Jonathan Greif

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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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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Sales360's automated custom pricing changes the game and shortens turnaround times. Simply... 1) Enter details and get a quote 2) Send to the customer for DocuSign 3) Instant automated enrollments + confirmations Book a free demo. ➡️ https://hubs.ly/Q02D_M0l0 #energysales '#fastercontracting

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When LINAK U.S., a leader in manufacturing electric linear actuators, needed better ROI tracking and streamlined marketing, they turned to ZoomInfo Marketing — and the results speak for themselves. Marketing Specialist Jordan Emily and Digital Marketing Consultant Caitlin Amburn, MBA, led the charge — leveraging ZoomInfo to streamline workflows, save time, and foster stronger collaboration between sales and marketing teams. In just three weeks, LINAK generated $33,000 in quotes through a targeted campaign, showcasing the power of ZoomInfo’s integrated sales and marketing tools. As LINAK expands its U.S. operations, they continue to rely on ZoomInfo to refine strategies, fuel growth, and drive long-term success. Ready to see how ZoomInfo can transform your marketing and sales efforts? Learn more here: bit.ly/3UZA1Lo #zoominfo #abm #gtm

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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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People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

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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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A strong SDR strategy isn’t just about calls—it’s about timing. Ever wonder why some calls lead to instant connections while others fall flat? The secret is timing. Hypercall’s data-backed approach ensures that outreach happens when your prospects are most receptive. Here’s why timing matters: ↳ Increased Engagement: Calls made at optimal times see up to 50% higher response rates. ↳ Better Conversion: Strategic timing means more calls turning into meaningful conversations. ↳ Smart Outreach: Our SDRs use insights to schedule calls and LinkedIn outreach that fit decision-makers’ peak availability. The result? More booked meetings, more qualified leads, and a sales team that spends less time chasing and more time closing. #SDR #SalesDevelopment #LeadGeneration #OutboundSales #SalesGrowth #Hypercall #ColdCalling #DataDrivenSales

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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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🚀 Salesforce: Powering SMB Success Salesforce empowers SMBs to compete effectively, improve efficiency, and drive sustainable growth. Are you ready to transform your business? Here's why you should: 1️⃣ Boost Customer Relationships: Track interactions, provide personalized support. 2️⃣ Data-Driven Decisions: Access real-time insights across operations. 3️⃣ Enhance Collaboration: Unite your team for better results. 4️⃣ Community Connection: Leverage local support for growth. 5️⃣ Scale with Ease: Adapt as your business grows. Ready to transform your business with AI and data innovations? Let's discuss your Salesforce journey! #Salesforce #SMB #BusinessGrowth #CRM #DigitalTransformation

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Hey SDRs and SDR Leaders. important update of skills you must have Software Defined Radio Sustainability Disclosure Requirement keep an eye here for more tounge and cheek hints.

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Building an enterprise sales motion while keeping a high-velocity SMB inbound machine humming? Not easy. But Zachary Miller and VanillaSoft are pulling it off 🔥 In this episode of #TheUnexpectedLever, Zach breaks down how he's rethinking the game—balancing a multi-stage sales process for big deals without slowing down SMB momentum. From bold mindset shifts to fresh systems, the VanillaSoft team are making strategic moves to capture broader segments without missing a beat. Tune in for Zach's dual-track approach and the hard-won lessons behind his journey to build $22M in pipeline in 12 months. https://lnkd.in/eCkdakZf ​

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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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Most SDRs and sales teams often overlook inbound prospecting because they tend to associate sales prospecting with outbound efforts—cold calling, email outreach, and list building. This mindset creates a huge missed opportunity. Inbound leads are warm—they’re actively engaged, making them prime candidates for conversion. By ignoring this, SDRs are leaving low-hanging fruit on the table, focusing only on the more difficult outbound sales without realizing how much potential exists right in front of them. Not a complete guide, but in my last PLG Stack post, I shared some insights 👇

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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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Every seller I know is looking to elevate their 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.  Check out the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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