Kayla Cytron-Thaler

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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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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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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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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I sat down to talk pipeline generation with Liz (Cain) Christo of Stage 2 Capital. Check out our chat on why AE's should be generating a significant amount of their own pipe. https://lnkd.in/gWRbusr7

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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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New sales ops hires have no idea what they are getting into with Salesforce. Here's why: Imagine you’re building a deck. And you are given the keys to a Home Depot. You have access to unlimited equipment and supplies. But you get no instructions on what deck you are building or how to build it. This is what situation most sales ops roles are in with Salesforce. Without training in its full capabilities, admins will be stuck and overwhelmed. This is why I created the Salesforce Accidental Admin Accelerator for sales admins. I recently did a webinar on YouTube that talks about how we are helping SalesOps and sales administrators with Salesforce. You can view it here: https://lnkd.in/g297XegA

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Without fail I ALWAYS receive pushback on this one thing when training a sales team You shouldn't send calendar Links in cold emails ❌ They hurt deliverability They're assumptive as heck They put all the work on the prospect I love me a calendar link don't get me wrong - I use Chili Piper on my website, whenever someone asks to book time with me, or when I just want to speed up scheduling Cold? Nah. This also includes your email signature, get all those dodgy marketing links outta there if you want to avoid going to spam The pushback I hear from sellers is "but people have booked time using my calendar link before!" Fair enough, but how many people DIDN'T book time with you because of that link? #SurvivorshipBias 1. Yes/No based CTA to get a response 2. If they agree to a meeting then provide some times and a link as a second option because not everyone loves them

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Imagine a world where selling is as easy as logging into your ZoomInfo home page. A world where your whole day was planned for you of who to contact, when, and how. A world with perfectly curated account summaries of your top ICP accounts served to you without you having do anything. That’s the world that ZoomInfo Copilot, the next big innovation to go-to-market promises to deliver. As a ZoomInfo partner and power user, I get to be one of the first ones to try out this new AI powered platform. Follow along with me as I explore the ins and outs! #ZoomInfoCopilot #zoominfo

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The value of an SDR team is not just booking meetings. 🤩 It’s creating positive brand impressions with buyers. 🤝 It’s providing critical connective tissue between sales & marketing. 💪 It’s cultivating an internal talent bench. This is what the best-in-class teams do. This is what great leaders strive to create. This is not replicable with AI SDRs. ——— I’m (obviously) a proponent of leveraging AI – the right way. I believe in AI-powered SDRs who incorporate AI into their day-to-day to increase their span of control and pipeline productivity. I believe human buyers want to interact with human sellers. As long as those human sellers truly understand them and have something valuable to offer. Sadly, this approach seems to be getting rarer and rarer. Our goal with Copy.ai is to reverse this trend and pull people and companies toward a different future. Let me know if you want to chat about creating this future for your org. #gtmai #sales #sdr

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If everyone on your team is playing their own tune, that’s going to result in a cacophony of chaos. You need the right conductor to make sure everyone on your team stays in sync. Enter Salesloft’s Revenue Orchestration Platform. It’s just what you need to ensure your go-to-market teams and buyers make the most beautiful music together.

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If you decide your sales team needs to help with renewals make sure they are incentivized correctly (I usually see a 70% new bookings goal and a 30% renewal / upsell goal). If you don't incentivize hunting, sales tend to farm too much and your growth will slow.

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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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I was asked what is the fasted way to win new business for sales - get warm introductions in your target accounts. Here are 7 steps that I think will help you get radically more pipeline fast:🔥📈 Inboxes are overflowing, cold outreach is losing its punch. Warm introductions are the key to breaking through the noise and accelerating your sales pipeline. 1. Define Target Accounts 🎯 Zero in on accounts that align with your ideal customer profile. Know their challenges, and understand how your solution uniquely solves them. Focus on a subset you’re confident about – don’t let analysis paralysis slow you down. Key: Don’t get stuck on the first step; just go for it! 2. Identify Connectors in Your Network 🕸️ Expand your network (or automate this with platforms like https://lnkd.in/e-XsFVmR) to match up with contacts who have trusted relationships with key players in your target accounts. Look for people with deep industry and solution experience- they’ll help boost your credibility.  3. Engage with Value First 💬 When requesting an intro, lead with value. Show why the intro matters to their connection and how it benefits them. Remember, your Trusted Advisor isn’t your sales rep – they’re a facilitator of value for their network. Offer insights, unique perspectives, and collaborate in a knowledge exchange. This will set you apart as more than “just another sales rep.” 4. Personalize Your Outreach to the New Contact 🧑‍💼 After a warm into, skip the canned pitch. Reference your mutual connection, then tailor your message to your target accounts needs. Tap into your advisor’s inside knowledge on what truly matters, from active projects to key priorities. This approach makes you relevant, aware, and genuinely interesting. 5. Nurture the Relationship, Not Just the Opportunity 🤝 Warm intros open doors, but it’s the relationships that close deals. Focus on building trust, actively listening, and providing value. Even if there’s no immediate sale. 6. Don’t Forget Your Sales Process 🚀 Whether it’s Solution Selling, MEDDICC, or MEDDPICC, stick to your process to stay on track. Use your advisor’s insights to set you apart, but also to qualify out quickly – if it’s not a fit, pivot to protect your credibility and the trust of your connection. 7. Reward Your Trusted Advisor 🏆 Recognize your advisor’s role in your success! A thoughtful gesture, creative reward, or a few percentage points on the deal can make a significant impact. It shows appreciation, strengthens the partnership, and sets the stage for future collaboration. Warm introductions are your ticket to stronger connections, faster cycles, and higher close rates. Are you tapping into them? 🔑 And if you want to make this easy, check out https://lnkd.in/e-XsFVmR – the first platform designed to automate and scale your ability to find and leverage warm introductions into all of your target accounts. 🔗 #SalesTips #Sales #SDR #SalesPipeline #WarmIntroductions #ForceEquals

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Outbound Sequences can do more harm than good for SDRs. (I think when used appropriately, they can be a massive help, but most teams use & abuse them -- completely missing the point of them & wonder why they can't land in the primary inbox & get no responses) I think the days of the traditional 27 day sequence are over. We need change. Most tasks get long overdue anyway and end up not being completed. Here's the issue with them: Often, SDRs are reactive to their sequences/cadences... When in reality, you should be pro-active. Let me explain: Imagine you send your first initial email and it gets opened 5+ times. Or you send a LI connect request and they accept it + look at your profile. Most SDRs will move onto their next task and ignore the intent signal. Instead, use prospect engagement as a way to be more pro-active. IE: do not wait 3 days from the day you sent your first email if there's a ton of engagement. Try calling them same day, bumping your email the next day and throwing a connect request on LI. You should try and switch your messaging up based on prospect engagement, too. IE: your cold call opener should be different for someone who has accepted your LI request + looked at your profile / opened your email a bunch vs someone who hasn't engaged at all. Be the quarterback of your sequences.. Don't let them control you! Second issue: most sequences end up piling up overdue tasks.. This is because sequences have way too many steps. If you liked this, I share 1 free outbound prospecting tip that 4200+ SDRs and AEs read every week. https://lnkd.in/e2cJkJqr

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He rescheduled another meeting. There have been a few sales enablement leaders, regional sales leaders and even VPs of Sales we've been speaking with for a couple of months and not getting anywhere our meetings would continue to get pushed or rescheduled after a very good first meeting. Then before killing the opp - I'd get a hold of the CRO directly - schedule a quick 1:1 call for 30 minutes... And almost every single one of them would wish we were talking months ago. Many couldn't be more enthusiastic about continuing conversations and the next thing you know - we're in legal and the deal is done weeks later. So when your buyer admits this is a problem, but doesn't want to continue conversations right now without a solid explanation on why it's not a priority and you feel otherwise based on: 1) the info gathered during discovery 2) how well you're helping other companies with the same exact problems Don't qualify the opp out yet. The opportunity with that person may be dead, but the opportunity with that company may still be very well alive. #toponepercenter #academy #sales

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Have you ever tried leaning back on your cold calls? 📞 No, I'm not talking about physically leaning back (you might fall out of your chair) I mean using a more casual and humorful tone with your prospects. Almost every new SDR/BDR thinks they need to be 1000% serious when talking to exec-level prospects and I'm here to say that's just not the case. In fact, I began seeing more success when I first started cold calling the moment I let my funny bone flex a little. Taking cold calling too seriously is just going to burn you out and bore your prospects. You got to have a little fun with it. Not to mention, your prospects are humans just like you! Sure they may have a big fancy title and wear a suit on their LinkedIn pic but I guarantee you they are human beings (most of them anyway). If you're going to be cold calling today and still don't believe me this is a real quote from a VP of Sales I spoke to last week. ⬇ Me: So what do you have planned for the 4th, any illegal firework action or taking it easy? Prospect: "Nothing too illegal just going to rip a slip n' slide with a pack of Coors light and hope to god my wife doesn't see..." 🤷‍♂️ Your prospects are humans Don't be too serious Happy Dialing ☎ #coldcalling

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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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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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