Clay Vickery

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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#1 skill I’ve seen consistent across sales reps Is their ability to stay organized. It doesn’t mean unorganized reps can’t be successful, I know plenty that are. But a rep that can consistently execute a process will win a lot more often. This goes for: - Prospecting - Deals in early stages & follow up - Deal alignment with multiple stakeholders - Multi-threading - etc. Sadly, most deals are lost due to poor organization and follow up. My suggestion, take the thinking out of it as much as you can. Check out Boomerang who's solving this problem: https://lnkd.in/gmRveMqa

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Guilty! I've fell into the "budget" question many times, but focusing on an individuals role and company hierarchy will get you the answer you need to move the deal along quicker! #SalesTraining #SalesCoaching #SalesTips

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TOP GUN 3 - MICRO The Top Gun Trilogy takes a turn to the b2b world where the Micro is panicking about his dashboard being incomplete and the enterprise missing their number... You do not want to miss this one... Enjoy the preview. #sales #sellSmarter #podcast

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Sales teams, are you tired of hearing that cold calling is dead? There's a lot of bad advice out there, from rotating A-numbers to using localized numbers, but none of that will significantly improve your results. People don't respond to unknown numbers, and changing your number won't help if you're still using bad calling practices. So, how can you reach your prospects by phone? The best way is to let them know it's you calling. Transparency is key, and the best way to achieve this is through branded calling. Traditional Caller ID (CNAM) isn't fully adopted by cellphone users, and it limits your bank of numbers to a singular name, which is often truncated and at times illegible or completely inaccurate. Branded calling, on the other hand, allows you to customize each number to reflect its origin, whether it be calling department or call purpose. Let's bring trust and transparency back to sales teams. Say goodbye to deceptive calling strategies and hello to branded calling. #Sales #Strategy #TheWholeBunch

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Gift of the gab? Stuff it. The real power is in active listening. engaged, relentless listening. You can teach a salesperson what to say, sure. You can train them to manage a conversation. But you can’t teach them to listen. Not the kind of listening that matters. Want a great salesperson? Don’t look for the smooth talker. Look for the one who actually hears what the client is saying—and knows how to respond. Because real sales success isn’t about words. It’s about understanding. I discussed this and more with B2B Sales Expert Richard Abels. He's one of a kind and tells it like it is. #QuietImpact #B2BSales #SalesLeadership

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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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Prospecting today is about being known and trusted. When the prospect needs a solution, if you’re not already known and trusted then you’re too late. But being known and trusted also gives you access to problems your prospect didn’t even know could be solved.

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Cold calling is dead. As Nick and Armand say, it is.....for people who suck at it. Most reps go through the motions, make their dials, don't analyze their list, use generic messaging, and don't practice the craft of cold calling to try to improve. It's a mentality thing too. If you think a call blitz is going to suck or you think cold calling is a waste of time and you're not willing to put in the effort to try new approaches and improve then yes, the call blitz is going to suck and cold calling is a waste of YOUR time. If you treat it like anything else that you want to get better at and put in the work, it's still an extremely viable and valuable part of the overall sales process. I had Nick and Armand on the podcast this week to talk about their new book and some of the key tips, techniques and approaches they, and some of the best cold callers out there, use stand out from the crowd and crack through the noise. Check out the full episode of Make it Happen Monday today wherever you get your podcasts and pick up their book on Amazon if you want to level up!

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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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Great post Brian G. Burns. Optimistic self-reporting is where all great deal coaching sessions begin. An expert, impartial deal coach helps sellers uncover blind spots, obstacles and gatekeepers through role-playing and collaboration. Maintain optimism and run the business pragmatically.

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The best way to exceed your goals as a salesperson is to focus on making sure your customers achieve theirs.

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What separates elite and average salespeople? The elite *care more* about their customers. Teddy Roosevelt said it best: “People don’t care how much you know until they know how much you care.” Customers can quickly and easily tell if you truly care about them by the way you engage and interact. If customers feel you care about their success as much as they do, they will want to work together if you can help them. Caring naturally leads to curiosity. When you care, you will dig deep during discovery to better understand the challenges your customers face and why they face them. When you care, you will take the time to understand what success looks like to the individuals you sell to and their companies. When you care, you will feel as invested in your customers’ success as they do. Caring cannot be faked. You have to genuinely care about your customers if you want to sell large deals that transform their business. To become a great salesperson, you must become a great person first.

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It's time to stop hating on sales reps. Sales is hard and most of us would not fare that well as a sales rep. So let’s cut the sales rep some slack and appreciate their hard work. #sales #revenue

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We've all been here haven't we???? LOL, this situation is always painful but it happens!! Bill Brooks, CBPA Kait Grey, CBPA Matt Smith, MBA, CBPA Dan Ross, CBPA Brandon Watson I think you will all appreciate this....... #monthclose #sales #takecareofyourpeople #ithappens #greatvideo #salescanbepainful #ontothenextone

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Most buyers hate salespeople. They are worried about getting lied to or them using sleazy sales tactics. This is why I like to be very direct with prospects. I find that the more radically transparent I am, the more trust is built. Check out this recent example in this clip. Repost if you agree♻️

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1) Have drive 2) Know what sales questions to ask, when to ask them, how to ask them, why to ask them and how to respond to the answers given.

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