Edward Populaire

Improving your hiring process for GTM professionals doesn’t have to be hard! Here’s 5 easy to implement steps: 1. Time matters. The DACH market is competitive and you’ll lose candidates if your processes are any longer than 4 weeks. In fact, aim for 3. 2. Build a relationship with the candidate. How do you do this? Give them feedback! Allow a open channel of communication that will build trust throughout. 3. Interviewing is a 2 way street. Introduce an AMA round to ensure the candidate knows what she or he needs to to make a decision. 4. Share your team performance. Transparency = trust. 5. Show the candidate how they can hit their OTE. On its own, the OTE figure means nothing. Share example payslips or working examples of how the comp plan works. There’s nothing more demotivating to sales people than complex plans… What else would you add? Ps. I need some fresh board pens, I know…

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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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4 Kommentare

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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52 Kommentare

The 3 biggest mistakes sales leaders can make this summer: 1️⃣ Allowing errors in payslips of their teams 2️⃣ Not giving reps real-time access to earnings 3️⃣ Making their team recalculate commissions manually Why it’s crucial to address these now: 🔥 Errors in Payslips: Salespeople thrive on commissions. Errors will make them feel undervalued and lose trust in you - impacting morale instantly! 🔥 Shaky market: Selling in 2024 is not easy. We must think outside of the box to keep morale high - some of our clients decided to advance X% of commissions to boost motivation! 🔥 Focus on Selling: Reps should sell, sell, sell - not do admin. Every minute spent on admin work is a minute lost from selling. When 30 reps are checking their earnings weekly, sales suffers. 🌟 That said --> to boost your teams' performance, start by automating compensations to ensure accurate, on-time payouts. This eliminates errors that demoralize reps. Next, keep your team motivated with commission transparency and partial commission advances. Don't worry about clawbacks - Dolfin has you covered. Then consider equipping your reps with the right tools so they focus on revenue-generating tasks. Your sales team is working harder than ever. They really deserve control over what matters most to them: 📣 Their Sales Commissions 📣

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Cold Calling Tip: It's not about talking less; it's about talking about yourself less. The key to successful cold calls is focusing on the prospect's needs, not your own. Instead of diving into a product pitch, ask the right questions and actively listen. This opens the door to meaningful conversations that lead to trust and ultimately, sales success. Remember: People don’t care about how great you are until they know how much you care about solving their problems. 

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5 things I would do as a SaaS BDR/AE/AM/CSM with commercial targets for a successful quarter close: 🔎Identify the hotest leads + requalify as you go, for a delay-free closing process. 📊Make use of existing data: what has worked well for you and for your colleagues in previous quarters? 💥Prioritize high-impact activities and minimize distractions (like unnecessary meetings). 👔Aim to focus your outreach on those with decision-making authority. 💪Intensify your follow-ups, with a strategy that works for you: whether it is automated reminders or personalized communication. What else will you be doing to make the most of the two weeks left in the quarter?

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Onboarding is one of the most crucial phases in a job 📈 Especially when it comes to RevOps, where grasping the business context can be quite challenging for new hires. The question is: how do you help them hit the ground running? 🤔 Discover the answers on our webinar “The RevOps Ramp Up: A 30-60-90 Day Plan”, in association with Modern Sales Pros, happening next week! 🗓️ Join our panel of RevOps experts — Sara Browne, VP of RevOps at Weights & Biases; Mark Whitlock, VP of RevOps at Creeden; and Venkat Sabesan, Director of RevOps at Everstage — as they discuss: ✅ What’s expected in the first 30, 60, & 90 days of a new RevOps hire ✅ Objectives to focus on during the ramp-up period ✅ A nifty checklist for you to accelerate your ramp up process These tips will definitely help you get ahead of the curve, so don’t miss out! Head over to the link in the comments to grab your spot 🎫 #webinar #revenueoperations #onboarding #rampup

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1 Kommentar

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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103 Kommentare

Kickstart Your Week: Top 3 Monday Must-Dos for Sales Reps 1. Set Weekly Goals: Reflect on last week and set clear, achievable targets for this week. A focused plan keeps you motivated and on track. 2. Prioritize Prospecting: Monday mornings are perfect for reaching out to new leads and following up with existing ones. Early engagement sets the tone for productive weeks. 3. Update Your CRM: Keep your CRM updated with the latest info. Organizing your contacts and logging interactions ensures you don't miss any opportunities. Starting your week with these steps will boost productivity and set you up for success. How do you kickstart your week? Share your tips below! #SalesSuccess #MondayMotivation #SalesTips #Productivity

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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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2 Kommentare

I believe Sales Enablement is a balance between providing what your teams need and what they ask for. It's the same as an AE or CSM advising a client on the best solution for their company based on discovery and past experience. Clients (managers/learners) sometimes ask for specific training that could, in theory, fix the result. However, when you dig...it's really a case of identifying the cause and training that. 💬 "We need training on Active Listening.", Manager says. "Give me some examples of when not using active listening prevented a next step." More digging... ⭐️⭐️⭐️ Result is the team needs training on effective Discovery Meetings, not Active Listening. So managers, the next time you're thinking about training you want vs what Sales Enablement recommends; remember these Rolling Stones' lyrics... "You can't always get what you want... But sometimes, you get what you need." 👨‍🎤 #salesenablement #coaching #learninganddevelopment #remotework

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Are you actively prospecting, and not getting as many sales meetings booked as you would want? 2 things that you need to take action on, as it is likely that this is what is killing your results: 1. Review the list of prospects you are working on, and ensure it is laser-focused on your ICP or IPP (Ideal prospecting profile). 2. Work on your follow-up game - Are you updating leads stages properly? Are you making sure that you are doing at least 7-10 "touch points" if not even 20 if you are trying to reach c-levels at enterprise companies? Are you sending that 2nd message on LinkedIn to the ones that ghosted you? I guarantee an uplift in your results if you take measures now on that above. And if you want my help/advise further, feel free to send me a message. In the picture: A pigeon, who is focusing on the wrong ICP.

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I got a sales team to increase their booked meetings by 221% in two days by doing this one thing. Calling with clear purpose. You'd be surprised how many people lack clear communication skills - and what a toll it's taking on their sales process. Vague doesn't get leads. Vague doesn't get sales. Vague doesn't give you 'word of mouth' business forever. Clarity = cash.

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6 Kommentare

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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1 Kommentar

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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10 Kommentare

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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Talk to us about the 3rd option. Option 1. Divide responsibilities amongst your existing at capacity team. Option 2. Start recruiting if you can make a business case, find the budget and justify the additional ongoing capex overhead. Option 3. Our Customer Success as a Service lets you on board once (1-4 weeks) then pay-as-you-go.

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Here's how to come up with a cold call "value" proposition that will actually resonate with buyers The problem with most cold calling pitches: - Talk about benefits instead of problems - Are to vague instead of being specific - Use sales language instead of customer language Nick and Armand break each mistake down in detail in this video and in more detail in our book "Cold Calling Sucks (And That's Why It Works)" which releases next week #coldcalling

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5 Kommentare

🚀 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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