Asa Hochhauser

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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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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The same page… AEs, SDRs, CSMs & renewal managers How are you tracking to your goal achievements 🎯? Some mid-year reminders for the team. - Re-align to find out what has changed in your shared account(s) - Stay connected on a regular cadence - Build report and trust - you want to rely on each other - Meet in person if possible - see previous bullet - Enable tough feedback sessions - so important - Share current customer status and revisit top priorities - Strive for a unified front & strategy - Known when to engage leadership - target this as a step - Share your success metrics, KPIs, and percent to goal Success is a #team sport Have a great day!

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Statement 1 is obvious Jason Bay tech tools when chosen to suit/solve the needs launch their sales… but invest for real and give them the tools they need. Is this really what you are observing? Initially, each solution is created to solve a specific need... even in the same category: sales enablements. They evolve vertically or horizontally.  I say: "Pick to solve not to standardize". Even a CRM can be a luxury… it comes back to: what are you trying to solve? again... pick to solve not to standardize! AI can be the solution or... not. Spot on for your 4th statement: Human nature is not changing just by implementing a CRM or a new sales pipeline strategy! Use tech to promote and support the desired behaviour. This should be one of the criteria of your tech selection process. 

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Struggling with churn? Validate the value your customer receives. This is not a static metric/KPI - it needs to be nurtured, revisited, redefined, and reinforced throughout the customer lifecycle ♻ #customersuccess #sales #customervalue #value

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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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A huge waste of effort for many sales reps is trying to figure out “How should I position [uncomfortable topic] with this prospect?” Here’s the thing… Of the few things entirely in your control, few matter more for your success than whether or not your prospect trusts you. And every time you spend effort trying to spin or hide or minimize something inconvenient, several things are happening: 🔻 You’re creating an opportunity for your prospect to lose trust, where none existed before 🔻 You’re NOT spending effort on how to thoughtfully address or resolve the real issue is (the one you’re trying to minimize) 🔻 You’re missing out on an opportunity to build trust by demonstrating that you’ll err on the side of transparency and candor This is all self-defeating. Totally understandable given how humans are wired and what fear does to our brains. But also still totally self-defeating. Next time you find yourself wondering or asking your manager some version of “How should I spin…”, “How should I position…”, etc, here’s a thought exercise: 💡 What would happen if you started the conversation being transparent? 🤝 How might you turn that into a conversation that builds trust and confidence instead of causing the issue you’re afraid of? Transparency and trust work.

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How do you set Gen Z sellers up for succes? Calling all sales leaders! This is a must-listen to cap off your week: https://lnkd.in/gj9izm8M In case you missed it, we've just launched a new season of the Redefining Sales podcast. Listen to our first episode with our fantastic guests Lucy Lee and Danielle Dacunha-Howarth from PurplePatch, and stay tuned for new episodes dropping soon. #Sales #Podcast #AIinSales #Prospecting #SalesEnablement #SalesStrategy #SalesTraining

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Hey SDRs, ➡ Tired of low email deliverability? ➡ Bounce rates going through the roof? ➡ Domain reputation sinking? Well, it might be a good time to take a look at those email addresses whom you’re sending emails to.  Why? Invalid email addresses aren’t deliverable. When the emails aren't deliverable, they land in the spam folder or bounce back. This affects your deliverability. So, ‘email validation’ helps here. With it, you can- ✅ Reduce the bounce rates ✅ Provide accurate insights ✅ Increase engagement rates ✅ Gets better ROI ✅ Protects your reputation If you want to make your email campaign successful and get better results. It is important to ensure that the email accounts you are sending emails to are valid. #sales #emailvalidation #emailtips #outboundsales

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Working Enterprise Sales is a different kind of beast! 😤 Especially if you come from SMB or MM sales. I say that because... → The deal lifecycle varies drastically from Org to Org, taking as little as a couple of months to over a year! So you have to be patient! 🗓️ → The number of stakeholders can range widely, from Legal to Ops, to Finance & even Marketing/Sales (Dependent on the application of the product). You need to ID your Champions, Influencers, Blockers & Decision Makers! 👥 → At the end of the day, their evaluation process is unique to their own needs. As in, is it going out for RFP? Is there a committee involved? What is their timeframe from evaluation to implementation, etc. 🧩 And that isn't scratching the surface! But after working for 2 startups that play ball in that space, and are in SaaS, for me it became VERY apparent and important to understand the main drivers of your deals, and what gets things across the finish line. Every touchpoint matters, but I have to remind myself that not every engagement will push deals forward. You constantly need to find your path to power, leverage it to your benefit, and continuously back yourself to win. 🏆 Happy Hunting #LinkedInFam! - T #EnterpriseSales #SaaS #OSS #BSS #Utilities #Telecom

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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 should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

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I was asked what is the fasted way to win new business for sales - get warm introductions in your target accounts. Here are 7 steps that I think will help you get radically more pipeline fast:🔥📈 Inboxes are overflowing, cold outreach is losing its punch. Warm introductions are the key to breaking through the noise and accelerating your sales pipeline. 1. Define Target Accounts 🎯 Zero in on accounts that align with your ideal customer profile. Know their challenges, and understand how your solution uniquely solves them. Focus on a subset you’re confident about – don’t let analysis paralysis slow you down. Key: Don’t get stuck on the first step; just go for it! 2. Identify Connectors in Your Network 🕸️ Expand your network (or automate this with platforms like https://lnkd.in/e-XsFVmR) to match up with contacts who have trusted relationships with key players in your target accounts. Look for people with deep industry and solution experience- they’ll help boost your credibility.  3. Engage with Value First 💬 When requesting an intro, lead with value. Show why the intro matters to their connection and how it benefits them. Remember, your Trusted Advisor isn’t your sales rep – they’re a facilitator of value for their network. Offer insights, unique perspectives, and collaborate in a knowledge exchange. This will set you apart as more than “just another sales rep.” 4. Personalize Your Outreach to the New Contact 🧑‍💼 After a warm into, skip the canned pitch. Reference your mutual connection, then tailor your message to your target accounts needs. Tap into your advisor’s inside knowledge on what truly matters, from active projects to key priorities. This approach makes you relevant, aware, and genuinely interesting. 5. Nurture the Relationship, Not Just the Opportunity 🤝 Warm intros open doors, but it’s the relationships that close deals. Focus on building trust, actively listening, and providing value. Even if there’s no immediate sale. 6. Don’t Forget Your Sales Process 🚀 Whether it’s Solution Selling, MEDDICC, or MEDDPICC, stick to your process to stay on track. Use your advisor’s insights to set you apart, but also to qualify out quickly – if it’s not a fit, pivot to protect your credibility and the trust of your connection. 7. Reward Your Trusted Advisor 🏆 Recognize your advisor’s role in your success! A thoughtful gesture, creative reward, or a few percentage points on the deal can make a significant impact. It shows appreciation, strengthens the partnership, and sets the stage for future collaboration. Warm introductions are your ticket to stronger connections, faster cycles, and higher close rates. Are you tapping into them? 🔑 And if you want to make this easy, check out https://lnkd.in/e-XsFVmR – the first platform designed to automate and scale your ability to find and leverage warm introductions into all of your target accounts. 🔗 #SalesTips #Sales #SDR #SalesPipeline #WarmIntroductions #ForceEquals

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If you ask 10 people for their definition of #salesenablement, you're likely to get 12 different answers. My book, Sales Enablement 3.0 is focused on a clear definition & roadmap to success. Don't take my word for it... Check out what Sandy Robinson, M.Ed. from PATRA Corporation, has to say about it! #salesenablement #gtmenablement #bestseller #revenue Grab a hardcover, paperback copy, or eBook here: https://amzn.to/3nGx7cs

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Average Contract Value by segment: Strat - $278K ENT - $180K MM - $57K Direct correlation with your expected payouts? Yes. Average OTE by segment: Strat AE - $280K See more: https://lnkd.in/gEqj9YQz ENT AE - $255K See more: https://lnkd.in/gb7GeWzW MM AE - $165k See more: https://lnkd.in/gDkDDg5w The larger the deals you're selling, the more earning potential. The more earnings potential, the higher the expectations. All open SaaS roles here: https://lnkd.in/ggz4efaD Any of these surprise you? 🦙

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To date...Luster has prevented over 2,000 revenue impacting mistakes. By having the ability to measure AE, BDR, and CSM proficiency at the skill and behavior level, we can accurately predict and address the landmines that are about to rock your sales funnel. It's not simply about training. Its not simply about practice. It's not simple about coaching. It's about the ability to have a realtime, data driven read on your business, and the tools and capabilities to prescribe what's needed for success for every customer facing employee. Want to learn more about how Luster can be the crystal ball for your GTM team? Dance into my DMs!

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Hey sales people, be careful with ‘Gong’ advice. Because you don’t work for Gong. Gong had 6 funding rounds. Each time millions of people heard about Gong. Branding Familiarity Your company probably doesn’t have that level of awareness. When Gong sales people engage most decision makers already know what they’re calling about. People with in the prospect have probably already had a discussion about Gong. Gong is a great company with great people. But the branding makes it a lot easier to sell so take the advice with a grain of salt. Have a great Friday! #sales #ifurnotgong

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🤦‍♂️ 99% of SaaS Salespeople are making THIS rookie mistake... Stephen Tierney is dropping TRUTH BOMBS 💣 about the ONE THING that separates top-performing SaaS sales pros from the rest. 🏆 This ain't your run-of-the-mill sales advice. We're talking next-level strategies that will have your prospects saying "YES!" before you even finish your pitch. 🙌 🔵 🔵 🔵 Want to equip your SaaS sales team with the knowledge and skills they need to consistently close deals? 💼 Contact Mindcell Sales Training today at https://lnkd.in/edcKsn-B We'll help them overcome their blind spots and achieve peak performance! 🚀 #SaaSInsights #SalesHacks #Mindcell #SalesMentorship #SalesOptimization #ResultsDriven #SaaS #SalesTraining

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1) Speed of sales cycle & 2) Volume of gualified leads generated are the Top #SalesLeadership Challenges today ("The State of Sales" research I've been involved with) Is this true in your business? P.S. I'm seeing differences of priorities depending on size / maturity of sales org. #vpsales #saleseffectiveness #sales #salesperformance

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