Mike Groeneveld

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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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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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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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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Choosing your SDR tech stack isn't about following a perfect formula. It's about understanding what your team truly needs. 🎯 Consider this path: Know your approach > Match tools to strategy 🔍 Set your limits > Budget smart, not big Map connections > Make tools work together 🔄 Pick essentials > Build for real needs Plan the rollout > Think long-term 🌱 Many rush to buy tools before understanding their team's real needs. They end up with expensive solutions to problems they don't have. Remember: The right tool fits your team's way of working, not the other way around. What's been your most important consideration when choosing SDR tools? Read our latest blog here: https://buff.ly/3BDaIZ0

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🚨 The uncomfortable truth about sales leadership 🚨 Sales managers obsess over data, forecasts, and quotas. Sales reps chase autonomy and quick wins. But the buyer? They just want their problems solved. See the disconnect? If your sales team isn’t leading buyers through their journey, you’re not closing deals—you’re becoming just another vendor. Let’s get real. Are we enabling reps to be buyer mentors, or are we stuck managing quotas? Drop your thoughts in the comments 👇 #SalesStrategy #BuyersJourney #CustomerCentricity #SalesTransformation #ComplexSales #HeroJourney

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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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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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A quick tip for improving sales prospecting - clean your CRM data. Out of date and duplicate information is the biggest hurdle to sales team effectiveness. Your CRM has likely never been purged of inaccurate or duplicate info, which leads to: - Sending emails to the wrong people - Contacting people who no longer work at your organization - Confusing your lead routing technology - Preventing accurate reassignment of territories Now, instead of manually combing through your CRM, use tools built to address this specific problem. Technology can perform mass updates, remove duplicate records, and update existing CRM records with little human intervention. Healthcare companies can remove 10,000 duplicate CRM contacts in one go. This means sellers reach the right person more often and get inbound leads more quickly. How have you cleaned your CRM data?

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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

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Me and Carson V. Heady talked about the most indispensable sales technology we used. If someone took one tool away from you… which one would be the one that makes you riot?! For me, it is Gong Why? Touches every part of the organization What’s yours? #sales #technology #tools

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Every AE ever - "I cannot find the information I need, and I need it now!" Sales Leaders, is it a common complaint from your teams that they cannot find the answers? They cannot find competitor information, that latest deck, or that marketing snippet. Do they lose time searching Salesforce, Sharepoint or name your company's resource of choice to find the information? We have the Answer! #Qlik Answers is a stand-alone GenAI (RAG) solution sitting over your unstructured data, every PowerPoint, PDF, email, and text field in your CRM, and so on. Allowing your team to ask a question and get the answer immediately. Demand your teams get the one tool they need!

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𝐈𝐬 𝐘𝐨𝐮𝐫 𝐒𝐚𝐚𝐒 𝐒𝐚𝐥𝐞𝐬 𝐓𝐞𝐚𝐦 𝐑𝐞𝐚𝐥𝐥𝐲 𝐑𝐞𝐚𝐝𝐲 𝐭𝐨 𝐂𝐥𝐨𝐬𝐞 𝐂𝐨𝐦𝐩𝐥𝐞𝐱 𝐃𝐞𝐚𝐥𝐬? 🧐 In today’s SaaS world, it’s not just about giving your reps product knowledge — it’s about making sure they’re fully equipped to navigate complex, multi-stakeholder deals. 😅 Fact: Teams that use sales enablement tools see 20% higher productivity. So, let’s break down how you can make sure your team is always ready to close! 💪 ⭐️ 𝐁𝐮𝐢𝐥𝐝 𝐚 𝐫𝐞𝐬𝐨𝐮𝐫𝐜𝐞 𝐥𝐢𝐛𝐫𝐚𝐫𝐲 - Provide your team with an on-demand library of battlecards, customer stories, and competitive comparisons. Use platforms like Guru or Showpad to keep everything organized and accessible. 🗂️ ⭐️ 𝐋𝐞𝐯𝐞𝐫𝐚𝐠𝐞 𝐀𝐈-𝐝𝐫𝐢𝐯𝐞𝐧 𝐜𝐨𝐚𝐜𝐡𝐢𝐧𝐠 - Tools like Gong can automatically analyze calls and offer insights on where reps need improvement. Instant feedback = faster growth. 📊 ⭐️ 𝐑𝐞𝐠𝐮𝐥𝐚𝐫𝐥𝐲 𝐮𝐩𝐝𝐚𝐭𝐞 𝐲𝐨𝐮𝐫 𝐩𝐥𝐚𝐲𝐛𝐨𝐨𝐤𝐬 - The market’s always changing! Make sure your team’s playbooks are up to date with new tactics, pricing, and customer objections. Use tools like Notion to keep things dynamic and collaborative. 📖 Are your reps prepared for complex deals? Let me know in the comments what sales enablement looks like for YOUR team! 💬👇 #SalesEnablement #SaaSSales #SalesTraining #B2BSales #SalesLeadership #SalesStrategy

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We’ve been talking about Sales Enablement this month, but what does it actually mean? It’s about equipping your sales team with the right resources and skills to successfully engage with buyers and close deals Our blog explains it all. See what you make of it below: https://buff.ly/4dL04wl #salessuccess #salesconversion #salesconsulting #businessgrowth #businessdevelopment

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When it comes to annual territory planning, a #sales ops bias can really shake things up in the wrong way. This mindset can lead to inefficiencies, imbalanced and unfair #territory assignments, and a lot of frustration among the sales team. On the flip side, this article explains how a RevOps approach sets the stage for optimized territories and encourages productive connections and collaborations across all teams involved in generating revenue. It’s a win-win for everyone! Read more! https://lnkd.in/g7ccjRAZ Fullcast, The Go-to-Market Cloud Brad Warnock #revops #salesops #gotomarketcloud #gotomarket Dylan Ferguson Alyssa Suchy Amy Osmond Cook, Ph.D. Susan Macomber Amanda Fletcher Ryan Christensen #revopsleadership #gtm #revenueoperations

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Attention SDRs and Sales Reps🎙️ If you are not getting enough coaching, use Chat GPT to supplement the lack of support - P.S sorry you aren’t getting support 😥 Paste a transcript of your recorded call or role-play you did with a co-worker into ChatGPT (check with legal if you can do this) Ask ChatGPT to: • Analyze your call based on your call framework or script • Identify areas for improvement by asking Chat GPT (or whatever tool you may use) questions • Suggest alternative phrases to communicate value better Prompts you could use: "What did I do well on this call?” - Start off feeling good "What did I not do well?” "How could I have dug into the pain more? Please provide questions I could have asked?” “Can you give me 3 ways I could have handled the objections?” "Suggest alternative ways I could have gone for the close?” “Did I miss anything in the call that could have helped me go for the close?” A.I. will not replace you; the Reps who learn how to use it to help them improve will. If you are a sales or enablement leader and want to learn more about how you could leverage A.I. to help improve your team. Come to the Allego Sales Success Summit, where Sam Richter CSP, CPAE, will discuss how to use AI to help improve your sales team. https://lnkd.in/eKg3w7w2

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Too many companies are making the mistake of trying to turn SDRs into product experts during their onboarding. Don’t get me wrong, product knowledge is important long term, but does it add any value to the outcome you want them to deliver short term? Read more here if your are looking to shorten the onboarding period, increase the impact of any new SDR, and positively impact the payback period of your team:

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Frontline sales management is the toughest job in the company. The most successful frontline leaders have a disciplined approach and consistent operating cadence. In the latest Building Elite Sales Teams episode, Dana Smith,Sr. shares why consistency is critical as a sales leader: Dana also discusses the importance of hiring well, being a genuine leader who can admit when you're wrong, and not 'watering the weeds' by moving on quickly from reps who aren't working out. Check out the full episode for more of Dana's advice on developing as a leader and building high-performing sales teams.

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