Oliver Webb

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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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?

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

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How much retention would go up? If... - The Customer Success org starts with Solutions - There's a Chief Solutions Officer on the board - AEs consult with SEs on all ongoing deals - Customers talk 80% in conversations - Focus is on adoption, not renewals I'm guessing by A LOT. That's the GTM SaaS world I envision. P.S: True customer adoption nearly guarantees renewals. #presalesevolution #customersuccess #saas

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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

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💡 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

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If you notice your CSMs are spending the majority of their calls explaining the same product feature/process/service, then it's time to reexamine the offering. Common misunderstandings = insights to drive the business forward. Time is precious. If the same low-value conversations are eating most of it, trace them back to the root of the problem. #CX #AI #CustomerSuccess #CSM

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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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11 things world-class sales development teams DO—and what the worst teams DON’T Insights from... → Outbound Squad's experience working with world-class teams at Gong, Shopify, Rippling, and more → Orum's 2024 State of Sales Development report Commentary on how the best sales development teams... ✅ Use AI responsibly ✅ Retain top talent SDRs ✅ Align with AEs ✅ Deal with low-pick up rates ✅ And plenty more 👇 P.S. Watch this video for our full commentary: https://lnkd.in/eBFYfnU3

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🔍 Uncover the mystery behind SaaS deal failures with our hot-off-the-press read: "Why Most SaaS Deals Fail: The Truth About Stakeholders!" Are you a startup founder or B2B sales pro? Get ready to shine a spotlight on the hidden dynamics of stakeholder involvement. 🌟 Curious about why even the best pitches tumble? Spoiler alert: it’s not just about the software! 🎢 Highlights include: - 🎯 The secret role of invisible stakeholders - 👥 How to identify decision-makers early - 💡 Tips on leveraging stakeholder power plays Why settle for status quo? Arm yourself with insights that take your SaaS game to the next level! 🚀 Ready to dive in? Grab a cup of coffee ☕️ and cozy up with this truth-bomb: https://nuel.ink/TQo1AU Let's get the conversation rolling in the comments! 💬 What sneaky stakeholder tales do you have? Share the love! ❤️ #SaaSFail #StakeholderSecrets #B2BSales

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🔍 Uncover the mystery behind SaaS deal failures with our hot-off-the-press read: "Why Most SaaS Deals Fail: The Truth About Stakeholders!" Are you a startup founder or B2B sales pro? Get ready to shine a spotlight on the hidden dynamics of stakeholder involvement. 🌟 Curious about why even the best pitches tumble? Spoiler alert: it’s not just about the software! 🎢 Highlights include: - 🎯 The secret role of invisible stakeholders - 👥 How to identify decision-makers early - 💡 Tips on leveraging stakeholder power plays Why settle for status quo? Arm yourself with insights that take your SaaS game to the next level! 🚀 Ready to dive in? Grab a cup of coffee ☕️ and cozy up with this truth-bomb: https://nuel.ink/TQo1AU Let's get the conversation rolling in the comments! 💬 What sneaky stakeholder tales do you have? Share the love! ❤️ #SaaSFail #StakeholderSecrets #B2BSales

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🤔 What sales role should you hire, when and why? (Inbound) SDRs, (Outbound) BDRs, Full-Cycle Reps, AEs, CSM, Account Managers - so many roles, even more implications. It's confusing, I get it. Especially since there has been lots of talk on the SDR model being dead and full-cycle being the "new" holy grail (which is simply not true since it all depends on context). Working with Startups and Scale-ups on their sales hiring, we often find ourselves helping them clarify their roles and corresponding expectations. Very often. So often, that we consolidated all our learnings into one blog post. Check it out here: https://lnkd.in/dV6cXmxr Spoiler: It depends on the phase you are in, your company environment, deal complexity, sales cycle and ACV and overall sales strategy. No short answer on a topic this complex. Read the short and to the point article, it's worth it. What's your take on specialization (SDR/AE) vs. full-cycle? Thanks Alvaro Rojas for authoring and Manuel Hartmann for chiming in. The result is a guidance for all growing (tech) companies out there with our learnings at hyrise and SalesPlaybook.

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Everyone in your revenue org has a different view of what's going on. Learn how to leverage it: VPs: “We’re tracking behind on our Q3 revenue target. We need to increase our ACV by doubling down on Enterprise opportunities.” Sales Managers: “We’re tracking behind our Q3 revenue target. We don’t have enough opportunities to double down on. We need to increase our outbound activity to drive pipeline.” Account Executives: “I’m behind on my Q3 target. Building more pipeline isn’t going to help me this quarter. I need to close at least 50% of my open opportunities to get back on track (even though my average is 25%).” Same Problem. 3 Completely Different Approaches. If you work in revenue enablement, you have the unique opportunity to be a bridge between team members at every level. Here’s what that sounds like… To VP’s: “If we want to increase our team’s ACV by moving up market, we’ll need to audit how we qualify opportunities and make sure we’re getting the right stakeholders involved in discovery. Do you have time to collaborate on a new rubric for our SDR’s and AE’s to qualify champions? I’d expect this to take about 3 months before we start seeing consistent results. Is there any opportunity to focus on mid-market win rate in the meantime?” [Once approved, go to your sales managers] To Sales Managers: “I understand we need more activity, but until our reps are identifying the right people to get on a call, it’s going to be wasted effort. Leadership is working on a new qualification framework for next quarter, but in the meantime, you can still hit your target by focusing on moving more of your existing pipeline in S2 & S3 into later stages in the sales cycle. What are some high-value deals that you feel are stuck right now?” [Then, go to your reps] To Sellers: “Your managers have identified some deals that are stuck in the early stages of the sales cycle. In the past, I’ve noticed you tend to use discounts as a lever to push deals through faster. How would you go about advancing these deals if you weren’t able to discount them at all?” By taking the time to listen to different perspectives from across the org, Enablement becomes a force multiplier that get’s everyone moving towards the same goal.

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Me and George Storm has written 5 books in total and we're offering our e-books series on SaaS #Sales for FREE for a limited time (next couple of weeks) to celebrate the fact that our printed book on prospecting reached Amazon's Bestseller list! 🤩🤩🤩 Ps. We would love your review if you like the books! 🔥 Put Book me! 🤟🏻 in the comments and I will send you the e-books! 🤩 #Sales #SaaS

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People fail at strategic sales because they do shallow work: - Focusing too much on outbound activity - Over-indexing on presenting a stale POV - Closing small POCs without a plan to grow - Measuring success based on meetings run Here’s what actually creates impact: - Coming to the table w/ key insights - Delivering a compelling point of view - Co-designing a narrative w/ the mobilizer - Measuring success based on your win rate And these are best done in person with the client and the help of a whiteboard. Winning in strategic selling is about going deep. It’s about designing a stellar experience with the right accounts. This puts you in a better position to win bigger deals with fewer tries. 🐝

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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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Tactical things AEs can do to increase their Win Rates & Average Deal Size. ➡ Slow Down: Particularly in the early stages of the sales process. Go deep in discovery to identify and implicate pain. The bigger the business problem you attach to, the larger the deal. ➡ Deal Qualification: Again, particularly crucial at early stages. Don't invest your time or cross functional resources in opportunities you a) can't win or b) are tied to surface level customer pain. Qualify out early and often. ➡ Sales Process Rigor: Don't skip stages. Meeting the exit criteria between stages, particularly if they're customer verifiable, will help you develop solid opportunities and not end up with a bunch of stalled S2-4 deals in the pipeline. ➡ Multi-Threading: Identify a Champion, build a Champion, and earn the right to engage the broader buying committee, including the EB. ➡ Exec Alignment: Facilitate Exec to Exec relationships and do it early. Many AEs leave it too late or don't do it at all.   ➡ Cross Functional Partnership: e.g., Services, Solutions Consulting, Value Advisory, Customer Success. Bring them in early. They will help you identify and implicate business pain, communicate business impact and increase the buyer's confidence in your ability to deliver value post sale. It will also help you multi-thread. ➡ Creative Commercials: Particularly key in the midst of increased budget scrutiny and tool consolidation. Creative commercials e.g., multi product bundling, multi year step ups, etc can help increase your size of a pie that isn't necessarily expanding. #sales #salesenablement #salesleadership

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💛 Very proud of the team I usually don't post company updates or milestones. This time is different. Our marketing team around my cofounder Alvaro Rojas has worked feverishly on building a new online presence that accurately reflects our positioning: Helping tech companies build effective sales teams by solving two of their biggest challenges: 1) Efficiently hire the best sales talent 2) Enable their existing team via highly effective, continuous training Meet our two distinct yet intertwined product lines: hyriseRecruiting and hyriseTraining. Check it out 👇

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