Christian Lemaire

Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

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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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SDRs can be taught to be AEs SDRs can be taught to be CSMs [shoutout to Eric Partaker for the post inspo] Also... SDRs can be taught to be Managers SDRs can be taught to be Marketeers SDRs can be taught to do almost any role Fact: It's better to hire someone who is 60% ready with the right behaviours. Than 100% ready with the wrong ones. SDRs deserve a chance. Do you agree? PS. Share ♻️ with others in your network. And follow Chris Ritson for more sales content like this.

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To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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SDRs- your impact deserves recognition ($100k+ a year kind of recognition). You are the driving force of your sales org. Your contributions should be matched by growth and rewards. Top-performing SDRs earn over $100k/yr and if your current role isn’t reflecting your value, there are companies out there that will. Here are a list of companies hiring right NOW: https://lnkd.in/ePzJnBf8 Know your worth and keep the big picture in mind. It's easy to get caught up in the day-to-day, but remember- your earning potential is significant.

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Want to win more of your pipeline? 💰 Multi-thread It’s one of the most important things you can do to help drive urgency in your sales cycle Most mid-market deals include an average of 6-10 DMs Enterprise deals can include upwards of 20+ DMs The trap that a lot of sellers can fall into is over-relying on your champion Champions are great - don’t get me wrong It pays dividends to have a champion but it’s 10x when you have 3-4 champions advocating on your behalf Unfortunately most buyers don’t know how to buy so our job as sellers is to educate our buyers on how to effectively buy a solution to solve their problems & it’s actually pretty simple to do Take a look at your closed-won deals - especially your high value deals Who all was involved? Who is currently involved? What was the buying process like? What unexpected obstacles did you have to overcome? Use this as a roadmap to educate your prospects on how to buy I love multi-threading at the end of discovery in driving next steps (and farther along the sales process as well) Here’s a quick talk track you can easily apply when driving next steps with prospects: “Next steps typically involve looping in ABC partners (this could be higher level DMs in their function or other cross-functional leaders who are involved in the buying process for your service/offering) to discuss XYZ priorities (this should be the key initiatives your prospect is looking to solve/improve/attain in implementing your solution). We want to make sure that we’re all in alignment and moving in the right direction together. We usually see that looping in cross-functional partners early helps us to uncover potential roadblocks that we’d need to account for and improves our collaborative efficiency. What does your buying process look like and who is usually involved? Would it make sense for us to go ahead and loop then in on our next call?” Why it works? 1️⃣ You’re educating the buyer on who’s typically involved with the buying/implementation process at other similar organizations 2️⃣ You’re collaboratively driving next steps and confirming the prospects buying process 3️⃣ You’re using multi-threading as a way to add value (helping reduce unforeseen roadblocks and improve efficiency) 4️⃣ You’re reducing the internal selling effort required for your champion (again - adding value) Expand your reach by broadening your decision-making unit through multi-tasking and watch your sales cycle shrink What other tips do you have for multi-threading within your pipeline? Happy selling, friends!

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Imagine a world where selling is as easy as logging into your ZoomInfo home page. A world where your whole day was planned for you of who to contact, when, and how. A world with perfectly curated account summaries of your top ICP accounts served to you without you having do anything. That’s the world that ZoomInfo Copilot, the next big innovation to go-to-market promises to deliver. As a ZoomInfo partner and power user, I get to be one of the first ones to try out this new AI powered platform. Follow along with me as I explore the ins and outs! #ZoomInfoCopilot #zoominfo

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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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As this healthcare org started moving more PHI and PII data into Salesforce, they knew they needed a more robust solution to keep their data safe, so they turned to Varonis. 🦾 Learn how this security team used Varonis to improve their Salesforce security posture and gain more visibility across their Salesforce environments: https://hubs.ly/Q02Xm-0S0

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As this healthcare org started moving more PHI and PII data into Salesforce, they knew they needed a more robust solution to keep their data safe, so they turned to Varonis. 🦾 Learn how this security team used Varonis to improve their Salesforce security posture and gain more visibility across their Salesforce environments: https://hubs.ly/Q02Xm-0S0

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As this healthcare org started moving more PHI and PII data into Salesforce, they knew they needed a more robust solution to keep their data safe, so they turned to Varonis. 🦾 Learn how this security team used Varonis to improve their Salesforce security posture and gain more visibility across their Salesforce environments: https://hubs.ly/Q02Xm-0S0

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Don't let limited software visibility impact your IT and security posture. With Axonius, get a clear, credible, and comprehensive inventory of all your software assets in a single, unified view — on cloud, physical, or virtual devices.

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The path from $1m - $50m ARR is a graveyard for sales leaders. The average tenure for CRO / VP of Sales is under 18 months. You almost never hear of the same sales leader leading a company from $1m to $50m+. Why is it so rare for sales leaders to level up as the company scales? The "$0 - $1m" sales leader struggles to get to $10m. The "$1m - $10m" sales leader struggles to get to $50m. And so on. You see so many examples of this across the B2B SaaS industry. Working in an early stage company is kinda like playing jazz. Everyone member of a jazz band has their speciality, but the music comes from how they improvise and push each other to play. As you scale, the company looks more like an orchestra than a jazz band. Each section of an orchestra is highly specialized. The music is structured to blend each section together to make a sound - a symphony. Sure, a jazz player can learn to play in an orchestra. But it is rare. In the same way, the $0-1m sales leader can learn to be the $10m or $50m leader. But this kind of personal growth is uncommon. It requires a level of self-awareness and a commitment to learning that most people don't have. I've heard this trait called "dynamic range" - the ability for a leader to improve their skills to match the stage of the company. When you have a leader on your team who shows dynamic range, invest in them. Give them the opportunity to learn how to play in an orchestra.

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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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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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Your SDR just quit. Your Sales Engineer is overwhelmed. Your CRO is underperforming. Pick one to fix first." TRICK QUESTION. ⚠️ Here's why this mindset is killing automation & manufacturing companies: Your sales ecosystem is interconnected. Fixing one piece while ignoring the others is like changing one tire on a misaligned car. We just helped a $50M automation company rebuild its entire sales organization in 90 days: • 2 SDRs • 3 Sales Engineers • 1 Sales Leader ALL passive candidates....ALL President's Club-level talent. #salesleadership #automation #manufacturing #hiring"

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when a first time #vpofsales realizes that revenue needs to keep coming in even though you work full time trying to fill open #salesheadcout recruiting to source & secure IDEAL talent is more than a full time job ⏲ 🎯 if you would prefer to talk to TOP passive reps vs whoever happens to catch your ad & dm - it FREE to review our referrals 🎯 ➡ all of our candidates write you a #cadence to your #idealbuyer too so you know before you take any precious pipeline time that they know how to solve your problems ⬅ 🆓 you only make the investment when you know our candidate is better than ANYONE else 💹 focus on revenue and nurturing relationships with the best of em 💰 #sales #saassales #softwaresales #gtm #firstimevicepresidentofsales

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Most of people working at Chili Piper started as SDRs. Your AEs doing Demos of the platform are former SDRs, your AMs are former SDRs, CSMs are former SDRs.. not 100% but still .. and so on and so forth, SDRs in all departments. It means that we all get that PAIN of scheduling meetings, pre-qualification, no shows, reschedule, reassigning meetings, CRM update.. When I heard this during a working session today : "When reps schedule a meeting, they still need to create an opportunity in Salesforce to get the credit" 😑 😑 😑 😑 😑 😑 😑 😑 Buying a scheduling solution is cool, but getting one that can make your team's life easier is motivating 🌶 Selling a scheduling tool is Cool, but selling a solution that helps reps get their quota is energizing 🔥 Thinking that my work helps reps to get better results makes me feel I am useful ❤️

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As this healthcare org started moving more PHI and PII data into Salesforce, they knew they needed a more robust solution to keep their data safe, so they turned to Varonis. 🦾 Learn how this security team used Varonis to improve their Salesforce security posture and gain more visibility across their Salesforce environments: https://hubs.ly/Q02Xm-0S0

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