Ellie Davies

I helped launch Salesloft , Gong , 6sense and many others in the UK via Sales Confidence I’ll be honest I’ve not been as excited about a new GTM technology as much as I am about Clay (And for once I’m not being paid - yet ;) ) The flexibility, possibilities and opportunity to impact your pipeline is incredible. This has the feel of the Salesforce , HubSpot ecosystem effect. I’m seeing consultants, agencies, experts popping up in my feed particularly in the US rapidly over the last 6 months. I’m not surprised they have just raised $62 M at a $500 M valuation! Varun Anand and Kareem Amin are doing amazing things! I don’t really see it as a SDR or sales person end user tool…tell me if you feel differently? However, it’s application to drive productivity and efficiency accross your sales team is epic! Are you using or thinking about Clay in your tech stack? What love to hear about your use cases. What’s working and what isn’t? Who in the UK or Europe should I be following?

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Sales Lessons from Gareth Southgate and England at Euro 2024 ⚽   Anyone in sales or sales enablement knows the feeling. One minute you're celebrating a smashed quota, feeling like you're unstoppable 💪 The next, you're staring at a spreadsheet of missed targets, questioning every sales tactic you ever learned. It's a rollercoaster and sometimes it feels like the freefalls are never ending. 😭   This emotional pendulum swing reminds me a lot of Gareth Southgate and the England team so far at Euro 2024. Remember the heat he took after some shaky performances? The pundits were calling for his head, questioning every decision. Tactics? ❌ Lineup? ❌❌.   Then, Southgate did something bold yesterday. He subbed out his captain, Harry Kane, for a player, Ollie Watkins, that played ZERO minutes in the entire tournament. 😱 😱 A gamble some might say, but a gamble that paid off in spectacular fashion – Watkins bagged the winning goal against the Netherlands!   The lesson here? Even when the pressure's on, and the critics are circling, stay true to your strategy. Just because someone hasn't had their big moment yet doesn't mean they can't be your game-changer. So, the next time you're feeling like you're at the bottom of the sales well, take a deep breath, dust yourself off, and remember: 💠 Believe in your process. You got this far for a reason. Keep refining your approach, and the results will follow. 💠 Don't be afraid to make bold moves. Sometimes, shaking things up can lead to breakthroughs. 💠 There's always an "Ollie Watkins" out there. New ideas and approaches can come from unexpected places. Stay the course, and never lose sight of your self-belief. Let's go!!

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Are you a Zendesk customer, looking to optimise your SLA / OLA management - particularly if you have more complex needs? Look no further! Cloudset's Performset goes significantly beyond Zendesk’s native SLA Management capabilities, with a proactive approach that will keep your agents focused and enable you to keep all your customer promises: - Start, stop, and pause any number of SLA metrics, anyway you need.  - Receive real-time alerts to ensure agents prioritise critical tickets before deadlines. - Avoid non-compliance penalties and reputational damage.  - Gain insights into SLA performance to identify areas for improvement. Reach out to me for a demo if this is of interest!

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How much time are you wasting logging your calls? RocketPhone.ai generates live notes from your calls and logs them straight into Salesforce. It ensures that every detail from your invaluable conversations are accurately logged allowing for every Sales Rep in your business to maximise their time on the phones. If you're interested in doing less admin and taking more accurate notes, drop me a message #RocketPhone #Salesforce #Telephony #BusinessSuccess #GenerativeAI

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17 of my best questions to ask on discovery calls and demos. Use them and watch the quality of your calls soar. 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀: 1. "Typically CXOs I speak to have the following priorities... [insert priorities] is that the same for you or is something more important at the moment?" 2. "Hey Jill, it really stood out to me when you said X, can you share more about that?" 5. "Hey Jill, thank you so much for sharing. Here's what I'm hearing so far... [insert summary] did I get everything correct? 6. "Is there anyone else on your team that's impacted by [insert challenge]?" 7. "I imagine you're speaking to multiple vendors to solve this. What would you say is your decision criteria for who you chose to partner with?" 8. "You mentioned X was a challenge. Can you elaborate?" 9. "Can you walk me through your process for X step by step? When you need to X what happens?" 10. "Hey Jill, looks like we're in a great position to help with X, based on that do you mind if I make a recommendation for next steps here?" 𝗗𝗲𝗺𝗼 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀: 1. "What was running through your mind as I was sharing that?" Great question to ask after showing an important feature. 2. "If you were to rate this demo on a scale of 1 to 10. What would it be?" Ask this at the end of the demo to get a pulse check on how things went. 3. "Curious, what made you score the demo that high?" Ask this to learn specifics of what they value. Can be different from what you think is valuable. 4. "And what would it take to score higher?" Ask this to learn if there are any gaps or anything they thought was missing or could be better. 5. "Before I show you how to X can you walk me through your process step-by-step?" Great question to ask before showing a key feature so you can really compare and contrast. 6. "When you need to X what happens?" Great process question for learning their step-by-step process for key workflows. 7. "Who else on your team would benefit from being able to X?" Ask this to multithread. Ideally, you do some research ahead of time and can drop some names in there. What'd I miss? - Mike G 👉 Join 7,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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As we creep closer to the end of H1, this week I've been thinking a lot about '𝙩𝙝𝙚 𝙣𝙪𝙢𝙗𝙚𝙧’. Buckle up, it’s a lengthy post 🤓 Within Account Management, hitting sales targets isn't just about hitting your numbers - it's about building lasting relationships and creating (and continuing to prove!) value for your clients. Some key strategies that have helped me in H1: 🤝 Understanding your clients 🤝 - It sounds simple, but investing time to truly understand your clients' businesses, their pain points, and their goals is imperative. This allows you to tailor solutions that not only meet their needs but also exceed their expectations. - Regularly check in with clients to gather feedback and stay updated on any changes in their business environment. 💡 Value-Driven Selling 💡 - Always shift the focus from selling products to solving problems, ensuring you highlight the value your solutions bring to the client’s business, whether it's through increased efficiency, cost savings, or competitive advantage. - Use case studies and testimonials to demonstrate the measurable benefits other clients have experienced. 🎯 Set Goals 🎯 - Ensure your sales targets are SMART. Breaking down larger targets into smaller, manageable goals will keep you motivated and accountable - in turn, ensuring you're on track. - Regularly review and adjust these goals based on client needs and direction of the market. 🗣️ Collaboration and Communication 🗣️ - Collaboration within your team! Sharing knowledge, strategies, and success stories together can inspire you to try a new direction gaining unexpected results. - Maintain clear and consistent communication with clients to ensure alignment and manage expectations. 📚 Continuous Learning and Adaptation 📚 - Stay updated with the latest industry trends, sales techniques, and technology advancements. Continuous learning equips you with new tools and strategies to stay ahead of the competition. - Be adaptable and ready to pivot your approach based on client feedback and market changes. 🎉 Celebrate Successes and Learn from Failures 🎉 - Recognise and celebrate milestones and successes within your team. This not only boosts morale but also reinforces effective strategies and behaviours. - Analyse setbacks to understand what went wrong and how to improve. Every failure is an opportunity to learn and improve. Hitting sales targets in account management is a blend of strategic planning, deep client relationships, and continuous improvement. By focusing on these strategies, we can encourage sustained success and make a meaningful impact for our clients and our organisation 🚀 Are there any strategies I’ve missed that you found effective in hitting your sales targets? Share your thoughts in comment 👇 #accountmanagement #sales #salestargets #salesstrategy

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BANT doesn’t work. It makes sales people lazy. Especially when using it for outbound. I had a call with a sales leader this week. They were asking me to sense check their qualification framework. They are selling Enterprise SaaS and she was using BANT for the SDRs. A tick box for the SDR to see if the person has Budget, Authority,Need and Timing… BUT most buyers don’t have or don’t need any of these to be an opportunity. It's the salesperson’s role to create demand… Here is my thinking: - "Budget" can come from anywhere - They could be a champion and therefore actually have “Authority” - You called them so of course they don’t have a “Need” - You reached out to them, there is no “Timing” yet I asked them to describe the perfect opportunity. And what they described didn't include anything in BANT.... So we created a specific qualification framework for them working back from what excellent looked like. Don’t try to make a framework fit. You can create your own. But I don't think there is a use case for BANT.

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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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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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Want to boost customer loyalty and drive growth? Our latest article reveals how to create compelling experiences that keep customers coming back for more. Learn how to harness data and AI to deliver personalised rewards and interactions.

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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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Last week I got accepted to coach CXO's, VCs, GTM Leaders & Sellers with Hard Skill Exchange as one of their expert sales coaches; problem is, the HSE community don't really know who I am... So we're gonna fix that! Tomorrow at 5pm UK time, we're running an AMA (ask me anything) with the community, so I can actually answer their questions. 28 questions have been submitted already, things like: "𝘞𝘩𝘢𝘵 𝘥𝘰 𝘺𝘰𝘶 𝘵𝘩𝘪𝘯𝘬 𝘰𝘧 𝘵𝘰𝘰𝘭𝘴 𝘭𝘪𝘬𝘦 𝘊𝘭𝘢𝘺?" "𝘏𝘰𝘸 𝘥𝘰 𝘺𝘰𝘶 𝘢𝘱𝘱𝘳𝘰𝘢𝘤𝘩 𝘢𝘤𝘤𝘰𝘶𝘯𝘵 𝘴𝘤𝘰𝘳𝘪𝘯𝘨?" "𝘏𝘰𝘸 𝘥𝘰 𝘺𝘰𝘶 𝘴𝘩𝘰𝘳𝘵𝘦𝘯 𝘢 𝘥𝘦𝘢𝘭 𝘤𝘺𝘤𝘭𝘦?" It feels like an interview! 😂 It's been quite a while since I've done an AMA like this, and the HSE is full of some really impressive people! They're all CXO's, VCs and GTM Leaders who know their stuff - so I'm genuinely looking forward to answering their questions and providing value 1) If you want to come along, DM me and I'll send you the invite 2) Any questions you think should be submitted beforehand? Anything you wanna know? #sales #coaching  

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Placing SDR’s and playing fetch….🎾 Aston thinks both should happen at the same time🙃 His eagerness reminds me of what it takes to succeed as an SDR🔥 💪🏼It’s about resilience - turning every ‘no’ into a ‘not yet.’ 🤔It’s about curiosity - asking the right questions and learning from every call. 👊🏼It’s about persistence - like Aston staring at me until I give in and throw his tennis ball… You don’t stop until you’ve got what you came to do!🫡 🚨Have you got that drive and hunger to succeed?🚨 Then an SDR role is your perfect launchpad into a sales career that goes the distance🚀 💌DM me to get the ball rolling

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Please stop renaming outbound It’s the dumbest trend Well done outbound is now called Value based outbound which is now… Trigger led outbound which is has been changed to… Prospect led outbound which, this just in, has been renamed to… Inbound-outbound but slightly midbound with a hint of closebound Good lord Y’all sound like my 2 year old trying to form a sentence It’s outbound, evolving to market demands Relax, you didn’t discover the new way #sales

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3 Step framework to nailing your demo. 1. Frame the broader problem Ex) Most sales leaders I work with are really struggling to understand where the risk in their pipeline is 2. Frame their problem Ex) You just told me you are 100% reliant on your CRM to try and sus out risk in deals 3. Tell a story of how your solution can solve this (don't feature dump, make it punchy) Ex) Now with Gong you will know exactly what is happening in every single one of your deals. Tonight at 5:00 PST I'm hosting a session for Holistic Sales Co. on this framework, we are opening up 2 more spots to non-members... comment below if you want to attend (My DMs are not working)

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Calling all UK Revenue Operations Professionals 👀  Salesloft is hosting an exclusive event on 21st May in London. It's a unique gathering of the top revenue and sales operations professionals in the UK, and an opportunity to connect, share insights, and learn from industry experts. Some of the topics we'll be discussing: > How do you identify and resolve inefficiencies or bottlenecks in the revenue generation and enablement process? > What are the top revenue operations teams doing to accelerate business, and how do they do it? > What role do data and analytics play in informing revenue strategy and decision-making? > How do you collaborate and share insights with other departments like finance, product, and executive leadership? Don't miss out on this opportunity and RSVP here: https://bit.ly/3wKrWkN #revenueoperations #salesoperations #londonevents

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No one should be ashamed of working in sales You rank pretty high compared to others Did you know... Average UK SDR Salary: £35,412 → UK - Top 26% → Global - Top 12% Average UK SDR OTE: £45,309 → UK - Top 20% → Global - Top 10% Average UK AE Salary: £55,000 → UK - Top 15% → Global - Top 8% Average UK AE OTE: £75,000 → UK - Top 10% → Global - Top 5% Sources: UK Talent, Jobted, PayScale, UK Tax Calculators Is it comfortable on your high horse? 🐴 Let me know in the comments #sdr #ae

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5 things I would do as a SaaS BDR/AE/AM/CSM with commercial targets for a successful quarter close: 🔎Identify the hotest leads + requalify as you go, for a delay-free closing process. 📊Make use of existing data: what has worked well for you and for your colleagues in previous quarters? 💥Prioritize high-impact activities and minimize distractions (like unnecessary meetings). 👔Aim to focus your outreach on those with decision-making authority. 💪Intensify your follow-ups, with a strategy that works for you: whether it is automated reminders or personalized communication. What else will you be doing to make the most of the two weeks left in the quarter?

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I look at this AE report every day at the moment: This graph isn't ❌ - Meetings Booked - Calls Made - Pipeline Generated - Deals Won (These graphs are obviously much taller 📈) This chart measures the number *meaningful edits* reps have made to Opportunities. We're tackling Salesforce adoption at the source. This keeps us accountable to our working hypothesis 🔄 - Meaningful data fuels our go-to-market strategy - CRM processes generate this data so must be followed - RevOps ensures this by making Salesforce useable (no annoying errors or useless fields) - Tracking this makes adoption specific and measurable Anyone else report on this / similar datapoints can RevOps use to drive process adoption forward? #crm #adoption #visibility #revops

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