Dan Love

Are your BDR outbound efforts falling flat? Marketing and sales teams waste time and resources on generic, one-size-fits-all outreach that fails to resonate with busy B2B buyers. These buyers are craving personalized experiences that speak directly to their unique challenges and goals. But what if you could create an integrated campaign that surrounds your target accounts with consistent, personalized messaging? By incorporating links to personalized landing pages into your BDR sequences and email campaigns, you can drive higher engagement and accelerate the buying process. And when your BDRs follow up to discuss the tailored content, you create a seamless, high-impact experience that cuts through the noise. This coordinated approach harnesses the power of both inbound and outbound personalization to deliver relevant and consistent messaging to prospects at your target accounts. Ready to refresh your ABM program with some new tactics that are working right now? We've got you covered 👇 https://bit.ly/3R8S4wT

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❌ No, the SDR role isn’t going away. ❌ While SDRs and AEs are here to stay, their roles are shifting in response to evolving buyer demographics and changing preferences. At LeadIQ, we’re helping SaaS sales and GTM teams stay ahead of the curve and learn how to thrive in today’s evolving sales landscape. Deep dive into the webinar: “The evolving role of AEs and SDRs in building sales pipeline” for tips and tricks on how to best utilize the AE and SDR relationship for Q4 and into 2025 🤝 Thank you to our webinar panelists: Jessica Nelson, Global Vice President of Sales at Stream Sam Lau, Senior Director of Global GTM Enablement at Anomali Ronald Halbert, Global SVP of Sales Development, Sales Enablement, SMB Sales at Sirion Watch now 🎥: https://lnkd.in/gx7dMRuK volving-role-of-aes-and-sdrs-in-building-sales-pipeline #sales #salestips #SDR #AE #leadiq

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🔖 Bite-sized Bookmarks for Sales Pros! ""Our outbound team isn't performing." But let's get real for a moment: Firing someone is rarely the answer. Here's a good checklist for figuring out why your BDR team isn't performing."

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Outbound mistake: Underestimating the power of brand recognition 👇 Most sales teams focus way too much time of their outbound efforts on the coldest leads. - The org builds a huge list of named accounts - Named accounts are assigned to territories - Reps choose the coolest sounding logos showing intent - Then SDRs/AEs start dialing and sending out emails Sound familiar? This strategy won't work in 2024. ⛔️ Cold call pick-up rates are hovering around ~5% ⛔️ Cold email reply rates are around ~1%. Sure, your top reps will do better. But your entire org. will not. Your reps simply won't have enough at-bats for a generic strategy like this to work. And you can't build an org-wide strategy around what your best reps can do. 💡 Solution: "The list is the strategy" The answer to 2-5x the outbound results is choosing the targets more carefully. The time to value is way faster than upskilling everyone, which will take months. Help reps spend a disproportionate amount of time on targets familiar with your brand ✅ Step 1: Set up proper tracking Our friend Kyle Vamvouris is bull-ish on using proper dispositions & statuses for contacts. Then train reps on how to use these properly. - Open (all leads that haven't been touched) - Working (leads we're actively prospecting to) - Prospect (responses, but no meeting booked) - Booked - Bad data - Disqualified This helps reps quickly identify prospects in the "Prospect" and "Working" buckets—prospects with brand awareness who are most likely to engage. ✅ Step 2: Engage previously contacted prospects Any sales org with a few years of data will have hundreds of prospects in this bucket. Create campaigns and workflows with your ops team to engage: - Closed/lost deals - Previous customers at new companies - Prospects who no-showed meetings - Stalled deals with no next steps - Prospects who responded to cold emails, but didn't book time - Prospects who answered cold calls, but didn't book time - Prospects downloading marketing content etc. The list goes on. Make it easy for reps to see prospects within named accounts reps have previously engaged with. Ops should spoon-feed reps with reports to execute on this. ~~~ Most reps are spending way too much time on completely cold leads. And not spending a disproportionate amount of time where there's brand recognition. #sales

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://hghspot.co/3KpZlV6 #salesenablement #change #saas

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What metrics do you track for your cold-calling efforts? Cold calling remains one of the most effective lead-generation tactics, but mastering it requires understanding the key metrics that indicate success. Many fractional SDRs miss out on key opportunities by not focusing on essential metrics. Learn how top-performing fractional SDRs use these metrics to refine their approach and maximize results: https://lnkd.in/dwxKtnUf #outboundsales #SDR #fractionalSDR #remotesalesjob #coldcalling #Glencoco

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ABM isn’t just a method; it’s a mindset. True success requires investing equally in capabilities and cultural shifts. At Iron Horse, we’ve seen this cultural change lead to remarkable results. No more arguments about numbers. Invites to sales planning meetings. Reduced BDR churn. That’s the power of alignment. Find out how to get there on our blog: https://bit.ly/3RGVyXH

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RevOps 101 – Building a Team from Scratch to Drive Results. Are you a business leader or RevOps professional thinking of building a Revenue Operations (RevOps) team from the ground up? 🚀 Ryan Milligan, VP of Sales and RevOps at QuotaPath, has laid out a clear roadmap to help you get started. 👉Overcoming Cross-Functional Chaos: Struggling with operational silos and miscommunication between departments? Ryan outlines how a RevOps team can solve cross-functional issues, streamlining operations for better efficiency and collaboration. 👉Establishing Robust Reporting Systems: Confused about where to start with performance tracking? Learn how to set up consistent, actionable reporting systems that give you clear insights to drive growth. 👉 Optimizing Performance & Tackling Bottlenecks: Facing slow growth or performance challenges? Ryan’s strategy helps you identify and address key pain points, optimize your funnel, and improve overall business outcomes. Watch the full podcast for Ryan’s step-by-step guide: https://lnkd.in/gky4A4RM #RevOps #BusinessStrategy #DataReporting #RevenueGrowth #SalesOptimization

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In the final push for year-end revenue, it *could* be time for... A pipeline blitz.⚡ As Maria Oczko-Canant shares, you can potentially energize your sales team with this type of spiff to accelerate deal close or hone in on deal health. 👉 How might you design a spiff in the remainder of the year to get your business development and account reps earning individual rewards for their contributions—all while working together at the pod level toward a larger, overarching team goal? Tell us—when your team hits targets collectively, what larger-level rewards tend to be a hit?

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Extract product insights from your Gong calls ✨ Automatically fetch sales call transcripts and process them all on autopilot.   You'll extract « voice of sales » insights: -What are the top feature requests, sorted by $ revenue impact? -What are the most common problems highlighted by top customers? -What are the best upsell opportunities? -What deals are blocked due to a missing feature?   Revenue teams love it as it helps them be analytical about their requests to the product teams: now they can put dollar values on feature requests!    Every feedback doc linked to a Gong call will have the embedded video as well as the title, participants & transcript.

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We love when sales organizations have a strong operating cadence. Daily sales forecast reviews have become a mandate in most sales teams. Along with this most sales leaders are prioritizing deal reviews for large million $ deals and strategic accounts. But the problem we see in many sales organizations is in constructing a repeatable process around productive deal reviews. As an organization working with multiple customers around deal reviews, we believe that deal reviews when executed in the right manner can be a game changer for sales execution. The AE to the top management benefit from deal reviews. Want to understand the reality of deal reviews and how it can help your teams, click on the below link. https://lnkd.in/gxTEAV6r Venkataraman SubramanyanSripriyaa VenkataramanKumar SomayajiluRashmi GognaKrithiga BalasubramanianCh Srinivas Rao ( GLP NEU )Sugavanam Sundaresan https://lnkd.in/g754mkJT

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GONG HACK ALERT 🫡 Take this tip from Gong Director of Strategy, Sunny Huang. “Steal this - ‘Summarize the key findings in 3 exec-facing headlines, and provide supporting quotes & examples for each one. Total words should be under 180’ ^Fool-proof prompt to build the perfect exec summary. They're most important part of any deck, ...but also the most time-consuming to build. This prompt = the ultimate procrastination killer Especially effective for... Reps, on discovery & end-of-pilot calls Strategy & Ops folks, on internal interviews Give it a try.” Boom.

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The best salespeople pass along key deal data to onboarding teams by doing this...🎥 The handoff from Sales to Onboarding is crucial. A poor handoff can lead to churn. Efficient teams have their CRM configured to make it easy for Sales to capture key data and pass it downstream. Watch the full webinar, "Nailing Customer Lifecycle Transitions: Part 2" with Jeff Kushmerek, to learn more strategies to successfully move customers from sales, to onboarding, to long-term success. ➡ https://bit.ly/3Wv1k1i

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🚀Transforming Enterprise Sales with Vieu🚀 As an AE, you're no stranger to the chaos of manually drawing org charts, and trying to identify the elusive buying committee. Hours wasted, frustration mounting, and still no clear path to the decision-makers. But the game has changed. Enter Vieu – your ultimate Enterprise Sales ally. Vieu provides precise stakeholder maps, cutting through the noise and guiding you straight to the key members of the buying committee. No more wasted time, no more guesswork. The result? More closed deals, less frustration. Because in Enterprise Sales, it’s all about precision and efficiency. Ready to revolutionize your sales approach? Embrace Vieu and turn chaos into clarity. #enterprisesales #salesintelligence #vieu #AE #accountexecutive #didyouknow

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We're all about finding ways to set your teams up for success and increase GTM efficiency. Gong's "Ask Me Anything" functionality helps your team easily uncover actionable insights across accounts and deals. Prepping for an intro meeting? Instead of sifting through countless emails and notes, just type in a question (ex: "What are their project goals?"), and it'll instantly analyze your CRM and conversation data to deliver an answer. Once the call's wrapped up, click the 'Stats' icon in the right-hand menu on the Call Page. There, you'll find metrics like: talk ratio, longest monologue, longest customer story, interactivity, and patience. #CRM #ConversationIntelligence #Data #RevOps #Operators #Tech #Sales #CS

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Ready to be a Mixmax pro?!?! Join us today at 11am PDT! Whether you're an SDR, AE, or CSM... We're covering all the best practices to how you can be most successful with Mixmax! Not using Mixmax yet, but curious... This masterclass is also for you 👈

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How do you set Gen Z sellers up for succes? Calling all sales leaders! This is a must-listen to cap off your week: https://lnkd.in/gj9izm8M In case you missed it, we've just launched a new season of the Redefining Sales podcast. Listen to our first episode with our fantastic guests Lucy Lee and Danielle Dacunha-Howarth from PurplePatch, and stay tuned for new episodes dropping soon. #Sales #Podcast #AIinSales #Prospecting #SalesEnablement #SalesStrategy #SalesTraining

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