Eric Hann

Salesforce State of #Sales report is finally out and DAMNNNN the proof is in the pudding folks!!!! Conclusive data showing the shocking truth about the state of the sales profession... Company revenue is WILDLY UP and quota attainment is still WILDLY DOWN... 🤬 The full report is like +30 pages but I'm here to give ya some of the highlights. I CANNOT RECOMMEND ENOUGH TO READ THIS! Salesforce is one of the few companies with enough data to actually pinpoint what's going on in the sales profession. What was most shocking to you? - Growth is back - Quota attainment is now that bad - How many reps actually get 1:1s - Reps are finally getting paid fairly - #1 reason why reps are jumping ship Or something else entirely? Lemme know in the comments! #deathtofluff ☠️ --- Get your hands on the full report here: https://lnkd.in/dFGrQRSU

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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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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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Every sales leader I know has a goal to "be more data driven." Those same sales leaders work constantly in ungoverned, stale spreadsheets and manual edits. Why do they do this? 1. Salesforce is never 100% up to date or accurate 2. Leaders have their own context to add 3. Aggregate views for forecasting require more tempering than a deal by deal roll up Sigma saves our sales leadership team tens of hours per week in forecasting alone. See how my boss Mike Gerardi had a hand in building our process here:

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Does anyone else laugh when they see software companies offering FREE DEMOS? Maybe we should start charging… But in all seriousness if you’re unhappy with the value or lack their of that Salesforce is providing - let me know and I’ll be happy to hop on a call for a free or paid demo of Salesvue you pick 👍 #sales #demos #salesengagement

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Most sales people who try cold calling are unsuccessful - fact Messaging is a key part of being successful with cold calling - fact Most sales people are equipped with bad messaging - my opinion It’s like using bad tires and expecting to win a nascar race. Bad messaging looks like this: -We are the best in this category. -We have 10 megatons of data or any quantity of anything. -CROs come to us when they need help with growth. -What’s top of mind for you in 2025? If companies want to be successful with cold calling they need to bring their A game with every aspect. That begins with messaging. Did you like the messaging they gave you? #sales #coldcalling #messaging

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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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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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We see 300 candidates before hiring a sales rep... And you all know the kind of reps we've had at Apex Revenue and TitanX (formerly Phone Ready Leads®) 2800-3500 dials per month per rep 650-800 connects per month per rep (thanks TitanX (formerly Phone Ready Leads®) 130-180 activated leads per month per rep 30-55 meetings per month per rep on phone only Here is our hiring process simplified: - Apply (this is either through a job ad or through a linkedin post) - Must cold call the hiring manager after that - We reject every single candidate NO MATTER how good they are. Why? I want to see how they handle rejection. If they fold like a lawn chair. Bye. If they push back or don't take 'no' as an answer we move them on. - Trial by fire day (session 1) -- Script and message handed to them. Role Play with hiring manager. Role Play with another rep on the team. Get coaching. See how they apply it. - Trial by fire day (session 2) -- Hit the phones with actual prospects. Load them up in FrontSpin, feed them scored data through TitanX (formerly Phone Ready Leads®) so they can be in a conversation within 2 minutes, use the script, see how it goes. Ask them how they feel, ask them what they didn't like, take some coaching... wash, rinse, repeat. Are they taking coaching? Are they getting better? - Culture call -- they meet with the other reps on the team to see if they fit. The candidate could rush everything but if the team rejects them, we reject them. They know what is required by their peers. - Offer call When we were running Apex, 1 single SDR was doing the output of 8-10 reps. The entire time we ran Apex we had 1 (yes, only 1) rep quit and he quit in his first week. Now, nearly every single one of the reps that we had at Apex before we pushed all of our eggs in the titanX basket are AEs, Revops leaders, #1 performers, or running their own company. Why won't most companies do this? They won't make someone cold call them They won't reject every candidate no matter what They won't role play They won't force someone to make cold calls in the bullpen in front of you They don't trust their other reps to vet the candidate... trust your team. They know what it takes.

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What happens if your Salesforce DevOps pipeline isn’t operating smoothly? ● Reduced ROI ● Weak data security ● Rough workday for team members Our next webinar “From Bottlenecks to Benchmarks” will show you how to identify and address problems in your pipeline. #DevSecOps #AutoRABIT #Salesforce #Shiftleft

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My favorite tip for new AEs and SDRs right now ⬇ Don't take notes. ONLY if you're using a call recording software. Give the buyer your full attention and then review the call afterwards. You'll retain more, build better rapport, and be able to actually listen. Ultimately, you'll set better meetings and build better partnerships. Might not be your style to put down the notebook, but give it a try. PS - when you go back to review the call, this is when you can write down notes, enter stuff into the CRM etc. Leave the admin for later. Face to face time with the buyer >>> admin work. Inspired by Brian LaManna

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when a first time #vpofsales realizes that revenue needs to keep coming in even though you work full time trying to fill open #salesheadcout recruiting to source & secure IDEAL talent is more than a full time job ⏲ 🎯 if you would prefer to talk to TOP passive reps vs whoever happens to catch your ad & dm - it FREE to review our referrals 🎯 ➡ all of our candidates write you a #cadence to your #idealbuyer too so you know before you take any precious pipeline time that they know how to solve your problems ⬅ 🆓 you only make the investment when you know our candidate is better than ANYONE else 💹 focus on revenue and nurturing relationships with the best of em 💰 #sales #saassales #softwaresales #gtm #firstimevicepresidentofsales

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My thoughts: Salesforce plays a crucial role in enhancing customer relationships and streamlining business processes. Xentric 360, focusing on Salesforce can help you leverage its capabilities for customer acquisition and sales pipeline development. For example, utilizing Salesforce's analytics and customer data management can provide insights into customer behavior, aiding in more targeted and effective sales strategies Just a thought!

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The Salesforce platform helps companies work smarter by providing several key advantages: 1. Centralized DataManagement: Salesforce offers a unified platform where companies can store and manage customer data, interactions, and transactions in one place. This centralization improves data accessibility and accuracy, enabling smarter decision-making. 2. Automation of Processes: Through tools like Workflow Rules, Process Builder, and Flow, Salesforce allows companies to automate repetitive tasks and workflows. This automation reduces manual effort, minimizes errors, and boosts operational efficiency. 3. Customization and Scalability: Salesforce is highly customizable, allowing companies to tailor their CRM (Customer Relationship Management) system to fit specific business needs. As businesses grow, Salesforce scales with them, offering additional functionalities and integrations. 4. Analytics and Insights: Salesforce provides robust analytics capabilities through tools like Einstein Analytics and Reports & Dashboards. These tools enable companies to gain valuable insights into customer behaviors, sales trends, and operational performance, empowering informed decision-making. 5. Collaboration and Communication: Salesforce's Chatter feature facilitates internal collaboration by providing a social network-like platform within the CRM. Teams can share knowledge, discuss opportunities, and collaborate on projects in real-time, fostering a more connected and productive workforce. 6. Mobile Accessibility: With Salesforce Mobile, employees can access CRM data and perform tasks from anywhere, at any time. This flexibility enhances productivity and responsiveness, particularly for field sales teams and remote workers. 7. Integration Capabilities: Salesforce integrates seamlessly with a wide range of third-party applications and systems, allowing companies to leverage existing tools and data sources within their CRM environment. This integration enhances efficiency and data consistency across different departments. Overall, by leveraging these capabilities, Salesforce empowers companies to streamline operations, improve customer relationships, and drive growth effectively.

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I'm excited to share how Klient PSA's project templates can revolutionize your Configure, Price, Quote (CPQ) delivery process. Salesforce CPQ has been a game-changer for sales reps, but the complexity of CPQ can pose a steep learning curve. That's where Klient PSA steps in. Our project templates streamline sales to delivery, improving CPQ bookings and delivery. By aligning with Professional Services teams early in the sales process, we ensure our offerings align with customer needs and best practices. This approach breaks down silos and paves the way for delivering high CPQ value to customers. But that's not all. Our approach also directly improves how sales teams forecast revenues, bench, and estimate efforts to deliver engagements. Existing baselines provide precious reference points for predicting and managing outcomes more effectively. At Klient PSA, we're committed to project success. Our all-in-one platform offers a range of features, from estimating & forecasting, resource management, task & time project management, to customer collaboration, billing & financials. Our platform is designed to streamline your business, break silos, supercharge your teams, and help you thrive. Klient PSA's project templates offer a repeatable path to success for your CPQ delivery. Let's transform the way we do business together! To learn more click on the link here https://lnkd.in/e4EwQNfB #KlientPSA #CPQ #Salesforce #ProjectTemplates

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From a Buddhist perspective, this statement highlights the profound influence of relationships on our well-being. Our interactions with others, including our managers, shape our mind and heart. A good boss fosters a supportive, compassionate environment, reducing stress and promoting mental peace—much like the Buddha taught about harmonious relationships. However, true peace comes from within. While external factors, like a kind manager, can uplift us, our ultimate mental health depends on our ability to cultivate mindfulness, detachment, and equanimity. We should seek balance both internally and externally. #Mindfulness #CompassionateLeadership #InnerPeace #WorkplaceWellbeing

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How CROs could be setting enablement up for failure: When there are layoffs in enablement, it's because they are seen as a cost center. When they are seen as a cost center, it's because they can't prove their value. But here's the problem... The C-Suite isn't ever demanding proof in the first place. In the ASTD study "C-Level Perceptions of the Strategic Value of Learning," results showed CXOs were fine getting reaction data only. They were more interested in PERCEPTIONS of value than quantitative proof of value. In the article "Are You Too Nice To Train?" (linked in the comments), Will Thalheimer commented on these results: "If courses were well received by learners and employees, CXOs were happy with that. What does that tell you? Smart training managers and CLOs say, 'That's what we need to focus on. We need to make sure our Level I scores are good and our courses are well received because that's what the CEO is asking for.'" He continues... "From my experience talking to corporate training departments, the calculus in the field seems to be, 'Don't do good evaluations.' Why would anyone want to? If you use Level I and get good results, then you're maintaining the status quo and everyone assumes that training is doing a good job." Perceptions of value. ...that seems to be good enough. ...until it's not. --- How are you educating your leaders on the value of investing in good assessment? #salesenablement #sales

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Use your resources. If you're an AE, use your manager, solutions engineers, marketing and product to ensure you put yourself in the best position to win a deal. If you're a manager, use other managers and your leadership team to gain insight, improve strategy and leverage data to achieve your goals. The Raken team collaborates across departments to ensure we are executing at the highest level at all times. Do you use your resources enough?

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🚀 Attention AEs seeking a position in the Enterprise space! I get asked a lot on LinkedIn like “what do I need to do to get to enterprise sales at Salesforce?” Here are some of my tips to elevate your sales game and secure your spot at Salesforce with these no-nonsense tips: 1. Network Like a Pro: Tap into your connections and expand your network within the enterprise market. Hustle hard, make meaningful connections, and leverage them to open doors. 2. Showcase Your Accolades: Don’t hold back on your resume – Let your track record speak for itself and demonstrate why you’re the top choice for the role. 3. Data-Driven Results: Back up your claims with hard numbers. Be clear and concise about your past successes, using metrics to illustrate your impact and effectiveness in driving sales. 4. Hustle Smart: In the competitive landscape of Enterprise sales, hustle isn’t enough – you need to hustle smart. Focus on high-value activities, prioritize your efforts, and maximize your impact. Take action now and position yourself for success at Salesforce! #Salesforce #EnterpriseSales

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