Diego Mangabeira

Best countries to hire an offshore SDR/BDR from: - Colombia - South Africa - Argentina - Brazil Why? The LATAM countries in the list above provide great talent and a similar time zone. Cultural fit is usually higher than many other countries and many of them already have experience working for larger USA-based companies. In South Africa, although they mostly have experience with Australian and European companies, English is the most commonly spoken language, so their fluency and their accent are very well received when calling on USA-based prospects. You can't go wrong with either, which is why we hire from both LATAM and South Africa when hiring for SDR/BDR roles.

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The reality for B2B selling is that sales cycles are long. Many times I have heard investors, that is to say venture investors, ask a startup founder what they can do to accelerate the sales cycle. It’s a pretty naïve question. The reality is if you get on the shortlist, then the odds of you making the sale are higher. So the better question is, how do you get shortlisted more? While a lot of founders focus on demand generation over branding, having some sort of recognizable brand or high-quality social proof can help you get on that shortlist. I’m not suggesting that a startup focus on brand marketing, because that’s a long-term game that won’t pay off before the money runs out. But some effort should be made to ensure that every time you get a sale, the world knows about it. It could be as simple as logos on the website or as awesome as a testimonial or case study. Either way, every sale should be revenue in the door and leverage for the next sale. That’s the way to get on more lists. As long as your sales cycle is not two standard deviations beyond the mean, focus on getting the close, not on shortening the cycle. 2024 B2B Buying Disconnect Report: The Year of The Brand Crisis https://bit.ly/4bUeZEw #startup #venture #b2b #brand #sales

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SaaStock Dublin is three days away. Considering an exit in 2024? At my talk, I'll be answering questions I get every day like: - What are current SaaS multiples? - What metrics matter most? - What do buyers *actually* care about? Don't have a ticket to SaaStock? I have a few extra - reach out and I'll hook you up 😎 #SaaStock #Dublin #founders

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I met Henrique Cruz last year at SaaStock Local Lisbon 🇵🇹 What Rows.com did is truly incredible - their homepage is actually their product 🤯 Go visit Rows and try it yourself, it's the easiest way to test out their tool 👋 This has significantly improved their conversion rates and user activation 🚀 More takeaways from our conversation 👇 → How they tripled their sign-ups by skipping the usual homepage and getting users straight into the product → Why marketers and tech folks love using Rows to make their reports look awesome and shareable → How their freemium model helps people switch because they’re already using Excel or Google Sheets → How Rows’ viral features make it easy for users to share within and between teams, boosting user growth → Why rebranding to Rows and buying a premium domain was a smart move for brand awareness For anyone looking to stay ahead in the SaaS landscape or simply wanting to explore the future of spreadsheets, this episode is packed with actionable insights and intriguing stories 👏

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🐶 Jacco van der Kooij and Dave Boyce released this paper on how GTM Efficiency impacts all companies, in all growth stages, and their overall sustainability up to the right to exist. To the extent that many SaaS companies now have to admit, their model isn't sustainable anymore. You need to burn money, to make money in SaaS. But if you burn too much money, in a way you can't make any money out of that in the long run, you're missing the point as a (SaaS) business. As a consequence, these companies will or already have lose interest from investors because that's not a great investment or financial product. This is what we see in the market today, at scale. There's capital enough, just no places to put it. We express this in "GTM efficiency". It is calculated as the total sales and marketing spending ratio to Net New ARR. Reduced to absolute simplicity: how much you spend to make 1$. In some extreme cases, it takes 2-5 dollars to make 1 dollar. That's the case today for half of the publicly traded companies. The benchmark is 1:1 or 100%. Not 200% or 500%. But more importantly, it's the case for not publicly traded companies from all growth phases and revenue categories. Their GTM is broken 🤕 🏥. If you are waiting for a SaaS recovery, prepare to wait a long time... But what is the way forward from Growth-at-all-Costs, which so many companies still compulsively apply because they don't know any different? Winning by Design offers a new proposed industry standard, with Revenue Architecture. With concepts like: ⏺ The Lean Revenue Factory ⏺ From Craft to Mass to Lean Manufacturing ⏺ A standardized data model (the Bowtie) ⏺ The GTM process ⏺ The role of AI in Go-to-Market (GTM) I hope you enjoy this read. I know I did.

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Being an SDR is not easy in 2024. Everyone is claiming they have the best template, best strategy, Replies are down, at least that's what everyone is claiming. You are probably doubting yourself. Look beyond. They are probably selling to a different industry, hell you dont even know if the results are real. Stop doubting yourself, just stop. You came this far and you will go far. You are not getting coached. Most managers either don't know how to coach or don't have time. Blame all you want that your company isn't training you, take responsibility. Find a mentor or Hang out with the top players anywhere in the world, ask your company for a training budget or find a company which will invest in you. What's your tip for SDRs who are struggling in 2024? School of SDR #sales #sdr

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Has SaaS lost go-to-market fit and, if so, who is responsible for it and how do we fix it? That was the crux of the interview I did with 🐶 Jacco van der Kooij, the distinguished and esteemed Founder of Winning by Design on today's episode of The GOATS of Growth. Check out the quick mashup below to get a flavor for the episode. Then click the link in the comments, or search for the show, to listen to the full episode. Key takeaways: -Companies are spending about 75% more now than in 2021 to acquire customers -They're not spending enough to keep them and grow them -Changing CRO's every 18 months is a recipe for disaster (my interpretation) -CROs should be "certified" to fly the rocket going forward -Go-to-market motions are, and should evolve -Organizations should shift from people-centric to process-centric with technology . Jacco, thanks for your time, your wisdom, and for brining your infectious energy and enthusiasm to the show.

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Hiring a Growth Marketer will not solve all your Growth or Marketing problems.  There is a difference between Growth, Marketing, Growth Marketing, and Growth Hacking. Growth requires collaboration across product, engineering, marketing, sales, and data teams. In this week’s issue of Marketing In Action, we developed a framework for structuring your growth team, building a growth process, and executing a growth motion.   ✔️ First, Identify your Go-To-Market (GTM) motion—Product Led, Sales Led, and Hybrid GTM. ✔️ Second, Define your Growth Team—cross-functional, with skills in product, engineering, marketing, sales, and data to execute your growth strategy. ✔️ Third, Build a Growth Process that is scalable, predictable, and repeatable. Read the full issue here: https://lnkd.in/dAwrfQFn

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Matheus Baldo Cordeiro and I just ran a zero-cost sales experiment: 1000 messages sent 81% open rate 62% click-through rate Screenshots to prove it Email is dying while your WhatsApp notifications are popping. Simple truth: People read WhatsApp. Businesses still living in 2010 don't. #whatsapp #whatsappbusiness

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If you are looking for the best B2B Data Providers in Portugal but can’t find reliable ones or want to compare a few, you will find everything in this article. We’ve compiled a list of Portugal's most trustworthy and best Business Data Providers in 2024.

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Launched exit intent surveys a few weeks ago and starting to see more users adopt. I wasn't sure what to expect, but here's how I'm seeing Zigpoll users use the survey: AMARO (one of the larger ecommerce stores in Brazil) shows different exit intent surveys based on whether the visitor has items in their cart. They discovered that over 50% of these exiters were waiting for a discount coupon. Partify (whose case study we just launched), uses exit intent to collect feedback on the site experience, helping them to quickly identify issues that are hurting conversion. They've already fixed multiple issues that has since led to increased survey response rates. I built exit intent surveys because the mission has always been to help brands collect data at the right moments in the customer journey. Zigpoll now covers post-fulfillment, post purchase, on-site, abandoned carts and exit intent. What else am I missing?

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our research tells us that ROI is the real reason why win rates are low and net new acquisition is slow. not your competitor. not your market conditions. your inability to show ROI as a tech provider. but the question is how do you customers see your ROI? so we partnered with Godard Abel Palmer Houchins at G2 to create the industry's first authentic review and win loss analysis based 1000s of reviews and category insights that G2 provides. the results have been spectacular and truly insprinng. in just about a year, we have done about 15 custom ROI studies and product spotlights for GTM tech companies like (no particular order): Sendoso PathFactory Uberflip | A PathFactory Company G2 Reachdesk Regie.ai Splash (SplashThat.com) PartnerStack SalesIntel.io Vidyard Hushly Openprise and we are about to finish ROI studies for amazing companies like in Q3/Q4: ZoomInfo Clari Demandbase ON24 MadKudu Totango the point is... ROI is the way your customers think when they want to buy. so if you are a GTM vendor and want to improve win rates and get the acquisition engine humming again, check out the ROI studies of these amazing go-to-market companies that we recently worked with to get their ROI story out! of course... and meet my amazing cofounder Bryan Brown who invented the process to get this done in the video below and Sarah Allen-Short who is leading this game changing initiative. DM me if you want to do an ROI study to get your customers to see an independent view of your product. love, Sangram

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LinkedIn is amazing for finding product/business updates, tips, tricks, hacks, prospecting, you know.. company stuff. But this platform is more powerful than that. Building trust is everything. The only way to build trust is by BEING YOURSELF. This post is inspired by Augusto Ferreira and a few others in my LinkedIn fam. Us this tag #1stake and tell us something about yourself. No fancy equipment Just yourself and a leap 👉 Tag 3 of your closest work buddies to challenge them.

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In this series on Building a Scalable Sales Engine, we're breaking down essential strategies for SMB CEOs to strengthen revenue and grow predictably. Today, let’s talk about The Top 5 Reasons SMBs Experience Revenue Fluctuations and How To Address Them: Revenue fluctuations can feel like a rollercoaster for SMBs, making it hard to plan, invest, and grow confidently. Let’s look at five common causes of these dips and surges—and, more importantly, how to create steadier growth. 1. Lack of a Defined Sales Process Without a clear sales process, it’s easy for leads to fall through the cracks. When each sales rep approaches deals differently, results become unpredictable. Solution? Map out a step-by-step sales process from lead generation to close, with specific actions for each stage. This creates consistency, improves follow-up, and boosts conversions. 2. Targeting the Wrong Clients When your business serves clients that aren’t a good fit, you’re more likely to face cancellations or low-value sales, which disrupts revenue. Solution? Define an Ideal Client Profile (ICP) based on characteristics of your most successful clients. Train your team to recognize and focus on these types of leads, improving retention and revenue quality. 3. Limited Lead Generation Channels Relying too heavily on one or two sources of leads makes your revenue vulnerable to changes in those channels. Solution? Diversify by exploring additional sources like referral networks, partnerships, or social media. This creates a buffer, ensuring that fluctuations in one channel don’t derail your revenue entirely. 4. Inefficient Sales Follow-Up Many potential deals are lost due to lack of timely follow-up. When follow-ups are inconsistent, revenue is, too. Solution? Use a CRM to track each lead’s status and automate reminders for follow-up. Ensure your team has a standard process for how and when they reach out, creating a steady pipeline flow. 5. Seasonal or Market-Driven Demand Changes Certain businesses naturally face seasonal shifts or market trends. Solution? Plan for these cycles by analyzing data from previous years and identifying patterns. Use busy periods to build a reserve and schedule promotional campaigns during slower times. Preparing for known slow seasons helps maintain a baseline revenue even when demand is lower. Consistency is Key: Revenue fluctuations are common, but they don’t have to be your norm. By creating structured processes, focusing on ideal clients, diversifying lead channels, improving follow-up, and preparing for demand shifts, you can transform revenue from unpredictable to stable, supporting sustainable growth year-round.

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Anyone got a better alternative to hubspot ???? https://www.hubspot.com. They great but support sucks, price sucks and they don’t seems do care unless you buy a higher tier ?? # hubspot #alternatives

Hey marketers, let's tackle a common issue. Many teams misallocate lead generation funds. Why? They rely on Cost Per Lead (CPL) predictions when CPL is anything but predictable! The Problem 🤔 Teams often set targets, expecting marketing to work backward from CPL. But CPL fluctuates, influenced by market dynamics and competition. The Reality 🌧️ You can reduce CPL and increase revenue, but it often needs strategic shifts. Rising CPLs are inevitable, and acquiring new leads usually costs more than keeping existing ones. Pro Tip 💡 Plan for growth by boosting your CPL budget. Expect fluctuations and budget wisely. Skip the backward planning and choose agile, realistic budgeting. Want more insights? Click to read the full blog entry and become the budgeting hero your team needs! 🦸‍♀️🦸‍♂️ https://lnkd.in/g9tP-3SY #Marketing #LeadGeneration #Budgeting #GrowthStrategy

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Cold Calling Optimization Techniques for Tech & Consulting Buyer Personas. That helps build warm relationships & land more high-value meetings. Let me walk you through a typical day-to-day scenario: Have you or your team ever started a call, gotten through your intro, and then... silence? You’re probably wondering if you’re even on the same planet as the person on the other end. The reality is that everyone making cold calls has experienced this moment. In fact, it’s practically the norm if you’re cold calling in the tech and consulting industries, where it can feel like speaking two different languages. Each persona has its own signals, and understanding those can turn a cold call into a genuine conversation. Here’s what works when you get specific with these two personas: - For IT Managers: Get Straight to the Pain Points Why? Because these are the people who live and breathe tech problems. They’re juggling outages and troubleshooting and likely have an inbox filled with service requests. So when you’re calling an IT manager, skip the usual pleasantries. Instead, I coach my clients to open with something laser-focused. Let’s say you’re selling network security solutions. Start with, “If your team’s bogged down by network breaches or costly downtime, I’ve got something that might free up a lot of their time.” Here, you’re going straight to what’s relevant to them, framing it as a way to give them back time. It’s clear, it’s about them, and it shows you understand their day-to-day pressures. - For Consulting Executives: Focus on Business Impact Why? Because consulting executives are big-picture thinkers. They’re focused on strategy, growth, and long-term results. If you dive straight into your product’s features, you’ll likely lose them before they hear what matters. With consulting executives, I suggest opening with a shared industry insight. Try something like, “I’ve noticed other consulting firms boosting retention and margins by streamlining their digital processes. Are you focusing on anything similar?” This approach does two things: it shows you’re informed, and it steers the conversation toward their goals. You’re not just offering a fix; you’re positioning yourself as a partner in their growth. Plus, it opens up the dialogue to hear what their current process looks like. Cold calling isn’t about reinventing the wheel; it’s about adjusting to who you’re talking to. Shifting between tactical and strategic approaches is what turns brush-offs into meaningful conversations. Hope this helps your campaign! Meeting me for the first time? I’m Emmanuel Onuoha Jr/Jnr [Top TM], a remote sales consultant and cold call trainer. I share strategies to help you have better, more targeted conversations with your ideal customers on the phone across the U.S. and Canada. Connect with me, and let’s chat about improving your calls for real results! #Sales #EmmaOnuohaJr #ColdCalling #BuyerPersona

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Help the community! That’s the real goal. But sadly, some are making a business out of preying on the very community they claim to support. Let’s be real: Being a BDR or SDR in tech isn’t easy. Making over six figures in your first year? Even harder. If someone with less than a year of SaaS experience is asking you to pay for their “HELP” because they’ve found an “EASY” way to do it… or claims they’re already making over 6 figures in tech sales… 🚩 Chances are, they’re counting the “EASY” money they make doing the WRONG thing. They not like us! We’re here to uplift, empower, and genuinely support our community—not chase clout at the expense of others. #KeepItReal #CommunityOverClout #TechSales #BDRLife #getthiswork

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Do you know your #ICP? The amount of irrelevant outreach I get is insane. the most common: "We help B2B companies reach new customers." skills. Is a B2C subscription platform. 🤦🏼‍♂️ It blows my mind how much time people waste reaching out to irrelevant prospects. The most important decision I made leading #enterprise teams was to set clear and detailed ICP profiles. That impacted our conversion rates in all stages. So, do you have an ICP? How detailed is it? If you want to learn how to build a proper ICP profile for your team or for yourself as an AE/SAE, here's how to do it: http://tiny.cc/ICP All the steps you need to take, all data points and structure you'll need. PS. "Companies with over 1000 employees" is not an ICP. It's ONE metric. 😂

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