Payne (Pei En) Hwang

Happy 4th American friends 🇺🇸... for my fellow Canadians in SDR land here's some things I often find are a good use of time on a day like today: - Draft personalized emails - Find and/or research accounts and prospects - Sequence prospects - Self enablement/study - Admin work/reporting - Cold call/disco call role plays - Cold call/disco call game tape - Tweak chatGPT prompting for pmails/account research/etc - Prospect into your Canadian/EMEA/global accounts Also use the time to breath. Go slow today so you can go fast the rest of July. Food for thought. #sdr #salesdevelopment #sales

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How 1 prompt is making Can save a rep Hours of time: You ever hear sellers say " oh there is too much data, too many tabs, too many things in SalesForce for me to know what going on" Enter the most amazing easy Workato flow I have created. Using Workato I pump about 75 individual fields + a loop of actions like cold call notes, call recording transcripts and more to a simple prompting action... WANT THE SECRET SAUCE..... comment and I can send the prompt

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A question for Sales Leaders re: quotas - A friend in Medical sales just got their quota...halfway through May (almost halfway through the year). As a territory manager they hustled in 2023 and achieved 111% to quota. They were #4 in Canada and #1 in Ontario. Great, right? Wrong... As a reward, they were gifted with a 12% increase in quota not from previous year's quota, but from previous year's achievement, and to me this just doesn't make sense. 👉 This type of quota calculation rewards those who achieved 90% (or even lower ) 👉 Demotivates those high achievers - They used their relationships to get orders in before quarter/year end and those doctors won't be needing those products perhaps for 18 months 👉 Promotes #quietquitting - doing the minimum requirements of one's job and putting in no more time, effort, or enthusiasm than absolutely necessary 👉 Promotes mediocrity - the more I sell the more will be expected of me next year My friend is understandably demotivated. They are the first ones to help with any events, often being away from home on a weekly basis to help other colleagues with their events/sales. They no longer want to put in any extra work and are questioning the company and whether it may be time to leave. I would love to hear from Sales Leaders out there as to how you calculate quotas, what systems/products you use, and how you deal with employees who have questions.

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Really impressed with the 5x8 framework you shared! I've found a similar approach to be incredibly effective in my own work. Like you, I apply a simple yet disciplined process, not just in sales but also in fundraising. For instance, during our pre-seed phase Qure.Finance consistently reaching out with 8 emails and 10 text messages was crucial. Keeping things straightforward and repeatable can truly make all the difference. Thanks for highlighting how powerful simplicity can be in driving results! #SalesStrategy #FundraisingSuccess

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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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Outsourcing SDRs? Don’t fall for: - A promise of X amount of meetings/month - X amount of dials and emails they promise to send out - Their email + call messaging skill Outsourcing has a bad stigma because there are so many companies looking to get quick money from clients with weak results. What to look for instead: - A team who understands they need to test messaging and help you make pivots to your ICP - Shares their sequence strategy - Shares their email and call messaging - Shares the tech they use - What they do to avoid ending up in a spam inbox and hurting your domain health - Builds your target/ICP lead list with you - Sends weekly reports on progress - Gives you access to their SDRs so they feel like they’re part of your internal team This is when outsourcing is worth it ⬆️ #outsourcing #sales

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How do you define an MQL? And how does this compare to what other companies do? 🤔 Someone asked this question in the ROC Slack group recently, here's how the RevOps Co-op responded 👇 1️⃣ 2 out of 4 BANT criteria met Consensus here was BANT is the responsibility of the sales team, not the marketing team, so shouldn't be used. 2️⃣ Exceeds lead score threshold based on demographic and behavior data This was a popular choice. Lots of folks said an MQL should be a hand-raiser that meets some sort of grade / score threshold. 3️⃣ Based on account and title fit with ICP This can be the basis of a lead score or grade mentioned in number 2 above. ☝️ 4️⃣ Based on Minimum Viable Customer Profile (MVCP) This is basically a twist on number 2 and 3 above, but I thought it was intriguing. It's basically a more broad version of your ICP using secondary criteria. For example, if your ICP is a Fortune 500 account, your MVCP may be any company with > $50M revenue. Or if your ICP is HQ in the US, your MVCP could be HQ in the US, Canada, UK and Australia. What do you think - anything missing here for different ways to define an MQL? PS - thanks to Malorie Packard, Colby Ricker, Colin Illar, Jeff Ignacio, Jacqueline Freedman 🦋, Rex Biberston, and others for participating in this 🧵 #revenueoperations #revops #marketingops #marketingoperations #mops #GTMOps #alltheops #MQL

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WOW, this is wild. Never thought I'd see the day when Salesforce would announce autonomous sales agents. But here we are. - "24/7 automated pipeline nurturing" - "Configurable with sales strategies and knowledge, just like training a seller" Look at the "Einstein Sales Agents" performance dashboard in the screenshot. The best sellers will adapt, and learn to use AI. The bottom 20% performers (eg: SDRs in the SMB/MM) will quickly get replaced with AI agents like these. [One caveat: Salesforce is great at demo'ing, but let's see if it actually gets used. I know very few (maybe zero?) people who currently use Einstein, but it demos really well] But the point is: if Uncle Mark is leaning into this new world, it's fair game for any/everyone. The race is on...

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Every SDR team should run QBRs. (you're disadvantaged if you aren't) We closed Q1 at 154%. We closed Q2 at 145%. And we'll close Q3 in similar fashion. How am I so confident? Because QBRs ensure we keep winning. (AKA Quarterly Business Reviews) Here's how (and why) I run them: SDRs are in execution mode 99% the time. And I mean relentless execution mode. End of quarter is a moment for them to: 𝟭. 𝗥𝗲𝘃𝗶𝗲𝘄 𝗽𝗿𝗲𝘃𝗶𝗼𝘂𝘀 𝗾𝘂𝗮𝗿𝘁𝗲𝗿 𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 This isn't just looking at quota attainment. It's deep-diving into full funnel metrics: - Inputs (e.g. Calls, Emails) - Outputs (e.g. Connects, Meetings, Pipe) - Conversion (e.g. Connects>Meetings %) 𝟮. 𝗔𝘀𝘀𝗲𝘀𝘀 𝘄𝗵𝗮𝘁 𝗵𝗮𝘀/𝗵𝗮𝘀𝗻'𝘁 𝗯𝗲𝗲𝗻 𝘄𝗼𝗿𝗸𝗶𝗻𝗴 This is their chance to think critically. I like using the following prompts: - 3 things that worked well - 3 things that didn't work well - 3 things I would have done differently 𝟯. 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝘇𝗲 𝗳𝗼𝗿 𝗻𝗲𝘅𝘁 𝗾𝘂𝗮𝗿𝘁𝗲𝗿'𝘀 𝘀𝘂𝗰𝗰𝗲𝘀𝘀 This involves planning their route to goal. I want them to get specific: - Who will I target and why? - How will prospect into them? - What campaigns will I run? 𝟰. 𝗖𝗿𝗲𝗮𝘁𝗲 𝗽𝗲𝗿𝘀𝗼𝗻𝗮𝗹 𝗱𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁 𝗽𝗹𝗮𝗻𝘀 SDRs need to own their development. Here is where they: - Identify top skills to develop - Consider career pathing priorities - Build specific action plans for the above 👆 This is what I have my SDRs do 👆 They have a few days to prep their decks. Then everyone presents to the team. We learn from one another. Inspire one another. And push one another. This is how we keep on winning. But most SDRs won't stop on their own. They will simply keep on executing. So leaders, do your team a favor. Stop them. Create that QBR space to reflect and plan. You'll soon find you can't live without them. - - - P.S. Want my QBR template? Comment "QBR" below and it's yours.

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It's not about getting more notes into Salesforce. It's about increasing your conversion rate through more detailed emails after in person meetings. It's about making sure when reps leave or change territories new reps have the information they need to know when to re-engage. It's about making sure management understands whether the forecast numbers are real or not. So next time your manager or RevOps is bugging you to update your pipeline remember why!

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There are only 6.3k stores on Salesforce Commerce Cloud. (By 2030, half will be on Shopify.) But for now… 2.8k do $1m+/yr. 1.4k do $5m+/yr 1k do $10m+/yr 704 do $50m+/yr 281 do $100m+/yr There are huge brands on Salesforce Commerce Cloud. Definitely a higher concentration of public brands than on Shopify. But the Shopify market is so much larger in the $1m - $100m segment. It’s still the greatest opportunity in eCom. Give it 5 more years. Shop will catch up with the bigger fish. #Shopify

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RevOps Role? Avoid This Common Pitfall As a RevOps professional, it's easy to get bogged down in the daily grind: - Endless backlog - Firefighting - Constant requests - Jumping at every ask But, 90 days in, you may find yourself without: - A clear understanding of the current state - Knowledge of your team's strengths, gaps, and values - Strong relationships with cross-functional partners - Trust and credibility with stakeholders - Aligned objectives and goals - A solid plan for execution Whether you're new to the role or already stuck, it's not too late to: 1. Assess the overall GTM strategy and goals 2. Evaluate how your tasks align with those goals 3. Reprioritize and rebalance as needed 4. Create a minimum viable plan (MVP) 5. Communicate effectively to get everyone on board Take small steps today to position yourself for success as a RevOps professional. You got this! #revops hashtag #career hashtag #coaching hashtag #leadership

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7️⃣ things I wish more CS professionals knew to help them in their CS career... 1. You'll never feel like you're 100% on top of your job and know what to do ALL of the time in CS (everyone else is trying to figure things out). 2. The company you work at has a lot to do with whether or not you'll enjoy customer success. 3. Just because your client stakeholder has a "decision-maker" title doesn't mean they are actually decision-makers. 4. Clean data and the right tech stack are the keys to unlocking many of your inefficiency issues. 5. Writing client emails takes much longer than we account for, but with time and practice, you'll become faster at it. 6. Asking for help doesn't mean you don't know how to do your job. Asking for help can help you do your job BETTER! 7. You are not solely responsible for defining the value-add of your company, tools, or add-ons. That's for your company & leadership to define. --- CS pros, is there anything else you would add? Would love to hear from you in the comments 👇 ---- Liked this post? You should subscribe to my newsletter! #customersuccess #accountmanagement #postsales #csm

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Your current customers are the biggest potential source of business 💛 I'm talking about building a Customer Success Revenue Factory with Nieves Canada. Unfortunately, Customer Success (CS) is often treated as an afterthought and seen as not so sexy by most in sales and marketing. BIG mistake. Nieves builds strategic CS teams with Ops / Product and Sales/Marketing, so that the customers get the BEST and the business grows because of that. So... how DO you drive growth with your exicisting customers? 👉 Have a clear strategy. How can you best service your customers? What is the goal and how are we going to get there? 👉 Who's on your CS team? What kind of skills do you need? When? In what phase? 👉 Is CS siloed, or is there collaboration with product/ops and marketing/sales? Nieves, I loved your MASTERCLASS. This was definitely more than a podcast. Check out this snippet and keep an eye out for the next episide of Growth Bites. Usually on Thursday, but this one's coming on Sunday 🚀 And of course, come nerd out with me some more with Growth Tribe. We're always sharing inspiring and instructional content to help you succeed as a professional and a business 🎯 #sales #marketing #customersuccess

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What the heck do Account Managers actually do? SDR’s ask me this question at least once a week. Most people think Account Managers: 1. Deal with customer support inquiries 2. Run all the customer trainings 3. Have a lot of admin work 4. Answer questions all day 5. Get easy renewals I will say this. The Account Manager role is very different at each company. However, typically the customer support team handles technical questions. Customer trainings are ran by the customer success team. Renewals are not as easy as they seem all the time. In my opinion, there is a good amount of admin work, but I feel like it’s the same amount I was doing as an AE. What Account Managers actually do: 1. Strategically find upsells/cross sells 2. A lot of relationship development 3. Delegating questions to the right resources 4. Handling renewals Account Managers, what else would you add?

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Oliver got laid off in January, lost a 6 figure CSM job, a role we put him in. But then: We got him a 6 figure CSM role (again) within 3 months. Here’s how: Oliver was a former client of mine. 10 months ago we worked to get him a CSM role. He got the dream gig: -Remote -6 Figures -Cool company The things dreams are made of. But this ended in January 2024. He called me while I was walking on a beach in Mexico. “dude I need you again, we all got laid off today” It was time to go to work. So we sounded the FIRE framework alarm. And got moving. -Updated his resume with newest accomplishments. -Talked through his recent stories and success. -Collaborated on 5 different task assignments. -Got his confidence back The rejections came flooding in. But this is part of the game. Oliver knew this and he’s built up the resilience to keep going So like we always do, we keep it moving. -Auto applying -Submit resume daily -No networking antics (do people still believe that?) Then we did it. We got a job offer. But it wasn’t the money we wanted. Why settle? So we kept looking. Then it came. From a SaaS company EVERYONE knows He got it again: -The remote role -The 6 figures -The unlimited PTO -The day 1 benefits. 3 months from start to finish. I’m grateful we were able to do this once again with Oliver. P.S. if you're trying to land a CSM role but: you're not getting any interviews you're not able get the offer you're getting overlooked you're sick of networking And you're ready to invest $ and take action. DM me "CSM" and I'll get you details ASAP. P.P.S: I now have 24 month payment plans for USA and Canadian clients.

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Salesforce isn't just a CRM. It's a growth catalyst. I've seen companies triple their revenue after implementation. Here's the secret sauce: 1. Customize relentlessly 2. Train your team thoroughly 3. Embrace automation 4. Leverage data insights 5. Continuously optimize The key? Start with your sales process, not the technology. I've guided countless businesses through this journey. The results? Streamlined operations, happier customers, skyrocketing sales. What's holding your team back from Salesforce success? #SalesforceConsulting #SalesEnhancement

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Quick visual you can plop into your BDR Slack channel this morning ⤵️ Super simple process in Sales Nav to build a quick "referral ask" list. 1. Populate your target companies in the "current company" or "account" field. 2. Filter this list through a pre-made list of happy current customers. See what you get. See how you can network with that list, and if your current customers wouldn't mind making an intro/giving some great feedback to your prospects that they know!

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