Ketan Mistry

🚀 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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𝗚𝗧𝗠 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 & 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 separate Strategic CROs and RevOps Leaders from glorified sales managers and systems admins. Getting accurate metrics isn’t easy though. Getting real Insights from those metrics is even harder. You need to: 𝗜𝗱𝗲𝗻𝘁𝗶𝗳𝘆 𝘁𝗵𝗲 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗧𝗵𝗮𝘁 𝗠𝗮𝘁𝘁𝗲𝗿 Start by identifying the metrics that matter for your unique GTM motion. To help, our 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗮𝗻𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 will have a 𝗚𝗧𝗠 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗜𝗻𝗱𝗲𝘅 outlining the most common metrics in B2B SaaS and how to calculate them. 𝗗𝗲𝗳𝗶𝗻𝗲 P𝗿𝗼𝗰𝗲𝘀𝘀𝗲𝘀 𝘁𝗵𝗮𝘁 F𝗲𝗲𝗱 M𝗲𝘁𝗿𝗶𝗰𝘀 Metrics are only as accurate as the process being executed. If our salespeople don’t know how to qualify deals, for example, our Close Rate will tell us nothing. We have to clearly define processes, train the team, and drive them to adopt and execute in order to be a data-driven organization. 𝗨𝗻𝗯𝗹𝗲𝗻𝗱 𝘁𝗵𝗲 𝗙𝘂𝗻𝗻𝗲𝗹 It’s not enough to see our Lead Conversion Rate, or Close Rate, across our entire business. These numbers are blended together across different types of leads and lead sources, different segments (SMB, MM, ENT), geos, products, etc. To see what’s really happening, we have to unblend the funnel. More on this in our 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗮𝗻𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 𝗜𝗻𝘀𝗽𝗲𝗰𝘁 𝗗𝗮𝘁𝗮 𝗥𝗲𝗴𝘂𝗹𝗮𝗿𝗹𝘆 People only execute processes when held accountable. To get accurate data, we need to inspect the data regularly to be sure it’s accurate. To get real insights into our business, we need to analyze that data regularly to spot trends and take action. This requires the right person/people with the right skills and uninterrupted time to do “deep work.” CROs usually don’t have time to do this well and RevOps can’t if they’re constantly harassed with system admin requests. 𝗗𝗿𝗶𝘃𝗲 𝗔𝗻𝗻𝘂𝗮𝗹 𝗣𝗹𝗮𝗻𝗻𝗶𝗻𝗴 As we get to this part of the year, finalizing our annual plan, it’s a bit too late. We have dirty data and have to make some BIG assumptions. If we’re in this boat, we need fix this for next year. Additionally, Annual Plans aren’t set in stone. We need to track them and iterate as we hit or miss goals and milestones. More on this in our 𝗚𝗧𝗠 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗮𝗻𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 Subscribe to our Newsletter to get it tomorrow: https://bit.ly/49RCm0h If you want a high-res image, subscribe and get it tomorrow, or comment "High Res" below (and send me a connection request if we're not already connected) and I'll DM it to you. ✌️

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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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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Salespeople don’t only care about money! It’s a common misconception that all sales folk are money obsessed and that their OTE figure is the single most important aspect of the job search. I have spoken to countless AE's who don't have compensation as part of their top 3 motivators. And, by the way, I’m not even saying being predominantly driven by money is a bad thing. I actually think it’s a good thing, but more on that in another post. Anyway, here are some other driving factors of a candidate’s job search that you need to consider when hiring: - Culture - Hiring Process - Product Market Fit - The quality of leadership - The quality of communication - The learning and development opportunities - Detailed career progression & effective performance management - The overall achievability of the OTE figure and promotion opportunities OTE is an important aspect of course, but all A players I speak with don't give much importance to the OTE figure on its own.

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

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Some great advice here for those in the Biz Dev world! Let's go!!!

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

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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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got asked for some advice from leading successful Sales Development functions for over 10+ years...... so here's 7 tips if I was starting out! keen to hear others 🙏 as the list is endless: ❤️ give a shit about your people 📈 make data-driven decisions 👯 industry peer insight is most valuable 🤺 focus on driving habits, mindset, momentum, process & consistency 🕵‍♀️ perception is the enemy 💪 quality over quantity all day long 🕺 If you aren't competitive, you're in the wrong game #salesdevelopment #leadership #tipfromyouraveragesalesleader

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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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Quota attainment has been lingering in the low 40’s for around a year now (~source RepVue). Meaning only 40% of sellers globally are actually hitting targets. Which is C R A Z Y Because years back you could get lucky with the companies you were joining. And with hard work & the right team around you, most were able to do pretttyy well. Which meant a lot of job searches were more focused on the company culture & the team you were working with. There wasn’t toooo much risk involved… Whereas now you need to be vetting the industry, deal sizes, quota attainment, leadership, inbound distribution, etc more than ever. Or you’ll just end up being one of the 60% of reps not hitting target. And what is super interesting is how, although quota attainment has been pretty flat at the low 40’s the past year, some sub-industries and deal size cohorts are starting to recover… So whether you’re looking for a new role or feel you can’t be as successful in your current company, I would check out the trends shared in RepVue’s new Quarterly report. Check it out here: https://bit.ly/3SjLlAL P.S. Recommend looking at some of the “Recommended Companies”, this would be the list I’d be researching if I was looking into new roles…

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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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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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SDRs can be taught to be AEs SDRs can be taught to be CSMs [shoutout to Eric Partaker for the post inspo] Also... SDRs can be taught to be Managers SDRs can be taught to be Marketeers SDRs can be taught to do almost any role Fact: It's better to hire someone who is 60% ready with the right behaviours. Than 100% ready with the wrong ones. SDRs deserve a chance. Do you agree? PS. Share ♻️ with others in your network. And follow Chris Ritson for more sales content like this.

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I look at this AE report every day at the moment: This graph isn't ❌ - Meetings Booked - Calls Made - Pipeline Generated - Deals Won (These graphs are obviously much taller 📈) This chart measures the number *meaningful edits* reps have made to Opportunities. We're tackling Salesforce adoption at the source. This keeps us accountable to our working hypothesis 🔄 - Meaningful data fuels our go-to-market strategy - CRM processes generate this data so must be followed - RevOps ensures this by making Salesforce useable (no annoying errors or useless fields) - Tracking this makes adoption specific and measurable Anyone else report on this / similar datapoints can RevOps use to drive process adoption forward? #crm #adoption #visibility #revops

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Are you actively prospecting, and not getting as many sales meetings booked as you would want? 2 things that you need to take action on, as it is likely that this is what is killing your results: 1. Review the list of prospects you are working on, and ensure it is laser-focused on your ICP or IPP (Ideal prospecting profile). 2. Work on your follow-up game - Are you updating leads stages properly? Are you making sure that you are doing at least 7-10 "touch points" if not even 20 if you are trying to reach c-levels at enterprise companies? Are you sending that 2nd message on LinkedIn to the ones that ghosted you? I guarantee an uplift in your results if you take measures now on that above. And if you want my help/advise further, feel free to send me a message. In the picture: A pigeon, who is focusing on the wrong ICP.

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As a profession, Sales can be tough. It requires: - Unerring determination - Grit - Self-belief That is just a few of the internal skills needed. What are some practises that you swear by to maintain that positive frame of mind as you tackle each new challenge?

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