Anjali Purkayastha

Be honest with why you need experience for your SDR/BDR role? You could be saving yourself huge amounts of money for the same results by going with an entry level hire. Legit reasons for needing experience - Complex sell with a tough buyer profile (CISO, CTO, CRO etc) - You don't have an outbound process or manager who can train. Non legit reasons - You're too lazy to train - You think hiring with experience improves your retention (it's the opposite) Analyse your SDR culture, could you be going with no experience?? #sdrjobs #sdrteam #salesjobs

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4 Comments

Our sales team closes at 40% month over month. All of them use Closer Call Sheets. I’m giving them away for free today. Closer Call Sheets will help you: ➝ Create a consistent framework when you're closing calls. ➝ Prompts you to gather the right information so you have appropriate objection defense. ➝ Ensures that you build a large enough gap between your prospect's current state and desired state. We normally only give this to our private clients. To grab yours: Just like this post and comment “CLOSE” **Must follow so I can send you a copy

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What does the accelerator look like? Is there a cap on commissions? Can you please let me know how the commission structure works? What does the ramp look like? Hey Travis, they asked me a lot of questions about comp. I think they are more focused on money than doing the actual job. Let’s pass on them. NOOOOOOOOOOOOOOOOOOO!!!!!!! You will notice that these questions are 100% focused on commissions and how they can maximize them. They didn’t talk about salary or benefits etc. they asked about what is actually needed to hit the OTE. THIS IS A GOOD THING! That’s it. That’s the post!

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Stop overcomplicating outbound. Let me give you a simple, 3-step framework for outbound prospecting. Step 1: Get a list of your buyers with verified phone numbers. Step 2: Call that list and talk to your buyers. Step 3: Repeat step 2. Pfew... that was hard.

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3 Comments

Hiring sales reps doesn’t need to be difficult We’ve created a platform that allows anyone to hire vetted sales professionals in as little as 10 minutes for less than $500 on average Go to tryclosify.com to get started today 🤝🏽

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The Unicorn Seller Dilemma! Only 5-10% of candidates interviewed for SaaS sales roles meet the "unicorn seller" criteria—those who align perfectly with your sales motion and target market. These candidates bring industry expertise, technical knowledge, and a proven track record but are highly competitive to secure. Need help finding your unicorn seller? Let’s strategize on how to attract and retain top-tier talent.

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Do you want to get better at Sales? For your in-office days, create the right environment to reach out to prospects. Find some privacy where you won't have to worry about others hearing your conversations. Set a goal of how many prospects you'll be calling and don't cheat on yourself. Exceed the goal. Take minimal breaks and avoid distractions.

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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

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3 Comments

Over the past 4 years I’ve built sales teams that have generated over $200M in revenue. I compacted the previous 4 years into 60 minutes of actionable content that can help your business before the end of the year.

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14 Comments

Most people try to fancy of a cold call opener. I like to keep it very simple: "Hi {{NAME}}, It's {{Your first name}} with {{Your company name}}. Thanks for taking my call --" That's it. It's not fancy but it works and is to the point as the next phase is explaining directly why I'm calling. But what's far more important than what you say? HOW you say it. Watch this short clip to hear exactly how to do it. *********** I share everything I've learned hitting and exceeding my quota 13 years in a row in a short and free training every Monday. I do my best to make every single one immediately actionable and useful. Join over 70,000 here: https://lnkd.in/gXwDhww6

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31 Comments

Had a great chat with the Director of Sales at a new client who was *so excited* to save her AEs time with AI. Here's why she's the ideal design partner: - She has personally reviewed the pipeline & call notes of her AEs each week in the past month - She's watches multiple call recordings from every AE each week to give them feedback in her 1:1s (not just on content but on their call presence) - She was one of the top performing AEs before becoming their leader, she's developed a strong intuition on what will work for them As she put it: "I'm very thorough, that's what made me successful as an AE" The more detailed you are, the more unique your use of AI can be. The sales leaders who benefit the most from AI are the ones who get as close to the weeds as possible to understand how things are going. "Wait. Isn't the point of AI so you don't have to do that?" No. Generic AI solutions are not going to drive pipeline. Generic call notes, summaries, and follow up emails are not going to win you deals. AI is the opportunity to embed your unique intelligence in a system that can scale. Being thorough is a stand-out attribute for any top performing AE. We're very excited about the potential of giving every AE detailed feedback, analysis, and deal play recommendations. My bet is she'll get better results from AI than any sales team I've worked with to date. I'll keep you posted!

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5 Comments

Your ideals are killing you. How it’s “supposed to be.” I asked LinkedIn sales reps if they would rather make $200,000 salary or $80k base with $300,000 OTE. 60% said $200k/year. 40% said $80k/year with $300k OTE. And along came a plethora of comments. “No REAL sales rep would take a salary.” “No job with a $300k OTE would ever have an $80k salary.” And the funny part is. The average sales salary in the US is $63,000. The upper, upper range is $120,000. Only 12% of Americans make over $200,000/yr. That is across every industry and job in the country. Meaning, doctors, lawyers, engineers, software developers, CEOs, AND sales people. And everyone is out here acting like they’ve ever seen that kind of income from a sales job. A few people have. The rest are posing. Falling back on truisms and “popular belief.” Reality is something else entirely. But yes, you can keep arguing about which way you would prefer to NOT make $200,000.

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"Should we outsource SDRs?" No, with rare exceptions. There's a reason why customer churn is high at most of the outsourced SDR shops. Outbound isn't as easy as paying $3-5k / month for a part-time SDR. And then expecting to see high-quality opportunities in 30-60 days. I've NEVER worked with a client that was happy with their SDR agency. - Poor show rates to meetings - Terrible expectation setting with handoff - Low-quality meetings with non-decision makers - Few, if any, closed/won deals But to be fair—it isn't always the SDR agency's fault. Many of their clients expect them to be miracle workers. An outbound-led sales motion is very different from an inbound-led sales motion. If your AEs are used to meeting with inbound leads, they must be taught how to close outbound leads. Prospects will likely not be problem-aware, there isn't a budget in place, and they probably won't have brand awareness. Do not hire an SDR agency if: ⛔️ You've never done outbound before as an org. ⛔️ You sell enterprise ⛔️ You're breaking into new industries ⛔️ You haven't figured out your messaging or value drivers ⛔️ Your AEs aren't self-sourcing and doing their own outbound No outsider will ever understand your customers as well as you do. And it's only a bandaid to build a sales culture that doesn't understand how to excel at outbound. It might make sense to work with an agency if: ✅ You know outbound works, but need help scaling it ✅ You've mastered messaging and value drivers ✅ Your AEs know how to close outbound deals ~~~ Agree or disagree? #sales

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2🔑-- Alignment + Customer Obsessed The full SalesIntel.io podcast drops tomorrow but here's a sneak preview.... 🗝 Alignment You must get aligned on your metrics. If you're not all working toward the same goal, how can you expect success. 🗝 Customer Obsessed There are a lot of companies who talk about being customer-centric but do your action speak louder than your words. Can your customers articulate how you've delighted or exceeded their expectations? This will lead to referrals and help with partnerships! What is your favorite tip to unlock growth? #randispeaks #sales #GTM

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PE investors / operators: have "hire additional sales capacity" on your VCP or annual plan? HIRING new reps is only half the battle. For the ROI math to math, gotta then make 'em productive. As quickly as possible. But when it comes to making reps productive quickly, B2B companies face two big challenges: →The average tenure of a B2B sales rep is less than two years, YET... → Reps hit their peak performance two to three years in. Translation: Most reps leave before they’ve reached max productivity. Eek. In many cases, weak sales onboarding is to blame. But taking a more intentional approach to sales onboarding has a bevy of obvious benefits: • Reducing sales turnover • Shortening time-to-revenue • Higher odds of achieving your rev targets Hit on this in the book in Winning Move #32, but check out the vid below for a deeper dive on the P's and Q's of sales onboarding ▶️ * * * * * Found this helpful? Plenty more where that came from. Check out the Winning Moves Platform: the ambitious PE leader's toolkit for accelerating value creation. ↳ A digital arsenal of resources, how-to's, and tools to help private equity leaders make value-generating Winning Moves with confidence. Link in the comments below. ⤵️

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The Great Sales Industry Reset is here 📍 What do I mean by that? 15 years ago, being called a salesperson was almost looked at as a bad, potentially even sleazy job title. Sure, outsiders knew you could make money, but at what cost? Fast-forward post-pandemic, entry-level sales was the most sought-after role coming out of college. Work remote? Make six-figures or more from home? Say less! Fast-forward to the present day. People are jumping ship or getting let go like the sales industry is the Titanitic. Here's why: ➡ Old-school sales guys can't keep up with the tech knowledge required to stay ahead of the game in prospecting. ➡ Founders know they have to have smaller teams because they can't just throw around the abundance of capital investors were giving away only four years ago. ➡ Younger salespeople are starting to figure out it's not as easy as they thought it would be. ➡ AI is taking jobs and simultaneously disrupting the industry and making it harder this year What does this mean to the sales industry? This means that if you want to play the game at a high level and last, you must quickly become a sniper. You can't just be a soldier. 💡 Build your network here and in other communities and attach yourself to a mentor 💡 Read, read, read. There are a few great books out there that will help you perfect your craft. 💡 If you're not performing or looking to get better, you must be willing to work your ass off. 8 hours, or however long it takes for you to hit your goals! The sales industry will be leaner in the next five years, but the best of the best will again be some of the highest-paid people in the world! btw - this show is CRAZY ⬇ #richhitsgoals

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