Roel De Wever

Many sales teams struggle with it... low closing rates. Studies have shown why this is often the case: you should NEVER sell the product... but the VALUE!!! The positive side effect of this little change? Your deal cycle shortens and your closing rates will increase. Successful sales leaders rely on "Value Selling". They use the so-called Value Framework for this and thus help their team sell more efficiently... by getting everyone in the sales team on the same page. Today we'll show you how to create and apply this Value Framework for your team. #valueselling #valueframework #sales https://hubs.li/Q02tTGSc0

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Finding a website platform can be, let’s just say, daunting. How do you know what to look for? How do you find one that’s perfect for your business's needs? The questions are never ending... Which is why Optimizely’s Michiel Dorjee ran through his personal checklist for choosing the perfect platform in the video below 👇 And if you’re ready to build a bada$$ website of your own, check out our guide for the essential components you need to get started: https://ow.ly/Q28N30sFnRw

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Finding a website platform can be, let’s just say, daunting. How do you know what to look for? How do you find one that’s perfect for your business's needs? The questions are never ending... Which is why Optimizely’s Michiel Dorjee ran through his personal checklist for choosing the perfect platform in the video below 👇 And if you’re ready to build a bada$$ website of your own, check out our guide for the essential components you need to get started: https://ow.ly/14qW30sFqKv

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𝗨𝘀𝗲𝗰𝗮𝘀𝗲 𝟰 : 𝗔𝗜 𝗦𝗮𝗹𝗲𝘀 𝗔𝗴𝗲𝗻𝘁𝘀: 𝗥𝗲𝘃𝗼𝗹𝘂𝘁𝗶𝗼𝗻𝗶𝘇𝗲 𝗬𝗼𝘂𝗿 𝗢𝘂𝘁𝗿𝗲𝗮𝗰𝗵 𝘄𝗶𝘁𝗵 𝗔𝘂𝘁𝗼𝗺𝗮𝘁𝗶𝗼𝗻 Just think about having a tireless sales assistant that reaches out to leads, engages them with personalised messages, and follows up—all without lifting a finger. AI sales agents make this vision a reality by automating outreach, nurturing prospects, and keeping your pipeline warm. 𝗛𝗲𝗿𝗲’𝘀 𝘄𝗵𝗮𝘁 𝗔𝗜 𝘀𝗮𝗹𝗲𝘀 𝗮𝗴𝗲𝗻𝘁𝘀 𝗯𝗿𝗶𝗻𝗴 𝘁𝗼 𝘁𝗵𝗲 𝘁𝗮𝗯𝗹𝗲: 1️⃣ 𝗜𝗻𝘀𝘁𝗮𝗻𝘁 𝗘𝗻𝗴𝗮𝗴𝗲𝗺𝗲𝗻𝘁: Your AI agent contacts leads within moments of interest, ensuring you’re always one step ahead. No lead falls through the cracks! 2️⃣ 𝗛𝘆𝗽𝗲𝗿-𝗣𝗲𝗿𝘀𝗼𝗻𝗮𝗹𝗶𝘇𝗲𝗱 𝗠𝗲𝘀𝘀𝗮𝗴𝗲𝘀: Using data-driven insights, AI tailors each message to resonate with individual prospects, making every communication feel unique and meaningful. 3️⃣ 𝗔𝘂𝘁𝗼𝗺𝗮𝘁𝗲𝗱 𝗙𝗼𝗹𝗹𝗼𝘄-𝗨𝗽𝘀: Consistent follow-ups keep leads engaged, taking the pressure off your team and ensuring prospects don’t lose interest. 𝗪𝗵𝘆 𝗜𝘁 𝗠𝗮𝘁𝘁𝗲𝗿𝘀 Your sales team can now focus on what they do best: 𝗯𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀 𝗮𝗻𝗱 𝗰𝗹𝗼𝘀𝗶𝗻𝗴 𝗱𝗲𝗮𝗹𝘀. Let AI handle the repetitive tasks, while your team tackles high-value interactions. This isn’t the future; it’s today’s solution for businesses ready to scale faster and smarter. Is your team ready to tap into AI-powered efficiency? LeadsChilly’s AI sales agents are here to supercharge your outreach strategy and take your sales to the next level. #SalesAutomation #AISalesAgents #Productivity #LeadsChilly #B2BSales #SalesEfficiency

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in SaaS and High-Ticket Sales ? 🍵 Let's talk about how AI can be your secret weapon in the competitive worlds of SaaS and high-ticket sales. As a SaaS Account Executive or high-ticket sales consultant, you've likely noticed that converting leads is getting tougher. It's not just about demo numbers or quotas anymore – it's about building relationships and trust in a crowded market. Here's where AI can make a big difference: AI can help you nurture leads and build your personal brand >> I'm running hands-on Ai-assisted workshops to help you and your sales team implement these strategies right away. DM me for 1x Complimentary Lead Conversion and Sales Audit to bring home 1-3 strategies you can implement right away. 💡 The key to connecting with prospects online is sharing your insider knowledge: You spend your days talking to customers, prospects, and product teams. Use that industry expertise to your advantage. Share content that answers the big questions: How does your solution solve specific pain points? What's the ROI? How does implementation work? Don't just focus on features. Tell stories about how you've helped clients transform their operations or achieve significant results. Case studies and testimonials build trust and demonstrate real-world value. Content creation might seem daunting when you're chasing quotas, but it doesn't have to be complicated. Start small: 𝗦𝗵𝗮𝗿𝗲 𝗶𝗻𝗱𝘂𝘀𝘁𝗿𝘆 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗿𝗲𝗴𝘂𝗹𝗮𝗿𝗹𝘆: Keep your audience informed about trends in SaaS or your high-ticket industry. 𝗦𝗵𝗮𝗿𝗲 𝘀𝘂𝗰𝗰𝗲𝘀𝘀 𝘀𝘁𝗼𝗿𝗶𝗲𝘀: Use case studies to showcase real-world impact. 𝗔𝗱𝗱𝗿𝗲𝘀𝘀 𝗰𝗼𝗺𝗺𝗼𝗻 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀: Turn frequent concerns into content that demonstrates your problem-solving skills. 𝗕𝗲 𝗰𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝘁: Use AI tools to maintain a regular content schedule without sacrificing quality. Remember, building your personal brand is a journey. AI can help you manage this efficiently, keeping you ahead in the competitive SaaS and high-ticket sales landscape. Why should clients choose you? Because you provide value beyond the sale, demonstrating expertise through meaningful, educational content. Show that you're a partner in their success, not just someone looking to close a deal. #SaaSSales #HighTicketSales #conversioncontent #ConsultativeSelling #LeadConversionSystem

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🚀 Sales Confidence 2.0: Get SDRs Who Hit the Ground Running! 🚀 Tired of spending weeks onboarding new SDRs, only to realise they aren’t a fit for your fast-paced team? I know the challenges of hiring SDRs—getting the right person who’s not just great on paper but ready to sell from day one can be tough. Let’s face it, traditional CVs don’t tell you if someone has the grit to go out there to the market and have conversations. We provide pre-trained and pre-screened SDR candidates, ensuring your next hire can deliver results immediately, without the lengthy training process. Our Sales Confidence 2.0 ranking system highlights the most proactive, self-taught talent, so you can skip the guesswork and bring on SDRs who are proven to thrive in sales. 🌟 Meet Our Top Talent of today🌟 Jalil- an experienced B2C sales professional with entrepreneurial passion, showcased resilience and bravery in handling tough objections during his role play. Enrike -A charismatic listener who builds trust with strong questions, creating powerful, results-driven conversations. Zuhair- An adaptable professional with retail experience, skilled at handling tough conversations and solving problems creatively. Ali - An aspiring sales professional who thrives on the thrill of winning deals, bringing energy and enthusiasm to every prospecting challenge. Jiya - A versatile professional with a strong background in events, her energy and bubbly character from the role play can allow her to use humour to establish trust. Avishai- A future leader with a background in music, is a well-spoken and articulate professional who excels at getting to the point and handling objections with ease. If you are hiring reach out, remember 50% reduction fee.

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Harsh outbound truth: Automated messages based on a single post engagement won’t get you far. I received 6 similar messages this week. Automated outbound is great but here is a better way to do it: - Ensure your message is relevant. - Create a lead scoring system to ensure ICP-fit - Layer multiple sales triggers to assess real intent. - Test things manually before automating something STOP sending automated messages just because someone liked a post. START being relevant by combining multiple signals before reaching out.

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You pay your Account Executives, Account Managers, SDRs, Customer Success, Marketing, and RevOps colleagues top dollar to optimise and maximise how they go to market. But they spend 72% of their time (on average), on tasks that are exactly the OPPOSITE of going to market. Sound familiar? Sales Intelligence used to be: 1) A vendor for contact data 2) A vendor for company data 3) A vendor for intent data 4) A vendor for spotting churn/renewal risk 5) A vendor for website tracking 6) A vendor for conversation intelligence Impact: 1) 72% of their time wasted in chasing after 90% of your TAM, that aren't currently even in market. 2) Finding out after notice has been given that your best customers have been shopping elsewhere. 3) 7 different vendors who don't talk to each other, operating in independent silos of inactionable data. Digital phonebooks & manually data mining across multiple vendors means that GTM specialists spend more time researching...not selling. It doesn't have to be that way... Imagine a world where: 1) Every seller can see what they need to personalise their outreach 2) Every seller can truly personalise at scale 3) Every seller can rely on AI to give them the pointers they need to be relevant AND personable 4) Every Account Manager can spot months & weeks in advance that their best customers are looking at other providers 5) Every RevOps person can standardise their data and insights into a consolidated view We're not in the 2021 economic boom, it has never been harder to convert conversations to dollars, especially in a time efficient way. You might be asking, is an alternative possible? Yes - #ZoomInfoCopilot. Launched to the world today after months of value creation & validation with our customers. The future is now, ready?

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Some great advice here for those in the Biz Dev world! Let's go!!!

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Tired of sales agreements taking forever and feeling like a gamble? You're not alone. Imagine this: Finalize a complex sales agreement in MINUTES, not DAYS. PROS makes it happen with: ✅ AI-powered pricing: Get the perfect price, every time. No more guesswork, no more over-discounting. ✅ Self-service quoting: Sales reps can build offers FAST, without waiting on approvals. Say goodbye to bottlenecks! ✅ Easy agreement management: Track everything in one place, no more hunting for lost documents. ✅ Real-time insights: See how your agreements are performing, maximize profitability, and stay compliant. Stop letting sales agreements slow you down. Get a grip on your pricing and close deals faster with PROS! Ready to learn more? http://ms.spr.ly/6042YoJoq

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The most exciting part of your outbound... the beloved research step... What do you need to find to connect with your prospects? It depends on your ICP and niche. I like to start with LinkedIn profiles. Your job is to find 1-2 topics to connect with them on. Like: ⤵ - What school did they go to? - Do they have mutual connections? - Their About Me - Achievements - Recommendations - Tenure - Posts From there, finding relevant news about their company is vital. Look at items like: ⤵ - Intent Data (use tools like 6sense, ZoomInfo, Common Room, RollWorks, a division of NextRoll, and Demandbase) - 10K Report (tip, use Control F on your computer to find keywords, or copy/paste into chat GPT with the relevant prompt) - Technologies - Hiring data - Corporate News (I use Google news, and scoops from Google Gemini) - Data relevant to your industry/niche (on how you impact them) Use this data for Account / Personal research so you can now... 1. Start a convo 2. Build trust 3. Develop a relevant relationship 4. And book that meeting baby! Now I have you here, what are some specific details you look for while prospecting?

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Stop letting junior SDRs reach out to your C-Suites. Buyers don’t want to talk to salespeople anymore. They want trusted advisors. Domain experts.  Yet, for some reason, 99% of sales teams completely ignore this fact and let their junior SDRs reach out to C-suites — then they sit back and wonder why their outbound doesn’t work. The WHO factor is more important today than ever before. Here’s what it means moving forward: 1. Trusted Advisors vs. SDRs: Would you take medical advice from a first-year med student? Probably not. In the same vein, expecting a junior SDR to convince a C-suite executive is a flawed strategy. Buyers today want insights from those seeped in the industry, not those reading off a script. 2. The New-Age SDR: These SDRs have authority in their field and are the ultimate subject matter experts. They possess a highly relevant audience of ICP and excel in content creation and audience engagement. They understand the nuances and pains of the prospects and create value-driven conversations, not just touchpoints. 3. Team-Selling is a Necessity: If a CFO checked your website, why in the world would you let your SDR reach out? Facilitate outbound requests to your CFO and ask them to personally connect with the prospect from their profile. It’s about leveraging the right person at the right time to build trust and relevance. 4. Signal-Based Selling: Your outreach should be driven by real-time data and intent signals. Spot the triggers: website visits, content downloads, recent funding, etc. Engage with the right person, when the timing is perfect, with the right message from the right person. This isn’t about volume; it’s about precision. TAKEAWAY: In this new era, it's not about how many emails you send, but WHO is sending them and WHY. In 2024, the most successful companies will have GTM teams that look more like consulting firms than old-school sales orgs. The next-gen of successful sales orgs will be the ones that evolve beyond the old playbooks and focus on trust, relevance, and the power of human connection. The future isn’t just lean. It’s personal.

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𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 𝘁𝗶𝗽: 🚨 Stop asking people to have a call with you on the very first engagement 🚨 Remove your calendar link from the bottom of cold outreach emails I can pretty much guarantee no one gets calls booked from this link at the bottom of the first cold email right? (happy to be proven wrong) "Got time for a 15-minute chat to see how we can help?" Use something softer Less committal and ALWAYS educate first "Let me know if that resonates at all" "Open to exploring?" "Against learning more?" Give me some examples of your very first outreach email ↓ #sales #outreach #ae

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LinkDeal - Angels - Fundraising and Traction LinkDeal helps sales reps close more deals, faster, on autopilot. We are raising £250k to build LinkDeal and will be closing this pre-seed round on the 31st of July. Highlights in May : - A Grant submitted for £500k - Anup Khera joined as advisor - Samuel Lathey joined as advisor - Received SEIS advanced assurance - Accepted first investor commitments - MVP is live and ready Learnings in May : - Not all investors are the same - If investors turn us down they want to be users - Lots of investors want to see revenue - Many Linkedin “Angels” / Not active in 2024 - Many investors give great feedback - Warm Intros very helpful What’s coming in June : - Exclusive LinkDeal Launch Party - MVP ready to use and purchase - Ramping marketing campaigns - Investor Demo Days - Interviewing potential team hires - More investor conversations If you are interested in learning about this investment opportunity DM me for pitch deck If you want to learn more about LinkDeal check out the website link the comments If you can help with an intros please let me know

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I booked 3 meetings last week as an AE and I did it by prospecting < 1 hour per day. 1 came from a gift I sent. 🎁 1 came from my network. 👥 1 came from a video. 🎥 One of the biggest changes I noticed between the SDR and AE roles is prospecting time. As an AE, you can’t afford to be prospecting all day, every day—you need to be moving deals through the pipeline, holding meetings, and ultimately closing deals. TLDR: You need to be really deliberate about how you spend your time. If you’re trying to save time as an AE, but still need to book meetings, try sending videos—Sendspark makes it really easy to get started. As prospect’s inboxes become noisier and noisier, it’s important to tap into channels that aren’t oversaturated. Video is one of those channels. Give it a go, let me know how it goes! What’s been working prospecting-wise for you? #sales #ae #brand30

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In the SaaS industry, where sales cycles can stretch out for months, it’s easy to think that closing a deal is a matter of luck. But the truth is that behind every success, there’s a well-defined strategy and close collaboration between the sales team.⁣ ⁣ 𝗛𝗲𝗿𝗲’𝘀 𝗮 𝗿𝗲𝗮𝗹-𝘄𝗼𝗿𝗹𝗱 𝗲𝘅𝗮𝗺𝗽𝗹𝗲:⁣ ⁣ The SDR starts the process with laser-focused precision, identifying and qualifying high-quality prospects. But it’s not just about cold calling; it’s about deeply understanding the customer’s pain points and conveying that information to the AE.⁣ ⁣ When the AE takes over, they already have a detailed map of the customer’s needs. They don’t waste time deciphering context—they focus on crafting the perfect solution.⁣ ⁣ This strategic approach ensures a seamless transition, making the customer feel understood and significantly boosting the chances of closing the deal.⁣ ⁣ Why does it work?⁣ ⁣ 𝗣𝗿𝗲𝗽𝗮𝗿𝗮𝘁𝗶𝗼𝗻: The SDR doesn’t just gather data—they generate valuable insights that make the AE’s job easier.⁣ 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝘁𝗵𝗲 𝗣𝗿𝗼𝗯𝗹𝗲𝗺: Both roles are aligned around the customer’s real needs, offering solutions that address specific issues.⁣ 𝗘𝗹𝗲𝘃𝗮𝘁𝗶𝗻𝗴 𝘁𝗵𝗲 𝗠𝗲𝘀𝘀𝗮𝗴𝗲: Every interaction with the customer reinforces the value of the offer, making the final proposal hard to resist.⁣ ⁣ When SDRs and AEs work as a strategic unit, the results speak for themselves.⁣ ⁣ 🚀 𝗬𝗼𝘂𝗿 𝗻𝗲𝘅𝘁 𝘀𝘁𝗲𝗽: Strengthen preparation and collaboration in your team to turn every opportunity into a win.⁣ ⁣ What’s your take? How do you ensure smooth collaboration between SDRs and AEs in your team?⁣ ⁣ #SaaS #SalesStrategy #Teamwork #SalesSuccess #BusinessGrowth

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Want to book a lot more meetings with cold calls? Go for the close. 🥶 𝗛𝗲𝗿𝗲'𝘀 𝘁𝗵𝗲 𝘁𝗵𝗶𝗻𝗴: Cold callers don't go for the close enough. Even though it's one of the most important things you can do to book meetings. The more times you go for the close? The more times you give yourself to book that meeting. 𝗛𝗼𝘄 𝘁𝗼 𝗴𝗼 𝗳𝗼𝗿 𝘁𝗵𝗲 𝗰𝗹𝗼𝘀𝗲: After Your Pitch... You: Hey Samantha, Usually we help Founders that are [insert relevance] with the following: 1. Priority/challenge 1 with short description. 2. Priority/challenge 2 with short description. 3. Priority/challenge 3 with short description. Curious when it comes to [what you help with] what would you say are your biggest priorities? After your prospect responds: Great that’s exactly why we should meet. We help customers like [insert companies] by [insert how you help]. Open to a quick call showing exactly how that’d work? When you get an objection... Prospect: Send me an email. You: Actually, that’s why I called. Figured sending an email would create more questions than answers. And thought you may be curious how similar [persona] are achieving [positive business outcome]. Would you be open to a quick chat showing how that works? This is a mashup of strategies from Jeb Blount and Sara Uy - give them a follow friends! What do you think? - Mike G 👉 Join 10,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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Want to increase the value of your sales team? Sales is more than revenue. Especially for early-stage companies. 𝗛𝗲𝗿𝗲'𝘀 𝘄𝗵𝘆: ↳ They hear what your prospects need ↳ They interact directly with the market ↳ They have direct access to key insights 𝗧𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺? The majority of managers only focus on revenue goals. Ok, this makes sense. But what about the business goals? You put too much pressure on your sales team without ensuring product-market fit. So your sales team only focuses on hitting the quota no matter what. (Or they get fired) You're missing out on benefits. Benefits of utilizing insights from the sales team: 1️⃣ 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 SDRs speak with prospects every day so can provide feedback to refine your messaging and campaigns. SDRs know to speak your prospect's language. 2️⃣ 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗱𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁 AEs know which features resonate best with customers and can guide your product roadmap. They know what is useful for different segments and roles. 3️⃣ 𝗜𝗻𝗱𝘂𝘀𝘁𝗿𝘆 - 𝗰𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗼𝗿 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀 You gain unique perspectives on your competitors straight from your prospects. Different challenges from different industries. 4️⃣ 𝗦𝗮𝗹𝗲𝘀 𝗲𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆 If you implement prospect feedback, you can boost sales efficiency and conversion rates over time. -- The biggest real market feedback is there, in front of you. And you're looking at somewhere else and spending money to discover those insights. Align your sales team's goals with business goals. Don't let your sales team's insights go to waste. The impact will be bigger than you think. ▶️ Do you think companies utilize sales feedback? ▶️ What are the benefits of the sales team's insights?

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It's possible to do both here. It's possible to commit to the customer and commit to a number. The best CS teams do this today, whether those teams report to a CRO or a CEO. The best CS teams demand the ability to renew, the trust to expand and sometimes even the audacity to cross-sell. Customer success software is the tool requested to match their commitment. But I agree with Jason M. Lemkin that is the golden age of customer success.

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