Jo Wright

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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Learn about driving value selling across the sales team

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One of my favourite questions when discussing timelines with a prospect: "Does it feel reasonable that we could have you on board by the 30th of June?" Why it's powerful: → Simple yet direct → Ensures we're on the same page → Identifies any potential roadblocks early on → We can build a success plan working backwards from that date By aligning our timelines from the outset, it maintains momentum and drives the project forward efficiently. What's your fav timeline question? #sales #ae #pipeline

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Londoners, whats your plans tomorrow after work? Come join me and; Alex Wood | Sales Leader at Aircall Galit Weinberg | Director of Sales at GoCardless Rosi Y. | Head of Enablement Stenn along with the Wiser elite team. We'll all be in a room full of other sales leaders to discuss the results from the ‘The State of Sales Coaching 2025’ – the largest sales coaching-specific survey ever conducted. Who’s the event for? Sales leaders who know the impact and importance of coaching and looking to improve their coaching strategy in 2025 using the learnings from a critical piece of research. When: Tomorrow (13th November) 6.30-9pm Where: Wiser HQ - 10 Bakers Yard, London, EC1R 3DD How: Grab your free ticket here: https://lnkd.in/eZhKd4hC Expect networking with other sales leaders, food, drink, and great insights from the panel. — See you there if you like? #salescoaching | #salesperformance PS I look worse in real life, this is me calling it out now ha. It's a half decent picture. 😅

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Ever wondered what selling a business is really like? I break down some of the key issues, what really happens behind the scenes, and things to look out for in my latest video > https://lnkd.in/epYjmjsX #businesssale #businessexit #businessgrowth

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So why do I call myself Mother of BDR’s? Well first of all, Game of Thrones and I’m corny. But more importantly, because when I think of those currently in or wanting to break into the BDR/SDR role, I just want to give them all a big hug - along with some reality checks. Both comfort and guidance. A mixture of, “I’ve been there and I know how it feels” and “if you want to succeed there’s just some shit you’re gonna have to do”. It’s a tough role, one I remember well - even if it was over a decade ago. 🥵 Personally, I loved being an SDR. I liked to gamify my days and would come up with the most absurd ways to keep myself highly engaged. But times have changed. To be successful today you have to be more creative, more disciplined, more focused than ever. Honestly, you have to be strategic. You have to think like a seller. The deeper you can understand your prospects pains and the nuanced ways your product provides value, the more successful you will be. You have to be business minded, speak with authority and create trust quickly - all while being absolutely relentless. It really is such good training ground for full-cycle selling. And that’s why it’s such a passion of mine… Helping aspiring BDR’s step into the mindset of a seller and creating a foundation that will lay the groundwork for a career in sales/marketing/customer service, etc. So if you’d like to come under my motherly wing, I am happy to have you. The more the merrier. 🤗 Let’s build greatness, together. Oh, and I’m leading a Masterclass/Q&A on Tuesday for aspiring BDR’s. Let me know if you’d like to come! - Mother of BDR’s 🐉

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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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One of the biggest lies Sales Leaders are telling to themselves, is that Sales Enablement is responsible for driving the sales coaching strategy. “We’ve got a Sales Enablement team who look after coaching” The reality? (A real company I spoke with recently) - A sales organisation of 50 odd reps - One Enablement person (to coach 50 reps?!?!) - Sales Enablement offering some ‘ad-hoc’ coaching to the odd enthusiastic rep AT BEST. - Sales Enablement actually spending 90% of their time onboarding new reps and rolling out training, in amongst creating collateral and sitting in cross department meetings. - Sales Enablement telling Sales Leaders to coach more…but being ignored. - Less than 5% of sales reps actually wanting to be coached by their Enablement team (State of Sales Coaching 2025 report) - High performing sales reps contacting external companies like MySalesCoach for help. I get it. I know there are a tiny number of Sales Enablement professionals out there who have coaching central to their role. But for the large part, they become an excuse for Sales Leaders who should be prioritising it…but aren’t. Sales Enablement - the dumping ground for all things ‘improving our sellers’. Surely we can be doing SO much better than just saying ‘It’s their job I think’.

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On my train commute, I always listen to customer and prospect calls on Gong. It’s the best possible use of the time. I always learn something about how marketers are thinking. This morning I listened to a call with a large enterprise UK prospect that shared two key pain points that we are hearing across the industry, very consistently. Here they are: ============================== 1. “We have millions of people on our email list that are just sort of there. We have no idea when they will engage or buy from us again, and it’s like 80%+ of my email list.” Yes. Let’s fix that. 2. “It seems to me that successfully leveraging performance AI requires us to scale up our creative. How do I go from my current state to a much smarter creative strategy with scale?” Yes, yes, yes. This is the right question. Our tech is purpose built to help solve this. ============================== Learn more at Think Summit by Movable Ink. June 12-13. NYC.

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Interesting blog on how the 'Big Stay' may not stay much longer. Attrition rates have fallen 26% y/o/y, but there's key signs that things may be turning a corner. Read below for more: #linkedin #bigstay #hiring #insights #trends

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Love this 👇 Set virtual sales presentations at quarter past or quarter to the hour Why? With most meetings starting either on or half past the hour This 15 minute buffer gives the client a mental break at the start And a bit of slack at the end 👌 #mediasalesmasterypodcast

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You are a Partner Manager, Alliance Manager - you Manage Partnerships - and you have a Partner QBR coming up. This is your time to shine💡 You’ve done the work💪 Built the plans🛠️ Developed the relationships🤝 Aligned internally and externally⚖️ Join Chris Samila and me, next week for a Partnership Leaders Members Only Exclusive Roundtable where we will share insights from thousands of partner QBRs and some (hard) lessons learned and best practices. When: Thursday, October 3rd, 2024 | 11:00 am – 12:00 pm ET  🎤 Session Abstract; Join Chris Samila and Marc Monday for a discussion around partner QBRs. What works, what doesn’t, best practices, and lessons learned. Learn how to effectively plan, prepare, manage and moderate these critical sessions with Partners and your company leadership. Gain actionable advice to help use these meetings to ensure you have aligned plans, clear ownership, line of site, and shared metrics with the your most important partners. PL members can find this on the PL Slack 05_digital-events #partnerships #PartnerBusinessPlanning #alliances #ecosystem #PartnerQBRs Asher Mathew Tai Rattigan Erika Nucum Image: Adobe free image

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🧭 Today's exciting annoucement - LinkedIn Embedded Experiences: Bring the Power of Sales Navigator Directly Into Your CRM 🧭 Every sales leader is facing a ton of pressure to make their sales organization more efficient. One of the biggest productivity killers is their sellers' tool hopping to get the most accurate and up-to-date information on their customers. That’s why I was so excited to see that LinkedIn Sales Solutions has officially launched CRM Embedded Experiences. Our Advanced Plus users now have access to quality up-to-date data powered by LinkedIn’s 1 billion members and 67 million companies across 200 countries, right inside their CRM. What’s more exciting is as of today, the integration of Sales Navigator features directly into your CRM interface, including: Account IQ - Dive deep into target accounts with financials, business challenges, and strategic priorities. Find Key People -Quickly highlights key decision-makers and influencers within your accounts. Relationship Map -Helps you visualize the complex web of relationships within your accounts, helping you identify decision-makers more efficiently. The result? Your sellers have more reliable insights inside of their CRM to use when they engage with customers, without having to search through multiple sources to get it. Not only will they be able to see the information that they need to sell, but they can trust that it’s timely and accurate. And for you, this means more efficient use of both your CRM and Sales Navigator, ultimately maximizing seller workflows and time. All three CRM Embedded Experiences will be available in Salesforce starting today! HubSpot and Microsoft Dynamics will support Find Key People shortly. Find out more here: https://lnkd.in/EmbeddedExperiencesBlog 💼✨ #LinkedIn #SalesNavigator #EmbeddedExperiences #B2BSales #deepsales

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It's that time of year again - SaaStr Europa is happening in London next week. I'll be there and would love to catch up with folks and meet new people. Let's grab a coffee if... ✅ You're interested in how AI can help you improve how you engage with prospects ✅ Need help with your GTM strategy or execution ✅ Want to improve sales-marketing alignment ✅ Have any other revenue related questions from comp plans to hiring, org structure to working with fractionals ✅ You're generally a bit of a geek about GTM and read too many books or listen to too many podcasts on the topic! I'm a big believer in paying it forward to always happy to share lessons and brainstorm on issues to add value where I can. If you want to set up a specific time to meet, just DM me and we'll find something that works! #b2b #saas #revenue #growth #sales #marketing

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Sales leaders - What’s the general consensus on buying prospect (B2B) data lists these days (UK)? Yay or nay? Apart from the obvious scoping of the data around my ICP, what should I be looking for? And finally, who’s gonna recommend someone to provide this for me based on you having a great experience with that data company? Data will be managed via Hubspot, if that helps.

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Rev Ops.....has 'efficient growth' replaced 'growth at any cost' for you? Do you know which people and teams are most productive and most efficient?...Lative can help with this! The past two decades saw businesses striving for growth, often overlooking efficiency. Now, it's time to change the narrative. Discover how Lative supports a shift towards sustainable revenue and cost-efficient growth using data-driven insights. 📊 Request a demo today! 👉

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How do you detect atrophy in your team? Many of the conversations I’m having with revenue leaders centre around how they can become more proactive vs reactive. A big part of this is detecting atrophy - those reps who may be blindly slipping into decline or heading for a bad quarter. To be proactive requires ruthless focus on LEADING indicators. Rather than obsession over LAGGING metrics. Leading indicators typically include KPIs such as: - pipeline value ($ opps created) - pipeline volume (# opps created) - stage to stage conversion (%) - activity volume Another great leading indicator is competency scores - ie what level of competence are reps demonstrating vs key competencies you expect them to display. Close monitoring of leading indicators helps you as a leader make proactive interventions so your team can course correct before it’s too late. It might just save your quarter. #leadership #data #growth #metrics #objectivedata

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When 91% of sales reps aren't hitting their targets, it’s no surprise if team morale is taking a nosedive...but don’t worry, we’ve got something special that might just change that 😌 Join us for the Innovate to Win: Sales Enablement Summit on 2nd October at Scale Space White City from 9am to 3pm, followed by optional drinks (obviously I'll be sticking around for that bit 🍻) It's your chance to learn how to crush those targets without losing your mind! Why this event is for you: Networking: This isn’t just an event - it’s the ultimate networking opportunity! Rub shoulders with fellow sales heroes and swap stories, tips and a laugh or two Quick Wins: Discover how small changes can make a big difference. Imagine if 80% of your team hit quota, not just 20% Plus, we’ve got an all-star lineup of speakers ⭐: Gong: Turning data into sales gold G2: Two experts on data-driven sales success Tom Sheepshanks, Fospha: The CRO behind profitable eCommerce growth Charles Mindenhall, Blenheim Chalcot: Co-Founder of the UK’s top digital venture builder Laura Keith, Hive Learning: CEO driving innovation in skill development You can buy your tickets here ---> https://lnkd.in/eSgRmc2K One more thing...message me if you want 50% off your ticket price 👀

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The top decile enterprise sales leaders I’ve met enable their reps with one thing in particular, that the bottom 90% neglect. Across the several hundred revenue, sales, and value leaders I’ve spoken to as we’ve built Minoa, there’s a recognition that proving value and ROI is tough. Now, hand that responsibility over to a rep too busy dealing with admin, and you’ve got yourself a recipe for miscommunication and lack of customer buy-in. We get this question all the time - “how do I get reps to adopt our value selling initiative”? This frames it as an issue related to rep discipline, when the problem has nothing to do with this. It’s not that reps don’t see the point - they just don’t know how to navigate communicating the quantitative impact of your product’s value. The very best sales leaders empower their reps with clear frameworks of how quantitative impact (be it for revenue, cost, time etc.) maps to value drivers and use cases. Proving value can be hard, but having the power to communicate and match product value to measurable business outcomes in a long and complex sales cycle cuts through the noise. At Minoa, we help set up the value frameworks, calculations, and guardrails that give every single rep the ability, and more importantly the confidence, to use data and quantitative impact to sell on value.

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