Usama Abbas

Poor sales culture (And the 8 hidden hiring costs) What you see will first 👇 ❌️ Reps missing quota ❌️ Sales forecasts missed What you will see later ⏳️ (often when it's too late) 1. Bad glassdoor/repvue ratings 2. Increased candidate scruitiny 3. Internal referrals dry up 4. Progression paths stop 5. Increased time to hire 6. Pay rise freezes 7. Cultural damage 8. B players What is the most damaging hidden cost you see from a poor sales culture? 🤔💬 (and how would you avoid it?)

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Who’s hiring in sales right now?! 🚨 It’s Friday… Let’s share some open roles! 👏 Salesloft are hiring AEs in both the US 🇺🇸 and the UK 🇬🇧 👀 👨‍💻 Tom Davies 📝 If you’re also hiring… I want to hear from you! 📢📢 It’s an open role roll call!! 📢📢 Post your company and the open role you have in the comments section. 👊 I’ve got a 50k+ audience and your next candidate might just be in there! You never know who might see it! 😉 Let’s go! 👇 #hiring #sales #openrole

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📈Increased offer to acceptance rate 📈Increased candidate conversion rate 📈Increased positive brand persception 📈Increased external & internal referrals 📈Better candidate net promoter scores 📈Quality & retention 📉Decreased drop out rates in turn impacting cost per hire Sounds great right? ☝🏻You can expect this when you focus on making an incredible candidate experience centric to your process… You’re only going to win 🥇 #TalentAcquisition #CandidateExperience #Staffing

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Do you need to have SDR experience to be a successful SDR? In my opinion, no. If hiring managers are just looking for existing SDR’s then a lot of talent is being missed. Call centre jobs, door-to-door sales…recruitment 😅 There are many roles out there that build resilience, grit and get people used to being told no… or worse, which is vital. Don’t get me wrong, hiring someone with SDR experience would be ideal and make them very likely to succeed. But, you might be hiring someone who wants to progress quicker than you like. If they’ve been an SDR for a year already, will they want to start from scratch and do another 12 months? They may be a bit more expensive and might even need as much training as someone with no SDR experience if they’re used to doing things a different way! There’s a lot of talent out there, don’t fish from a small pool 🎣 #recruitment #sdr #creativenatives

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SIMPLE ways to motivate & retain your Sales team: 1. Paying uncapped commission with accelerators💰 2. Giving recognition from management🤝 3. Annual pay reviews💷 4. Keeping the targets achievable📊 5. Promotion opportunities🪜 6. Investing in Marketing to create a brand & an inbound funnel⭐ 7. Continual training and development📈 8. Flexibility to work where they perform best🏠 9. Sales process nailed internally✅ 10. Awesome tech stack💻 Anything else to add?

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✅️ Talent Testimonial from a stellar SDR we just helped secure their dream role But who does make the best SDRs? 🤔 My 16 year experience of being, managing and hiring these profiles teaches me that these 👇 are the 8 go to backgrounds for incredible early stage sales roles 1. Recruitment 2. Hospitality 3. Sporting 4. Law 5. Teaching 6. Journalism 7. Engineering 8. Business & Marketing grads Any I missed? And where did you start before you got into tech? Tick Talent - It's about time you asked us to help with your GTM matchmaking

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🚀 Hiring Account Executives in new regions isn't easy. 💡 Here's what Andy Baillie would look for if he was recruiting the first AE on the ground in the UK 🇬🇧 🎥 Growing Pains is a new video series where fitness meets software sales! 🎤 I interview some of most successful sales leaders in the tech industry about their career journeys and how they've built high performing sales teams. 👇 Follow the link in the comments to watch Episode One! 🍿

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👏Female-Led Recruitment Start-ups - Top daily motivational tips👏 Developing a robust sales strategy is crucial for your agency's growth 🔥 Download our free guide to starting your new recruitment venture: https://lnkd.in/ezM2rmWV Here’s how: 👌 Identify Your Target Market: Clearly define who your ideal clients are and understand their needs. 👌 Develop a Unique Value Proposition: What makes your agency stand out? Communicate this effectively. 👌 Build a Sales Process: Create a structured approach to acquiring new clients, from initial contact to closing the deal. Helen says…'Early on in my business I developed a solid and consistent sales strategy to only target SME’s with certain criteria, e.g. PE investment or funding and/or founder-led with significant growth plans. Building an engagement plan week on week with those firms meant that we were able to not only secure multi-hire clients but build predictable income' #whynotyouwhynotnow #professionalwomen #recruitment #entrepreneurship #motivation #innovation"

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Your commercial team is more than just the face of your company... If built strategically, your sales leaders can be: Catalysts of growth Architects of key relationships Ambassadors for your brand Not to forget, the driving force behind your revenue! Given how critical a role they play, can you afford to compromise?   At the Focus Cloud Group, we're not just aware of the importance of roles such as Sales Director, CCO, Business Development Director; we specialise in them. And we're excited to introduce our dedicated division, Focus on CloudSales, specifically designed to connect you with the top sales talent in the cloud technology arena. Find out more here.   I am at the helm of this division, and i bring a 10-year track record of successful specialist commercial recruitment to the table. I understand the challenges you face and know precisely what it takes to recruit a commercial leader; someone who can propel your business forward.   So, whether you're looking to expand your team or exploring ways to enhance your commercial viability, I'm here to help. Interested in taking your team to the next level? Let's talk.    #cloudsales #commercial #businessdevelopment

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There’s a thing you want. Maybe it’s better conversion from the 1st to the 2nd meeting. Maybe it’s more high-quality pipeline. Maybe it’s to win more deals vs your main competitor. And there’s a problem standing in the way of you getting that thing. My question for you is... What’s the thing you want and what’s the problem getting in the way? (Send me a DM if you don’t want to comment publicly)

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Some great energy in the Vincere.io office yesterday. Great day of calling, genuinely why you get into sales, the buzz of it all 😎 And then head out for a few beers 🍻 Love it 😍 But some key takeaways for me 👇 ♦️Numbers game not that many people pick up the phone, equals more dials 📲 ♦️Don't talk about features, has to be outcomes, the prospect doesn't give a F*ck about this button does this, does that ♦️You'll hear no more than yes, but that's ok, every no means you are closer to a YES ♦️I think "how are you?" is dying, my best calls were straight in with permission based openers ♦️AND finally, what's the worst that happens, they hang up or say no, it's just like being at home with my wife and daughter 🤣 Anything you think I've missed? #RecOS #sales #coldcalling

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The dreaded Cold Call Objections can really be a blocker to get people dialling (particularly early in their sales career) I read some tips from Mike Gallardo and applied it to my recruitment BD. When you get a cold call objection say "that's why I called" 😎 Some examples worth noting 👀 ❌ Send me an email 📧 Actually, that’s why I called...emails create more questions and don't provide all of the answers. Thought it would be useful to understand how we helped (Similar company) hire (similar vacancy). ❌ We already have an agency 🤝 Actually, that’s why I called... (similar company) was using (competitor) and liked that we could offer (differentiator). ❌ We don't have budget 🤑 Actually, that’s why I called... I thought with the in-house team you have you might not have a budget for external agencies, but hoped to share how we’re helping (similar person/company) achieve (positive hire, tenure, growth) so when you’re ready you know where we are. ❌ I'm not the right POC 🔎 Actually, that’s why I called... I’ve researched (company name) and I’m not sure who to talk about hiring and thought you’d benefit from (positive outcome). Any recommendation on who to reach out to? ❌ We don't have a need 🤷‍♀️ Actually, that’s why I called...I thought that might be the case or you'd have something in place. (Similar Company/Competitor) said the same but liked that we helped them achieve (positive outcome). Give it a go - easy to apply, and can definitely improve your connection times, and information you are getting from BD calls.

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***Recruitment Market Update*** Thankfully its going the same direction as the UK weather- key indicator for that: June Sales - 35% better than June sales in 2023 & our strongest month YTD July New Jobs - on course to be the highest number this year It bodes well for H2 & hopefully the confidence continues to build in the market. #Recruitment #Update #Indicators

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Absolutely true. The key takeaway here is understanding why we're missing sales opportunities. Are we genuinely delivering value, or are we overpromising? Are we overly confident, or is there something we're overlooking? It's crucial to identify the real reasons behind our setbacks, rather than relying on assumptions. By digging deeper, we can address the gaps and retain prospective clients effectively. #ClientRetention #BuildTrust #DeliverOnPromises #ValueDriven #KnowYourClients #ClientSuccess #RetentionStrategies #UnderstandTheWhy #LastingPartnerships #TalentTalks

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Why should someone work with you?🤔 As a sales person, why should someone buy your product? 🖥️ Or if you recruit, why is your agency the one they should use? 🤔 Now tbh a fair few won’t be able to answer these questions that easily or at least not with any conviction 😵 You might reply, people work with me because I’m the best, or our tech is groundbreaking with the best support possible. All fair but for me anytime you are trying to win someone over, it’s all about belief 🙂 You have to believe in what you are selling. You 100% know what are you proposing is going to change your client’s business. And if they don’t buy that’s ok 👌🏽 You move onto the next one, and who’s to say prospect 1 won’t come back around one day 🙏🏻 But you lived and died by your sword ⚔️ So live and breathe what you sell, it will show in the sales process 🔥🫶🏼 #sales #recruitment

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B2B sales = where the progression and reward is as a salesperson If you’re serious about your sales career then you’ll need this experience. Particularly if you want to break into tech sales. If you have any cold outreach, prospecting or outbound calling on your CV from a B2B environment then use it. That’s transferable. And if you don’t, then it might be worth considering other B2B sales roles as a stepping stone. Sometimes it’s better to earn and learn. Rather than wait for the perfect opportunity. #salesjobs #jobhunting #salescareer

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We often talk about our deep partnership with LinkedIn... 💬 Well here’s a short video showing how Mercury seamlessly works with LinkedIn, offering you TWO game-changing solutions to add to your sales AND sourcing efforts. 💥 Discover how you can generate more opportunities and make more placements. 👀 Message me to find out more! 👊 #Linkedin #Mercury #Microsoft #Integration #Partnership

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Happy Friday! Kicking off the weekend with a fun thought experiment—every Friday, I’ll share a scenario I’ve come across, and I’d love to hear how you would handle it. Here’s this week’s curveball: A rising star in sales gets promoted to manage the team they used to be a part of. Exciting, right? But here’s where things get tricky—what happens when their old teammates (now direct reports) aren’t exactly thrilled about the change? 😬 I’ve seen this play out a few times lately, and let me tell you, it’s a dance. The new manager is eager to lead, but the team’s struggling to adjust. Old dynamics? Hard to shake! My solution? It’s all about balancing authority with empathy. The new leader needs to redefine relationships while still maintaining the camaraderie that got them here. I’ve been advising my clients to set boundaries early, but to do it with a human touch. After all, leadership isn’t just about driving results, it’s about building trust. What would you do in this scenario? I’d love to hear your thoughts on leading former peers. 👇 #SalesLeadership #PromotionChallenges #TeamDynamics #LeadershipGrowth #TrustAndAuthority

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