Omar Jabara ☁️

Join us at the Canadian Public Sector Forum 2024 to unlock key insights into modernizing practices for cost reduction and risk mitigation. With over $88 trillion in global assets, organizations are facing economic uncertainties and labor shortages. Discover how ServiceNow can optimize maintenance, enhance visibility, and automate processes. Register now!

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Imagine if your sales org had a CIA-level operative doing all the research for you. Most AI tools are built to blast out generic emails by the thousand, hoping something sticks. But that's not going to make you a top seller. The highest-performing teams are strategic—they know every account inside and out. With this tool, you’re not sending 100 mediocre emails; you’re crafting 10 ultra-targeted, high-quality sequences that get noticed. Think hyper-focused research, automated in-depth insights, and perfectly timed, personalized outreach. This isn’t just another AI automation—it’s the secret weapon for the top 1% of sellers working with large, complex accounts. And the results? Faster meetings, a 40% boost in pipeline, and way less busywork. Want the tool that’s like having a sales spy on your team? Drop a “tool” below, and I’ll share it with you!

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48 Sales Books for Top Performers (The Complete List) • The Art of Selling - Tom Hopkins • Fanatical Prospecting - Jeb Blount • Great at Work - Morten T. Hansen • New Sales Simplified - Mike Weinberg • The Qualified Sales Leader - John McMahon • Closing The Sales - Zig Ziglar • Inside the Mind of Sales - Derek Borthwick - Coaching Training Author • The Challenger Sale - Matt Dixon & Brent Adamson  • Virtual Selling - Jeb Blount • From Failure to Success - Frank Bettger • Exactly What You Say - Phil M Jones • Never Split the Difference - Christopher Voss • 7 Habits of Highly Effective People - Stephen Covey • The Inner Game of Selling - Ron Willingham • Addicted to the Process - 🏄‍♂️ Scott Leese • Insight Selling - Mike Schultz , John E. Doerr , et al. • High-Profit Prospecting - Mark Hunter • The Lost Art of Closing - Anthony Iannarino  • Attraction Selling - Justin Michael • Selling with - Nate Nasralla • Sales Secrets - Brandon Bornancin • The Ultimate Sales Machine - Chet Holmes , Amanda Holmes, Michael Gerber, et al. • Spin Selling - Neil Rackham • The Seller’s Journey - Richard Harris™ • Gap Selling - Keenan . • To Sell is Human - Daniel Pink • The Ultimate LinkedIn Messaging Guide - Daniel Disney • The Sales Bible - Jeffrey Gitomer • The SaaS Sales Method for AEs - 🐶 Jacco van der Kooij, Fernando Pizarro, et al. • MEDDICC - Andy Whyte • B2B Sales Mentors - Scott Ingram • Winning Complex Enterprise Sales - Bud Suse • Sales Differentiation - Lee Salz • Pick Up The Damn Phone - Joanne Black • Selling is Hard. Buying is Harder - Garin Hess • Problem Prospecting - Richard Smith & Mark Ackers • Mega Deal Secrets - Jamal Reimer • The Work Before The Work - Paul M. Caffrey • Sell Without Selling Out - Andy Paul • Big Companies - Jill Konrath • Endless Referrals - Bob Burg • Emotional Intelligence - Colleen Stanley, CEO • The Job Nobody Dreams Of - Bill Becker • Solution Selling - Michael T. Bosworth   • Conversations That Win The Complex Sale - Erik Peterson & Tim Riesterer • The New Strategic Selling - Robert B Miller & Stephen E Heiman et al. • Hope Is Not a Strategy - Rick Page P.S. Join 2,349+ sellers who read my daily newsletter: https://buff.ly/3Xp3399 + get direct access to all lists, cheatsheets, and templates

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How to close enterprise deals:  • Salman Mohiuddin: My biggest blunder came at Salesforce on a $400,000 upsell → https://buff.ly/4a4OTNW • Jordan Novak: 2 of the scariest words in enterprise sales → https://buff.ly/3Kexnf5 • Mike Fiascone: Breaking into enterprise accounts is hard → https://buff.ly/3wOQLfv • Brandon Fluharty 🐝: Winning nine 7-figure deals in 19 months taught me this → https://buff.ly/4bvQg9f • Gavin Kowalski: The 5 commission killing mistakes we make trying to sell to the C-Suite → https://buff.ly/3KeORIg • Shivam Sandilya: Enterprise Selling is a Team Sport  → https://buff.ly/3QZ9tYF • Cassy Olson: Success isn't about winning every deal → https://buff.ly/4bHeHk0 • Kevin Meyer: Balancing strategy and daily tasks in enterprise sales → https://buff.ly/3KiEeE4 • Dom Urniezius interviews Nikita Balanov: Unlocking Enterprise sales success → https://buff.ly/3Kg2RkQ • Simon Tort: Find your champion → https://buff.ly/3wUze5x • Christi Civalier: 3 Keys to Becoming a Top Enterprise Account Executive → https://buff.ly/3UWbXbs • Jamal Reimer: 4-step process for working with SDRs as an enterprise seller → https://buff.ly/3UUpvnT • Debasish Mishra: Dear enterprise sales people… → https://buff.ly/3US2OAO • Roy Itzhaki: how we're booking meetings with top-tier firms → https://buff.ly/3URGlUj • Nate Nasralla: Here's the 1 exercise I give new enterprise AE’s. → https://buff.ly/4bqSOp6 • Ian Koniak: When it comes to Enterprise sales, less is more. → https://buff.ly/4bunVAg • Vugar Nadzhafov: What really makes a good enterprise seller? → https://buff.ly/3USgX0P • Raja Singh: Enterprise salespeople are spending too much time selling internally → https://buff.ly/3QWqRNG • Jacob Karp: I’ve never closed a strategic deal that didn’t include multi-threading → https://buff.ly/4bwUjCg • Jen Allen-Knuth: COI is agnostic of our product/solution. → https://buff.ly/3SQcUB6 • Zeb Couch 🤜🤛: Walkthrough of an example we used last year to win a $160,000 deal → https://buff.ly/3KdL8e4 • Patrick Sheehan: they are like kids in a candy store… → https://buff.ly/3QSMEpK • Damian Tommasino: You don’t sell to one person in the enterprise…ever. → https://buff.ly/3QYmX78 • James Thompson: Toughest challenge in Enterprise Sales? → https://buff.ly/3yvMJtb • Dan (Daniil) Gridin: My new step-by-step framework for engaging tier-1 accounts → https://buff.ly/3URZp54 • Mark Phinick: Pick up the phone. → https://buff.ly/3UNxGSW • Bob S. Key strategies to keep your reps focused & deals moving forward. → https://buff.ly/3Kcy48v • David Ooley: Two “big deal” realities you can leverage → https://buff.ly/3UPnAB7 ********************************************** Get daily sales tips with my newsletter: https://buff.ly/3SgnwJo  **********************************************

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🍁Ready to enhance your data strategy and gain instant insights with AI-driven analytics? Join our exclusive Microsoft Fabric Pilot and Analytics & AI Accelerator sessions to lead in the AI era. Get started today: http://ms.spr.ly/6044WtW80 #InsightCanada #Microsoft #AI

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Your deals don't close for likely one of the following reasons: 1. Wrong ICP 2. Poor Sales Process Discipline 3. Single-Threaded Engagements 4. Lack of Urgency in the Sales Cycle 5. Hyper Technical vs. Hyper Business Focus 6. Lack of Business Case and Value Alignment 7. Delayed or Lack of Access to Decision Makers Do this often enough and you'll end up like me in the pic below... You're ride is over and done, and you're about to fall, dreading the paddle back out because you're mentally and physically exhausted. PS - Down to 2 open slots left at Surf & Sales Nov 15-19th

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Why do companies keep buying forecasting tools to fix forecasting problems? What challenge is being solved? Are sellers and sales leaders unable to forecast their deals? The consequences of missing forecasts are not to be underestimated. Shockingly, as reported by RevOps Co-op, a staggering “80% of companies fail to meet their forecasts/plans by 25% or more.” This begs the question, why does poor forecasting persist despite the negative financial implications? To help create perspective, I recently asked a CFO to describe the impacts of missing forecasts; his list of negatives was lengthy. Examples include: 1). Sales & Marketing: Inefficient spending to fill short-term gaps-to-goal. 2). Capital Expense: Underutilized CAPEX spend; investments in capacity are not needed. 3). Operational Expense: Staffing for growth that did not materialize. 4). One-Time Costs: Reductions in force and layoffs. 5). Financing Costs: Covenant costs, waiver fees, and higher borrowing costs. 6). Negative customer goodwill. 7). Reputational loss. Some excellent forecasting tools are available–no doubt. (I've licensed some of them.) However, to meet and exceed plans on a long-term horizon, companies need to deploy predictive tools and methods—tools and methods that forecast outcomes on a 12-plus-month horizon. Tools and methods should not be indexed solely on opportunities; opportunity-based analysis alone will not build a long-term view. Predictions should be made based on many data points, beginning at the earliest Top-of-Funnel entrance point. If you can’t see at least 12 months into the future, you cannot efficiently deploy sales and marketing dollars. Filling unexpected, near-term gaps-to-goal is inefficient and expensive. Sales leaders, in particular, need to stop focusing energies nearly 100% on the current month/quarter and think longer-term. Now is the time to ask the entire business to help fix a 4Q pipeline challenge. October is way too late. Building predictability and visibility long-term is critical to building a successful SaaS business. Creating predictability is why we built Outset.

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When RevOps is really just SalesOps (And the CRO is really just the VP of Sales) 𝗦𝗔𝗟𝗘𝗦 𝗘𝗡𝗚𝗜𝗡𝗘 - Closing deals should work - Clear pipeline management process - Forecasting is as accurate as possible - But everything before & after is an issue 𝗠𝗔𝗥𝗞𝗘𝗧𝗜𝗡𝗚 - Has different goals - Maybe the target is MQLs - Has their definition of MQLs - And their definition of SALs, SQOs - Has systems with different metrics - Their reports don't match sales' reports - Leads routed from one system to the next - With lots of things falling through the cracks - Classic case of marketing/sales misalignment 𝗢𝗨𝗧𝗕𝗢𝗨𝗡𝗗 - Do SDRs report to marketing? - If so, we're misaligned there too - The goal may be meetings booked - So AEs have lots of leads and meetings - But maybe not the ones they really need - The ones that convert to pipeline/revenue - We have more misalignment & finger pointing - Do SDRs report to sales? - What content do they have? - What events and assets do they share? - What visibility do they have into engagement? - How does marketing align with their outreach? 𝗢𝗡𝗕𝗢𝗔𝗥𝗗𝗜𝗡𝗚 - Sales is paid to close deals - How do they hand off customers? - What is the onboarding process? - Who builds/maintains that process? - What is done if sales drops the ball? - What is done if sales overpromises? - How are incentives and comp aligned? 𝗥𝗘𝗧𝗘𝗡𝗧𝗜𝗢𝗡 & 𝗘𝗫𝗣𝗔𝗡𝗦𝗜𝗢𝗡 - Which customers are easiest to retain? - Which customers are most likely to churn? - Which customers are the easiest to expand? - How is this data used to improve sales targeting? - How do we maximize NRR if sales is in their own silo? For me RevOps drives value by getting into the weeds and finding ways to generate more revenue with the resources available. That includes SalesOps and optimizing the sales process to close more deals. However, if we stop there we end up with an expensive and inefficient revenue engine with high CAC, high Churn and low LTV. We end up with different departments chasing different goals in different systems with different reports and different definitions of success. What would you add to this? Anything I missed? ✌️

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Prospecting tips you can't ignore + 3 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 𝗰𝗵𝗲𝗮𝘁𝘀𝗵𝗲𝗲𝘁𝘀: https://buff.ly/4da1bpn • Florin Tatulea: Simple play that not enough reps are using to break into their accounts → https://buff.ly/3ZcnJSH • Tanveer Mostafa: I just hit my 2024 quota in 7 months → https://buff.ly/3ZjsrOy • David Rolls: I've been trying to add some variety to my outreach channels → https://buff.ly/3yUjXD6 • Tom Alaimo: More meetings in less time using the 3 P's → https://buff.ly/4ecx5SY • Gabi Sayah 💻🌎: how I booked a meeting last week using Sendspark and RB2B → https://buff.ly/3ZdHauz • Maggie Maloney: Do you need to be a solution expert to launch calls? → https://buff.ly/4ecx6X2 • Mark Kosoglow: Want to be more effective building pipeline? → https://buff.ly/3yWLcgj • Dom Odoguardi: "Become the CEO of your pipeline" - But how? → https://buff.ly/3ZeayB0 • Morgan Shelly: this month i closed the BIGGEST DEAL OF MY CAREER → https://buff.ly/4cNQAjy • Harry Monkhouse: How I am using AI to help with account research → https://buff.ly/4ecx6Gw • Gabe Lullo 😎: Own Your Outreach, Own Your World → https://buff.ly/3ZdHfhR • ☠️ Belal Batrawy:  I rarely did account research over my sales career and was still pretty successful → https://buff.ly/4ecx7dy • Adem Manderovic: Segment those lookalikes into personality traits → https://buff.ly/3Z7RwMw • Tyler Meckes, MS: Have you been receiving more personalized messages? → https://buff.ly/3ZdNfr4 • 🏄‍♂️ Scott Leese: Outbound sales, as we know it, is dead → https://buff.ly/3ZvErNp • Darren McKee: I am deep in 5 sustainability reports → https://buff.ly/4cTKsGk • Adam Weekes: Struggling to gain info on private companies? → https://buff.ly/3yVSctT • Gabriele H. Don't complicate B2B sales, keep it simple → https://buff.ly/3Zf9e0y • Siva Pentakota: High performers know this → https://buff.ly/3B0um0m • Mike Gallardo: How to set next steps like my best AEs → https://buff.ly/3yVS7q5 • Dale Dupree: Make more in-person cold calls → https://buff.ly/4cY1CTk • Marcus Chan: Time block your IPAs → https://buff.ly/3ZeCy7C • Chris Marin: Surprising way to cut through the noise → https://buff.ly/4cWbexQ • Jack Frimston: This has been a game-changer when it comes to prospecting → https://buff.ly/3B0BF8k • Cipriano Martins: The most important fact about prospecting… → https://buff.ly/3ZdNa6K • Augusto Ferreira🌴: Here are my top 3 tips → https://buff.ly/3yXvgue • Nick Ross: What’s the closest path to a booking? → https://buff.ly/3ZbDeKE • Jim Breton: I might have something else → https://buff.ly/4ecx7KA P.S. Grab your prospecting cheat sheets here https://buff.ly/4da1bpn

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Subject lines matter Word count matters Deliverability matters Formatting matters It’s easy to get lost in crafting the perfect email But what matters most? ✅ Whether your message resonates with your prospect (is it relevant) ✅ Are you highlighting a potential problem they should solve now and why it’s better than the status quo 👉🏼Don’t feature dump your prospect in an email I’d rather see a problem solving dump than a feature dump The difference? One focuses on what your solution is and other focuses on what it solves for Which do you think your prospect cares more about? #sdr #sales

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Calling All SALES People – YOU HURT YOURSELF WHEN YOU DO THIS!! A huge piece of advice to all of you included in SALES process for your business including CEO’s, MD’S, SALES Directors, Client Directors, Head of Sales, EVP’s, VP’s, SVP’S…I think you get the drift. If your business is taking part in an official RFP process and the RFP states the lines of communication to be used (which it will) i.e. people you should contact (probably a #Procurement person or maybe a Stakeholder)…then abide by it! Now sometimes during the RFP process you may learn of other more senior people who may have an impact on the RFP outcome. This may be via demos or chemistry sessions, or your senior people already know and have a relationship with senior people in the business… BUT please, no matter how desperate or brilliant you think you are…. DO NOT CONTACT THOSE SENIOR PEOPLE DIRECTLY (unless requested to by the contact in the RFP!) It may in your mind seem like a smart thing to do, as you can influence the outcome and get advantage…and I get that is the SALES person in you, and you’ve seen it pay off sometimes… But here’s what actually happens: If the Procurement team are valued and are in charge of doing the official RFP - then take it as given!! All that will happen by your actions is that the senior person will reach out to the Procurement team and tell them…. and guess what that does to your proposal…? Don’t think for one second, your proposal goes to the top of the pile. IMHO, IT’S A HUGE BLACK MARK! What your actions have actually managed to achieve are: 1.     You will have annoyed the Procurement person managing the RFP 2.     You will have annoyed the CPO or Head of Procurement 3.     You will have annoyed the Senior stakeholder who is sponsoring the RFP 4.     You will probably annoy the Senior person you contacted… after all there’s a Procurement function to deal with this stuff! So, SALESPEOPLE…no matter the temptation, do yourself a favour and abide by the RFP rules of communication. You have been warned! _________________________ 😃 Hi I'm Steve Walton. I help companies to fully realize the value procurement brings in terms of cost savings, risk mitigation, supplier innovation and sustainability. DM me if you’re ready to move procurement beyond a tactical purchasing function, and need consultancy and training. 💸📉📊

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A good reminder for any AEs and SDRs figuring out how to get in front of that senior leader at your ’must win’ account. To get the interest of executives you need to show them a risk, opportunity or threat to their business they weren’t aware of, And often it’s the people doing the work that can help you formulate that unique perspective.

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You CAN manage INPUTS. You CANNOT manage OUTPUTS. Focusing on the right inputs will lead to desired outputs. #sales

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🚀 Ready to turbo-charge your sales and close those complex deals faster? Look no further! Introducing "Sales Enablement for SaaS Teams: How to Equip Reps to Close Complex Deals Faster". But wait, there's more! 🤓🔍 Why you NEED this guide: 🔹 Streamline your sales processes 😎 Empower your reps with invaluable tools 💡 Enhance decision-making with actionable insights 🤝 Build stronger client relationships Don't let complex deals slow you down! Equip your team with the ultimate playbook they need to win big and close faster. Dive into our guide and watch your SaaS sales soar sky-high! 🚀✨ Ready to transform your SaaS sales strategy? Click right here: https://nuel.ink/nDYtx2 and get started today! We’d love to hear your thoughts! Share your strategies and experiences in the comments below. Let's get the conversation flowing! 🔥👇 #SalesEnablement #SaaSTeams #CloseDealsFaster #B2B #SalesTips

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Cold calling doesn't have to suck • Chad Baker: Something that doesn't get talked about enough → https://buff.ly/3UQUgtV • Zac Thompson: Pattern interrupts don’t work. → https://buff.ly/3yndpvR • Scott Martinis: When you get a soft objection or "I'm not the right person" → https://buff.ly/3yndEqL • Gabe Lullo 🏀🙌: I don’t care how many… → https://buff.ly/4buNJMs • Cameron Morgan: "Cold Calling isn't just 'booking meetings". → https://buff.ly/3wVEaHn • John Ciannello 🦁: The line I use to book over 80% of my meetings → https://buff.ly/4aq8xn6 • Patrick Trümpi: Most salespeople rush the cold call → https://buff.ly/4btaH6C • Troy J. Sacco: Cold call hacks → https://buff.ly/4buOmFO • Chad Johnson: Here are 5 top tips for making better sales calls → https://buff.ly/4bw2MFY • Neil Bhuiyan: Cold Calling Affirmations  → https://buff.ly/3wKNpKx • Matthew Putnam: Struggling with cold call anxiety?  → https://buff.ly/3UQF3cm • Kyle Darling: Low response rates to cold email? → https://buff.ly/4bvAlYA • Hessam Vahedi Kashi: Steal my cold calling framework → https://buff.ly/3QWrxTv • Rohith Reddy: Why make it harder than it needs to be? → https://buff.ly/3QWj0jh • Leslie Venetz: I used to make 120-200+ cold calls a day → https://buff.ly/3UQI1h4 • Nick Ross: build rapport AFTER the meeting is booked. → https://buff.ly/3UV8WZ5 • Aubrey Washington: You're going to need to give a high level value prop → https://buff.ly/4brmkuN • Tyler Hickey: Use filler words on cold calls. → https://buff.ly/3yofK9S • Richard Harris™: The best objection response for first call cold calling.  → https://buff.ly/3K8FNEO  • Jonathan Philips: Cold Calling and Chess → https://buff.ly/3QVjGWi • 🔥 Abe Braha: 2 stats about cold calling → https://buff.ly/3UQlFMw • Cipriano Martins: Call reluctance → https://buff.ly/3Khkvog • Stef Geraldes: amplify your sales calls → https://buff.ly/3yuMBtP • Dee Acosta 📱: Lots of hate on Permission Based Openers lately. → https://buff.ly/4atkngd • Mehul Fanawala: There's a MYTH circling around the SaaS sales → https://buff.ly/3KdK35U • 🔥 Tom Slocum: 5 tips to be a cold calling badass → https://buff.ly/4avakHp • Charlotte Lloyd: Cold calling doesn't have to suck. → https://buff.ly/3wORUUn • David Rolls: An objection I get a lot  → https://buff.ly/3UU2H7B • J. Blake Parker, MBA: How many cold calls does it take? → https://buff.ly/4ar31Rj • James Bissell: “Send me an email” → https://buff.ly/3Kaj3nV ********************************************** Get my collection of 120 cold call openers by subscribing to my newsletter.: https://buff.ly/3SgnwJo  **********************************************

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90% of sales teams have no clue what their capacity is! Some things to think about here... How many opportunities can a rep manage at once? Beyond this number, critical steps will be skipped in the sales process. How many opportunities can a rep manage while prospecting? If your sales reps have to generate pipeline (as I believe all reps should do) then their sales capacity is limited to the hours they don’t have blocked for prospecting. How is capacity mapped to sales targets? - You have your Close Rate and ASP - You have Sales Cycle and Sales Capacity - You can now map our realistic sales targets - You can map our how many deals are needed - You can map how many deals will come from inbound - And how many deals will come from outbound prospecting Your reps block time to prospect and use the rest of their time to close deals. How does this fall apart? 1. You give reps too much inbound and they skip steps. - Close Rates drop - Average Sales Price drops - Opportunities take longer to close - You have enough pipeline but miss target Good problem to have. Hiring more reps should result in more sales. 2. You give reps enough inbound to stay busy - Reps have enough inbound to stay busy - They take all the right steps in the process - Close Rate, ASP, Sales Cycles all remain good - But they don’t have enough pipeline to hit target - And they don’t ever have enough time to prospect - They busy all day every day just managing pipeline Your sales targets are unrealistic for a pure inbound model. You need to lower sales targets and/or hire more reps and get them prospecting. This is a model many subscribe to but IMHO it creates terrible sales practices. Reps can’t replace pipeline so they’re too afraid to ask hard questions or walk away from unqualified opportunities so they just chase everything. 3. Reps don’t have enough inbound or outbound pipeline - Reps don’t have enough inbound to stay busy - They have plenty of time for outbound prospecting - But they can’t generate enough pipeline to hit targets Whatever hours they have for prospecting is not sufficient to hit targets. You need to lower targets and/or find a way to improve outbound conversion or the sales process. When reps miss targets we always blame them for not doing enough. But how do we know if they did enough if we don’t know their capacity? 🤔 In the 📰𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰 we explained how to do a sales capacity plan. Get it here: 🔗 https://bit.ly/48YVpEP 🔗 ✌️

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Want to win more of your pipeline? 💰 Multi-thread It’s one of the most important things you can do to help drive urgency in your sales cycle Most mid-market deals include an average of 6-10 DMs Enterprise deals can include upwards of 20+ DMs The trap that a lot of sellers can fall into is over-relying on your champion Champions are great - don’t get me wrong It pays dividends to have a champion but it’s 10x when you have 3-4 champions advocating on your behalf Unfortunately most buyers don’t know how to buy so our job as sellers is to educate our buyers on how to effectively buy a solution to solve their problems & it’s actually pretty simple to do Take a look at your closed-won deals - especially your high value deals Who all was involved? Who is currently involved? What was the buying process like? What unexpected obstacles did you have to overcome? Use this as a roadmap to educate your prospects on how to buy I love multi-threading at the end of discovery in driving next steps (and farther along the sales process as well) Here’s a quick talk track you can easily apply when driving next steps with prospects: “Next steps typically involve looping in ABC partners (this could be higher level DMs in their function or other cross-functional leaders who are involved in the buying process for your service/offering) to discuss XYZ priorities (this should be the key initiatives your prospect is looking to solve/improve/attain in implementing your solution). We want to make sure that we’re all in alignment and moving in the right direction together. We usually see that looping in cross-functional partners early helps us to uncover potential roadblocks that we’d need to account for and improves our collaborative efficiency. What does your buying process look like and who is usually involved? Would it make sense for us to go ahead and loop then in on our next call?” Why it works? 1️⃣ You’re educating the buyer on who’s typically involved with the buying/implementation process at other similar organizations 2️⃣ You’re collaboratively driving next steps and confirming the prospects buying process 3️⃣ You’re using multi-threading as a way to add value (helping reduce unforeseen roadblocks and improve efficiency) 4️⃣ You’re reducing the internal selling effort required for your champion (again - adding value) Expand your reach by broadening your decision-making unit through multi-tasking and watch your sales cycle shrink What other tips do you have for multi-threading within your pipeline? Happy selling, friends!

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Sales leaders: keep your tech stack lean. Sales leaders: you just need tool 1 for inbox warming and email setup, tool 2 for outbound calling, tool 3 for AI personalization, tool 4 to automate initial inbound, tool 5 for better sequence logic, tool 6 for lead validation, tool 7 to manage referrals, tool 8 to scale UGC requests... 🫠

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