Joseph Nelmes

SDRs – quit context switching. It's killing your productivity. Top SDRs don't: → Bounce between meetings & prospecting → Call multiple personas back-to-back → Switch between different tools → Drop everything for a Slack → Juggle conflicting tasks They: → Stick to a repeatable calendar schedule → Mute slack notifications during activity → Accept internal meetings strategically → Focus on executing 1 task at a time → Batch their prospecting by title Control your time, control your results.

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I made 2500 cold calls to Aussie SMB owners, so you don't have to. Book meetings and start conversations with my three value 🪝 framework, script, and process ⬇ 🤠 If you want the templates, give me a shout below, and I'll send them to you! 👉🏻 This script and flow delivered the first 20 B2B customers for a new SaaS company using this process and leaning into... ◾ Understanding deeply the irresistible pains to solve for the prospect ◾ Building authority with industry language ◾ Opening yourself up to objections ◾ The simple SPIN call framework ◾ Using a 1,2,3 call pattern What's often overlooked or misunderstood for first-time callers is that the goal of the call is to have a conversation, start a relationship and qualify a prospect. You are trying to work out if you can work with the person on the other end of the call or if they are not the right fit, right now or ever. In the startup world the disqualifying is about... ◾ Identifying your ICP's as fast possible ◾Investing in the best fit prospect for your product right now ◾ Keeping the non ICP's who you know you can't deliver value to warm ◾ Playing the longer game by fostering these early relationships and bringing people on the journey. If you are going to make claims you best be ready to explain at a business and functional level. This process worked because it... ◾ Brought forward objections with folks intrigued/challenged the 3 value 🪝's ◾ Focused on getting past the intro section to hold them on the call ◾ Lined up the hurdle ready for you to jump over ◾ Makes sure you can talk at a 'business level' ◾ Makes sure you can talk at a 'product level' And you know the difference between these 👆 Remember that the objection is merely a hurdle in the shape of a question or statement to be understood, empathised with, stripped back, and moved forward with in a direction. I wanted to share this from a highlight period of my dialling career where I was hitting a 5% conversion rate from call to booked and knew exactly how to run my week to hit quota! Do cold calls fit your market? If this is helpful, please let me know, and I hope it saves you 2500 calls to work out how to build your script and process! --- I am Sean the Founder of Sell Anything We have worked with 300+ Founders alongside some of the best Incubators, Accelerators, VCs and Scale-Ups in Australia. We help SaaS/Tech businesses build $0 to $5m ARR and beyond.. and we bloody love it! Reach out if you need help in sales and revenue growth you'll be working with people who have grown companies from $0 to 8 figures in revenue 🤝 #sales #coldcall

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Information you are unlikely to have missed: 1) Eddie Howe not interviewed? National uproar 2) A cold call where the person you called doesn't shout at you? 2024 Sales 'influencers' would question whether the Earth was round 3) An Australian batter walking after snicking off? Utter disbelief 4) People expressing irrational political beliefs on LinkedIn? There'd be nothing left on my feed 5) A successful individual that starts their day past 6am? Apparently as rare as the Dodo bird 6) Anything positive on the news? Bruised jaw as it hits the floor 7) Wearing a collared shirt at work? Screams of 'get with the times Grandad' 8) Somebody posting a selfie on this platform to show individuality? Murmurs of 'not in my day' Information you may have missed: 1) Failing to comply with Germany's B2B E-Invoicing Mandate from January 2025? The boardroom in chaos More information provided here: https://lnkd.in/eCE7udiZ Trading #b2b in #germany? Looking for a #partner to simplify #compliance? Contact [email protected] for assistance P.s the English do it too: https://lnkd.in/e8xQSJKD

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Worryingly, selling for many sales teams is tougher this year than it was last year. Five must ask questions to coach your sales team on asking their prospects this quarter, when every deal will be getting scrutinised: 1. When you take this to your CFO, what will you tell them is the key reason this is a product you need to invest in? Listen to your prospect's own rationale and 'pitch' for when they take this to the CFO. How compelling does it sound? If it doesn't clearly transmit that its going to reduce costs, create more revenue, or reduce risk - then its a sales pitch you are going to have to re-shape for them. 2. What key business metric can you see changing as a result of using our product? Uncover whether your prospect is thinking of you as a 'surface level pain' solution (e.g. 'make things a bit less manual') or whether they are thinking of you as a solution to a big massive business problem. People WON'T buy surface level pain solutions in this climate. 3. If your boss reacts negatively to this, would that be the end of the conversation? Understand truly how much influence/power your prospect's boss has AND whether your champion will fight for the deal if it gets initial pushback. How much is your champion REALLY a champion? 4. I'm pretty sure every new investment will likely be getting scrutinised right now. What is it about this one that you think will get buy in from the business? Call out the elephant in the room. We're in a tough selling climate. You don't need to pretend that it isn't. Ask your prospect to confirm why the business will care about solving the problem you solve 5. Whats happening in the company that would make this a high priority for you? Prospects have lots of problems. But the problems that are going to get solved are the ones that have ripple effects through the company. That are being felt on multiple levels. If you aren't on that top three priority list, its a deal you should likely not be spending time on. Incorporate these questions into your team's sales conversations, and if nothing else - you'll get more clarity on your forecast.

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🚨 Alarming Rise in Customer Abuse of Retail & Service Workers Disturbing new research shows a significant increase in customer abuse towards retail and service workers in Australia. A survey reveals that over a third of respondents (32%) have witnessed or experienced customer hostility in the past 6 months! This translates to millions of Australians facing this unacceptable behavior. While financial stress is a clear trigger, it doesn't excuse taking it out on these hardworking individuals. 💡 Technology can be part of the solution and here's how: Safety Technology for Staff: Investing in discreet, immediate alert systems can empower workers and deter violence, ensuring their safety in potentially threatening situations. Technology can't solve everything, but by creating a more positive customer experience and supporting staff with the right tools, we can create a safer and more respectful environment for everyone. #retail #customerservice #workplacebullying #technology #AI #Duress #mentalhealth #noonedeservesaserve What are your thoughts on this issue? How can we better support retail and service workers?

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Preparing for the Storm 🌧 With Australia teetering on the edge of a potential recession, businesses are starting to feel the pinch. 📉 Household consumption has seen its sharpest decline in over 60 years, and it's estimated that wasted or unnecessary IT costs could drain up to 30% of a business’s bottom line. Now is the time to ensure your business is lean, efficient, and prepared for whatever comes next. 💼 Ready to recession-proof your business? Let's start by examining those often-overlooked printing costs. #BusinessResilience #CostEfficiency #CanonSolutions #PrintingCosts #RecessionProofing #AustralianEconomy

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So, we have an engaged prospect - They’re in the ICP - They have buying intent - It’s the right timing for them - But they’re the wrong Buyer Persona! What do we do here? 𝗗𝗼𝗻'𝘁 𝗚𝗼 𝗔𝗿𝗼𝘂𝗻𝗱 𝗧𝗵𝗲𝗺 (𝗬𝗲𝘁) In my experience this is a fantastic way to piss of your prospect (AND their boss) while coming across as salesly and losing all credibility. 𝗗𝗼𝗻’𝘁 𝗦𝗲𝗹𝗹 𝗧𝗵𝗲 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 if we try to sell to the wrong persona, more often than not we lose the deal, and any time we’ve invested, if we don’t get to power. This is a fantastic way to work really hard and miss quota. 𝗦𝗲𝗹𝗹 𝗮 𝗣𝗮𝗿𝘁𝗻𝗲𝗿𝘀𝗵𝗶𝗽 𝗜𝗻𝘀𝘁𝗲𝗮𝗱 Instead of selling the product, we sell them on partnering with us to run an evaluation together. Let me walk through how I’ve done this. 𝗛𝗮𝘃𝗲 𝗧𝗵𝗲𝗺 𝗦𝗲𝗹𝗹 𝗧𝗵𝗲𝗶𝗿 𝗪𝗵𝘆 Find out why this is important to them and the impact on them personally of getting this right, of getting it wrong, and of it not happening at all. We need a good reason to ask them to stick their neck out to introduce us to their leadership team. 𝗛𝗮𝘃𝗲 𝗧𝗵𝗲𝗶𝗿 𝗕𝗮𝗰𝗸 There’s often risk for our champion. If this goes south, they may be blamed for it, or even fired. I’ve seen it many times and I can share specific stories of how this goes down and how it could all be avoided by engaging leadership in the right way. 𝗦𝘁𝗮𝘆 𝗜𝗻 𝗧𝗵𝗲 𝗣𝗼𝗰𝗸𝗲𝘁 It’s critical not to skip key steps. To earn trust, we have to add value. They want to see an introductory demo, understand pricing, etc etc. These things are fair. But we can’t go too far without looping in the right people and we need to stay in the pocket until we can. 𝗠𝗮𝗸𝗲 𝗮 𝗣𝗹𝗮𝗻 𝗧𝗼𝗴𝗲𝘁𝗵𝗲𝗿 Once we’ve earned their trust, we can and should ask to build a plan together. This involves bringing the right people, from both sides, in for the right steps. If we build this plan together we stand a better chance they’ll follow through with it. 𝗪𝗮𝗹𝗸 𝗔𝘄𝗮𝘆, 𝗡𝘂𝗿𝘁𝘂𝗿𝗲 𝗮𝗻𝗱 𝗠𝘂𝗹𝘁𝗶-𝗧𝗵𝗿𝗲𝗮𝗱 If we cannot get them on board with this we need to walk away and nurture them until that’s changed. We can share relevant marketing content, events, etc with them to do this. We can also start to share that with others on the team. I’m a big fan of role specific marketing content for this reason. It’s a lot easier to invite a CEO to a CEO dinner than it is to just go around our champion with a cold email pitching a sales meeting. RevOps can really shine here by helping to map this process out and align sales and marketing to do this. What would you add here? 🤔 More on nurturing tomorrow in 📰 𝗧𝗵𝗲 𝗥𝗲𝘃𝗢𝗽𝘀 𝗪𝗲𝗲𝗸𝗹𝘆 📰 Sign up here to get it: https://bit.ly/3xgqF55 ✌️

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Every company wants to improve customer relationships, and AI has great potential for this. You might be ready to embrace AI CRM, but is your data? Discover how global leaders, including those in Australia & New Zealand, are evaluating their strategies. Download report:

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You don't just have to take our word for it ... hear why Somerville, a trusted Australian MSP, relies on Scality to give its customers top-notch data storage and protection. With Scality, Somerville has achieved: 🎯 Strong revenue growth in its data protection business 🎯 ~30% TCO savings 🎯 Faster customer onboarding with seamless scalability 🎯 Peace of mind that customer data is immutable and ransomware-proof CEO Craig Somerville shares more in this short video. #datastorage #backup #datasecurity

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In case you missed it - check out how we helped modernise Ansvar Insurance Australia with multiple Microsoft-based technologies and provided a cyber security uplift! Learn more about how we help ensure Ansvar are able to manage its growing workforce, maintain uninterrupted critical information flow, enhance service quality and simplify administrative tasks below. ⬇️ https://okt.to/d1fsGt

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Digital Armour, Managed IT Service Provider in partnership with Telstra will be hosting an Executive Roundtable Luncheon next month.   In this interactive session, attendees will gain insights on the following: ·       Hear firsthand how mid-market businesses are leveraging AI to achieve real results. ·       Get practical advice on identifying AI opportunities and implementing successful AI strategies. ·       Network with other mid-market business leaders and share your experiences. Drop me a line if you would like to secure one of the 5 remaining places for this executive-only event. #digitalarmour #executiveroundtable #innovation #aijourney #aiadvantage #ai

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Yesterday afternoon we had the inaugural Airlock Digital Brisbane Customer Summit, and what an event! A few of my favourite take aways; besides of course, being able to catch up with my customers... > In one customer, Airlock + Crowdstrike replaced over 7 applications in some endpoints. This replacement also used less than 5x the CPU of end devices, making them operate significantly better = better business outcomes > E8 and compliance is why most organisations do application allowlisting, however additional benefits include easier restores as applications on each device are known, less noise in other tooling, cost savings from less double ups of tools/subscriptions, a good security 'baseline' that can instantly protect and be built on further plus (and possibly my favourite) the ability to sleep easier knowing that if a known vulnerability/file type is identified in the wild, you can instantly block the file via our block list and know that if someone tries to use it against you, it won't work on your environment. > Applocker is often considered by organisations due to the 'included' nature within E5 licencing- however if it takes up to 1.5 FTEs to manage, the overhead costs are significant, alternatively, 10-15 minutes per day for 1 team member is common in customers with up to 2000 endpoints in Airlock land (under 30 minutes was definitely the consensus in the room) > Deployment- so many people assume Application Whitelisting is hard and takes time! One common theme was that you can act a lot faster than you think! We had customers whose deployments were as quick as starting implementation to full enforcement in 6 weeks. Those who took up to 6 months believe they could have done it faster if they had more belief in themselves and the process << what a cool sentiment! > end users- push back isn't as bad as you expect from end users. Most end users completely understand the process and accept it as a security control- Airlock does make it easy and in audit mode when you first deploy, majority of people don't even realise the agent is on their computer Big thanks to our amazing team for putting this together, travelling in for it and of course, our amazing customers who were able to attend! Renee Rooney Glenn Mahney Daniel Schell Josh Schwarz Lauren Murch Niko Bielovich

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Are you Struggling with managing appointments and dealing with no-show clients? Can be a real headache for business owners. 🗓️ It disrupts schedules, wastes time, and impacts revenue. That's where Thryv Australia & New Zealand steps in. 👣 Thryv offers robust appointment scheduling features that streamline the entire process. From automated reminders to online booking and calendar syncing, it ensures clients remember their appointments and reduces no-show rates. With Thryv managing appointments becomes efficient and stress-free, letting you focus on what you do best – serving your clients. #thryvlife #businesssowners #SMB #businessgoals

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Loving seeing Crayon making waves at IT Nation. Speak with one of their team about the flexible options with usecure around combining, training, simulations, dark web AND document management, all in one automated platform. What more could a business need?? #perfectpartners #securityawarenesstraining

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Most SDRs want to be AE's as quickly as possible. Nothing wrong with being ambitious. The problem is there are very few roles about and for those roles that do exist there's often good AEs with experience looking too. Rather than seeing this as a hard luck story see it as an opportunity. According to The Bridge Group for SDRs with less than 11 months of experience, the failure rate is a massive 55%! Instead of trying to get promoted ASAP. Focus on becoming a master of your craft. I personally was an SDR for over 2 years and made me a way better AE when I finally made the leap. I watched many who were promoted way before me struggle. In sales, sometimes you have to slow down to speed up.

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Do you want to host a Webinar or Live Event but not sure where to begin? Kiwis have valuable insights to share, but distance and costs make in-person events challenging. Explore the benefits of Zoom Webinars, Microsoft Webinar, Town Hall Meetings, Breakout Rooms, and Event facilitation with Connect NZ. Discover the advantages of having separate back and front stages for Zoom events. Interested in learning more? Drop me a message.

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A beautiful day and a tasty lunch at Aurora Adelaide accompanied by the wonderful CyberCX SA team! Topics discussed around how enterprises are dealing with Data Security. 1. How everyone classifies differently. 2. Have you deployed Copilot and what safety guardrails are in place? 3. The fine line between risk controls and work disruption. 4. How reforms like PCI, SOCI, AESCEF and APRA affect our decisions around data 5. The unique challenge of securing data that is public to all and intended to be used. 6. Sensitive data is different for every business and even every business unit. Geoff Morrison Sarah Taylor Daniel Battifuoco Greg Starkey Benjamin Scoble Rob Russo #data #datasecurity

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Top Tips as a AE or BDM that get easily over looked: ✅ Have a structured and strong follow up cadence in case you get ghosted. Let’s face it if you haven’t been ghosted in sales you haven’t been doing it long enough. ✅ Set calls with X business until you get the signatory and 💵 land in the bank. (oldie but goldie no frills until the money is in the till). At no point should you not know what’s going on with the deal and always set the next steps live. ☑️ Fight to win every customer, no matter how big or small they are you never know how fast they’re grow or how things will play out regarding referrals etc. ☑️ Know your competition inside out, something I’ve experienced and something I see all too often is someone working in sales who can’t articulate their value proposition against their competition. Spend a lot of time studying doing market analysis and perfecting your talk tracks. Anything else I’ve missed? #sales #opentowork #everdayisaschoolday

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