Braden Stutzman

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 do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

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SDRs - Struggling with your ramp? Here are 5 tips to immediately improve your results and beat your ramp 1. Meet with 3 top performing BDRs, pick their brains on everything from Prospecting, Research, Sequences, calls, emails, Linkedin DM's etc. Once you have a good pool of knowledge on strategies that are working in the current market you can adapt it and make it your own. 2. Problem enablement: The most important thing to know is WHO you help and HOW you help them. Speak to your AE's who've closed business, CSMs and your own internal personas. The goal is to be able to crisply articulate how you can help a target persona in a target account get to their desired state. No one cares about WHAT you do, they care about how you can help them. 3. Volume: Practice makes perfect, you're not going to get good without the reps so get out there and prepare to fail. 4. Double down: If you find one medium is yielding more meetings then double down on that one, e.g if you're booking 5 meetings a month through call and 1 via email, try changing to a call only sequence for a while to see if it ups your results. 5. Feedback loops: Regularly ask your top-performing peers, AEs and your manager in your 121 for SPECIFIC advice. This means you'll always be growing your skillset. Make sure you're not getting advice from everyone though as this will dilute your focus P.S I'll do a part 2 of this next week but anything you'd add? For now, enjoy a picture of Emre Ceyhan and me at our recent Spike Week!

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As an AE is a high win rate good? Not always. In Q1 my win rate from demo at Nooks was 55%, But my win rate was hurting me Let me explain... -Running too many deals -Discounting and lowering my ACV -Letting large deals slip through the cracks because i was spending too much time on smaller ones Since Q I've cut my win rate in half, but 3x's my ACV What do you think is a healthy win rate? Let me know in the comments

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SDRs - struggling with prospecting? Here are 5 ACTIONABLE tips to create a great list: 1. List the industries that your company has success in. 2. List titles you've booked meetings with that have progressed to SQO. 3. List the problems those titles and industries face. 4. Create problem-based messaging for calls, emails and LI 5. Set a high volume of calls/emails/videos to go out to your ICP and refine from there. BONUS: A/B test as you have live conversations to refine your targeting

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Junior AEs: Take your time. SMB reps want to move to Enterprise ASAP. The benefits are obvious: Higher base Fewer deals to hit quota More support from SE & SDR Handful of customers rather than 100+ Close deals that your CEO will know about It's a no-brainer right? Sort of, but moving too soon can damage your career. Here's how it plays out: Top-performing SMB AE has never missed quota On $100k base but earns over $300k every year Gets offered an Enterprise gig. Doubles salary Put into a stone-cold patch with no support Works their arse off for 12-18 months Earns half what they earned before Decides to leave Rinse & repeat Your CV with solid tenure now has 3 short jumps on it. Now you are labelled a “job hopper”. Before you think I'm anti-Enterprise - it can be amazing. But a few more years in SMB is not holding back your career. The grass isn’t always greener. Take your time. #saasrecruitment #techsales #gotomarket

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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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Things top salespeople do: - Understand prospect problems - Control what they can control - Are ruthless with qualifying - Lose more than they win Things top salespeople don’t do: - Make excuses ----- P.S. If you're free 𝗮𝘁 𝟭𝟮 𝗽.𝗺. 𝗘𝗦𝗧 𝘁𝗼𝗱𝗮𝘆, join SellBetter's daily show to hear how top sellers get their prospects' attention with 𝘂𝗻𝗶𝗾𝘂𝗲 & 𝗰𝗿𝗲𝗮𝘁𝗶𝘃𝗲 𝗼𝘂𝘁𝗿𝗲𝗮𝗰𝗵. I'll drop the sign-up in the comments.

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SDRs/AEs when cold calling have a dilemma: -Spend too much time on research and miss out on making enough calls, or spend not enough time on research and sort of "wing it" when they connect with prospects Here are a few tips: 1. Use the same opener for each bucket of prospects IE: Truly cold vs previously engaged 2. Use a research tool, like Evabot AI for Sales Outbound 2.0 (#partner), which will help you consolidate research and tie back to a problem statement. Whatever it is, just use a tool that helps you connect 'why you're reaching out and why it matters to the prospect' 3. List out problem statements for each persona and build the business acumen to truly understand what similar problems they may have by leveraging your current customers (IE: what pains did they solve by working with you) If you do those 3 things, you'll reduce the time it takes to research effectively and make enough dials.

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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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SDR vs High Performing SDR 3 key differences that will get you promoted 👇 High Performing = Stays consistent & disciplined SDR = Process changes everyday High Performing = Extremely coachable SDR = Tries to do it all alone High Performing = Taking ownership of targets & weekly meetings with AE SDR = Let's AE run meetings & check in on target What are the other key differences that are important? #sales #sdr #bdr #ae

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Why is 60-70% of SDRs missing quota? It's because their leadership is failing them. I had the pleasure of interviewing Sara Storm on the SDR Hire Podcast - a tenured SDR and Revenue leader with multiple successful teams behind her, countless lectures and trainings delivered. Sara has a very unique, no BS approach to sales and SDR leadership. In this episode she shared: • What's the current state of the SDR/BDR role • Why sales leaders are failing their sales teams AND their customers • How can SDRs take ownership of their careers?! • Should you even be in an SDR role? • How she used to close 7/10 cold calls she'd make Here's the full episode: https://lnkd.in/eCANhKGu Sara thank you for sharing your expertise and holding sales leaders everywhere accountable! Hope you all enjoy and subscribe! #sdr #bdr #salesdevelopment #techsales #career

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I’ve helped 12+ AEs and SDRs transition into SE/SC roles. There’s no doubt that you can earn a lot as an AE. AEs can make $1,000,000+ in a good year - a very lucrative career path. But the reality is most AEs don’t get there. It takes an exceptional AE to earn consistently at high levels, year in and year out. (I personally would be a terrible AE 😅) A big reason why folks pivot to Sales Engineering is because the earning potential is solid and much more consistent. That’s what the data in the image shows: 36% avg quota attainment for AEs vs... 74% for SE from this same company, with similar OTE’s As an SE, you don’t always have the extreme upside* that your AE counterpart will, but your income is more stable. (*there are some companies that pay SEs similar to AEs, with SEs able to clear $1M+ in a great year, though this is more of the exception than the rule) As an SE, there’s also less pressure to hit quota, quarter after quarter. The roles are different, with different responsibilities and varying degrees of risk (and upside). Both paths can provide tremendous opportunities depending on your strengths and the type of work you enjoy. Hope this provides some perspective for those who are considering SE or AE career paths. #sales #presales #compensation (source: RepVue)

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Moving from SDR to BDR is competitive across large orgs We're running a 3-week SDR to BDR course starting on the 15th of May It'll run through: - How you succeed as an inbound SDR - How you begin cold outbound sequences - How you can nail the interview If you're interested, get in touch 💪

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ATTN SDRs. If you are in a slump, I can almost guarantee this will get you out. —> Get back to being yourself. It’s easy to get caught up in all the sales tip, tricks and tactics. But at the end of the day, humans connect with humans. Find your voice again, focus on just having conversations as yourself. I’ve coached tons of SDRs and this is what I’ve seen consistently help people get back to winning Focus back on being your full self in every conversation, no sales tactic can replace YOU. Try it, Let me know what Happens.

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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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How can AEs 3.1x WinRate AND close deals 4.7x faster? Analysis of 4 million opportunities on $54bn of B2B sales pipeline shows preparation pays...   The better you prepare, the more you get to work great deals.  But what is the preparation to 3.1x WinRate?    → Prospect your ICP + Ideal Personas. - It's crucial to know your ideal customer profile.  - It's crucial to know the best personas to target.     →Top Performing AEs Disproportionately prospect both.     - They source less deals but close more self-sourced revenue.   - Most AEs half heartedly prospect "big accounts".  - The most successful AEs whole-heartedly prospect "ICP accounts".       → Preparing the list of ICPs + Personas is hard work.   → That is the best part, most don't do it.     Give yourself a fair advantage.     1. Discover the criteria of ICP & personas. 2. Apply the criteria to your prospects. 3. Target the top 20% of accounts that meet the criteria.   It sounds simple, but most people give up half way through.     So once you find deals.... what then? How do you close opportunities 4.7x faster?    The Answer? → Be Prepared to Hard Qualify.    → Apply the sales methodology you follow.     If you don't have 80%+ of MEDDPICC or SPICED by the end of Discovery... Sounds harsh, but without it at discovery deals slow down and often don't close.   Seriously consider walking away from the opportunity.     → The best AEs close deals at discovery 3.1x more than average AEs.     Hard to do with pipeline at a premium.    → In 2024, AEs don't have time to waste on unqualified opps.     → The big thing is PREPARATION for qualification and discovery calls.    Research the prospect, bring a perspective on the methodology.    e.g. following MEDDPICC?    I'm guessing your trying to solve X, because of the comments your CEO recently made.     What company initiative/OKR does this align with?    What business metric does this help?      Now you’re a step closer to M. (Metrics)      I'm guessing you've tried to solve this problem before?    What else are you considering?    Drilling into this brings you closer to C. (Competition)      When we send across paperwork...what happens?    Starting to understand the P. (Path to Paper)      If doesn't matter if your using MEDDPICC, SPICED or an internal custom sales process.    What matters is your prepared to use it in qualification and discovery.     Know the questions, form a POV on each from research.     If you’re an AE in 2024, then use the data to improve you're attainment.     Hat tip to Guy Rubin and the team at Ebsta for their AMAZING B2B Sales Benchmarks 2024 Report. p.s. want to fast track your AE Skills? I've one spot left for an AE to join my coaching program in July, send me a dm saying "90"🔥

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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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71% of sales reps say they don't have enough knowledge to move deals forward... Think about that for a second. That's 7 out of 10 of your reps showing up in front of customers every single day without the tools they need to succeed. Imagine a pro sports team that only watched game tape once a week. No game plan. No practice. No coaching. Sounds ridiculous, right? Yet this is exactly how most sales teams operate. Just like in sports...when coaching becomes culture, success becomes inevitable.

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2018 SDRs vs 2024 SDRs Here are the differences I've seen throughout my BDR Lifer career 2018: - Blast 100s of emails - Have a breakup email saying they broke their leg - Use a Sales Engagement Platform mostly on its own 2024: - Craft a unique number of emails using AI - Cold call live and practice cold calling AI - Use more tools that help with outbound - Send gifts Being a BDR Lifer has been amazing Remember it's not about being a BDR forever BDR Lifer means using your skills and experiences no matter where you get promoted to

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