Roberto Carrero

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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Be honest with why you need experience for your SDR/BDR role? You could be saving yourself huge amounts of money for the same results by going with an entry level hire. Legit reasons for needing experience - Complex sell with a tough buyer profile (CISO, CTO, CRO etc) - You don't have an outbound process or manager who can train. Non legit reasons - You're too lazy to train - You think hiring with experience improves your retention (it's the opposite) Analyse your SDR culture, could you be going with no experience?? #sdrjobs #sdrteam #salesjobs

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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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How much is Salesforce holding your salespeople back? When SFDC isn’t implemented properly for your company… When salespeople can’t use CPQ to speed up deals Or can’t reach out to customers at the right time because alerts aren’t set up Or when they don’t know how the best way to input data so opportunities are getting missed every day… How many deals could they be missing out on? How many customers might churn? How many renewals don’t get handled at the right time? How much smaller are deals because your salespeople didn’t have the data they needed? And how much could you be losing, because the job opening for that CPQ consultant or SFDC developer has been open for 3 months? 

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SDRs – before you cold call, remember: → Prospects are humans just like you → They have problems you can solve → Your next call could be your best call → You’ve got absolutely nothing to lose → A “no” now could turn into a “yes” later → Every call could unlock $$ commission → Win/lose every call is a chance to learn → Each dial gets you 1 step closer to quota → You’ll likely never meet them face-to-face Happy hunting this week.

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We see 300 candidates before hiring a sales rep... And you all know the kind of reps we've had at Apex Revenue and TitanX (formerly Phone Ready Leads®) 2800-3500 dials per month per rep 650-800 connects per month per rep (thanks TitanX (formerly Phone Ready Leads®) 130-180 activated leads per month per rep 30-55 meetings per month per rep on phone only Here is our hiring process simplified: - Apply (this is either through a job ad or through a linkedin post) - Must cold call the hiring manager after that - We reject every single candidate NO MATTER how good they are. Why? I want to see how they handle rejection. If they fold like a lawn chair. Bye. If they push back or don't take 'no' as an answer we move them on. - Trial by fire day (session 1) -- Script and message handed to them. Role Play with hiring manager. Role Play with another rep on the team. Get coaching. See how they apply it. - Trial by fire day (session 2) -- Hit the phones with actual prospects. Load them up in FrontSpin, feed them scored data through TitanX (formerly Phone Ready Leads®) so they can be in a conversation within 2 minutes, use the script, see how it goes. Ask them how they feel, ask them what they didn't like, take some coaching... wash, rinse, repeat. Are they taking coaching? Are they getting better? - Culture call -- they meet with the other reps on the team to see if they fit. The candidate could rush everything but if the team rejects them, we reject them. They know what is required by their peers. - Offer call When we were running Apex, 1 single SDR was doing the output of 8-10 reps. The entire time we ran Apex we had 1 (yes, only 1) rep quit and he quit in his first week. Now, nearly every single one of the reps that we had at Apex before we pushed all of our eggs in the titanX basket are AEs, Revops leaders, #1 performers, or running their own company. Why won't most companies do this? They won't make someone cold call them They won't reject every candidate no matter what They won't role play They won't force someone to make cold calls in the bullpen in front of you They don't trust their other reps to vet the candidate... trust your team. They know what it takes.

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One of the biggest tips for getting great results from your SDR is to KNOW your numbers. Track your team's numbers including: ➡️ Pick-up rate ➡️ Call Volume ➡️ Appointments Set ➡️ Time texting (for clients who opt into receiving texts) ➡️ Time spent in a ready state Do this from day 1. The clients we have who are numbers-oriented from the start always hit KPIs faster. Plus, the numbers help you: 💰 Ensure you are getting a good ROI 🔧 Allows you to troubleshoot. For example, if pick-up rate is low, your number may be showing up as spam or you have a bad list, etc. If texting time is taking too long, you may need to do more training on the bulk texting feature, etc. 📈 Gives your SDR clarity on the goal they need to achieve daily. As my accountant, Heather, always says, "The math needs to math." So know your numbers, track them religiously from day 1, and troubleshoot until your team is fully ramped up.

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#GTM #Sales opening$$$ - HIRING ASAP (in 3 zoom calls after meeting me) 💸 Commercial AE $125k base 50/50 split - $1m quota 💸 Enterprise AE $150k base 50/50 split- $1.2m quota Average Deals- $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs do renewal - goal is to get them onboarded, and expand immediately #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org - selling a complex solution - ideal experience selling into #gtm #salesleaders or deep desire to - #salesledgrowth expert - you will have #sdr support (ideally 1/1) but do not depend on this for now $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. they use: Outreach Apollo.io Hubspot Clay This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent :) get on my schedule #accountexecutive #enterpriseaccountexecutive #commercialaccountexecutive #gtmsales #gtmaccountexecutive

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CROs: Run this outbound play to break into massive accounts 👇 Most CROs don't engage in deals. Or help reps break into ent/strat accounts. I've never been a CRO before—so I can't tell you whether that's good or bad. You have a lot of responsibilities as a CRO. But, I recently met a CRO who lands meetings with the C-Suite in MASSIVE accounts. The biggest companies you can think of in every category. The key principle: Power is more willing to engage with power. Leverage the C-suite title. Here's how it works: ✅ Pick 10 accounts to get started Choose the top 10 accounts that can make the quarter/year if you win them. The best accounts are ones that reps have worked but not been successful in breaking through. We'll assume you're already going after low-hanging fruit accounts where execs have existing relationships. So we won't count those as part of this exercise. ✅ Work in tandem with a great SDR Pick one of the top SDRs to help. Ideally, this is someone with great leadership potential that you want to promote at some point. ✅ Optional: Give the SDR access to your LinkedIn account This one will make you uncomfortable. You also have the option of creating a separate LinkedIn account as well. But give the SDR autonomy to send approved messages. ✅ Execute the outreach The SDR should do basic account research to find existing initiatives where your solution can add value. Then they need to research the individuals in the C-suite to find podcasts interviews, features, etc. if available. Pick 1-2 similar customers to mention in the message. This should be mentioned in the outreach, along with how you can add value. CTA: Ask for 10 minutes. Send via email and LinkedIn message or InMail. Here's what an example message could look like. --- Eric, Solid Q1, and congrats on the success of Nordy Club sales. Looks like membership growth is a key growth lever. I imagine member retention is a big focus. Our team has had tremendous success helping CVS, BestBuy, and Kohl's run world-class membership programs. Opposed to a quick 10-minute chat to learn more? Jason ✅ Run intro call These will likely go longer than 10 minutes. And the CEO will send you over to someone else in the C-suite. Run a solid intro call and make an offer to introduce key team members on your side. ~~~ The email/LI message should have all of the components of a great cold email: research, problem, social proof, and CTA. But the big difference is leveraging a c-suite title to get a meeting in the c-suite. I wish more CROs and execs in companies would leverage this approach. Agree or disagree? #sales #outbound

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Modern Sellers DON'T: ❌ Spend their day making hundreds of calls. ❌ Abandon accounts after a single attempt. ❌ Chase high activity without strategy. ❌ Focus on quantity over impact. ❌ Grumble about their manager's expectations. ❌ Blame the lack of leads on marketing. ❌ Skip dedicated time for prospecting. ❌ Blast out mass, impersonal emails. ❌ Agree with every objection just to please. ❌ Use cookie-cutter emails with zero personalization. WHAT THEY DO: 🗸 Follow up consistently (at least 3 times before moving on). 🗸 Craft personalized messages that speak to the prospect's needs. 🗸 Research thoroughly to understand their target's challenges. 🗸 Send 15-30 meaningful, targeted emails each day. 🗸 Focus on quality of outreach, not sheer volume. 🗸 Manage fewer accounts but with more intention. 🗸 Master discovery calls and demos with confidence. 🗸 Make 25-30 well-thought-out calls daily. 🗸 Build genuine relationships that last. 🗸 Hone their negotiation skills for better outcomes. REMEMBER: → It’s not about just doing "more" because you need to! → Sending more emails, making more calls, or rushing through deals doesn’t guarantee success. That’s the biggest misconception in sales! → More doesn’t mean better → Working smart beats working more. In the end, less really is more! ------------------------------- P.S. When else can you add to this? Let’s make it happen! #resourcinHub #rposervices #talentsourcing #cvsourcing #resourcer #marketmapping #headhunting #leadgeneration #rpo #applicanttrackingsystem #crm #cvformatting

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I was cold calling into GTM CRO and Sales Leaders today... THE AMOUNT OF TIMES NO ONE ANSWERS THEIR INBOUND SALES LINE MAKES ME WANT TO PUKE!!! How can you be a SaaS "leader" in your space and your sales reps aren't answering the inbound Sales Line?! This is your low hanging fruit! 90% of the buyers aren't going to leave you a voicemail! Sounds like a lot of these teams need to be revamped with some passive talent from their competitors to drive their current reps to hit quota! If you are looking for passive Sales Talent lets talk!! FlanStaff #SalesLeadership #GTMStrategy #CRO #SalesLeaders #SaaSSales #SalesTeam #SalesTalent #InboundSales #SalesCoaching #TalentAcquisition #PassiveTalent #SalesPerformance #QuotaAttainment #SalesStrategy #SalesRecruitment

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How we drove $2.5+ mil in pipe for a 50+ BDR org: Look at a list of key contacts who left their previous company Enrich in Clay with current company, company size Cross reference with Salesforce to see account owners, ROE Check previous, current accounts with Gong AMA to build out an account brief Push into Evabot AI for Sales Outbound 2.0 to build a 100% custom AI sequence BDRs execute Super admins start a new deal cycle $2.8 mil and counting in pipe generated (Granted... 1 mil came from Coca Cola... but if we helped start an opp at Coca Cola, I'll take it)

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Interested in expanding your network in 2025 to SDRs Leaders in other companies? Want to find out about how other SDR Leaders are solving the issues you are struggling with? Struggling find other SDR Leaders with whom to network? Introducing SDR Leader 1:1s - your solution to networking and learning from peers! This innovative platform automatically schedules meetings with other SDR Leaders based on your availability, background and experience level. For just $20/month, you can: * Connect with SDR Leaders tailored to your background and level of experience. * Share best practices and learn new strategies. * Get valuable feedback and insights. * Expand your network and build relationships. It's like having your own personal SDR mastermind group! And the best part? You can try it FREE for your first month with the code "LEADER". Don't miss this opportunity to take your SDR leadership to the next level! Sign up today: * Become a Pending Member: https://lnkd.in/e2FqJ_2t * Monthly Subscription Link ($20/month): https://lnkd.in/eQSWcvKy Invest in yourself and your career this year. Make SDR Leader 1:1s your New Year's resolution! Thank you to Dale Thorn for creating this networking platform!!! #SDRLeadership #Networking #ProfessionalDevelopment #CareerGrowth

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SDRs, quit underselling yourself. "I'm just an SDR" There's nothing "I'm just" about: - Fueling business growth - Feeding multiple mouths - Facing constant rejection - Tackling dire connect rates - Delivering in a down market - Adapting to constant change - Smiling and dialing every day - Cold calling senior executives - Creating cold outbound pipeline - Juggling 100s of tasks every day And last but not least... Being the solution to all business problems: "We need more pipeline" What you do is business critical. And it's bloody hard. So put some respect on your name.

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As you track your KPI’s how do you identify trends and what do you do with that information? Interviewing an AE or an SDR? This question can lead to some major learning about the candidate and will most likely lead into a longer conversation. There are so many things to unwrap with this question. Give it a try. #hiring #recruiterlife #recruiting #saassales #gsd #agsd #sales #startup #founder #ceo

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Should you outsource SDRs or build a team internally? Depends... Building internally pros: 📈 You'll build a pipeline of future sellers made for your business. 📓 You'll own all the messaging, call talk tracks, playbooks, etc. that you'll utilize repeatedly beyond your SDR organization 📊 Control over metrics, data, KPIs, process, etc. ✅ Reduced risk around brand reputation + more control and visibility into the day to day 💡 Most of the benefit is about control and posterity for your business. Building internally cons: ❌ Doing it "wrong" Many business make the mistake of setting unrealistic expectations and create a broken SDR organization based on bad info or a lack of it. 💳 Cost You'll pay a premium to build your team internally. Health and other benefits can cost upwards of 15-20% of annual salaries. You (should) hire an SDR manager, sales ops support, etc. build your SDR function which can be costly for some teams Purchasing an SDR tech stack isn't cheap 🤑 Outsourcing benefits: 💰 Huge savings You don't pay for health benefits, hardware, etc. which can cost upwards of 15-20% of their annual salary You won't have to hire an SDR manager $100k+ You won't need to purchase as much tech to get the job done ⏰ Time savings You won't need to manage the day to day of an early career SDR who needs coaching regularly, not to mention you might have no idea how to coach an SDR and when to pivot 🙅‍♂️ Reduced risk You can outsource all or some of the recruiting efforts, training and the management process of the SDR team giving you time back and reducing burden on management. 🤓 You'll learn SDR best practices, i.e. what does and doesn't work Outsourcing cons: 🤒 Picking the wrong team to outsource can hurt A lot of teams opt for overseas SDRs. You could hurt your brand with poor messaging and a negative customer experience. Too many of these companies are still using the spray and pray mass messaging model 🎮 Less control over your sales process There are massive benefits to either model ✅ Unsure which is right for your team? Ask me 📥 #SDR

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Are you looking to hire SaaS AE's? We have what you need! (USA) - Finding good AE's is a minefield 💣 - Not to mention a massive drain on time ⏳ So let's save you a boatload of time and reduce your risk of hiring the wrong AE Here are 10 experienced highly successful AE's being EXCLUSIVELY REPRESENTED by Hire With Jarvis. 1. Laura: 6 years in SaaS sales, specializing in #HealthTech for Mid-Market & Enterprise segments. 4 years with her current company, consistently exceeding quota by 130% annually. Twice awarded the President's Club accolade. 2. Michael: 8 years SaaS experience focusing on #FinTech solutions for Enterprise clients. Currently 6 years at his present firm, achieving top AE status for the past 5 years with quarterly achievements often surpassing 140% of goals. 3. Sophie: 3 years in SaaS sales, rapidly advancing from SMB to Mid-Market in #EdTech. Currently top-performing AE at her company for 2 consecutive years, reaching 160% of quota last year. 4. Derek: 9 years SaaS sales expertise, primarily in #Cybersecurity for large enterprises. 7 years spent at his current company, leading as a top AE annually and a member of the President’s Club four times. 5. Hannah: 4 years in SaaS sales, with a focus on #RetailTech for SMBs to Mid-Market. At her present company for 3 years, she’s been a top performer each year, achieving 145% of quota last fiscal year. 6. Raj: 10 years in SaaS sales, with deep expertise in #CloudSolutions across various markets. Maintaining a record of 120% quota fulfillment annually, he’s been with his current employer for 5 years and is a four-time President’s Club winner. 7. Isabella: 5 years dedicated to SaaS sales in the #HRTech space, servicing both Mid-Market and Enterprise clients. Top performer at her current company for the past 4 years, and a notable 150% over quota last year. 8. Chris: 7 years in SaaS sales, specializing in #DataAnalytics for Mid-Market companies. With his current firm for 6 years, he has topped sales charts each year and joined the President’s Club twice. 9. Anita: 4 years in SaaS sales, focusing on #MarketingAutomation tools for Enterprises. In her current role for 3 years, she has consistently exceeded her annual targets by at least 130% and was the top AE last year. 10. Tom: 6 years in SaaS sales with a focus on #EnterpriseResourcePlanning (ERP) for large corporations. Employed at his current company for 4 years, he's consistently been a top performer, achieving 140% of quota annually and securing a spot in the President's Club x 3. 👉 If you want to interview them ping me a message or drop a comment. Again all 10 are currently employed and exclusively working with us so you will not have access to these heavy-hitting A Players anywhere else! #Hiring #SaaS #AE #AccountExecutive #APlayers

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Why is 60-70% of SDRs missing quota? It's because their leadership is failing them. I had the pleasure of interviewing Sara Storm on the SDR Hire Podcast - a tenured SDR and Revenue leader with multiple successful teams behind her, countless lectures and trainings delivered. Sara has a very unique, no BS approach to sales and SDR leadership. In this episode she shared: • What's the current state of the SDR/BDR role • Why sales leaders are failing their sales teams AND their customers • How can SDRs take ownership of their careers?! • Should you even be in an SDR role? • How she used to close 7/10 cold calls she'd make Here's the full episode: https://lnkd.in/eCANhKGu Sara thank you for sharing your expertise and holding sales leaders everywhere accountable! Hope you all enjoy and subscribe! #sdr #bdr #salesdevelopment #techsales #career

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