Meghann Misiak

This is AWESOME!!!!! Hey Janko! Check out our GSD / ROI. Feel free to share this. With your help, we have literally changed our entire business over the last three years! 3 AE’s and 1 Sales Director total comp paid - salary plus commissions over the last 3 years = $2.2M. Total sales in that same 3 year period = $15.6M ARR. You suggested that we set quotas at about 5.5x of OTE and we are actually much higher than that! We are at 7.1x sales to comp! What is even better is that our average contract length is 3 years and we pay commissions up front. So the ROI is really much higher than that. In our previous 6 years we did a total of just under $6M total. We are now cash flow positive and have not taken on any outside funding. It’s time to expand. Please send me a meeting link so we can set up a game plan! #hiring #recruiterlife #recruiting #saassales #gsd #agsd #sales #startup #founder #ceo

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Happy employees have a clear impact on business success. Tune in as experts Karina Monesson and Erika Sandoval from the UKG Human Insights team explain why you need to prioritize your people to remain competitive. There's more to explore in our Critical Monents in the Employee Journey eBook: https://ukg.inc/3YwAjdw #WeAreUKG

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SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

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Hiring SDRs? Before you do: - Hire an SDR Manager - Hire SDRs in pairs (2 minimum) - Pick the right tech stack (Outreach, etc.) - Have a 2-3 week intensive onboarding plan and long term training plan - Set a ramp quota target 🎯 Don’t assume 1 SDR = X amount of meetings There’s a testing phase☝🏼 - Hire an entrepreneurial spirit for your first few SDRs - Establish realistic KPIs and metrics. Expect KPIs to change especially based on how you’ve set up your tech stack What are some of the mistakes you’ve seen companies make when hiring SDRs? 🔎 Need help? DMs are open ✅ #SDR

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In honor of Gainsight Pulse week, it's a great time to look at the 3 things every CSM needs to understand about their customers. Here they are: 1) Their priorities 2) Their company's priorities 3) How they perceive your solution Because when you don’t understand this: → You can’t position your product correctly → You can’t identify if a customer is about to churn → You can’t save a customer about to churn → You can’t upsell or cross sell → You can’t get them to show up to your meetings It all starts with more strategic conversations with your customers. It’s why clients of mine have saved 5 figure customers from churning. And identified and closed 5-figure upsell opportunities. It’s why they’ve found that everything they thought about their customers was wrong. It’s why they found insights that led to huge growth opportunities. It’s why they now have deep relationships with their customers. It’s why they now have customers that actually want to come to their meetings. If you’re not getting enough of the above… your customers are not the problem. The problem is that you’re not having enough strategic convos. p.s. If you’re a CSM, click the link in the comments to see how I help you solve that problem.

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Came across this article today written by Drew Lord and it is worth a quick (3 minute) read if you work for a tech company. It is concise and to the point and I think it does an excellent job encapsulating the current shift in market demand from outsourcing to Nearshoring. If your company is interested in exploring Nearshoring for the first time, happy to be a resource and have an open conversation around the pros/cons of making a strategy change. https://lnkd.in/eWNSQVpx

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There are three types of sales process design concepts: 1/ Pipeline Stage Focus: This approach uses pipeline stages to gauge deal status. You'd be amazed at how many sales organizations still use Salesforce's default pipeline stages for this purpose. 2/ Milestone Focus: This approach defines stage-specific exit criteria as milestones that must be met to move from one stage to the next. In the context of assessing a deal's forecasting status, the milestone focus is certainly better than the pipeline stage approach. However, the problem arises when you turn the milestones into stages, often leading to more than ten stages. The best practice is to make the exit criteria focused on buyer behavior. These sales process design types are solely used for inspecting pipeline and forecast status which is why they are of little use to salespeople, and why "sales process" is a 4-letter word to them. There's a better approach: 3/ Deal Coaching Focus: This approach remains true to the cause of helping gauge deal status but flips the script by making the primary purpose providing guidance on how to advance a deal based on proven deal-winning attributes and (rep and buyer) behaviors. In the context of a complex sale, especially an enterprise sale, this is the recommended approach. It takes a page out of “The Checklist Manifesto”, which suggests that even experts need checklists and that one missed step can lead to failure. It requires a level of granularity that leaves nothing to chance. More importantly, it provides reps with a detailed blueprint for stage-specific success criteria.

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We’re growing fast across all of LATAM and looking for rockstar Account Executives to join the team. If that sounds like you, reach out to my team Lina Goens Juliana N. Karen Giordano Jessica Moreno Rodríguez and Andy Bautista. Want to learn more before reaching out? Join us on November 6th for an exclusive webinar with top Salesforce sales pros as they reveal how to crush it with an outcome-based sales strategy! 

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I'm hiring more SDRs for Plena for the start of the year. Role: Remote U.S. and Canada only. Compensation: $60K to $70K base with OTE of $105K. You'll be selling primarily to other sales people. We use our own product here at Plena and you'll be making calls with Orum 🥇. Job responsibilities: Come on...you're an SDR. This should be old hat by now! Primarily cold calling. Some one-off email follow ups. No recruiters, no agencies. And certainly no reaching out to anyone that works with me or for me to get intel on who I am and how I hire. Seriously, had that issue last time and I'm just going to blanket statement that if my team reports that someone has reached out to them, I'm not even going to bother with an interview The hiring process so there's no surprises: Step 1. Cold call me (you can find me in pretty much any data provider.) Step 2. Coffee chat with a member of the SDR team (I'll make the introductions week of December 2nd.) Step 3. Interview with me Step 4. Interview with CEO Ground rules for cold calling me: 8 a.m. to 9 p.m. EST per the TCPA guidelines. To be considered must call me no later than 9 p.m. EST on Friday December 6th, 2024.

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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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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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When people think “nearshoring,” they often assume it’s all about finding low-cost, operational talent. But that’s yesterday’s news. Today, nearshoring is a pathway to access top-tier talent for high-impact roles. 🌎 == What started with call centers and support roles has evolved into a strategy for securing high-level professionals. Imagine a CFO from São Paulo, fluent in English, with experience at a leading consultancy who now heads a major finance team. At Lupa, we’ve helped U.S. companies hire talent like this—while saving 70% compared to local hires. == So, what does nearshoring mean today? 🤝🏻 Access to elite talent without the Silicon Valley price tag 🤝🏻 Real-time collaboration thanks to overlapping time zones 🤝🏻 A competitive edge without competing with U.S. giants == What could you accomplish if your budget allowed you to bring in senior leaders with the exact expertise you need? If nearshoring isn’t on your radar yet, now’s the time to explore. We’re here to help, or dive into our latest article for all the insights.

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Inbound representatives convert existing demand into revenue. Outbound representatives create new demand. Inbound reps are tasked with disqualifying leads. Outbound reps focus on qualifying leads. There’s a significant difference between these roles: The approach to the job, The skills required, The mindset needed. Recruiting Account Executives from product based companies like Salesforce, Hubspot. Most of these hires, around 90%, were used to inbound and cross-selling approaches. For outbound Account Executive positions in a scaling company, this wasn’t ideal 🤦🏼‍♂️. I wouldn’t recommend it 😅.

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How CROs could be setting enablement up for failure: When there are layoffs in enablement, it's because they are seen as a cost center. When they are seen as a cost center, it's because they can't prove their value. But here's the problem... The C-Suite isn't ever demanding proof in the first place. In the ASTD study "C-Level Perceptions of the Strategic Value of Learning," results showed CXOs were fine getting reaction data only. They were more interested in PERCEPTIONS of value than quantitative proof of value. In the article "Are You Too Nice To Train?" (linked in the comments), Will Thalheimer commented on these results: "If courses were well received by learners and employees, CXOs were happy with that. What does that tell you? Smart training managers and CLOs say, 'That's what we need to focus on. We need to make sure our Level I scores are good and our courses are well received because that's what the CEO is asking for.'" He continues... "From my experience talking to corporate training departments, the calculus in the field seems to be, 'Don't do good evaluations.' Why would anyone want to? If you use Level I and get good results, then you're maintaining the status quo and everyone assumes that training is doing a good job." Perceptions of value. ...that seems to be good enough. ...until it's not. --- How are you educating your leaders on the value of investing in good assessment? #salesenablement #sales

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Prospect says send me an email Average SDR responses: "Sure no problem" *ends call* 👎 "I can definitely send you an email. But, how about I set you up with my Account Executive to show you how it works over a meeting instead?" 👎 Top SDR responses: "Would it make sense for me to tell you the reason I'm calling and that way you can tell me if it makes sense to send that email?" ✅ PAUSE "So I don't do you a disservice by sending you irrelevant information, can I ask you a couple of questions?" ✅ PAUSE "Sounds like there's something specific you might want to see?" ✅ PAUSE While I appreciate SDRs who ask for a meeting, the prospect isn't necessarily ready You can still ask for the meeting after you've attempted to learn more about why they want to brush you off (without asking why) You'll have the chance to learn more about their business Seek to understand by being understanding 🧘‍♂️ #coldcalling #SDR #sales

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🌍 What happens when world-class talent meets limitless opportunity? The future of work begins. WorldTeams isn’t just about filling roles—it’s about building powerhouse remote teams that deliver results and redefine success. Need to streamline operations? Scale with top-tier talent? Gain a strategic edge? Our nearshore outsourcing solutions are tailor-made to help businesses thrive. This is more than outsourcing. It’s a revolution in how teams work together—globally, effectively, and seamlessly. 💻 Ready to join the future of collaboration? Let’s build something extraordinary. 👩🏻‍💻💯 https://hubs.ly/Q02Yxt250

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SDR leaders, 9 questions to ask yourself before you wrap up the week: 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂 - What did I do well? - What didn't I do well? - What should I do differently next week? 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂𝗿 𝗧𝗲𝗮𝗺 - What did we do well? - What didn't we do well? - What should we do differently next week? 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂𝗿 𝗥𝗲𝗽𝘀 - Who performed well that I can recognize? - Who struggled that needs more support? - Who can I spotlight for success stories? Doing this every Friday is a surefire way to keep you and your team improving. Happy Friday, y'all.

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🚀 Calling all People Leaders in the Manufacturing Industry! 🚀 Join us on December 11th at 2 PM ET for an exclusive webinar:
"Manufacturing Momentum: Leveraging Technology to Engage and Retain Frontline Workers." In partnership with Workday, General Motors, and GAF, this session dives into the latest trends, challenges, and actionable strategies to empower your workforce and drive meaningful results in 2024 and beyond. 🌟 Here’s what we’ll cover: * Key trends shaping the future of manufacturing. * Proven strategies to boost engagement, belonging, and retention. * How an integrated Rewards and Recognition platform with Workday HCM can streamline admin work while making a real impact. 📅 When: December 11th, 2 PM ET
 📍 Where: Online | Check Comments Can’t make it live? No problem—register to receive the full recording to watch on your schedule! This is your chance to hear from industry leaders and gain insights that could transform your 2025 initiatives. Don’t miss it! #Webinar #Manufacturing #EmployeeEngagement #PeopleLeaders #HRLeadership #RecognitionAndRewards

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