Taegan Lee

8 Key Tips for Sales Success! Just had a sit-down with the leading SDR in APAC... Here's the scoop he dropped in our quick chat: 1. Focus on making calls consistently. 2. Keep pushing even during tough weeks. 3. Don't give up - stand out by being persistent. 4. Always ask for referrals after booking a meeting. 5. Turn maybes into meetings for more success. 6. Review and improve your performance weekly. 7. Target high-value stakeholders in good accounts. 8. Use prayer to find peace and stay calm. Stay strong and keep grinding!

4

Between September 2023 and January 2024 I spent hours with leaders in APAC in different roles, different industries to try and learn where the biggest gaps where and this is what I learnt. 1️⃣ AE leaders DO NOT think your SDRs are ready to be in the AE seat but you as an SDR leader do 🔋 2️⃣ Leaders who aren’t ready to be leaders. Businesses lost a lot of senior leaders through all the redundancies and now we have a huge skill gap where we promoted junior leaders into senior roles too soon. The result? Churn, employeee satifaction goes down and burnt out leaders not knowing what they did wrong. 💣 3️⃣ Metrics / Cross Functional Allignement .This may sound obvious but from enablement to CSM to AE to SDR if we do not have a metric that matters to us all, it will always be a combination of competing priorities, lacks of alignment and it doesn’t matter how many operating principles your business has, you need to be clear about what you want from your teams and it needs to be aligned. 📈 🎦 Tomorrow I’ll do a video about a fix to these 3 points! #leadership #saas #talkingpoints

26

Sion Power's sales leader Andrew Kankula shares his expertise and thoughts with SalesTech Star on the best practices and trends for B2B sales in 2024. Have a listen here: https://lnkd.in/gT7Jkadi

6

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!

60

15 Comments

SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

10

2 Comments

Cold calling (50-60% of outreach time) beats account research (20-30%) because: 1. Direct conversation reveals hidden pain points. 2. Immediate feedback adjusts sales approach. 3. Personal connection builds trust. Research is crucial, but talking to prospects reveals true needs. Prioritize cold calling for: Higher conversion rates Deeper understanding Faster sales cycles Share your thoughts! #ColdCalling #SalesStrategy #AccountResearch"

3

🚩 3 days to Marcus Chan's 90-day revelation on why most new sales leaders fail (and how not to) Brace yourselves. Your make-or-break moment is approaching. In just 3 days, you'll learn that your first 90 days aren't just about hitting quotas. They're about avoiding the pitfalls that sink 80% of new leaders. 🚧 Marcus Chan, the mind behind 12+ sales team turnarounds, is about to drop some truth bombs around: 👉 Prospects aren't against you. They're for themselves. 👉 You don't create motivation. You align with it. 👉 Not every 'no' is a failure. Sometimes, it's your best outcome. Question is: Are you ready to challenge everything you think you know about sales leadership? Pre-register now. Your team's future might depend on it. 🔮 #Leadership #SalesQuota #Prospecting #ColdCalling

12

1 Comment

HIRING NOW: ENTERPRISE & COMMERCIAL AE - SaaS - Automation - $ALES & MARKETING account signals and insights SaaS tool 💸 Commercial Account Executive: $125k base 50/50 split - $1m quota 💸 Enterprise Account Executive: $150k base 50/50 split- $1.2m quota Actual inbound leads - $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs are responsible for renewal #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org of less than 200 employees - selling a complex solution - ideal experience selling into #gtm #salesleaders or desire to Selling into other SaaS orgs! work with clients like GitLab Notion MongoDB and MORE - providing insights on how their #gtm can do more with less, and make more $$ In a world of tech, where everything is connected it is more possible than ever before to build connections between your current clients, and your ideal prospects This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent - $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. An ideal rep understands sales strategies including #productledgrowth and #productledsales MUST BE HUNGRY, LOVE BUILDING PROCESSES and have experience working in a startup get on my schedule! 206 747 9724 #accountexecutive #commercialaccountexecutive #enterpriseaccountexecutive #gtmsaas #gtmsales #salesjobs #salescareers #bestfootforward #softwaresales #saassales #salesdevelopment

6

1 Comment

INTERVIEWING WEDNESDAY, THURSDAY & FRIDAY NEXT WEEK- SALE$ 💰 Enterprise Account Executive - SaaS $150k - 50/50 split Sales/ Martech & Customer Insight/ Triggers tool series b startup 💰 Commercial Account Executive - SaaS $125k - 50/50 split Sales/ Martech & Customer Insight/ Triggers tool series b startup 💰 Account Executive/ Account Manager - CONSULTING REMOTE - central/east preferred ERP software consulting 95k base - 60/40 split Manufacturing being a primary niche SMALLER ORG- not channel sales- work directly with founder deal size $175k+ ICP: companies doing over $100M/year MUST have sold ERP to #manufacturers REMOTE - central and east coast preferred 💰 SDR - SaaS $55-$65k base - $90k+ OTE Health/Insurance Tech/ Direct to Primary Care - SaaS be trained by 30 Minutes to President's Club and the founding AE who is now your VP of sales sell mostly into #homehealth orgs series b startup call me beep me if you wanna reach me 206 747 9724 #sdr #bdr #mdr #salesdevelopment #salesdevelopmentrepresentative #accountexecutive #gtm #saassales #techsales #gtmsales #softwaresales #martech #adtech #revenuetech #customerinsightssaas #vcbackedstartups

12

1 Comment

Just talked to a top SDR in APAC. Here's how he consistently attains over 200% of his target. His most effective channel is cold calling. 🔷 Call after lunch when prospects are more relaxed. 🔷 Set the agenda at the start to manage expectations. 🔷 Attend all AE calls to understand why users love the product and refine messaging. 🔷 Use a power dialer to maximize calls during key times. 🔷 Even if a meeting isn’t booked, gaining insights (like competitor info) is valuable for improving future messaging. 🔷 If a meeting isn’t booked but you learn something, use that information when reaching out to others in the company. 🔷 Highlight your best accounts and share them with your AE for cold calling. Timing is crucial, so increase your chances. What's your top tip for lead generation? Subscribe Maven Club for insights from top GTM leaders!

44

5 Comments

I talk a lot about aircall can help your Sales and CS team increase their productivity, as well as help leaders of these teams coach their reps. But one of the underrated elements of aircall is how easy it is to set-up and use. As an ex-Recruiter, I know all too well that if you're scaling your Sales or Support teams, you want to provide the best onboarding experience as possible. And having a phone system that takes a while to set up, or that is hard to learn how to use, can negatively this all important first impression of working in your business. If you find setting up new users is a clunky, frustrating experience, it might be worth checking us out. Drop me a DM if you want some more info or want to chat further. #sales

4

Here’s why your new sales team members are struggling. It shouldn’t take months for an SDR to reach full productivity. This long ramp-up is costing you deals and market share when you’re going to market (GTM). Here’s how we accelerate this process: First, set your new team members up for success from day one. Educate them about the product, process, and industry knowledge. They also need to understand your position in the marketplace. Consider a mentorship program pairing new hires with experienced team members. This will accelerate the learning curve. Second, establish clear performance expectations and milestones. Set milestones every 30 days so your new SDRs and BDRs know exactly what the expectations are. This provides a clear path to success and early wins. Third, role-play and practice common sales scenarios. New hires need to fail in a safe environment before facing real prospects. Write standard operating procedures (SOPs) and write a playbook that becomes their go-to resource. Don't rush the onboarding process. In the long term that will cost you. Finally, review and refine your onboarding process. What works today may not work as you move beyond the GTM phase. Follow these steps to get your sales team up to speed faster and set the foundation for long-term success and reduce turnover. Invest early and you will reap the dividends later, and you will outperform industry giants. A rushed onboarding strategy will only make it hard to go to market. Empower your new hires, don’t rush them. If you're a startup that wants to go-to-market successfully and wants your sales team to succeed, send us a DM with the words "SALES ENABLEMENT" to get started.

2

It's the end of the quarter The biggest mistake some SDRs will make right now: 1. Rush to hit their number and get burnt out going into next quarter 2. Sandbag meetings if they've already hit their quota instead of maximizing earnings for this quarter 3. Failing to build pipeline going into next quarter because they hit their number early How do you fix this as a leader? 1. Create a team culture of hitting your number early so they're not rushing EOQ and burnt out going into next quarter Weekly to Bi-Weekly SDR forecasting calls will help them stay on track to discuss: - Best case/Upside - Worst Case - Stretch Goal - Commit This exercise will also help them prep for their next role as an Account Executive 2. If you have your SDRs capped on commission when they're fully ramped, you risk SDRs slowing down because they can't earn more commission. Options to fix this behavior: - Create monetary or non-monetary spiffs tied to more activity, opps, meetings, etc. - Don't cap commission Example of non-monetary spiffs: - SDRs who hit X meetings get a round table or 1:1 with executive leadership - LinkedIn recommendations from SDR Manager or other leadership - Extra time off - Ask your SDRs on what THEY want! 3. Repeat of solution number 1: Create a culture of creating pipeline quarter over quarter. Your SDRs will compound the amount of meetings they're generating. Your previous prospects you first reached out to may now be ready to meet now that time has passed and situations have changed. Happy hunting! 🚀 #SDR #sales #leadership

44

10 Comments

📞 Training New SDRs for Successful Cold Calling🌟 As someone passionate about driving results and empowering teams, I've learned a few strategies that can make a significant impact on the success of your new SDRs: 1️⃣ Master the Basics: Start with a solid foundation. Equip your SDRs with a clear understanding of your target audience, value prop, and common objections. Role-play multiple times per week as a group and individually. 2️⃣ Provide Ongoing Feedback and Coaching: Continuous improvement is key. Regularly review call recordings with your SDRs to identify areas for improvement and celebrate successes. Offer constructive feedback and provide additional training resources as needed. 3️⃣ Emphasize Resilience and Persistence: Cold calling can be challenging, especially for new SDRs. Foster a supportive environment that encourages resilience and persistence. Help them understand that rejection is part of the process and empower them to learn from every interaction. 4️⃣ Utilize Technology Tools: Leverage sales engagement platforms and CRM systems to streamline workflows and track performance metrics. Ex. Outreach call heatmap to view when most prospects answer. Provide training on how to leverage these tools effectively to maximize productivity and results. Remember, training new SDRs is an investment in their success and the success of your team. By equipping them with the right skills, mindset, and support, you set them up for success in the challenging world of cold calling. What strategies have you found most effective when training new SDRs on cold calling? Share your insights in the comments below! Let's continue to learn and grow together. ✨ #salesdevelopment #businessdevelopment #womeninsales #coldcalling

24

Mobileforce Software is obsessed with helping our #CPQ customers and #SalesOps users boost revenues by improving sales efficiency and accuracy. That's why we greatly appreciated Dini M.'s post about how to drastically improve weekly sales & AE meetings. Here's the TL;DR for #Sales & Account Leaders with their recurring meetings: 1. Focus on sharing best practices & patterns across the group by picking and deep-diving into 2-3 deals per week 2. Discuss candidly what's working, what's not working, and ideas on what to test out next 3. Discuss specific oppies across the funnel (not just late-stage) to identify sales issues 4. Use tech and/or AI to highlight gaps, vulnerabilities or inconsistencies -- e.g., Predixtions Inc. Thanks for sharing these #salesmanagement insights, Dini.

4

1 Comment

There are 5 types of SDRs that you can add to your team and everyone has advantages and disadvantages. Let’s go through them: 1. 𝗦𝗮𝗹𝗲𝘀 𝗢𝗽𝗲𝗿𝗮𝘁𝗼𝗿 𝗦𝗗𝗥 • More similar to a sales ops lead than an SDR • 70% automation systems - Clay, email infrastructure, mass outreach on LinkedIn 2. 𝗖𝗼𝗹𝗱 𝗖𝗮𝗹𝗹𝗶𝗻𝗴 𝗦𝗗𝗥 • 70% Cold Calls • Don’t want to worry about systems. • Give him a list in Outreach and he will make a targeted number of dials. 3. 𝗦𝗼𝗰𝗶𝗮𝗹 𝗡𝗲𝘁𝘄𝗼𝗿𝗸 𝗦𝗗𝗥 • 70% Organic LinkedIn, 20% outreach on LinkedIn, and 10% calls and emails. • Content creation and closer to marketing than to sales. • Important for the company brand and modern way of selling. 4. 𝗘𝗻𝘁𝗲𝗿𝗽𝗿𝗶𝘀𝗲 𝗜𝗻𝗻𝗼𝘃𝗮𝘁𝗼𝗿 • 70% customized outreach - video, direct mail, gifting. • A small number of big accounts. • A lot of multithreading within a big number of contacts per account. 5. 𝗢𝗹𝗱 𝗦𝗰𝗵𝗼𝗼𝗹 𝗦𝗗𝗥 • Events, • Traveling and visiting Clients in their office Conclusion: Depending on where your ICP spends their time you will need different types of SDRs. If you are lucky you’ll find an SDR capable of executing in all 5 areas. 😅 How do you approach searching for talent - do you look for specialization or a broad range of skills in a single person? -- Follow here - Radisa Radisic.

28

2 Comments

SDR vs High Performing SDR 3 key differences that will get you promoted 👇 High Performing = Stays consistent & disciplined SDR = Process changes everyday High Performing = Extremely coachable SDR = Tries to do it all alone High Performing = Taking ownership of targets & weekly meetings with AE SDR = Let's AE run meetings & check in on target What are the other key differences that are important? #sales #sdr #bdr #ae

8

Many SDR managers fall into the trap of making 1:1s all about the numbers: - Chasing activity targets - Tracking how many leads were added to sequences - Focusing on quota progress - Pushing solely for more activity But the real impact of a 1:1 comes from shifting the focus to what genuinely drives success: - Clearing roadblocks - Coaching for skill development - Genuinely checking in on their wellbeing - Understanding their personal ambitions - Recognising achievements—big or small 1:1s should be about people, not just numbers. Fixate solely on metrics, and you risk losing trust and connection with your reps.

32

6 Comments

This one is for all the SDRs in my network hungry for their next step -> Account Executive 📈 take a look at our newest hire Daavid Christa, you might find some useful tips in his short guide 🤝 From the perspective of a recruiter - I definitely approve 💯

14

2 Comments