David Bentham

💶 There are loads of posts around BANT, MEDDICC, methodologies and so on. But in the end, sales always comes down to ‘need’ but I don’t think many really get what that actually means. I’ve seen Enterprise AEs torn apart at QBRs by CROs as they haven’t been able to truly identify ‘need’ and what the compelling event is. My simple advice: The ‘so what?’ method. Kind of like the 5 whys, whenever you get an answer to your sales questions, ask yourself internally, ‘So what?’ ”I need to make sure this is signed before Dec 31st.” So what? “If we don’t we’ll be in trouble with the regulators.” So what? ”Worst case scenario we can be fined 10% of our annual turnover…” Spoiler alert: 95% of the time it comes down to 🤑 💰 💶

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SDRs who deserve to be AEs... ✅ Help coach other SDRs ❌ Are in it for themselves ✅ Hit quota every month ❌ Sometimes smash it ✅ Build amazing internal relationships ❌ Moan about their AE and Manager ✅ Prioritise the team winning ❌ Think they're an individual contributor ✅ Train every single day ❌ Believe they know it all ✅ Compete against themselves ❌ Compete against others in the team ✅ Are genuinely happy when others win ❌ Get bitter when others are successful 99% of success is in WHO you are. And HOW you do things. Embrace being different. Embrace being better. What am I missing? ---- PS. My SDR to AE bootcamp closes tomorrow. 5 seats left; https://lnkd.in/ejFQERRF

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When it comes to managing sales reps - The rules you set, dictate the games they play. For example, if you are measuring an SDR’s performance purely based on total meetings booked, with zero ramifications if those prospects are unqualified… ..then you’re unintentionally incentivizing that SDR to “throw meetings over the fence”, qualified or not, in order to hit the metric that you set for them. This is not to completely fault the reps for gaming the system. Rather, this should be a wake-up call to sales leaders, that we need to be smarter about how we set our metrics & keep our reps accountable. #b2bsales #prospecting #qualification

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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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SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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Focus on pipeline generation as your number one priority • Jacob Karp: Without the pipeline you have nothing. → https://buff.ly/3Vwfq1O • Chris Ritson: I met the no.1 SDR in the UK... → https://buff.ly/3X6xn8B • Ben Gobbitt: On track to beat our AE self-sourced pipeline goal this quarter → https://buff.ly/4bLLjZX • Nick Bontrager: I got 3 prospects to respond who were ghosting for MONTHS → https://buff.ly/4bMLc0t • 👋Ashleigh Early: 3 pipeline ideas worth checking out → https://buff.ly/3Xb5fBi • Gavin Kowalski: The ultimate guide as to why prospects buy!  → https://buff.ly/3XfiYXF • Chris Lu: "Pipeline cures all" → https://buff.ly/4bLDELv • Josh Roth: You need more pipeline coverage right now → https://buff.ly/4bK95Wk • Phillip Kousz: Our job remains unchanged: generating, moving, and closing pipeline → https://buff.ly/4bNjRer • Tim McCarrey: 80% of sales take 5–12 contacts. → https://buff.ly/3VtdCqx • Dom Odoguardi: Cold calling doesn't need to be boring so spice things up! → https://buff.ly/3XdPzxe • Morgan J Ingram: Why you need to gamify it. → https://buff.ly/3VwqJYa • Ian Barker 👨‍🍳: Here is how I identify ICP → https://buff.ly/4bL3CPe • Sam Lopez ☁️: A big part of the SDR role is getting really good at asking questions and listening → https://buff.ly/3XaSqGT • Tyler Hickey: Cold calling is a zero-risk activity. → https://buff.ly/4c383Fj • Tom Bertrand 🎁: Selling SaaS is the hardest it's ever been → https://buff.ly/3XdPtpm • Alan Ruchtein: If you're booking 0 meetings through cold emails → https://buff.ly/4bL1Ptf • Stuart Taylor: This email has over a 60% responce rate when prospects have gone silent → https://buff.ly/3yPODor • Benjamin D. How do you create a great 30-second cold call pitch? → https://buff.ly/4bPh9Fg • Troy Munson: Here is every channel I use for prospecting and how I use them → https://buff.ly/3VwfpLi • Nick Cegelski: Get your prospect talking about problems → https://buff.ly/3X7FVw1 • Cipriano Martins: Have a reason for the call → https://buff.ly/3VtLbbT • Kyle Kemp 🎯: Sales calls are the lifeblood of your business → https://buff.ly/4bMLbtr • Charles Muhlbauer: 80% of sales take 5–12 contacts. → https://buff.ly/3VwfpuM • Leslie Venetz: 7 ways you can make cold calling suck less → https://buff.ly/3X5nbgC • Armand Farrokh: "I love my territory and I do not need more accounts" → https://buff.ly/4bTEWEk • Salman Mohiuddin: Pain resonates more than the gain → https://buff.ly/4bNyjmS • Amanda Long ⚡️: Want to personalize emails quickly? → https://buff.ly/4bOAG8L P.S. Join 2,215+ sellers who read my newsletter: https://buff.ly/4cctfZ3 + get direct access to all lists, cheatsheets and templates

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The same page… AEs, SDRs, CSMs & renewal managers How are you tracking to your goal achievements 🎯? Some mid-year reminders for the team. - Re-align to find out what has changed in your shared account(s) - Stay connected on a regular cadence - Build report and trust - you want to rely on each other - Meet in person if possible - see previous bullet - Enable tough feedback sessions - so important - Share current customer status and revisit top priorities - Strive for a unified front & strategy - Known when to engage leadership - target this as a step - Share your success metrics, KPIs, and percent to goal Success is a #team sport Have a great day!

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SDRs & BDRs, this one is for you. Laura Shillibier recently placed an Enterprise SDR who booked 23 meetings in just 2.5 weeks. We’re looking for 2 more. Don't miss out. The role: Enterprise SDR x2 -Pure hunters with a strong track record -NYC-based (Office 2-3 days a week) Highlights: -Combining Cyber and Fintech with unbeatable product-market fit -5x ARR through numerous Fortune 500 partnerships -Backed by 3 tier 1 VCs This is the next big thing. We're also hiring 3 Sales Directors (NYC-based) for this vendor with founding stock. Every seller is currently over-target, I'm only just scratching the surface here. If you're ready to be part of this journey, you know what to do. #Cybersecurity #Fintech #Hiring #TechtonicTakeover

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SDRs - struggling to find motivation today? This one thing upgraded my results and life drastically: Exercise Believe it or not, exercise can and will massively up your game as a rep. It's proven to increase: 1. Mental Clarity and Focus 2. Energy Levels 3. Resillience 4. Discipline Whilst decreasing: 1. Stress 2. Burnout 3. Anxiety 4. Bad moods This then translates to: 1. Better quality calls/emails/LI's 2. More energy to do more activity 3. Less anxiety around rejection/failure 4. Better quality of life overall. So if you haven't started working out do! Could be anything from walking to football to cycling. My happy place is the gym (and have also dabbled in crossfit). Has exercise benefitted your sales career? Here's a picture of me and the GOAT SDR Sazid Reza enjoying our travels in cornwall.

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Here's the stark facts in sales today. - 31% of reps are making quota - Nearly half (44%) of deals slip - Sales cycles are double digits longer, win rates are double digits down - Inbound leads are down - Salesforce recognised the need to increase pipeline coverage to by 50% (from x2 to x3) Most of those we speak to recognise all these challenges. But they are stuck. "Do more with less" is the message. They have cut teams and fought for those remaining. Their organisations are stuck with blind hope and knives sharpening. The only solution they know is to fire and replace. Because the real problems aren't acknowledged. The market has changed and it's harder. But are teams are not more skilled. The same teams, that could achieve in the old world are failing in this one. And the last message anyone wants, is we need to spend some money to solve that. "That's your job isn't it?" cries the leadership to time-starved managers and leaders. Anyone want to guess what's going to happen to sales manager average tenure (already at an all-time low of 18 months)????

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VPs Sales, STOP managing your SDRs | Here's why... 👀 Here's the sh*t you should be doing: 💵 Focus on supporting your AE team/s close deals 🧬 Prioritise strategic collaboration with other functions 📊 Review data to set strategic direction 👔 Spend time hiring A-Grade Leaders & AEs 🤝 Give attention to customers to optimise renewals & upsells ⚙️ Implementing & driving adoption of core sales processes Here's the sh*t you either should NOT be doing or worse... MISSING: 🗣️ Coaching the most inexperienced/junior reps in the org 🔁 Hiring & promoting in an ever-changing team dynamic 👥 Providing daily support for people still finding their way as an adult 🧑‍🏫 Teaching the BASICS of how cold-call, email, qualify, etc. 🔬 Study current prospecting trends & ideas 💪 Keeping impatient and hungry young professionals motivated Be honest with yourself... 🧠 Think about where you're burning your calories 🧠 Think about whether you have the time to manage this stakeholder group 🧠 Think about whether your prospecting knowledge is as sharp as it should be 🧠 Think about whether your SDR team is delivering the results you want 🧠 Think about where you are going to have the biggest business impact ⬇️ ⬇️ ⬇️ ⬇️ 👋 Hi I'm Andy, Founder of RevRocket. I specialise in building, optimising and growing your SDR function so you don't have to. Considering getting support for your PipeGen Team? Shoot me a DM ✉️

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Revenue Leaders. Salespeople at all levels. “Coming 10/15… Powerful articles Expert Insights Actionable Strategies Interviews with the best minds in sales”

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Revenue blindness is a condition that a 2/3 people in sales suffer from. When undiagnosed it can lead to... - Constant Peaks and Valleys - Scaling Suck - a 'Just do more' mindset - Hives - Dispair and Misery What is revenue blindess? When all that is looked at in terms of success is the revenue number. If you hit = Things must be good. If you miss = The team/individual/leader suck It's actually far more dangerous on the 'hit' side, and I see it all the time. A rep is hitting their number, but tearing down the culture, but it's allowed because of... Revenue blindess A team of 10 hits the number, but off the back of the manager or or 1 top rep, so the decision is made to scale to 30 even tho they have nothing proven in place... Revenue blindess It works the other way too. A team is hitting their marks, hitting the activity, working the deals, using strong messaging, and yet miss the number, because the number was unhittable. The number doesn't get changed, the people do. Revenue blindess. A rep IS crushing their number, but because of that they don't get the recognition, attention and support they want/need because well.. they are hitting the number Revenue blindess I talk about this with my leaders all the time, we can't fall into revenue blindness. We have to stay below the number to drive results. Behaviors. Issue Diagnosis/Inspection. Process. Skills. You - This is where BIPSY comes in. We have seen some amazing results over the last 6 months. We're talking some 2-3x type results. BUT We stay obsessed over what's causing them, not just the end result. This is the key. Revenue blindness is curable. If you know someone that suffers from revenue blindness ... Send them to the Sales Leadership Accelerator - it will take time.. but we can save them. https://lnkd.in/ejPDhZw4

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AE’s - you must consistently train your SDR’s… If you want them to produce great leads consistently. ————- As an AE it’s your job to onboard any SDR’s you work with. This includes: Reading them into existing oppty’s you are working. Training them on your territory What prospects are responding to What messaging to avoid Biggest problems we are solving for existing customers Who your existing customers are in your territory A plan of attack with names of specific prospects and ideas on how to reach them Bonus: do call/prospecting blitzs with them. ———- Most SDR’s aspire to be in your position one day soon. Help them. It’s a win-win If you put more time into helping your SDR’s the quality of leads you get will be worth it. ——- Also, (unpopular opinion) AE’s should be doing their own lead gen on top of this. #InTheArena

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Most SDRs are wasting their 1:1s with their managers. Instead of: - Focusing on only activity numbers - How close your are to quota - Number of prospects adding into a sequence Focus on: - Actively seek coaching to improve your approach - Analyse your data and outcomes to spot trends - Identify what’s working and what isn’t in your outreach - Set personal goals, beyond just hitting the quota 1:1s are a chance to get better, not just report numbers. The reps who grow the fastest are the ones who focus on coaching and improvement, not just activity counts. 💡Want more tips? Sign up to my free newsletter: https://lnkd.in/eX-dytM4

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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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An SDR cold-called me... SDR: ''Is that Chris?'' Me: ''Yep, who's calling?'' SDR: ''It's James, here at XYZ we help companies like yours automate payroll, is this something you'd like to discuss more?'' Me: ''I don't have any employees for payroll but I'm happy to spend 5 mins with you now to help you improve your cold call opener, open to it?'' SDR: ''Erm...okay''. Me: ''So, here's 3 things you can try today... 1. Don't say ''is this Chris', if you don't know who you're calling they won't trust you. 2. Give me more about you in your intro. E.g. It's Chris, I'm an AE at XYZ. A touch more context = more trust. 3. Don't pitch straight up. Switch to a clear reason for the call. E.g. Calling as I know CEOs like you find [insert thing] time-consuming. Would love to chat more, got a minute now, or is later in the week better? We practiced twice, they were immediately better and we parted ways. Everything is a learning opportunity. Just gotta be open to it. PS. Outbound Systems [my new course] is 50% off until Friday. Click here to learn more: https://lnkd.in/e8YfMAyd

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To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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