Dylan Groce

As temperatures drop, make sure your inbound lead flow doesn't cool off. RentSearch. keeps your prospect list warm by precisely targeting actively-searching renters looking for their next place. How? First-party audience data that targets renters actively searching for their next home. Reach out so I can tell you more about how RentSearch. can keep your click-through and occupancy rates high. #MultifamilyMarketing #ApartmentMarketing #OnePlatformEndlessPossibilities

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Thrilled to be live in the HubSpot App Marketplace. And just in time for #inbound2024. HubSpot CRM users can now • Create custom scorecards to automatically provide reps feedback • Catch gaps in deals early with immediate call score reporting • Collect key deal insights with custom field properties • Pass key data from calls directly into HubSpot CRM • Track call scores over time by key process steps. • Match training courses to call performance. https://lnkd.in/eAeJcE79 #salesenablement #salescoaching #salestraining #triplesession     

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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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Sales leader doesn’t figure it out in the first 6 months? Fire em? What does it mean to “figure it out”... Hitting revenue targets that you drafted up on a spreadsheet? If you think hiring a vp of sales is your silver bullet to all revenue problems, there’s a good chance you’re wrong. If they aren’t smashing quota in the first 6 months, maybe take a more holistic view of what’s going on. I know quite a few sales leaders that saw little to no growth for 2,3,5 years then hit huge revenue targets, just here in Utah. Why are we so transactional with sales leaders sometimes?

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The initial pain point Jaldi was built to solve was optimizing cold calling for inside sales teams. You may be asking yourself, "Usman, isn't cold calling dead?" The short answer is no. Cold calling is not only growing in popularity, but is the channel many decision makers PREFER to be contacted through, 57% to be exact. With a flood of message based automation tools many channels have lost their effectiveness. (Think of your escalating unread email inbox). If you're wondering, "How can I increase my qualified lead volume?", it may be time to invest in a strong cold calling team. It works for us at Jaldi too. #sales #jaldi #startup #marketing #coldcalling #salesmanagement #leads #leadmanagement #deals #dealflow https://lnkd.in/dtZZQfTj

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Struggling to meet sales quotas? Especially this year lots of companies are looking for data to inform the decisions their sellers are making, IE prioritize their days... Many teams face challenges due to inefficient prospecting. Sellers often waste time on low-value accounts and gathering info instead of selling. Focusing on quality leads over quantity can boost performance. Discover how better data and AI can enhance your efficiency and ROI https://okt.to/HxpIRa

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Scaling isn’t about hiring more people. PEOPLE DON’T CREATE DEMAND. Sure, adding headcount looks like growth on paper. But without demand, they’re just added costs—not revenue drivers. Let’s think about this. How many of your reps are consistently hitting quota? Are you maximizing revenue per FTE? What’s happening with activity levels, pipeline health, win rates, and conversion rates? Is there room to optimize? And what about ACV and ARPU? Are you leaving money on the table? Could better automation, smarter AI, or streamlined processes shorten sales cycles? Is your tech stack doing its job, or just adding complexity? (Believe me, it happens). Can smaller customers self-serve via PLG? Is that even a possibility? How are your SDR-to-AE ratios? Is Customer Success stepping in early enough, or just post-sale? Please, please, please: answer those questions before you even think about adding headcount. But scaling isn’t just about zooming into the details. It’s also about stepping back to see the bigger picture. How’s your LTV:CAC ratio? Are your pricing and packaging strategies protecting margins—or eroding them? Is churn under control? How’s NRR? GRR? Are you capitalizing on upsells and cross-sells? Again, how much can you gain before adding costs? Then there’s the market. I know, I know, it's getting longer. But it's critical (and sometimes ignored). Are you nearing saturation? Is there room to grow, or is it time to explore new verticals or product lines? And let’s come back to demand. Really? Really. People don’t create it (yes, I’ve said it before—and spoiler alert—you’ll hear me say it again). Can your inbound-outbound engine scale? Is inbound strong enough to support growth, or are you overly reliant on outbound? Outbound isn’t getting any easier. Without the right balance, more reps just add noise—not results. Are you adding quality behind quantity at the top of the funnel? Is your messaging resonating with ICPs? Are marketing and sales truly aligned to convert intent into revenue? If you’re going upmarket, is your product-market fit proven? Is the whole company ready—not just GTM, but Product, Dev, and Ops? Scaling isn’t about throwing people at the problem. It’s about building a machine that works—and works well. Clear, repeatable processes. A documented, applied enablement strategy. Teams trained and empowered with the right tools and data. And the most important piece of the puzzle: people. They are (by far) your most important asset—but only if they’re set up for success. Diversity, creativity, and motivation within your team is what really drive results. Scaling isn’t just a numbers game; it’s a people game. Are you creating an environment where your team thrives? Beyond the slogan, are you? Fix what’s broken. Optimize what’s working. Empower your people. Then scale. Because scaling isn’t about more—it’s about better.

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The Campaign Member object should be the center of GTM ops. Here are all the things I do by simply adding leads/contacts into Salesforce Campaigns... 1.) Multi-touch attribution - Each Campaign Member record is a "touch point" or "signal" that then gets associated to an Opportunity. On the Opportunity I can see every Campaign Member record that contributed to helping "source" and "accelerate" that Opportunity. 2.) Side-by-side comparison of 4 attribution models - I like to have 4 attribution models run side-by-side on the Campaign Member record: First Touch, Last Touch, Equal Weight, and U-Shaped. Each model tells me a little something different around how that campaign/campaign type/etc is performing and where to invest more resources and budget dollars. 3.) Funnel conversion - I can track a Campaign Member record as a "touch point" or "signal" from Lead/Contact all the way through to Opportunity creation and closed won. Being multi-touch and on the Campaign Member record, I can filter/group my funnel by an field on the Campaign (name, type, etc), Campaign Member (UTMs, etc), Lead/Contact (persona, etc), Account (industry, country, tier, etc), and Opportunity (type, manager, owner, etc). 4.) Hand-off with sales - I build a "sales follow-up" dashboard in Salesforce that is simply table views of Campaign Member records. The dashboard is filterable by Lead/Contact Owner and Follow Up Status (open, attempting, connected, opportunity created, already an open opportunity) as well as other custom filters like Account Grade. I track first attempt date/time, number of attempts, number of connects, and then my multi-touch attribution will automatically associate the Opportunity when/if it gets created. 5.) KPIs - I've moved away from the traditional MQL and lead scoring model. Instead, marketing's goal is to generate high intent "touch points" or "signals" within Accounts that are in our ideal customer profile. We simply track how many of these "touch points" or "signals" happened over a specific period of time (ie Q1 2024) and how many converted to an Opportunity, qualified Opportunity, and eventually Closed Won. Ultimately marketing is responsible for qualified pipeline, but high intent "touch points" or "signals" are the best leading indicator of the value marketing is delivering in the moment. Have questions on any of these topics? Post a comment and I'll try to create a Loom video of exactly how I set it up and implement it.

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Shout out to all the sales enablement folks, AEs, sales engineers, CSMs, growth marketers and content marketers for having PMMs backs and being their work BFFs. 💛 - PMMs who appreciate your feedback and collaboration

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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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Average Contract Value by segment: Strat - $278K ENT - $180K MM - $57K Direct correlation with your expected payouts? Yes. Average OTE by segment: Strat AE - $280K See more: https://lnkd.in/gEqj9YQz ENT AE - $255K See more: https://lnkd.in/gb7GeWzW MM AE - $165k See more: https://lnkd.in/gDkDDg5w The larger the deals you're selling, the more earning potential. The more earnings potential, the higher the expectations. All open SaaS roles here: https://lnkd.in/ggz4efaD Any of these surprise you? 🦙

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CROs and sales enablement leaders want fast, repeatable, and reportable ways to deliver sales knowledge to sellers whenever they need it. BUT:  1. Sales training doesn’t help do this fast enough (it takes 3+ months for the average seller to ramp up, and they will continue to need SE support to answer everyday buyer questions after that) 2. SE bandwidth is limited and hiring more SEs to solve this problem is an extremely expensive solution To combat this at scale, Luke Martin, Senior Manager, Revenue Enablement Infrastructure Operations at ZoomInfo decided to innovate with AI – where every seller could ask AI a sales question, and it would answer it accurately and phrased the same way an SE would. Curious to know how that journey went? Join us for our webinar, 𝗡𝗼 𝗠𝗼𝗿𝗲 𝗠𝗶𝘀𝘀𝗲𝗱 𝗧𝗮𝗿𝗴𝗲𝘁𝘀: 𝗨𝘀𝗶𝗻𝗴 𝗔𝗜 𝘁𝗼 𝗚𝗮𝗶𝗻 𝗮𝗻 𝗨𝗻𝗳𝗮𝗶𝗿 𝗦𝗮𝗹𝗲𝘀 𝗔𝗱𝘃𝗮𝗻𝘁𝗮𝗴𝗲 𝗮𝘁 𝟵 𝗔𝗠 𝗣𝗧, 𝗡𝗼𝘃𝗲𝗺𝗯𝗲𝗿 𝟮𝟭 where we'll be discussing: ✨ The challenges Luke and many other sales/enablement leaders are facing today ✨ Separating gimmicky “AI software” from AI products and solutions that actually work ✨ Scaling AI adoption across your sales organization while keeping security, data privacy, and costs in mind Link to register 👇 https://lnkd.in/ecEBPG_t #CRO #Sales_enablement_leaders

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Hey SDRs and SDR Leaders. important update of skills you must have Software Defined Radio Sustainability Disclosure Requirement keep an eye here for more tounge and cheek hints.

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This new generation of AI is like upgrading your reps from a regular weapon to a sniper rifle. Using this new capability to still 'spray and pray' is a colossal waste. It is time to leave tactics behind and #GetBackToFundamentals

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If you are a Sales Navigator user, you have to read this post from Andre Marcel Mendes!

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🗣️Pipeline Development is one of the biggest revenue growth challenges for most companies today 🙂‍↕️ Though only a minority include pipeline generation as part of the sales incentive compensation plan. Every AE can relate … when you’re sitting in the bench because you have little pipe, it’s absolutely miserable … Usually when you’re working on a ton of deals at once, it’s so hard to make and stick to the time to prospect… As a AE, I would have loved pipe gen to be part of my comp plan… Hear me out … keeping your reps motivated is EVERYTHING … so why not motivate them even more by rewarding quality pipeline build…. It’s not rocket science 🧬 You then have reps that are not only motivated to close deals… But also super motivated to build their own pipeline too … How would that work at your business?

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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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SDRs - Struggling with your ramp? Here are 5 tips to immediately improve your results and beat your ramp 1. Meet with 3 top performing BDRs, pick their brains on everything from Prospecting, Research, Sequences, calls, emails, Linkedin DM's etc. Once you have a good pool of knowledge on strategies that are working in the current market you can adapt it and make it your own. 2. Problem enablement: The most important thing to know is WHO you help and HOW you help them. Speak to your AE's who've closed business, CSMs and your own internal personas. The goal is to be able to crisply articulate how you can help a target persona in a target account get to their desired state. No one cares about WHAT you do, they care about how you can help them. 3. Volume: Practice makes perfect, you're not going to get good without the reps so get out there and prepare to fail. 4. Double down: If you find one medium is yielding more meetings then double down on that one, e.g if you're booking 5 meetings a month through call and 1 via email, try changing to a call only sequence for a while to see if it ups your results. 5. Feedback loops: Regularly ask your top-performing peers, AEs and your manager in your 121 for SPECIFIC advice. This means you'll always be growing your skillset. Make sure you're not getting advice from everyone though as this will dilute your focus P.S I'll do a part 2 of this next week but anything you'd add? For now, enjoy a picture of Emre Ceyhan and me at our recent Spike Week!

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If you use ZoomInfo, then I highly recommend checking out our new integration into the SalesOS platform. These first-party signals can help you: -Identify new in-market accounts -Understand which of your target accounts are showing intent - Reduce churn by seeing which accounts are comparing vendors and looking at alternatives in your category Curious to learn how you can put these signals to work? You know where to find me. #buyerintent #demandgeneration #ABM

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