Cian Whyte

SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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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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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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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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Here’s a highlight reel of MySalesCoach visit to SaaStock Dublin last year! To all the new sales reps attending, here are a few tips to help you get the best out at the event: 1. Travel tip: ✈️ Plan your route ahead of time to the Royal Dublin Society (RDS)—Dublin can get busy, so give yourself that extra time to arrive relaxed and ready to network. Extra tip: Consider using Luas 🚋, a great travel service for getting around Dublin quickly and stress-free. 2. Take selfies: 📸 Don’t forget to snap a selfie with the people you connect with—perfect for following up later via email or DM, reminding them of your conversation. 3. Networking tip: 💬 Get out there and introduce yourself to as many people as possible! SaaStock is packed with amazing folks from all over the world—don’t miss your chance to make meaningful connections. - Icebreaker: Instead of asking “What do you do?” try “What brought you here?” or “Which sessions do you recommend?” for a more engaging conversation starter. 4. Follow-up is key: 🔑 After the event, make sure to follow up! A quick message or LinkedIn connection can go a long way in turning a conversation into a long-term relationship. 5. Foodie recommendation: I’m a foodie, and one place I loved dining at last year was Murray’s Bar (33-34 O’Connell Street Upper)—great live music and traditional food to enjoy while you unwind! I’ll be at the event coaching sales reps LIVE at the MySalesCoach stand and VIP Coach, along with our famous millionARR shortbread and free coaching sessions—come by and say hi! 🙌 Did I miss anything? #SaaStock #SalesTips #SalesCoaching #Networking #Dublin2024

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Sales + Confidence = Momentum Confident salespeople: 1. Build trust with customers. 2. Stay in control of the conversation. 3. Enhance the effectiveness of a pitch. Be confident. Build momentum.

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SDRs - struggling to find motivation today? This one thing upgraded my results and life drastically: Exercise Believe it or not, exercise can and will massively up your game as a rep. It's proven to increase: 1. Mental Clarity and Focus 2. Energy Levels 3. Resillience 4. Discipline Whilst decreasing: 1. Stress 2. Burnout 3. Anxiety 4. Bad moods This then translates to: 1. Better quality calls/emails/LI's 2. More energy to do more activity 3. Less anxiety around rejection/failure 4. Better quality of life overall. So if you haven't started working out do! Could be anything from walking to football to cycling. My happy place is the gym (and have also dabbled in crossfit). Has exercise benefitted your sales career? Here's a picture of me and the GOAT SDR Sazid Reza enjoying our travels in cornwall.

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Most SDRs are wasting their 1:1s with their managers. Instead of: - Focusing on only activity numbers - How close your are to quota - Number of prospects adding into a sequence Focus on: - Actively seek coaching to improve your approach - Analyse your data and outcomes to spot trends - Identify what’s working and what isn’t in your outreach - Set personal goals, beyond just hitting the quota 1:1s are a chance to get better, not just report numbers. The reps who grow the fastest are the ones who focus on coaching and improvement, not just activity counts. 💡Want more tips? Sign up to my free newsletter: https://lnkd.in/eX-dytM4

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The same page… AEs, SDRs, CSMs & renewal managers How are you tracking to your goal achievements 🎯? Some mid-year reminders for the team. - Re-align to find out what has changed in your shared account(s) - Stay connected on a regular cadence - Build report and trust - you want to rely on each other - Meet in person if possible - see previous bullet - Enable tough feedback sessions - so important - Share current customer status and revisit top priorities - Strive for a unified front & strategy - Known when to engage leadership - target this as a step - Share your success metrics, KPIs, and percent to goal Success is a #team sport Have a great day!

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Some great advice here for those in the Biz Dev world! Let's go!!!

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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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Check out the #1 Prospecting Tips from 17 of the Worlds Most Elite Sellers. You'll be shocked at WHY you should focus on follow up... -- The 1 Day Elite Account Executive Accelerator May 23rd, If your a BDR or AE based in Dublin, you don't want to miss it! https://lnkd.in/dRF3Umu3 -- Justin Michael Focus on Follow Up    The Majority of Salespeople are only doing 2 touches... -- 🏄‍♂️ Scott Leese Actually do it.     Many people are not prospecting at all and are waiting for someone else to do it for them. -- Alice Heiman Ask for Referrals    Referrals are a powerful prospecting tool that can lead to more successful sales. -- Rick Denley  Personalize    Use customization, targeting and AI -- Haris Halkic Systems Create systems and routines to make prospecting and sales activities more efficient. -- Mark Hunter Do The Activity   Nobody wakes up in the morning saying I want to buy from you... -- Finka Jerkovic CRM! Keep Notes Have a system or process to capture and follow up with prospects. -- U.S. Olympian Johnny Quinn Quit! What is something that you can quit today or eliminate off your plate as a sales professional? -- Mor Assouline build familiarity  Engage with their content a few weeks before you send out a cold email. -- Rob Halligan Routine! Step your day to be successful follow a consistent prospecting cadence.  -- Charlie Cowan GIFTS!   deliver some kind of present to the prospect insights, data, free tools ect -- Kristie Jones Do It! Just do it. There's no prospecting fairy. It doesn't exist. -- Richard Harris™ Nobody Cares What You Do    know how to discuss the pains you solve, not what you do. -- Simon Hares A Sales Trainer That Sells 🏳️‍🌈 DO IT EVERYDAY! if you don't do it every day, everything will shrink. -- Larry Levine It's non -negotiable.     It's something you do every day.    -- Ashling O'Connor know who you're going after    it's about knowing the right people and accounts to target.  -- ♻ REPOST to help more BDRs & AEs Prospect Better!!

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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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SDRs - struggling with prospecting? Here are 5 ACTIONABLE tips to create a great list: 1. List the industries that your company has success in. 2. List titles you've booked meetings with that have progressed to SQO. 3. List the problems those titles and industries face. 4. Create problem-based messaging for calls, emails and LI 5. Set a high volume of calls/emails/videos to go out to your ICP and refine from there. BONUS: A/B test as you have live conversations to refine your targeting

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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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Elevating Success Discovery Calls Through Collaboration 🫶🤝 I've always believed that success in sales isn't just about the pitch; it's about the depth of understanding we cultivate during our discovery calls and this we do even better even collaborating with colleagues. Recently, working closely with Patric Cederborg on multiple opportunities has truly proven this principle. 🇩🇰🇸🇪 Understanding the client isn't just about fitting a product or service into their equation; it's about becoming an integral part of their narrative. By working closely with Patric, we've honed our ability to discern where our solutions seamlessly integrate, enriching the client's journey.✈️ But it doesn't stop there. By delving into the client's drivers for change, we've transcended the role away from being a vendor now instead we've become trusted allies, embedded within their team, guiding them towards transformative change. It's not about selling; it's about facilitating growth and improvement within their business.💥 Success isn't a solo pursuit; it's a collective endeavor fueled by insight, empathy, and collaboration. Cheers to unlocking new heights of achievement through the power of teamwork! 🚀 #SalesSuccess #Collaboration #DiscoveryCalls

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