Ruben Kwant

The AE Mindset for the changing times 😎 Being an Account Executive (AE) in SaaS sales is tougher than ever. It's not just about closing deals anymore—AEs face longer sales cycles, increased competition, and pressure to deliver value fast. Let’s dive into the biggest challenges and how to tackle them. 1. Long Sales Cycles Complex sales processes, multiple stakeholders, and endless back-and-forth. The average SaaS sales cycle now ranges between 84-120 days—a serious challenge for AEs trying to hit quotas. Mindset Shift: Multi-threading is key. Engage decision-makers early, create clear timelines, and keep the conversation moving. 2. Demand for Immediate Value Buyers don’t care about features; they care about results. Nearly 67% of SaaS buyers expect to see tangible ROI within 6 months. Mindset Shift: Focus on outcomes—not what your product does, but what it delivers. Use data, case studies, and real ROI to convince buyers. 3. Overwhelming Competition With SaaS options growing exponentially, standing out is harder than ever. On average, buyers evaluate 5-7 vendors before making a decision. Mindset Shift: Be a trusted advisor. Don’t sell a product—sell a solution. Personalize your pitch to address their exact pain points, and show how your product is uniquely positioned to solve them. 4. Pipeline Inconsistency Many AEs struggle with unpredictable pipelines. 80% of your results often come from 20% of your leads. Mindset Shift: Build a robust pipeline by maintaining 3-4x your quota. Continuously prospect, qualify, and prioritize high-value accounts, ensuring steady deal flow. Key Metrics to Drive Success Win Rate: Track this to ensure you're focusing on the right deals. Aim for a 30-40% win rate for qualified opportunities. Sales Cycle Length: Keep an eye on this. The goal should be to consistently shrink your cycle by 10-15%. Churn Rate: Post-sale success matters. Reducing churn by just 5% can boost profits by 25-95%. CLV (Customer Lifetime Value): Focus on deals with higher CLV to drive long-term growth. Prioritize customers with #AEsales #Mindsetshift #Saas #Growth

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I'm excited to finally start using Gong! Time management is the biggest challenge I face in my role. As the AE for the region, I need to ensure many things are in place, all ultimately summarized by one question: Is the business growing in Southern Europe and the Netherlands? (So far, so good! 🔥) How I believe Gong will help me the most: ➔ Follow-up emails: I spend around 20% of my week writing personalized, relevant emails. ➡ Gong will help me streamline these follow-ups while still allowing me to add my personal touch. ➔ Note-taking during calls: This is not ideal. I often have to explain that I'm taking notes and not doing something else. To be honest, it can feel a bit disrespectful and distracting. ➡ Gong will handle note-taking, freeing me to focus on building rapport, providing value, and storytelling. ➔ Analytics: I’m not the best at summarizing (as you might have noticed 😅). Sometimes, I talk too much and don’t get to the point. ➡ Gong will help me and my team understand and improve my approach. My goal is to listen more and talk less. ➔ Feedback: Right now, it's a fairly manual process. We share feedback with the team after calls and at the end of each quarter. ➡ Gong will make this process much easier, helping us learn from each other while giving our managers clearer insights into where they can support us. ❓ What else do you think Gong could be impactful for in my role as an Account Executive? I'll be sharing updates on how this journey goes. Thanks, Bobby (Robert) Becker, for the demo!

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A lot of sales reps, business developers and hardcore hunters feel this one. 'Keep trying' is part of your DNA, right? I'm actually curious: what (apart from getting ghosted regularly) was your most memorable rejection? May be from a client. Or otherwise. Tips on how to deal with rejection are also more than welcome. Sharing anonymously is also allowed, just send your rejection in DM then I'll post it anonymously under the post. Pinky promise. Follow me Thomas Huijkman if you want to keep up with technological developments within cloud ☁️ and AI. #sales #coldcalling #rejections #stamina

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The fortune is in the follow-up. From my experience, most people don't follow-up enough. They send one email and call it a day. The truth is, people are busy. They need reminders. But the key is to reintroduce value in every email. - Give more information - Share success stories - Answer common questions - Provide resources - Educate Here's a quick example of a follow-up sequence: - Email 1: Introduction & Value - Email 2: More Value & Call-to-Action - Email 3: Success Story & Value - Email 4: Common Questions & Value - Email 5: Final Call-to-Action & Value You can even add more steps to this sequence. The key is to be persistent, but also valuable. So, start following up and see how it impacts your conversions.

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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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My 4 tips for ‘Top-Tier Outbound Discovery as an SDR’ ☎️ Tip 3 is key 🔑 🗣️ A Conversation over a Pitch: Remember, your first call is all about fact finding and trust building. Approach it as a conversation rather than ‌a quick boring pitch. 💭 Focus on the Prospect: Keep the spotlight on your prospect rather than your product. The key to effective discovery is understanding if the prospect is the right fit for your service or not. 🌟 Open-Ended Questions: Avoid the generic "What challenges are you currently facing?" question. Instead, build rapport with questions like, "How's everything working out with XYZ on your end?" Engage in their story and what they have to say. We’re all humans. 💕 First Date Analogy: I tell this to my team all the time 😅 Treat your prospect like a potential partner on a first date. You’d never ask someone to marry you the first time you speak to them so don’t go in with the “I’d love to arrange a meeting with my AE to talk about this more!” After 3 minutes. The aim isn’t to hard-sell. The essence of effective discovery is about rapport-building and understanding your prospect at a deeper level. You can’t truly help your prospects until you understand them and their needs. Are you using any other strategies with your outbound calls? I’d love to hear your thoughts. #SDR #SalesDevelopment #Outbound #Coldcalling #Leadership

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I can't argue with this. I would even take it one step further and say this is why I believe good recruitment leaders are often armed with the skill to transfer into the vast world of "Tech" Good Recruiters are experts in: ICP Management 360 Cycle People Management Brand Development Relationship Builders Pipeline Generation Objection Handling #thinkoutsidethebox #hiring #salestalent #founders

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Liya started working with me last year.   Before this, she had problems…   - thinking of cold e-mail topics (and getting low response rates) - introducing her products and advantages effectively - presenting value to prospects and making them feel they need her - adding and communicating with prospects on LinkedIn - speaking on cold calls (getting ‘sorry we’re not considering new suppliers at the moment’).   Although she had several years of sales experience, her new job in the energy industry presented her with new challenges   so, she knew she had to make some changes to make an impact.   We got to work, meeting once a week in live sessions.   Liya found the sales and marketing skills units of my course especially useful and learnt effective skills for starting conversations on LinkedIn and making engaging cold calls.   She completed the work tasks thoroughly each week and even sent additional questions to me on WeChat between our sessions about specific cases and problems.   (....which helped her make even faster progress).   Now the course has finished, it’s awesome to see Liya communicate in a more confident and engaging way and see her enjoying her work more too!   She’s a perfect example of how hard work and commitment and actually implementing the new language and skills she learnt pays off in the end – well done Liya!   -- Want to know more about how I help Chinese sales professionals use LinkedIn, cold email, cold calls and trade shows to get more overseas orders?   Send ‘SKILLS’ in a direct message and I’ll answer any questions you may have. #JamesEEnglish #Sales #China

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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

Most salespeople think retirement planning is “for later”? ❌ Think again. 🌱 Today I got 5 Tips Sjoerd Bak QFA, founder of Become a Millionaire Ltd: 💼💡on how to retire early. The full podcast episode drops in a couple of weeks. 1. Track your money first. 📊 Start by knowing what you earn and spend. Only then should you think about investing. 2. Build a 3-6 month emergency fund. 🔐 This stops you from selling investments at a loss. 3. Max out your pension! 📈 In Ireland, you’re leaving up to €10k/yr on the table if you skip this tax-efficient way to grow wealth. 4. Lifestyle creep is real. After buying a home, most spend more, save less. But consistent investing beats lifestyle splurges. 5. Invest with a plan. 🌎 Have an “all-world index fund” view or diversified investments with a long time horizon. If you're serious about financial freedom, give Sjoerd Bak QFA a follow. #financialfreedom #wealthbuilding #salesprofessionals #investing101 #salescareer #retirementplanning #techsales #moneymindset #earlyretirement #workbeforethework

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These emails booked me 55+ meetings as an SDR. You can copy them. Then edit for your own ICP. It includes: - The structure - 5 email templates - The reasoning why it works - Lavender breakdowns - A bonus of my initial email Want access? Sharing the link with everyone that: → Likes this post → Comments 'email' #coldemails #sdr #salesdevelopment

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Building a sales team & the importance of culture-fit in a small business. In a small SaaS company, every hire counts. Cultural fit isn’t just a buzzword – it’s the foundation of your company’s growth. Here’s why: Cohesion: A strong cultural fit ensures that your team works together smoothly, avoiding friction. Retention: Employees who align with your culture are more likely to stay long-term, reducing turnover. Productivity: When values align, productivity soars. Your team is driven by a shared vision. Hiring for cultural fit might take more time, but it’s an investment that pays off in the long run.

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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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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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🚀 Ready to revolutionize your sales approach? Discover the 5 Game-Changing Sales Call Tools You’re Missing Out On! 🚀 When it comes to B2B sales, staying ahead of the curve is crucial. In an era where every call counts, equipping your team with the right tools can make all the difference. Whether you're aiming to enhance efficiency, improve client relationships, or close deals faster, these innovative tools are designed to transform the way you conduct sales calls. 🔹 Are you confident you've unlocked every potential in your sales process? 🔹 Could a revolutionary tool be the missing piece in your strategy? 🔹 Imagine turning a routine sales call into a masterpiece of precision and persuasion. This blog post dives into five trailblazing tools that have redefined the sales landscape for many professionals. Each tool has been carefully selected to ensure it delivers unmatched value to your sales team, driving results and boosting performance. If you're ready to elevate your sales game and ensure you're not left behind, click this link to read more: https://nuel.ink/3RqL1O Don't let your competitors outpace you. Equip yourself with the knowledge and tools that matter. Let's take your sales success to the next level today! 🔍💼 #SalesTools #SalesInnovation #B2B #SalesSuccess #StayAhead

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