Peyton Backus

SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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Is your prospecting / data enrichment process preventing your sales team from hitting quota? Most companies have 1-2 data providers, netting them anywhere from 25-45% TAM coverage What does this mean? 1️⃣ Some of your prospects are ready to buy, but they don't know you exist + you cant get ahold of them 2️⃣ Your reps are probably spending hours finding good contacts and building lists on sales nav, just to come up short and get frustrated when only 30% come back with mobile numbers 3️⃣ Your TAM feels a lot smaller than it actually is 4️⃣ You start to think cold calling doesn't work (its a data problem) 5️⃣ Your reps develop reluctance and you start to notice they haven't added new prospects / call metrics are dropping PS: If this is relatable, here's a quick 60S video on how Nooks can solve your problem in 3 clicks, feel free to shoot me a dm if this is relevant https://lnkd.in/gD8Xzi3h

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SDRs - struggling with prospecting? Here are 5 ACTIONABLE tips to create a great list: 1. List the industries that your company has success in. 2. List titles you've booked meetings with that have progressed to SQO. 3. List the problems those titles and industries face. 4. Create problem-based messaging for calls, emails and LI 5. Set a high volume of calls/emails/videos to go out to your ICP and refine from there. BONUS: A/B test as you have live conversations to refine your targeting

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Most SDR managers waste their 1:1s by focusing on the wrong things: - Activity count - How many prospects were added to cadence - Quota attainment - Pushing for even more activity But real growth happens when you shift your focus to what actually drives performance: - Removing roadblocks - Coaching for improvement - Checking in on how they’re really doing - Understanding their personal goals - Celebrating wins, big or small 1:1s aren’t about the numbers—they’re about people. Focus only on metrics, and your reps will hate you for it and doesn’t build trust. To help your team succeed long-term, give them the tools, guidance, and support they need to really grow!

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SDRs- your impact deserves recognition ($100k+ a year kind of recognition). You are the driving force of your sales org. Your contributions should be matched by growth and rewards. Top-performing SDRs earn over $100k/yr and if your current role isn’t reflecting your value, there are companies out there that will. Here are a list of companies hiring right NOW: https://lnkd.in/ePzJnBf8 Know your worth and keep the big picture in mind. It's easy to get caught up in the day-to-day, but remember- your earning potential is significant.

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SDRs - Struggling with your ramp? Here are 5 tips to immediately improve your results and beat your ramp 1. Meet with 3 top performing BDRs, pick their brains on everything from Prospecting, Research, Sequences, calls, emails, Linkedin DM's etc. Once you have a good pool of knowledge on strategies that are working in the current market you can adapt it and make it your own. 2. Problem enablement: The most important thing to know is WHO you help and HOW you help them. Speak to your AE's who've closed business, CSMs and your own internal personas. The goal is to be able to crisply articulate how you can help a target persona in a target account get to their desired state. No one cares about WHAT you do, they care about how you can help them. 3. Volume: Practice makes perfect, you're not going to get good without the reps so get out there and prepare to fail. 4. Double down: If you find one medium is yielding more meetings then double down on that one, e.g if you're booking 5 meetings a month through call and 1 via email, try changing to a call only sequence for a while to see if it ups your results. 5. Feedback loops: Regularly ask your top-performing peers, AEs and your manager in your 121 for SPECIFIC advice. This means you'll always be growing your skillset. Make sure you're not getting advice from everyone though as this will dilute your focus P.S I'll do a part 2 of this next week but anything you'd add? For now, enjoy a picture of Emre Ceyhan and me at our recent Spike Week!

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The phone is a salesperson’s best friend. Over 92% of all customer interactions happen over the phone. How many cold calling attempts does it take to finally reach a prospect? Sales staff have to make an average of eight attempts. To work efficiently and get results— Your team must use the best sales dialer tools as Aircall 😎 . Sales dialers help assist sales professionals in boosting results. They help them make more efficient and effective phone calls. To learn more about Aircall Dialer 👉 https://lnkd.in/ech3yyeu

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SDR leaders, quit being the superhero. It's stunting your team's growth. (both professional and pipeline) Your job isn't about: ❌ Giving your reps all the answers ❌ Solving all their problems ❌ Running a dictatorship ❌ Doing it all yourself ❌ Micromanaging Your job is about: ✅ Helping your reps find the answers ✅ Coaching problem-solving ✅ Running a democracy ✅ Delegating out tasks ✅ Giving autonomy Less about being the superhero. More about empowering superheroes. Magical things happen when you "relinquish control". Your team becomes more self-sufficient, engaged and productive. And they grow ridiculously faster. Meanwhile you become less stressed. Relieving the constant pressure on yourself. Sounds like a pretty sweet deal right? Well that's because it is. So do yourself a favor. Take off your cape.

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The greatest sales objection is actually bandwidth for implementation. You heard that correctly. If you're solving someone's problems, but still not closing deals... it's most likely a bandwidth issue for your buyers. Your buyer can't be in a million different places at once. No matter how big of a problem you solve, or how attractive it is for buyers... It's just noise for them after they buy it. They'll never be able to spend time in it just like they never spend time in most of the other tech they buy. So how do you mitigate risk for that? If you don't provide services for implementation and customer success post sale, you will never win these deals... or if you do win them, you certainly won't retain them. And no, I'm not talking about a bi-weekly sync during the first month... I'm talking about getting your hands dirty to help them drive the outcomes they need to drive. #saas #saassales #ecom #cro #salesleadership

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3 ways you can help your SDRs right now: 1. Give them time back on their calendar ⏰ Less time in unnecessary meetings, the more time they can give to their role. Tell them they can leave a meeting early if it’s not relevant to them! 2. Show them how to time block. Give them an example time block schedule so they can better manage their time 🗓️ 9-10am calls 10-11am emails Etc. 3. Take the load of admin work off their plate 📋 There’s always going to be manual processes and admin work involved. However, the faster you can help them source a contact or lead list, the faster they can reach out What else can you take off their plate? 🍽️ #SDR

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Stop waiting until Q1 to change / implement new outbound strategies Why is waiting until Q1 bad? According to RepVue the average sales cycle is 40-170 days. Which means You wont see results on new strategies until at Q2 (Q3 for ENT deals) Just in time to scrap your new outbound playbook for a newer outbound playbook 😅

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SDR vs High Performing SDR 3 key differences that will get you promoted 👇 High Performing = Stays consistent & disciplined SDR = Process changes everyday High Performing = Extremely coachable SDR = Tries to do it all alone High Performing = Taking ownership of targets & weekly meetings with AE SDR = Let's AE run meetings & check in on target What are the other key differences that are important? #sales #sdr #bdr #ae

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Are you prospecting today? Try this simple outbound workflow: 1. Select 5-10 new accounts 2. Select 3-5 contacts at each using Sales Nav 3. Find a relevant reason to reach out to each account based on common triggers 4. Tie that back to a problem you know you can solve based on current customers 5. Formulate a message that is about them, their current state, your POV on the potential problem and social proof 6. Triple touch on day 1 (call, email, LI) Keep it simple. Execute. Consistency. Struggling? Try getting back to basics like this.

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It's Thankful Thursday - and I'm so thankful that I’ve had a lot of coffee chats recently with my fellow Canadian sales pros! There was a common theme keeps coming up: “I want to start posting on LinkedIn but there are already so many LinkedIn influencers out there, posting sales tips on a daily basis.” ☕🤔 I hear you. It can feel like LinkedIn is already packed with people talking about prospecting, lead generation, and the latest sales hacks. But let’s take a step back for a moment. 🚶‍♂️ Have you noticed that many of these influencers work for CRM companies, B2B databases, or similar businesses that sell sales tools? Of course, their content is going to revolve around prospecting, lead generation, and closing deals. It’s in their best interest to promote the products and methods that support their business. 💼 But guess what? This is YOUR reminder: LinkedIn isn’t just for them. It’s for YOU, too! 👈 We don’t have to be a “guru” selling a new software to share valuable insights. We all have stories from the field, lessons from tough calls, and tips that we can help others. We’ve all got a perspective that is grounded in real, day-to-day sales work. The world doesn’t need another copy-paste influencer post. It needs OUR authentic voice, our unique experiences, and our genuine insights. So, if you’ve been hesitant to start sharing because you think the space is already crowded—don’t be! There’s room for real voices and new stories. And if there’s one thing I’ve learned, it’s that there’s always someone out there who needs to hear exactly what you have to say. It’s never too late to start. Your first post could be the one that makes a difference to someone else. So, go ahead—let’s hear your story! 💪 #thankfulthursday #CanadianSales #LinkedInJourney #AuthenticityMatters #SalesCommunity #ShareYourStory

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Here’s the difference between a business problem and an impact + why it should matter to you in sales. A business problem is defined as the delta between a buyer’s lagging indicator goal, and where they are in relation to that goal. ☉ An AE has only closed $100k ARR out of a $250k quota, so their business problem is the size of the difference - or $150,000. An impact, on the other hand, is what happens, or will happen, to the buyer if they DON’T solve for the business problem. ☉ Because the AE is $150k short of their quota, they are placed on a PIP and will be possibly let go if the problem continues to exist. Why does this matter? Because you need to have both, to set a buyer into motion. The size of the business problem determines whether or not something’s worth solving for, in the first place. ↳ No business problem ➞ No reason to change, at all. But the size of the impact determines whether or not something’s worth solving for TODAY. ↳ Have a business problem, but no impact ➞ No reason to change, right now. Find a sizeable business problem + a large enough impact, and you’ll be well on your way to mobilizing your buyer & ultimately closing the deal.

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🚀Sales leaders, have you ever felt you're shouting into the void between discovery and demo? You're not alone! One of the biggest challenges we face is prospect ghosting.👻 It's frustrating when you've had a great discovery call, but then... silence. No responses, no engagement, and your product's value is left unnoticed. But here's a game-changer🎰: Build curiosity at every touchpoint! I had a prospect who seemed to vanish after the initial call. Instead of bombarding them with follow-ups, I changed my approach. I started sending personalized snippets of how our product solved their pain points. Each email, and each interaction became a mini-demo, tailored to their daily routine. The result? Not only did they re-engage, but they came to our demo meeting more excited and prepared than ever! Remember, your discovery call isn't just about qualification questions. It's your first chance to🎇spark that curiosity. Carry that spark through every email, every thank you note, every reminder. 🏆Sales champions, let's turn those silent periods into opportunities for engagement. Let's make every interaction count! How are you keeping prospects engaged between calls? Share your strategies below! #SaaSSalesSuccess #BuyerEngagement #SalesLeadership

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Here to tell you a cool thing... 💃 Now you can do automated LinkedIn prospecting with high-intent ICP accounts. We at Factors.ai have partnered with Salesrobot to bring this automation to your screens. How will this work? 1. Identify high intent ICP accounts visiting your website, G2 page, engaging with LinkedIn and Google Ads, and send them to Salesrobot automatically. 2. Set up a cadence with several touchpoints in Salesrobot, prospect how you like, without going to Navigator to build a lead list of cold prospects. Imagine how easy peasy. 3. Capture leads from multiple channels and prospect using a multi-channel approach, all automated. Let's do this! 🚀 Saurav Gupta looking to do more cool things together 😎 For those interested in knowing more about this, please DM #saas #partnership #sales #salesrobot #factors #prospecting

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🚀 Ready to tackle your SDR challenges like a pro? 📈 "Overcoming Top SDR Challenges: A Strategic Guide" is here to turn those hurdles into stepping stones for success! 🏆 🔍 Discover actionable strategies to: - Boost cold call success rates 📞 - Master objection handling like a wizard 🧙‍♂️ - Perfect your email outreach strategies 📧 - Streamline lead qualification processes 🎯 Why let challenges hold you back when you can conquer them with ease? 😎 Dive into the guide and transform your SDR game forever! Click the link 🖱️ https://nuel.ink/rzHb7I Don't keep all the secret sauce to yourself—share your thoughts in the comments! 🌟 #SDRSuccess #SalesTips #B2BProspecting #SAASFounders #SalesGrowth 👀 Let's crush those SDR roadblocks together! 💪✨

There was once an SDR manager that was told they should put an SDR on a PIP. The manager didn’t think they deserved it. There were some challenges happening and over time standards weren’t met. The manager inherited this person from another leader who had left the business. An SDR managers worst nightmare. After a few conversations with the SDR, the manager saw that it wasn’t a performance issue, but a focus issue. What does that mean? They were focusing on the wrong things and were beat down by the circumstances. After seeing that they were willing to put in the work and were coachable, the manager saw they had a ton of future potential. With constant focus, reminders, and highlighting positive behaviors the SDR was off to the races. They proceeded to hit 200% plus quota the next two months and 120%+ for two months after that. They went on to the next step and became an account executive. The SDR just needed someone to invest in them. They were willing to put in the work and had a ton of future potential. If the will is there, get to the root cause and coach your people.

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