Byron Workman

Prospecting doesn't have to be a major headache. Download "6 Modern Prospecting Mistakes and How to Avoid Them" and learn how to align your sales process with the buyer journey. Discover tactics to overcome fear and boost your prospecting success. Download your copy here: https://hubs.la/Q02zR7kJ0 #SalesSuccess #ProfessionalTraining

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Bad news: 57% of salespeople miss their quotas. Good news: You can change that. Check out "Why Salespeople Fail" for strategies to: ✅ Fix gaps in your sales systems and management ✅ Align your strategy with today’s buyer journey ✅ Hit (and beat) those all-important quotas Learn how to sell smarter from the company that (literally) rewrote the book on selling. Download the whitepaper here: https://hubs.la/Q02RKrdp0 #Sandler #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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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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Tip of the Day 🎥 Classic: Differentiating Value Through Education. There are many different sources of insights we can bring to the table and this will serve as a point of difference potentially vs the other sales reps vying for the business because let's face it: it comes down to you vs the other sellers. #differentiation #tipoftheday #b2bsales #valuebasedselling

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People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

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Did you know the average tenure of a Sales VP is just two years? Sales leaders navigate immense pressures, often prompting them to make swift exits—but it doesn’t have to be this way. Grab your free copy of "Why Sales Leaders Fail" to uncover the common pitfalls to avoid and set yourself up for long-term success in the leadership seat. 👉 Download here: https://hubs.la/Q02XVNhY0 #SalesLeadership #LeadershipDevelopment

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Leading a sales organization isn’t just about hitting quotas—it’s about developing reps with strong business acumen who truly understand the businesses they’re selling to. Too often sales reps aren't learning the basics of business. Here’s what I emphasize: Financial Literacy – Great sales reps know how to connect solutions to ROI, showing customers the measurable value of their investment. Market Awareness – Staying informed on industry trends allows reps to position solutions as relevant and forward-thinking. Customer Focus – The best salespeople prioritize the customer’s goals, ensuring every solution drives meaningful impact for their business. A great sales rep doesn’t just sell a product—they help their champion or contact grow and succeed within their organization. By delivering meaningful solutions, they build trust, create advocates, and make a lasting impact.

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Earlier this year, Ebsta reported that 17% of reps generate 81% of revenue. Here’s how that happens… We’ve all heard the idea that former sellers who make the jump to sales manager need to shift from prioritizing personal outcomes, to their team’s outcome. But, nobody talks about how to do it. As an AE: Ask questions to build a shared narrative Help buyers make sense of existing information. Work towards achieving a singular sales target every quarter. As a sales manager: Ask questions that support your existing narrative. Tell sellers what to do based on what worked for you. Work towards achieving a singular sales target every quarter. What if we kept the first two behaviors the same and just flipped the last one instead? Both an AE and a Sales Manager have a singular sales number that they’re focused on. Even though one is for individual performance and one is for cumulative team performance, it inspires the same types of actions: Give more attention to late-stage deals Focus on opportunities that are more likely to close Push for more meetings later in the quarter. For AE’s there’s nothing terribly wrong with this behavior, but for a Sales Manager, this can be detrimental to their team. That’s because the number one responsibility of a sales manager is NOT to hit their CUMULATIVE number. It’s to empower EVERYONE on their team to hit their INDIVIDUAL number. There’s a big difference. Here’s what happens when sales managers only focus on their team’s cumulative target: They invest the majority of their time on late stage deals. They give more attention to high-performing reps with healthy pipeline. They end up joining more calls later in the quarter to push deals to close on time. On top of that, when you only focus on your cumulative target, you're more likely to end up barely hitting your number than exceeding it. What would happen if we compensated sales managers based on the percentage of their team that achieved their target? Or if we gave a comp accelerators to Sales Managers for every rep on their team that hit their goal? There’s no perfect solution, but I’d be keen to hear from some other sales leaders on this. Because every time I hear someone talk about the shift in mindset that comes with going from AE to sales manager. I can’t help but assume that their team is incentivizing the wrong shift.

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Did you know the average tenure of a Sales VP is just two years? Sales leaders navigate immense pressures, often prompting them to make swift exits—but it doesn’t have to be this way. Grab your free copy of "Why Sales Leaders Fail" to uncover the common pitfalls to avoid and set yourself up for long-term success in the leadership seat. 👉 Download here: https://hubs.la/Q02XV-k50 #SalesLeadership #LeadershipDevelopment

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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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Effective prospecting is about starting a conversation. These days, many conversations are sparked through social media. Join Richardson and Numentum to explore a repeatable process for building pipeline that combines agile prospecting and social selling to reach the right prospects with the right messaging to advance the conversation.

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With conversion rates reaching up to 70% through modern channels, connecting effectively with buyers has never been more important. To explore new strategies for engaging prospects, Richardson and Numentum are hosting a free webinar, *The Future of Prospecting: Agile Meets Social*, on November 14th at 11:00 AM EST. This session will delve into how agile prospecting techniques combined with social selling skills can help sales professionals reach their ideal audience, create impactful messaging, and build stronger sales conversations. If you’re interested, register below!

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Many sales organizations spend days or weeks on account prioritization and territory planning exercises. There's got to be a better way... If you're heading to Gartner CSO next week, don't miss Ami Arad's presentation on May 21 at 2:05pm! He'll contrast the traditional ways sellers prioritize their accounts and the new way made possible through buyer intent and predictive models. Get the details here: https://okt.to/GhFXdQ

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If you're a B2B sales leader with new AEs on your team, you need to get them up to speed quickly. You want to help them channel all that ambition, excitement and anxiety into closed-won deals. That means they need a powerful playbook to: - Discover potential buyers who are a perfect fit - Craft irresistible messaging that grabs their attention - Navigate those impactful business conversations that seal the deal Most importantly, they'll need to sell to executives. Check out this Harvard Business Review article to unlock potential: https://lnkd.in/gUUqpp6J #ValueSelling #b2bsales #salesenablement

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68% of buyers don’t engage a sales rep until the last stage of the buyer’s journey. When potential customers have access to all the information they want, how do salespeople stay relevant? Discover the secrets to success in an evolving sales landscape from Sandler's Executive Chairman, @Dave Mattson. In this session, you will learn: 👉Why technology and sales must work as one 👉What the salesperson of tomorrow needs to succeed 👉 How good sales training gives organizations a competitive edge Master the next evolution of selling. Tune in to the on-demand webinar here 👉 https://lnkd.in/gZRk9GCa #SalesTraining #FutureOfSales

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Today, your customers have more options and more ways to research purchases. Buying committees are larger. The process takes longer. As a result, it’s really challenging for sellers to navigate deals to a successful close. What can you do to keep the sales process on track?This article breaks down the buyer decision-making process and how you can improve your approach. #b2bsales #salesenablement #businessdevelopment

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