Sarah Rother Mendiola

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. 💸📉📊

14

4 Comments

🚀 Unlock Your BDC's Full Potential 🚀 Want to supercharge your BDC performance? 📈 Download our FREE guide: "10 Metrics Your BDC Should Be Measuring," to ensure you’re tracking the right data for success! From Inbound Appointment Conversion Rates to Outbound Appointments, these key metrics will help you fine-tune your strategy and boost results. Don't miss out! 👉 Download now at https://hubs.la/Q02QxLdt0 and start optimizing today! #BDC #CallCenterMetrics #AutoSales #Volie #DownloadGuide #CustomerSuccess

6

🚀 Unlock Your BDC's Full Potential 🚀 Want to supercharge your BDC performance? 📈 Download our FREE guide: "10 Metrics Your BDC Should Be Measuring," to ensure you’re tracking the right data for success! From Inbound Appointment Conversion Rates to Outbound Appointments, these key metrics will help you fine-tune your strategy and boost results. Don't miss out! 👉 Download now at https://hubs.la/Q02QxD3j0 and start optimizing today! #BDC #CallCenterMetrics #AutoSales #Volie #DownloadGuide #CustomerSuccess

4

🚀 Unlock Your BDC's Full Potential 🚀 Want to supercharge your BDC performance? 📈 Download our FREE guide: "10 Metrics Your BDC Should Be Measuring," to ensure you’re tracking the right data for success! From Inbound Appointment Conversion Rates to Outbound Appointments, these key metrics will help you fine-tune your strategy and boost results. Don't miss out! 👉 Download now at https://hubs.la/Q02QxD3k0 and start optimizing today! #BDC #CallCenterMetrics #AutoSales #Volie #DownloadGuide #CustomerSuccess

4

🚀 Unlock Your BDC's Full Potential 🚀 Want to supercharge your BDC performance? 📈 Download our FREE guide: "10 Metrics Your BDC Should Be Measuring," to ensure you’re tracking the right data for success! From Inbound Appointment Conversion Rates to Outbound Appointments, these key metrics will help you fine-tune your strategy and boost results. Don't miss out! 👉 Download now at https://hubs.la/Q02QxCYM0 and start optimizing today! #BDC #CallCenterMetrics #AutoSales #Volie #DownloadGuide #CustomerSuccess

7

Revenue Leaders. Salespeople at all levels. “Coming 10/15… Powerful articles Expert Insights Actionable Strategies Interviews with the best minds in sales”

13

2 Comments

🚀 Unlock Your BDC's Full Potential 🚀 Want to supercharge your BDC performance? 📈 Download our FREE guide: "10 Metrics Your BDC Should Be Measuring" to ensure you’re tracking the right data for success! From Inbound Appointment Conversion Rates to Outbound Appointments, these key metrics will help you fine-tune your strategy and boost results. Don't miss out! 👉 Download now at https://hubs.la/Q02QxsZ00 and start optimizing today! #BDC #CallCenterMetrics #AutoSales #Volie #DownloadGuide #CustomerSuccess

6

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.....

1

5 Comments

🕵️‍♀️ Sales leaders: ever felt the nagging suspicion your frontline managers are in over their heads?   Your first clue 🔍: you’re behind your 1H revenue target.    Managers face major pressure and have minimal time to diagnose and fix stalled deals, low pipeline, and dwindling activity.    Your second clue 🔍: managers struggle to find time to deliver structured coaching aligned with Challenger’s methodology.    Your final clue 🔍: Those 1H revenue targets keep slipping further away.  Instead of gambling that your managers have what they need, empower your team with a Level Up session.    👉 Sellers receive targeted, real-time coaching for active deals, driving immediate results.   👉 Sales managers witness effective coaching in action and gain a roadmap for developing their teams.   👉 You see proactive, predictable sales success Curious how Level Ups can change the story for your team? Check out our Level Ups Course Catalog 📚: https://lnkd.in/gzeanj_S

4

By simplifying their Quotes, we saved over $300K for our first client at RevSolutions. If you’re a VP, you know that: Accurate quotes close deals. But getting them right is a major challenge. Sales teams often struggle with: → Inconsistent pricing, → Manual errors, and → Lengthy approval processes. These issues erode trust and can cost you business. That’s where the Q of the CPQ system comes in handy; Especially if you’ve complex pricing structures. CPQ tools make the quoting process efficient, ensuring consistency and accuracy across the board. → Automate complex pricing calculations → Standardize discounting practices → Speed up quote approval times With accurate quotes, you build trust with your clients. They know they can rely on your pricing, which makes them more likely to do business with you. Moreover, your sales team can respond faster, turning leads into customers with minimal friction. Accuracy in quoting means credibility and efficiency. How reliable are your quotes? #cpq #quote #pricing

49

1 Comment

Too many sales leaders are obsessed with scaling: - More calls - More leads - More emails - More meetings - More opportunities Without nailing: - ICP - Discovery - Messaging - Buyer journey - Value proposition Better to 2x what works than to 10x what doesn’t.

650

103 Comments

🚀 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

1

1 Comment

I'm hiring more SDRs for Plena for the start of the year. Role: Remote U.S. and Canada only. Compensation: $60K to $70K base with OTE of $105K. You'll be selling primarily to other sales people. We use our own product here at Plena and you'll be making calls with Orum 🥇. Job responsibilities: Come on...you're an SDR. This should be old hat by now! Primarily cold calling. Some one-off email follow ups. No recruiters, no agencies. And certainly no reaching out to anyone that works with me or for me to get intel on who I am and how I hire. Seriously, had that issue last time and I'm just going to blanket statement that if my team reports that someone has reached out to them, I'm not even going to bother with an interview The hiring process so there's no surprises: Step 1. Cold call me (you can find me in pretty much any data provider.) Step 2. Coffee chat with a member of the SDR team (I'll make the introductions week of December 2nd.) Step 3. Interview with me Step 4. Interview with CEO Ground rules for cold calling me: 8 a.m. to 9 p.m. EST per the TCPA guidelines. To be considered must call me no later than 9 p.m. EST on Friday December 6th, 2024.

123

46 Comments

Salespeople love data 📊 We added CRM analytics to BC for 3 reasons: 1°) Getting MORE teams onboard 💸 Sales managers need to measure their reps performance. Reps need actionable insights to improve themselves. Lead Gen agencies need to monitor their VAs. Analytics are 🔑 in terms of user experience but also for us to get more mature companies => more seats => bigger subscriptions => MRR increases faster. 2°) Reducing churn rate 📉 Like I said in the beginning: "Salespeople love data 📊", especially their own data. We're all EGO creature. It gets very addictive to refresh your stats, see how you performed compare to last week, compare to last month, etc. It's the kind of feature that by nature makes the product more sticky. 3°) Building more case studies It's finished yet, but internally we'll identify top performing paying customers to build case studies faster. We have many plans around that. --------- What do you think about the UI of Breakcold's analytics?

32

10 Comments

The same page… AEs, SDRs, CSMs & renewal managers How are you tracking to your goal achievements 🎯? Some mid-year reminders for the team. - Re-align to find out what has changed in your shared account(s) - Stay connected on a regular cadence - Build report and trust - you want to rely on each other - Meet in person if possible - see previous bullet - Enable tough feedback sessions - so important - Share current customer status and revisit top priorities - Strive for a unified front & strategy - Known when to engage leadership - target this as a step - Share your success metrics, KPIs, and percent to goal Success is a #team sport Have a great day!

6

Xmars is growing quickly, putting me in the position of scaling our sales team. Here's what I've found are the 3 non-negotiables when I look to hire for our team: 1️⃣ Proactiveness I always look for candidates with an urgency mindset. Are they self-starters who consistently take initiative without needing direction? In fast-paced sales environments, proactiveness is needed. 2️⃣ Slope Historical performance is important, but it's not everything. In the software world, we often say, "Hire for slope, not y-intercept." Even if a candidate doesn't check every box on paper, are they hungry to learn, grow, and succeed? The learning mindset is what separates good salespeople from great ones. 3️⃣ Creativity I prioritize candidates who demonstrate creativity, adaptability, and outside-the-box thinking. Every potential client of Xmars has a different need. It's our team's job to be able to craft a compelling pitch for each individual. I've struck gold when I find candidates who embody proactiveness, hunger, and creativity. Technical skills can be taught, but these core traits enable salespeople to truly thrive and make a lasting impact. #SalesHiring #Startup

30