Marcus Clarke

Daily Vlog 15/100 - A-Level Results / Pass or Fail. Don’t bother going to Uni - get into sales Instead. I’ll be posting daily videos for the next 100 days on the trials, tribulations and posting revenue results publicly. Sales Confidence 2.0 Helping people get sales jobs Goal: Help 1000 people enter the sales profession in 2024 Thought of the day - Sales is fun, challenging and the most exciting career to get into. No degree or academics required. Good attitude, strong personality and motivation is all your need. ——— Follow me for the journey! Want a sales role register in the comments Hiring salespeople DM me Upskilling your sales team DM me

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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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7 red flags you must never ignore during sales interviews (And how to respond when you see them) ❌ Nobody is hitting quota ↳ This is a sign for a broken sales organisation. ↳ Either quota is too high, or there's no product market fit. ❌ They promise an extremely high OTE ↳ High OTE is pointless if nobody is hitting quota. ↳ High quota attainment trumps high OTE every time (check @repvue) for this ❌ You have to be in the office 5 days a week ↳ This demonstrates lack of trust & micromanagement. ↳ Remember you do NOT get paid for the time you sit in traffic. ❌ Focus on activity metrics ↳ This is old school boiler-room spray & pray tactics ↳ Shows the sales leadership doesn't understand modern GTM. ❌ No clear promotion criteria ↳ Means your career progression will be based on politics ↳ Zero control over your longterm earning potential ❌ No clear commission structure or quota ↳ Means you will be paid on merit ↳ Again, no control over your earning potential ❌ You are in charge of everything ↳ lead gen, GTM strategy, events, pipeline, closing ↳ They want you to be a VP sales but pay you like an SDR Nothing impacts your finances & mental health like your sales career. Please do your due diligence during the interview process. Repost ♻️ to help someone avoid these, too. Follow Christian Krause for more sales career tips

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Pitch Technology just had its best month ever.   4 placements in August - chuffed with that! But I've made the cardinal sin any sales-rookie knows about.   In the glamour of "being busy" and "closing deals".   I neglected business development.   Cold calls? Too busy Hot lead? They can wait Email prospecting? See ya next month   So here's me getting back on the horse.   So what is Pitch all about?   We offer 4 unique search products designed for SaaS firms scaling in APAC.   In short, we help you hire bloody good people.   But here are some other benefits:   5-day shortlist guarantees Up to 1 year free replacements Candidates exclusive to your business Access to our in-house sales evaluation software Manage cash flow with our 12-month payment plan Co-branded social media campaigns (yearly reach of 5m+)   Who we might not suit:   If you are looking for the cheapest option If you want to work with multiple agencies If you aren't comfortable paying part upfront If you don't have 1 hour for a detailed briefing If you aren't open to feedback on your hiring process   If any of the above resonates and you are planning to recruit over the next 12 months.   Let's chat and see how Pitch can help.   #techsales #saasrecruitment #gotomarket

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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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"I hope no-one from Cognism watches this..." 😅 The truth is, the SDR role isn’t dead - it’s evolved. Forget the days of hammering phones and spamming inboxes. The best SDRs today bring real value by ✅ knowing your business, ✅ understanding your pain points, ✅ delivering relevant content that keeps them front of mind. Even if it’s not the right time to buy, ✅ they know they’ll be top of your list when it is. In this clip, Global Sales Director (and £5-25M ARR ICP/GTM wiz) Paul Wingfield and I talk abut why we firmly believe SDRing is far from dead, and how companies like Cognism are nailing the modern SDR in to ICP game. 💬 What's your take on where SDRs win, or lose today? #sdr #cognism #sales #gtm #icp #MakingRevenueTick #podcast by Tick Talent

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The #1 way to motivate SDRs... (And it costs nothing) Prove you g͟e͟n͟u͟i͟n͟e͟l͟y͟ care about them. It’s pretty damn easy: - Prioritise your 1:1s - Sunshine great work - Say ''thanks'' every week - Give them honest feedback, nicely - Appreciate their effort even if they failed - Message MORE when they are struggling Most SDRs just want to 'feel' like you care. It's not difficult. Do you agree? ♻️ Share this to show sales leaders the way. ---- 📌 The SDR Leader Bootcamp closes Friday for enrollment.

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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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Tech sales isn’t an easy space to break into. But it can be rewarding if you do. An entry sales role in tech can get you £35k as a base If you perform well then you can add £10-15k to this in your 1st year. If you’re consistent and good then you can progress to your next role in 18 months. Where you’ll earn more. And if you’re good then you can earn a lot more as you progress. But, it isn’t for everyone. So you need to be able to explain why it’s right for you. Why you’d be good at it. Why you’d fit with the role. Hint - this takes real thought and deep self awareness. Just wanting to earn money and enjoying speaking to people isn’t enough. If you can show some self awareness and you’ve really thought about why you’d like to be told “no” all day for a living, then send a DM to see if we can help you get started. #sdrhiring #salesjobsearch #salesinterviewtips

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Tips for SDRs looking to make that transition into an AE position 👇🏾 I’ll admit, it’s tough out there for SDRs. Especially for those who have around 1.5/2 years exp. They believe they are ready to become an AE but there are no promotion opportunities at the current business. So they decide to apply for AE roles elsewhere or reach out to a recruiter about AE positions. Then they get the same answer they always get… “Sorry you need closing experience” 🙄 Bruno’s advice is spot on. It’s hard to secure an AE role in any business when you only have SDR experience but it’s more likely to happen within a larger company with the resources to develop SDRs into AEs. I’d also suggest taking a side step into another SDR position within an organisation that sells to SMBs. It’s less risky for leaders to promote an SDR to an AE when deal sizes average between £2-10k, compared to organisations with an average deal size of £100k. Those roles require extensive upskilling and training, so leaders will likely look to hire someone externally with that experience. Keep pushing SDRs! #WinTheDay 🏆 - - 🎥 Growing Pains is the FIRST and ONLY video series where software sales leaders are interviewed in a fitness setting. 👍🏾 Please like, comment and subscribe 👀 EPISODE 5 COMING SOON! 

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An exercise I do with sales teams to give them more control & confidence on their cold calls By no means is this about being more scripted on the phone I came up with this exercise when I was an SDR as I was struggling to know what to say and I realise that the answers fooled into normally a yes/no or positive/negative bucket This image below is a very simple version of the final product but hopefully give you an idea of what it does The first challenge is: Does the person pick up -- yes or no If yes then Do you get - I am busy or hang up or the opportunity to share what you called If they hang up on you then either call back or send an email If busy then reply with what is in the image below If you get the opportunity to share then share the top 3 challenges you are seeing for that persona and ask if any of them resonate Then is yes Say tell me more about that If no Say "Oh that is really interesting you are the first person I have called this week who has not shared those as challenges ... what are challenges currently?" I see Cold Calling as one massive Conversation Tree and you just need to understand and map out your own tree When I did this 4 years ago it gave me a lot more confidence to pick up the phone because in my head or on a piece of paper, I've mapped out what the call may go like Interested to hear in comments if anyone else has one of these? ⤵

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How do you know if you sound the same as the 1000’s of candidates applying for SDR roles? If you want to work in sales because you… - Want progression? - Want to earn money? - Work well to targets? - Enjoy speaking to people? Yeah. You’re saying the same things as everyone else. It’s the reasons behind these statements that are personal to you. It’s these personal reasons that help other people understand you and how you might fit into their team or company or culture. Be candid. Be honest. You’ll get much further than saying the same bits as everyone else. #sdrhiring #salesinterviewtips #sdrinterview #yourwhy

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5 years ago I hired 2 SDRs 🧑‍🤝‍🧑 SDR 1 - uni grad, well spoken, private school educated. SDR 2 - ex-builder, strong accent, barely passed exams. --- SDR 1 - fitted in straight away and made lots of friends. SDR 2 - got bullied by other reps for their accent and lack of education. --- SDR 1 - got off to a great start, hit ramp quota early. SDR 2 - bad start, missed ramp quota, got probation extended but effort was faultless. --- SDR 1 - took foot off the gas, became inconsistent, missed quota. SDR 2 - ignored everyone and carried on working hard, started hitting quota 5 months in. --- I promoted SDR 2 after 15 months. SDR 1 never quite made it to AE. If you want to be a successful leader - judge someone by the size of their heart not their resume ❤️ Free playbook for SDR Leaders here on hiring: https://lnkd.in/eAwDPS8F ♻️ Repost if you enjoyed this. PS. Buzzing to have crossed 1000 customers. Thankyou for the support, my friends 👯

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No shows 👻 I'm sure every single person who either is, or has been an SDR has just had a shiver go down their spine. There is genuinely nothing worse as an SDR than putting in tonnes of work into booking a meeting, for them to not even show up. Here's how I've been keeping no-show rates under 20% for the past couple months: 1️⃣ - Send the calendar invite, and get your prospect to accept ON THE CALL. 2️⃣ - Call/message all meetings due to sit in a day in the morning, just to double check they're still all good for that time. Let's not forget, sometimes things genuinely do crop up. 3️⃣ - Try to book all meetings within a 10 day window - The further away the meeting is, the more likely they are to no-show. 4️⃣ - Qualify better on the call - make sure this is something your prospect wants to spend their time talking about. If not, another meeting will go straight on top of yours. Sometimes there are still times you can do all the above, and the prospect still doesn't show up 🤷‍♂️ Did I miss anything? Let me know in the comments 👇 #sales #sdr #SaaS

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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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BDRs/AEs, this one's for you! 📞💥 1% tweaks to boost your call ➡️ meeting conversion 💡 Open the call with... "How've you been?" This opener is 6.6x more likely to end in a meeting booked! 🚀 🎯 Then Say... "The reason I'm calling is..." Stating the reason for your call can boost your cold call success rate by 2.1x 🔥 Remember sometimes it’s the small things that make the big difference! 💡 #sales #coldcalling #bdr #ae

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GROWING PAINS EPISODE 4 IS LIVE!!!! 🤩💪🏾🎬 This month’s episode is with Bruno Broughton - Head of Business Development @ Synthesia. Here’s what we cover in this ep: - The evolution of the SDR role  - Why Bruno moved into management  - What it was like being ZoomInfo’s 1st UK sales hire  - The challenges he faced scaling the team at such a rapid rate and how he maintained high performance  - How AI is disrupting SDR teams  - Tips for SDRs looking to become AEs - And so much more! In this clip, Bruno talks about how he’s used team sports environments to influence his leadership style. Brilliant episode for leaders looking for ways to drive better results from their SDR teams and for individual contributors with aspirations to move into management. I loved filming this episode with Bruno. I can see why he’s done so well leading SDR teams. He has a calm but firm approach to management which is perfect for young salespeople. Follow the link in the comments for the full version! - - - 🎥 Growing Pains is the FIRST and ONLY video series where software sales leaders are interviewed in a fitness setting. 👍🏾 Please like, comment and subscribe.

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Last week, I made a huge announcement Sellers are getting horrendous training in discovery (some aren't getting any) Most of the training out there tell AEs what information they need to get from prospects So on calls, AEs go down a list of questions But instead of it feeling like a conversation Prospects are getting interrogated The reason why this is STILL a problem in 2024 is because AEs are taught only 1 dimension of discovery But there are 4 dimensions WHAT - Understanding what information you need to find out + what to ask WHY - Understanding why the question needs to be asked WHEN - Understanding when to ask the question(s) HOW - Understanding how to ask the question I launched 4D Discovery - the 1st Discovery program to help sellers master ALL dimensions of disco. This 47-page actionable PDF is virtually my entire 'training manual' on Discovery that I've installed as a former VP of Sales & consultant for SaaS companies - and hundreds of AEs through my direct coaching. 30+ sellers have claimed their copy for only $67 (30% off the cover price) + unlocked their bonus content for jumping in early. …and there are just a few more spots left to get the bonuses that will probably be gone by EOD (if you’re seeing this, then it’s not too late): https://lnkd.in/ekuEUDPh

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Top Tips as a AE or BDM that get easily over looked: ✅ Have a structured and strong follow up cadence in case you get ghosted. Let’s face it if you haven’t been ghosted in sales you haven’t been doing it long enough. ✅ Set calls with X business until you get the signatory and 💵 land in the bank. (oldie but goldie no frills until the money is in the till). At no point should you not know what’s going on with the deal and always set the next steps live. ☑️ Fight to win every customer, no matter how big or small they are you never know how fast they’re grow or how things will play out regarding referrals etc. ☑️ Know your competition inside out, something I’ve experienced and something I see all too often is someone working in sales who can’t articulate their value proposition against their competition. Spend a lot of time studying doing market analysis and perfecting your talk tracks. Anything else I’ve missed? #sales #opentowork #everdayisaschoolday

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