Joe Porter

🚀 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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Revenue blindness is a condition that a 2/3 people in sales suffer from. When undiagnosed it can lead to... - Constant Peaks and Valleys - Scaling Suck - a 'Just do more' mindset - Hives - Dispair and Misery What is revenue blindess? When all that is looked at in terms of success is the revenue number. If you hit = Things must be good. If you miss = The team/individual/leader suck It's actually far more dangerous on the 'hit' side, and I see it all the time. A rep is hitting their number, but tearing down the culture, but it's allowed because of... Revenue blindess A team of 10 hits the number, but off the back of the manager or or 1 top rep, so the decision is made to scale to 30 even tho they have nothing proven in place... Revenue blindess It works the other way too. A team is hitting their marks, hitting the activity, working the deals, using strong messaging, and yet miss the number, because the number was unhittable. The number doesn't get changed, the people do. Revenue blindess. A rep IS crushing their number, but because of that they don't get the recognition, attention and support they want/need because well.. they are hitting the number Revenue blindess I talk about this with my leaders all the time, we can't fall into revenue blindness. We have to stay below the number to drive results. Behaviors. Issue Diagnosis/Inspection. Process. Skills. You - This is where BIPSY comes in. We have seen some amazing results over the last 6 months. We're talking some 2-3x type results. BUT We stay obsessed over what's causing them, not just the end result. This is the key. Revenue blindness is curable. If you know someone that suffers from revenue blindness ... Send them to the Sales Leadership Accelerator - it will take time.. but we can save them. https://lnkd.in/ejPDhZw4

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SDR comp plans should on pipeline generation. It's time we mainstream this plan. Here is why 👇 A wise person once told me, 'Compensation plans should be so simple that a child can understand'. Yet we continue to create compensation plans that don't incentivise sellers to perform their role but to get a calculator out to determine what you will get at the end of the month. So, what do I think is the best? Based on pipeline generation. Building it takes a lot of infrastructure on the backend. You need to be really clear about what the definition of pipeline is, make sure that the CRM has been set up correctly to track it, and also ensure you are auditing the pipeline to ensure there is no fraud going on. But, it focused on SDRs building pipeline in the top accounts that the business needs. Would I add a 'closed won' element? Maybe, but I'd make that not part of the OTE; it's more of a bonus. Especially as sales cycles continue to get longer. So, in closing, with compensation plans, keeping it simple is the best policy. Anything else will stop your team from focusing on their day jobs. What are the compensation plans you've tried that have been successful? Let me know in the comments below #salesdevelopment #growth #sdr #GTM #sales #coldcalling 🇬🇧 living in 🇳🇱 | Get more content like this ➡️ Follow David Wilkins 🔥 hit the 🔔 for updates on new posts | Fix your outbound TODAY: Saleswise: Top of Funnel Consultancy

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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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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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Tech SDRs - you have a bloody tough gig in comparison to commercial hires in other industries... Here's why... 🏦 Investment Banks - no entry-level hire is expected to create new relationships. 🏗️ Real Estate - Directors/Partners win the lion's share of new projects with no new business expectation placed on anyone with less than 2 years experience. 💸 Asset Managers - your portfolio is handed to you post-probation and you're allowed the time/opportunity to build your reputation and win business. 👨‍⚖️ Law - Partners win most of the business and hand clients to the wider team. 👨‍👩‍👧‍👦 Recruitment - Junior hires ramp by speaking with candidates until they prove themselves competent to manage their first client which would have been won by a senior colleague. But then... 🤖 TECH - SDRS ARE EXPECTED TO BOOK MEETINGS FROM MONTH 2! You learn to do the hard bit first in tech. Next time you look at your pals in other fields - remind yourself of the above. #SDR #BDR #TechSales #Sales #Recruitment

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Here’s exactly why SDRs Bid Farewell to Their Roles 👇 Ever wondered why talented SDRs choose to seek new opportunities? Here’s a few common reasons: 1. Limited Growth Opportunities: SDRs are HUNGRY for growth, both personally and professionally. 2. Burnout: The hustle of the sales grind can sometimes lead to burnout. Without proper support and work-life balance, it can lead to feeling drained. 3. Disconnect with Company Culture: Company culture plays a significant role in job satisfaction. If there's a misalignment between personal values and organisational ethos, it might be time to part ways. 4. Compensation Concerns: Money talks. If compensation packages don't match the effort and results SDRs put in, they may be tempted to explore other options. 5. New Challenges: SDRs thrive on challenges and crave opportunities to learn and grow. When roles become monotonous or lack variety, they might look to move. If any of these reasons sound familiar you should check out @Timberseed for our latest opportunities! 💡 #SDR #Sales #EmployeeRetention #CareerGrowth

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🤯 “Ramping up SDRs, AEs and CS people  takes us no less than 6 months.” 💣 🙈 This is what I heard on a recent demo from  a CRO of a rapidly scaling tech business. 📈 Time to efficiency is a struggle Heads of Sales Enablement and Customer Success are going through across their commercially-driven teams… 📖 At the moment, they expect internal  sales and CS decks, call recordings,  business pitches, etc. should do the job. 🙄 But it doesn’t! 🗓️ They're wasting too much time for people to start performing, closing deals, effectively onboarding customers, reducing churn & upselling… ❌ Sometimes, they still don’t perform... And then guess what? Off leaders go through to recruiting mode again starting from ground 0. 🎯 Hence the need for action-based learning.  Not just passively reading through PDFs  and listening to call recordings. 👨‍💻 Below are some use cases we see our customers here at UJJI AI ✨ leveraging our tech for: 🔸 Business-specific lead gen and outbound 🔸 Pitching quick and easy over the phone 🔸 Delivering demos and answering queries 🔸 Effectively onboarding new customers 🔸 Efficiently implementing product features 🔸 Practising great customer support 🔸 Guiding customers to upselling 🚀 Ultimately, growing tech businesses comes down to predictable new business development, high customer retention and low churn. 💬 So, DM me if you want to see examples  of AI-powered. easy to build and consume knowledge equipping experiences. 👇 Anything to add to this, Sales and CS leaders? Gautam Rishi Rohan Dickinson George Heron Russell Mitchell Callum Hartley Jon Teale James Dixon Seán Colfer Caroline L. Guy Rubin Jake Carter David Muscat Arun Raveendran Steve Eveleigh Ayo Kukoyi,

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Over the last 2 years I have been building out different offerings of how I can support sales teams create more pipeline Here are the current 3 areas we focus on 1. Account Workflow The super important pre-work you do before going outbound on an account - prioritising the right accounts - having alignment with your AE and BDR - building a hypothesis - account and contact level research - mapping out an account with the relevant stakeholders 2. Outbound Channels Becoming a master in the 3 major channels cold calling, email writing & LinkedIn but also what comes with that is - objection handling - building your own custom cold cooling cheat sheet - persona value messaging - how to build a personal brand on LinkedIn - get more from voice notes and video messages - building effective sequences - understanding data triggers in sequences 3. Tooling How to get the most out of your technology stack and create a day-to-day workflow - customising tools - identify gaps in tech stack - end to end data flow charts - specific technology training sessions - designing your best AI prompts Undertsanding your ICP is coming ... DM if you think this might be something you want to hear more about

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To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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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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5 ways to improve SDR Opp --> Closed Won conversion... 1. 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘄𝗵𝗲𝗿𝗲 & 𝘄𝗵𝘆 𝗢𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝗶𝗲𝘀 𝗮𝗿𝗲 𝗴𝗲𝘁𝘁𝗶𝗻𝗴 𝘀𝘁𝘂𝗰𝗸 • Review Opps 'age' and 'days since activity' by stage • Review where most Opps are being closed lost • Review Why/Opp outcomes are being closed lost • Review trends in this data by territory, region, team and individual AE 2. 𝗪𝗼𝗿𝗸 𝗼𝗻 𝗶𝗻𝘁𝗲𝗿𝘃𝗲𝗻𝘁𝗶𝗼𝗻𝘀 𝘄𝗶𝘁𝗵 𝗯𝗼𝘁𝗵 𝗹𝗲𝗮𝗱𝗲𝗿𝘀 𝗮𝗻𝗱 𝗿𝗲𝗽𝘀 𝘁𝗼 𝗮𝘃𝗼𝗶𝗱 𝗶𝗻𝗲𝗿𝘁𝗶𝗮 • Take the data from above and start sharing insights • Have SDR and Sales Leaders sit regularly to review 'stuck' opps • Raise 'stuck' opps with reps to provoke action • Automate email triggers to warn reps of 'stuck' or 'ageing' Opps • Add SLAs / Opp management expectations in for reps 3. 𝗥𝗲𝘃𝗶𝗲𝘄 𝘁𝗵𝗲 𝗱𝗮𝘁𝗮 𝗼𝗻 𝗾𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝗰𝗿𝗶𝘁𝗲𝗿𝗶𝗮 𝗮𝗻𝗱 𝗮𝗹𝘁𝗲𝗿 𝘁𝗵𝗲𝗺 𝗶𝗳 𝗻𝗲𝗲𝗱𝗲𝗱 • What's the average number of criteria being fulfilled? • What criteria are associated to the Opps that reach late stage/closed won? • What criteria are having limited baring on Opp outcome? • Consider changes to qualification or making certain criteria mandatory • Decide whether qualification should sit with reps or with leaders 4. 𝗖𝗼𝗻𝘀𝗶𝗱𝗲𝗿 𝗮 𝘀𝗵𝗶𝗳𝘁 𝗶𝗻 𝗰𝗼𝗺𝗽 𝗽𝗹𝗮𝗻 𝘁𝗼 𝗳𝗮𝗰𝗶𝗹𝗶𝘁𝗮𝘁𝗲 𝘁𝗵𝗲 𝗰𝗼𝗿𝗿𝗲𝗰𝘁 𝗯𝗲𝗵𝗮𝘃𝗶𝗼𝘂𝗿𝘀 • Understand that Comp plans are designed to facilitate specific actions • Consider adding a late-stage kicker/extra weighting for SDRs/BDRs 5. 𝗖𝗼𝗻𝘀𝗶𝗱𝗲𝗿 𝗮𝘂𝘁𝗼𝗺𝗮𝘁𝗶𝗻𝗴 𝗖𝗥𝗠/𝗼𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝘄𝗼𝗿𝗸 𝗳𝗼𝗿 𝗼𝗽𝘁𝗶𝗺𝗶𝘀𝗲𝗱 𝗱𝗮𝘁𝗮 𝗮𝗰𝗰𝘂𝗿𝗮𝗰𝘆 • How much of 'stuck' pipeline is actually down to poor rep CRM hygiene? • How much of 'stuck' pipeline is due to poor definitions on opp stages and management? • Look at tools like Clari and Momentum.io to drive accuracy and efficiency 𝗪𝗮𝗻𝘁 𝘁𝗼 𝗶𝗺𝗽𝗿𝗼𝘃𝗲 𝘁𝗵𝗲 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗶𝗼𝗻 𝗿𝗮𝘁𝗲𝘀 𝗼𝗳 𝘆𝗼𝘂𝗿 𝗦𝗗𝗥/𝗕𝗗𝗥 𝗼𝗿𝗴? 𝗚𝗲𝘁 𝗮 𝗙𝗥𝗘𝗘 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗰𝗮𝗹𝗹 𝗵𝗲𝗿𝗲 (𝘝𝘗𝘴, 𝘋𝘪𝘳𝘦𝘤𝘵𝘰𝘳𝘴 + 𝘊-𝘴𝘶𝘪𝘵𝘦 𝘰𝘯𝘭𝘺!): https://lnkd.in/eVgkzkZz

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Most SDRs want to be AE's as quickly as possible. Nothing wrong with being ambitious. The problem is there are very few roles about and for those roles that do exist there's often good AEs with experience looking too. Rather than seeing this as a hard luck story see it as an opportunity. According to The Bridge Group for SDRs with less than 11 months of experience, the failure rate is a massive 55%! Instead of trying to get promoted ASAP. Focus on becoming a master of your craft. I personally was an SDR for over 2 years and made me a way better AE when I finally made the leap. I watched many who were promoted way before me struggle. In sales, sometimes you have to slow down to speed up.

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Whenever we are asked by clients to source SDR candidates with a bit of experience, we always get this reply from SDRs... "Do you have an AE role I could be considered for instead?" The answer is always no. Right now, the market has an over supply of available AEs. The quality varies quite a bit. And employers are looking to check off all their hiring requirements for this position. They are looking for AEs who are a perfect fit on paper, not an SDR with potential. It's an employer's market. These perfect AE fits can be hard to find but they're out there. That's why companies work with us. Anyway, as an SDR with no AE experience, you're in a tough spot. You have two realistic options. 1) Stay with your current company, continue to kill it, and hope an AE role opens up internally that you can get promoted into. Alternatively, there might be a non AE opening or SDR Manager position that you can seek out at your company that is a promotion form your SDR role. You should have a decent understanding if this is a realistic path. 2) Take another SDR job at a rocket ship or a company with a clear path for an AE promotion. There aren't a ton of these but they exist. If you do well, there's a decent chance you'll see a promotion at the rocket ship and we work with companies that do stick to the "hit your goals and get a promotion" promise. The silver lining here is that a lot of the currently frustrated SDRs were able to get a foothold in the tech sales world before the ZIRP gate came crashing down. You do not want to be someone trying to break into tech sales now as an SDR. It's the same situation SDRs are facing trying to get an AE roles, but for an SDR role.

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How do you define an MQL? And how does this compare to what other companies do? 🤔 Someone asked this question in the ROC Slack group recently, here's how the RevOps Co-op responded 👇 1️⃣ 2 out of 4 BANT criteria met Consensus here was BANT is the responsibility of the sales team, not the marketing team, so shouldn't be used. 2️⃣ Exceeds lead score threshold based on demographic and behavior data This was a popular choice. Lots of folks said an MQL should be a hand-raiser that meets some sort of grade / score threshold. 3️⃣ Based on account and title fit with ICP This can be the basis of a lead score or grade mentioned in number 2 above. ☝️ 4️⃣ Based on Minimum Viable Customer Profile (MVCP) This is basically a twist on number 2 and 3 above, but I thought it was intriguing. It's basically a more broad version of your ICP using secondary criteria. For example, if your ICP is a Fortune 500 account, your MVCP may be any company with > $50M revenue. Or if your ICP is HQ in the US, your MVCP could be HQ in the US, Canada, UK and Australia. What do you think - anything missing here for different ways to define an MQL? PS - thanks to Malorie Packard, Colby Ricker, Colin Illar, Jeff Ignacio, Jacqueline Freedman 🦋, Rex Biberston, and others for participating in this 🧵 #revenueoperations #revops #marketingops #marketingoperations #mops #GTMOps #alltheops #MQL

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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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I seem to be working a lot of SDR roles lately. 😍 Is it a sign that businesses see the value of a strong SDR function again? A common trend I have seen with sales teams over the last year or so is businesses removing the SDR/BDR function. So why is it coming back to build a team of SDRs? The truth is the role is changing, businesses are not necessarily looking for someone who is stepping into sales but seem to be leaning towards people who are already experienced in the space. So what are some of the things that make a prime SDR candidate in today's market? ⁉ 🤔 Curiosity - These people are genuinely interested in finding out more, they want to know the ifs, hows and buts of any potential prospect. 💪 Resilience - Just like that one friend in a nightclub when we were growing up they think with every no, you are closer to a yes. 📊 Appreciation of data - They understand metrics are not just important but necessary to improve their craft. 📖 Like a sponge - They absorb everything that is thrown at them, learning, refining and continuously improving. 📲 Multichannel approach - This is not a telesales role anymore, it is focused on different ways to reach people like LinkedIn, email and video. What else would you add to the list? #SDR #SalesDevelopment #SalesRecruitment

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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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Who is hiring salespeople right now? This post will reach 50,000 + salespeople across the UK and EMEA. After being on the market myself briefly... I've felt an uptick in hiring activity. However, its not always easy to get your brand out there with all the competition for talent. This one way is easy and free! Just follow the steps below: 1. Post a link to your role/roles in the comments 2. Share and like this post 3. Get your team to comment under the role you posted Easy, Peazy Lemon squeezy! Go Go Go!

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