Bryan Mertz

What are you waiting for? Secure your spot now for the 2025 Direct Selling Channel Summit in Salt Lake City this February! Join Momentum Factor for direct sales' premier industry event presented by Social Selling News in collaboration with the Direct Selling Association. Click below for full details. #dscs2025 #directselling #directsales #leadership #compliance #legal #brandprotection #brandmanagement #riskmanagement #riskmitigation #compliancemanagement #regulatorycompliance #compliancematters #compliancesolutions #conference #summit

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"We need our AEs to source more of their own pipeline." When we've brought together rooms of revenue leaders like this at Sales Assembly this year, this has been one of the topics brought up most often. So...what's a leader to do? Outside of setting clear expectations that inbound will only make up a fraction of a rep's pipeline going forward (and thus you'd need to self-source if you want a shot at, I dunno, making $$$), some ideas to consider include: - Consider higher commission rates for net-new, outbound-driven deals. This obviously rewards the harder work required for self-sourced deals. That said, avoid disincentivizing inbound leads (despite how attractive that idea might seem). - Structure contests and spiffs around outbound prospecting activities – calls made, connections requested, etc. Makes it a focused game. - Leadership needs to be consistent in clearly explainining the "why" behind self-sourcing expectations. Reps need to hear this is a priority. - Finally, and this one is critical: ensure sales enablement provides outbound prospecting training and resources to build rep skills and confidence. If you ain't giving them the tools, they won't be able to finish the job. FYI when I get hit up by leaders looking for new AEs to add to their team, the ability to self-source (and documented experience being able to) is near the top of the list of requirements. This expectation aint going anywhere anytime soon. PS - Matt has gracefully returned the keys to the Capchase LinkedIn account back to their rightful owners, so your feed will no longer be littered with his nonense! For now, at least. 😬

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So, you want your AEs to self-source more pipeline...but you've set arbitrary activity targets across your team. 🤔 If you want your reps to be motivated to do more outbound, you first have to get them excited about it and explain the "why." Jason Bay recommends: ⮕ Meeting with reps 1:1 ⮕ Reverse-engineering their numbers ⮕ Making their quotas both tangible and achievable Want more tips for enabling reps to do more outbound? Watch Jason's full Closing Time episode at the 🔗 below. #outbound #prospecting #b2bsales

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Channel partnerships are an effective and highly-efficient revenue strategy to supercharge growth. Choosing the right type of experienced leaders to help you get there can be even more important.

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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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Every SDR knows time is money. Here are three time wasters to watch out for—and how to overcome them: Poor Targeting: Avoid wasting time on low-quality leads by refining your Ideal Customer Profile (ICP). Use data to focus on high-potential prospects that fit your criteria. Brandon Jeppson is def the king here! Generic Outreach: Boost response rates by personalizing your outreach. Use templates as a starting point, but always add a personal touch that resonates with your prospect. Joseph Rains shared crucial insight with me here! Over-Researching: Set a time limit for research and focus on key insights that drive conversations. Prioritize action over perfection to keep your pipeline moving. Austin Maloy has this down to a science and is seeing the results! The Awardco SDR Org is making moves and seeing much more effective outcomes here as we fine tune our craft. Come check us out!

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“Sales is a measurement of how effective you are at doing your job — it’s not your job.” - Mark Niemiec, CRO at Salesloft If Sales feels really hard right now, it's time to focus on the basics. More on this new episode of RevTalks: https://lnkd.in/eNPSK2c3

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck! Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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VISIBILITY NO GOOD = FORECAST NO GOOD Get better visibility into your team's pipeline with Scratchpad. The fastest way to update Salesforce and easiest way for sales leaders to inspect deals. Understand what changed and why at a quick glance. Learn more or try it out for free at the 🔗 👇 #Sales #Revenue #GTM

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There is a lot of fear, uncertainty, and even misinformation being spread about cold calls being flagged as SPAM. Let’s set the record straight: While some dialing solutions suggest reps manually register their numbers to stay compliant and avoid carrier SPAM thresholds, Orum takes a more reliable and proactive approach to protect your calls:   📊 Number Monitoring: Every night, Orum automatically scans and flags any numbers that might be compromised, so your team is always using trusted numbers. 📞  Grade "A" Caller ID: Orum provides real business lines powered by Vonage, known for reliability—ensuring your calls appear legitimate and reducing the risk of SPAM flags. 🔁  Number Rotation: Each rep gets 5-10 numbers to rotate monthly, keeping your numbers fresh and avoiding SPAM detection. In today’s sales landscape, compliance and efficiency go hand in hand.

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Complaint ➡️ My SDRs aren't having enough conversations Assumed “solution" ➡️ Make more calls Hold on. ✋ More calls is not the answer. ↳ Not UNTIL your engagement metrics are strong. Stuck with single-digit answer rates? Fix that first. Then layer on more calls. PhoneBurner just notched its 4th straight month of increasing answer rates. Our customers average double-digit answer rates, with 1/3 of customers > 20% answer rates. What's better than more calls? ↳ More meetings booked, with fewer calls. The path lies in your answer rates. We can help.

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🔑 Top Traits of High-Performing Salespeople 🔑 Here at Sales Recruiters Denver, we know what makes a true sales rockstar! 💼✨ If you're looking to bring the best into your team, here are some key traits we always look for in top-performing sales professionals: 🌟 Resilience – They don’t just bounce back; they come back stronger! 🌟 Active Listening – Understanding clients’ needs is their superpower. 🌟 Self-Motivation – The drive to succeed keeps them focused, even on tough days. 🌟 Adaptability – The market changes, and so do they. Flexibility is key. 🌟 Empathy – Building real relationships with clients starts here. Ready to build a team that performs at its peak? Reach out to Sales Recruiters Denver to find the best fit for your company! 📞👥 #salesrecruitment #toptalent #denverrecruiters #salessuccess #teambuilding #salesprofessionals #salesrecruitersdenver #resilienceinsales #activelistening #selfmotivation #adaptabilityinsales #empathyinsales #salesexcellence #salesgrowth #hiringtoptalent #salesleadership #salesstrategy #recruitmentagency #salesteamsuccess #hirethebest #salesrockstars

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Improved ramp time for new reps by 40% Some CROs see the value and still want to wait for the “right time” (ie. after SKO, after year end) Other CROs like Brent Thurrell see the value and move fast knowing now is the only time. A big reason why he’s running a half a billion ARR revenue org. Decisive and knows the moves he made earlier in the year start paying off in Q4 and in Q1. Your next year starts now. #TOP #Sales #Training

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Do your salespeople enter meetings with a clear plan? Download Sandler's editable Pre-Call Planner to capture important notes, set goals, identify questions, and more. 👉 https://lnkd.in/ePyNsdDX #Prospecting #SalesLeadership #Sandler #WilcoxandAssociates"

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Every company has a cadence, but how do you operationalize cadences for efficient and consistent meetings? Here’s a good litmus test Scott Peyser (SVP, RevOps) uses to know whether you have a good feel in thinking through opportunities: - Does the customer have a problem? - Do we have the solution? - Do they have the budget? - Do they intend to act? - Do they intend to act *with us*? By focusing on the deal from this “intent” sales methodology, you can establish different revenue cadences for different opportunities you’re solving for.

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Vendor renewals slipping through the cracks? 📅 We've all been there—one missed renewal, and suddenly you're scrambling to negotiate terms on the fly (or worse, paying double). Opstream automates renewal tracking, so deadlines never sneak up on you again. 🛑 Alerts for upcoming renewals ⏲ Streamlined approvals before time runs out Save time, avoid stress, and focus on what matters. Renewals don’t have to be a pain. Let Opstream handle it. Get in touch today!

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Trusted by more than 35,000 companies around the world, ZoomInfo is the go-to-market platform leader that supports companies in finding, acquiring, and growing their customer base 📈 ZoomInfo's Chief Security Officer Tomer Gershoni needed to gain visibility into security controls of his organization's cloud and SaaS environment in order to enhance breach readiness. Watch the video to learn why Tomer chooses Mitiga, the only end-to-end cloud threat detection, investigation, and response platform, to gain visibility into cloud threats ⬇️ "Mitiga helped us accelerate our overall breach readiness by providing us with the visibility on one hand and helped us accelerate our overall response to security events that may be happening across our infrastructure." #CloudBreach #CloudNativeSecurity #SaaSSecurity #CloudForensics

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SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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