🏄🏼‍♂️ Scott Leese

Quotas shouldn’t be equal. Quotas should be fair ✅ Jamie Edwards, Head of GTM Ops & Tools at Gusto, illustrated this subtle difference by classifying sellers into 2 types: - Relationship sellers: Invest significant time to bring in larger deals - Quick sellers: Strive on getting the quickest sale possible When you’re assigning accounts to the reps, here’s the difference in approach: ⚖️ EQUAL: Splitting accounts 50/50 Result? Quick sellers will exhaust their lists faster, while relationship sellers won’t be able to hit most of their accounts. ✅ FAIR: Matching the number of accounts with seller type Result? Quick sellers can engage with more accounts, while relationship sellers can invest time to build deeper connections. That’s how you can improve quota attainment 🎯 #quotaattainment #quotas #sales #podcast #gotomastersshow

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The SDR model isn't dead. But it needs to evolve — quick. Here are a few ways the SDR model is evolving: ✅ Hiring industry vets and paying really well I see this in niche, industry-specific solutions. Example: A solution for the largest commercial construction contractors in North America. They hire reps with 5+ years of experience working in that industry. And they do way more than cold calling and cold emailing. These reps attend events and work a tight ABX strategy on large enterprise accounts. And their OTE is $150k+ This isn't a common model (yet) but can work well w/ enterprise ACVs. ✅ Providing deal assistance SDRs help AEs re-engage closed/lost or stalled deals. They work new contacts, old ones, etc. and then loop in the AE. They provide multi-threading support early in sales cycles. This has become a common trend in the last few years. This can work well with experienced SDRs and a great RevOps team to help with workflow. ✅ Super lean SDR teams that rely on AI/tech-stack The SDR team is small and mighty. Reduced headcount in exchange for technology. They use tools like Clay to automate 99% of account selection, list-building, etc. Sounds great in theory, but I've only seen talking heads on LinkedIn talk about this approach. Never seen it in action. And when I ask? No one can show me. I don't believe this is the future for enterprise. Could work for SMB. ✅ Connecting to revenue Most SDR orgs are moving toward measuring SDR success on qualified pipeline and closed/won revenue. Comp. on meetings & demos set should be little to none of SDR's OTE. It incentivizes the wrong outcome. Many orgs are already doing this and you're behind if you aren't. This is a great forcing function. ✅ More enablement This isn't anything new. But a few years ago you could get away with feature dumping and pitching in cold emails and cold calls. That just isn't the case anymore. And it's getting worse. I can't tell you how many companies I work with who don't provide dedicated enablement for SDRs. ⛔️ AE Self-Sourcing: A necessity, but not the new model I'm bullish on AE self-sourcing. The best AEs self-source 30-50% of their opportunities. In many orgs right now, it's the only way you'll beat your quota. But I don't see a future where AEs self-source 100% of their pipeline. It sounds great in theory, but the required culture change is too much. Everyone needs to chip in to win: AE self-sourcing, SDR sourced, marketing sourced. #sales

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❌ 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

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🔑 Top Traits of High-Performing Salespeople 🔑 Here at Sales Recruiters Denver, we know what makes a true sales rockstar! 💼✨ If you're looking to bring the best into your team, here are some key traits we always look for in top-performing sales professionals: 🌟 Resilience – They don’t just bounce back; they come back stronger! 🌟 Active Listening – Understanding clients’ needs is their superpower. 🌟 Self-Motivation – The drive to succeed keeps them focused, even on tough days. 🌟 Adaptability – The market changes, and so do they. Flexibility is key. 🌟 Empathy – Building real relationships with clients starts here. Ready to build a team that performs at its peak? Reach out to Sales Recruiters Denver to find the best fit for your company! 📞👥 #salesrecruitment #toptalent #denverrecruiters #salessuccess #teambuilding #salesprofessionals #salesrecruitersdenver #resilienceinsales #activelistening #selfmotivation #adaptabilityinsales #empathyinsales #salesexcellence #salesgrowth #hiringtoptalent #salesleadership #salesstrategy #recruitmentagency #salesteamsuccess #hirethebest #salesrockstars

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POV: You spend hours sifting through user feedback, but struggle to identify the ones that truly move the needle on revenue💰 Zeda.io got your back. 👉 See which feedback unlock recurring revenue streams. 👉 Identify issues impacting open deals and close them faster. 👉 Track and learn from lost deals in order to prevent future churn. Because great products are built on revenue-driven decisions, not just opinions 😉 Get started today → https://bit.ly/3QCnhbl #productdiscovery #productmanager #revenue

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Missing revenue targets can be a symptom of three things in high-growth SaaS companies: 1. Lack of relevant messaging at different stages of the buyer's journey 2. Lack of proper, segmented pipeline being delivered to sales reps 3. Lack of experience in certain parts of the sales process on the rep’s part If the issue is #1, get marketing to help fill in the content gaps. If it’s #2, review how you segment the market and feed your team leads. If it’s #3, focus on improving training, coaching, and support for your reps. Hear more about driving sales efficiency with Matt Gallagher, Portfolio CRO at Hg Capital, in this episode of the podcast --> https://lnkd.in/e9gyYnjz

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💬 More Calls. More Meetings. More Wins. 💬 BDRs, it’s time to step up your sales game. Here’s why teams love PrimeRole: 🚀 Seamless provider integration with LaCleo, Apollo & Cognism. 📈 62% phone coverage = Faster conversations. 💸 $45K+ annual savings = More wins for your team. No contracts. Just results. Ready for a free trial? Let’s talk! #SalesTools #PrimeRole #BDRPlaybook

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🌊 Why We Love the Water—And the Freedom It Represents Ever wish you could have more freedom? More time with family, build your own brand, and have control over your success? For those of you in sales, especially SaaS SDRs, who want to take your skills and build something uniquely yours, this is your opportunity. With a white-label solution, you can create and grow your personal brand, using the same skills you already have, but building your brand instead of someone else’s. 🌐 Join our webinar! See the comments for a link to learn how you can leverage your own video SaaS platform to sell to businesses. #Entrepreneurship #PersonalBrand #VideoMarketing

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💰 SDR Manager - remote Buyer intent signal tool - saas $100k base - $140k minimum OTE 💰 SDR - founding team - remote Marketing & AI - services & SaaS platform Remote Must have experience selling into cmo/vp marketing and demand generation If you are a current passive rep of mine call me immediately 😘 💰 SDR (founding) or Account Executive (founding) - remote Manufacturing & AI - saas $65-$120k base No vc funding - work with founders Aes channel partner True founding role - first sales hire (US) company does biz with Honeywell, Microsoft amazon + many manufacturing companies but has never hired us based sales people Don’t contact me if you have never sold saas to manufacturing companies 💰(Founding team) Account Executive Direct to primary care #saas meets #insurancebrokerage solution $75-$95k base Mid Q1 hire - have a great pipeline of passive reps for this but if you are a top hunter at #paycom #paychex #paylocity #adp I want to hear from you! This solution offers aca compliance coverage competitors don’t - brand did $10m arr in 2024 and want to double it - #ycombinator backed org and our reps there are doing very well 💰 (Founding team) SDR - remote Same co as above - proven growth from SDR to Account Executive or CSM $60k base - $120k ote uncapped (payout per attended meeting + 3% of closed won) Willing to see any top SDR or someone selling health insurance who wants to get their a$$ into saas 💰(Founding) SDR or Account Executive Open to super jr profiles or SDRs who want to close $60k base, $90k ote uncapped (100% of first month mrr on deal sizes $20k-$100k) Very small company, limited to #southscottsdale territory 2 days in office (m/w) Cyber security & infrastructure consulting co Private equity owned franchise, work under the ceo of this franchise location + his VP of sales - probably first and only sales hire for this location (maybe add a sdr to work under you one day) 💰 Account Executive/ Business Development Manager - remote Staffing sales req $75-$200k base Remote - ideally you live in #washington 💰Creative, Marketing & IT recruiter Staffing agency + 4 year degree req remote $75-$90k base Work with Disney, Microsoft, Nike etc Ideal location: #washington #texas #sales #salesrecruiter #salesjobs #gtmsaassales #foundingsaleshires

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🔥 Hot Take: the old sales funnel is dead. It’s time to move beyond the funnel and focus on the entire customer lifecycle. At RevPartners, we embrace a holistic revenue engine that drives retention, expansion, and long-term growth. The problem with the traditional funnel? It stops at the sale. But the real revenue comes from keeping customers happy, solving their needs, and helping them scale. Here’s how we do it: 1️⃣ We balance both sides of the customer journey—acquisition and retention/expansion. Revenue accelerates with cross-sells, upsells, and net revenue retention. 2️⃣ We build HubSpot setups that track every customer interaction, uncover hidden revenue, and drive growth. 3️⃣ We help you focus on long-term customer value, which means tracking upsell opportunities and managing churn. 4️⃣ We help you to align marketing, sales, and customer success so everyone is working toward the same growth goals. 5️⃣ Our HubSpot experts automate your workflows, freeing your teams to build strong, lasting customer relationships. Sooooo, yeah, it’s time to ditch the old sales pipeline. Real growth happens after the sale. RevOps turns your funnel into a revenue engine. 🎤 Mic drop. 

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EQUITABLE ≠ FAIR Jamie Edwards, Head of GTM Ops & Tools at Gusto, illustrates this difference with the example of 2 types of sellers: 🤝 Relationship sellers: Super methodical reps who invest significant time to bringing in larger deals. ☎️ Quick sellers: Reps who strive on getting the quickest sale possible, and keep moving forward. Here's how the approach differs when you're assigning accounts: ⚖️ EQUITABLE: You assign an equal number of accounts to each seller. ✅ FAIR: You assign accounts based on the type of seller, i.e., more accounts for the quick seller as compared to the relationship seller. And this is how you help your reps hit their quotas 🎯 He also shared some interesting insights with Mike Groeneveld (Everstage) on: ✅ Why traditional geographic segmentation isn’t ideal ✅ The concept of attach rates in a SaaS context ✅ Techniques to boost productivity among sales reps Tune into the full conversation now 🎧 Spotify: https://lnkd.in/gvzBZtDT Google Podcasts: https://lnkd.in/g95kAFbf Apple Podcasts: https://lnkd.in/gsNU4GbV #podcast #gotomastersshow #revenueoperations

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AI SDRs like Piper aren’t a one size fits all solution–every team has unique motions that require different strategies for support. Demandbase is a great example of where Piper makes sense to help augment your human SDR team and provide support they desperately need in order to focus on discovery calls without missing pipeline on the website. They’d already seen success with Qualified, so they decided to double-down and implement Piper the AI SDR across their site, offloading a significant amount of front line work from their human rep’s plates. Piper was able to: ✅ Proactively engage target accounts on the website ✅ Eliminate wait times for buyers to get answers to FAQs ✅ Hand off VIP accounts to human reps for more nuanced conversations The results? In the first 2 months of implementing Piper:  ✨ 2x increase in pipeline ✨ 3X conversion to meetings compared to human SDRs ✨ 37% increase in meetings with Tier 1 target accounts  ✨ 100 hours saved per month of SDR time ✨ $80,000 cost savings in headcount These stories are why we’re so excited about Piper the AI SDR. The future of inbound pipeline generation is automated and results like this demonstrate the power of quick, efficient, and conversational buyer engagement around the clock. 

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The hidden costs of traditional SDR hiring 👀 Bringing SDRs on board using traditional methods can feel like a costly gamble. Understanding the financial and operational risks is crucial in an industry where every dollar counts. 1️⃣ Direct costs: The journey starts with recruitment expenses. Job ads, agency fees, background checks—these quickly pile up. SHRM reports the average cost-per-hire in tech is around $4,000. For startups on tight budgets, this is no small change. Once hired, onboarding and training further strain resources, with Glassdoor highlighting an average spend of $1,200 per employee on training alone. 2️⃣ Indirect costs: The real expense often lies in missed opportunities. A new SDR isn't immediately productive, leading to potential sales targets slipping away. The absence of active sales efforts during onboarding can delay customer engagement and market penetration. Aberdeen Group found that effective onboarding programs can boost revenue and profit margins significantly, but ineffective ones do the opposite. 3️⃣ High turnover risks: The tech industry faces a high turnover rate, with SDR roles particularly at risk. Bridge Group notes an SDR's average tenure is just 1.5 years. This turnover means repeating the costly hiring cycle sooner than planned, destabilizing the sales team and disrupting growth. The pressure on startups is immense. The financial burden and the risk of poor hires can destabilize growth trajectories. It’s time to rethink the approach and explore more efficient solutions that mitigate these risks. #saassales #startupsales #outsourcedsdr

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🤔 Struggling with SDR performance? Here’s how to do a proper ramp up👇🏽

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Sales Leaders with Big Tech on their resume cannot help you grow your startup.   Pre Product Market Fit requires dirty, scrappy, determination that can fly in the face of ambiguity with no enablement. The flashy fancy pedigree your VC is recommending is used to a soft cushioned seat on the throne of a well-oiled machine with a clear instruction manual. The kind of Sales Leader who can help you win logo recognition will not come from a logo you recognize. Look for the signs in their resume that show they’ve found success in the trenches of a no-name company with scarce resources. They know what systems and processes need to be built because they had to build them for themselves.  Hire for resourcefulness when you don’t yet have resources. Someone used to running a turnkey sales org won’t know what to do when you hand them a hammer. #saleshiring #SaaSsales #grit #tech

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📈 Success Metrics in Sales In the world of sales, tracking the right metrics is key to driving growth and achieving your goals. At Sales Recruiters Dallas, we help sales professionals focus on the KPIs that matter most: 🔑 Key Performance Indicators (KPIs) to Track: Sales Revenue: The ultimate measure of your sales success. Conversion Rate: Track how many leads turn into paying customers. Customer Acquisition Cost (CAC): Understand how much you’re spending to gain each new customer. Sales Cycle Length: Measure the time it takes to close deals and look for ways to streamline. Customer Retention Rate: Keep tabs on your repeat customers – they’re crucial for long-term success. Set clear goals, measure progress, and adjust your strategy to hit those targets. Let’s optimize your sales performance together! 🚀 #SalesMetrics #KPI #SalesGoals #SalesRecruitersDallas #SalesSuccess #SalesPerformance #DallasBusiness #SalesTips

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