Albert Vasquez

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.....

1

5 Comments

Onboarding SDRs is critical to whether or not they succeed in the role. The 2024 State of Sales Development report shows that revenue orgs spend $6-7,000 per rep annually on tech. That does not include what you pay to recruit them, their salary, or other ancillary costs. When you calculate what this represents compared to how long they stay in the role (less than 24 months on average), you better have an incredible onboarding plan to optimize their cost-effectiveness. That's why we built out a guide for how to use automation to do just that. Check the link in the comments.

9

1 Comment

HIRING NOW: ENTERPRISE & COMMERCIAL AE - SaaS - Automation - $ALES & MARKETING account signals and insights SaaS tool 💸 Commercial Account Executive: $125k base 50/50 split - $1m quota 💸 Enterprise Account Executive: $150k base 50/50 split- $1.2m quota Actual inbound leads - $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs are responsible for renewal #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org of less than 200 employees - selling a complex solution - ideal experience selling into #gtm #salesleaders or desire to Selling into other SaaS orgs! work with clients like GitLab Notion MongoDB and MORE - providing insights on how their #gtm can do more with less, and make more $$ In a world of tech, where everything is connected it is more possible than ever before to build connections between your current clients, and your ideal prospects This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent - $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. An ideal rep understands sales strategies including #productledgrowth and #productledsales MUST BE HUNGRY, LOVE BUILDING PROCESSES and have experience working in a startup get on my schedule! 206 747 9724 #accountexecutive #commercialaccountexecutive #enterpriseaccountexecutive #gtmsaas #gtmsales #salesjobs #salescareers #bestfootforward #softwaresales #saassales #salesdevelopment

13

4 Comments

Outsourcing SDRs? Don’t fall for: - A promise of X amount of meetings/month - X amount of dials and emails they promise to send out - Their email + call messaging skill Outsourcing has a bad stigma because there are so many companies looking to get quick money from clients with weak results. What to look for instead: - A team who understands they need to test messaging and help you make pivots to your ICP - Shares their sequence strategy - Shares their email and call messaging - Shares the tech they use - What they do to avoid ending up in a spam inbox and hurting your domain health - Builds your target/ICP lead list with you - Sends weekly reports on progress - Gives you access to their SDRs so they feel like they’re part of your internal team This is when outsourcing is worth it ⬆️ #outsourcing #sales

11

SELL A MUST HAVE - FEDERALLY MANDATED PRODUCT! AE & SDR REMOTE I am open to talking to ANYONE with a #saas sales background who has the BEST number$$ and wants to be apart of a #gtm team (less than 5 sellers) Ideal candidate has sold #saas #insurance and worked at an earlier stage startup #seedstage #healthcare #healthaccesability 29M+funding as seed stage, they are very exec and tech tool lean. They hire from within (your boss was the first sales hire, taking the co $100k to $5m, and the head of marketing, was a founder at a company in a VERY similar space) Seed stage start ups take work! Helping to refine & increase average deal size, build predictable revenue. Fight for funding. build a book, reduce customer churn total forecasted headcount in the next 60 days 4 headcount: Account Executives (w/csm and am work) no renewal quota 2 headcount: Sales Development Representatives 1 to 1 AE to SDR ratio Deal size: $25k-$60k Sales Cycle: 2 weeks - 1 month Tools: HubSpot Apollo.io Orum verticals: #homehealth #nonprofits  MUST be willing to be getting your #insurancelicense this solution is a MUST have product, solves real problems based on #federalmandate with this direct to primary care, mental health saas tool, requires high volume #physical exams they can be done here AE salary $75k base - $150k OTE $85k base- $170k OTE $95k base- $190k OTE monthly quota = your salary (for example closing $75k/month) SDR: $55-$60k base - $120k OTE (75-$125/attended + 3% of closed won) Quota: 25-30 qualified, attended meetings offering $200++ attended w/ hr & c suite SDR growth: head of sdr AE growth: head of csm/am/enablement/rev ops Decision makers: HR C suite, CEO/SVP ops 75-100 dials per day AEs work closely with small CSM team to help onboard, keep clients to their success measurements, and reduce churn (no expansion, retention quota) they really appreciate reps with top of funnel and post sale exp hired in 2-3 interviews (after meeting me!) 1) meet with your boss, VP of sales - 30 min via zoom 2) FOUNDER or meet with the head of marketing/head of engineering, who has built sales programs internally/ been at earlier stage orgs (series b) or potentially panel - 45 3) exercise: cold calling with your direct boss (first call) for #sdrs and #discovery call #accountexecutives- 30 very phone heavy, leaders like to solve problems via email with colors, emojis and visuals - they have sequences that work, after you set meetings at scale, you can start bringing ideas to be creative since this solution is sold to #hr teams and companies 20-500 employees, they are open to someone coming from #hr solution like #adp or any earlier stage startup TONS OF TRAINING!!! SaaS company + insurance brokerage that that helps cos stay in compliance with a federal mandate startup experience is NOT req and this is a great chance to grow your skill set and be apart of a "no brainer" solution training done by Nick Cegelski 30 Minutes to President's Club

20

3 Comments

Math. Every SDR needs it. I'm not talking calculus. I'm talking funnel metrics. Inputs, Conversions, Outputs. Use math for "what if?" scenarios. What if I increase X conversion by Y? Use math for more controllable quotas. How many inputs do I need to achieve X? And use math for continuous improvement. Where are there bottle-necks in my funnel? Every activity we do in sales is measurable. The best SDRs use that to their advantage.

55

10 Comments

🤔 Considering outsourcing your sales? Here are 4 benefits of working with Lease A Sales Rep: 1️⃣ Results-driven focus 2️⃣ Industry-tailored approach 3️⃣ Guaranteed sales 4️⃣ US-based teams Boost your sales with us! Learn more at LeaseASalesRep.com. #OutsourcedSales

10

SDR Managers, it's time we start compensating SDRs for meetings that aren't booked. Booking meetings is the goal. Outreach is the process. Too many SDR Managers are obsessed with the goal. If all you care about is the number of meetings booked, that's all your SDRs will care about. That's when unqualified meetings slip through the cracks. That's when SDRs who work hard and are improving their sales skills are discouraged because there aren't immediate results. If SDR managers want to foster SDRs that are process focused, you need to start rewarding SDRs for the process. Disqualifying a prospect is just as important as qualifying one. You save the sales org time and resources. That's worth money. Focus on process and the goals will follow. Not the other way around. P.S. When I implemented this structure for my team, the number of meetings booked dipped slightly but qualified meetings that eventually became closed won skyrocketed.

115

34 Comments

AEs - Ignoring your SDR's growth is costing you thousands in commission. Here's how: For most AEs, their SDR is their number one source of new pipeline. If you want to get ahead and smash your quota, do these five things. They'll take your SDR and pipeline to the next level! 1. 𝐌𝐨𝐜𝐤 𝐂𝐨𝐥𝐝 𝐂𝐚𝐥𝐥 𝐑𝐨𝐥𝐞𝐩𝐥𝐚𝐲𝐬: Practice to increase their batting average. 2. 𝐅𝐞𝐞𝐝𝐛𝐚𝐜𝐤 𝐨𝐧 𝐞𝐦𝐚𝐢𝐥𝐬: Help them improve their messaging. 3. 𝐒𝐡𝐚𝐫𝐞 𝐓𝐨𝐩 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬: Teach them to find the best people to reach out to. 4. 𝐇𝐢𝐠𝐡𝐥𝐢𝐠𝐡𝐭 𝐀𝐜𝐡𝐢𝐞𝐯𝐞𝐦𝐞𝐧𝐭𝐬: Tell senior leaders about their work. 5. 𝐄𝐧𝐜𝐨𝐮𝐫𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Cheer them up after those tough days of cold calling. Do these steps a few times each month. You will watch your commissions skyrocket!

10

3 Comments

SDRs don't work for AEs.... In fact, AEs should work for SDRs. If you're in a position to have an SDR helping you crack meetings you need to point them in the right direction with the right messaging and use cases. SDRs aren't your assistants. They're the tip of the spear. Cole Praver 🙌 #sales

626

57 Comments

If you decide your sales team needs to help with renewals make sure they are incentivized correctly (I usually see a 70% new bookings goal and a 30% renewal / upsell goal). If you don't incentivize hunting, sales tend to farm too much and your growth will slow.

7

2 Comments

Giving your reps autonomy with discounting/promos is killing their sales skills Yesterday, my manager said NO to me, and it unlocked a part of my sales game A part that many sales rep struggle with the most Objection handling / Conceding on price/promos Here is the story: I was towards the end of a sales call and was confident a close was coming She was ready to move forward, except for one thing: She wanted something for free in exchange for signing up right away So, I asked my manager for it He said no, it's bad for business, so I took a different approach I slowed down the call and went back to the original pain point she mentioned "We are in a our own silo..." - - they needed more online exposure She didn't really want a free photoshoot... She just needed me to dig deeper into her pain and show her we can solve for it So, I took 5-10 minutes to go over some stats regarding that pain point And the deal ended up closing on the same call If my manager would have given me the photoshoot If would have cost the business more $$$ But more importantly I wouldn't have been able to sharpen my sales skills and use what I learn Even more impressive is Brian Marzo saying no to me!!! I can be quite persuasive #yougotsoldfarb #techsales #coaching #objectionhandling

29

4 Comments

SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

6

1 Comment

SDR Leaders: “I statements” are killing your reps! Are your SDRs inadvertently making conversations about themselves? It's time to shift the focus. 🚫 "I think it would be a good idea for you to speak with one of my AEs..." 🚫 "I would love to show you our platform..." These "I" statements put your company and SDR first. They scream, "This is how I get paid!" Let's flip the script. The Golden Rule of SDR Conversations: -It's never about the SDR. -It's never about your company. -It's always about the prospect and their pain points. Action Steps for SDR Leaders: -Stomp out "I" statements during role-plays -Train SDRs to disconnect from the outcome (h/t Josh Braun ) -Emphasize: Not every prospect is a fit, and that's OK Remember, there are plenty of fish in the sea. Coach your SDRs to focus on understanding the prospect's needs first. If there's no fit, move on gracefully. By making this shift, your SDRs will build better relationships, have more meaningful conversations, and ultimately, drive better results. But I could be wrong 😑

49

3 Comments

SDR leaders, quit being the superhero. It's stunting your team's growth. (both professional and pipeline) Your job isn't about: ❌ Giving your reps all the answers ❌ Solving all their problems ❌ Running a dictatorship ❌ Doing it all yourself ❌ Micromanaging Your job is about: ✅ Helping your reps find the answers ✅ Coaching problem-solving ✅ Running a democracy ✅ Delegating out tasks ✅ Giving autonomy Less about being the superhero. More about empowering superheroes. Magical things happen when you "relinquish control". Your team becomes more self-sufficient, engaged and productive. And they grow ridiculously faster. Meanwhile you become less stressed. Relieving the constant pressure on yourself. Sounds like a pretty sweet deal right? Well that's because it is. So do yourself a favor. Take off your cape.

30

7 Comments

AE's who take time to mentor SDR's are the best salespeople. I had a rep on my team share that his AE offered to make calls together. The SDR happily took him up on his offer. They both hopped on Zoom and got to work! My rep shared that after each conversation his AE would: ✅ Discuss wins from the call ✅ Provide questions that could've been asked ✅ Give feedback on opportunities for improvement By setting a small amount of time aside to work as a team The AE was able to: 1. Coach from experience and develop an SDR. 2. Increase the likelihood of meetings booked for his accounts. The SDR was able: 1. Show off his phone skills and sharpen them even more. 2. Build a stronger relationship with his AE. So many SDR's I speak with want to have this type of collaboration with their AE's. I mean, why wouldn't they? They're hungry to learn from those who are where they want to be! So a quick reminder for AE's who have SDR's working their accounts. 30 min of coaching each week will do a lot of good for your SDR and your territory. SDR's, don't be afraid to ask for coaching as well 🙂 If you've found value in working together as a team. Share some tips on what that looks like 👇 #ae #sdr #teamwork

478

38 Comments