Brandon Fluharty

How do top 📈 Sales Reps and XDR's best handle objections? The answer may ⚠surprise⚠ you... They don't handle them at all, they "inoculate" them. What the heck am I talking about? Well, if you can grasp this concept in the video, it will completely change your sales game forever.

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Salesforce just released a handy template on sales objections, called "Discover how to break through 5 common sales objections" Find it at https://lnkd.in/gggbww4d #salesobjections

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I did an informal poll on CSM vs Sales commission splits. I was pleasantly shocked to see over 95% of companies do not have Sales take a commission on renewals unless it’s a particularly challenging one, the AE is there to help with it as a “bounty renewal”. in this case, the AE gets a % but not taken from the CSM. Other interesting data points : "Commission on upsells and renewal made up 30% of the total compensation package. However, the exact commission % was determined by dividing the 30% by $$$ into the total ARR managed by the CSM." What metrics should this be based on? Most followed this model to Typically companies that are earlier in their CS maturity will base this off a few leading indicators(adoption milestones, EBRs, etc.), and then move to comping on lagging indicators(retention, expansion, NRR, etc.) once their leading indicator activities have been proven. The following are examples of metrics you can use, not an exhaustive list: Leading: QBRs and/or EBRs (attained vs scheduled) Product adoption milestones (product dependent) Lagging: Net Revenue Retention(NRR) - this is likely the most common Retention Expansion Advocacy (hard to make this scale across large teams and mixed portfolios - this is better as a SPIFF or annual metric to Bonus on) From there you can determine the weight of each metric on the bonus. I'll give an example using a bonus that is achieved by a renewal retention goal and an NRR goal. Criteria for 100% Bonus Attainment: 90% Renewal Retention (50% weight) 125% Net Revenue Retention (50% weight) "This keeps it pretty simple with two priorities. Retain and Expand Revenue. The Retention goal being assessed separately ensures CSMs don't have significant churn masked by massive upsells. In this example, if a CSM had 85% Retention and 115% NRR, they'd end up at 93.22% to goal for their overall commission/variable comp."

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From Mid-March, results are in-line with ~60% of the team meeting their quarterly target. Feeling under pressure this quarter? Don't make this mistake: https://bit.ly/49coeO3 #SalesQuota #SalesPerformance #SalesLeader

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Unlock the power of sales intelligence to connect with prospects more meaningfully. 🙌 Build strong connections with potential clients using actionable tactics you can implement immediately. This webinar will help you: 👉 Understand the data available on ZoomInfo 👉 Tailor ZoomInfo to your prospecting needs 👉 Improve prospecting efficiency and outcomes 👁️ Watch it on demand here: https://lnkd.in/gh83pJEw #SalesEnablement #Sandler

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You can take a high velocity seller and teach them to succeed enterprise sales, but you cannot take an enterprise seller and teach them to succeed in high velocity sales. Ask any sales leader who has tried…it doesn’t end well. [ok sure there are exceptions to every rule but...] It demands a distinct approach to building rapport. Success hinges on the first five seconds of contact. Every word matters, especially on calls where visual cues are absent. Any hesitation or uncertainty immediately damages credibility. Professional conduct takes precedence over personal connections. Unlike relationship-based selling, high-velocity sales require focused, value-driven interactions. The goal is demonstrating business value and problem-solving capability - not building friendships. Tone and delivery significantly impact success. Product knowledge translates directly into vocal confidence, helping reduce customer risk perception. Energy management is crucial. Reps must balance enthusiasm with professionalism. Too little energy suggests disinterest; too much appears desperate. A well-designed script serves as the foundation for success. It enables consistent, efficient delivery of value propositions while respecting the customer's time. In high-velocity sales, rapport building must be intentional and efficient. The key is delivering immediate value while maintaining unwavering professionalism throughout each interaction. One of the companies I invested in earlier this year Sellfire - is literally ON FIRE with growth right now and they wrote about this world here: https://lnkd.in/eknebTsQ

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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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TAKE THE QUIZ: Is your sales team having trouble filling the pipeline, detecting pain, sharing large quotes, and being ghosted so you throw out discounts? Ready to fix all of this in one fell swoop? Head to PTVMethod.com now and TAKE MY 9 QUESTION QUIZ then book me!

How do we scale aggressive sales growth consistently? The answer lies in Sandler's very own Dave Mattson’s latest article in Top Sales Magazine. Discover the insights in “The Paradox of Sales Leadership: Your Product is Not Your Product” and learn how to drive sustainable growth. Download your free copy here: https://hubs.la/Q02Q9sfF0 #SalesLeadership #SalesGrowth #Sandler #SalesSuccess

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Here are 3 ways to get a B2B VAR reseller channel partner to love you: 1. Bring them deals to work on together 2. Make the margins on those deals fat 3. Don't take them direct Here are 3 ways to make a B2B VAR reseller channel partner hate you: 1. Never bring them a deal to work on together 2. Squeeze their margins to the bone 3. Take the deal direct at the last minute and cut them out Here's the thing... Most B2B enterprise sellers are doing at least one of the things on the second list. And they wonder why they're not making as much money as they could be. Stop shooting yourself in the foot. Leverage the channel. Make more money. It's that simple. 👉👉 Check out my $200MM blueprint for B2B enterprise reps - The VAR Advantage: Unleash Your Potential, Elevate Your Sales Game https://lnkd.in/eBKDXT5w #TechSalesInvestors #SalesCoaching #saassales

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#bdradvice an important lesson in focusing on your preview text. For email, it's the opener, for linkedin messages, it's the close. Make sure your first impression isn't flipping the proverbial bird on your prospect and it's a great start. #sales #startups

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Is product knowledge important for SDRs to have? Absolutely it is, but only if it isn’t used to feature dump. Instead, reverse engineer the outcomes delivered by the product into sales messaging. For the last few years, I’ve used this 4-step framework to help SDRs turn product knowledge into a tool for better conversations. 🔽 After showing each feature, as a group we: 1: Identify who it impacts and how 2: Quantify the cost of the problem it solves 3: Write a 1-2 sentence opener / value statement 4: Write 3 relevant discovery questions to uncover pain Revenue leaders: give it a try and let me know how it works. #sales #salesdevelopment #sdr

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Want to drive more expansion? Here's the playbook I learned at Salesforce - Find gaps with customers - Create offers to address gaps - Market this to your expansion list - Introduce offer in sales and CS mtgs - Lay the groundwork and spark interest - Start sales conversations with stakeholders - Close Expansion Opportunities and grow Accts! Whitespace is a key way to find those gaps. 𝗣𝗥𝗢𝗗𝗨𝗖𝗧 𝗪𝗛𝗜𝗧𝗘𝗦𝗣𝗔𝗖𝗘 - What products does each customer have? - What products does each customer NOT have? - Which products have you yet to present to them? *This is pretty basic but so often not executed well! 𝗦𝗧𝗔𝗞𝗘𝗛𝗢𝗟𝗗𝗘𝗥 𝗪𝗛𝗜𝗧𝗘𝗦𝗣𝗔𝗖𝗘 - Which key stakeholders do you know? - Which key stakeholders do you NOT know? - Where can you open up new key relationships? 𝗢𝗩𝗘𝗥𝗟𝗔𝗣 - Where do these overlap? - You can sell a new product to an old contact - You can sell more current product to a new contact - But man is it easier to sell new products to new contacts Let me share some examples from my days at Salesforce: - VPs of Sales bought Salesforce (Sales Cloud) - VPs of Service/COOs bought Service Cloud - CMOs bought Pardot or Marketing Cloud - CFOs bought more licenses at discounts We had a different play for each product and each stakeholder. It wasn't this cut and dry though. Sometimes VPs of Sales bought Service Cloud or Marketing Cloud. CFOs often wanted the best contract terms and were my bread and butter for expansion, but it wasn't always them driving this. Most often, though, our relationship started with the VP of Sales who bought Sales Cloud and didn't really care about anything else we had to sell. This playbook is how Salesforce "landed and expanded" accounts and doubled spend for the average customer within 12 months of the initial purchase when I was there. More details in the 📰 𝗥𝗲𝘃𝗢𝗽𝘀 𝗪𝗲𝗲𝗸𝗹𝘆 📰 https://lnkd.in/ezX9iMjr ✌️

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Aaron Ross and Jason Lemkin know a thing or two about what it takes to rapidly grow a business. Ross helped grow Salesforce.com’s outbound sales efforts from $0 to $100 million in a few short years. Lemkin built and sold his company Echosign to Adobe for millions of dollars and now invests in other rap-idly growing companies. This book summary covers how they did it. To listen click on Wednesday-Thursday, https://lnkd.in/gwNMWbY #BusinessGrowth #Entrepreneurship #StartupSuccess #SalesStrategies #BookSummary #GrowthHacking

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Subject lines matter Word count matters Deliverability matters Formatting matters It’s easy to get lost in crafting the perfect email But what matters most? ✅ Whether your message resonates with your prospect (is it relevant) ✅ Are you highlighting a potential problem they should solve now and why it’s better than the status quo 👉🏼Don’t feature dump your prospect in an email I’d rather see a problem solving dump than a feature dump The difference? One focuses on what your solution is and other focuses on what it solves for Which do you think your prospect cares more about? #sdr #sales

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