Stefan Emilio Sigl

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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🚀 Why RevOps Should Be on Your Radar Imagine this: your revenue jumps by up to 20%, sales cycles cut by nearly half, and customer retention boosts by 15%. Sounds good, right? Companies that have adopted RevOps are already enjoying these game-changing benefits. Why? Because RevOps breaks down silos and aligns your entire team around common goals, transforming how you operate from the ground up. Thinking of transforming your revenue operations? Partner with BridgeRev. We begin with a thorough audit of your current processes and technology to pinpoint exactly how we can turbocharge your operations. Embrace the power of RevOps with us and drive your business to new heights. Ready to make a move? Let’s chat! #HubSpotPartner #RevOps #RevenueGrowth

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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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What makes a good GTM strategy? In the short and simplest form, its omission of vanity metrics + tunnel-vision focus on deep customer insight. The problem is that a lot of B2B SaaS companies don’t know how to actually create sustainable, defensible GTM strategy. A few things they have to keep in mind are: - The traditional 'predictable' revenue playbook is losing its effectiveness. - Focusing on 'MQLs' is taking away from real impact by potentially overlooking other valuable leads. - ICP is more than just company metrics. - GTM is more than just a sales motion. Here are the elements a good GTM strategy needs to have 👇

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What we think is the 🔑 for reps unlocking millions in pipeline: “All I need is just 1 high intent signal” What you actually need: Well-defined TAM and ICP Strong account strategy on the account  Strong messaging and templates for outreach Reps who can work across channels  Social selling skills  Multithreading Sales enablement on how to do deep discovery Tools to help reps prioritize  Building unique signals for your business (don’t rely on what’s out of the box or popular) Reminder that silver bullets don’t exist. Building a great GTM engine is hard work. And most importantly pipeline is a team sport - need the entire GTM team (and if you’re small enough the whole company) to get onboard and help.

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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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- Should you send your best leads to low-performing sales reps?  - Is round-robin applicable in lead distribution?  - Should you distribute leads equally? These are the questions every sales leader or RevOps team asks themselves. Of course, a fair environment matters, and you should give all employees a chance to work on high-potential leads. However, by sending your best leads to low-performing reps, you play Russian roulette with the corresponding consequences. Create a lead distribution system that takes into account deal complexity, experience, past performance, industry, and more to increase the probability of successfully closing a deal.  What's you take on this? #salesoperations #revops #b2bsales #Forecastio

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SDRs who deserve to be AEs... ✅ Help coach other SDRs ❌ Are in it for themselves ✅ Hit quota every month ❌ Sometimes smash it ✅ Build amazing internal relationships ❌ Moan about their AE and Manager ✅ Prioritise the team winning ❌ Think they're an individual contributor ✅ Train every single day ❌ Believe they know it all ✅ Compete against themselves ❌ Compete against others in the team ✅ Are genuinely happy when others win ❌ Get bitter when others are successful 99% of success is in WHO you are. And HOW you do things. Embrace being different. Embrace being better. What am I missing? ---- PS. My SDR to AE bootcamp closes tomorrow. 5 seats left; https://lnkd.in/ejFQERRF

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When scaling a SaaS company, there’s three key metrics that you must watch: 1. Traffic to Lead Rate 2. Lead to Opportunity Rate 3. Win Rate or Activation Rate These metrics serve as vital indicators of your Go-To-Market strategy’s health. They help you quickly understand what’s working, what’s not, what’s improving, and what’s declining. Based on these numbers, you can pull together your GTM leadership team or Co-Founder and figure out a plan to fix it. But what should you fix? When you’ve diagnosed your chokepoints, there are three core components of your GTM machine you’ll want to iterate: 1. Your Ideal Customer Profile 2. Your Messaging/Strategic Narrative 3. Your Consistent set of Sales and Marketing Activities If you’re an early stage SaaS Founder and would like to properly scale your GTM machine, grab a complimentary copy of my 5-Point SaaS Growth Strategy Guide. Just follow the link in the comments below. 👇

🚀 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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SDRs - one of the worst cold email tactics you can use is pitching the ROI of your product. It sounds intuitive. But it will never resonate with a cold buyer. Why? ROI doesn’t CREATE demand. ROI JUSTIFIES demand. Very different tasks.

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How can you be more strategic in RevOps? - Move from report jockey to strategic advisor? Here’s a tangible example: - Suppose we’re running a Pipeline Council meeting... - We start showing CQ pipeline and forecast are on target Then, we show the pipe gen for the next quarter is not on track. Here’s how we could tackle the conversation: 𝗪𝗵𝗮𝘁 𝗮𝗿𝗲 𝘄𝗲 𝗮𝗻𝗮𝗹𝘆𝘇𝗶𝗻𝗴? - This slide shows our pipeline for next quarter. - Current progress is $1M against a target of $3M - We’re behind pace to hit that $3M target on time. 𝗪𝗵𝗶𝗰𝗵 𝗞𝗣𝗜 𝗶𝘀 𝘁𝗵𝗶𝘀 𝗿𝗲𝗹𝗮𝘁𝗲𝗱 𝘁𝗼? - This will impact one of our major KPIs… - New business bookings for next quarter.” 𝗔𝗿𝗲 𝘄𝗲 𝗮𝗵𝗲𝗮𝗱 𝗼𝗿 𝗯𝗲𝗵𝗶𝗻𝗱? - We have about 40 more days here - To increase our pipeline generation - In order to close the gap we have today 𝗪𝗵𝗮𝘁 𝗶𝘀 𝘁𝗵𝗲 𝗶𝗺𝗽𝗮𝗰𝘁? - If we stay at the same pace - We’ll likely only reach $2.2M in pipeline. - We would likely miss next quarter’s revenue targets. 𝗖𝗮𝘂𝘀𝗲 𝗼𝗳 𝘁𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺: - We can see the issue is in the enterprise segment. - We’re creating about 1/3rd the opportunities we need 𝗦𝘂𝗴𝗴𝗲𝘀𝘁𝗶𝗼𝗻 𝗼𝗳 𝗮 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻: - We’d suggest having a 2nd meeting - Looping in marketing and field sales - To brainstorm a one-off campaign here - And how we can close this gap together 𝗢𝗽𝗲𝗻 𝗶𝘁 𝘂𝗽 𝘁𝗼 𝘁𝗵𝗲 𝗴𝗿𝗼𝘂𝗽: - Other ideas to beef up pipe gen in the next 40 days? This is the fundamental difference in being strategic - We’re identifying a root issue and a potential solution - We’re making it easy for leadership to respond to this data - Not asking them to analyze data and make conclusions alone But what do you think? What would you add here? 🤔 More on this in in yesterday’s 📰 𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰 Get it here: https://bit.ly/4cDUcVO ✌️

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10 Best Tools to streamline SDRs Sales Process. 1. Cognism:   ↳ A sales intelligence platform.  ↳ Offers a globally compliant database for company and contact searches.     2. Salesforce:   ↳ The CRM giant provides a suite of tools that ↳ Analyze sales data.  ↳ Manage the Sales pipeline.  ↳ Track customer interactions. 3. Outreach:   ↳ A sales engagement platform that helps SDRs to   ↳ Automate and prioritize their sales activities.    4. Chili Piper:   ↳An automated scheduling tool that helps SDRs   ↳Book meetings without the back-and-forth emails.    5. LinkedIn Sales Navigator:   ↳ A tool that uses LinkedIn’s vast network to help SDRs   ↳ Find and connect with potential leads.    6. Aircall:   ↳ A cloud-based call center and phone system that integrates with productivity and helpdesk tools.    7. Hunter:   ↳ It helps find verified email addresses quickly.    8. RocketReach:   ↳ Connect with prospects through emails and direct dials.  ↳ Boast a large and accurate database.    9. Snov.io:   ↳ Offers a free email verification tool to help SDRs   ↳ Spend less time finding leads and more on converting them.    10. HubSpot:   ↳ A top-level CRM that ↳ Connects data between teams and departments.  ↳ Offer various hubs for marketing, sales, and operations. Remember, These tools can help SDRs to be more efficient in their roles by  ↳ Providing valuable insights.  ↳ Automating repetitive tasks.  ↳ Facilitating better communication with prospects.  It’s important for SDRs to choose tools that integrate well with their existing tech stack and align with their sales strategies. P.S. Which Tool do you like the most and why? 🔔 Follow Zain Arif for Daily Sales Tips 📌 Book a 30 Minutes Sales Consultation with Munzai Solutions! Link in the Comment below 👇 #Sales #SalesTools #SDRs  

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Let's be honest, hitting quota month after month can be arduous. Anyone hungry for more meetings should try this method: Dive into your CRM - it's your goldmine. Extract a report of opportunities marked as closed-lost to competitors from 9 to 10 months ago. Reach out to each of those lost contacts - it's time for a check-in: 'How's it going with [Competitor]?' Acknowledge the competitor's strengths, then pivot: 'Many have transitioned to us for [Your Differentiator].  Send this targeted email. Using this approach, you're guaranteed to book meetings. Need more GTM advice? Join Ascend today - It's completely free through the end of 2024! www.ascendlabs.co

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MEDDPICC is overengineered for deals < 50k ARR. BANT is useless for outbound generated deals. SPICED is not sophisticated enough for deals over 500k ARR. Do you have to work with any of these? Not necessarily. I studied most existing sales methodologies (NEAT, Challenger, SNAP, ANUM, etc.) and found they have more in common than not. Here are the four factors most have in common: 1️⃣ They are using an acronym to highlight the importance of focusing on the Need/Pain/Problem of the prospect. Not surprising this one, right? 2️⃣ They want to describe the impact of not solving a problem and/or building a quantitative business case for larger deals. They stress the understanding of what happens if the problem is not solved in the near future. 3️⃣ They highlight the importance of a salesperson knowing with whom they talk. They use words such as “Authority”, “Economic Buyer”, “Decision maker”, Champion” and other roles. Makes sense as well. 4️⃣ They highlight the understanding of the process and/or timeline to get the signature of the prospect. Some only use “timeline”, some use “Decision Process” and others “Mutual Action Plan”. If you do not somehow directing the focus of your sales team on those four, you are probably doing something wrong. And what about other criteria? Add them if you think they are important for your process: "Competition" "Paper Process" "Teaching Value" How do you know they are important? If you lose business because you did not focus enough. Check out the data of your close lost opportunties. That is how MEDDIC came to life.

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When RevOps is really just SalesOps (And the CRO is really just the VP of Sales) 𝗦𝗔𝗟𝗘𝗦 𝗘𝗡𝗚𝗜𝗡𝗘 - Closing deals should work - Clear pipeline management process - Forecasting is as accurate as possible - But everything before & after is an issue 𝗠𝗔𝗥𝗞𝗘𝗧𝗜𝗡𝗚 - Has different goals - Maybe the target is MQLs - Has their definition of MQLs - And their definition of SALs, SQOs - Has systems with different metrics - Their reports don't match sales' reports - Leads routed from one system to the next - With lots of things falling through the cracks - Classic case of marketing/sales misalignment 𝗢𝗨𝗧𝗕𝗢𝗨𝗡𝗗 - Do SDRs report to marketing? - If so, we're misaligned there too - The goal may be meetings booked - So AEs have lots of leads and meetings - But maybe not the ones they really need - The ones that convert to pipeline/revenue - We have more misalignment & finger pointing - Do SDRs report to sales? - What content do they have? - What events and assets do they share? - What visibility do they have into engagement? - How does marketing align with their outreach? 𝗢𝗡𝗕𝗢𝗔𝗥𝗗𝗜𝗡𝗚 - Sales is paid to close deals - How do they hand off customers? - What is the onboarding process? - Who builds/maintains that process? - What is done if sales drops the ball? - What is done if sales overpromises? - How are incentives and comp aligned? 𝗥𝗘𝗧𝗘𝗡𝗧𝗜𝗢𝗡 & 𝗘𝗫𝗣𝗔𝗡𝗦𝗜𝗢𝗡 - Which customers are easiest to retain? - Which customers are most likely to churn? - Which customers are the easiest to expand? - How is this data used to improve sales targeting? - How do we maximize NRR if sales is in their own silo? For me RevOps drives value by getting into the weeds and finding ways to generate more revenue with the resources available. That includes SalesOps and optimizing the sales process to close more deals. However, if we stop there we end up with an expensive and inefficient revenue engine with high CAC, high Churn and low LTV. We end up with different departments chasing different goals in different systems with different reports and different definitions of success. What would you add to this? Anything I missed? ✌️

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