Brian Covington

What you hear about ramp-up times for SDRs might not hold true anymore. SDR ramp time is changing across industries. The data: 🌀Top performers: 5.4 months (Enterprise) 🌀Industry average: 4.9 months 🌀SMB focus: 2.8 months What works: ✅Structured enablement ✅Clear milestone tracking ✅Progressive quota assignment For more such insights into SDR performance and how it ties to compensation, Catch our LinkedIn live on ‘ The Only SDR Compensation Plan You Need in 2025’ on December 3rd, 6:30 PM IST/8 AM EST.  ▶️https://lnkd.in/gTJJKe4j #Sales #Leadership #Growth

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Revamping your sales pipeline isn't about quick fixes. It's about understanding how your customers buy. 🧭 A 90-day plan: Weeks 1-2: Assess what you have Weeks 3-4: Set up helpful tools Weeks 5-6: Create a clear process Weeks 7-8: Decide what to measure Weeks 9-10: Train your team Weeks 11-12: Try it out and listen Week 13: Look back and adjust Here's the thing - many rush this process, hoping for instant results. They end up with a new system that doesn't actually help. Remember, it's not about having the most complex pipeline. It's about creating a process that works for your customers and your team. Building a better pipeline? It takes time. Start by understanding. Focus on what matters. Keep improving. What's your experience with changing your sales process? Any lessons learned? Read our full blog on the sales pipeline here: https://buff.ly/3TiNRrw #SalesImprovement #CustomerFocus

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Sales teams - Corporate Jargon is on its way out. Here are a few powerful alternatives you can use instead - #salesmemes

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IS COLD CALLING REALLY DEAD??? 🧟‍♂️ . Data shows that cold calling is one of the most impactful things you can do to increase the number of meetings you set and opportunities in your pipeline. It doesn't look dead to us. It’s the single most hated part of outbound sales, but it doesn’t have to be. Join us for this live webinar on MAY 8 for a walkthrough of the best cold calling scripts and tricks to have better conversations, book more meetings, and close more deals. The legend James A. O'Sullivan will cover how to make calls via Apollo.io and unveil some NEW features releasing soon. You'll learn: ✅ The best opening lines to have great conversations ✅ How to overcome common objections ✅ Why you should be leaving voicemails We'll take questions live too. If you can’t make it, register anyway! Everyone gets the recording via email after the show. #salesevent

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The secret that only 10% of salespeople know... PERSIST past the fifth call. Data shows that 80% of sales are made AFTER the fifth call, but only 10% of reps will make the fifth call. ☎️ Only 52% will make a second follow-up call. Only 28% will make a third call. Following up more = standing out and winning more deals. #sales #salesadvice #followup

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🚨 Sales Reps—How Many of You Have Had Your Commission Wrong? 🚨 We’ve all been there: wrong commissions, inaccurate calculations, and the frustration that follows. 😤 How much time did you lose trying to fix it? How did it mess with your day—or even your week? Drop your stories below! 👇 We want to hear how commission mistakes have impacted your sales performance and mindset. Let’s share and support each other. At Iconixx, we help sales teams avoid these headaches with clear, accurate, and automated commission management. 🙌 #SalesRepLife #CommissionProblems #IconixxSolutions #SalesMotivation #Teamwork

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📈 🚀 Implement scalable growth by using SalesXceleration Framework. Here’s how SLIC Texas can help: -Customized Implementation tailored to your business. -Achieve Consistent Results with proven strategies. Ready to see the difference? Schedule a call: https://lnkd.in/eFQR3f3x #SalesFramework #BusinessGrowth #SLICTexas

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gg_lV0 #ImpassionedSalesSolutions #SandlerHouston #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gh1-Q0 #NeubergerCo #SandlerMDAZGA #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.li/Q02ghH9c0 #TrustPointTX #SandlerTX #ModernBuyer

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"What percentage of your reps are actually hitting quota?" This is one of the most important questions you can ask when interviewing for a sales role. We have often seen companies overpromise and underdeliver when it comes to compensation. In this episode, Ryan explains how to avoid this ➡️ https://hubs.la/Q02SqtG20

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Win rates are down 18%... Sales cycles grew 16%... Deal values shrunk 21%... 69% of reps missed quota... 44% of deals slipped or were pushed back 😖😖😖 What are YOU doing about it? Get our latest guide to find out what top orgs are doing to address this madness: https://lnkd.in/gr-a-Xkq #sales #salestips

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You want to go from SDR to AE?   Here are the 3 most crucial things you need to do: - Shadow AEs and learn:  Sit in on their calls and ask questions, watch how they handle objections, and keep control of conversations.   - Show you can close Ask your manager for small closing tasks, lead a discovery call or handle follow-ups. - Overdeliver on your SDR role:  Crush your numbers, hitting targets proves you’re ready for the next level. Master this, and you're halfway there. #sales #team #SDR #AE

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Here are six reasons why cold calling isn’t dead 😵 1. Cognism’s data says It’s not dead The research done by Cognism in their state of cold calling report on 10,000 cold calls shows that it remains highly effective. Having contact details also helps. 2. More SDRs are entering into sales SDRs are no longer limited to startups. Aaron Ross highlights the importance of SDRs even in established industries. SDRs are crucial for mainstreaming B2B sales. 3. Executives love it! The RAIN Report shows that 57% of C-level and VP buyers prefer cold calls as the first point of contact. Cognism’s data reveals that C-suite executives will likely pick up the phone. 4. It Provides value to prospects (they can’t find anywhere else) Experienced salespeople can turn cold calls into meaningful conversations by identifying prospects’ pain points. The goal is sales discovery—finding out if the prospect has a problem you can solve. 5. Rejection is part of the process Rejection is part of cold calling. Sometimes, it’s about timing or reaching the wrong person. If your stats don’t add up, review your list and target industries, sizes, and job titles that fit your customer base. 6. Cold calling isn’t as saturated as other channels Email has become oversaturated, making it harder to book meetings. Cold calling cuts through the noise with direct conversations. Cognism’s data shows a 75% chance of prospects picking up on the first attempt. What are your thoughts on this? Let us know in the comments 👇

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