Magda Marcinkowska

Your deals don't close for likely one of the following reasons: 1. Wrong ICP 2. Poor Sales Process Discipline 3. Single-Threaded Engagements 4. Lack of Urgency in the Sales Cycle 5. Hyper Technical vs. Hyper Business Focus 6. Lack of Business Case and Value Alignment 7. Delayed or Lack of Access to Decision Makers Do this often enough and you'll end up like me in the pic below... You're ride is over and done, and you're about to fall, dreading the paddle back out because you're mentally and physically exhausted. PS - Down to 2 open slots left at Surf & Sales Nov 15-19th

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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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🚀 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.

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Hello SDRs - a good old hokeyism that I enjoy is "you can bring a horse to water, but you can't make him drink". What this saying is missing is how you choose to drink is up to you, but you need to drink. Own your process. Want to know more about the product/market, (yes i think this helps sdrs), go to your Sales engineering team. Want to learn more about top SDRs across all industries, find a mentor. So many of us are all to willing to help, as we've been in your shoes before. Lastly, own your persona learning. GPT tools make what use to be an exhausting and drawn out, possibly innacurate process, and turns it into minutes not hours. It's Wednesday, time to make the rest of the week awesome. #sdr #hokeyism

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Dear SDR Leaders, Head of Sales, C-Levels: Increasing the KPIs of your reps will only lead to one thing: mass spamming and zero individualization 🫠 Since 2015 (and before) this is not a concept to gain new business anymore Instead of sending 100 boring emails rather send 20-30 half-templated emails and add 10 hyper-personalized emails Just try it I take the risk for you It's fine to blame me if it is not going to work out Do you personalize your outreach?

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Too many SDRs transition to AE roles prematurely. Ambition is great, but being a successful AE requires mastering a broader and deeper skill set. To be a top performer, SDRs need to: • Master prospecting and early-stage qualification • Grasp AE fundamentals before they make the leap This is where sales management and enablement play a key role in structuring a clear learning path for SDRs transitioning into AE roles. A well-designed competency framework can help: • Shape clear progression paths • Focus on the right areas of development • Make role transitions more objective and meritocratic --- I’ve built comprehensive SDR and AE competency frameworks that breaks down the essential knowledge & skills which you can adapt to your company context. Want to check it out? Comment “SDR & AE competencies” below, and I’ll send it your way. ✌️ #sales #salesenablement #salescompetencies #ae #sdr  

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#salesfam maybe this is too reductionist but I believe that there is really only 1 reason you lose deals and its always value based. + Too expensive = didnt see the value to justify the price + Keep using our current tool = dont see the value to justify net new cost, training, change management, implementation + Champ left company = not enough people saw enough value + Timing = not valuable enough to prioritize over other stuffs + Chose a cheaper competitor = not enough value to justify higher price for the extra bells and whistles + lets talk again later/ghost = not enough value Now there are 2 ways to create value in a deal. One is in your control and 1 is not. 1. Product - not in your control really - but you can control who you choose to work for. So make sure you sell a product that has a clear ROI story and impacts business critical metrics directly without too much mental gymnastics 2. Your sales process - when you have a good product that meets the above criteria - can you deeply understand your customers business problems - identify root causes - and clearly and simply connect those dots to your product at a level a 4th grader would understand - and take an entire buying group on that journey? If yes...then you probably are a very good salesperson and do pretty well. If no..then you know what to work on :) #enterprisesales #sales

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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.

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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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SDRs - struggling for the best way to improve? Here are 5 ways I did it FAST: 1) Imitate the best: Find the top reps in your company for specific things. One for processes, prospecting, cold calling, cold emailing, social selling, objection handling - you get the idea. They clearly have a process that works so utilise it. 2) LinkedIn: There are lots of good (and bad) sales content creators out there, the likes of: Kyle Asay Brian LaManna Salman Mohiuddin Chris Orlob, Chris Ritson and Mike Gallardo are my go-to people to name but a few. Find a handful of creators you like and soak up their content and if you can, check out their paid stuff. This will speed up your development and allow you to skip mistakes. 3) Actively Seek feedback: Don't just wait for your call/deal/forecast review for feedback, chase your managers and actively set up extra sessions to go over weak areas. What's going to bother them more, you asking for help? Or you missing your number? 4) Meet with other teams: Struggling to understand persona pains? Meet with your ICP at your company. Need help on use cases? Chat to a CSM. Product knowledge? Meet with your SE. If there's an area you're finding difficult there are likely multiple people to lean on at your company to help you, so use them. 5) Help others around you: You only really know something if you can teach it so if a new joiner/teammate is struggling with something you're good at, help them out. Sales Karma is a real thing. BONUS) Take what's useful and discard what's not - Bruce Lee: Not everything you learn will be useful, so correctly filtering the bad and applying the good will allow you to make steady and consistent progress over the days, weeks, months and years. Anything you'd add?

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This is for you if you also use multi-channel prospecting sequences: We've experimented with various sequences to find the most effective combination: ➡ Emails → Cold Calls → LinkedIn messages ➡ Emails → LinkedIn messages → Cold Calls ➡ LinkedIn messages → Emails → Cold Calls Our trials showed that: 1. Starting with a LinkedIn connection request leads to higher engagement rates → since trust increases by a lot. 2. Prospects respond better when first contacted on a platform they already use, making switching to email or phone easier. For you, which channel works best as the sequence opener? And how do you organize the follow-ups? #b2bsales #outreach

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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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Old-school channels outperform automated noise I had Giulio Segantini from Underdog Sales who is the expert within Cold Calling📞 We talked about the power of a GREAT cold call. Other topics covered in Ep. 34 of Hot SaaS: 📲 Master cold calling, regardless of experience 📲 Create an outbound culture and make calling fun 📲 Cold call hit rates & benchmarks KPIs 📲 What goals to set and create small wins 📲 Coach your team to convert through cold calls Available where you listen to pods and watch videos. Search for Hot SaaS or climb the linktree in my profile 🤙🏼 #HotSaaS 🌶🚀

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B2B sales reps spend only 28% of their time actively selling, shocking right? This eye-opening statistic from the Salesforce State of Sales Report got me thinking about how we approach productivity in sales. Here's the breakdown of a typical sales rep's week: 28% - Active selling 31% - Admin tasks 24% - Searching for content 17% - Internal meetings and miscellaneous Doesn't it seem counterintuitive that those of us in sales spend so little time actually selling? At Triple Session, we've been working to shift this balance. Here are some strategies that have made a real difference: 🚀 Automate the mundane: We've implemented automation tools to handle routine tasks like data entry and follow-up emails. This automation has freed up significant time for our team to engage more with clients. 💡 Tap into AI: We're using AI in smarter ways to analyze customer interactions and provide real-time insights on calls. It's like having a coach right there all the time. 🧠 Foster a culture of everboarding: Regular training sessions help our team stay ahead of industry trends and client needs, making every interaction more impactful. The result? Our team now spends over 40% of their time on active selling activities. More importantly, we're seeing improved customer relationships and better outcomes. 🔑 Key Takeaway: The path to sales productivity isn't about doing more. It's about doing what matters most. What's your biggest time-waster in sales, and how are you addressing it? #B2BSales #SalesEfficiency #TimeManagement #SalesLeadership #SalesTips

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How #SalesEnablement can cover it all without overwhelming your reps (or yourself): Shift from “one-and-done” to “one-and-again” But here’s the trick… You must interleave topics together. Interleaving is the opposite of blocked practice - covering ONE topic at a time: A) Product B) Personas C) Processes D) Messaging E) Selling Skills F) Methodology One-and-done. The problem? Blocked practice (“cramming”) isn’t effective for learning and behavior change. Why? 1) We’re forgetful creatures 2) Cramming is unrealistic (you never have a call where you ONLY handle objections, then another call where you ONLY talk about the product) so it’s difficult to apply what you learn in the real world The solution? “One-and-again” programs: Create a series of programs - preferably in the form of scenarios in which it’d be realistic and appropriate to apply knowledge/skills related to topics A-F. And instead of being “done” with one topic and moving onto the next, you do it again (just with different/varying scenarios); incorporating spaced practice that is distributed over time. — Learning doesn’t happen in chunks at a time. True learning happens when we apply what we learned/know repetitively, over time, and in varying situations until we’re adept at understanding when, where, and how to apply our knowledge.

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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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"Technique number 5 is a must-try!" Hello SaaS Sales Community! 👋 I've been reading a lot of posts from Business Development Coaches, and the real battle everyone seems to be facing is producing an extremely catchy call opening line. 🎯 Pattern Interrupt has worked for me and my teams every time. I'm sharing this simple and concise post with you all, not just to read, but to take a minute and think about how it could fit in the industry you work with. #coldcalling #strategy #saassales

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🚀 Top 5 KPIs Every Sales Team in Software Companies Should Track 🚀 In the fast-paced world of software sales, keeping a close eye on the right metrics can make all the difference between hitting your targets and missing the mark. Here are the top 5 KPIs every sales team should be tracking, along with their formulas: 1- Sales Revenue 💰: The lifeblood of any business. It’s not just about closing deals; it’s about consistent growth and maximizing value. Formula: Sales Revenue = Total Sales Value - Returns 2- Customer Acquisition Cost (CAC) 💸: Knowing how much it costs to acquire each customer helps refine your strategies and improve ROI. Formula: CAC = (Total Sales & Marketing Expenses) / (Number of New Customers Acquired) 3- Customer Lifetime Value (CLTV) 🔄: It’s not just about the initial sale—understanding the long-term value of your customers is key to sustainable growth. Formula: CLTV = (Average Revenue per Customer) x (Gross Margin) x (Customer Lifetime) 4- Sales Cycle Length ⏳: The faster you close, the quicker you can scale. Reducing the sales cycle length is crucial for driving efficiency. Formula: Sales Cycle Length = Total Number of Days to Close Deals / Number of Deals Closed 5- Conversion Rate 📈: Turning leads into customers is the name of the game. High conversion rates are a sign of a well-oiled sales machine. Formula: Conversion Rate = (Number of Conversions / Total Number of Leads) x 100 For sales teams looking to thrive in a competitive market, these KPIs are not just numbers—they’re your roadmap to success. What KPIs do you focus on to drive growth? Let’s discuss! 💬 #Sales #SoftwareSales #KPIs #Growth #SalesStrategy

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Most of people working at Chili Piper started as SDRs. Your AEs doing Demos of the platform are former SDRs, your AMs are former SDRs, CSMs are former SDRs.. not 100% but still .. and so on and so forth, SDRs in all departments. It means that we all get that PAIN of scheduling meetings, pre-qualification, no shows, reschedule, reassigning meetings, CRM update.. When I heard this during a working session today : "When reps schedule a meeting, they still need to create an opportunity in Salesforce to get the credit" 😑 😑 😑 😑 😑 😑 😑 😑 Buying a scheduling solution is cool, but getting one that can make your team's life easier is motivating 🌶 Selling a scheduling tool is Cool, but selling a solution that helps reps get their quota is energizing 🔥 Thinking that my work helps reps to get better results makes me feel I am useful ❤️

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