Attention

Have quickly learned that EOY, especially December, is one of the toughest times to be a seller. The months are shorter from the holidays, and buying is not the priority for prospects... but quota and monthly targets remain the same. Here are two key ways we are overcoming these obstacles: 1) Extra planning. Doing the work through account research and prospecting in advance of the "dry season" can make all the difference by EOM and EOQ. Building extra pipeline is the only way to ensure that no-shows, delayed buying decisions, etc. will not derail your quota. 2) Be cognizant of your prospects timeline. While it may not make a a ton of sense to target prospects whose FY ends on Dec 31, there are luckily a lot of companies that don't follow the usual schedule. For these companies, this time of year is business as usual, making it a lot easier to engage in a proper cycle with them. Would love to hear any other strategies!

AI is transforming sales. It’s changing everything. Here’s how AI tools are enhancing sales: ☑ Lead Generation with Amplemarket Amplemarket helps you find and optimize leads. ☑ Personalized Data with Clay Clay enriches your data for better personalization. ☑ Smart Call Analytics by Attention Attention provides insights from calls to improve strategies. ☑ CRM Integration with Breakcold Breakcold enhances CRM features for better relationship management. ☑ Content Generation with EasyGen EasyGen creates engaging LinkedIn content effortlessly. ☑ Intelligent ICP Analysis by Octave Octave analyzes ideal customer profiles to target effectively. AI tools streamline sales processes. They improve targeting, boost customer engagement, and drive revenue growth. Sales teams using AI stay competitive. They innovate their approaches, foster meaningful relationships, and adapt to the evolving digital landscape. Embrace AI in sales. It’s the future. What are your favorite AI tools?

📣 We are hiring BDRs 📣 This is an opportunity to join an incredibly fast-growing, well-capitalized NYC startup. We work extremely hard, but I could not ask for a better professional environment. 5 days a week in person in NYC is a must. Other than normal outreach (phone, email, etc) you will be given an enormous amount of freedom and responsibility to grow the company. I encourage individuals who attended great schools and entered into the world of finance/consulting but realized it was not for them to reach out. I also encourage those who are currently killing it at later-stage companies as BDRs, and want to move to a place with huge upside potential to give me a shout. By the way, $500 for any referral that results in a candidate being hired :) Please email [email protected] for submissions!

I just met one of the best sellers... And they broke every stereotype... Not the most charismatic. Nor the most persuasive. And not the "typical" seller you'd expect. But 3 traits turned our conversation into a $40K+ deal in record time: 𝘟-𝘙𝘢𝘺 𝘝𝘪𝘴𝘪𝘰𝘯 𝘧𝘰𝘳 𝘗𝘳𝘰𝘣𝘭𝘦𝘮𝘴 10 minutes in, they mapped our problem - even parts their product couldn't touch (which they gave us advice on). No marathon discovery calls needed. 𝘋𝘢𝘪𝘭𝘺 𝘊𝘩𝘦𝘤𝘬-𝘪𝘯𝘴 At the end of our first-call, they set daily 10-minute check-ins. Questions about product? Pricing? They were there. These micro-touchpoints kept momentum going. Because let's face it - time KILLS deals. 𝘚𝘱𝘦𝘦𝘥 > 𝘎𝘢𝘮𝘦𝘴 𝘪𝘯 𝘯𝘦𝘨𝘰𝘵𝘪𝘢𝘵𝘪𝘯𝘨 While most vendors save their urgency for month-end, this seller came out sprinting. One competitive quote upfront. One pricing discussion where they were amenable to our terms. One final call to close. Done. This wasn't Hollywood's version of a star seller. This was better. They showed me that in 2024, the best sellers aren't closing with charm, although it doesn't hurt :). They're winning with efficiency, insight, and speed.

I was getting 40%+ reply-rates sending AI-generated emails back in 2021 (yes you read that right). And we're still getting 20% reply-rates (and lots of booked meetings) today using next-generation plays (see the screenshot). I'll be chatting about what we're doing over here with outbound, alongside Bethany Stachenfeld (CEO at Sendspark) and Aaron McReynolds (CEO at Alysio), on Wednesday Nov 20 at 12pm ET. Comment and I'll send over the webinar link 😉

Turning leads into clients? Here’s how we do it. Over the past year, we’ve seen great innovation in top-of-the-funnel strategies. Everyone talks about automated outbound with tools like Clay, RB2B, Common Room, Instantly. But what about the mid-funnel? While everyone focus on generating opportunities. There’s been far less discussion on optimizing the processes that turn those opportunities into paying clients. At ColdIQ, we believe the mid-funnel is also ripe for innovation. On Wednesday, we’re hosting a webinar with Anis Bennaceur, CEO of Attention exactly, about this. We’ll each share one workflow to optimize your mid-funnel process. Here’s a sneak peek of what I’ll be sharing: Everyone knows us at ColdIQ for our LinkedIn content. To capitilize on this, whenever an opportunity converts into an SQL in our CRM, we automatically: 1. Enrich the lead to identify key decision-makers at the company. 2. Send a Slack notification to our leadership team. 3. Have our team connect with these decision-makers on LinkedIn, so they start seeing our content. Why? Because at ColdIQ, we believe that good content is the best follow-up. By exposing key decision makers to our insights, we stay top-of-mind and continually build trust. And the best part? This whole thing is fully automated. Join us on Wednesday to learn how to implement this workflow + 2 others shared by Anis and Fivos Aresti. See you there! 👋

Building your traditional GTM org is dead. If in 2025 you haven’t figured out a way to maximize revenue per rep, you’ve got something wrong. Everyone has been talking about top of funnel automation with AI. But middle and bottom funnel? Most people get it wrong. I’ll be talking about this and sharing use cases in this webinar with ColdIQ. https://lnkd.in/efaxzhma See you there, Nov 20, @ 11am ET, 5PM CET

Last week I saw the coolest demo I've seen since Amit Bendov showed me Gong in 2016. Since that conversation, the sales world has been flipped on it's head. - many sellers no longer have a mentor sitting right next to them helping - a lot of the "sales advice" they are getting are from people who work at other companies selling a product that sells itself - many younger sellers are no longer sitting around other folks selling And while younger sellers are slowly making their way back into the office, a lot of the time their managers aren't... I just don't see coaching happening as much. Managers it seems are focused on later stage opps and reporting, rather than true mentorship. enter Attention Ben Aghion walked me through their platform in 5 minutes and it was one of those "duh" moments. It automatically updates your CRM with MEDDICC (or whatever methodology you use)... next steps, buyer, etc... everything so your manager isn't on your back. Even more impressive though is the sales training inside the application. It does an excellent job breaking down where the AE needs work -- uncovering business value, economic buyer, next steps... then it FINDS other reps who are doing that well and uses what they are doing to coach the rep who is underperforming by providing concrete examples on how to improve. They've really thought a lot about this problem.. I really believe that this is the future of sales. It may feel like we are overwhelmed with AI Sales tools (and we are), but the reality of the situation is there are millions of sellers, and we are just at the beginning of what a new style of sales enablement in the future is going to look like.

Recently, a BDR: - Overcame my initial objections - Persuaded me to share internally - Followed-up without being obnoxious Here’s what they did: First, their initial outreach was customized and clearly “just for me.” That allowed them to break through the noise of my inbox and earn a response. Unfortunately, my response was “not interested.” Despite my rejection, they kept working the account. They learned more about LaunchDarkly’s priorities by speaking with people on our enablement and revops teams. Armed with that new information, they came back to me with an even more relevant value proposition. This earned my interest, and I wanted to dig in deeper. But, that message caught me while I was traveling back from Europe, so I completely forgot about it. To make sure his message didn’t fall through the cracks, he thoughtfully followed up with a relevant statistic and reframed their value proposition. So much better than “Thoughts?” or “Just making sure you saw this.” While there isn’t a fit right now, Noah Kaye put on a clinic for how great outreach can help you differentiate. And that ensures being top of mind when there is a fit.

Sales Enablement is evolving. Join industry experts as they redefine what sales enablement means and share insights on building and scaling successful enablement programs - what is working, and what is not. During this event, Jacob Fleisher, ☑️Lisa Kelly, and Ryan L. Ball will cover: 🟢 Tactical takeaways: Actionable strategies that are and have worked well, that you can also implement. 🟢 Redefining enablement: What does it mean now and what does it achieve. How to turn talent into success, create holistic support, incorporate AI, and identify leading indicators to stay ahead. 🟢 Where does enablement belong? Learn about the ongoing debate and why successful enablement might look different across teams and structures. + more. Register through the link in the comments to either attend live or receive the exclusive recording to watch on demand 👇 #salesenablement #saas