Cole Hughey

What metrics do you track for your cold-calling efforts? Cold calling remains one of the most effective lead-generation tactics, but mastering it requires understanding the key metrics that indicate success. Many fractional SDRs miss out on key opportunities by not focusing on essential metrics. Learn how top-performing fractional SDRs use these metrics to refine their approach and maximize results: https://lnkd.in/dwxKtnUf #outboundsales #SDR #fractionalSDR #remotesalesjob #coldcalling #Glencoco

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An organization's customer experience hinges on more than just its sales reps. SDRs play a crucial role in prospecting, qualifying leads, and setting up sales for success. When SDRs prioritize the customer, it shows in expanded deal sizes, faster sales cycles, and higher lifetime values. The stellar customer experiences companies strive for start with the stellar SDR. #SDR #customers #winsday

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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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POV: "We need more pipeline" Revenue teams are under unsustainable pressure, asked to hit targets increasing faster than the traditional remedies can show results. Is it time for a new solution to the age-old pipeline problem? Our hot take: PreSales is a critical lever to increase both sales process effectiveness and the market readiness and responsiveness of products. 

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ZoomInfo is very clear about how sales roles are getting tougher: in 2020, the average sales cycle was 33 days. Now? It's 43 days — with an average of 56 days for deals involving companies with more than 1,000 employees. The expectation for AEs and BDRs to meet quotas and hit numbers keeps rising, but is that actually realistic? AEs don't think so; and we see the proof of that in the rise of new emerging Sales #technology to help take the pressure off a crushing sales cycle. Here are some cool new #Salestech platforms built for the modern AE. 1up — Immediate messaging based on your conversations (https://lnkd.in/eWTXZ-Yk) Letterdrop — Thought leadership automation for better social selling (https://lnkd.in/eJqegHiw) Dock — Sales deal rooms where sellers collaborate with buyers (https://lnkd.in/eXzMia_y) Common Room — Customer intelligence platforms with AI automation (https://lnkd.in/dK3KbdSg) Trellus (YC W22) — Auto-dialer that analyzes conversations and suggests improvements (https://lnkd.in/e2HcwJiK) Any of these sound interesting? Join the Emerging Sales #DimmoDay to see the demos live and get into the details of what's possible. https://lnkd.in/ezcU8Hy9

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STRUGGLING TO TRUST YOUR FORECAST? Get a better understanding of your pipeline with Scratchpad. Quick visibility into deals to spot red flags, see what's changed, and proactively coach reps to close more deals. Learn how to trust your CRM and access data faster at the 🔗 👇 #Sales #GTM #Revenue

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👍🏿 Is Sales Right for You? Being a sales rep requires a lot more than just making phone calls and reading from scripts. Skills like active listening and traits like resilience and tenacity are must-haves. Discover eight (8) in-demand qualities that make a great salesperson. 1. Demonstrate resilience and persistence 2. Possess multichannel communication skills 3. Be tech-savvy or open to learning 4. Understand how data drives sales activities 5. Practice active listening 6. Capable of collaboration 7. Be receptive to coaching 8. Have extensive product or service knowledge Source: Elliott, J. (2022, Mar 15). 8 Personality Traits That Make a Great Salesperson. CO by U.S. Chamber of Commerce. . #cmet #entrepreneurship #startup #business #entrepreneur #training #accelerator #SalesGuru #ClosingDeals #TopSeller #ClientRelationsExpert #NegotiationMaster

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UNDERRATED PIPELINE REVIEW ADVICE 👀 Target one deal per rep. Every sales rep can rattle off details about a bunch of deals. But that’s just information dumping. Let’s try critical thinking instead. Ask your reps to bring their single most pressing deal to your pipeline review. Have them (briefly) explain where they’re at and why they’re stuck. Then have the team collaborate to identify closing strategies. Now you’re peer coaching. This approach turns new hires into veterans FAST. And it promotes accountability since each rep has to come back to the table next week and tell the team what happened. When your entire team collaborates, closed deals are a win for everyone.

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The best salespeople pass along key deal data to onboarding teams by doing this...🎥 The handoff from Sales to Onboarding is crucial. A poor handoff can lead to churn. Efficient teams have their CRM configured to make it easy for Sales to capture key data and pass it downstream. Watch the full webinar, "Nailing Customer Lifecycle Transitions: Part 2" with Jeff Kushmerek, to learn more strategies to successfully move customers from sales, to onboarding, to long-term success. ➡ https://bit.ly/3Wv1k1i

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Sales Reps: Take the guesswork out of pipeline generation, lead nurture, and customer renewals. Be more effective in your cadence strategy. Salesloft lets you know what’s working... And what’s not. To help you set strategy Drive alignment. Predictably generate revenue. And scale your sales organization. Looking for ways to roll out Salesloft quicker? Supered Solutions best practices put you on the path for success.

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🔥 Sales Outreach: Volume vs. Quality Debate Many sales teams get trapped in the volume game. The belief that more emails, more calls, and more messages automatically lead to more sales has been around for a long time. But here’s the hard truth: outreach volume is irrelevant if your TAM (Total Addressable Market), persona, and messaging aren’t finely tuned. 💡 SPEND TIME ON THIS—THE REST WILL FOLLOW. When your target market, personas, and messaging are aligned: 1. Your outreach becomes purposeful, not a numbers game. 2. You engage with real prospects, not just noise. 3. You build meaningful connections, not surface-level outreach. Instead of obsessing over metrics like the number of emails sent or calls made, focus on refining your TAM. Know your buyer personas intimately and craft compelling messaging that speaks directly to their challenges and needs. With this foundation in place, quality will naturally rise, and the volume will become less of a concern. After all, what matters isn’t how many people you reach—it’s how effectively you engage with the right ones. Reach out to Twelftree Consulting for a coffee & chat. #SalesOutreach #SalesStrategy #TAM #PersonaDevelopment #TargetedMessaging #OutreachExecution

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AEs - Ignoring your SDR's growth is costing you thousands in commission. Here's how: For most AEs, their SDR is their number one source of new pipeline. If you want to get ahead and smash your quota, do these five things. They'll take your SDR and pipeline to the next level! 1. 𝐌𝐨𝐜𝐤 𝐂𝐨𝐥𝐝 𝐂𝐚𝐥𝐥 𝐑𝐨𝐥𝐞𝐩𝐥𝐚𝐲𝐬: Practice to increase their batting average. 2. 𝐅𝐞𝐞𝐝𝐛𝐚𝐜𝐤 𝐨𝐧 𝐞𝐦𝐚𝐢𝐥𝐬: Help them improve their messaging. 3. 𝐒𝐡𝐚𝐫𝐞 𝐓𝐨𝐩 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬: Teach them to find the best people to reach out to. 4. 𝐇𝐢𝐠𝐡𝐥𝐢𝐠𝐡𝐭 𝐀𝐜𝐡𝐢𝐞𝐯𝐞𝐦𝐞𝐧𝐭𝐬: Tell senior leaders about their work. 5. 𝐄𝐧𝐜𝐨𝐮𝐫𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Cheer them up after those tough days of cold calling. Do these steps a few times each month. You will watch your commissions skyrocket!

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Onboarding SDRs is critical to whether or not they succeed in the role. The 2024 State of Sales Development report shows that revenue orgs spend $6-7,000 per rep annually on tech. That does not include what you pay to recruit them, their salary, or other ancillary costs. When you calculate what this represents compared to how long they stay in the role (less than 24 months on average), you better have an incredible onboarding plan to optimize their cost-effectiveness. That's why we built out a guide for how to use automation to do just that. Check the link in the comments.

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Tired of drowning in admin work instead of sealing the deal? With Media-Soft, streamline your sales operations and give your reps the tools they need to connect with HCPs and drive growth. Focus on what truly matters—closing deals—and let us handle the rest. Less hassle, more success. Learn more - https://media-soft.info/ #pharmacrm #mediasoft #digitaltransformation #generativeAI #omnichannel #pharma

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Imagine closing 20% more deals each quarter without working extra hours. That’s possible with Docket for your sales team. 💼✨ Reports suggest that 70% of enterprise AEs still struggle to consistently hit their quotas in 2024, leaving potential revenue on the table. 📉💸 Why? Information overload. AEs must juggle technical questions, sales documentation requests, and constant product updates. 😵‍💫📝 Even with increased sales budgets, traditional tools fall short for AEs in large companies. 🚫🛠️ That’s where Docket steps in, helping account executives work smarter, not harder, with AI assistance. 🤖💡 Discover how Docket’s AI can streamline B2B sales operations and client interactions in our latest blog. Check it out here - 📖👉 https://lnkd.in/d2g2QkB4

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Track buyer journeys from awareness to conversion and beyond with RevSure's Full-funnel Attribution Solution. Select the stages, events, touches, or activities of the journeys and filter them by segment, region, channel, or source. You can even trace journeys across the SDR/BDR/Sales motion and more. Learn more about RevSure's Customer Journey Analysis capability here: https://lnkd.in/g9C6RrH8 #B2Bmarketing #marketingattribution

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❌ No, the SDR role isn’t going away. ❌ While SDRs and AEs are here to stay, their roles are shifting in response to evolving buyer demographics and changing preferences. At LeadIQ, we’re helping SaaS sales and GTM teams stay ahead of the curve and learn how to thrive in today’s evolving sales landscape. Deep dive into the webinar: “The evolving role of AEs and SDRs in building sales pipeline” for tips and tricks on how to best utilize the AE and SDR relationship for Q4 and into 2025 🤝 Thank you to our webinar panelists: Jessica Nelson, Global Vice President of Sales at Stream Sam Lau, Senior Director of Global GTM Enablement at Anomali Ronald Halbert, Global SVP of Sales Development, Sales Enablement, SMB Sales at Sirion Watch now 🎥: https://lnkd.in/gx7dMRuK volving-role-of-aes-and-sdrs-in-building-sales-pipeline #sales #salestips #SDR #AE #leadiq

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Are your BDR outbound efforts falling flat? Marketing and sales teams waste time and resources on generic, one-size-fits-all outreach that fails to resonate with busy B2B buyers. These buyers are craving personalized experiences that speak directly to their unique challenges and goals. But what if you could create an integrated campaign that surrounds your target accounts with consistent, personalized messaging? By incorporating links to personalized landing pages into your BDR sequences and email campaigns, you can drive higher engagement and accelerate the buying process. And when your BDRs follow up to discuss the tailored content, you create a seamless, high-impact experience that cuts through the noise. This coordinated approach harnesses the power of both inbound and outbound personalization to deliver relevant and consistent messaging to prospects at your target accounts. Ready to refresh your ABM program with some new tactics that are working right now? We've got you covered 👇 https://bit.ly/3R8S4wT

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