, or AEs --> CSMs? ✅ Don't want to listen to 30 min calls to score disco calls? ✅ Don't want to leave Gmail to get full context into the accounts you're prospecting? ✅

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How did ZoomInfo Copilot help Account Manager Dave Howell close a $195,000 deal? 🤔 From surfacing insights about customer sentiment and product interest to identifying a C-level decision-maker who helped seal the deal, Copilot empowered Dave with everything he needed to win his client's business. Watch the full story below. ⬇️ #ZoomInfoCopilot

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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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Good reps know how to close. The best reps? They don’t go it alone. They leverage their partners to: • Speed up the deal cycle • Deliver faster time-to-value • Shut competitors out or take wallet share from them It’s not just about working harder or even smarter - it’s about being strategic. I was talking to a rep today who gets it. They’re working on a deal where the goal isn’t just to win a renewal & upsell - it’s to completely displace their competitor by introducing Sigma and layering it on top of their platform. They know that getting data activated with partners creates a stronghold in the account - one that’s tough to break. This is how you not only close deals and retain/grow customers, but OWN the account. Are you leveraging your partners to dominate your deals, or leaving opportunities untapped? Let’s compare notes. #SalesStrategy #Partnerships #WinningTogether #SigmaComputing #snowflake #databricks #sales

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Sales + Confidence = Momentum Confident salespeople: 1. Build trust with customers. 2. Stay in control of the conversation. 3. Enhance the effectiveness of a pitch. Be confident. Build momentum.

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☁️ Only 12% of sales leaders strongly believe their CRM delivers actionable insights ...an even more challenging stat .... 77% of sellers' time is spent on NON selling activities... like updating CRM 🤦‍♀️ 🫨 Find more insights like these from the just released ✨ ROAD TO REVENUE IN 2025 ✨ Hear the big bets revenue leaders are making next year and how they plan to win them with data from 1400+ organizations in Gong labs new report, The State of Revenue Growth 2025. Get your copy here: https://lnkd.in/ezy8VPX2

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Most SDR managers waste their 1:1s by focusing on the wrong things: - Activity count - How many prospects were added to cadence - Quota attainment - Pushing for even more activity But real growth happens when you shift your focus to what actually drives performance: - Removing roadblocks - Coaching for improvement - Checking in on how they’re really doing - Understanding their personal goals - Celebrating wins, big or small 1:1s aren’t about the numbers—they’re about people. Focus only on metrics, and your reps will hate you for it and doesn’t build trust. To help your team succeed long-term, give them the tools, guidance, and support they need to really grow!

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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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Mike Gallardo writes the best sales newsletter that lands in my inbox, and has an extremely actionable sales course that I just purchased. I've been following Mike for a while now, ever since he started his sales newsletter (written on beehiiv obviously). His course is absolutely caked in best practices for sellers and sales leaders. How to build foundational outbound strategies. How to become a 1% end-to-end seller from foundation to closed won. How to respond to objections and negotiate like a master. Everything. And not only that, there are countless templates and frameworks that he and his team use, and they work. I'm stoked to get further into his course and level up myself and my team. If you're looking for a course to check out, buy his and use my referral link because I get paid if you do. 😏 https://lnkd.in/eaR7rGwa

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🎄 Sales isn’t a solo sport—it’s more like a caroling choir. 🔥 How Mixmax helps: - Share templates, sequences, and tracking insights across the team. - Collaborate on deals with a shared email view and unified activity log. - Align everyone on one tool to save time and avoid confusion. 🎁 Click the link in the comments to grab your Mixmax gift ↓ #SalesCollaboration #CustomerSuccess #Mixmax #12DaysOfWinning

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Engaging the right buyers at the right time is critical to sales success. ZoomInfo Copilot's Target Account Digests alert you when your most promising suspects are showing the right buying signals. 🔔 Get personalized daily digests — delivered via Slack or email — with AI-powered recommendations for next steps. Never miss a sales opportunity with ZoomInfo Copilot: bit.ly/3yxBNes #ZoomInfoCopilot

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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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🚀Sales leaders, have you ever felt you're shouting into the void between discovery and demo? You're not alone! One of the biggest challenges we face is prospect ghosting.👻 It's frustrating when you've had a great discovery call, but then... silence. No responses, no engagement, and your product's value is left unnoticed. But here's a game-changer🎰: Build curiosity at every touchpoint! I had a prospect who seemed to vanish after the initial call. Instead of bombarding them with follow-ups, I changed my approach. I started sending personalized snippets of how our product solved their pain points. Each email, and each interaction became a mini-demo, tailored to their daily routine. The result? Not only did they re-engage, but they came to our demo meeting more excited and prepared than ever! Remember, your discovery call isn't just about qualification questions. It's your first chance to🎇spark that curiosity. Carry that spark through every email, every thank you note, every reminder. 🏆Sales champions, let's turn those silent periods into opportunities for engagement. Let's make every interaction count! How are you keeping prospects engaged between calls? Share your strategies below! #SaaSSalesSuccess #BuyerEngagement #SalesLeadership

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