Dylan☁️ Durazzano

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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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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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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SDRs who deserve to be AEs... ✅ Help coach other SDRs ❌ Are in it for themselves ✅ Hit quota every month ❌ Sometimes smash it ✅ Build amazing internal relationships ❌ Moan about their AE and Manager ✅ Prioritise the team winning ❌ Think they're an individual contributor ✅ Train every single day ❌ Believe they know it all ✅ Compete against themselves ❌ Compete against others in the team ✅ Are genuinely happy when others win ❌ Get bitter when others are successful 99% of success is in WHO you are. And HOW you do things. Embrace being different. Embrace being better. What am I missing? ---- PS. My SDR to AE bootcamp closes tomorrow. 5 seats left; https://lnkd.in/ejFQERRF

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🤯 “Ramping up SDRs, AEs and CS people  takes us no less than 6 months.” 💣 🙈 This is what I heard on a recent demo from  a CRO of a rapidly scaling tech business. 📈 Time to efficiency is a struggle Heads of Sales Enablement and Customer Success are going through across their commercially-driven teams… 📖 At the moment, they expect internal  sales and CS decks, call recordings,  business pitches, etc. should do the job. 🙄 But it doesn’t! 🗓️ They're wasting too much time for people to start performing, closing deals, effectively onboarding customers, reducing churn & upselling… ❌ Sometimes, they still don’t perform... And then guess what? Off leaders go through to recruiting mode again starting from ground 0. 🎯 Hence the need for action-based learning.  Not just passively reading through PDFs  and listening to call recordings. 👨‍💻 Below are some use cases we see our customers here at UJJI AI ✨ leveraging our tech for: 🔸 Business-specific lead gen and outbound 🔸 Pitching quick and easy over the phone 🔸 Delivering demos and answering queries 🔸 Effectively onboarding new customers 🔸 Efficiently implementing product features 🔸 Practising great customer support 🔸 Guiding customers to upselling 🚀 Ultimately, growing tech businesses comes down to predictable new business development, high customer retention and low churn. 💬 So, DM me if you want to see examples  of AI-powered. easy to build and consume knowledge equipping experiences. 👇 Anything to add to this, Sales and CS leaders? Gautam Rishi Rohan Dickinson George Heron Russell Mitchell Callum Hartley Jon Teale James Dixon Seán Colfer Caroline L. Guy Rubin Jake Carter David Muscat Arun Raveendran Steve Eveleigh Ayo Kukoyi,

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Sales folks especially SDRs and AEs I will tell you a hack about how to achieve more in less time ↓ "Start blocking your calendar thoughtfully and strategically every single day" Working out of whims & fancies and adhocism will not get you the desired result you aspire to achieve. You need to have a plan for your day even before starting the day. Every time you block your calendar make sure you block it for a single activity and you define what output you want to achieve out of this activity. Have a time block for at least Prospecting, Identifying new accounts, and Follow-ups on a daily basis, the rest you can block based on your roles and KRAs. Remember: "You cannot control time but you can surely control how you want to spend the time"

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Some great advice here for those in the Biz Dev world! Let's go!!!

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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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Things top salespeople do: - Understand prospect problems - Control what they can control - Are ruthless with qualifying - Lose more than they win Things top salespeople don’t do: - Make excuses ----- P.S. If you're free 𝗮𝘁 𝟭𝟮 𝗽.𝗺. 𝗘𝗦𝗧 𝘁𝗼𝗱𝗮𝘆, join SellBetter's daily show to hear how top sellers get their prospects' attention with 𝘂𝗻𝗶𝗾𝘂𝗲 & 𝗰𝗿𝗲𝗮𝘁𝗶𝘃𝗲 𝗼𝘂𝘁𝗿𝗲𝗮𝗰𝗵. I'll drop the sign-up in the comments.

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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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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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A good reminder for any AEs and SDRs figuring out how to get in front of that senior leader at your ’must win’ account. To get the interest of executives you need to show them a risk, opportunity or threat to their business they weren’t aware of, And often it’s the people doing the work that can help you formulate that unique perspective.

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Stop overcomplicating outbound. Let me give you a simple, 3-step framework for outbound prospecting. Step 1: Get a list of your buyers with verified phone numbers. Step 2: Call that list and talk to your buyers. Step 3: Repeat step 2. Pfew... that was hard.

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SDR’s that don’t do these 4 things will never become AE’s👇🏽 1. Asking your AE’s if you can run demos for smaller deals 2. Asking your AE’s if you can close some of their smaller deals 3. Shadowing the top performing AE’s 4. Follow the meetings that turned into opportunities for the full cycle Hone into those AE skills early. Show management how bad you want it. AE’s that got promoted from SDR, did you do this?

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As an AE is a high win rate good? Not always. In Q1 my win rate from demo at Nooks was 55%, But my win rate was hurting me Let me explain... -Running too many deals -Discounting and lowering my ACV -Letting large deals slip through the cracks because i was spending too much time on smaller ones Since Q I've cut my win rate in half, but 3x's my ACV What do you think is a healthy win rate? Let me know in the comments

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If an SDR Manager pressurises reps, the SDRs will pressurise prospects. If an SDR Manager lacks empathy with SDRs, the SDRs will lack empathy with prospects. If an SDR Manager falls out with the AE Leader, the SDRs will fall out with AEs. Your SDR team is a reflection of your SDR Manager. Guide them. Teach them. Coach them. Just because they have a leader title doesn't mean they are leading. PS. If you're interested in my SDR Leader Learnings from 8 years in the game I wrote an article here: https://lnkd.in/eAgPDXgM

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I cannot *stand* it when AEs ask for perfectly hand-delivered... qualified... BANT-ed meetings from their SDRs. 𝟗𝟗/𝟏𝟎𝟎 𝐭𝐢𝐦𝐞𝐬, 𝐭𝐡𝐢𝐬 𝐜𝐨𝐦𝐞𝐬 𝐟𝐫𝐨𝐦 𝐚𝐧 𝐀𝐄 𝐰𝐡𝐨 𝐝𝐨𝐞𝐬 𝐙𝐄𝐑𝐎 𝐩𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐢𝐧𝐠. They think prospects are showing up to their SDR's doors as if they were willing to sit there and LET AN SDR QUALIFY THEM. Prospecting is a game of inches. You send one "heavy" qualification email and they decline the invite. 𝐓𝐡𝐢𝐬 𝐢𝐬 𝐰𝐡𝐲 𝐈 𝐢𝐧𝐬𝐭𝐢𝐭𝐮𝐭𝐞 𝐩𝐞𝐫𝐬𝐨𝐧𝐚-𝐛𝐚𝐬𝐞𝐝 𝐪𝐮𝐚𝐥𝐢𝐟𝐢𝐜𝐚𝐭𝐢𝐨𝐧, 𝐧𝐨𝐭 𝐬𝐚𝐥𝐞𝐬-𝐛𝐚𝐬𝐞𝐝 𝐪𝐮𝐚𝐥𝐢𝐟𝐢𝐜𝐚𝐭𝐢𝐨𝐧. It is the SDR's job to: --> Pull a list of qualified companies --> Target at-and-above-the-line decision makers at those companies --> Use messaging that clearly explains the problem we solve And it's the AE's job to: --> Turn the problem into a big problem --> Get to power --> Drive timeline --> Secure budget 𝐀𝐊𝐀, 𝐈𝐓'𝐒 𝐘𝐎𝐔𝐑 𝐉𝐎𝐁 𝐓𝐎 𝐒𝐄𝐋𝐋 𝐓𝐇𝐄 𝐃𝐀𝐌𝐍 𝐃𝐄𝐀𝐋. The more you try to get your SDRs to sell. The more you risk losing those meetings at all. Stop being a lazy buffoon waiting for hand-delivered Michelin Star leads. #sales

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2018 SDRs vs 2024 SDRs Here are the differences I've seen throughout my BDR Lifer career 2018: - Blast 100s of emails - Have a breakup email saying they broke their leg - Use a Sales Engagement Platform mostly on its own 2024: - Craft a unique number of emails using AI - Cold call live and practice cold calling AI - Use more tools that help with outbound - Send gifts Being a BDR Lifer has been amazing Remember it's not about being a BDR forever BDR Lifer means using your skills and experiences no matter where you get promoted to

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