Omar Tarek

How do you measure the ROI of RevOps? How do you measure “Revenue Efficiency?” I think about this a lot. 𝗛𝗼𝘄 𝗱𝗼 𝘄𝗲 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗴𝗿𝗼𝘄 𝗿𝗲𝘃𝗲𝗻𝘂𝗲? 𝗢𝗻𝗲 𝘄𝗮𝘆 𝗶𝘀 𝗴𝗲𝘁𝘁𝗶𝗻𝗴 𝗺𝗼𝗿𝗲 𝗿𝗲𝘀𝗼𝘂𝗿𝗰𝗲𝘀: - More headcount - More marketing budget - More resources to execute 𝗔𝗻𝗼𝘁𝗵𝗲𝗿 𝘄𝗮𝘆 𝗶𝘀 𝘁𝗼 𝗯𝗲 𝗺𝗼𝗿𝗲 𝗲𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝘁: 𝟭. 𝗜𝗺𝗽𝗿𝗼𝘃𝗲 𝗖𝗔𝗖 𝘁𝗼 𝗡𝗲𝘄 𝗔𝗥𝗥 𝗿𝗮𝘁𝗶𝗼 - Close bigger deals - Close our deals faster - Improve our Close Rates - Improve our Conversion Rates - Generate more inbound revenue - Generate more outbound revenue - With the same headcount we have - Or on the same $$ cost of headcount 𝟮. 𝗜𝗺𝗽𝗿𝗼𝘃𝗲 𝗡𝗥𝗥 𝘁𝗼 𝗖𝗦 𝗖𝗼𝘀𝘁 𝗿𝗮𝘁𝗶𝗼 - Improve onboarding - Have healthier customers - Improve our renewal process - Improve our gross retention rate - Improve our overall expansion rate - On a CS dollar basis That’s my view, but this is also an oversimplification. - These numbers change a lot as revenue grows - Sales, Marketing and CS blend across these lines - Sales and marketing affect retention and expansion - CS can even have an effect on new customer acquisition What do you think? 🤔 I dove into this with 𝗕𝗲𝗻 𝗠𝘂𝗿𝗿𝗮𝘆 “𝗧𝗵𝗲 𝗦𝗮𝗮𝗦 𝗖𝗙𝗢” to ask his view on our last episode of 🎙𝙏𝙝𝙚 𝙍𝙚𝙫𝙊𝙥𝙨 𝘾𝙤𝙧𝙣𝙚𝙧🎙 podcast. Check it out here: 𝗦𝗽𝗼𝘁𝗶𝗳𝘆: https://spoti.fi/3RNMKiL 𝗔𝗽𝗽𝗹𝗲: https://apple.co/3RNU8ui ✌️

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Many sales teams struggle with it... low closing rates. Studies have shown why this is often the case: you should NEVER sell the product... but the VALUE!!! The positive side effect of this little change? Your deal cycle shortens and your closing rates will increase. Successful sales leaders rely on "Value Selling". They use the so-called Value Framework for this and thus help their team sell more efficiently... by getting everyone in the sales team on the same page. Today we'll show you how to create and apply this Value Framework for your team. #valueselling #valueframework #sales https://hubs.li/Q02tTGSc0

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📈 Struggling to Find and Connect with the Right Prospects? Apollo. io Can Help! For sales professionals, finding accurate contact information, engaging prospects, and managing outreach efficiently can feel overwhelming. Manually searching for leads, tracking engagement, and juggling platforms can waste valuable time and energy. Apollo. io is here to simplify and supercharge your sales process. With over 275 million contacts at 73 million companies, Apollo’s sales intelligence and engagement platform provides everything you need to connect with prospects and convert them into customers—quickly and effectively. With Apollo.i o, you can: ✅ Search a vast database to find high-quality leads ✅ Engage prospects with powerful automation tools ✅ Convert more leads with targeted, data-driven outreach ✅ Optimize your workflow with a seamless, all-in-one platform Ready to take your sales game to the next level? Sign up for Apollo. io today and see how easy it can be to find, connect, and convert your next client! Get Started with Apolloio for Free Today - https://lnkd.in/gnv-gXXG #ApolloIO #SalesIntelligence #LeadGeneration #SalesEngagement #SalesTools #B2BSales #DataDrivenSales #TryApollo #Sales #Marketing #SaaS #B2B

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In the SaaS industry, where sales cycles can stretch out for months, it’s easy to think that closing a deal is a matter of luck. But the truth is that behind every success, there’s a well-defined strategy and close collaboration between the sales team.⁣ ⁣ 𝗛𝗲𝗿𝗲’𝘀 𝗮 𝗿𝗲𝗮𝗹-𝘄𝗼𝗿𝗹𝗱 𝗲𝘅𝗮𝗺𝗽𝗹𝗲:⁣ ⁣ The SDR starts the process with laser-focused precision, identifying and qualifying high-quality prospects. But it’s not just about cold calling; it’s about deeply understanding the customer’s pain points and conveying that information to the AE.⁣ ⁣ When the AE takes over, they already have a detailed map of the customer’s needs. They don’t waste time deciphering context—they focus on crafting the perfect solution.⁣ ⁣ This strategic approach ensures a seamless transition, making the customer feel understood and significantly boosting the chances of closing the deal.⁣ ⁣ Why does it work?⁣ ⁣ 𝗣𝗿𝗲𝗽𝗮𝗿𝗮𝘁𝗶𝗼𝗻: The SDR doesn’t just gather data—they generate valuable insights that make the AE’s job easier.⁣ 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝘁𝗵𝗲 𝗣𝗿𝗼𝗯𝗹𝗲𝗺: Both roles are aligned around the customer’s real needs, offering solutions that address specific issues.⁣ 𝗘𝗹𝗲𝘃𝗮𝘁𝗶𝗻𝗴 𝘁𝗵𝗲 𝗠𝗲𝘀𝘀𝗮𝗴𝗲: Every interaction with the customer reinforces the value of the offer, making the final proposal hard to resist.⁣ ⁣ When SDRs and AEs work as a strategic unit, the results speak for themselves.⁣ ⁣ 🚀 𝗬𝗼𝘂𝗿 𝗻𝗲𝘅𝘁 𝘀𝘁𝗲𝗽: Strengthen preparation and collaboration in your team to turn every opportunity into a win.⁣ ⁣ What’s your take? How do you ensure smooth collaboration between SDRs and AEs in your team?⁣ ⁣ #SaaS #SalesStrategy #Teamwork #SalesSuccess #BusinessGrowth

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SDRs - Struggling with your ramp? Here are 5 tips to immediately improve your results and beat your ramp 1. Meet with 3 top performing BDRs, pick their brains on everything from Prospecting, Research, Sequences, calls, emails, Linkedin DM's etc. Once you have a good pool of knowledge on strategies that are working in the current market you can adapt it and make it your own. 2. Problem enablement: The most important thing to know is WHO you help and HOW you help them. Speak to your AE's who've closed business, CSMs and your own internal personas. The goal is to be able to crisply articulate how you can help a target persona in a target account get to their desired state. No one cares about WHAT you do, they care about how you can help them. 3. Volume: Practice makes perfect, you're not going to get good without the reps so get out there and prepare to fail. 4. Double down: If you find one medium is yielding more meetings then double down on that one, e.g if you're booking 5 meetings a month through call and 1 via email, try changing to a call only sequence for a while to see if it ups your results. 5. Feedback loops: Regularly ask your top-performing peers, AEs and your manager in your 121 for SPECIFIC advice. This means you'll always be growing your skillset. Make sure you're not getting advice from everyone though as this will dilute your focus P.S I'll do a part 2 of this next week but anything you'd add? For now, enjoy a picture of Emre Ceyhan and me at our recent Spike Week!

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Outbound prospecting in 2024 vs Outbound prospecting in 2021 2021: SDRs create demand Outbound is part of Sales Call connect rates are above 10% Money is practically free so less scrutiny on budget spend = more junior buyers + loads more of them No events means budget can be redeployed easily Every SDR is crazy hungry as they know they will be promoted in 12 months Companies can spend silly money on Marketing to support awareness stage 2024: SDRs capture demand Outbound should be part of Marketing Call connect rates less than 10% Budget cuts still happening, efficiency is the top priority - the CFO is still the ultimate buyer Digital channels are exhausted and companies are reverting to traditional channels e.g. events, direct mail/gifting etc Promotion tracks are a dog fight even if they do exist = less motivation No spend going into brand means it's harder to break through to prospects There's an even longer list than this. Ultimately outbound is getting increasingly harder to pull off. But it's NOT DEAD! A few things to consider: 1️⃣ Diallers e.g. Orum / Nooks - particularly good for SMB / velocity sales 2️⃣ AI SDRs e.g. 11x.ai to help supercharge the manual tasks 3️⃣ Direct Mail / Gifting (obviously Reachdesk) to improve response and show rates 4️⃣ Signals to prioritize accounts - 6sense RB2B Warmly,Demandbase to help reps know which accounts to go harder at 5️⃣ Create PODs to co-prospect - refine process so SDRs and AEs work together to co-prospect Ultimately we know the game has changed. But we all have options. What's working for you right now? #prospecting #sales #sdrs

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Automation will help you sell more: 1. Automate your cold outreach - Emails - LinkedIn - Twitter - SMS - IG 2. Automate your CRM -New call booked? Enters CRM -No show? Send FUP email -No response? Enters email sequence -Deal won? Starts onboarding automation Automation = 💰

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in SaaS and High-Ticket Sales ? 🍵 Let's talk about how AI can be your secret weapon in the competitive worlds of SaaS and high-ticket sales. As a SaaS Account Executive or high-ticket sales consultant, you've likely noticed that converting leads is getting tougher. It's not just about demo numbers or quotas anymore – it's about building relationships and trust in a crowded market. Here's where AI can make a big difference: AI can help you nurture leads and build your personal brand >> I'm running hands-on Ai-assisted workshops to help you and your sales team implement these strategies right away. DM me for 1x Complimentary Lead Conversion and Sales Audit to bring home 1-3 strategies you can implement right away. 💡 The key to connecting with prospects online is sharing your insider knowledge: You spend your days talking to customers, prospects, and product teams. Use that industry expertise to your advantage. Share content that answers the big questions: How does your solution solve specific pain points? What's the ROI? How does implementation work? Don't just focus on features. Tell stories about how you've helped clients transform their operations or achieve significant results. Case studies and testimonials build trust and demonstrate real-world value. Content creation might seem daunting when you're chasing quotas, but it doesn't have to be complicated. Start small: 𝗦𝗵𝗮𝗿𝗲 𝗶𝗻𝗱𝘂𝘀𝘁𝗿𝘆 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗿𝗲𝗴𝘂𝗹𝗮𝗿𝗹𝘆: Keep your audience informed about trends in SaaS or your high-ticket industry. 𝗦𝗵𝗮𝗿𝗲 𝘀𝘂𝗰𝗰𝗲𝘀𝘀 𝘀𝘁𝗼𝗿𝗶𝗲𝘀: Use case studies to showcase real-world impact. 𝗔𝗱𝗱𝗿𝗲𝘀𝘀 𝗰𝗼𝗺𝗺𝗼𝗻 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀: Turn frequent concerns into content that demonstrates your problem-solving skills. 𝗕𝗲 𝗰𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝘁: Use AI tools to maintain a regular content schedule without sacrificing quality. Remember, building your personal brand is a journey. AI can help you manage this efficiently, keeping you ahead in the competitive SaaS and high-ticket sales landscape. Why should clients choose you? Because you provide value beyond the sale, demonstrating expertise through meaningful, educational content. Show that you're a partner in their success, not just someone looking to close a deal. #SaaSSales #HighTicketSales #conversioncontent #ConsultativeSelling #LeadConversionSystem

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Stop letting junior SDRs reach out to your C-Suites. Buyers don’t want to talk to salespeople anymore. They want trusted advisors. Domain experts.  Yet, for some reason, 99% of sales teams completely ignore this fact and let their junior SDRs reach out to C-suites — then they sit back and wonder why their outbound doesn’t work. The WHO factor is more important today than ever before. Here’s what it means moving forward: 1. Trusted Advisors vs. SDRs: Would you take medical advice from a first-year med student? Probably not. In the same vein, expecting a junior SDR to convince a C-suite executive is a flawed strategy. Buyers today want insights from those seeped in the industry, not those reading off a script. 2. The New-Age SDR: These SDRs have authority in their field and are the ultimate subject matter experts. They possess a highly relevant audience of ICP and excel in content creation and audience engagement. They understand the nuances and pains of the prospects and create value-driven conversations, not just touchpoints. 3. Team-Selling is a Necessity: If a CFO checked your website, why in the world would you let your SDR reach out? Facilitate outbound requests to your CFO and ask them to personally connect with the prospect from their profile. It’s about leveraging the right person at the right time to build trust and relevance. 4. Signal-Based Selling: Your outreach should be driven by real-time data and intent signals. Spot the triggers: website visits, content downloads, recent funding, etc. Engage with the right person, when the timing is perfect, with the right message from the right person. This isn’t about volume; it’s about precision. TAKEAWAY: In this new era, it's not about how many emails you send, but WHO is sending them and WHY. In 2024, the most successful companies will have GTM teams that look more like consulting firms than old-school sales orgs. The next-gen of successful sales orgs will be the ones that evolve beyond the old playbooks and focus on trust, relevance, and the power of human connection. The future isn’t just lean. It’s personal.

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Achieving product market fit in B2B SaaS comes BEFORE building a sales team. It can be summarized into 4 key points: 1. Acquire beta clients: must meet ICP, even if they're your buddies 2. Prove usage & adoption: stakeholders must be using highest value features 3. Prove value: must measure the $ value exchange taking place 4. Realize value: must realize fair value, often 10-20% of value exchange Do this with 10x ICPs and you're almost ready to evolve from founder-led sales. A much deeper dive is in this week's RVNU newsletter. Sign up, it's FREE. #saas #startups #sales #venturecapital #GTMdebt

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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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Stop wasting time on boring questions in discovery calls. 🚀 Here are 7 steps to make your discovery calls impactful. 1. Understand your client’s goals and problems. 🤝 2. Bring a clear solution to the table. 💡 3. Review all notes and information before the call. 4. Have a strong perspective on how you can help. 5. Engage in meaningful business conversations. 📈 6. Identify all potential stakeholders early on. 🔍 7. Help the customer make a confident yes or no decision to proceed to the next call, if they are not sure give them an easy out and let them sell the next call to you. 🔥 p.s. If you’re an Account Executive looking to fill your pipeline and exceed quota in 90 days or less, then send me a DM saying "90". #SalesTips #AccountExecutive #DiscoveryCalls #B2BSales #SalesExcellence

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🔥How to repel top saas sales talent🔥 Part 1: ICP A clear Ideal Customer Profile is crucial. An ICP defines your perfect customer. The customers your product solves problems for best. Without a strong ICP? Sales hiring gets way harder. Why? Top salespeople want to win. An unclear ICP means... ❎Chasing bad-fit prospects that won't buy ❎Wasting time on crappy leads ❎Low close rates and commission checks No clarity on who to sell to? Top reps will bail for better opportunities. But with a tight ICP? Salespeople know exactly who to pursue. Pitches improve. Closes get easier. Reps earn more. A solid product with a tight vision and ICP will have a much easier time attracting and retaining talent then a company throwing sh*t against a wall hoping it sticks.

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𝐄𝐯𝐞𝐫 𝐟𝐞𝐥𝐭 𝐥𝐢𝐤𝐞 𝐲𝐨𝐮'𝐫𝐞 𝐞𝐧𝐝𝐥𝐞𝐬𝐬𝐥𝐲 𝐜𝐡𝐚𝐬𝐢𝐧𝐠 𝐩𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬 𝐢𝐧 𝐭𝐡𝐞 𝐁𝟐𝐁 𝐰𝐨𝐫𝐥𝐝? 🏃💨 Let's turn that around! Today, I'm diving into tactical strategies that'll make your sales process smoother than a fresh jar of Skippy. 🥜 1️⃣ 𝐑𝐞𝐬𝐞𝐚𝐫𝐜𝐡 𝐥𝐢𝐤𝐞 𝐒𝐡𝐞𝐫𝐥𝐨𝐜𝐤 🔍🕵️: Before reaching out to any prospect, do your homework. According to LinkedIn, 80% of B2B buyers won’t respond to cold outreach without prior research. 🧐 Find out everything you can about their company, challenges, and even hobbies—yes, that detail about them loving salsa dancing could be your ice-breaker! 💃 2️⃣ 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥𝐢𝐳𝐚𝐭𝐢𝐨𝐧 𝐢𝐬 𝐐𝐮𝐞𝐞𝐧 👑: Nobody likes a generic pitch. Use the insights from your research to tailor your message. Example: Instead of "Hey, saw you're in fintech," go with "Noticed your team at XYZ company is launching a new AI feature. 👏 How's the integration process going?" Personal touches show you care and aren't just another sales robot. 🤖 3️⃣ 𝐕𝐚𝐥𝐮𝐞 𝐁𝐞𝐟𝐨𝐫𝐞 𝐀𝐥𝐥 𝐄𝐥𝐬𝐞 📈: Start every interaction with how you can add value. Share a case study, a relevant article, or a unique insight. Did you know that 73% of B2B buyers say the sales experience impacts their purchase decision? 🙃 Provide value upfront and watch how the tables turn! Bonus Tip: Use emojis 🎉 (like me 😜) to humanize your communication and make it more engaging. Emojis can increase open rates by 29%! 🎯 👋 Ready to take your B2B game to the next level? Drop your thoughts and tips in the comments! Let's build a community of top-tier B2B pros. 🚀 #B2Bsales #Fintech #SalesTips #SaaS #CustomerEngagement

Account Managers, Try this strategy before your competition does... But first, Let's agree on 3 straight forward goals so you can measure if this strategy is working or not- ->Reach to new buyers in the account ->Change Perception ->Sell more Check out the document below to see how: ->Increase Reach with surround strategy ->Change perception with thought leadership ->Sell Deeper & Wider by bringing you the best asset last Marketing budget needed? -Less than your next customer dinner! Flywheelr #Accountbasedmarketing #ABM #B2Bmarketing

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Sales Cold-Calling Tip: Most of the prospects don't want to sound rough during the calls, DON'T GIVE THEM THE CHANCE to be so by doing the following: 1- Respect their time (it is a sudden call, you might have caught them into something) 2- Use permission-based openers (This creates a wider ground of understanding) 3- Do your home work and research your prospects ( Their interests, the industry, the company's updates ... etc) 4- Practice ( You will never learn how to do successful cold-calls until you make a handful of failures) #Coldcalling #Sales

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This cold call script helped me average 129% as an SDR. You can copy it. Then edit for your own ICP. It includes: - The structure - An example script - The reason why it works Want access? Sharing the link with everyone that: → Follows / Connects with me → Likes this post → Comments 'call' #coldcalls #sdr #salesdevelopment

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Transform your sales team’s efficiency with MYai Human-AI Sales Agents. They don’t just pass along leads—they deliver closed leads directly to your team, allowing your sales reps to focus on high-value prospects ready to make decisions. Imagine reducing sales agent burnout, improving retention, and accelerating revenue growth by 30%. Human-AI agents handle the time-consuming tasks like virtual presentations and needs assessments, freeing your team to do what they do best—close deals. 💡 Ready to boost your sales process and drive higher ROI? DM us "MYai" to learn how Human-AI Sales Agents can transform your business. #SalesAutomation #AIForBusiness #HumanAI #SalesGrowth #CustomerEngagement #BusinessInnovation #SalesStrategy #MyAiSells #TechForBusiness

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