Aaron Leeder 🏒

Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

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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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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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Pipeline Heroes use scripts in cold calls. Scripts that induce: Curiosity Dont target the meeting as the only purpose of the call Scale follow-ups and next actions for those in ICP, but not in market Treat conversations as reconnaissance and a cornerstone of a relationship with a stranger PipelineHeroes use scripts because they are professionals and want to be Accountable Measurable Scientific

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"How many CSMs do we need?" "How many customers do my CSMs manage"? We've dug into our nearly $2 billion in client revenue data, analyzed industry standards like the Jason M. Lemkin and Gainsight suggestions, and crafted our own Infinite Renewals approach. Whether you're managing too many accounts or wondering how many CSMs you need, this is for you. A sample is below, but the good stuff is in the full report. The Infinite Renewals team of Kate Mazzini, Kristine Vallila, and Renee Murphy really dug in, and also put together a "choose your adventure" approach, which accounts for ACV, ARR, and allocated time per account. Next Thursday, October 3rd, from 1-2 PM EST, we'll be hosting an exclusive Ask Me Anything session. 📈 Drop "REPORT" in the comments to get the report. Don’t miss out on this opportunity to gain invaluable insights! 🗓️ Spread the word!

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SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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Are you experiencing longer sales cycles? Need more enablement for your sellers? Feeling the pressure on deal sizes? Do you need more pipeline to make the same revenue goals? Watch this on-demand webinar to learn how to drive efficiency across the funnel and keep winning in a tightened market. My favorite takeaways: 1. Create your ICP and personas, and integrate them into your targeting 2. Make efforts to collaborate between teams with shared metrics and feedback 3. Develop a simple or comprehensive lead nurturing strategy to engage buyers 4. Follow up first and personalize it using lead notes, expanding on their reason for shopping 👉 The Efficient Funnel: Lead Targeting and Engagement Best Practices: https://gtnr.it/4cv83gp #Webinar #LeadManagement #Efficiency Gartner Digital Markets Tom Cox Matt Hanson Alison Wong

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Hey #RevOps I have 2️⃣ questions for you First = what IS RevOps in your organization? 🤔 Second = what SHOULD RevOps be in your organization? 🤨 We're getting 25+ RevOps leaders together in San Francisco in a few weeks to help answer this question, and a whole lot more. Intrigued? Of course you are. 😏 This is part of a broader event series for us called 👇 RevOpsAF Executive Think Tank 🧠 Where we are getting RevOps leaders together in a variety of cities across the US for a roundtable discussion on: What RevOps should look like in every organization 🪞 What's standing in the way of a truly unified RevOps function 🚧 How to convince CEOs to respond and adapt to evolving market conditions by adopting a comprehensive RevOps charter 🗺️ A RevOps path to the C-suite 🧑‍⚕️ Current problems and issues faced by RevOps teams today and how to solve them 🛠️ This event will have two parts: 🧠 Part 1 is a 90-minute roundtable session on the above topics 🥂 Part 2 is a networking and cocktail reception Event details: 📌 Proper Hotel in San Francisco ⏰ Starts at 2pm PT ✅ Register here → https://hubs.ly/Q02Hvfj40 If you're a RevOps leader in #SanFrancisco and want to help shape the future of RevOps, join us in August. PS - in addition to San Francisco, we'll be holding these think tank events in #Chicago and #NewYorkCity ...registration for those will be open soon PPS - shout out to our friends at Subskribe for sponsoring this event. 🫶 #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #sops #mops #csops #cxops #gtmops #alltheops

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Sales Friends- How many times in a sales conversation do you qualify your prospect's level of interest? ReplayzIQ has unearthed that top sales reps will qualify their prospect's level of interest 3-5 times in a 45 minute Discovery or Demo call. What does 'qualifying their interest' mean exactly? It means taking a temperature check of your prospect throughout the call to see if they genuinely appear to be seeing value and whether they are identifying with the pain you are solving. Are they leaning in or out? Are they hot or cold on your solution's ability to solve their unique painpoints? Why is this important? None of us are mind readers. So why not just ask how your prospect is feeling about what you've unearthed so far? This gives you the ability to address what is on their mind right there and then. A lot of the time your prospect won't volunteer this info unless you ask. AND unless you ask in the right way. What can this sound like? "Based on what we've discussed so far, it sounds like our solution could immensely help you with ________ (insert the pain you identified here). What do you think?" "So is this feeling like a fit for you?" "How does this stack up with how you are doing it today?" "Is there anything you were hoping our solution would do that you haven't seen so far?" ReplayzIQ uses AI to analyze hundreds of sales calls per hour. We've trained ReplayzIQ to unearth the patterns that lead to success. This one skill consistently shows up as a differentiator of top-performing sales reps. What other qualification questions do you use? Weave in 3-5 of these gems in your next sales convos and you will see the difference. Crush it today my friends! 🙌 #sales

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It's not about getting more notes into Salesforce. It's about increasing your conversion rate through more detailed emails after in person meetings. It's about making sure when reps leave or change territories new reps have the information they need to know when to re-engage. It's about making sure management understands whether the forecast numbers are real or not. So next time your manager or RevOps is bugging you to update your pipeline remember why!

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I am not trying to create "balanced" sellers Im trying to help create unfair advantages in the marketplace for the sellers I lead Finding different ways to say and teach the same two things is ultimately my enablement plan. Yes I said "my enablement plan" because enablement shouldn't be outsourced or delegated. Frontline leaders should own this but... Its not about a peanut butter spread of enablement topics to check a box that "we are enabled" across everything you could possibly be enabled on It has to start with identifying the 2 or 3 most impactful areas to focus that will drive the majority of forward progress If we break it down to its simplest form, sellers do this: Generate Pipeline --> Progress Pipeline --> Close Pipeline This year (and for the past 5 years) I have planted my enablement flag squarely in the first 2 buckets. I have found that if you can get really good at - Generating Pipeline - Progressing Pipeline Then the 3rd bucket takes care of itself 21 trainings delivered this year around those 2 topics As a result... We are damn good at pipeline generation We are damn good at creative contracting (pipe progression) Being damn good at those two things means that we always have deals to run at because our pipeline is full... And we have have the skills and tools necessary to create a win/win for any customer no matter the customer situation because we understand finance, cashflow, and how to structure deals to get the customer what they want, when they want it Let me keep it all the way real for a second though. There is a downside to this approach We are NOT very good at a lot of things Some would say that my team is a little out of balance with lots of improvement areas Public Service Announcement: Its intentional that we are good at the things we are good at which means that Its also intentional that we are NOT good at the things we are NOT good at because we dont focus on being good at those things. Not telling you what to do, just showing you that the 80/20 rule applies in frontline sales leadership too!

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Starting a new sales job is stressful. Humans are herd animals. We fear separation from the herd. Think about the last time you started a new job. You don’t know the product. You don’t know the customers. Tenured sales reps are sticking their elbows out because you pose a threat. That’s why it’s so important to create attachment to the sales organization as quickly as possible. Attachment comes in many forms. Most companies will host a happy-hour or get-to-know you session with new hires. Others will introduce a buddy-system or mentor-syle approach to cultural onboarding, relying on peers to help the new salespeople attach to the org. These things are good and helpful, but they aren’t the main thing. If you want a new salesperson to ramp quickly, show them exactly what they need to do to be successful. Salespeople want to win. They want to close customers and bring in revenue. They want to earn commissions. They want the admiration of their peers and supervisors. Even more fundamental, people want to do things that they are good at doing. So show them how to be good at selling your product to your customer, and they will want to do more of that thing. New post up on the Weekly Game Plan... Learn how to shorten ramp-time for new sales hires: https://lnkd.in/efWpFMS3

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SDRs and AEs are sending way too many emails these days. All you need is 4. 𝟭. 𝗧𝗵𝗲 𝗙𝗶𝗿𝘀𝘁 𝗘𝗺𝗮𝗶𝗹 Jill, looks like your team’s growing quickly. How’re you planning SKO for all your new AEs? We help sales leaders pick everything from destination, flights, meals and events. Simply put in your team size and budget and we’ll give you all your options in seconds. Curious to learn how? 𝟮. 𝗧𝗵𝗲 𝗥𝗲𝗽𝗹𝘆 𝗘𝗺𝗮𝗶𝗹 Here's a quick video showing how you can plan SKO (flights, meals and events) in less than a minute: [insert video] ♻️ And then repeat that (a week later) with a new pain point That's it. 𝗠𝗼𝘀𝘁 𝗜𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁𝗹𝘆: Don't send break up emails. Those get marked as SPAM. What cold email tips do you have? - Mike G 👉 Join 7,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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🚀 SDR Leaders: It's Not Just About Activity—It's About Targeting the Right Prospects! Many leaders focus heavily on activity metrics—calls, emails, social touches, video outreach, etc. We set ambitious weekly and monthly goals, but how often do we step back and ask: Are we targeting the right prospects? If you invest more time coaching your team on who to prospect, you'll see better results without increasing effort. 📈 When I first started focusing on this, I was shocked by how much effort was wasted on leads that were never going to convert. A little guidance on prospect selection led to skyrocketing conversion rates. ✅ Have solid prospecting personas. ✅ Regularly review who your team is targeting. ✅ Coach them on selecting the best individuals. The right focus can transform your team’s success! #SalesLeadership #Prospecting #SDR #BDR #Coaching #LeadGeneration

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In today's edition of using Juro at Juro... The journey of our sales order form and MSA. 1. Sales rep creates a contract in Salesforce from a template 2. Sales rep reviews it in Salesforce. 3. Sales rep sends it for internal approval from Salesforce. 4. Legal is notified in Slack of a new redline coming in. 5. Legal marks up the document with AI Assistant. 6. Changes to metadata are pushed back into Salesforce. 7. Sales rep sends it for signing from Salesforce. 8. Signed MSA is automatically stored in both Juro and Salesforce. Routine contracts on autopilot, with legal in the cockpit. #legalcounsel

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Pick one customer segment and exclusively go after that one segment. Don't try to go up-market and down-market at the same time. You can't fly two planes at once. I see too many early stage sales teams trying to go after SMB, Mid-Market, and Enterprise all at the same time. It doesn't work. Each segment has a different sales motion. Each requires different types of investment in market, CS, and product. So don't try to go after two at a time. Stick to your ICP until you have a clear line of site to $10m ARR. Then you can add a customer segment.

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Do you run a daily standup with your sales team? I used to run my standup at 8:05am. It's a 10 minute meeting and it signals to the team "the sales day has started" Every so often, I would get anonymous feedback that 8am is too early to meet. Is 8am too early? If so, what time do you run your daily standup?

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I saw Donna McCurley first hand infusing AI in almost every aspect of ServiceChannel's pipegen, sales prospecting, revenue enablement and pipeline qualification machine...and meaningfully accelerate our business growth (it's all about business results not experiments!). Posting for visibility to my vast network of sales development talent from my AI enabled GTM-tech start-up building days at CloseFactor. If you are curious, tech first, have growth mindset, maniacal about personal and team development and ruthlessly care about hitting demand gen goals....you can't find a better person to work for in sales development leadership.

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11 things world-class sales development teams DO—and what the worst teams DON’T Insights from... → Outbound Squad's experience working with world-class teams at Gong, Shopify, Rippling, and more → Orum's 2024 State of Sales Development report Commentary on how the best sales development teams... ✅ Use AI responsibly ✅ Retain top talent SDRs ✅ Align with AEs ✅ Deal with low-pick up rates ✅ And plenty more 👇 P.S. Watch this video for our full commentary: https://lnkd.in/eBFYfnU3

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