Shelley Mann’s Post

Controversial opinion: You should shrink your sales team by 90% in 2024/25. After consulting with 45+ B2B companies on LinkedIn demand generation over the last 3 years, the most successful had one thing in common: A lean & mean go-to-market function. Over-inflated sales teams are out, and the next batch of super-profitable companies will follow a different playbook. Here’s my take: Old way (Chase): 1. You rely on cold outbound to fill your pipeline. Huge teams of SDRs pounding the phones and sending mass emails to book meetings. 2. Plummeting ROI on SDRs. Most SDRs are sending mass outreach just to hit their numbers. Enterprise buyers, requiring 8 to 12 touchpoints to respond, are increasingly jaded. Many SDRs give up before reaching that threshold. 3. There’s been a death of linear growth between sales activity and revenue. The B2B buyer journey is more complex, with buying committees increasing from 5 to 10 decision-makers on average (Demand Gen Report). 4. The B2B buying process is now self-service. Buyers are 70% of the way through their journey before ever reaching out to sales. 5. Trust-based selling & the rise of dark social. Buyer distrust runs deep. Social proof and testimonials alone no longer suffice. New way (Attract): 1. Small, highly effective teams. The old playbook is out. Profitable B2B companies will run lean with sales/marketing unicorns. Whether through hiring or enlisting outside help, GTM functions will be executed by smaller teams. 5 BDRs will do the work and output of 10, driven by founder-led marketing on LinkedIn, email, and cold calling. 2. Content-led outbound will become the #1 client acquisition motion. Lean GTM teams will use founder-led content as a magnet to book meetings predictably (without relying solely on inbound). 3. Stop thinking quarter to quarter about demand. You will rely on a pipeline built from your content, measured in months and years. 4. 50/50 split inbound to outbound. Your team will increasingly focus on prospects who have engaged with your content, viewed your profile, attended a webinar, or visited your website. 5. Your founder’s/executive brand will become your #1 channel for high-intent leads. You’ll have calls with prospects who are already sold on your product/service and trust you. So what’s it going to be… Chase or attract? (I think we all know which one wins.)

Here's the truth.... There's a theme I see with every business I speak to 👇 No Sales Strategy They don't know what they are looking to achieve and therefore have no idea how they get from where they are now to where they want to be. They may have 1 or 2 sales funnels but no clear mapped out strategy for new business and therefore aren't getting the results they could. Lack of Clarity Around Target Audience They don't know exactly who they’re trying to serve, which means they can’t tailor their messaging or offers to truly resonate with their ideal customers. When your ideal clients aren’t crystal clear, you end up marketing to everyone, and converting no one. You need to know what problem you are solving and talk about the solution you provide. It needs to be a no brainer. No Personalisation Businesses continue to sell in a way they have always sold. Things have changed, peoples buying behaviour is different. You need to stop with the generic messaging and start personalising your outreach ensuring it's relevant to your prospect and that you're solving a problem for them. Inconsistent Follow-Up Research shows that timely, consistent follow-up can significantly increase conversion rates. However, too many businesses wait too long or give up too soon on potential leads, missing the opportunity to close a sale. More often it's because there's no system or process in place for this to happen. Not Making The Most Of Existing Customers Focus often goes on finding new leads, but your most profitable opportunities often lie within your current customer base. Consistent communication, upselling, and cross-selling can drive significant additional revenue without the high acquisition costs. Ignoring the Power of Systems and Processes This is an absolute game changer! Without a solid sales process, from prospecting to onboarding it’s easy to let leads slip through the cracks and leave money on the table. Well-documented, repeatable systems ensure consistency, accountability, and better measurement of what works and what doesn’t and sets you up to scale. Misalignment Between Sales and Marketing A disconnect between your marketing messaging and your sales approach can confuse prospects. When the two departments work seamlessly together, the customer journey is smooth and more likely to result in sales. Don't Know The Numbers It's amazing how many businesses invest in a sales team or system and yet do not review the data. They don't know what they are doing or measuring the success of that activity. The answer is always in the data! Making small tweaks can have a massive impact on your bottom line 💰 The first step is creating the strategy, then you need the systems and processes to implement that strategy in order to grow and scale. Then you and your team have to do the work, every single day (that's when the magic happens)! I may have another solution coming for you next week so keep your eyes peeled 👀 #SalesStrategy #SalesSolutions #Sales

The world is changing and getting more complex. Let us help you make 2025 a break out year for your sales department

FAST ICP! Let's take a look! Sign Up for NET NEWS for this and other funnel optimization insights. https://lnkd.in/eZeg2E8s 🌟🚀 Unlocking the Power of Fast ICP for Quicker Sales Conversions 🚀🌟 In the dynamic world of sales, defining your Ideal Customer Profile (ICP) is more than a tactic; it's a strategic necessity. But why stop at just knowing your ICP? Let’s talk about the game-changer—what I call the "Fast ICP," the segment of your prospects not just likely to buy, but ready to do so swiftly. Why Focus on the Fast ICP? Understanding your ICP focuses your efforts on those most likely to find value in your offerings, often leading to faster sales cycles and heightened customer satisfaction. Jeb Blount’s insights in Fanatical Prospecting underline the precision needed in identifying these prospects to streamline your efforts efficiently. 🎯 Insights Straight from the Sales Front Every day, your interactions on the sales front provide real-time, actionable data that no third-party resource could match. This direct engagement uncovers not only why prospects convert but also why they might hesitate, offering a goldmine of information to refine your Fast ICP effectively. 💡 Crafting Your Fast ICP: A Step-by-Step Guide Review Past Interactions: Analyze deals that progressed quickly from initiation to close. Identify patterns and commonalities in their needs and challenges. 🔍 Analyze Engagement Motives: Understand the deeper reasons behind a company's engagement. Is it innovation, cost reduction, or problem-solving? 🧐 Identify Non-Converters: It’s crucial to learn from the prospects who didn’t convert. Knowing why they walked away can help refine your approach and focus. ❌ Craft Targeted Messaging: Tailor your communications to resonate deeply with your Fast ICP. Speak directly to their specific business needs and motivations. ✍️ Adjust and Iterate: The market evolves, and so should your ICP. Continuously update your approach based on fresh insights and market conditions. 🔄 Conclusion By zeroing in on your Fast ICP, you leverage direct insights to not only target more effectively but also accelerate your sales cycle. This approach doesn’t just enhance the efficiency of your sales process—it amplifies the impact of your outreach efforts. Remember, in sales, knowledge isn't just power—it’s profit. Keep refining your strategies based on every interaction and stay ahead of the curve in this competitive landscape. 💪 📈 Let’s harness these insights together. Follow my journey as we explore more ways to enhance our sales tactics and drive success. #SalesStrategy #LeadGeneration #ICP #SalesSuccess #BusinessGrowth #NETNEW #NETNEWS #ICP #FASTICP

Maximize Your Sales with Sales Qualified Leads (SQLs)! Want to improve your sales process and close more deals? Focus on targeting Sales Qualified Leads (SQLs). Here’s how to find and use SQLs effectively. 🎯 The Value of Sales Qualified Leads (SQLs) 🔎 Qualification Criteria: - Showing interest in your product/service (e.g., requesting a demo or pricing). - Matching your ideal customer profile like industry, job role, and company size. - Ready to make a buying decision (e.g., has budget, authority, need, and timeline). 📊 Real-Life Scenario: Imagine Sarah, a Marketing Director who requested a demo after visiting your pricing page several times and speaking with your sales team. She matches your ideal customer profile and needs your services for her company's marketing strategy. ▶ Methods and Approach: - Data Analysis: Use CRM and analytics tools to find leads who are highly engaged and fit your ideal customer profile. - Behavioral Triggers: Look for actions such as demo requests, downloading pricing information, or repeated visits to your key web pages. - Direct Engagement: Reach out with personalized emails or calls based on their specific actions and interests. 🔴 Outreach Process: - Personalized Introduction: Start with a tailored introduction mentioning their activities (e.g., "Hi Sarah, I saw you requested a demo and checked out our pricing page..."). - Needs Assessment: Ask questions to learn about their needs, budget, and decision-making process (e.g., "Can you tell me more about your challenges and your plan to address them?"). - Value Proposition: Present your solution in a way that matches their needs and highlights the benefits (e.g., "Our product can streamline your marketing efforts and reduce costs by..."). - Next Steps: Propose a follow-up meeting or detailed demo to discuss how your solution can help (e.g., "Let’s schedule a detailed demo to show how we can solve your challenges..."). 🔑 Advantages of Targeting SQLs By focusing on SQLs, you can: - Improve Sales Efficiency: Concentrate on leads ready to buy, helping your sales team close deals quicker. - Increase Conversion Rates: SQLs show clear intent and match your ideal profile, making them more likely to convert. - Optimize Resources: Spend time on high-potential leads, boosting your sales efforts' return. Ready to improve your sales process? Target Sales Qualified Leads and watch your conversions grow! 🚀 Connect with us to learn how we can help you find and engage the best prospects for your business. #SalesQualifiedLeads #SQL #SalesSuccess

📊 Sales in 2025: Are You Ready for These Transformational Trends? 🚀 The sales world is changing at breakneck speed. Technology is rewriting the rules, and buyer expectations are higher than ever. The question is: are you ready to adapt, innovate, and thrive? Let’s dive into the key trends set to shape the future of sales in 2025: 1. AI and Automation: The Sales Superpower Imagine having a tool that predicts your next best move, identifies high-potential leads, and personalizes every interaction. By 2025, 75% of B2B sales teams will rely on AI-powered solutions. AI isn’t just a trend—it’s becoming the secret weapon for smarter, faster, and more impactful selling. Are you leveraging its potential? 2. Hybrid Sales Models: Flexibility Wins More than two-thirds of buyers now favor remote or self-service interactions over traditional face-to-face meetings. The takeaway? Flexibility is key. Hybrid sales models, blending virtual outreach with in-person engagement, are reshaping the buyer-seller relationship. How are you meeting your clients where they are? 3. Hyper-Personalization: The Loyalty Driver Buyers don’t just want to feel seen—they expect it. Personalized content is delivering 80% higher engagement rates. Tailored solutions, powered by advanced CRM tools, are the new standard. How well do you know your customer, and how are you showing it? 4. Social Selling: Authenticity is Everything Salespeople who embrace social selling are outperforming their peers by 78%. Buyers today crave authenticity and thought leadership, especially on platforms like LinkedIn. Are you showing up where your audience is looking for you? 5. Sustainability and Ethics: The Differentiator Today’s buyers are values-driven, with 68% considering a company’s ethical and environmental practices before making a purchase. The message is clear: walk the talk. How is your brand aligning with the principles that matter most to your customers. 6. Data-Driven Decisions: Smarter Selling Data is no longer just numbers—it’s a roadmap. Companies using predictive analytics are seeing a 20% revenue boost. Real-time insights are helping sales teams prioritize leads, refine strategies, and close deals faster. Is your sales strategy as data-savvy as it should be? Step Into the Future of Sales 2025 isn’t just another year—it’s an opportunity to redefine how we sell, connect, and grow. The sales leaders who embrace these trends will be the ones driving change and making an impact. Which of these trends will you prioritize? Let’s spark the conversation—drop your thoughts in the comments! 💬 Looking to stand out from the crowd? Visit our website for more insights and strategies! https://bit.ly/41UY1Uo

Every body knows they need to find their Ideal Customer Profile. But most simply don't. Most folks will tell you it's wasted marketing spend, but the consequences go far beyond a wasted marketing budget. Financial Drain: Sure, low-quality leads may seem cheap at first. But factor in the time your sales team spends chasing them, the resources allocated to nurturing them, and the opportunity cost of not focusing on high-potential prospects, and the true cost skyrockets. Would you rather your team following up with high quality leads, or making another 100 dials a day on leads that never pick up, or even if they did don’t actually need your service? Rep Morale: Imagine your sales team constantly chasing dead-end leads. It's demoralizing. It leads to burnout, high turnover, and a toxic sales culture. If you’re a rep and you’ve had 9 pick ups, all of which haven’t been qualified, that 10th one may be a good look, but the rep’s mentality is already “this sucks”. You’ll even lose the good leads because of your lead quality. Operational Inefficiency: When your marketing and sales teams aren't aligned on the ideal customer, it creates friction and wasted effort. Leads fall through the cracks, and the customer experience suffers. Sales thinks marketing sucks, marketing thinks sales sucks, when in reality, the strategy sucks. Let's break down the economics of lead quality and show you why a "cheap" lead can actually be the most expensive one. Scenario 1: The "Bargain" Lead Cost per lead: $30 Conversion rate: 2% Average deal value: $1000 True cost per acquisition: $30 / 0.02 = $1500 Scenario 2: The "Premium" Lead Cost per lead: $300 Conversion rate: 20% Average deal value: $1000 True cost per acquisition: $300 / 0.20 =$1500 But you already knew this! Then why the heck do you allow the bargain lead ripple effect to occur in YOUR business too? Wasted Sales Time: Your team chases 50 low-quality leads to close one deal. That's time they could have spent nurturing high-potential prospects. You think you need more sales people, nope, you need better quality leads. Frustration & Burnout: Constant rejection and low success rates lead to demotivation and turnover. Replacing and training new hires is expensive. Missed Opportunities: While your team is busy with dead-end leads, your competitors are closing deals with your ideal customers. SPEED TO LEAD MATTERS! TLDR: Don't be fooled by the initial price tag of a lead. Focus on quality, not quantity, and watch your business thrive.

𝐖𝐡𝐚𝐭 𝐢𝐬 𝐚 𝐒𝐚𝐥𝐞𝐬 𝐅𝐮𝐧𝐧𝐞𝐥? Part:3 𝟑. 𝐁𝐨𝐭𝐭𝐨𝐦 𝐨𝐟 𝐭𝐡𝐞 𝐒𝐚𝐥𝐞𝐬 𝐅𝐮𝐧𝐧𝐞𝐥: 𝐌𝐚𝐤𝐢𝐧𝐠 𝐚 𝐏𝐮𝐫𝐜𝐡𝐚𝐬𝐞 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧 Finally, the bottom of your funnel is when your leads have clearly defined their problem, are educated regarding the best solution for them and are ready to choose the provider that will resolve their pain points. That is why, at this stage, their questions and concerns become vendor-driven. So their searches online and their questions to you might look like this: 1.Which vendor is offering a better solution? 2.Comparison between vendor A and vendor B 3.Who has done a similar project/solution in the past? 4.Who has better reviews? And the list goes on. This is when your Qualified Leads go through the phases of Proposal and Negotiation, after which you either win or lose the deal. Given that, having a funnel is not enough. You need to make sure that your sales funnel isn’t leaky and you’re efficiently moving leads through the stages. 𝐁𝐞(𝐚)𝐰𝐚𝐫𝐞 𝐨𝐟 𝐓𝐡𝐞 𝐋𝐞𝐚𝐤𝐲 𝐅𝐮𝐧𝐧𝐞𝐥 If your opportunities don’t move down the sales funnel, the sale won’t happen and the opportunity should be removed. These opportunities falling out of the funnel are “leaking” so it’s known as a “leaky” funnel. A leaky funnel isn’t necessarily bad; as a salesperson, you want to focus on opportunities that can yield results. It’s the nature of sales to have to take opportunities out of your funnel. Opportunities YOU choose to remove from the funnel are typical because they are not ready to buy YET or they are not qualified and are unlikely to buy EVER. As these opportunities are qualified out they should be removed from your funnel to allow you to focus on those that are actually likely to close. It doesn’t mean you won’t ever sell to that prospect, you just want to concentrate your efforts on prospects ready to buy now. This is also why you need Intent Data to help you identify and prioritize the 15% of prospective customers that are actively engaged in a buying decision today. A conversion funnel is a continuous process of getting, keeping, and growing your ideal customer base. It is lead nurturing, behavioral targeting, leveraging intent data, retention, and referrals, all rolled into one sales and marketing strategy. Using sales intelligence that can help you to reach and nurture your prospects more efficiently can take your efforts to the next level. 𝐇𝐨𝐰 𝐭𝐨 𝐌𝐚𝐬𝐭𝐞𝐫 𝐄𝐚𝐜𝐡 𝐒𝐭𝐚𝐠𝐞 𝐔𝐬𝐢𝐧𝐠 𝐒𝐚𝐥𝐞𝐬𝐈𝐧𝐭𝐞𝐥 A B2B sales funnel is a tried and tested business model that has been used by countless organizations to achieve success. And yes, every business should use a sales funnel model to optimize their lead flow and maximize revenue.

Improving sales conversion rates is all about refining each step in the sales process to guide more leads into becoming paying customers. Here are some key insights to help drive better conversions: 1. Optimize Lead Qualification Understand your Ideal Customer Profile (ICP): Clearly define and refine your ICP to attract leads more likely to convert. This ensures your resources are focused on high-potential opportunities. 2. Personalize Engagement Leverage CRM data: Tailor your outreach based on customer data—like past interactions, browsing history, and preferences—to create a personalized buying experience. Dynamic messaging: Use segmentation to adapt messaging, ensuring that communication is specific to each customer’s needs and stage in the buying journey. 3. Improve Sales Funnel Efficiency Reduce friction points: Analyze the steps in your sales funnel and identify areas where leads drop off. Simplify these processes and eliminate unnecessary steps that slow down the buyer’s journey. Automate where possible: Use automation to streamline follow-ups, nurture sequences, and responses to common queries, allowing sales reps to focus on closing. 4. Enhance Product/Service Demonstrations Focus on value and benefits, not features: Show how your solution specifically solves the prospect’s pain points. Use case studies, testimonials, and ROI-focused language to make the benefits clear. Use social proof: Customer testimonials, reviews, and case studies help build credibility and reduce doubts. Prospects are more likely to convert when they see proven results from similar businesses or individuals. 5. Strengthen Sales Follow-Up Implement a structured follow-up cadence: Data shows that multiple follow-ups increase conversion rates. Build a follow-up sequence that’s persistent yet respectful, using a mix of channels (email, calls, LinkedIn). Monitor engagement and adjust timing: Track which follow-up timing yields the best responses, then optimize around those insights. 6. Leverage Data and Analytics A/B testing: Test different email subject lines, call scripts, landing pages, and other touchpoints to identify what resonates most. Real-time feedback: Use analytics to get insights into customer behavior, such as time spent on your website, engagement with emails, or content views. This data can signal buying intent and inform your next steps. 7. Train and Empower Your Sales Team Product and objection-handling training: A well-trained team that deeply understands your product and can handle objections effectively will always convert better. Regular role-playing and feedback: Practice common scenarios, and use constructive feedback to improve conversational flow and confidence in the sales pitch. 8. Create a Sense of Urgency Use limited-time offers or promotions: Create incentives for customers to act sooner, such as discounts, limited-time offers, or bonuses for early adoption.

This is exactly what has been missing in sales development. With the challenges organizations are now facing to strategically outbound target companies, sales leaders are blind to the invisible funnel. Decoding B2B outreach is the path forward. #salesdevelopment #outbound