Geoff Nugent

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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🤯 “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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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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Amen to this. Senior leaders need to get involved in the details and understand the structural and operational issues in their organizations that lead to customer churn. You hold the power to improve the quality of your product and the value of your service - you're customer facing Sales and CSM teams do not.

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SDRs & AEs: Stop trying to validate your product / service with your prospects. Instead, look to validate the problem you know they might be running into based on your research and other customers similar to them. Apply this to every ounce of your approach and you might just see your conversion rates increase. Thank you for reading another one of Natoli's Nuggets!

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GTM teams struggle to understand how teams use their products. They don't know which features they're using, where they're struggling, or when they're ready to upgrade. That’s where Amplitude & HubSpot come in. Learn how we're helping teams prioritize leads and close more deals:

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Sales managers should be empowering SDRs, not overwhelming them with misguided strategies and unrealistic goals.
 During my time as an SDR for a prominent company in Colombia, I learned firsthand how crucial effective leadership is to a team's success. Unfortunately, my experience was marked by overwhelming pressure from my boss, who set unrealistic goals and implemented a misguided strategy that left me feeling defeated. 
 Despite my dedication and hard work, the lack of support and understanding took a toll on my mental health, ultimately leading me to make the difficult decision to leave the company.
 This experience taught me the importance of having leaders who not only set achievable targets but also provide the right guidance and support to their team members. As I move forward in my career, I strive to ensure that my approach is always grounded in empathy, clear communication, and realistic expectations. It's vital for sales managers to recognize the impact their leadership can have on the mental well-being and overall performance of their team. Let's aim to uplift and empower our teams, rather than drowning them in unattainable goals and misguided strategies. #Leadership #Sales #MentalHealth #SupportYourTeam

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CSMs - If your customer calls aren’t driving results, you miss out on career growth... Is every customer call just a checklist item for you, or are you maximizing each interaction for growth? It's time to elevate your strategy and become a strategic partner to your clients. Learn how in my FREE MASTERCLASS! 🔍 Understand your customers’ definitions of success. 🔍 Connect their goals with your product's value. 🔍 Craft a Revenue Success Plan to drive future conversations. Help your customers grow and watch your career skyrocket! 📅 Click the link below to join the masterclass and start turning every customer interaction into a revenue-driving opportunity. Make your calls count! ___________________ ✍️ Comment 'send me more' for an invite to the Masterclass. ♻️ Share this if you think it could help others.

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Should CRO’s even exist? Not if they’re going to be: - Super expensive glorified head of sales - With no marketing or CS experience - Compensated like an account executive  - No focus on ICP or aligning the entire GTM motion - No coordination with peers in cross-functions - No P&L fluency or ability to read a P&L  - Only focused on new business with no understanding of recurring impact - No knowledge of the bowtie or systems designed to deliver ongoing customer value - Have a short term view and only care about the quarter CROs should absolutely exist if they: - Can come from Marketing, CS, or RevOps not just Sales - Have foundational understanding and respect for other functions - Are compensated like all other executives - Are focused on driving tight alignment across the GTM motion - Are focused on collaborating across Sales, Marketing, CS leveraging data generated from RevOps - Are focused on a customer journey that begins when the prospect lands on the website and continues through at least 3 annual renewals - Have a deep knowledge of the bowtie  - Have built expertise as revenue architects - Have a long term view that balances short term urgency with long term enterprise value Revenue generation is a team sport. Recurring revenue is driven by recurring impact. If you’re leading the revenue function, you have to understand that and you have to be an expert at driving tight alignment across the customer journey to deliver that impact. This is the way.

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Sales reps today are overwhelmed — large books of business leave little time for prospecting, making it tough to drive growth. But with ZoomInfo Copilot, five minutes is all you need to check in with existing accounts, start an expansion conversation, and engage with a new, likely-to-buy prospect. Watch our own Jake Lehman demo ZoomInfo Copilot’s prioritized accounts, signals, and buying groups features. Coupled with the AI emailer, Jake crafts high-quality personalized outreach to three companies in the time it takes to make a cup of coffee. #ZoomInfoCopilot

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Half the outbound prospecting tips I see on LI are RevOps tips in disguise. Things salespeople had to do to hit quota that RevOps should have, but didn't, do for them. Here are just two examples. 𝗧𝗲𝗿𝗿𝗶𝘁𝗼𝗿𝘆 𝗣𝗹𝗮𝗻𝗻𝗶𝗻𝗴 There's no bigger waste of time than calling suboptimal prospects outside of your ICP and Personas. The first step here is a data science exercise. You take your ICP and Personas definition and run it against all available internal and external data. Then you map out the capacity of each rep to determine how many accounts they can handle. How long does it take to complete each step in the sales process? How many accounts can they do that with before they run out of time and skip steps? Then you take that number of accounts and use your data to identify the absolute best accounts for each rep. Does any of this sound like a "sales activity?" Is this really what you hired expensive salespeople to do? To fumble through something RevOps could do 10X better and 10X faster? 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 What salespeople should be doing is research on that carefully curated list of accounts and contacts. RevOps can give them a BIG headstart by aggregating data into a single place so that they can quickly see things like: - Contact Info - Website URL - LinkedIn URL - Firmographic Metrics - Technographic Metrics - Marketing Engagement - External Intent Signals As an AE, I spent 30% - 70% of my time on all this stuff. As AE #1 in a small startup this took up most of my time, as I had to start from zero. But even at Salesforce, working inside their well-oiled machine, I still had to do a lot of this on my own. Most companies will give reps thousands of accounts when they can only handle a couple hundred or so and expect them to do the data science instead of spending their time actually selling. Don't waste money on AEs. Set them up to use their time more effectively. If you want to read more, we wrote up an article on this a while back in 📰 𝙏𝙝𝙚 𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰 https://bit.ly/43lFOxQ ✌️

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Dear fellow salespeople: If you have friends, family, clients, or colleagues in the LA area, please extend a little extra kindness right now; they’re likely not doing okay. Press pause on calling your California prospects and instead take a moment to check in with them. A quick message or thoughtful gesture can go a long way in offering support during tough times. Let's prioritize empathy and genuine connections in our work. After all, sales is not just about closing deals; it's about building relationships that matter. Stay safe, everyone 💜

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The results are in! Gong has been named a leader in the new report, The Forrester Wave™: Revenue Orchestration Platforms, Q3 2024. In this report, Forrester analyzed and scored 12 top vendors in the market. Gong received the highest scores possible for more criteria than any other vendor, including:   ⭐ Innovation ⭐ AI and automation differentiators ⭐ Range of analytics insights ⭐ Platform UX and integration “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organization." Check out the full report here: https://lnkd.in/dzmzU62Y

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SELLERS! check out Marcus Chan onboarding playbook (youtube link in comments) #sales #salesonboarding #rampperiod #quotacrusher #milliondollarcloser

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SDRs, stop talking about what you sell on LinkedIn. Start talking about HOW you sell. That's how you build a brand.

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Enterprise is different, not harder. After leading mid-market SDRs and spending the past year with enterprise SDRs, I’ve noticed a few key differences. It takes different skills and a new set of challenges. Here are 8 Challenges SDRs Face moving from mid market to enterprise. 1️⃣ Longer Sales Cycles – Deals take longer to work through the cycle. 2️⃣ More Decision-Makers – You’ll need to navigate multiple people, more buyers. 3️⃣ Complex Organizations – Finding the right contact takes more effort. 4️⃣ Personalized Messaging – Generic emails won’t work. 5️⃣ Higher Expectations – Prospects expect you to understand their business. (Charlotte Johnson said it best, Understand their business and having a soft CTA should be the norm.) 6️⃣ Quality Over Quantity – Fewer, better-targeted outreach matters most. 7️⃣ Delayed Wins – Building trust takes time, messaging has to be conversational, not as quick as MM. Don’t go in for the kill right away. 8️⃣ Tough Competition – Breaking into accounts is hard. Other enterprise SDRs are competing for their time, how will you stand out? Enterprise requires patience, out of the box thinking and new skills. Whats the difference to you?

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85% of deals are won by the seller who engages first 🏎️ 🏁 ZoomInfo Copilot’s sophisticated AI delivers real first-mover advantage. It identifies prospective buyers in your ICP who are also ready to speak with you — before your competitors know about it. Get real-time recommendations that connect you with motivated buyers at the optimum time. Learn more on the blog 🔗: bit.ly/3XWIaCH

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Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

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Webinars provide the best leads Just not to sales teams I have seen so many leads throughout my career since 2018 Here is the BDR Lifer hottest leads list This is a hierarchy of which leads you should reach out to first: 1. Already agreed to meet 2. Demo request 3. Contact Us 4. Conference lead 5. Cross and up sells 6. Lost opportunities 7. Referrals 8. You know the companys tech stack 9. Webinar 10. Content download 11. Intent 12. Cold lead Prioritizing the best leads to reach out to is key Protect your time and get more pipeline

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