Mark Walker

EVERYONE knows how important it is to be lean. Few realise that's ONLY possible with the right software 👀 I've used 100+ tools in the last 3 years, and these are the ones I can't live without... 1️⃣ Pipedrive - My favorite CRM. Easy to setup, easy to manage. CRMs often get a bad rap for being overly complex. Given how many features it has, I cannot emphasize how easy Pipedrive is to use and how important it is for storing information on planned client campaigns (leading to better output!). (use https://lnkd.in/emtEbDe6 for 20% off for 12 months) 2️⃣ ChatGPT - Yes, I said it. From building bots that match our client's brand tone of voice to rapid idea generation, the AI + Human combo is a must for any lean marketing team. 3️⃣ Google Sheets - The world RUNS on Google Sheets. For all the fancy tech in the world, I've not yet met a marketer that doesn't use Google Sheets to some degree. Simple & effective + integrations with Zapier / Make make it so flexible. We're regularly looking to improve our tech stack for extra efficiency. What software should I be looking into? 👇 #proudAD for Pipedrive.

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Yes! Finally, someone who gets that teams shouldn't get so caught up on #intent data from platforms like 6sense and sales signals and that we should focus on the right ICP that has the greatest customer lifetime value! Notice that Loren Shumate mentioned the ICP that has the greatest customer lifetime value. Too often teams focus on the ones that have the highest current deal size but if they churn -- then they are not your ICP. You want to focus on the ones that are getting the most value from your solution over the long term and the ones where you are creating the greatest revenue streams possible over the long term. In addition, you want to focus on... 1. Accounts that match the business problem profile 2. Accounts where you have a differentiated, relevant situational story to tell. 3. Accounts that have a key strategic priority in place. You need to combine intent data, sales signals, engagement data, ICP signals, business problem profile signals and account intelligence to get a complete account story and have greater predictiveness of an account moving forward in a big way and growing with you. You pass the ICP test when accounts grow with you!

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We conducted the largest sales coaching specific survey EVER. Now its time to talk through the results and share what we discovered. Next Tuesday at 2pm UK time, join myself and Imani Cracknell from Aircall . Standby for: - How Sales Reps really feel about the amount and quality of coaching they are currently receiving - The huge disconnect that exists between sellers and leaders which companies have to pay attention to. -The type of sales coaching sellers crave (and what they want less of) - The correlation between great coaching and quota attainment. These results are a huge wake up call for Sales Leaders, who are perhaps convinced they have a fulfilled and happy sales force when it comes to their personal development. This webinar will share the specific things you need to be focused on as you plan for 2025, to finally put coaching front stage of your agenda. Register your spot here: https://lnkd.in/eESH_MDq

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I met the no.1 SDR in the UK... Here's what he shared with me: [in a 15 min convo] 1. Calling is the easiest way to book meetings - Use a script - Practice your opener - Repeat 1000x until its perfect → No shying away from the phone. Practice daily until you achieve mastery. 2. Never underestimate a hard week - Do your calls - Do your emails - Build your lists Don't skip activities because it's been a hard week. → Small inputs, executed daily compound and make next week better. 3. Reps that don't quit win - No pickups? Keep dialling - No responses? Keep emailing - Getting ghosted? Keep DMing → The best reps keep going past what their colleagues think is ''normal''. 4. Never celebrate a meeting booked until you've asked for a referral. - Ask on calls - Ask over email - Ask in the DMs → If you don't ask, you don't get. Try to book 2 meetings on 1 call. 5. Reps who can identify nurture and convert ''maybes'' into meetings win. - Maybe does - Not mean - Never → Maybes ARE Money. The best reps know this. 6. Good, bad or ugly. Always review your performance. - 1 hour per week - What worked? - What didn't? → The best review how they performed and optimise for the next week to be better. 7. A ''low-level'' stakeholder at a good account is better than a ''high'' level stakeholder at a bad account. - ICP only - Ignore the rest → 99% of success is in the list you put your precious time and energy into. Make it great. 8. Prayer is powerful in sales - Reflection - Peace - Stillness → Prayer is a time for Saad to get away from the stress of KPIs and refocus himself when things get tough. [this was my fav learning] You see... Being a great SDR → HARD. Being stressed & missing quota → HARD. Choose your hard. LFG. PS. Connect with Saad Ghafoor on LinkedIn - he knows his sh*t.

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Loads of salespeople think they have a champion in their deals. But dig deeper, and you'll find they don't. In a coaching session with a sales rep from a large SaaS company, we analysed one of their deals. "Do you have a champion?" "Yeah, a really solid one." "Great. Let's validate this. Did they disclose pain and the impact of not acting?" "Yes, they're 40% short of required lead flow, and if they don't fix it, their next investment round is at risk." "Have they shared information openly?" "Yeah, it's never felt difficult getting them to open up." "Do they follow through on commitments? Keep meetings, respond to your communications?" "By and large, yes." "Do they promote you internally to others?" "Hmmm, well, they still talk pretty positively about the competition. They haven't told us we are their preferred vendor." And that's when we knew they didn't have a champion. You can't have a champion if they aren't championing you. Just because someone shares their problems, is responsive, and seems interested doesn't mean they are flying your flag. I used to think every prospect who took a next step with me was a 'champion.' How wrong I was. Take a look at your deals today. Ask yourself if you REALLY have a champion.

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Do buyers want cold outreach? It's a really important questions as so many businesses are set up to blast 10,000 emails a day to people who are quite frankly sick of it Yesterday I sat down with the brilliant Samantha McKenna, Jen Allen-Knuth & Tom Boston to get to the nub of that question I was genuinely blown away by some of the insights shared by these 3 experts who live and breath this topic We covered everything from: - Personalisation at scales - Is email dead as a channel? - The role of authenticity - Where outreach goes wrong - and the deeply human element of sales So many actionable takeaways Here it is if you're interested: https://lnkd.in/eU-mJiiM

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I just booked 4 highly qualified sales calls in <1 hr of making calls Easiest appointments we've ever set, here's how We introduced warm-calling into our outbound process Basically - after a new lead comes in from Cold email campaigns, I pick up the phone and call them SHOCKING right But nobody does this in our space anymore And here's what I heard from prospects "Whoa, I'm surprised you actually called me that's amazing" "I appreciate that you took the time to reach out to me personally" "Thanks for the call, I TOTALLY forgot to reply and book in" Now that it's become super easy to cold email and DM prospects on social media... Less people are calling leads. Low hanging fruit! 🍒 Funny how sometimes all of the new tech and digital methods, cause the old traditional methods to work better We implemented this because... With cold outreach, AT BEST you'll see 50-60% of your leads book calls. Meaning you get plenty of "I'm interested, let's chat" replies....but half or more will stop answering This frustrated me so I just decided to try calling these people And it was surprisingly easy to book calls After all, they were interested, they just forgot to keep the conversation going over email You're not the most important thing on their mind, you're still a stranger at this point sharing an offer with them How I got their number → It's usually in their email signature → If not - and they are small, it's gonna be the phone # on their website → If not - and they are big, look up their contact on Apollo.io and you'll find a direct dial extension or a mobile number. Easy way to get more juice out of your pipeline and more calls booked from your outreach Try it! 🍒 PS - I'm not saying cold call people. That is low leverage. It works, but it takes so many calls to get 1 appointment. Warm call - use cold outreach to generate leads, and call them. 🍒 PSS - To supercharge this strategy, make outreach campaigns where you give something away for free. This typically gets you WAY more leads and responses, but often lower intent and a lower LTA ratio (lead to appointment) But if you're calling them, then all good! Now you can use outreach as a way to generate high-intent leads to call. 🍒 PS Want my team to set up outbound systems for you that grow revenue? DM me "Outreach" to learn more and chat - #b2bmarketing #leadgeneration #coldemail #agencyowner

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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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SDR Life in 2024: The Hardest It’s Ever Been? During Episode 11 of Beyond The Profile Podcast , SDR Leader Graeme 👨🏼‍💻 Gilovitz 🎗️ shared what it’s like to be an SDR today and why the landscape has never been more challenging. With over a decade in the tech industry, Graeme explains the real competition facing SDRs: “Our biggest competitor isn’t necessarily in our industry—it’s everyone vying for the same attention span.” Here’s why SDRs today face a unique uphill battle: 👉 Crowded channels: Hundreds of people trying to reach the same persona 👉 Automated overload: New tech has increased outreach but also the “white noise” SDRs have to break through 👉 A tough role to start: It may be an entry point into SaaS, but it’s no easy job Graeme offers a reality check for anyone entering the SDR role and shares what it takes to make an impact. #SDR #SalesDevelopment #Sales #SaaS #Podcast

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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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Calling all B2B sales professionals. With our friends at Aircall, we need your help with our State of Sales Coaching survey 2024. 3-5 minutes of your time could win you amazing prizes - the latest AirPods, Sonos speaker, Nespresso machine, and of course MySalesCoach scholarships. Sales coaching is widely considered the most critical function of a frontline sales leader. Previous studies demonstrate that it significantly boosts win rates and quota attainment. However, many sales organisations find it challenging to establish and execute an effective sales coaching culture and strategy. Our survey seeks to identify the key trends, best practices, and impacts of sales coaching in 2024. You'll be first to get the study published in October packed with insight, data and trends. Leaders and Individual Contributors should complete the survey - with scholarship places up for grabs for each. Your voice really matters, complete today for a chance of these amazing prizes and to be first with the report. Link here to complete - https://lnkd.in/eKRcTPXV

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Why is team selling so important? 🤔 This was a big learning curve for me as an AE 🧳 “If you want to go fast go alone” 👦 BUT 🥊 “If you want to go far go together” 👨🏽 🧍‍♀️ 👦 Team selling enables 👀 - Bigger deals ✅ - Diminished risk ✅ - Faster promotion opportunities ✅ Get better at mobilising others around your pipeline! The benefits are worth it! 💪

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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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The average cold call lasts 83 seconds [Cognism, 2024]. 3 reasons why... 1. You ask ''Is that [insert name]. Go straight in Eg. ''Hey John, it's Chris Ritson @CRSales [insert opener]. --- 2. You ask 2/3 questions in one sentence. Focus on asking one at a time. Eg. ''Hey John, it's Chris Ritson @CRSales, got a minute for me to tell you why I called?'' --- 3. You fold at the first objection Aim to GIVE context, not pitch [this builds trust] Eg. ''Hey John, it's Chris Ritson @CRSales, got a minute for me to tell you why I called?'' John: ''Chris from where?'' Chris from CRSales, we help CROs with outbound pipeline gen. You got a minute so I can tell you why I called? --- The reps I see smash it? They nail the first 30 seconds of every cold call. Good luck, my friends ❤️

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Free sales tactic upgrade. On most first sales calls there's typically a bit of small talk.....🗣️ 📞 Stop mentioning.... Weather ❌ Weekends ❌ Where they're dialling in from ❌ Instead do a bit of research... Mention mutual connections ✅ Ask about their past experience in X company ✅ Use industry news to establish credibility ✅ Simple but effective in creating trust 🙏 #Salesblazer

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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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🎉" I’m giving away over 10,000 UK SaaS leads. Just comment “Leads” below." And now, what? Been there, done that. You get the rush of whatever hormones get triggered by free data offerings. You comment, ping ‼️ You've got the list in your DMs, click DOWNLOAD. Feeling like a King on top of the world, you've got 10000 leads on your laptop. The problem, though, was never about getting the data. It wasn’t about finding potential clients. And it wasn’t about messaging them. Fast forward three months, and that shiny list is still sitting there, collecting dust on your laptop, heading straight for the leads cemetery. *RIP* I mean if this calls home, we're in the same boat. Especially if you're a recruiter, doing a constant 360 will lead you to do a bit of everything well enough to get buy. Until you properly sit down and create a strategy supported by a structure. No need for more leads, use what you have instead and create a flow from there. In the last year I've downloaded over 500k leads, tell me your dirty secrets... How much do you have? –––––––––––––––––––––––––– I’m Noemie, Co-Founder at Namko Recruitment 🤗 After too many DMs about "game-changing AI tools" and "lead gen solutions" that fell flat, I’m taking matters into my own hands! Building in public—automating and optimizing my agency using cutting-edge tech and AI. Follow along for more insights! 🔔💡

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If you're an Enterprise SDR, here's 10 bits of information you need to understand ahead of outreaching an Account: 1. How does the account make money? 2. Do they operate across differing markets, products & business models? 3. What's the organisation's financial performance? 4. What relevant quotes/soundbites can you find in their annual report? 5. Who are their competitors? Do you work with any? What's the market-share split? 6. What key industry trends are there? 7. Are they using competitor technology or services? 8. Can you build a SWOT Analysis? 9. How will the account's business be transformed if they worked with you? 10. What social proof/evidence do you have to support showing your value? Answering these questions saw me source over $1,000,000 in Closed Won Enterprise Logos from some of the world's most famous brands. Want to be more successful in your enterprise prospecting? You can download my Enterprise Research Framework as part of my SDR Playbook: https://lnkd.in/exkzVan9

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