Jalta E. van Driel

Did you know that out of 100 cold calls, an SDR can expect at least two calls to convert into warm leads? Data from Cognism says that 49% of buyers prefer to be contacted through a cold call. However, the journey doesn’t stop there. It takes an average of 8 call attempts to reach a prospect, and once you have a qualified lead, 20% of them will convert into a sale. So, how can you improve your success rate? Make ‘follow-up’ your new ✨ mantra ✨ Persistence is key. Turning a prospect into a lead can take at least 5 follow-up calls. So, this is your sign that you should not get discouraged after the first few attempts. Keep pushing, keep following up, and watch your success rate soar. How do you stay motivated when following up? Let us know in the comments 👇

5

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.

650

103 Comments

🚀 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.

14

Reduce your cold calling costs by 90% Our AI agents can help you reduce your cold calling costs by 90% and improve your results by 200%, heres how. All sales people want to prioritise speaking to prospects who are prequalified and serious. Thats where our AI agents come in, the interact will all new enquiries no matter from where or at what time. Our agents prequalify the prospects by asking a series of questions and then based on the answers our agents will arrange a call for the prospect to speak with a member of your sales team, in this way your sales team are only speaking to prequalified prospects who are serious. We don't stop there, our AI agents also reach out to your cold, old and dead data to revive them, answer any questions and then arrange a call for the prospect to speak with a member of your sales team. The best bit is - you only pay us on results DM for more information

1

1 Comment

RANT: Time For School - Intelligent outbound calling puts ANY other B2B sales channel to shame... let's talk facts: https://lnkd.in/d4j7_WAY Want to enable your sales team to effortlessly have 1) Live conversations on-demand in 4.5 mins with ONLY impossible to reach named decision makers at your dream accounts (whether you have their direct dial or not) 2) Get smarter with every call I can get you set up for FREE... 1) To have more conversations in a day than you've likely had in the last month 2) Identify areas of opportunity to levelup your targeting, data, messaging, rep sales craft that you couldn't learn any other way Book in a time to discuss here: https://lnkd.in/dPTGV9qm I'll share my own cold calling metrics for 2024 year to date below... if you want to operate at this level... We can operationalise this in days for your reps to deliver your phone-optimised value proposition to your unqiue target list... #outboundsales #insidesales #sales #coldcalling #salesleadership ConnectAndSell, Inc CRO Connected Pavilion RevGenius GTMfund Modern Sales Pros

7

5 Comments

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!!

33

24 Comments

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?

93

2 Comments

📞 Cold calling is tough—many sales reps struggle with it. But those who master it turn it into a game-changer for hitting targets. So, how do you start booking MORE meetings through cold calls? • Follow a proven playbook • Practice your talk track daily • Stick to it That’s why we’ve developed a simple, repeatable formula to guide you through every call. You’ll know exactly what to do at each stage—from your opener to your close—and how to stick to it. No more awkward pauses or stumbling. We have partnered with SecondBody 🥇 to bring you an exclusive bootcamp designed to elevate your cold calling skills. What you’ll master: • Confidently handle objections • Craft powerful openers & closes • Navigate tough conversations with ease 🔗 Seats are limited—grab yours now! https://lnkd.in/eNY_EpgX #AI #salestraining #coldcalling #prospecting #objections #salesleaders #poll

5

Are your sales email sequences delivering the results you expect? Here's an approach that works. 👇 🎯 Keep each message short and sweet. No fluff. 📈 Focus first, scale second. Your prospect is the main character, not you. After you nail that, broaden the template across personas or industries. 🔄 Mix it up. Try new content, messages, and follow-up channels. Remember, it takes around 10 touchpoints to win a deal. A successful sales email sequence can noticeably improve your conversion rates and, ultimately, your bottom line. Ready to make your emails work for you? Try our tested templates: bit.ly/3WNb87f

16

2 Comments

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

7

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

2

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

3

Sales Enablement is often about getting people to change. Change their actions, change their outputs, change their approach - so much change. We all know change is never a "one-and-done" situation. But once you've initiated the change you're looking for, how do you keep it going? ➡ Being consistent is so important. Reinforcing the change is needed in order to help build a habit and drive the outcomes you're looking for. 🎉 Always celebrate progress. Acknowledging each person's growth encourages everyone to keep going. 🗒 Adjust as needed. Something might not be working well, and maybe needs a different approach. It's key to identify this when it happens and then adjust what you're doing. #salesenablement #changemanagement

11

4 Comments

OTE on its own means nothing. It's a fugazi. There's still far too much focus on OTE when hiring. Less than 35% of AE's hit target last year (depends on source but it isn't high) and so in most cases candidates did not hit that beloved OTE number. I would pick a highly achievable €140k OTE over an impossible €180k OTE every day of the week. Who wouldn't? As an alternative, when advertising roles, why don't we just work with: - Basic Salary range - Quota & % attainment - Anonymous example earnings in the team - Clearly presented comp plan Do you agree?

14

6 Comments

💡 Transform Your Cold Calls into Mini Discovery Sessions! 💡 Are you treating your cold calls like a checklist item? Shift your approach and make them mini discovery calls instead! Here’s how: 🔍 Research: Know your prospect. 🎯 Set Goals: Have a clear objective. ❓ Ask Questions: Use open-ended queries. 👂 Listen Actively: Understand their needs. 💡 Provide Value: Share insights and tips. 🗣️ Be Conversational: Build rapport. 🔄 Summarize & Confirm: Align on next steps. By focusing on discovery, you can build stronger connections and uncover opportunities to help your prospects thrive. Let’s turn those cold calls into warm leads! 🌟 #SalesTips #ColdCalling #CustomerEngagement #SalesStrategy

3

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.

23

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

61

10 Comments

🎯 Why cold calling fails (and how to fix it) One of the biggest reasons cold calling doesn't work for many salespeople is simple: They don’t sound like the person they’re trying to reach. 🗣️ Think about it—when you’re calling CEOs, MDs, or other high-level decision-makers, they are busy, direct, and to-the-point. If you approach the call with uncertainty or the wrong tone, they’ll quickly brush you off with a “send me an email” or worse, just hang up. The Solution?  Mirror their tone and behavior: ✅ Be direct and assertive (but not rude) ✅ Get to the point quickly ✅ Exude confidence and professionalism ✅ When you sound like someone who understands their world, they'll subconsciously think, “This person sounds like me, I’ll give them some time.” So next time you pick up the phone, remember: It’s not just about what you say—it’s how you say it. 💡 Video link is in the comments 👇

4

1 Comment