Colin Chapman

Hello SDRs - a good old hokeyism that I enjoy is "you can bring a horse to water, but you can't make him drink". What this saying is missing is how you choose to drink is up to you, but you need to drink. Own your process. Want to know more about the product/market, (yes i think this helps sdrs), go to your Sales engineering team. Want to learn more about top SDRs across all industries, find a mentor. So many of us are all to willing to help, as we've been in your shoes before. Lastly, own your persona learning. GPT tools make what use to be an exhausting and drawn out, possibly innacurate process, and turns it into minutes not hours. It's Wednesday, time to make the rest of the week awesome. #sdr #hokeyism

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Old-school channels outperform automated noise I had Giulio Segantini from Underdog Sales who is the expert within Cold Calling📞 We talked about the power of a GREAT cold call. Other topics covered in Ep. 34 of Hot SaaS: 📲 Master cold calling, regardless of experience 📲 Create an outbound culture and make calling fun 📲 Cold call hit rates & benchmarks KPIs 📲 What goals to set and create small wins 📲 Coach your team to convert through cold calls Available where you listen to pods and watch videos. Search for Hot SaaS or climb the linktree in my profile 🤙🏼 #HotSaaS 🌶🚀

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Why SaaS companies find it difficult to hire Sales professionals in Germany: - There's a huge supply & demand issue - Companies fail to empathise with the German culture - They don't have a data centre in Germany - They don't have translated marketing collateral - German sellers are more conservative - They don't have localised leadership - Hiring processes lack detail & transparency - Becoming a salesperson after getting a degree/masters is still stigmatised; there's still a lack of talent in the market To my German network, what other mistakes do SaaS companies make when trying to hire salespeople?

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Stop letting junior SDRs reach out to your C-Suites. Buyers don’t want to talk to salespeople anymore. They want trusted advisors. Domain experts.  Yet, for some reason, 99% of sales teams completely ignore this fact and let their junior SDRs reach out to C-suites — then they sit back and wonder why their outbound doesn’t work. The WHO factor is more important today than ever before. Here’s what it means moving forward: 1. Trusted Advisors vs. SDRs: Would you take medical advice from a first-year med student? Probably not. In the same vein, expecting a junior SDR to convince a C-suite executive is a flawed strategy. Buyers today want insights from those seeped in the industry, not those reading off a script. 2. The New-Age SDR: These SDRs have authority in their field and are the ultimate subject matter experts. They possess a highly relevant audience of ICP and excel in content creation and audience engagement. They understand the nuances and pains of the prospects and create value-driven conversations, not just touchpoints. 3. Team-Selling is a Necessity: If a CFO checked your website, why in the world would you let your SDR reach out? Facilitate outbound requests to your CFO and ask them to personally connect with the prospect from their profile. It’s about leveraging the right person at the right time to build trust and relevance. 4. Signal-Based Selling: Your outreach should be driven by real-time data and intent signals. Spot the triggers: website visits, content downloads, recent funding, etc. Engage with the right person, when the timing is perfect, with the right message from the right person. This isn’t about volume; it’s about precision. TAKEAWAY: In this new era, it's not about how many emails you send, but WHO is sending them and WHY. In 2024, the most successful companies will have GTM teams that look more like consulting firms than old-school sales orgs. The next-gen of successful sales orgs will be the ones that evolve beyond the old playbooks and focus on trust, relevance, and the power of human connection. The future isn’t just lean. It’s personal.

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I talk a lot about hiring remote SDRs (and even give speeches about it too 😊) but what are reasonable KPI’s to expect? If you already have reps calling (offshore or inhouse), you can expect a similar volume and sets. But if you are setting this up for the first time, -350 calls is generally achievable (you can push for more, but if meaningful conversations are important to you, decreased volume will lead to greater results) -Power dialers will increase volume (manual dialers take up a bit more time) -Most of our SDRs speak to prospects anywhere from 3 to 8 minutes depending on their script. At that rate, 125-200 calls per day with 15-25 meaningful conversations, and 2-8 sets is a reasonable KPI. The range takes into consideration the pickup rate, warm or cold lead, and industry. Also— it depends on how much feedback and coaching you provide. The more you mentor, the more sets your SDRs will achieve. TELL ME what questions you have about KPIs for remote sales reps. #offshore #salesreps #coldcalling

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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.

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My prospect suddenly went silent in the middle of the sales cycle and I couldn't understand why. Then it happened again… and again. It was a pretty common trend. Couldn't put my finger on it, until I took a closer look at my pipeline and finally understood why. 2 key reasons: -> 50% of my prospects were in ‘educational mode’ -> I’d jump into product as soon as I heard an ounce of a pain “That’s exactly what we solve for...” “Here’s how we can help. Our platform provides a…” Little did I know these prospects were essentially tire kickers. All while I thought I had a quality deal on my hands. ................................................ Since, I’ve maniacally focused on 1 thing early in the cycle >>Disqualifying ruthlessly ✅ “You said you’ve been facing this problem for some time now. What have you tried up to this point to help tackle it?” ✅ “What’s happening in the business now that’s causing you to have another look?” ✅ “[provide context then ask] Who else has a vested interested in solving this problem at your org?” ✅ “We typically find when folks are trying to solve a big problem like this, it’s driven by someone at the exec level. In addition to yourself, is there an executive on your side who cares about solving this problem? ✅ “What would bethe ripple effects across finance and ops if you don’t solve this problem in 3 months?” Those are just a few 👆 and if you’re not satisfied with the what you’ve heard, Call them out on it. "Linda - I can walk you through a demo. But your time is valuable and I’m getting the sense this may not be high on your priority list. am I incorrect in making this assumption… do you believe it’d be worth your time?” …………………........... Protect your time and your prospects. Disqualify ruthlessly.

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Good vs bad hiring processes for SDRs/BDRs ✅ ❌ Which one do you think attracts the best talent? A - gives feedback after each stage B - doesn't give feedback to candidates at all A - let candidates know the salary range and keep to a small variance b - doesn't make the salary clear in the job description and has a large range A - 2-4 stage process and includes a task/role play B - 5-8 stage process that feels like a repetitive interrogation A - offers as soon as they have the right person B - waits a few days/even weeks and keeps the candidate in the dark It doesn't take much to provide a great candidate experience. But people remember how you made them feel. #sales #salescareers #hiring #interviews P.S. Have you had a good/bad interview experience before?

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Question: Should SDRs handle price enquiries? Answer: It depends! So many factors at play and I often see people staying firmly in one camp or another but the truth is, it does depend! How is your price calculated? Are you a transactional model or a solution based model where every sale is different? Should SDRs give ballpark figures? Brackets or buckets? Tell them a minimum investment level? Pass to the sale team? Does inbound or outbound make a difference? How do your SDRs handle the "how much is it?" question? #simpsonsfriday #sdr #salesdevelopmentrepresentative

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5 reasons why prospects don’t reply to your messages:   1. Busy schedule 2. Not ready to buy yet 3. Prospect forgot to reply 4. Missed message (e.g. in spam folder) 5. Poor timing (e.g. prospect on holiday)   There are many reasons why your prospects don’t reply.   No reply doesn’t mean no interest. -- How many times do you follow up with prospects? #JamesEEnglish #Sales #China

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I connected with two cold calls yesterday Both said: "Now is not a good time because we just finalize a project" Me: “When is the right time for you to pick up the topic again?” Them: "After summer. You can call me in 3 months - mid September" Me: "How about we book already a meeting in? Is easier for both so that we do not have to remember." Them: "Yes sure - 12th September in the morning?" Me: "I sent you the invite. Did you get it?" Them: "Yes, I just accepted" Works almost every single time Don’t hoard tasks - hoard meetings It is easier to handle PS: Some may say that they might not show up now. I say: still better to have a meeting in the calendar they need to cancel rather than a task that you call them again in 3 months

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Hiring Your First Salesperson? Don’t Make These Mistakes Your first sales hire is a critical one & it can be the difference between scaling quickly or spinning your wheels for another year. The top mistakes I see SaaS founders make? Hiring too fast without a clear process. Focusing solely on experience, not adaptability. Skipping the cultural fit assessment. Your first hire sets the tone for your entire sales team. Get it right, and you’ll build momentum that drives growth. Get it wrong, and you’ll be back to square one. #hiring #recruiterlife #recruiting #saassales #gsd #agsd #sales #startup #founder #ceo

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💛 Very proud of the team I usually don't post company updates or milestones. This time is different. Our marketing team around my cofounder Alvaro Rojas has worked feverishly on building a new online presence that accurately reflects our positioning: Helping tech companies build effective sales teams by solving two of their biggest challenges: 1) Efficiently hire the best sales talent 2) Enable their existing team via highly effective, continuous training Meet our two distinct yet intertwined product lines: hyriseRecruiting and hyriseTraining. Check it out 👇

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when a first time head of sales/vp of sales says they are planning on the "running an ad and going through the apps/messages" approach to finding a founding account executive top performers are performing and rarely sitting on LinkedIn waiting for open jobs just sayin reactive hiring < proactive recruiting #passivetalent #nichesellers #relationshipsfirst #fishemout #talentreach

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I wrote a step-by-step sales guide for early-stage CROs. Struggling to convert inbound leads? This is for you. I used almost this exact process to: → Increase inbound sales by 80% → 21x inbound sales conversion rates → Feel WAY more confident with my sales process If this is you: "I have no idea why my inbound leads never close!" Then you need this guide. I wrote out how to: ☑️ Analyze the customer’s journey ☑️ Refine your sales strategy ☑️ Lower the barrier to entry for intro calls ☑️ Follow up with a script to schedule demos ☑️ Connect with leads when they're most interested 𝗧𝗵𝗶𝘀 𝗶𝘀 𝗳𝗼𝗿 𝗖𝗥𝗢’𝗦 𝘄𝗵𝗼 𝘄𝗮𝗻𝘁 𝘁𝗼… → Hack the inbound sales with automation and proven tactics for success → Provide leads with a best-in-class experience from first contact to close → Streamline the sales process with one easy-to-use tool → Help their sales team be proactive and organized → Increase their speed in contacting with prospects So, every sale starts with prospects looking for a product like yours. If you don't have a firm grasp on your sales process you'll keep leaking deals. Your product is too good to be lost due to a poor landing page. So, I wrote this guide to help y'all get started. 👉 Comment "Inbounds suck" and 𝗰𝗼𝗻𝗻𝗲𝗰𝘁 𝘄𝗶𝘁𝗵 𝗺𝗲, and I'll DM you the guide. ___ I'm Sergio Fernandez I help B2B SaaS companies supercharge their inbound sales. Click my name + connect with me!

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Here are the 7 BIGGEST LIES told about sales on Linkedin: 1. Cold calling is dead. I am SO TIRED of hearing this. Our top SDR booked 83 meetings with Director+ at mid-market and enterprise accounts the last 4 months. Mainly via cold calls. Depending on your buyer/persona, there is a massive window open for cold calling effectively. Picking up the phone works. 2. This [insert magical tech/tool] will fix your GTM issues. Improvements in GTM and sales effectiveness are a series of small improvements over a LONG period of time. Once in a while you get an unlock, but it’s rarely driven by buying one expensive new piece of software. 3. Cold email is dead. Yes, blindly blasting contacts you bought on ZoomInfo with generic messaging doesn’t work. That has gotten dramatically less effective than it was even 5 years ago. However, strategic messaging to top prospects where you have unique insights still works. It just requires 10x more focus and effort to get it right. 4. Nearbound/relationship selling is the only way to sell now. Yes, outbound is harder today. Inboxes are overflowing. But that doesn't mean your first dozen customers, advisors and investor connections can be the only channel. It is one of many in a company’s arsenal but to think it’s the ONLY way is a dangerous bet. 5. Without Outreach/Gong/Apollo/Etc, you can't be successful Just because other companies use a popular product for XYZ solution, doesn’t mean it’s right for every company. The biggest unlocks for Champify have been changes to our sales process, who we target, and positioning. None of these required fancy technology or having all the solution that’s been deemed “table stakes”. 6. A killer VP-Sales hire will fix your sales issues I see SO MANY companies think a new hire will automatically fix GTM issues. The best can help tilt the slope, but fundamental problems with PMF, competition, and willingness to pay are not solely sales problems. Thinking the new VP-Sales (or any key hire) can fix all of these is not realistic. 7. Everyone *else* has it all figured out Reading people’s posts can makes you feel like some companies don’t face real issues. It's a very tough market. Every single company is going through challenges and it always looks easier from the outside. Never forget that. I love Linkedin, but it is a world of absolutes. In reality, there is more nuance than what you see in your feed. Be careful out there. Especially if you're a young seller. Remember: Your goal isn't to do what everyone else does. It's to figure what works for YOU

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🚀 **The Future of Sales: Adapt or Get Left Behind!** 🚀 In today’s rapidly evolving market, the divide between traditional sales methods and modern strategies has never been starker. 🤔 👴 **Cold calling, endless emails, airport lounges, and painstaking CRM data entry**—these antiquated methods are slowly but surely becoming obsolete. While they might have worked in the past, they can no longer keep pace with the demands of today’s informed and discerning buyers. 🔍 Enter the new era of selling: **AI-driven tactics**! Imagine leveraging AI to: - Create tailored content tailored to your audience’s needs. - Distribute that content effectively to key decision-makers. - Align your approach with prospects through deeper insights. - Close deals through strategic video conference introductions, making your pitch more personal and engaging! 💡 Sales professionals who embrace these innovations aren’t just surviving; they’re thriving! By leveraging AI, they save time, enhance personalization, and significantly improve their closing rates. The choice is clear: adapt to the future of sales or risk being left in the dust. 🌪️ What strategies are you using to modernize your sales process? Share your insights below! ⬇️ #Sales #AI #SalesStrategy #DigitalTransformation #FutureOfSales #SalesEnablement #Innovation #LeadGeneration #SalesTech

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Revenue blindness is a condition that a 2/3 people in sales suffer from. When undiagnosed it can lead to... - Constant Peaks and Valleys - Scaling Suck - a 'Just do more' mindset - Hives - Dispair and Misery What is revenue blindess? When all that is looked at in terms of success is the revenue number. If you hit = Things must be good. If you miss = The team/individual/leader suck It's actually far more dangerous on the 'hit' side, and I see it all the time. A rep is hitting their number, but tearing down the culture, but it's allowed because of... Revenue blindess A team of 10 hits the number, but off the back of the manager or or 1 top rep, so the decision is made to scale to 30 even tho they have nothing proven in place... Revenue blindess It works the other way too. A team is hitting their marks, hitting the activity, working the deals, using strong messaging, and yet miss the number, because the number was unhittable. The number doesn't get changed, the people do. Revenue blindess. A rep IS crushing their number, but because of that they don't get the recognition, attention and support they want/need because well.. they are hitting the number Revenue blindess I talk about this with my leaders all the time, we can't fall into revenue blindness. We have to stay below the number to drive results. Behaviors. Issue Diagnosis/Inspection. Process. Skills. You - This is where BIPSY comes in. We have seen some amazing results over the last 6 months. We're talking some 2-3x type results. BUT We stay obsessed over what's causing them, not just the end result. This is the key. Revenue blindness is curable. If you know someone that suffers from revenue blindness ... Send them to the Sales Leadership Accelerator - it will take time.. but we can save them. https://lnkd.in/ejPDhZw4

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