David Vertin

BIG COMMISSION CHECKS ARE NICE Consistently big commission checks are nicer. With Scratchpad sales teams have everything they need to maintain a healthy pipeline and close deals with speed and consistency. 📈 Zero Boards wipe out non-compliant opportunities 📈 No-code Automations for instant Salesforce updates 📈 Deal Rooms promote proactive collaboration on your biggest deals Check out all this and much more at the 🔗👇 #Sales #Revenue #GTM

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SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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Hey SDRs, ➡ Tired of low email deliverability? ➡ Bounce rates going through the roof? ➡ Domain reputation sinking? Well, it might be a good time to take a look at those email addresses whom you’re sending emails to.  Why? Invalid email addresses aren’t deliverable. When the emails aren't deliverable, they land in the spam folder or bounce back. This affects your deliverability. So, ‘email validation’ helps here. With it, you can- ✅ Reduce the bounce rates ✅ Provide accurate insights ✅ Increase engagement rates ✅ Gets better ROI ✅ Protects your reputation If you want to make your email campaign successful and get better results. It is important to ensure that the email accounts you are sending emails to are valid. #sales #emailvalidation #emailtips #outboundsales

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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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Is your BDR team truly creating demand or just adding to the noise? In this episode of the Revenue Lounge podcast, Adam Robinson, CEO of Retention.com and RB2B, and Randy Likas Likas dive deep into the evolving landscape of B2B outbound prospecting. Here are some key takeaways: 🔍 Demand Creation Shift: Realize that demand isn’t created by your BDRs; it starts elsewhere and is only captured by your outbound efforts. 📈 Scaling Challenges: Growing your BDR team alone isn’t enough. Marketing, operations, and other functions must scale in tandem to effectively support demo bookings. 📉 Response Rate Crisis: With the proliferation of sales tools, email volumes are skyrocketing, reducing the likelihood of recipients responding, even to personalized messages. 🎯 Economic Factors: In today’s economic climate, with tighter budgets, prospects are less likely to engage with outbound sales efforts. More such insights in the full episode. Link in comments! #SalesStrategy #SalesForecasting #OutboundSales #B2BSales #SalesOptimization #RevOps

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Hey everyone - Joe Mclaughlin, Demand Generation Lead taking over here 👋 I’m an ex-SDR who now spends his time trying to help SDRs. I know how hard the role can be. And now, being on the other side of a lot of prospecting, I know how bad some outreach is 🥴 I made my fair share of mistakes. I’ve called people the wrong name, froze on the spot when someone unexpectedly answered, and sent emails that would have earned me a very low Lavendar score. Now, I get to speak to some of the top-performing SDRs and AEs out there. They’re a lot better than I was back in the day, so it’s awesome to take all this advice and mix it with my own experience to give SDRs tips they can actually use in their daily lives. So, if I could offer some advice from being on both sides of the phone: Enjoy the process 💪 I know my better calls were when I felt confident and had a smile on my face. Every top performer I speak to now loves the role and talking to new people. ‘Smile and dial’ may sound cliche, but you can feel it on the other side when the person brings positive energy. Keep testing 🧪 Proper testing means giving new ideas a chance. I was always guilty of chasing the next shiny tactic, and if it didn’t work straight away, I dropped it. There are so many ways to do well in this role; it’s about continuously building on an approach that suits you. Whenever you test something new, test it a lot and keep proper track of how it compares to your benchmarks. Phone first 📞 This market is tough, and there’s so much noise. Pretty much every top performer in this market I speak to is winning on the phone. Making that immediate connection, bringing your personality into it, and receiving instant feedback isn’t possible on other channels. That’s why we’re doing so much work on advice to help people with cold calling. It’s hard, but it’s working! Check out the latest Everything is Sales podcast ep with Nia Woodhouse. Coaching and why it’s so important was the big talking point here. The links are in the comments 👇

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How do you set Gen Z sellers up for succes? Calling all sales leaders! This is a must-listen to cap off your week: https://lnkd.in/gj9izm8M In case you missed it, we've just launched a new season of the Redefining Sales podcast. Listen to our first episode with our fantastic guests Lucy Lee and Danielle Dacunha-Howarth from PurplePatch, and stay tuned for new episodes dropping soon. #Sales #Podcast #AIinSales #Prospecting #SalesEnablement #SalesStrategy #SalesTraining

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Multi-threading is no longer optional. It's essential. Yet, most AE's rely too heavily on a single champion. The Risk? - They go dark, and your deal goes with them. - Your internal champion leaves the company. - Your one person struggles to gain consensus. What happens next? Your deal stalls, leaving you chasing for updates. What you should 𝗡𝗢𝗧 do: Don’t wait until you lose momentum. → Start connecting with multiple stakeholders. If you’re relying on one point of contact, you’re making your deal fragile. What you 𝗦𝗛𝗢𝗨𝗟𝗗 do: From the beginning, make an effort to multi-thread. → Engage with people across typical departments. Build a network of advocates. 𝗠𝘂𝗹𝘁𝗶-𝘁𝗵𝗿𝗲𝗮𝗱𝗶𝗻𝗴: ↳Strengthens your deal ↳Mitigates risk ↳Gives you a full view of the customer’s needs. Don’t leave your deal in the hands of just one person. Make sure you’re connected to the entire buying group. - -------------------------------------- 🔔 Follow me James Bissell for more on sales ♻ Repost & share to help reps that don't get training

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"We need our AEs to source more of their own pipeline." When we've brought together rooms of revenue leaders like this at Sales Assembly this year, this has been one of the topics brought up most often. So...what's a leader to do? Outside of setting clear expectations that inbound will only make up a fraction of a rep's pipeline going forward (and thus you'd need to self-source if you want a shot at, I dunno, making $$$), some ideas to consider include: - Consider higher commission rates for net-new, outbound-driven deals. This obviously rewards the harder work required for self-sourced deals. That said, avoid disincentivizing inbound leads (despite how attractive that idea might seem). - Structure contests and spiffs around outbound prospecting activities – calls made, connections requested, etc. Makes it a focused game. - Leadership needs to be consistent in clearly explainining the "why" behind self-sourcing expectations. Reps need to hear this is a priority. - Finally, and this one is critical: ensure sales enablement provides outbound prospecting training and resources to build rep skills and confidence. If you ain't giving them the tools, they won't be able to finish the job. FYI when I get hit up by leaders looking for new AEs to add to their team, the ability to self-source (and documented experience being able to) is near the top of the list of requirements. This expectation aint going anywhere anytime soon. PS - Matt has gracefully returned the keys to the Capchase LinkedIn account back to their rightful owners, so your feed will no longer be littered with his nonense! For now, at least. 😬

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Mega dealers vs the rest I’ve spent the best part of the last decade working in hyper growth SaaS (Salesforce & ServiceNow) In that time I’ve worked with & led some incredible sellers, and studied them Here’s what sets the true big deal giants (high 7 and 8 figure ACV deals) apart: 1) Belief They believe almost fanatically in their pursuit and ability to help their customer fix big problems They inherently also understand that they must focus. This is important as it shows 2) It’s on them - they take FULL responsibility They show up, and understand that the buck stops with them No excuses 3) They go together, not alone. They understand that an unfair share of resource on their customer will lead to oversized reward As such they recruit people (at all levels) to their cause Lead without authority And orchestrate for success Whether the markets good, or bad these people deliver time & time again Right now I think there’s a lot to learn in this!

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Are you in your "Preventing Churn" era? ✨ If you've been saying "I forgot that you existed" to your data, here's a tip for your #RevOps reporting structure: RevOps should report to the CEO, COO, or CRO. That's right, directly to the C-Suite. They should NOT report to Sales, Marketing, CS, or Finance leadership. Why? RevOps will inevitably become Sales Ops, Marketing Ops, or FinOps in these structures. No bueno. 😫 For a true GTM love story, you want your RevOps team (like RevPartners) to report directly to the leadership setting the revenue strategy and aligning all departments. And if you've got a 🎶 blank space baby 🎶 in your RevOps seat -- you can write our name. --- PS Are you based in Atlanta and want to learn more? Join RevPartners on November 6th for our "Dinners and Tech" event with HubSpot! RSVP: https://lnkd.in/eQbE9e6z

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As a GTM leader, you’re probably trying to solve big problems, like outbound sales, every day. A lot of other GTM leaders working on improving their sales motions have been tuning into The Transaction. Just a hunch, but if that's a serious priority for you, you should really check out this episode. In Episode 9, Doug Landis, CEO of DL ADVISORY joins Co-Hosts Craig Rosenberg and Matt Amundson for a B2B sales and messaging masterclass, including an explainer of his Hypothesis Selling methodology. Doug dives into how to solve serious sales issues such as: 💩 Why Outbound Has Become So Ineffective ↕️ The Value of Verticalization in Competitive Markets 💡The "Thought-Leadershipization" of Executive Teams Also, Craig is locked in a life-or-death struggle against the internet and Matt shares his personal insights on Nick Mehta and Doug’s fashion choices. Check out the full episode using the link in the comments! 🗣 Huge shoutout as always to the team at Ringmaster B2B Podcasting who make this show possible! If you're launching a podcast for your brand make sure you're partnered with the go-to solution for branded podcast production. #outbound #outboundsales #b2bsales #gotomarket #saassales

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Fast follow-up can make all the difference when warming up leads. At H1, BDR follow-up happens within 24 hours. That's how Kristina McConnell and her team ensure that they don't lose an opportunity because of a lack of cadence. She explains more in this episode of the RevOps Hero Podcast. What's your team's time frame for following up with new leads?

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ICYMI This month, Gong was named a leader in The Forrester Wave™: Revenue Orchestration Platforms For B2B, Q3 2024 report. The report evaluated 12 ROPs providers across 29 criteria. Here’s how Gong stacked up: ✨ Top score in the current offering category ✨ Highest possible scores in more criteria than any other vendor evaluated ✨ Only vendor to earn top scores possible across the three AI criteria For context… Revenue orchestration platforms (ROPs) combine sales engagement, conversation intelligence, and revenue ops, serving as a key partner for GTM teams hoping to streamline workflows, save time, and drive growth. Hungry for more? Forrester’s report highlights what *exactly* revenue orchestration platform customers should look for from providers. Check it out here: https://lnkd.in/gUmxBBdq

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SDRs and BDRS = demand capture. Scaling them alone (and inevitably laying them off later) doesn't work (and its unethical.) 𝘏𝘰𝘸 𝘤𝘢𝘯 𝘺𝘰𝘶 𝘤𝘢𝘱𝘵𝘶𝘳𝘦 𝘥𝘦𝘮𝘢𝘯𝘥 𝘢𝘵 𝘴𝘤𝘢𝘭𝘦 𝘪𝘧 𝘺𝘰𝘶 𝘢𝘳𝘦𝘯'𝘵 𝘥𝘰𝘪𝘯𝘨 𝘥𝘦𝘮𝘢𝘯𝘥 𝘨𝘦𝘯? Euridite's  James Hanzimanolis‎ is asking the right questions right now and doing something about it to fix this kind of problem in sales.    ‎ ✅ ‎Sellers need to be part of this demand gen process through social selling and meet buyers where they are (dark social, not cold channels) ✅ ‎Few dedicated, expert + experienced sellers are of far more value than 20+ inexperienced ones Listen to James and Parthi talk about the new GTM 👉 ‎ https://lnkd.in/gTrywKhx 

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Just think...you might have the keys to your 2025 pipeline right under your nose - in your CRM!   While sellers are heads down closing deals, be careful not to take your foot off the gas of building pipe and a solid foundation for 2025 - it's only nine weeks away... 😅 So, how do we get there?   Samantha McKenna is spilling it all and giving you the inside scoop on how to:   🔍 Cut through the chaos and streamline your sales process  🔍 Close deals faster (because who’s got time to wait?) 🔍 Build a 2025 prospecting strategy that crushes it from day one 🔍 Turn your CRM into a deal-closing machine We hope you'll join us, Melinda Prescher, and our friends at Insightly, an Unbounce company on 11.7.24!

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🚀 Big news for sales teams everywhere! Clay just dropped a Salesforce package that's going to revolutionize your prospecting game Imagine this: One click in Salesforce, and BAM! 💥 You've got all the intel you need on any contact No more tab-switching madness or data-hunting nightmares Here's what you can do without ever leaving Salesforce: - Find the perfect contacts at any account - Get AI-powered web research on demand - Draft personalized emails that actually convert If you can dream it up in Clay, your SDRs can use it in Salesforce It's like giving your sales team superpowers! Over 100,000 GTM teams are already crushing it with Clay. Join them and watch your pipeline grow Check it out now to grow with Clay! ⬇️ https://www.clay.com/sdr

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