Colin French

Summer months are tough for SDRs Prospects take A/L. Reps take A/L. It feels like you have fewer days to work with. Here’s what I do: Look through past Closed-Won cases. Look at the titles/ICP that moved the needle. Build a list of that ICP. Put them into a call-only sequence for one day. This is why: Your talk track will be the exact same, every convo. The pains they’re familiar with, will likely be the same. You’ll also become familiar with talking with that ICP. Learn & mirror the language they use. I do this on days towards the end of the month. Get those dials lined up. P.S - How many times a week do you cold-call?

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BDRs should consider starting their own prospecting business. More freedom, control over your career, time with your family, and income. If you're great at cold calling, you'll probably excel at building your own pipeline.

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The key to setting realistic targets for SDR/BDR teams goes beyond reverse-engineering pipeline goals from outbound efforts. It's about recognizing that your team should be able to: * Hit 50% of quota with basic effort, using industry-standard cold calls and semi-personalized + automated email sequences targeted at the right prospects. 🏃🏻‍♂️ * Achieve 75% of quota through consistent hard work—this includes a solid volume of cold calls paired with personalized emails. 🔫 * Meet or exceed 100% of quota through creativity and effort, involving targeted, well-researched cold calls, video prospecting, hyper-personalized emails, and active social media engagement with prospects.💯 If your quota is set so high that even your good reps are clawing to reach 75%, you’re not just missing numbers—you’re killing morale faster than a bad cold call! #quota #targets #sdr #bdr #businessdevelopment #pipeline #saas

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Bad AE: "Here’s how our tool could help you increase revenue." Good AE: "Here’s how our tool can help you save 50% of your time." If you're only talking about features in your demo, you've failed miserably. Prospects don’t care about features. Prospects care about their problems. They want solutions that matter to them. To win, you must understand their needs. Do they want to: A. Save time? B. Save money? C. Make more money? If you can pinpoint one of these, you’re on the right path. The goal is show exactly how your product solves their problem, based on their role. If your demo doesn’t answer to their pain problem, you won't close the deal. Buyers won’t invest in something they don’t know how to use. What do you think?

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I was chatting with 🔥 Tom Slocum last night & the The SD Lab squad is half way crushed our quarterly quota! Jamie Neubeck 💃 has been killing it on reddit & has stumbled into a brand new market for us that is going crazy. Tajay Carter has been crushing it for one of our clients putting points on the board. 🔥 Tom Slocum has been an operational machine keeping us lean & mean! This is all while I have been away recovering from my transplant. Who says outbound doesn't work? #SalesDevelopment #OutboundSales #OutboundProspecting #MeaningfulConversations #Pipeline #Revenue #TheSDLab #theOutboundSalesGuy

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Early on as an AE, I made a lot of mistakes: The LARGEST one was wasting time on the wrong opportunities. Here's what happened: 👇 When I first became an AE: - I left no stone unturned - I worked with every single prospect. - I worked on every single opportunity regardless of fit. - I forced opportunities that were not a good fit, into the sales process This hurt my chances of success early on. It SOUNDS good in theory to work everything, but it spread you too thin. - Diminished buying experience. - Decreased focus and efficiency.  - Etc... I focused on opportunities that didn't make sense, and in turn... I took time AWAY from prospects that were a GOOD fit. There's a finite amount of selling hours in the day. Invest your time where it matters. You'll be better off for it. ▶ How do you setup your time, and prioritize prospects? Like, follow, and comment below ⬇

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I didn’t “feel ready” as an AE: Until I did this… SDRs go into their next role with little to no training. Here’s what I did to get up to speed fast in the new role. → Get independent as soon as possible. You don’t learn until you’re in the driver seat, and make mistakes. Focus on the core skillset: - Discovery. - Next steps. - Demo. - Trial. - Etc.. Learn the BASICS. Get independent, and learn as you go. → Fill in the gaps. Go back to each step. Listen to top-performers calls. Note: - How do they run discovery? - How do they manage trials? - How do they demo? Copy & Imitate. Pro Tip: Invite them to a coffee chat, seek to understand the why behind why they do things. → Annoy your manager. Send them calls to review. Be specific with the sections and time stamps. Focus on areas where you could’ve done better. Take the feedback, and implement change. The main concept is to get in a position to start making mistakes. You won’t learn everything ahead of time. Jump in and learn as you go. How did you handle the move up? Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

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"🎣 SDRs: Are You Gathering Data for Your AE or Solving Pain for Your Prospect?" There are two mentalities when running a qualification call: 🌊The 'Inch Deep, Mile Wide' strategy covers multiple areas with different questions, gathering surface-level information that gives the AE plenty of threads to pull on. 🎯The 'Inch Wide, Mile Deep' approach focuses on one key area, uncovering a core pain point. It provides less total information, but it exposes the nerve that drives urgency for the prospect. While SDRs think AEs might value having more angles to explore, it's the prospect who will be more excited for the next call if you've shown them the real pain. 🔥 🌟Ask follow up questions🌟 So, are you casting a wide net 🐟 or setting the hook? 🎣 Which strategy are you using?? #sdr #bdr

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Salespeople… Here are 3 hacks to cut through the noise and stand out to your prospects. 1. Message prospects right after they hang up on you. If a prospect hangs up on you and you aren’t messaging them RIGHT after, I guarantee you’re missing out on a TON of meetings. Sending an email after getting hung up on with a catchy/funny subject line like, “Just (unsuccessfully) cold called you.” is a great way to stand out and get prospects to respond. 2. Leave voicemails Sending a voicemail after a cold call is seemingly RARE amongst reps today. If you can succinctly summarize why you called and then follow up with a relevant email, I promise you’re making a MUCH better impression than the other 20 reps that made a cold call and left nothing but a missed call notification that says, “Potential Spam.” 3. Cold email your prospects. With cold email getting less and less prevalent because of all the new regulations, now is a PERFECT opportunity to learn how to PROPERLY craft a cold email. Make sure your offer is relevant, punchy, and actually getting INTO your prospects inbox (Maildoso can help with this part). What do you guys think? How else can Salespeople cut through all the noise nowadays? Martin, Dariia, Carla, Dave, Mike, Chris 🦄, Joel, Parker, Ron, Christopher What's one of your favorite ways to stand out to prospects?

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The #1 Sales Skill: Active Listening 🎧 Sales success isn't about talking—it's about understanding. When you truly listen to prospects, you: - Uncover hidden needs - Build genuine trust - Craft perfect solutions Remember: Listen 80%, speak 20%. Connection starts with hearing the other person.

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I’ve spoken to 10 SDRs and AEs over the last month who are struggling with the ups and downs of sales. Here’s the concept I tell them: You need to get really comfortable with the idea of acceptance. It’s not about detaching from the outcome, it’s about detaching your self worth from the outcome. It’s okay to be okay with where you’re at in life (or sales) and not beat yourself up. This can help you let go of what you can’t change so you can start taking action against what you can’t actually control. That’s a formula for being able to start down a path of living and thinking a new life for yourself. Lastly, our current state is a sum of our prior choices, habits and actions. If that’s true, then we can start taking action today towards who we want to be in the future. If you’re in sales, start taking personal inventory today: -Where are you at? -Where can you improve based on data? -What daily actions do you need to take to get there? -What are the things you can’t control that you can let go of now?

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Hey SDRs: Your importance is underestimated. Always remember that. You do the hardest part of the sales cycle. You turn nothing into something. You face the unknown and make it known. And that is incredibly valuable. It may not always seem that way, But it truly is. And it's not just valuable to your company. It's valuable to you as an individual as well. In fact, probably even more valuable. Learning these skills will set you up for success wherever you go next. This is the growth phase of your career. And careers are marathons, Not sprints. The maximum amount of money you make in your career won't be as an SDR. But the skills you learn as an SDR will be essential in helping you get to that point. That I can guarantee.

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AEs and Full-Cycle SDRs/BDRs, securing “next steps” is essential for keeping your deals moving and leadership happy. But it’s also a curse. Here’s why: 👇 This is a you-focused approach. It’s got nothing to do with the buyer. It’s simply a checklist within your sales process. Then you wonder why: —Prospects go silent 🤐 —Deals stall 🚫 —Forecasts miss targets 📉 Stop thinking about what you need to do to lock in next steps. 🤔 What if you flipped the script 🔄 on “Next Steps”? Instead of focusing on your checklist, start thinking about the buyer’s process. Consider this: what is the next decision the buyer needs to make, and what enablement do you need to provide them to make that decision? 💡 This approach helps you identify risks early, and it enables your buyers. Remember, buyers spend less time with us. They require autonomy, and it’s our job to enable them to make their next decisions. Securing “next steps” is crucial. But only if it’s done within the buyer’s process in mind. #SalesTips #BuyerCentric #SalesStrategy #NextSteps #sales #B2BSales

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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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SELLERS! check out Marcus Chan onboarding playbook (youtube link in comments) #sales #salesonboarding #rampperiod #quotacrusher #milliondollarcloser

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5 strategies to automatically increase your win rate 👇🏼 Very interesting and accionable from Gong 1. Double down on backup 2. Give buyers time to think 3. Make sure reps talk money 4. Require next steps 5. Emphasize value, not features

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1 week until the crew is back together to lead another 7-Figure Prospecting Bootcamp. Yours truly will be showing how to use LI Sales Nav + CRM to find low-hanging fruit. LinkedIn Celebrity 🤩, Brian LaManna, sharing how to overcome any objection thrown our way on a cold call. My implicit enemy 😉, Vin Matano, teaching us how to write cold emails that can book meetings every damn day. Inner game guru 🧘‍♂️, Alex Kremer, showing us how to take control of our mental game so we can crush the outer game. Teddy bear yet killer human being 🐻, Matthew Bradbury, sharing his skills in time management. Lastly, THE TOMMY TAHOE 🏔, Tom Alaimo sharing best tips on problem prospecting, sequence creation, cold calling mastery, and how to be a learning machine maven. Want to join us? We'll be kicking off in a 1 week: https://lnkd.in/g3RvpJpK The reviews speak for themselves 😍 ✨ AND we know I love a good deal so use promo code "Kat" for 20% off ✨

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Why SDRs Are the Midfielders of Your Sales Team ⚽ Think of your sales process as a football match: *The goal is your AE, ready to score that deal. *The SDRs? They’re your midfielders, controlling the flow of the game. Just like midfielders in football, SDRs are in the thick of it, fighting for possession (prospecting), making the key passes (qualifying leads), and setting up the strikers (AEs) to take the shot (close the deal). The ball? That’s the meeting they’re booking. Every successful pass (meeting set) brings you closer to the goal. Without strong midfielders, the ball never reaches the goal-scoring opportunity. Similarly, without effective SDRs, your pipeline dries up, and those scoring chances (closed deals) become few and far between. It’s a team game, and your SDRs are the unsung heroes, making sure the ball keeps moving forward. #Sales #SDR #AE #Football #Teamwork #SalesDevelopment #WinningStrategy

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