Will Taylor 🤝

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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🚀 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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Attention SDRs and Sales Reps🎙️ If you are not getting enough coaching, use Chat GPT to supplement the lack of support - P.S sorry you aren’t getting support 😥 Paste a transcript of your recorded call or role-play you did with a co-worker into ChatGPT (check with legal if you can do this) Ask ChatGPT to: • Analyze your call based on your call framework or script • Identify areas for improvement by asking Chat GPT (or whatever tool you may use) questions • Suggest alternative phrases to communicate value better Prompts you could use: "What did I do well on this call?” - Start off feeling good "What did I not do well?” "How could I have dug into the pain more? Please provide questions I could have asked?” “Can you give me 3 ways I could have handled the objections?” "Suggest alternative ways I could have gone for the close?” “Did I miss anything in the call that could have helped me go for the close?” A.I. will not replace you; the Reps who learn how to use it to help them improve will. If you are a sales or enablement leader and want to learn more about how you could leverage A.I. to help improve your team. Come to the Allego Sales Success Summit, where Sam Richter CSP, CPAE, will discuss how to use AI to help improve your sales team. https://lnkd.in/eKg3w7w2

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This week we want to bring the spotlight to some cool companies that are hiring for CS roles— most of them from our extended network of clients/past clients and partners! — Watershed — Confluent — BuildOps — Zendesk — OpenAI — TELUS — Gong — Postscript — Podium — Bloomreach — G2 — Paddle — 6sense — Tines If you know someone looking for a new opportunity 👉🏻 Tag them Feel free to comment if you're hiring too! #hiringnow #jobalert #recruiting #tech #networking #saas #revops #cs #customersuccess #hiring #jobpostings

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Level up your prospecting game with ZoomInfo Copilot. 📈 By leveraging your CRM data and ZoomInfo's unrivaled B2B intelligence, Copilot offers smart outreach recommendations and uncovers prospects you might have missed. Discover how customers like Ahsan Yousaf, Business Development Representative at Clio - Cloud-Based Legal Technology, are achieving sales success with ZoomInfo Copilot ➡️ bit.ly/3RwZJFl

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🌞 Struggling with a summer sales slump? 🫠 Check out our latest blog post for 7 actionable tips to keep your prospecting sizzling even when the weather's hot. ☀️ From sending strategic calendar invites to leveraging text messages, these tactics will help you stay ahead and beat the summer slowdown. Don't let the heat wave cool down your sales efforts 🚀 Read more: https://lnkd.in/g8MMhF7H #SalesTips #SummerSales #B2B #Prospecting #SaaS

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Sales + Confidence = Momentum Confident salespeople: 1. Build trust with customers. 2. Stay in control of the conversation. 3. Enhance the effectiveness of a pitch. Be confident. Build momentum.

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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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Elevate Your Email Game: Join Our Exclusive Webinar on Outbound Sales Email Strategy! 📅 Mark Your Calendar! Date: 06/27 Time: 4:30 PM EST Format: Live on Riverside What’s in Store? Join Jesse D'Agostino, our RevOps Specialist, for a deep dive into crafting compelling outbound sales emails that turn prospects into customers. "Outbound Sales Email Strategy 101" is your gateway to mastering email communications in the crowded digital landscape. What You'll Learn To: - Set and hit SMART email marketing goals - Build and nurture high-quality email lists - Create content that opens doors and hearts - Perfect your timing and maintain your reputation 🔗 Secure Your Spot Here: https://hubs.la/Q02CT1JW0 Let’s unlock the full potential of your email strategy together! See you there! #outbound #emailmarketing #salesstrategy #leadgeneration

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Ever feel like your compensation system is playing catch-up with your growth strategy? With SalesVista, that's a concern of the past. Our flexible ICM platform puts you in the driver's seat, enabling you to not only reduce manual labor and errors, but engage your teams and empower them to rally behind your company growth goals. 🏁 Stop living in the past! It's time to take the handcuffs off and go all in on your growth plans—without comp errors and disputes constantly taking the wind out of your best salespeople. SalesVista is here to help. You'll be shocked at how economical it is, and how much value it brings to the table. 🏆 Reach out today to learn more! We'd love to guide you through it. Don't just compete—lead the pack, with SalesVista. #SalesCommissionRevolution #SalesStrategy #SalesLeadership #FinTech

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In Sales, getting a ‘No’ is way better than ‘Maybe’ - Why? It enables rapid disqualification of prospects with potential deal-breaker elements, allowing a sharper focus on promising leads. Saad Arshed, COO of Xgrid.co, hosts Jeff Kirchick, VP of Sales at allwhere, diving deep into the crucial role of authenticity in sales strategies. Jeff discussed the premise of the book he wrote “Authentic Selling” advocating for human authenticity as essential for adapting to evolving customer dynamics and personal success. How top salespeople go beyond merely identifying pain points. They create compelling visions for their customers and offer valuable advice and support that extends beyond the product itself. Some strategies they discussed include: - Finding the tipping point: Uncover the critical event motivating the customer to seek a solution. - Exploring consequences of inaction: Highlighting what happens if problems aren't addressed. - Contrasting ideal vs. future state: Creating a clear picture of the desired future vs. the current state. - Quantifying impact: Translating differences into measurable metrics. Connecting solutions to outcomes: Showing how solving issues leads to significant benefits. He talked about the "Getting the Yes Before the Yes" technique to make customers realize their pain points organically. The emphasis is on genuine understanding and aligning with the buyer's experiences. For hiring, Jeff looks for specific core competencies depending on the role. SDRs should love winning due to frequent rejection, while Account Executives should hate losing to foster competitiveness. Jeff shared his management style, emphasizing autonomy. He publicly praises good work and privately addresses critiques, coaching broadly on team trends. For outbound sales, in his opinion, email remains the most effective despite deliverability challenges, while face-to-face meetings are crucial for enterprise sales. A multi-channel approach, starting with emails and using LinkedIn and cold calling, is key, often requiring 17-20 touches to get a reply. Watch The Full Podcast: https://lnkd.in/eJq_WBvD

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Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

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

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Are your BDR outbound efforts falling flat? Marketing and sales teams waste time and resources on generic, one-size-fits-all outreach that fails to resonate with busy B2B buyers. These buyers are craving personalized experiences that speak directly to their unique challenges and goals. But what if you could create an integrated campaign that surrounds your target accounts with consistent, personalized messaging? By incorporating links to personalized landing pages into your BDR sequences and email campaigns, you can drive higher engagement and accelerate the buying process. And when your BDRs follow up to discuss the tailored content, you create a seamless, high-impact experience that cuts through the noise. This coordinated approach harnesses the power of both inbound and outbound personalization to deliver relevant and consistent messaging to prospects at your target accounts. Ready to refresh your ABM program with some new tactics that are working right now? We've got you covered 👇 https://bit.ly/3R8S4wT

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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!

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