Eric Sperlazza

HIRING NOW: ENTERPRISE & COMMERCIAL AE - SaaS - Automation - $ALES & MARKETING account signals and insights SaaS tool 💸 Commercial Account Executive: $125k base 50/50 split - $1m quota 💸 Enterprise Account Executive: $150k base 50/50 split- $1.2m quota Actual inbound leads - $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs are responsible for renewal #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org of less than 200 employees - selling a complex solution - ideal experience selling into #gtm #salesleaders or desire to Selling into other SaaS orgs! work with clients like GitLab Notion MongoDB and MORE - providing insights on how their #gtm can do more with less, and make more $$ In a world of tech, where everything is connected it is more possible than ever before to build connections between your current clients, and your ideal prospects This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent - $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. An ideal rep understands sales strategies including #productledgrowth and #productledsales MUST BE HUNGRY, LOVE BUILDING PROCESSES and have experience working in a startup get on my schedule! 206 747 9724 #accountexecutive #commercialaccountexecutive #enterpriseaccountexecutive #gtmsaas #gtmsales #salesjobs #salescareers #bestfootforward #softwaresales #saassales #salesdevelopment

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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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$8.1M in pipeline for a Series A healthtech co. in 6wks Here's how we did it with 1 BDR and systems. The client said they were struggling with leads What they were actually struggling with: • Competitors could easily put their name on messaging. • They were automating outreach like everyone else. • They were struggling with inconsistent positioning. • They glossed over their GTM motion. We took a different approach: • Human intelligence over automation. • Revenue operations fundamentals. • Revenue marketing strategy. • Scaled down tech stack. • Precise segmentation. The problem? • They treated all "providers" the same. • Generic messaging missed crucial nuances. • Engagement and conversion rates sucked. Our approach: • Redefined the "provider" category. • Segment by specialty and sub-specialty. • Develop tailored messaging for each group. • Taught social selling basics. • Cut off mass automation. We dug deep: • Sifted through industry benchmarks. • Gathered data on practice-specific KPIs. • Built business cases for each sub-specialty. • Addressed operational and financial outcomes. Our secret weapons? Perplexity and Telescope • Used these for persona-specific research. • Empathy maps + customer journey for EVERY persona. • Built out persona specific account approaches. • Opened the whole buying committee. • Uploaded directly to CRM for BDR reference. We systemized everything: • Lean tech stack focused on revenue ops. • Integrated call transcripts and outreach data. • Analyzed and refined strategies in real-time. Copywriting got a makeover: • Crafted messages based on empathy maps. • Uploaded scripts and FAQs to JustCall. • Enabled real-time conversation adaptation.    The tech stack was slim: • Lavender 💜  for optimized email crafting. • Close CRM and JustCall integration for consistency. • Clay insights available at every touchpoint. The results? • $8.1M in pipeline. • Higher engagement rates. • Increased conversions. Our edge? • Healthcare expertise. • Precise segmentation and messaging. • Systemized, quality-over-volume approach. Tools that made it happen: • HUMANS (not robots) leading campaigns. • Perplexity for up-to-date healthcare trends. • Telescope for refined prospect lists. • The Org to unlock buying committees • MillionVerifier for email validation • Clay for persona enrichment • CloseCRM as our central data hub. • JustCall for personalized cold calls • Lavender for crispy copywriting. The takeaway? • Generic approaches don't cut it. • Tailored strategies drive real results. • Human touch + smart tech = winning combo. Want to unlock revenue today? Then you need to work with experts. Shoot me a connection and a DM if you want to see the flow.

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I’ve helped 12+ AEs and SDRs transition into SE/SC roles. There’s no doubt that you can earn a lot as an AE. AEs can make $1,000,000+ in a good year - a very lucrative career path. But the reality is most AEs don’t get there. It takes an exceptional AE to earn consistently at high levels, year in and year out. (I personally would be a terrible AE 😅) A big reason why folks pivot to Sales Engineering is because the earning potential is solid and much more consistent. That’s what the data in the image shows: 36% avg quota attainment for AEs vs... 74% for SE from this same company, with similar OTE’s As an SE, you don’t always have the extreme upside* that your AE counterpart will, but your income is more stable. (*there are some companies that pay SEs similar to AEs, with SEs able to clear $1M+ in a great year, though this is more of the exception than the rule) As an SE, there’s also less pressure to hit quota, quarter after quarter. The roles are different, with different responsibilities and varying degrees of risk (and upside). Both paths can provide tremendous opportunities depending on your strengths and the type of work you enjoy. Hope this provides some perspective for those who are considering SE or AE career paths. #sales #presales #compensation (source: RepVue)

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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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Med tech sales 1994 to present. 1994 med tech sales: -“make more calls” -hospital bully cap pricing -stalk doctor at scrub sink -“wine and dine” w/manager -face to face access w/doctor -become technically proficient -exceed someone else’s quota -exceed quota and have your territory reduced -get promoted, take a pay cut, and teach your team how you sold 2024 med tech sales: -“make more calls” -hospital bully cap pricing -stalk doctor at scrub sink -“wine and dine” w/manager -face to face access w/doctor -become technically proficient -exceed someone else’s quota -exceed quota and have your territory reduced -get promoted, take a pay cut, and teach your team how you sold I was so naive in 1994 when I entered medical sales. And in 2020-2024 when we tested how to scale sales in modern hospital marketplace. We created a program called Virtual Sales Rx to coach med tech sales reps how to increase engagement with busy doctors, 3x increase meetings, and become face to face at scale. I conceded in 2024 that med tech sales reps are indifferent to what we’re teaching. It’s probably us or the concept of using personalized videos. 93% of med sales not picking up what we’re laying down. Eric I Anderson (co-developer/virtual sales rx) and I pondered at beginning of 2024, who is our market? Our market are: -physicians -med tech sales enablement teams (new concept in med tech) -those leaving med tech to become lifestyle design entrepreneurs My entrepreneurial lesson: 1)no pain, no market. The vast majority of sales reps want to grow sales - as long as it fits within the standard protocol. 2)fit-in, don’t stand out. If you’re a med tech sales rep, be careful about adopting the compliant + creative approach we’ve used to exponentially grow sales with surgeons from Covid to present. Oh well, at least you get to keep your job.

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Is your bad debt collection agency using digital to communicate with your patients? If not, you're leaving money on the table. See the quick read below and link to the original post. Enjoy!

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Founders from Foam cold called Target and closed a $130,000 deal They then got a deal on Shark Tank They are true BDR Lifers If this doesn't tell you cold calling and BDR Lifing can work I don't know what will Keep dialing and keep BDRing!! #bdrlifer #bdr #sdr #sales #salesdevelopment

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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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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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SDRs are frustrated. Finding a great sales role has never been harder... So I've created 4 resources [+1 special offer] for folks looking for sales jobs right now... 1. LinkedIn Profile Builder [stand-out online and get recruiters coming to you]: https://lnkd.in/eNP86v3m 2. Ultimate Guide to Landing Sales Interviews [and getting jobs offers]: https://lnkd.in/eQDiG-EN 3. Transform Your Time Mgmt Skills - [learn skills that show hiring managers you can be super productive - they love it]: https://lnkd.in/ecPhKWqb 4. Write emails that stand-out and get hiring managers attention: ~ lnkd.in/ezqwV9RZ 5. Earlybird for my SDR>AE October Bootcamp is live this week [Get 25% off] until Friday with code ''EARLYBIRD25'' : https://lnkd.in/ejFQERRF Enjoy. PS. If you feel these could be useful to others outside my network, give this a repost ♻️. Thanks!

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SDRs and AE's - There's always a next Q. Here's what I'm doing to set myself up for success moving into a new Q after a couple of weeks away: 1/Auditing outbound blockers - I take a look at my current outbound blockers and decide what worked and what didn't. Simple, I keep what worked and rejig what didn't. 2/Edit and adapt scripts - I'm a big fan of A/B testing so I take time to edit and adjust my scripts to test a new concept I've found or cut out something that wasn't effective. These aren't wholesale changes just simple tweaks. 3/ Find my outbound channels - I take a look at my outbound channels and choose which to focus on. My favourites tend to be Lost opps, past customers (LI sales nav), Event attendees and customer lookalikes. 4/Cut any non-essential internal meetings - time is of the essence as a rep, so making sure you're ruthless with your time and spending it on pipe building or closing activities is essential. 5/Reflect on small wins - Even though the scoreboard has reset. It's essential to stop and smell the roses from last Q, and revel in your wins - even just for a little while. Use it as fuel that you have the ability succeed but still so much to learn. 6/Self-development goals - Each Q I set myself a self-development goal, last Q was Salman's discovery course (highly recommend) and this Q I'm targetting MEDDPICC. As well as big self-dev goals for the Q I also have regular 30min blockers at the end of my day, to make sure I'm sharpening my skillset. Anything I've missed?

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Your board meetings suck, and (yet another) SaaS product won't help. Zeck is no replacement for the actual work you need to do to have a productive BOD meeting. Here is some quick advice how to make board meetings not suck: 1. 💲 Get out your financials and anything needed to review the current state of the business to the board 48 hours before the meeting. No essays, just data. 2. ⏰ The meeting should not last more than 3 hours. 3. 🗜 Do not create busy work for the operating team. The chair should set a directed agenda and keep the meeting moving, on time, and covering the burning issues in the business. This offloads the CEO, and ensures that the right topics are being discussed. Note that I said *discussed* not just dog and pony. 4. ⛑ Build your board with people who have actual operational experience and can provide real, practical guidance (e.g. what can we do about AR aging other than generating a histogram and staring at it?) 5. 💥 Treat your board meetings as an opportunity for debate, prioritization, and creative destruction. 6. 🖊 Do not spend time on items that could be approved by written consent if its not up for debate. Minutes can be signed and approved ahead of time, grants to employees can be approved similarly. 7. 👉 Have action items and accountability to them. Don't brush things off by "taking them offline." Write down what you need to do, assign them, determine how you will measure them, and work together on these items. 8. 🔦 Be accountable as a chair and as a team to the last board meeting. If you set a strategic narrative or direction, revisit it with your new knowledge. If you had a focus, then discuss the progress.

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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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SDR Leaders: “I statements” are killing your reps! Are your SDRs inadvertently making conversations about themselves? It's time to shift the focus. 🚫 "I think it would be a good idea for you to speak with one of my AEs..." 🚫 "I would love to show you our platform..." These "I" statements put your company and SDR first. They scream, "This is how I get paid!" Let's flip the script. The Golden Rule of SDR Conversations: -It's never about the SDR. -It's never about your company. -It's always about the prospect and their pain points. Action Steps for SDR Leaders: -Stomp out "I" statements during role-plays -Train SDRs to disconnect from the outcome (h/t Josh Braun ) -Emphasize: Not every prospect is a fit, and that's OK Remember, there are plenty of fish in the sea. Coach your SDRs to focus on understanding the prospect's needs first. If there's no fit, move on gracefully. By making this shift, your SDRs will build better relationships, have more meaningful conversations, and ultimately, drive better results. But I could be wrong 😑

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🎙️‘We don’t have budget to pay an agency to help us hire SDRs’🎙️ But how important should SDR hiring be to your business? 💛Here is a message from an Account Executive who’s company recently hired a number of new BDRs through Venatrix💛 Here are 4 reasons why you should invest in your SDR hiring strategy to ensure you’re getting the best talent: 🎤They are going to be on the front line of your business, reaching out to prospects & representing you. If you want your prospects to have a great / creative / exciting first impression of your business, doesn’t that start with an SDR? 🏆Succession planning - this SDR could end up being your next top performing Account Executive. 🩵AE retention - having a strong SDR team working alongside your AE team is going to make the AE team perform more successfully 🚀The potential for increased sales. If your SDRs are prospecting effectively, your AE’s can spend time closing deals = higher conversion rates & revenue growth Hiring SDRs? Drop me a message to find out how we can help!

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SDR Leaders - What are you doing this week to drive a big push in the last 2 months of the quarter? SDR roles can be the most monotonous and soul destroying if you're just having to "smile and dial" all day. You've got to be self motivated every day and put up with rejection. It's our job to inject some fun and competition. Here's one idea, that I'm launching today. SDR Ryder Cup. 4 teams of 3, mixing our UK and US teams 9 holes, 3 par 3, 3 par 4 and 3 par 5 Different par holes have different difficulty levels to complete and win the hole based off KPIs and some fun things thrown in too. You can collect prizes along the way #sdr #sales #gamification

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SDR vs High Performing SDR 3 key differences that will get you promoted 👇 High Performing = Stays consistent & disciplined SDR = Process changes everyday High Performing = Extremely coachable SDR = Tries to do it all alone High Performing = Taking ownership of targets & weekly meetings with AE SDR = Let's AE run meetings & check in on target What are the other key differences that are important? #sales #sdr #bdr #ae

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