Olivier 🧪 Tytgat

High-paid SDRs: ❌ make 200+ dials a day ✅ make 40-50 dials to ICP prospects ❌ send 1000s of automated emails ✅ send 25 manual emails per day ❌ connect with everyone on LinkedIn ✅ only connect with top prospects ❌ ignore 'not interested' email responses ✅ call them and figure out why no interest ❌ build new sequences every week ✅ A/B test their existing sequences ❌ attend every internal meeting possible ✅ treat selling time as the number 1 priority ❌ add 1000s of contacts to sequences ✅ pick who deserves to go in the sequence ❌ moan about their AE being rubbish ✅ execute with their AE every single day ❌ hand over opps with 1 stakeholder ✅ multithread before the AE handover ❌ don't care about personal branding ✅ have started investing time into it SDRing isn't rocket science. It's relentlessly putting in high quality reps. Agreed? ♻️ Repost if ya do.

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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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🔥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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🚀 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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The #1 mistake SDRs make: → They forget to build trust with prospects. • Pitch straight away in the DMs • Pitch as soon as anyone responds • Pitch as soon as the prospect answers The problem? Not enough trust between you and them. We've all been there... Pressure makes you feel like you need to ''ask for the meeting'' in every outreach. Buuuut...most prospects aren't ready for it. ---- Here's how to do it instead [Email Example]: 1. Take 1x observation I've seen about the prospect and use for my 1st line 2. Share my POV about the prospects situation and a problem they likely have. 3. Tell a short story about solving that problem. 4. Ask a 3-4 word closed question. ''John - noticed you're hiring 2 BDRs. Bet you're thinking about how to ramp them fast. VP Sales at X, used my bespoke team training course to get the team ramped and decreased ramp-time from 5 to 2.5 months. Worth a chat''? ---- - My observation show research = trust. - My POV shows understanding = trust. - My story shows expertise = trust. You're not trying to book meetings fast. You're trying to build trust & relationships. Whoever is able to stockpile trust, wins. And to do that, ALL your messages should be focused on answering: ''will this build trust''? ...Or are you just pitching again. Use the cold prospect funnel [below] as your guide: Start Convo > Build trust > Deepen the relationship > Book the meeting. Patience, my dear SDR friends. ♻️ Reshare this for other SDRs to benefit. PS. Ready to transform your SDR game? Follow me, Chris Ritson for more content like this.

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2 years ago I could win a deal with 1 stakeholder involved. Fast track to today and I need 5+ stakeholders, ROI calculations and insight into their deepest darkest secrets. (just kidding about the secrets bit but you get the point) Winning deals in 2024 is TOUGH. I have to treat 10K deals like they're 100K deals. That means: ✅ Stakeholder Alignment ✅ ROI Calculations ✅ Partnership Plans ✅ Technical Demos The list goes on… But from a buyers pov, keeping track of all this information is a chore in itself. Not only are they gathering a buying committee & resources together to make a decision. They're also speaking to multiple vendors in your space. So our stakeholders need to be equipped with pricing, documents, competitor analysis, sales content, etc, etc. Which you could do on 654354 emails, decks, excel spreadsheets & through carrier pigeons. Or you can make their lives 10x easier by organising all the content they need to make a decision inside of Trumpet. On top of making lives easier, it’s also helping your sales process stand out. Which in a tricky market is a necessity. Sign up with trumpet 🎺 for free here: https://bit.ly/44vP2rS

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How to "win" cold email in 2024: (our method for booking 800+ meetings per month) Lead List Building ✅ - Extremely targeted/segmented - Use real signals where possible *pull from ExportLists to save money Copy ✅ - Short (<50 words) - Extremely relevant - Follow-ups that add value - Soft or interest-based CTAs - Prioritize high-quality sales assets - Hook or problem statement in first line Deliverability ✅ - Double-verify all leads - 50/50 Outlook/Gmail split - Rotate inboxes every 30 days - No spam words, links, attachments - Send under 25 emails/day per inbox - Warm-up all inboxes for 14 days pre-send Campaign Management ✅ - 2-step sequences - A/B test 4-6 Email 1 variants - Set up subsequences immediately - Reply time as close to 0s as possible That was a lot. Hope it helps!

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I talk a lot about hiring remote SDRs (and even give speeches about it too 😊) but what are reasonable KPI’s to expect? If you already have reps calling (offshore or inhouse), you can expect a similar volume and sets. But if you are setting this up for the first time, -350 calls is generally achievable (you can push for more, but if meaningful conversations are important to you, decreased volume will lead to greater results) -Power dialers will increase volume (manual dialers take up a bit more time) -Most of our SDRs speak to prospects anywhere from 3 to 8 minutes depending on their script. At that rate, 125-200 calls per day with 15-25 meaningful conversations, and 2-8 sets is a reasonable KPI. The range takes into consideration the pickup rate, warm or cold lead, and industry. Also— it depends on how much feedback and coaching you provide. The more you mentor, the more sets your SDRs will achieve. TELL ME what questions you have about KPIs for remote sales reps. #offshore #salesreps #coldcalling

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Identifying pain points is essential in sales because it allows you to understand and address the specific challenges or frustrations that customers face. Here’s why it’s key: Tailored Solutions. Building Trust. Competitive Edge. Customer Retention. Increased Sales. In essence, identifying pain points not only helps in providing value to the customer but also drives sales by creating a more compelling value proposition. #Sales #Value #PainPoints #Customer

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4 tips for running better discovery calls +1 bonus tip +1 one give-away [last line] Discovery isn’t just a stage in the sales process. We've all heard this. Yet, too many reps walk away without truly understanding the pain or the cost of doing nothing. Here’s how to fix that: 1. Start with curiosity. Don’t dive in with generic questions. Instead, open with something thoughtful: → “What made you take this call?” → “When did this challenge first show up for you?” Simple, yet effective. 2. Go deeper. Surface problems aren’t enough. Your job is to dig into the why. → “What’s causing this issue?” → “Who else is impacted?” → “What happens if it doesn’t get fixed?” Get them talking about the ripple effects. 3. Tie pain to metrics. No impacted metrics = no urgency. Find out what matters most to their business: → “Is this impacting win rates, pipeline coverage, or forecast accuracy?” → “What’s the cost of missing those targets?” You’re not just finding pain. You’re quantifying it. 4. Call out the cost of inaction. Paint the picture of staying as is. → “If this isn’t fixed in 6 months, what does that mean for your team?” → “How does this impact hitting revenue goals for the year?” They need to feel the pain now. Bonus tip... 5. Know when to walk away. Not every problem is urgent. If the impact isn’t big enough, qualify out. Save your time. And theirs. Great discovery isn’t about pitching. It’s about listening, digging, and connecting the dots. Get it right, and you’ll build urgency without ever needing to offer a discount. Which number could you be doing more of? ------------------------------------------------------- 🔔 Follow me for more on sales James Bissell ♻️ Repost and I'll send you a Discovery Call talk track.

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Is sales outreach more difficult than ever? 📞 🫷 B2B prospecting in sales is tough. Depending on your sources, the average cold call-to-meeting conversion rate is 2-5% and for emails that can be as low as <1% But wait... You might have a great product or service ✅ You've segmented the market to understand your fit & identified your ICP ✅ You've built messaging frameworks for specific personas, pain, verticals & tiers ✅ You've got the case studies to back it up, blogs, articles and webinars to provide industry expertise and perspectives ✅ You're sequencing multi-touch point outreach across channels ✅ But still... Your email might get deleted straight away 📧 🚮 Your call from an unknown number is left unanswered 📵 or your LinkedIn request lost in an ocean of others 🔗 🌊 This has got me thinking how difficult effective sales prospecting can be today and what the reasons are behind this, from a human behaviour perspective. Here are some of the questions that ran through my mind ➡️ 🟡 How conditioned have we become to instantly ignore marketing / sales emails due to the sheer quantity that we receive today? 🟡 At a quick glance, what instinctive qualities make us deem the sender to be genuine, credible, reputable, non-generic... even just worth looking at? 🟡 Is there an element of simple frustration with a cluttered inbox and those emails are the easiest to clear first? 🟡 Do we have an innate fear of the time this individual / business might take up if we engage? Are we assessing this against potential value? 🟡 Do we have an intrinsic mistrust of unknown callers due to high levels of scamming activity today? 🟡 Do we just think 'if it ain't broke, don't fix it'? Would love to get thoughts from both those who send and receive outreach messages 💬 #sales #outreach #prospecting

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Salesloft's (quiet) acquisition of Drift in February is the first shoe to drop. CROs need to do more with less, and will remove many tools from their stack. Expect massive consolidation in the sector over the next 5 years. Full article in the comments, but TLDR: - Most sales/marketing platforms are sold on a "per seat" annual contract, which was great for revenue when their customers were growing their sales teams. -After the post-COVID boom, sales org's quickly hollowed out which significantly impacted growth + retention. - CXO's are figuring out how to accelerate growth with less. There is no longer a need to hire a fleet of reps, leaving the "per seat" revenue model in the dust. - Adopting alternative revenue models like consumption-based pricing is imperative for sustained growth. - These models aren't good for VC's who like more predictable revenue models, but in the age of AI, companies will not need VC to start, run and manage a profitable tech company.

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The #1 way to motivate SDRs... (And it costs nothing) Prove you g͟e͟n͟u͟i͟n͟e͟l͟y͟ care about them. It’s pretty damn easy: - Prioritise your 1:1s - Sunshine great work - Say ''thanks'' every week - Give them honest feedback, nicely - Appreciate their effort even if they failed - Message MORE when they are struggling Most SDRs just want to 'feel' like you care. It's not difficult. Do you agree? ♻️ Share this to show sales leaders the way. ---- 📌 The SDR Leader Bootcamp closes Friday for enrollment.

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The dream → A B2B campaign that never runs out of leads without touching it... is now officially here! Forget these AI SDR tools that 'pick' good leads for you, this is all built from using Signals 🚦  Our most used Signal is Job Postings, which we've now boosted with +14 different data sources all rolled into one query.. 🔥 Meaning you can create an evergreen campaign that plugs straight into tools like Smartlead or Instantly.ai. That's some serious 🍯 Here's some of the new ones 👇 → AngelList   → Circular   → Indeed   → InfoJobs   → Jooble   → LinkedIn   → Manfred   → Otta   → PMFarma   → Remotive   → Startup jobs   → Tecnoempleo   → Workable   → YC  If this wasn't enough, we are tracking 60 million company career sites and large ATS boards. 🚀 Fancy a free trial?

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90% of sales reps go through this... In a world full of uncertainty, Here are 3 things I try to do to stay grounded and focused during cold calls: 1️⃣ Focus on What You Can Control: Prospects buy on their timeline, not yours. Detaching from the outcome allows you to concentrate on your approach, your tone, and your persistence. The market's ups and downs are just part of the game. 2️⃣ Introspect and Improve: If a prospect isn’t interested, it’s a chance to reflect and adapt. The best sales reps constantly refine their pitch and approach, rather than shifting the blame elsewhere. 3️⃣ Accept the Bitter Pill: Not everyone will need what you’re offering, and that’s okay. The key is to find those who do. Once you master this, your process becomes more efficient and effective, almost like it’s on auto-pilot. Sales isn’t just about the outcome—it’s about showing up, learning from each interaction, and continuously improving. Keep pushing forward, and remember: every call is a step closer to success.🏆 #Sales #ColdCalling #SalesStrategy #Mindset #ContinuousImprovement

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Less time should be spent on outreach. More time should be spent on prospecting. Closing a deal can take about 10 discovery stages now with 10+ people. It’s not just a demo, it could be five... Add on top of that: countless negotiations, email exchanges and follow up meetings. That’s a lot of time to invest in a single buyer, particularly knowing that at least 50% of prospects aren’t a good fit for what you sell. Even the ones that sounded promising initially, including - yes - prospects that inbounded to your site. What does that mean for strategy? See my first sentence above. More prospecting. Less outreach. It’s not the same numbers game anymore. Your sellers shouldn’t be emailing as many organizations as possible. Rather, they should be identifying as many good contacts as possible at qualified businesses, and directing their attention accordingly. Quality > quantity.

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The number 1 mistake that most sales folk make is... They make the buyer feel that they are being sold a product. Create a value of your product in such a manner that they should come to a conclusion on their own that they need to buy the solution. Make them feel that they are making an investment rather than a purchase because an investment is seen as something that will benefit them for months and years to come but a purchase is seen something as a one-time benefit. Ask yourself: "Would you like to buy a product or would you like someone to sell it to you"? Mostly the former and yet we forget this simple rule during sales. #dontsellrathermakethembuy #sales #b2b #techselling #saas

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Top sales talent leaves B2B SaaS firms regularly within <12 months, because there's a lack of pipeline, process, and professional sales enablement. In Dutch, we call this "mopping with the tap open" 😁 Founders without a solid GTM approach often make this mistake. I can't blame them. The mission of Manuel and Florian at SalesPlaybook resonates with me: To close bigger deals faster and retain rockstar talent by: -> Building & scaling repeatable pipeline generation -> Coaching, training & enabling sales leaders -> Increasing efficiency & revenue per rep The result? You close more and bigger deals faster, and you retain your top talent because they're set up for success. Because losing any top sales talent is like losing a 6-figure ARR deal: "Priceless". Want to learn more? DM me if you’d like a direct introduction—I highly recommend them!

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Great sdr's underestimate how many B2B businesses are too small for agencies & don't want to manage full-time SDRs but would happily hire an experienced SDR & pay them for outcomes, not hours - allowing them (you) to create leverage.. How? Again, 95% of b2b service & SAAS businesses still need support prospecting. Too small for agencies & don't want to hire full-time employees. Find 1 of these businesses. If you have a full-time job but are on the East Coast: dial late into the West. Vice versa if you are in the west. If you are midwest best of both worlds. I know some American guys who are contract sdr's who crush it in the Uk which is early morning hours in US. Use an outcomes-based pricing model to uncouple your time from the $ you'll earn. Under promise and grossly over-deliver. Create leverage so you produce a higher yield in less time. Enjoying this? Find 2-3 of these businesses, get paid for outcomes not hours, and you'll make $15-25k/mo doing exactly what you're doing now. So how do you create leverage? One way is by learning from the mistakes of others. Otto von Bismarck said “Only a fool learns from his own mistakes. The wise man learns from the mistakes of others.” I'm helping 2 more individuals this month learn from my mistakes & add an extra $5-$10k/mo to their monthly income statement before 2025. Dm me privately and I'll show you how to apply.

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