Julian Hertzog

Our friends over at SDRs of Germany have pulled out all the stops to create a sales edutainment show like no other, and it’s one you won’t want to miss! Tomorrow, join live for the latest episode of Hit the Gong where we’ll dive into real, unscripted sales scenarios packed with invaluable insights and fun. Here’s what to expect: 🔹 Live Discovery Call Coaching: Max Koester one of Germany’s top 25 sales coaches, will guide community volunteer Saskia Walther through a live call as she faces unpredictable sales personas in real time. 🔹 Interactive Audience Engagement: Audience members are a big part of the action! From reactions, Q&A, and direct feedback, to rating GONG‘s automatic call analysis – you’re not just watching; you’re in the show. 🔹 AI in Action: The show uses Gong‘s AI-driven insights to analyze the call, summarize the next steps, and even create a follow-up email. It’s a unique, natural way to see the power of AI in modern sales without the heavy-handed pitch. 🔹 Live Coaching Takeaways: Learn from the best as Max and Saskia reflect on their Gong analysis, covering everything from discovery techniques to handling tough objections and inappropriate comments with skill and confidence. The show is full of surprises, humor, and genuine value for anyone in B2B sales. Don’t miss this chance to see sales, edutainment-style. Join the show here 👉 https://lnkd.in/eSRmnXRk

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Sales Leaders - Avoid this Mistake! Please don’t give your SDRs access to Smartlead/Instantly and ask them to manage multichannel workflows like LinkedIn touchpoints and cold calling. It doesn’t integrate well with your CRM, dialler or data provider meaning it will make a simple workflow very complex. You might actually be better off with a traditional sales engagement platform like Outreach, SalesLoft, or even Lemlist (even though you're hearing something else from Linkedin.) Instead you should think of SmartLead/Instantly as an additional SDR on your team that can send emails at such a high volume and low cost. Use it to reach out to your Tier 3 and some Tier 2 prospects where the average deal size doesn't justify having a dedicated SDR. ----------------------------- Hi, I am Leo, former head of sales now agency founder of the The Playbook Agency

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What's the State of AI & Automation in B2B Sales? Simple insights you can’t miss. In our session yesterday, we presented the initial findings of the Sales Efficiency Report. Here are the key highlights: 🚀 Manuel presented on Inbound-led Outbound VS Traditional Approaches: He took the stage, tackling the age-old debate. The verdict? A balanced blend of inbound and outbound is key. Our survey (n = 132) also revealed: 📈 Lead Engagement: Trade shows & conferences remain vital for industry presence. Personalised emails are still king for staying in touch with leads. 💡 I had the pleasure of showcasing the 2️⃣ most popular AI use cases that increase value for B2B companies (n = 130): 1️⃣ Practical examples of CRM enrichment (CRM regularly synchronises with AI data providers for up-to-date insights) 2️⃣ and Follow-up Automation (AI continuously evaluates feedback and personalises follow-ups), demonstrating how these processes can be streamlined using AI. 👏 Many thanks to our speakers Manuel, Florian, and Valentine for sharing their expertise and insights. If you missed it, don't worry, here's the ungated recording https://lnkd.in/eN9Zd7jW and we are sharing the full report soon. 🔍 What was your favourite takeaway from the webinar? #B2BSales #AI #Automation #SalesWebinar #LeadGeneration #MarketingAutomation #SalesEfficiency

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10X Sales Reps... Is that the future of Sales? And more importantly... Is it doable? We're in the middle of 2024, and predictions (as usual) are in order. That's why we asked Brendan Short, Product-Led Sales at Apollo.io, about his views on the future of the sales rep profession, and they are pretty interesting. Would you agree? Drop your 2 cents in the comments! #sales #salestalk #salestech

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Avoid These 3 Costly B2B Sales Mistakes 1. Validate your funnel first - optimize free channels like outbound prospecting before paid ads. 2. Perfect your message, offer, pricing, and process before hiring sales reps to avoid frustration. 3. Nurture leads with email and optimize your funnel before investing in paid ads. Systematic sales org development is essential for B2B growth in 2024. Sidestep these common pitfalls to build a scalable revenue engine. Let's discuss your sales strategy roadmap. #SaaSGrowth #B2BSales #StartupSuccess

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If you want your revenue team to create more pipeline that closes... then you need to shift your expectations. The old way ---> CRO: "Sales reps should be spending time each week outbound prospecting. Let's measure cold calls, emails etc. to monitor progress " The better way ---> Visionary CRO: "Sales reps (in collab with marketing) should be spending time each week trying to drive behavioural triggers from our target personas. If we influence our buyers to download, read, like and visit us more often then we accelerate our success. Let's measure the engagement of each rep's target list to monitor progress."

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Sales Efficiency is not (only) driven by "AI, CRM, ABM & (no) SDRs"? 🤯💡 But these components are becoming table-stakes for success - fast. AI: "Staying still is falling behind" here. If your competitors invest, you must as well to - well, remain competitive. Not building your own tech, but leverage it. CRM: This should be a no-brainer in 2024 - but isn't. Still so many (to be) great companies with Excel, Asana & "brains" as "CRM. Or unsustainable choices that are either not flexible or do not scale with you. So yes, taking a stand here for HubSpot as #1 CRM for B2B entrepreneurs. ABM: Account-Based-Marketing > "Spray & Pray". Your Target Accounts & Buyer Personas want to be & feel understood. Conversions from outbound sales are at an all-time low (if you don't do this). (No) SDRs: Qualified Pipeline is future revenue -> cash is "oxygen". So Pipeline Generation is more important than ever before. Just junior talent mass-spamming prospects is not. "Pipeline Generation Yes / Junior SDRs: No/Hard? 👉 Join me at DACH's #1 B2B SaaS event ARRtist Summit to discuss? (PM me for one of the few last Founder / CxO tickets if you like? ---- Julius Göllner Matthias Ernst Jannis Bandorski Dominic Klingberg thanks for having me again as a speaker and since Day as a Co-Host with SalesPlaybook.

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Is manual dialling stopping you from scaling your sales pipeline? 😓 Not anymore! JustCall X Apollo.io have joined hands to help you — find leads, auto-dial, close deals in a matter of seconds. Here’s how this integration helps your sales team: SDRs & BDRs: 🤖 Auto dial qualified leads: Find perfect leads with Apollo, then dial them instantly with JustCall. 📝 Log calls & details automatically: Find time for what matters - selling! ✍🏻 Personalize your pitch: Use Apollo's rich data to tailor your pitches and connect with leads on a deeper level. 📅 Never miss a follow-up: Automate workflows to ensure timely follow-ups. Sales Ops & Rev Ops: 🔀 Unify your data: JustCall & Apollo sync seamlessly with your CRM, creating a single source of truth. 📊 Create smarter reports: Get a clear picture of your entire sales funnel with consolidated data from all platforms. 📺 Marketing and sales: Leverage data insights from Apollo.io & Sales Dialer analytics to personalize marketing campaigns and target high-quality leads. ⏳ Find time for strategic work: With automated workflows and minimal setup time, you get more time to focus. Managers & Business Owners: 🚀 Boost team efficiency: Streamline workflows to empower your reps to sell smarter, not harder. 👀 Get real-time visibility into sales: Track individual & team performance with clear, consolidated data. 🧑‍🏫 Easier coaching: Use call recordings & AI insights to give personalized feedback and improve your team's performance. ⛹🏻‍♂️ Reduce workload on your team: Let generate AI call summaries and free your to team for what they do best — selling. 🌱 Scale your pipeline with confidence: Be sharp in optimization, know what’s working and what’s not. If this excites you and you’re ready to crush your quota, click this link to get started: https://lnkd.in/g_pM7fAU

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10 salespeople spend a minimum of 500 hours in sales conversations / month. Yet, 95% of the information from these conversations is typically lost. The Consequence: - Lack of understanding of customer pain points and buying behavior. - Poor Go-To-Market Strategy. Capturing customer conversations and transforming them into actionable insights is the most crucial action in your go-to-market strategy! #sales #b2bsales #salesmeeting #ai #customer

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10 salespeople spend a minimum of 500 hours in sales conversations / month. Yet, 95% of the information from these conversations is typically lost. The Consequence: - Lack of understanding of customer pain points and buying behavior. - Poor Go-To-Market Strategy. Capturing customer conversations and transforming them into actionable insights is the most crucial action in your go-to-market strategy! #sales #b2bsales #salesmeeting #ai #customer

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10 salespeople spend a minimum of 500 hours in sales conversations / month. Yet, 95% of the information from these conversations is typically lost. The Consequence: - Lack of understanding of customer pain points and buying behavior. - Poor Go-To-Market Strategy. Capturing customer conversations and transforming them into actionable insights is the most crucial action in your go-to-market strategy! #sales #b2bsales #salesmeeting #ai #customer

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Sales methodology vs sales process! What's the difference? Which is most important? Do they even matter?! Do 💯% of companies really fail when implementing one? ⁉️ I’ve seen so many companies do this so badly! But getting it right is crucial, because the top performing reps are 5x more likely to be following a sales methodology according to Ebsta and their sales benchmark reports. 📈 So tomorrow I'm going to discuss with Samir Smajic from GetAccept the pitfalls and how we can avoid them! Sales Methodologies, Sales Processes, Mutual Action Plans and Implementation - all in one 30 min session! ⏰ It's tough right now for SaaS sellers - we all need to double down on what's working best to help achieve goals! Join us! Sign up here 👇

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Here are some 😲 cold calling stats. 👉 According to 43% of salespeople, getting higher-quality data is their biggest challenge in cold prospecting (RAIN Group Top Performance in Sales Prospecting Benchmark Report). 👉 As many as 45% of SDRs say their biggest data challenge is incomplete data (LinkedIn’s Global State of Sales 2022). 👉 71% of reps said the most challenging aspect of cold calling customers is reaching and engaging key stakeholders and decision-makers (Blue Ridge Partners). 👉 Half of all businesses reported losing a customer because they could not reach them by phone (Hiya State of the Call 2022).

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How You Can Boost Sales with AI Clustering 🚀 (For Sales Execs and Account Managers) Discover a game-changing approach to customer segmentation that goes beyond traditional methods. By leveraging ChatGPT's Advanced Data Analysis impacting your ABM and GTM strategies. You can perform rapid customer cluster analysis, unveiling insights that can transform your Account-Based Marketing (ABM) and Go-To-Market (GTM) strategies. Here's how it works: 1. Anonymize your funnel data from platforms like Salesforce or Hotspot (e.g. with Excel). 2. Copy the data directly into the ChatGPT chat window. 3. Instruct ChatGPT to perform a cluster analysis, specifying the desired number of clusters (3 or 4 recommended). The result? This AI-driven approach uncovers unique variables and patterns that traditional segmentation often overlooks, providing a more nuanced understanding of your customer base. It delivers a powerful analysis of your customer data that transcends conventional parameters like company size, region, or industry. Why is this approach so impactful? 🤔 ↳ It prioritizes behavioral and transactional data, offering actionable insights for customer interactions. ↳ It adapts to dynamic business contexts, responding to changing market conditions and strategies. ↳ It enables targeted sales and marketing strategies aligned with the customer's position in the sales cycle. ↳ It enhances predictive capabilities, identifying patterns and trends for better forecasting and planning. By integrating this data-driven clustering method into your ABM and GTM strategies, you can: ✅ Tailor marketing communications for each cluster ✅ Optimize resource allocation based on opportunity potential ✅ Streamline sales funnel management with stage-specific strategies ✅ Enhance customer experiences through personalized offerings ✅ Leverage predictive analytics for proactive decision-making ✅ Maintain agility in responding to market changes ✅ Focus GTM strategies on resonating with targeted clusters Embrace the power of advanced data analysis and take your customer segmentation to the next level. Unlock the full potential of your customer data and drive unparalleled results in your ABM and GTM efforts. Ready to revolutionize your approach? Let's connect and explore how this innovative method can transform your business! 🚀 P.S. Want to learn more about generative AI in Sales? Follow me! #CustomerSegmentation #DataAnalysis #ABM #GTM #AIMastery

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From sirens 🚀 to sales calls 💰 🇮🇱 Anyway, here’s a #salestip for you: Most people are completely clueless when it comes to #outbound. Many revenue leaders seem to focus on optimising the attractive over the practical. For example, they will spend weeks in meetings on messaging and strategy, but tend to ignore things like data availability, email deliverability and phone connection rates, which actually are by far the biggest blocker to success for SDRs. When was the last time you spent hours in meetings discussing phone connect rates? Exactly. If you focus on optimising the main areas that drive core results (replies, responses, connections etc), then you’ll have plenty of time to talk about the fun parts that drive incremental benefits. ✌️

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