Pablo🔗 Jiménez de Parga Ramos

Invest in Your Sales Team: Every week, I receive messages from individuals asking me to work on a commission-only basis or, in some cases, unpaid. This trend raises a critical question: why do companies hesitate to offer a base salary to BDRs, SDRs, Sales Reps, and other sales roles? Sales is undeniably tough. It demands persistence, resilience, and a profound understanding of the market and customer needs. When companies offer commission-only roles, it can feel like there's a lack of trust in the employee's potential. It's as if the company isn't willing to invest in its people, yet expects them to invest their time and energy. Imagine working tirelessly, putting in hours of hard work, and still not earning anything if the sales don’t materialize. What about the value of my time and effort? Sales should be seen as a team effort, requiring support, training, and a collaborative environment. Providing a base salary shows that the company values and trusts its employees. It demonstrates a commitment to building a strong, motivated sales team. To all the companies and startups out there, I urge you to rethink your compensation strategies. Trust your employees, invest in them, and watch how they contribute to the growth and success of your business. Offering a base salary isn't just about financial security; it's about showing that you believe in your team's potential. Let's build a work culture that values effort and nurtures talent. Sales is not just about closing deals; it's about building relationships and creating value. Trust your sales team, and they'll trust you back. What are your thoughts on this approach? #RujalShah #Sales #SDRs #BDRs #SalesRep #Hiring #Culture #SalesTeam #EmployeeInvestment #SalesStrategy #Teamwork #SalesGrowth #SalesMotivation #CompanyCulture

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Observation: Something that’s killing thousand of SDR teams…. ROI on the reps time ! So sales leaders, let me ask you a question…… Are you happy with the ROI on your teams time ? At the moment this is how teams are set up: Reps input: 1. 4-5 hours dialling 2. Listening to voicemails and answer machines 3. Sales admin(Dispositioning calls/ note taking) 4. 50 calls 2-3 connects and 1 conversation The output: 1. Call culture dies, becomes tedious/tiresome 2. Reps ROI on their time becomes minimal 3. Reps become demotivated and look for shortcuts 4. Less conversations= Less meetings= Less revenue Can you see the issue ? Some of the biggest problems start from the ground up! So if you want to enable your team to have 3-5x more conversations…… Improve ROI on investment and reps time….. Better calling culture and lessen churn….. Drop me a DM! 🤝🏽 To put it short: +Converstions>+Meetings>+Revenue

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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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🚀 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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Tactical things AEs can do to increase their Win Rates & Average Deal Size. ➡ Slow Down: Particularly in the early stages of the sales process. Go deep in discovery to identify and implicate pain. The bigger the business problem you attach to, the larger the deal. ➡ Deal Qualification: Again, particularly crucial at early stages. Don't invest your time or cross functional resources in opportunities you a) can't win or b) are tied to surface level customer pain. Qualify out early and often. ➡ Sales Process Rigor: Don't skip stages. Meeting the exit criteria between stages, particularly if they're customer verifiable, will help you develop solid opportunities and not end up with a bunch of stalled S2-4 deals in the pipeline. ➡ Multi-Threading: Identify a Champion, build a Champion, and earn the right to engage the broader buying committee, including the EB. ➡ Exec Alignment: Facilitate Exec to Exec relationships and do it early. Many AEs leave it too late or don't do it at all.   ➡ Cross Functional Partnership: e.g., Services, Solutions Consulting, Value Advisory, Customer Success. Bring them in early. They will help you identify and implicate business pain, communicate business impact and increase the buyer's confidence in your ability to deliver value post sale. It will also help you multi-thread. ➡ Creative Commercials: Particularly key in the midst of increased budget scrutiny and tool consolidation. Creative commercials e.g., multi product bundling, multi year step ups, etc can help increase your size of a pie that isn't necessarily expanding. #sales #salesenablement #salesleadership

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Stop letting junior SDRs reach out to your C-Suites. Buyers don’t want to talk to salespeople anymore. They want trusted advisors. Domain experts.  Yet, for some reason, 99% of sales teams completely ignore this fact and let their junior SDRs reach out to C-suites — then they sit back and wonder why their outbound doesn’t work. The WHO factor is more important today than ever before. Here’s what it means moving forward: 1. Trusted Advisors vs. SDRs: Would you take medical advice from a first-year med student? Probably not. In the same vein, expecting a junior SDR to convince a C-suite executive is a flawed strategy. Buyers today want insights from those seeped in the industry, not those reading off a script. 2. The New-Age SDR: These SDRs have authority in their field and are the ultimate subject matter experts. They possess a highly relevant audience of ICP and excel in content creation and audience engagement. They understand the nuances and pains of the prospects and create value-driven conversations, not just touchpoints. 3. Team-Selling is a Necessity: If a CFO checked your website, why in the world would you let your SDR reach out? Facilitate outbound requests to your CFO and ask them to personally connect with the prospect from their profile. It’s about leveraging the right person at the right time to build trust and relevance. 4. Signal-Based Selling: Your outreach should be driven by real-time data and intent signals. Spot the triggers: website visits, content downloads, recent funding, etc. Engage with the right person, when the timing is perfect, with the right message from the right person. This isn’t about volume; it’s about precision. TAKEAWAY: In this new era, it's not about how many emails you send, but WHO is sending them and WHY. In 2024, the most successful companies will have GTM teams that look more like consulting firms than old-school sales orgs. The next-gen of successful sales orgs will be the ones that evolve beyond the old playbooks and focus on trust, relevance, and the power of human connection. The future isn’t just lean. It’s personal.

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🎉 After a bunch more promotions, we’re back at it and hiring SDR’s and BDR’s! 🎉 (Read this entire post for tips on how to get our attention) By the end of this month, we will have promoted 9 sales people in the last 4 months and our last 4 new AE’s were internal BDR promotions. 😲 This means we need to hire our next generation of SDR’s and BDR’s. If you’re looking for a winning product, opportunities for growth and a team that will push you to be your best, Owner is a pretty great spot. What you need to know about selling at Owner: ☎ We are a phone sales organization. Over 90% of Opps are booked on the phone. If you love talking to prospects instead of hiding behind a keyboard, this is your jam.  👷‍♀️ We sell to a blue collar, SMB buyer. Restaurant owners want to shoot straight so you need a thick skin. 🌵 We’re a growth obsessed team. We’re going to invest in you like crazy and expect you to do the same. If you don’t like reading or self-improvement, this might be a struggle.  🏗 We promote from within. Most of our XDR’s will be promoted to new roles within their first 12 months.  🏅 We hold a high bar. This is a performance culture and we expect effort and outcomes. There’s pressure in that but you also get to be part of a winning team.  🏦 We pay very competitively.  💾 We’re hyper focused on enabling our sales team with tools and technology. We’ve built a bunch of cool tech in-house to maximize the impact of the effort of our team. If this sounds like the type of environment that you want to be a part of, please reach out to Vanessa Matthew and Claire and apply below. Bonus points if you listen to my pod with Kevin Dorsey and follow the instructions hidden in there (but replace me with the XDR managers please!). 🏆 One important tip for your outreach and this is arguably the most important! Lead with results. We only hire top performers so make sure to include some of your performance highlights in your messages. 🏆 Lastly, this may seem harsh but I want to help save applicants valuable time researching and building outreach to us. If you’re not currently a top 5-10% performer in your organization or have a history of high achievement outside of sales, it’s probably not worth reaching out. The last time I posted BDR roles, we got 800 applications in 3 days so it’s a very competitive field. 

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I transitioned from SDR to AE only 9 months ago. In July, I received the G.O.A.T Award SMB for Top Revenue Trailing 12 months. Here's how I did it: 1️⃣ Booked 20 Outbound Meetings/Month : In my first 2 months as an AE, I secured 20 outbound meetings each month. One of these meetings led to a massive deal that pushed me to 550% of my target on month 3! 💥 2️⃣ Perfect POD Alignment: Partnered with the incredible SDR Yonathan Levy who generated some of my top opportunities. Teamwork makes the dream work! 🙌 3️⃣ Deel Speed: Approached each day with the urgency of the last day of the month. Consistency and energy are key! 🔥 4️⃣ Seek Help When Needed: Always knew when to ask for help to my 🥇 manager Norman Grandjean and our top GTM support team at Deel. Don’t be afraid to ask for guidance! 💡 5️⃣ Every Customer is VIP: Made it a priority to make every customer feel valued. No customer is too small to give your best to. 🌟 I’ve learned so much from top sellers sharing their strategies here, and I’m excited to start sharing mine too! __ Follow me, hit the 🔔 Jonathan Molina You'll be alerted to my next post!

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5 things I would do as a SaaS BDR/AE/AM/CSM with commercial targets for a successful quarter close: 🔎Identify the hotest leads + requalify as you go, for a delay-free closing process. 📊Make use of existing data: what has worked well for you and for your colleagues in previous quarters? 💥Prioritize high-impact activities and minimize distractions (like unnecessary meetings). 👔Aim to focus your outreach on those with decision-making authority. 💪Intensify your follow-ups, with a strategy that works for you: whether it is automated reminders or personalized communication. What else will you be doing to make the most of the two weeks left in the quarter?

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☠ The CV is dead At least for recruiting junior sales profiles like SDRs Why? Only in very rare cases will you be able to hire an SDR that's worked as SDR before (>98% want to be AE in their next role). Consequently, you will need to hire somebody that's not worked in SaaS Sales. Somebody that is looking to make a career change. Now let's look at the skills that make great SDRs: ✅ Curiosity ✅ Coachability ✅ Willingness to learn ✅ Communication ✅ Work ethic Which of these can you find on a CV? 🤔 None Yes, previous experience in customer facing roles are an indicator (and in fact what many of our candidates have in common). But chances are they had quite a few changes as they thought they could do better (which is why you are talking to them). Our best performing SDRs wouldn't have been invited based on the merits of a "good CV". So don't cling to that CV too much pls. ❗ In order to qualify for fit, you need to talk to them. So instead of asking "Can you send a CV pls?" maybe we transition to "Can they share a quick video pls?". What do you think? #sales #salesrecruiting #SDR

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🚀 Think outbound is dead? Think again! At Spark by WordSmiths, Inc., we’ve helped companies like a Series A Healthtech firm build $3M in net new pipeline in just one quarter—turning cold leads into closed deals. If you’re a startup looking to supercharge your growth with laser-targeted, scalable outbound sales, let’s connect! 🔥 DM me to light the Spark in your business! #outboundsales #redefinebusinessdev #growthplaybook

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If salespeople were brutally honest about their daily tasks: Cold Calling 📞: Perfecting the art of being hung up on within seconds. Email Outreach 📧: Crafting the perfect email to be ignored like it’s an Olympic sport. Pipeline Management 📊: Moving deals around like shuffling papers on a cluttered desk. Quota Attainment 🎯: Stressing over numbers that seem impossible to hit. CRM Updates 📝: Meticulously entering data no one will ever read. Prospecting 🔍: Digging for gold in a pile of rocks. Deal Progression 🐌: Watching deals move slower than a snail on a lazy day only to hit a unexpected roadblock. Deal Reviews 🧐: Justifying why deals aren’t closing, while wishing for a miracle. Tools 🛠️: Juggling so many tools that you still need to manually enter data into your CRM. Demos 💻: Delivering a perfect demo, only to hear, “This looks great! Let me check with my team. Only to be ghosted. What did I miss? #SalesLife #SaaS #b2bsales #sdr #AE

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Why are many companies falling short on accelerating revenue? Here are a few examples of mistakes well intentioned businesses make: 👇🏼 👉🏼 Example 1: Flashy Pants, an innovative new jean company that has an unbelievable product is trying to increase sales in multiple markets. They have opened a variety of BDR, SDR, Account Executive, and other sales roles in a number of different locations. However they have an extremely small recruiting team. One of those team members is out on leave, and a couple of them have never recruited for go to market roles. Some progress is being made, but at a slow pace. If time is money, and the throughput of hiring is not rapidly producing the outcomes you're hoping for, it's time for a new recruiting strategy. 👉🏼 Example 2: Outrageous Robotics, a new robotics company that is helping deliver automated robots that cook your breakfast, dress you and drive you to work at outrageously low prices is working on a top secret project that will revolutionize how you live. They know they need to open a variety of product, engineering and analytics roles to bring this project to life but are hesitant to move forward because they don't have the resources to find the right talent, leading to a massive amount of fear in moving forward, even though they have pre-sales and strong investors backing the efforts. If they had a partner they could trust to bring in the right team members fast with low risk, it would be a game changer to get to the market quicker ultimately realizing an increase in revenues. Ok, maybe these two examples are a little extreme, but are you in a similar situation? Is the pain of hiring the best talent at rapid speeds keeping your business from accelerating revenue? I have a solution to take all this pain away, and get you on track to having record increases in revenue. People, specifically the best and most talented people are the gap that's holding you back from the success you're looking for as a company. REVVED TALENT is here to fill that gap with the BEST People FAST! To learn more about how we can help your company check out the quick overview below. Then reach out to me directly and lets talk about how fast we can eliminate that hiring pain for you! #recruiting #talent #qualityofhire #staffing

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Booking meetings in France / Europe Vs North America 2021 : Worked as an SDR for French market, then expanded to European market.. selling software, Cold calling wasn’t that famous, pretty good connexion rates and personalized + multi channel outreach worked really well for me.. End of the 2022, started prospecting American companies .. and found out that connexion rates are 10 X less ! Also, what took 10 days to get a response - yes or no doesn’t matter - took at least 15 days.. Then I asked here on Linkedin : does anyone here in France cracked the thing for US companies? Does anyone have experience switching from French / European market to North american ? What to do what to expect what to avoid ? 🦗 🦗🦗 Now. It’s been 2 years that I work almost exclusively with the NA market and.. can’t say that I absolutely cracked it - but at least I know the differences when prospecting - but also when selling to a different culture like this. For this reason I think it would be a great value is we organize a discussion about this and help other sellers to understand differences and show what works and what not. No BS bla-bla no lessons and no philosophy, just real people from the tranches speaking to their peers Thoughts ?

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SDR’s looking to make AE. You must master discovery. The largest gap to you becoming a full cycle power house is your ability to conduct solid discovery sessions consistently. Here’s how to get started. 1. Learn a simple discovery framework. Current state, desired future state and the path to get from current to future. Learn the right questions to ask so you can discover the most in customer conversations in the shortest amount of time. 2. Practice discovery sessions. Find a group you can role play and get the reps in with. Practice going through the framework. Most reps get messed up when they hear something they weren’t expecting and they don’t know how to deal with it. 3. Keep listening in on disco sessions you set up for you AE’s AND ask your AE’s if you can chime in with questions. Being a fly on the wall is nice. But, there is nothing like getting some real world experience. The good AE’s will get you more involved in the right situations. 4. Be okay with walking away. If the deal is not a good fit it is better to search for the right one than to try and shove a square peg in a round hole. 5. Don’t give up. Sounds obvious but many people quiet quit when it gets really hard. They stop trying to get better, the go through the motions, they become satisfied with mediocrity, they do just enough to get by. You have an opportunity many people would love to have, act accordingly. Mindset matters. Pursue excellence. It becomes fun when you start getting results. You start getting results when you work your ass off consistently. The battle is in your mind. Win there. #InTheArena #ClosedWon

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If outbound isn't performing Just do this… Call all new prospects  Research 5x beforehand to avoid fumbling If they’re unavailable on calls Send 100 Connect req daily on LinkedIn In mails Video prospecting If they don’t accept the connection mail them Self drafted Personalised Give clear CTA This will give you help you to find the right channel to focus on Do A/B testing Don’t give up But give it time. Outbound always works - it sometimes just takes longer than you'd like it to. ps: if you want an outbound sales arm for your business dm me "outbound" Intandemly

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Life science sales reps Here's the best time management advice you won't hear from the gurus: Disqualify deals quickly. Nothing wastes your time more than chasing unqualified opportunities that string you along. Avoid happy ears. Spend less time on bad deals. Spend more time prospecting the right deals. Your win rates will go up. Your stress will go down. Want to learn how? Join Succession

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My 5 top CV tips for Junior/Medior SaaS Sales professionals... 🧡Add a short and semi-specific personal statement. Example: 'SaaS BDR with 2 years of experience open to Junior AE opportunities in a MarTech startup or scaleup' 🧡Add your KPIs (Target/Benchmark VS Attained) Example: 'Booked 35 meetings per quarter (110% Target Attainment)' 🧡Add the tools you use (not only Sales CRM, but any others that are relevant to your work). Example: LinkedIn Sales Navigator or GDPR-compliant prospecting tools. 🧡Use SaaS lingo! Examples: MRR/ARR, MQL/SQL, ROI, Churn, PMF, etc. 🧡Bonus Tip: Include your preferred sales methodology!

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Monday Newsletter: PIP (Performance Improvement Plan) Happens. I’ve spoken to at least 5 SDRs who were put on PIP in the last 4 weeks. Some were fired, others were in a bad mental state. It's not a pleasant feeling. Most SDRs don’t know what to do. Don’t be most SDRs. We published a guide on what to do instead. 🔗 link to read in the comments. If you like what you see, consider subscribing. Turn setbacks into comebacks. Let’s go! #sales #SDR

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