Georgia Nield

Salespeople don’t only care about money! It’s a common misconception that all sales folk are money obsessed and that their OTE figure is the single most important aspect of the job search. I have spoken to countless AE's who don't have compensation as part of their top 3 motivators. And, by the way, I’m not even saying being predominantly driven by money is a bad thing. I actually think it’s a good thing, but more on that in another post. Anyway, here are some other driving factors of a candidate’s job search that you need to consider when hiring: - Culture - Hiring Process - Product Market Fit - The quality of leadership - The quality of communication - The learning and development opportunities - Detailed career progression & effective performance management - The overall achievability of the OTE figure and promotion opportunities OTE is an important aspect of course, but all A players I speak with don't give much importance to the OTE figure on its own.

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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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got asked for some advice from leading successful Sales Development functions for over 10+ years...... so here's 7 tips if I was starting out! keen to hear others 🙏 as the list is endless: ❤️ give a shit about your people 📈 make data-driven decisions 👯 industry peer insight is most valuable 🤺 focus on driving habits, mindset, momentum, process & consistency 🕵‍♀️ perception is the enemy 💪 quality over quantity all day long 🕺 If you aren't competitive, you're in the wrong game #salesdevelopment #leadership #tipfromyouraveragesalesleader

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

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Quota attainment has been lingering in the low 40’s for around a year now (~source RepVue). Meaning only 40% of sellers globally are actually hitting targets. Which is C R A Z Y Because years back you could get lucky with the companies you were joining. And with hard work & the right team around you, most were able to do pretttyy well. Which meant a lot of job searches were more focused on the company culture & the team you were working with. There wasn’t toooo much risk involved… Whereas now you need to be vetting the industry, deal sizes, quota attainment, leadership, inbound distribution, etc more than ever. Or you’ll just end up being one of the 60% of reps not hitting target. And what is super interesting is how, although quota attainment has been pretty flat at the low 40’s the past year, some sub-industries and deal size cohorts are starting to recover… So whether you’re looking for a new role or feel you can’t be as successful in your current company, I would check out the trends shared in RepVue’s new Quarterly report. Check it out here: https://bit.ly/3SjLlAL P.S. Recommend looking at some of the “Recommended Companies”, this would be the list I’d be researching if I was looking into new roles…

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CSM, I know you don't want to hear this but... Your appearance matters. 💁🏻‍♀️ Imagine joining a customer call looking like you just rolled out of bed. Instantly, your credibility takes a hit. You could be the best CSM in the world... But will the customer trust your advice now? In a world where our living rooms have become our offices, it's crucial to remember: Your setting, your lighting, your overall appearance—they all shout your level of professionalism. But don’t worry, professionalism isn't about wearing a suit and tie. It's all about being intentional. Here are my 3 virtual presentation essentials: 👗 Dress With Purpose Show up as you care about the meeting. I like to have my "work uniform", a set of simple crew neck jumpers in colours that work for me. I don't need to think about it every morning, I simply open the drawer and throw it on. 🏡 Curate Your Environment A clean background and proper lighting make a world of difference. You don't need to have a fancy office, just shift that desk in front of a white wall. 🤌🏼 Don't Forget About Body Language Sit upright or stand up; ensure the camera is at eye level and that people can see your hand gestures as well as your face. You are the window to the organisation. How you show up matters. #csm #customersuccess #gtm #SaaS #personaldevelopment

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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SDRs and AE's - There's always a next Q. Here's what I'm doing to set myself up for success moving into a new Q after a couple of weeks away: 1/Auditing outbound blockers - I take a look at my current outbound blockers and decide what worked and what didn't. Simple, I keep what worked and rejig what didn't. 2/Edit and adapt scripts - I'm a big fan of A/B testing so I take time to edit and adjust my scripts to test a new concept I've found or cut out something that wasn't effective. These aren't wholesale changes just simple tweaks. 3/ Find my outbound channels - I take a look at my outbound channels and choose which to focus on. My favourites tend to be Lost opps, past customers (LI sales nav), Event attendees and customer lookalikes. 4/Cut any non-essential internal meetings - time is of the essence as a rep, so making sure you're ruthless with your time and spending it on pipe building or closing activities is essential. 5/Reflect on small wins - Even though the scoreboard has reset. It's essential to stop and smell the roses from last Q, and revel in your wins - even just for a little while. Use it as fuel that you have the ability succeed but still so much to learn. 6/Self-development goals - Each Q I set myself a self-development goal, last Q was Salman's discovery course (highly recommend) and this Q I'm targetting MEDDPICC. As well as big self-dev goals for the Q I also have regular 30min blockers at the end of my day, to make sure I'm sharpening my skillset. Anything I've missed?

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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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You've made cold calls this week. And will do it again next week and the week after. Reaching out to people who didn’t ask for it and are busy with their own priorities. Whether they answer or not? Pure chance. That’s the nature of cold calling though—my advice, embrace the unpredictability. 🔸 Acknowledge the interruption You are breaking into their day, so be upfront about it. Instead of diving right in, start with something simple like: "Hi, this is [Your Name] from [Your Company]. I know you weren’t expecting this well researched cold call—do you have a quick minute?" 🔸 Ditch the immediate pitch They didn’t ask for a sales pitch, so don’t hit them with one right away. Instead, bring up a challenge they can relate to: "I'm seeing many IT and risk teams struggle to ensure compliance with internal audits, SOC2 Type II specifically, especially as teams and software stacks grow. How do you manage those reviews today without derailing other projects?" 🔸 Know when to step back Respect their time and keep it short. If there’s interest, you’ll get a chance to follow up: "This might be something worth discussing further, but I promised to keep it quick. Do you have time later this week to dive deeper, or would next week be better?" Lean into the unknown and good things tend to happen.

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🚨 Milestone Alert🚨 I just made my 10,000th cold call this year.🥵 Along the way I've picked up a few tricks of the trade. This article highlights the tried and true methods of cold calling in B2B lead generation, take a look. #B2B #LeadGeneration

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𝐈𝐬 𝐘𝐨𝐮𝐫 𝐒𝐚𝐚𝐒 𝐒𝐚𝐥𝐞𝐬 𝐓𝐞𝐚𝐦 𝐑𝐞𝐚𝐥𝐥𝐲 𝐑𝐞𝐚𝐝𝐲 𝐭𝐨 𝐂𝐥𝐨𝐬𝐞 𝐂𝐨𝐦𝐩𝐥𝐞𝐱 𝐃𝐞𝐚𝐥𝐬? 🧐 In today’s SaaS world, it’s not just about giving your reps product knowledge — it’s about making sure they’re fully equipped to navigate complex, multi-stakeholder deals. 😅 Fact: Teams that use sales enablement tools see 20% higher productivity. So, let’s break down how you can make sure your team is always ready to close! 💪 ⭐️ 𝐁𝐮𝐢𝐥𝐝 𝐚 𝐫𝐞𝐬𝐨𝐮𝐫𝐜𝐞 𝐥𝐢𝐛𝐫𝐚𝐫𝐲 - Provide your team with an on-demand library of battlecards, customer stories, and competitive comparisons. Use platforms like Guru or Showpad to keep everything organized and accessible. 🗂️ ⭐️ 𝐋𝐞𝐯𝐞𝐫𝐚𝐠𝐞 𝐀𝐈-𝐝𝐫𝐢𝐯𝐞𝐧 𝐜𝐨𝐚𝐜𝐡𝐢𝐧𝐠 - Tools like Gong can automatically analyze calls and offer insights on where reps need improvement. Instant feedback = faster growth. 📊 ⭐️ 𝐑𝐞𝐠𝐮𝐥𝐚𝐫𝐥𝐲 𝐮𝐩𝐝𝐚𝐭𝐞 𝐲𝐨𝐮𝐫 𝐩𝐥𝐚𝐲𝐛𝐨𝐨𝐤𝐬 - The market’s always changing! Make sure your team’s playbooks are up to date with new tactics, pricing, and customer objections. Use tools like Notion to keep things dynamic and collaborative. 📖 Are your reps prepared for complex deals? Let me know in the comments what sales enablement looks like for YOUR team! 💬👇 #SalesEnablement #SaaSSales #SalesTraining #B2BSales #SalesLeadership #SalesStrategy

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Stop obsessing over OTE on its own. It's a vanity metric that doesn't really matter if loads of other factors aren't on point. The achievability of the OTE and the impacting factors do matter: - Quality of leadership - Training & Coaching - Product Market Fit - % current team on target - Saturation of the sales team OTE is an important aspect of course, but all A players I speak with don't give much importance to the OTE figure on its own.

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With September on the horizon, many enablement leaders will be looking at assessing what is working and what's not when it comes to measuring and reporting on sales performance.. What we have found when we are having conversations about this in the past is that most leaders know that what they have in place is misaligned. They don't have clarity over their entire tech stack and as a result, no indication over where to address training gaps and therefore miss out on an opportunity to significantly move the needle on performance. If you are looking at elevating your enablement strategy and getting granular on personalised development journeys within your commercial teams, I have attached a white-paper which we typically send to revenue leaders who are looking to make some changes:

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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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As a profession, Sales can be tough. It requires: - Unerring determination - Grit - Self-belief That is just a few of the internal skills needed. What are some practises that you swear by to maintain that positive frame of mind as you tackle each new challenge?

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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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🎉 ⚽️ Ollie Watkins - pure magic! Just like Watkins brought it home for England, what if we could deliver those wins for our sales teams? 👉 Enter: Qualified Buying Groups (QBGs) - the new MQLs. Since the early days of demand generation, we've relied on Marketing Qualified Leads (MQLs). But hitting our MQL goals while sales misses pipeline and revenue targets? We've all been there, and it's not fun. Here's the game plan: 1. Generate leads from potential customers 🏢 🎯 2. Track engagement from multiple personas within the same organisation 👥💡 Welcome to the era of QBGs! 🌟 QBGs elevate our game by scanning the buying committee, accumulating activity across personas for a holistic view of the buying process. Imagine pinpointing hot buying groups ready to engage so sales can reach out to multiple personas with deeply relevant and helpful insights backed by marketing air cover (personalised content, ads, direct mail, trials, etc.). Unlike MQAs, which still leave some ambiguity, QBGs are precise. They tell us exactly: ✅ Which buying groups to focus on ✅ Which roles, personas, and specific people to target ✅ Who is most likely to be a decision-maker ✅ Which specific product to discuss It's like knowing which player will score the winning goal – every time! Let's cheer for Sales when Marketing delivers a Qualified Buying Group – it's a victory we can all celebrate! 🥳 🏆 #Marketing #Sales #DemandGeneration #QualifiedBuyingGroups #QBGs #MQLs #LeadGeneration #SalesSuccess #MarketingStrategy

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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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