Dima Honta

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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𝗨𝗻𝗹𝗼𝗰𝗸 𝘆𝗼𝘂𝗿 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝗽𝗼𝘁𝗲𝗻𝘁𝗶𝗮𝗹: This is how SDRs of Germany achieves this using targeted signal outreach ⬇️ SDRs of Germany—one of the largest German sales communities—does more than connect sellers. They educate, organize events, and create valuable learning sessions. In their target market alone, Honeysales generated a staggering 4,173 buying signals. Out of these, our AI identified 358 as highly relevant—highlighting exactly which companies and leads to prioritize. Here’s where it gets interesting: Of the 166 signals being read, 157 messages were sent. That’s a near-perfect hit rate thanks to strict filtering designed to surface only the best, most actionable leads. 80% of these sent messages were from warm contacts, resulting in an 5 times higher CVR. In terms of sales logic, this is a great example of how targeted outreach works much better than broad-based mass outreach. 𝗞𝗲𝘆 𝗧𝗮𝗸𝗲𝗮𝘄𝗮𝘆𝘀: ➡️ Few Messages, More Precision Lea sends only 1-2 messages daily via honeysales. Why? She prioritizes timing and context, making each message highly effective. Sell smarter, not harder! ➡️ Narrow Down Your Signals They receive only 50% of 18 possible signal categories, allowing their sellers to fully focus on the most relevant opportunities. ➡️ Job Openings and Conferences Work Best Signals from open job posts and conference mentions align perfectly with the SDRs of Germany’s product and audience. Identifying the most relevant signal categories is essential for achieving optimal CVRs efficiently. With honeysales, selling smarter isn’t just a strategy; it’s your competitive advantage. Big thanks to the SDRs of Germany team for their work! And shoutout to Lea A Buecker for sharing a video yesterday on how they’re using honeysales (link in comments 🔗). #SalesAI #honeysales #signalbasedselling

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SDRs of Germany got new masterclasses 🔥🔥🔥 We hear a lot that there is not enough sales content in German or for the DACH market 🤓 Well, that used to be true until this community was built 🚀 You can find any sales topic in there: - Prospecting via email - Cold Calling - Video - Discovery - Demos - Negotiation - Career advice - How to leverage AI - and much much more! Alles auf Deutsch 😉 #sdrsofgermany #learning #sales #dach #upskilling #mafaldanotthecartoon

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I connected with 3 people on cold calls last week And booked 2 meetings The third was a German classic: "I am in a meeting" "where did you get my number from" "I do not take cold calls" beeeep Did not manage to book that one On the other hand, the two discussions I had very really good as well Here is the one on Friday, which was a call back: Me: "Patrick" Them: "Hey Patrick, it is Marlies at ACME University" Me: "Oh hi Maries. I called you didn't I?" Marlies: "Yes exactly" Me: "Thanks for calling me back. We actually do not know each other, I called you out of the blue. I was doing some research on your website and saw that you are responsible for e-learning." Marlies: "Yes I am indeed" Me: "Great. We are working with such Universities like ETH, EPFL, University St. Gallen because they have the following challenge: They not only use multiple choice questions in their exams but actually often use free text formats as well, which means that the professors have a lot of work correcting these exams - the answers of students can be really long and complex. At some Universities we work with, professors use up to 1 month every year for 2 exams and a total of 700 students to correct. Does that challenge sound familiar for you as well?" Marlies: "And I guess you solve that?" Me: "Exactly. We are using AI to either give feedback to students in case of a mock exam or we make a first correction of the exam and present that to the professors so that they can save 75% of the time the needed before Taskbase. Are free text formats something you use as well?" Marlies: "Yes absolutely. We use that format a lot. And we have a good platform for our teachers to have their exams published digitally. We also are looking into solutions to have content created automatically. However, we do not have a solution for what you propose as of yet. Can you send me something through email that I can study a bit?" Me: "Absolutely, I can definitely do that. Can I make a suggestion for next steps?" Marlies: "Sure" Me: "How about I send you something through email and we book a meeting in the next days with some people on the team so that you can also get insight into how exactly we do that with other Universities? That is usually easier for you as well other than reading emails and pdfs" Marlies: "Sounds good" Me: Booked a meeting with two people on her team PS: Always start your pitch with "they have the following challenge" so that you force yourself actually talking about a challenge rather than some features, functions or, even worse, marketing slang PPS: Sales leaders, you shall rehearse talking about that challenge again and again with your team. Every normal person should understand what they are talking about

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The 3 biggest mistakes SaaS Founders make when trying to hire a DACH AE! In no particular order... 1. Long Interview process - It's a war on German sales talent right now & long processes are a fast way to ensure you lose out to competition. PS. You can still have a very thorough process take place within 3 weeks. 2. Lack of transparency - Too many founders sell the dream without giving full context to the current situation. PS. Share your challenges, ARR, quota attainment & mistakes to build trust in the interview process. 3. Treat the interviews as a one sided process - Too many founders spend every moment process trying to qualify the credentials of the candidate. PS. Ensure you factor in time to build a relationship and give all the info the candidate needs to make a decision. On average, a German AE we speak with is involved in 3 concurrent interview processes. Optimizing your interview practices will give you the best chance at securing the best talent. How else can we optimise the interview process to be more attractive to candidates? Let's discuss in the comments!

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💰 Current SDR/BDR salary benchmarks for Germany 61.364€ That's the first year's average OTE salary of SDRs/BDRs in Germany for 2024 so far. Interesting how the numbers have developed: 2022: 50,481€ OTE (35,802 base) 2023: 53,069€ OTE (39,694 base) 2024: 61.364€ OTE (42,622 base) >40k base and >15k variable is a must to be competitive. Disclaimer to the source: It's the actual numbers from >300 people we have placed (mostly SaaS, from 20 person startup to public) in Germany. Interested in more details or numbers for Full-Cycle / AE roles? 🙋‍♂️ Comment below or dm me. #sdr #saas #b2b

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cold outreach is the worst channel for sales. well, in case you are doing it wrong - then yes. With the long e-mails, random databases, no solution selling or value proposition. but the truth is that if you want to proactively sell, you have not much choice left... cold emailing cold calling LinkedIn outreach offline events various strategies work if they are done wisely. so experiment with what you do, apply different approaches, follow the best in class. there are many of cool creators on LinkedIn who provide so many tips for free. and remember - there will always be a "yes" after a dozen of "no's" #coldoutreach #prospecting #outbound

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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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🚀 Sales Confidence 2.0: Get SDRs Who Hit the Ground Running! 🚀 Tired of spending weeks onboarding new SDRs, only to realise they aren’t a fit for your fast-paced team? I know the challenges of hiring SDRs—getting the right person who’s not just great on paper but ready to sell from day one can be tough. Let’s face it, traditional CVs don’t tell you if someone has the grit to go out there to the market and have conversations. We provide pre-trained and pre-screened SDR candidates, ensuring your next hire can deliver results immediately, without the lengthy training process. Our Sales Confidence 2.0 ranking system highlights the most proactive, self-taught talent, so you can skip the guesswork and bring on SDRs who are proven to thrive in sales. 🌟 Meet Our Top Talent of today🌟 Jalil- an experienced B2C sales professional with entrepreneurial passion, showcased resilience and bravery in handling tough objections during his role play. Enrike -A charismatic listener who builds trust with strong questions, creating powerful, results-driven conversations. Zuhair- An adaptable professional with retail experience, skilled at handling tough conversations and solving problems creatively. Ali - An aspiring sales professional who thrives on the thrill of winning deals, bringing energy and enthusiasm to every prospecting challenge. Jiya - A versatile professional with a strong background in events, her energy and bubbly character from the role play can allow her to use humour to establish trust. Avishai- A future leader with a background in music, is a well-spoken and articulate professional who excels at getting to the point and handling objections with ease. If you are hiring reach out, remember 50% reduction fee.

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Stop wasting time on boring questions in discovery calls. 🚀 Here are 7 steps to make your discovery calls impactful. 1. Understand your client’s goals and problems. 🤝 2. Bring a clear solution to the table. 💡 3. Review all notes and information before the call. 4. Have a strong perspective on how you can help. 5. Engage in meaningful business conversations. 📈 6. Identify all potential stakeholders early on. 🔍 7. Help the customer make a confident yes or no decision to proceed to the next call, if they are not sure give them an easy out and let them sell the next call to you. 🔥 p.s. If you’re an Account Executive looking to fill your pipeline and exceed quota in 90 days or less, then send me a DM saying "90". #SalesTips #AccountExecutive #DiscoveryCalls #B2BSales #SalesExcellence

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📞 Training New SDRs for Successful Cold Calling🌟 As someone passionate about driving results and empowering teams, I've learned a few strategies that can make a significant impact on the success of your new SDRs: 1️⃣ Master the Basics: Start with a solid foundation. Equip your SDRs with a clear understanding of your target audience, value prop, and common objections. Role-play multiple times per week as a group and individually. 2️⃣ Provide Ongoing Feedback and Coaching: Continuous improvement is key. Regularly review call recordings with your SDRs to identify areas for improvement and celebrate successes. Offer constructive feedback and provide additional training resources as needed. 3️⃣ Emphasize Resilience and Persistence: Cold calling can be challenging, especially for new SDRs. Foster a supportive environment that encourages resilience and persistence. Help them understand that rejection is part of the process and empower them to learn from every interaction. 4️⃣ Utilize Technology Tools: Leverage sales engagement platforms and CRM systems to streamline workflows and track performance metrics. Ex. Outreach call heatmap to view when most prospects answer. Provide training on how to leverage these tools effectively to maximize productivity and results. Remember, training new SDRs is an investment in their success and the success of your team. By equipping them with the right skills, mindset, and support, you set them up for success in the challenging world of cold calling. What strategies have you found most effective when training new SDRs on cold calling? Share your insights in the comments below! Let's continue to learn and grow together. ✨ #salesdevelopment #businessdevelopment #womeninsales #coldcalling

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You pay your Account Executives, Account Managers, SDRs, Customer Success, Marketing, and RevOps colleagues top dollar to optimise and maximise how they go to market. But they spend 72% of their time (on average), on tasks that are exactly the OPPOSITE of going to market. Sound familiar? Sales Intelligence used to be: 1) A vendor for contact data 2) A vendor for company data 3) A vendor for intent data 4) A vendor for spotting churn/renewal risk 5) A vendor for website tracking 6) A vendor for conversation intelligence Impact: 1) 72% of their time wasted in chasing after 90% of your TAM, that aren't currently even in market. 2) Finding out after notice has been given that your best customers have been shopping elsewhere. 3) 7 different vendors who don't talk to each other, operating in independent silos of inactionable data. Digital phonebooks & manually data mining across multiple vendors means that GTM specialists spend more time researching...not selling. It doesn't have to be that way... Imagine a world where: 1) Every seller can see what they need to personalise their outreach 2) Every seller can truly personalise at scale 3) Every seller can rely on AI to give them the pointers they need to be relevant AND personable 4) Every Account Manager can spot months & weeks in advance that their best customers are looking at other providers 5) Every RevOps person can standardise their data and insights into a consolidated view We're not in the 2021 economic boom, it has never been harder to convert conversations to dollars, especially in a time efficient way. You might be asking, is an alternative possible? Yes - #ZoomInfoCopilot. Launched to the world today after months of value creation & validation with our customers. The future is now, ready?

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MySalesCoach Cold Call Power Hour today @ 2 pm UK/ 3 pm CET/ 9 am ET A daily session packed with focus, support, and just the right dose of pressure to keep you motivated! 🔥 Any industry, any role – this Power Hour is for you: • SDRs 💼 • AEs 💪 • Sales Leaders 🎯 • Founders 🚀 • We've even had CSMs join us too! 👤 Whether you’re dealing with remote work isolation, pre-call nerves, or just missing the energy of a team – we’re here to help you crush it! Every weekday, we bring together sales pros like you to dial, share wins, and tackle challenges together. This isn’t about where you work or your job title – it’s about creating a community where we push each other to beat targets and keep that momentum high. Here’s what to expect: • Power Hour to boost cold call effectiveness • Join others dialling at the same time • Kickoff with motivation and quick tips • 45 minutes of focused calling • Live Zoom chat to share wins, objections, and advice 🕑 When? Daily at 2 pm UK (1 hr) 📅 How to Join? Grab your spot here: https://lnkd.in/ewutt5pa FAQ: • What if I miss it? No worries – just join when you can. • Cost? Free till year-end. • What do I need? Yourself, your call list, and a ready mindset! Next Session: Today at 2 pm UK / 3 pm CET / 9 am ET. Don’t dial alone – join us and make those calls count! PS - Big thank you to Bec Turton for helping us create this "Wall of Fame" of those who've been joining us each day - Can you spot yourself? #ColdCallPowerHour #SalesMotivation #MySalesCoach

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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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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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The Power of Skills Over Degrees in Sales Hiring You know the challenges: The right recruiting setup is missing.  And you can't find good German-speaking sellers. The result? The sales team doesn't achieve its goals. So what can we do? Imagine shifting the focus from degrees to actual skills.  That's exactly what the big tech companies do. They look for the smartest minds, not the highest degrees.  And it works especially in sales. 3 ways to do this: 1. New Standards: Develop an evaluation system that highlights the practical sales skills of applicants. Test their problem-solving abilities and adaptability in realistic sales scenarios. 2. Internal Development: Train your recruiters to recognize and evaluate sales skills. Make them "General Athletes" who are versatile in identifying sales talent. Let them shadow the sales team for a few days to understand what it takes to succeed. This improves talent acquisition and creates tailored development paths for sales roles. 3. Use AI: Automate routine tasks in sales recruiting. For Natalie Matalon from the StepStone Group, it makes the process more efficient. And it helps sales candidates show their best sides. What methods are you already using?

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What if you can do 3500 Google Searches at once? 🤩  Modern prospecting at scale with Clay!    Here’s what’s happening:  I am attending Bits & Pretzels 2024 together with #BreakingGrounds. Super exciting!    Lots of people I want to meet and want to set up a bunch of meetings before I even get to Munich.    The problem: I got a list of names and companies, but no contact info.    3500 attendees and not a single usable lead.    Here’s where Clay is SUPER useful.    Using the “Find and Enrich Person from Google” I get an army of robots that found over 90% of the LinkedIn accounts of the leads in less than 20 minutes!    Now all that’s left is to craft a quick intro sequence and load them into HeyGen.    Basically in less than 2 hours, I’ve guaranteed myself an epic conference in Munich!

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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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MySalesCoach Cold Call Power Hour today @ 2 pm UK/ 3 pm CET/ 9 am ET A daily session packed with focus, support, and just the right dose of pressure to keep you motivated! 🔥 Any industry, any role – this Power Hour is for you: • SDRs 💼 • AEs 💪 • Sales Leaders 🎯 • Founders 🚀 Whether you’re dealing with remote work isolation, pre-call nerves, or just missing the energy of a team – we’re here to help you crush it! Every weekday, we bring together sales pros like you to dial, share wins, and tackle challenges together. This isn’t about where you work or your job title – it’s about creating a community where we push each other to beat targets and keep that momentum high. Here’s what to expect: • Power Hour to boost cold call effectiveness • Join others dialling at the same time • Kickoff with motivation and quick tips • 45 minutes of focused calling • Live Zoom chat to share wins, objections, and advice 🕑 When? Daily at 2 pm UK (1 hr) 📅 How to Join? Grab your spot here: https://lnkd.in/ewutt5pa FAQ: • What if I miss it? No worries – just join when you can. • Cost? Free till year-end. • What do I need? Yourself, your call list, and a ready mindset! Next Session: Today at 2 pm UK / 3 pm CET / 9 am ET. Don’t dial alone – join us and make those calls count! #ColdCallPowerHour #SalesMotivation #MySalesCoach

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