Leslie Barrett

❌ 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

24

2 Comments

Our latest survey offers a comprehensive look at the current state of selling, featuring insights from 800 front-line sellers. A standout finding: 3 out of 4 respondents believe they could save at least an hour by eliminating the task of creating personalized emails for prospects. While personalization is essential for connecting with prospects, it’s also incredibly time-consuming. Sellers understand its importance, but those hours quickly add up. We know time is money, and we’re dedicated to providing today’s sellers with the tools they need to personalize efficiently and effectively. Additionally, we asked sellers, “What specific tasks in your role do you think would benefit most from AI and automation?” The top three responses were: 1. Follow-up and engagement tracking 2. Reporting and performance analytics 3. Data entry and CRM updating Our survey uncovers valuable insights into the future of sales. Discover how AI can revolutionize your sales process: https://lnkd.in/gMr_3UNA

3

The best salespeople know that selling isn’t about pushing products—it’s about understanding and solving the buyer’s complete problem.  This approach builds lasting relationships and exceeds quotas.  To do this effectively, you must understand the outcomes your buyer wants, both professionally and personally. That’s where great discovery questions come in. We asked top sellers in our "How I Sell" series to share their favorite discovery questions. Here are some highlights: 1️⃣ How important is this problem to solve? How important is this problem to solve right now? Jen Allen-Knuth, Founder at DemandJen, uses this two-part question to help gauge the urgency and relevance of the problem, compared to other priorities they might have. 2️⃣ How will the proposed change impact you personally? This question is a favorite of Lisa Earle McLeod, Founder of McLeod & More, Inc. It helps reveal personal stakes in the buying process, address any hesitations, and build a genuine connection with buyers. 3️⃣ Can you walk me through the last time you made an investment in your business? Kimberly Dieter, SVP of Sales at HubSpot, loves to ask this question because it uncovers decision-making processes and criteria, which allows you to tailor your sales approach. These questions, coupled with active listening, are key to understanding the buyer’s psychology and motivations. The best sellers don’t just address business needs—they delve into personal motivations to truly connect and provide value. Mastering this skill can significantly boost your sales success. Check out 7 more favorite discovery questions used by top performers here: https://lnkd.in/euseq5Q6 #sales #salesstrategy #discoverycalls #b2bsales #salestips

12

Ready to drive more meaningful engagement with your prospects? ZoomInfo Copilot helps you to identify key decision-makers at new accounts and tells you everything you need to know before reaching out. Watch as Will Frattini demonstrates how sellers can use ZoomInfo Copilot to: 🔍 Discover and engage with the right prospects 💡 Access real-time, relevant insights about their business 📧 Craft personalized outreach in a matter of seconds No more guesswork — just actionable insights that help you connect at the right time with the right message. Want to learn more? Request a demo or connect with our team: bit.ly/3YYl5A7 #ZoomInfoCopilot

3

1 Comment

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

2

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

1

How do you identify prospects who are actively searching for solutions like yours? 🔎 Senior Solutions Consultant Susan Killen shows how to leverage ZoomInfo’s powerful intent data to create targeted audiences based on customer behavior. 👩🏻‍💻 Here's a quick look at what you can do: • Leverage third-party intent data: ZoomInfo connects people and company data, helping you identify key decision-makers at accounts. • Customize and refine: Filter by job level, function, location, and more to reach exactly who you want — while keeping privacy and compliance in check. • Activate and optimize: Seamlessly integrate your audiences into your campaigns on LinkedIn, Facebook, Instagram, and more. Watch the full demo to see how it works. ⬇️

1

Attn Sales Leaders: When your reps struggle to get their quotes and proposals out of Salesforce to prospects... the deals struggle to close. Let us remove the STRUGGLE with simple automation. Join Padmini Murthy and Harry Rhatigan from airSlate along with Salesforce Ben to see it!

23

4 Comments

Not sure how to create a GTM motion that results in a healthy pipeline? Watch episode 17 of B2B Pipeline Pioneers, featuring Asher Mathew, the CEO of Partnership Leaders, to learn how he strategically shifted toward attracting enterprise buyers after realizing missed opportunities in 2023. Asher told our CEO & Founder, Manoj Ramnani, that he is doubling down in two channels this year to strengthen their market presence and win more business. What are these two channels? Watch the full episode to find out. https://hubs.ly/Q02tKfpw0 #enterpriseselling #icp #revenue

14

3 Comments

90% of top-performing companies use incentive programs to reward their sales associates, but manually managing complex incentive compensation plans can be difficult and time-consuming. Today, Salesforce announces the immediate availability of the Salesforce Spiff incentive compensation management add-on for Sales Cloud. With Spiff, revenue professionals can get a handle on complex incentive compensation plans and quickly understand the factors influencing revenue performance. Learn more:

1

"You need to be proactive, not reactive." You hear truths like these all the time as a CSM, yet they never get easier to hear, because you already understand the value of reaching out to customers before there's an issue. The problem is that you manage a lot of customers, some are noisier than others, and you have limited time. The bottom line, though: failing to talk to your customers regularly creates an uphill battle in which time flies, accounts fall through the cracks, and renewals get harder. What can you do to fix it? Meet the Account Outreach Matrix and the Value Menu: two simple but highly effective techniques for hitting all of your accounts with value, without ever missing a beat. https://okt.to/3gFlas #customersuccess #efficiency #SaaS #CSM #timehack #CSMAppreciationWeek with Ryan Johansen

10

In the latest episode of #TheEnablementEdge, hosts Steve Watt and Amber Mellano are joined by Ashton Williams, Director of Slack Enablement at Salesforce. 🎙️ In this episode, you'll learn: 🔐 How to align leadership with consistent buy-in 🚀 How Ashton's team achieved lasting sales success for a product that has continued to grow 📝 About the importance of alignment and data-driven decisions in enablement functions Listen to the full episode ➡️ https://lnkd.in/g9hEgYz3 ​

2

ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

1

5 new AI capabilities for Gong!

16

1 Comment

73% of Revenue teams struggle to understand their customers in 2025 Revenue teams are having trouble understanding their customers. In Gong’s report “The State of Revenue Growth 2025” Gong surveyed several revenue team leaders, and only 27% of them were confident that their team members fully understood their customers, their needs, and their buying behavior. There were several reasons for this: the market is changing rapidly, there is a Lack of reliable insights, and sales training is inadequate. Read the full article here: https://lnkd.in/dQ5fyx99

4

💥 Outbound isn’t dead…you’re just doing it wrong. 💥 Too harsh? Maybe. But if your outbound strategy isn’t moving the needle (or it’s moving the needle backwards), it’s time to rethink your playbook.  If you missed it, catch the replay of our last RevOps Masterclass webinar, "How to Optimize Your Outbound Sales Motion," and learn how to turn outbound into a reliable growth engine. Here’s what we break down: 1️⃣ How to laser-focus on the right accounts and personas. 2️⃣ What a functional SDR & sales motion actually looks like. 3️⃣ Data sourcing that doesn’t leave your team chasing bad leads. 4️⃣ Crafting messaging that earns a reply. No gimmicks, just relevance. 5️⃣ Deliverability hacks that keep your emails out of spam purgatory. 6️⃣ The metrics you need to measure to speed up your pipeline, not slow it down. Outbound is expensive. Finding an approach that increases the sales velocity of the outbound motion is top priority, especially as you move into 2025. So don’t cut corners. 👉 Watch the replay here: https://bit.ly/4f4AV0t #Outbound #SalesVelocity #RevOps

2

DMs from patients and prospects coming in faster than your team can handle them? 😰 Simplify social care with Hootsuite’s new Salesforce integration: ✨ Automatically route DMs 💡 See interaction history 🧘 Simplify collaboration 🤖 Automate replies See how: https://ow.ly/kiwo50TPpUz

1

🎤 Revenue Kickoffs: where buzzwords are born, and attention spans go to die. Not this time. Not your RKO. Join us for our next RevOps Masterclass webinar “How to Host a Productive Revenue Kickoff,” and take your RKO from snoozefest to strategic masterpiece. We’re breaking it down into three sections: 1. RevOps initiatives 💡 ICP & Account Grading – stop chasing the wrong accounts 🌍 Territories Update – no more AE turf wars 💵 Comp Plans – motivation made simple 🛠 Capacity Planning – making those insane targets realistic 2. Kickoff agendas 🏛 State of the Union – updates that matter 🚀 Product Roadmap – get the team hyped, not confused 📈 Revenue & Target Updates – make the path crystal clear 💡 Training & Enablement – skills that stick 🤝 Team Building – we promise, no trust falls 3. Post-RKO initiatives 🔥 Demand & Campaign Councils – your roadmap to execution 📊 RevOps Readout – actionable insights, not fluff 📚 Ongoing Enablement – because training shouldn’t end when the kickoff does This isn’t just a webinar—it’s your RKO survival guide. Because the only thing worse than a bad kickoff is having to do it all over again next year. Register here: https://bit.ly/4f4AV0t

5