William Goodloe

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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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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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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Here’s the Forrester report on how salesforce is impacting manufacturers.

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Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

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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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Mega dealers vs the rest I’ve spent the best part of the last decade working in hyper growth SaaS (Salesforce & ServiceNow) In that time I’ve worked with & led some incredible sellers, and studied them Here’s what sets the true big deal giants (high 7 and 8 figure ACV deals) apart: 1) Belief They believe almost fanatically in their pursuit and ability to help their customer fix big problems They inherently also understand that they must focus. This is important as it shows 2) It’s on them - they take FULL responsibility They show up, and understand that the buck stops with them No excuses 3) They go together, not alone. They understand that an unfair share of resource on their customer will lead to oversized reward As such they recruit people (at all levels) to their cause Lead without authority And orchestrate for success Whether the markets good, or bad these people deliver time & time again Right now I think there’s a lot to learn in this!

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Building Weflow, I've spoken to 200+ #RevOps folks the last 12 months about common Salesforce data capture challenges. Here are things that come up: 1) Poor Salesforce adoption - Shadow tooling - Reps avoid Salesforce - 42% forecast in sheets 2) Poor activity capture - EAC not reportable, nor stored - Missing activities on opportunities - Limited insights based on activities 3) Missing contact data - No contact roles - Buying committees unclear - Multi-threading happening? 4) Process in-compliance - Missing stage entry/ exit criteria - MEDDIC (etc.) not populated - Close date pushed/ overdue 5) CRM bloat - Ops-debt (fields, integrations) - Over customization - Consolidation nightmares after acquisitions 6) Historical data - Opportunity snapshots missing - Process change, data worthless - No unlimited field history tracking Takeaway: Poor Salesforce data quality > missing insights > poor visibility > ineffective deal execution > low predictability > broken revenue engine. What would you add? Comment 👇 -- ➕ Follow me for RevOps content 🔊 Listen to the "RevOps Lab" podcast - link in profile 👀 Visit my free RevOps content library - link in profile ♻️ Share with your friends #RevOps #GTM #Sales

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If you're looking for a sign to get into tech sales... This is it. 👀 Whether you're a rookie or a seasoned pro, this comprehensive guide features tips and tricks from Salesforce recruiters to help you land your dream job in sales. Check it out:

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79% of service centers are investing in AI to support their agents and technicians and help their customers self-serve, but most of the data feeding this AI is disconnected and siloed across an organization — which means there are gaps in AI’s ability to answer agent and customer questions. That’s why @Salesforce has launched its new Unified Knowledge solution. By integrating third-party knowledge from sources like SharePoint, Google Drive, and more - directly into Einstein for Service, the new AI models better enable agents and AI Assistants to deliver personalized customer experiences.

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How did ZoomInfo Copilot help Account Manager Dave Howell close a $195,000 deal? 🤔 From surfacing insights about customer sentiment and product interest to identifying a C-level decision-maker who helped seal the deal, Copilot empowered Dave with everything he needed to win his client's business. Watch the full story below. ⬇️ #ZoomInfoCopilot

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War Dogs is a perfect movie to convey why commerical sales reps should never, and I say NEVER Sell to the Federal government. That goes to any other salesperson who does not understand all the nuances which go into selling into the Federal government. It's easy for any regular salesperson to get tempted into selling into the government given a myopic focus on publicly available government budgets or budget ranges shared in the procurement process for products and services. A million dollars here, a million dollars there. One billion dollars here, a billion dollars there. Closing one or two deals will help you blow out your quota alone, yet the shady practices in commercial sales won't get you far in government sales. You can't schmooze your way into your customers' hearts or buy them lavish dinners. You can't source non-compliant products and/or services and sell them to your customers for cheaper than your competitor either! Although these commercial tricks don't work in Federal government sales, there are other tricks to the trade which make working sales in Federal government sales a skillset worth pursuing. I have been doing it for 14+ years and can never imagine going back to anything else. On a side note- Oh do I miss the simplier days of FedBizOps

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Every sales leader I know has a goal to "be more data driven." Those same sales leaders work constantly in ungoverned, stale spreadsheets and manual edits. Why do they do this? 1. Salesforce is never 100% up to date or accurate 2. Leaders have their own context to add 3. Aggregate views for forecasting require more tempering than a deal by deal roll up Sigma saves our sales leadership team tens of hours per week in forecasting alone. See how my boss Mike Gerardi had a hand in building our process here:

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Here is a common theme of problems #presales are faced with: 1️⃣ too many repetitive intro demos causing bottlenecks in the Buyer's Journey 2️⃣ Up to 50% of the demo SEs are delivering were unqualified. 3️⃣ Presales were spending 15 to 20 hours a week on repetitive intro demos. 4️⃣ Customers waited 10 to 14 days to get an intro demo. 5️⃣ Often, key stakeholders fell through the cracks or missed entire demos due to scheduling conflicts. So how do you solve this? You need to understand that the landscape of B2B buying is changing and look at ways to scale presales. 1️⃣ What Does It Mean to Scale? Sometimes we think "scaling" means to hire more people. I often hear leaders say, "We're really scaling the organization right now" when what they mean is "We are hiring like crazy." In reality, scaling is not hiring. True scaling means to get exponential results from existing resources. 2️⃣ 8 Scaling Presales Micro-Strategies. In Scaling Presales we will show you how to drive presales productivity higher and meet increasing demand without increasing headcount. You'll learn eight micro-strategies that you can choose to combine in different ways to create a Scaling Presales Strategy for your organization. #scalingpresales #demoautomation #consensus #presales #sales #solutionsarchitect #buyerenablement

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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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Salesforce State of #Sales report is finally out and DAMNNNN the proof is in the pudding folks!!!! Conclusive data showing the shocking truth about the state of the sales profession... Company revenue is WILDLY UP and quota attainment is still WILDLY DOWN... 🤬 The full report is like +30 pages but I'm here to give ya some of the highlights. I CANNOT RECOMMEND ENOUGH TO READ THIS! Salesforce is one of the few companies with enough data to actually pinpoint what's going on in the sales profession. What was most shocking to you? - Growth is back - Quota attainment is now that bad - How many reps actually get 1:1s - Reps are finally getting paid fairly - #1 reason why reps are jumping ship Or something else entirely? Lemme know in the comments! #deathtofluff ☠️ --- Get your hands on the full report here: https://lnkd.in/dFGrQRSU

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This article is yet another data point demonstrating that, in today's hyper-competitive business landscape, a well-crafted partner ecosystem strategy isn't just beneficial—it's essential. Here's why: 📈 Customer-Centric Approach: A robust ecosystem equips you with comprehensive solutions, reducing customer fatigue by anticipating and proactively addressing their needs. 📈 Paradigm Shift: Many sales leaders cling to outdated tactics, believing that intensifying traditional methods (more calls, emails, activities) will drive results. In reality, we're playing an entirely new game with different rules. 📈 Quality Over Quantity: Merely increasing volume often leads to one outcome: burnout. It's time to shift from "more" to "better." Strategic Thinking: We've long advocated for working "smarter, not harder." Yet, our default often remains "harder, not smarter." It's time to bridge this gap between intention and action. 📈 Ecosystem Leverage: When properly utilized, a partner ecosystem becomes your secret weapon, providing innovative solutions and opening new avenues for growth. The future belongs to those who can harness the power of ecosystems and foster collaboration over competition. #SalesStrategy #PartnerEcosystem #BusinessInnovation #LeadershipInsights

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3 Ways Private Equity and Venture Capital Firms Use Salesforce to Improve Operational Efficiency. https://lnkd.in/eBwXMvN9 Simple overview for PE and VC firms.

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Most of people working at Chili Piper started as SDRs. Your AEs doing Demos of the platform are former SDRs, your AMs are former SDRs, CSMs are former SDRs.. not 100% but still .. and so on and so forth, SDRs in all departments. It means that we all get that PAIN of scheduling meetings, pre-qualification, no shows, reschedule, reassigning meetings, CRM update.. When I heard this during a working session today : "When reps schedule a meeting, they still need to create an opportunity in Salesforce to get the credit" 😑 😑 😑 😑 😑 😑 😑 😑 Buying a scheduling solution is cool, but getting one that can make your team's life easier is motivating 🌶 Selling a scheduling tool is Cool, but selling a solution that helps reps get their quota is energizing 🔥 Thinking that my work helps reps to get better results makes me feel I am useful ❤️

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