Sales Assembly

🚀 ☎️ Leveling Up My Cold Calling Game: The Sales Assembly Advantage We all know the feeling—that slight hesitation before dialing a cold lead, the internal debate about the best approach. ☎️ Cold calling is challenging, but it’s also one of the most rewarding skills when you adopt a mindset for mastery. 👉 That’s why I’m here to share with you that I recently earned my Cold Call Communications Certification from Sales Assembly. 🚀 This wasn’t just about checking a box; it was about investing in myself and my ability to connect with potential customers in meaningful ways. Here’s what I learned: 1️⃣  It’s About Building Relationships, Not Just Pitching Sales Assembly emphasizes understanding your prospect’s needs, creating value from the very first interaction. 2️⃣  Objections Are Opportunities Rather than fearing objections, I’ve learned to reframe them as opportunities to address concerns and deepen the conversation. 3️⃣  Communication Is More Than Words From tone of voice to strategic questioning, I gained invaluable insights into crafting compelling and effective communication. 🎉 A big shoutout to the amazing team at Sales Assembly and the fantastic facilitators who made this experience impactful. Special thanks to Lissie Levin as well as Brad Rosen, Jeff Rosset, and Matt Green, for their support and guidance. 🔥 Bringing the heat of knowledge for this course with invaluable insights: 💜 Will GPT, Will Aitken, Kimberly Pencille Collins, and Jake Bernstein 🎯 And of course, a huge thank you to Bullhorn for the opportunity to pursue this certification and for fostering a culture of continuous learning. Grateful to be part of a team that invests in our development and empowers us to reach our full potential. 🤘 - Carolina Garcia #SalesAssembly #Bullhorn #ProfessionalDevelopment #ColdCalling #InvestInYourself #LifeAtBullhorn

“We think you’re ready.” Those were the words that came out of my CEOs mouth when I learned that I was being promoted from running field operations to running an entire sales organization. - Did I have any experience running a sales team? Nope. - Did I have any training in sales leadership or management? A little. (I had taken a generic AMA “being a manager” class on my own.) Running a sales organization was my goal - so this was my goal achieved…well, until I realized I truly had no idea what I was doing. I wasn't ready. Two days in, I was already feeling like a dog chasing a car down the street, never knowing what direction it was headed. I naturally fell back on my default training…being a salesperson. That’s what I knew. My leadership approach? A random combobulation of the things that stuck with me from leaders I had worked for in the past. Sound familiar? As a salesperson, I had a structure…a framework. As a revenue leader, my calendar and to-do list was my framework. And, given that I didn’t really know how to do anything on said list/calendar, Advil became my mid-afternoon snack. So, being the nerd that I am, I created a structure…a framework for revenue leadership. It became the foundation for my planning, strategizing, seeing the holes before they formed, communication…and when the heat went up in the kitchen, I had it to fall back on: my new default. I used it for the next 10+ years, optimized it, researched/sciencized it, and laid it on a bed of transparency. I’ve been teaching it (a lot) to revenue leadership organizations, wrote a book about it, and now, starting in February, in conjunction with Sales Assembly, we’re bringing it to first-line revenue leaders. I'm totally biased, but for a virtual program series, I've made it as entertaining, head-slapping, and immediately actionable as possible. Optimized for how we learn and retain (which also means there's an attendee max), it's not “theory”…just stuff you can use to maximize your impact and the performance of your teams, sleep better, sound smarter, build lasting culture, and hopefully take with you for the rest of your careers… I'll let Jeff Rosset, Matt Green, or Brad Rosen weigh in here on the details and the process to sign up. Let's get nerdy...

This is bananas to me. This is why it’s so important to do your research on sales companies you plan on joining. Let’s say you got a job offer for an enterprise role and you’re mulling on joining either Company A and Company B. You end up choosing Company B because the OTE is higher. Smart choice right? Not quite, especially when given some context that the sales team at Company B’s quota attainment is 61%(!!!) lower. And their culture is worse. Oh, and their product-market fit is awful. Compare companies: https://lnkd.in/g3mJdhkg See up-to-date info on over 11,000+ sales teams: https://lnkd.in/gQMRCFN6

Thank you Sales Assembly for a great course in Cold Communication. It was fun and educational to spend time with some sales legends - 💜 Will GPT Will Aitken, Jake Bernstein, Kimberly Pencille Collins. Can't wait for the next course!

🚀 Wrapping up week two at Sales Assembly, and it's full speed ahead! Over these past two weeks, I’ve been learning the ins and outs of the company, connecting with incredible colleagues, and sitting in on customer meetings. I even had the chance to facilitate a peer group of superstar XDRs! I’m beyond excited for week three and all the new opportunities it will bring. Here’s to more learning, more connections, and of course, more tea in my new Sales Assembly mug! ☕️ #NewBeginnings #SalesEnablement #AlwaysLearning

I left my heart (and six of my I 💙 Sales hats that I brought as swag) in San Francisco 🎵 What a fantastic time last night. Great convos. Great good. Greeeeeat people. These dinners we do every month continue to amaze me. And remind me how important IRL connection is for execs. We’re all stuck behind screens all day, maybe popping into a shared office space, and if we’re lucky we get to spend some quality time in the office with peers now and then. Getting together for old fashioned human connection is where it’s at. Capchase ZoomInfo Nooks thank you for helping to make last night happen!

Great content Sales Assembly!

Raise your hand if you had amazing…any?…formal training when you became a sales leader. … … … I’ll wait. … … … 🦗🦗🦗 Hats off to Sales Assembly for creating a killer cohort for front line sales and revenue leaders, and for somehow convincing Todd Caponi to lead it for three months. The agenda makes my heart skip a beat, is something I’d have killed for as a new (clueless 💁♀️) leader, and is unsurprisingly already half full for its February launch. If you have it use it/lose it funds, professional development $$, or budget to allocate to leaders before year-end, you couldn’t pick a better program. And if you love Sales Assembly, loathe Matt Green, or have seen Todd speak (and heard his amazing high pitched impersonations), drop some love or hazing in below to help others learn about this awesome program. 😏😍 Matt, drop the details in below! 🤓 #samsales

Excited to share that I’ve completed my Risk Mitigation Certification from Sale Assembly. 🎉 There was so much great content covered during these sessions although my two favorite takeaways were the 3x3 persona map that Lisa Honaker shared in her session on multithreading and the much needed refresher on strategies for time management that Leanne Pozzi covered in her session.  Learning is one of our core values at PandaDoc 🐼

Yesterday, I shared a framework for cold calling. Today, I wanted to (re) share a research template that I've iterated on for several years now: A research template for BDRs to prep for outreach with. I ran a certification session on this topic with Sales Assembly, and I'll be running it again twice in 2025 (!!) This template can be used to prep for calls, or prospecting outreach of any kind. The goal is to do enough relevant research so that you: ▶️ develop a POV on their business ▶️ come up with a likely pain or challenge they face ▶️ tie it all into a hypothesis on why they'd want to learn more I find that when you tell a new seller to do 'research' with no template, they'll do one of two things: 🚩 find something personal, not relevant, about the prospect to lead with 🚩 spend an ineffective amount of time on the task with no guidance Plus, it doesn't build confidence as a newer sales rep to feel like you're in the middle of an ocean without a lifeboat. Giving them something like this to lean on will hopefully improve their confidence, and effectiveness on various outreach channels. 😊