Jack Melvin

Learnt as an SDR 🤝 Used in RevOps When working to improve or create a process for the internal teams at Metrikus I ask the same questions I used to ask prospects in my previous SDR role. - What are the pain points of each stakeholder?  - What's the costs if nothing changes? - What are the blockers?  - What resources do we have available? These few questions get me to the starting line and then it’s all systems go 🏁 #RevOps #Sales  

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Too many sales leaders are obsessed with scaling: - More calls - More leads - More emails - More meetings - More opportunities Without nailing: - ICP - Discovery - Messaging - Buyer journey - Value proposition Better to 2x what works than to 10x what doesn’t.

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"60% of clients churn yearly" Stats from the Recruitment CRM giant themselves Bullhorn What are you doing to ensure spot business isn't the standard? Hinterview's customers are reporting a 62% increase in repeat business since embedding the platform in their client's processes. How much untapped revenue sits in your database? #videoforrecruitment #exclusivebusiness #retainedbusiness #repeatbusiness https://lnkd.in/dn5KNW2M

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Does anyone in my network have any experience running Gong alongside Hubspot? How similar are they? What is the overlap and where are the differences? Struggling to articulate this to leadership so if anyone could spare me 10 mins for a chat, I'll send you a coffee. I have sat the Gong demo but it was about 6 months ago. #Sales #AE #SDR

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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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As B2B buyers and buying groups continually evolve in line with the shifting market and tech landscape, so must an organisation’s lead generation and lead qualification process. Generating qualified leads requires carefully orchestrated marketing and sales strategies implemented across a diverse channel mix in line with buyer priorities and needs. This article explores a variety of processes and B2B demand generation initiatives to support high-quality lead generation and a steady pipeline of sales opportunities to empower your growth. https://lnkd.in/dCTc5Fx2

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The job of sales enablement is NOT to create a great onboarding experience. 😳 Unfortunately, that's often the first and key task enablement team members are asked to focus on. And then performance rates and motivation drop, whilst the churn rate soars to an all-time high... 😓 The key to preventing this is a long term learning and development strategy that exceeds the first six or eight weeks of employment and ideally continues throughout the entire sales career of the IC at your company. Developing your SDRs and AEs with a weekly team session, where they're asked to "bring a topic we can discuss" and perhaps a workshop with an external trainer once a year simply don't cut it anymore. 😖 Sellers want and need consistent training and access to resources that enables them to improve their performance whenever they feel the desire and need to do so. Pairing autonomous 20-30min daily training sprints with weekly team training facilitated by their team lead emerges as the new standard among high performing sales organisations. Some even add an additional hour of external coaching. 🤩 Bottom line is, your enablement strategy should plan the your employees development throughout the entire career at your company. Make sure they've got all the resources the need and, for the love of god, please don't tell them "just go buy a book or watch something on YouTube" and call it a day. (Both can be great mediums as part of a larger strategy framework though 😉 ) If you want to learn more about consistent training and have a chat about how this can be achieved for your DACH sellers, hit me up. 😎 Does your company have a long-term enablement strategy? #sales #saas #sellinDACH #sdrsofGermany

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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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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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Say goodbye to manual tracking and hello to efficiency. Below, my colleague Trevor Rogerson dives into how automated notifications and alerts can revolutionise your sales process. Alerts from your CRM help to keep you ahead of the game by notifying sales reps immediately when leads convert or new opportunities arise, ensuring that no lead is left behind, and making your sales operations smoother and more effective. #CRM #CRMSolutions #SugarCRM

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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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💶 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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Cognism has just launched something super exciting 👀 Introducing the State of Cold Calling Report, for 2024 💥 For our sales teams over here at Cognism - we’re huge advocates for the phone. It is the strongest outbound channel for reps to let their personality shine through. Sellers can reveal their communication skills, which becomes even more important in the AE role. As someone who oversees our enterprise AEs in the US, it's a core skill that I look out for. As I was reading the report, something that Chris Ritson said, summarized the state of cold calling clearly: “From the communication perspective, with calling you have the ability to leverage your tone of voice - it is 4.5x more powerful than the words that you use. With emails, LinkedIn DMs, etc, you can’t leverage your tone of voice in the same way.” If you’d like to read more on what we found, from over 50,000 dials, you can read the full report via the link in the comments ⬇️

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👀 Salespeople reveal what they're thinking in 2024…    🔎 We've just released our latest report, in which we asked hundreds of AEs and sales leaders for their views on everything from their sales process and tooling to their confidence in the year ahead. Here's the results 😮 🥺 Only 9% of AEs believe their company’s buying process is very good. (Definitely some room for improvement!) 🤯 1 in 2 AEs lost a deal during the handover to Customer Success. But, when these teams collaborate effectively, customer churn plummets. 😤 78% of AEs find it difficult to multithread beyond their champion—highlighting an opportunity to improve and learn how to strengthen relationships across the buying team. 🧘🏼‍♀️ In the spirit of buyer enablement we’re not even harvesting your email address and flooding you with sales emails…simply download the full report, in peace, in the comments. #SalesInsights #trumpet #SalesStrategy #AccountExecutives

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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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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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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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"We don't have the budget" One of the most common reasons (seemingly) qualified late-stage deals drop out. How can sales teams avoid this? Top of funnel: Target growing businesses, with significant cash on their balance sheet. It is costly for businesses to hold cash - they only do so when they are looking to make careful investments to continue their growth trajectory. Some great accounts to start with hand-picked by the Beauhurst team:

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