Erynn Bell (she/her)

❌ No, the SDR role isn’t going away. ❌ While SDRs and AEs are here to stay, their roles are shifting in response to evolving buyer demographics and changing preferences. At LeadIQ, we’re helping SaaS sales and GTM teams stay ahead of the curve and learn how to thrive in today’s evolving sales landscape. Deep dive into the webinar: “The evolving role of AEs and SDRs in building sales pipeline” for tips and tricks on how to best utilize the AE and SDR relationship for Q4 and into 2025 🤝 Thank you to our webinar panelists: Jessica Nelson, Global Vice President of Sales at Stream Sam Lau, Senior Director of Global GTM Enablement at Anomali Ronald Halbert, Global SVP of Sales Development, Sales Enablement, SMB Sales at Sirion Watch now 🎥: https://lnkd.in/gx7dMRuK volving-role-of-aes-and-sdrs-in-building-sales-pipeline #sales #salestips #SDR #AE #leadiq

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Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

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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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What to take into account when preparing an SDR onboarding plan? 📝 Planning: Start with strategic objectives, milestones, and onboarding duration. Customize the process to each new hire's learning style. 💻 Tech Stack: Introduce sales reps to essential tools you use. Training ensures they're set up for success! 🗣️ Communication: Open channels between managers, mentors, and new hires are crucial. Regular check-ins and feedback build a supportive environment for your sales team. 🔄 Feedback: Providing consistent feedback during onboarding guides new SDRs on their path to success. #sdronboarding #sdr #salesdevelopment

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Why Fractional Work is a Perfect Fit for Many B2B SaaS Sales Executives 🚀 Ever wondered what it feels like to have total control over your career? After years in B2B SaaS sales, I’ve found that fractional work is one of the best ways to transition into working for yourself—or even starting your own business. Here’s why: I get to choose WHAT I work on: No more projects that don’t align with my strengths or interests. I focus only on what I do best. I get to choose WHEN I work: Whether it's busy or slow, I have the flexibility to align work with my life and homeschool. I make my own schedule. I get to choose WHO I work with: I collaborate with clients and teams that align with my values and goals—no more mismatches. I get to choose WHY I work: I know I'm blessed to have a spouse providing benefits and I also know I'm working to make something for my family. I get to choose HOW I work: Every process is designed around my style, allowing me to deliver the best results efficiently. I get to choose WHERE I work: Who cares my location so long as I crush it. I have a car and a zoom too lol I get to say NO: Turning down work that doesn’t fit my goals or priorities has been empowering. No pressure to compromise ethics to keep a job. I get to say YES: The freedom to take on opportunities that excite me means I’m always engaged in work that I’m passionate about. It's truly fun! It all comes down to QUALITY and FREEDOM. If you’re in B2B SaaS and thinking about transitioning, fractional work lets you design a career on your own terms. 💡 Who’s ready to make the shift? 🏃‍♂️ DM me and let's talk. #FractionalWork #B2BSaaS #CareerFreedom #PreCallAI #EngineerMasterSolutions

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Every AE should use "the menu of pain" on their discovery calls. Huge shoutout to 👩🏻‍🏫 Krysten Conner for the best sales strategy and name of all time. 𝗛𝗼𝘄 𝗶𝘁 𝘄𝗼𝗿𝗸𝘀: Simply give your prospect options based on your experience helping other customers. Here are some examples: 𝗧𝗼 𝗸𝗶𝗰𝗸 𝗼𝗳𝗳 𝘁𝗵𝗲 𝗰𝗮𝗹𝗹: Hey Jill - typically when Sales Directors join these calls they're facing a couple of issues: - Issue 1 - Issue 2 But I don’t know how much any of that sounds like your world and what did I miss that you’re focused on? 𝗔𝗳𝘁𝗲𝗿 𝘁𝗵𝗲 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁 𝘀𝗵𝗮𝗿𝗲𝘀 𝘀𝗼𝗺𝗲𝘁𝗵𝗶𝗻𝗴 𝗮𝗯𝗼𝘂𝘁 𝘁𝗵𝗲𝗶𝗿 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀: Hey Jill - Thank you for sharing. I work with other Sales Directors in a similar situation and they were each facing a couple of issues: - Issue 1 - Issue 2 But I don’t know how much any of that sounds like your world and what did I miss that you’re focused on? 𝗛𝗲𝗿𝗲'𝘀 𝘄𝗵𝘆 𝘁𝗵𝗶𝘀 𝗼𝗽𝗲𝗻𝗶𝗻𝗴'𝘀 𝗯𝗲𝘁𝘁𝗲𝗿: 1. You establish credibility and build trust because you know the issues and they don’t have to educate you. 2. You take control. Open ended questions like “what brought you to ABC Company” are ok but it’s a lot of work for the prospect and nobody likes essay questions. 3. Customer experience: It gives prospects room to correct you and people love correcting people. So there's no real downside. You game for trying The Menu of Pain in your discovery calls? - Mike G 👉 For this week only get The Best Sales Course at 35% off with coupon code 𝗖𝗢𝗙𝗙𝗘𝗘: https://lnkd.in/gP_-mVXR

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RevOps 101 – Building a Team from Scratch to Drive Results. Are you a business leader or RevOps professional thinking of building a Revenue Operations (RevOps) team from the ground up? 🚀 Ryan Milligan, VP of Sales and RevOps at QuotaPath, has laid out a clear roadmap to help you get started. 👉Overcoming Cross-Functional Chaos: Struggling with operational silos and miscommunication between departments? Ryan outlines how a RevOps team can solve cross-functional issues, streamlining operations for better efficiency and collaboration. 👉Establishing Robust Reporting Systems: Confused about where to start with performance tracking? Learn how to set up consistent, actionable reporting systems that give you clear insights to drive growth. 👉 Optimizing Performance & Tackling Bottlenecks: Facing slow growth or performance challenges? Ryan’s strategy helps you identify and address key pain points, optimize your funnel, and improve overall business outcomes. Watch the full podcast for Ryan’s step-by-step guide: https://lnkd.in/gky4A4RM #RevOps #BusinessStrategy #DataReporting #RevenueGrowth #SalesOptimization

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CSMs, here's 7 ways to crush your quarterly business review before end-of-year Your QBR is a key step towards renewal. Here are 7 easy ways to make sure churn is not up for discussion. Make sure you've got: 1/ Overview 2/ Exec Summary 3/ Key Accomplishments 4/ Usage Data 5/ Objective Setting 6/ Action Plan 7/ CTA & Contact Info Include customer stories in your next follow-up. Sign up for Distribute, and you'll join 4200 sellers who get: - 50+ sales templates for following up with customer stories - Buyer engagement analytics - Integrated video and screen recorder 👉 —> Build an instant QBR page from your customer calls with this template: https://lnkd.in/gftRW7zJ

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Misalignment and poor execution of quota assignments can have significant negative consequences for a company including missed sales goals, loss of top talent and sales compensation costs that are significantly over budget. The Alexander Group's whitepaper examines prevalent quota-setting practices and the impact of setting quotas “too high” or “too low.” Additionally, we'll expose what tends to go wrong with quota setting and compensation plan design leading to higher-than-targeted incentive payouts. Read the full Whitepaper here: https://lnkd.in/gXNuJwik #Quotas #WhitePaper #BusinessIntelligence #Sales

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Even though CRMs and billing systems are essential for building strong customer relationships, they often operate independently or with "surface-level" integrations. Maple bridges the gap between sales and finance operations with a deep two-way CRM integration with Salesforce, HubSpot and Pipedrive. Keep your deals and pipeline info in lock step with what your customers are actually billed. https://lnkd.in/g5fB62qY

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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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Same s***, different day… We all know the drill: SDRs think AEs are slow to close, and AEs think SDRs are passing weak non qualified leads. But the truth is, when both sides align, most companies will see a 30% increase in account penetration! Its simple: -Communicate regularly – Don’t wait for weekly meetings. Share quick feedback throughout the day to stay in sync. - Define lead criteria together – Align on what makes a qualified lead. It saves time and eliminates finger-pointing. - Quick deal huddles – Hold short, tactical check-ins to discuss hot accounts. - Debrief wins & losses – Celebrate what worked and break down what didn’t to improve for next time. - Support the hand-off– SDRs should warm up intros, they after all have that initial relationship with the prospect. Collaboration is key!

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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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Friday sales reminder: Elite sellers don't circle back, follow up, and check in. Here's an easy gut check. "Does this email add value to the prospect? If yes: ↳ Send it If no: ↳ Make some edits first Add value prior to any ask you have. Make it clear there’s a 0% chance it was automated. The email was meant only for them. 𝐖𝐡𝐞𝐫𝐞 𝐭𝐨 𝐟𝐢𝐧𝐝 𝐯𝐚𝐥𝐮𝐞: ↳ Review your last conversation. Reference a specific question or something of interest and share more material on it. ↳ Go to their website and blog - what is on their homepage? What are recent blog articles about? ↳ LinkedIn for their company + ind. profile - what is recent or new? ↳ Google "company name" and hit News. If you have nothing valuable to add to the convo, 𝐝𝐨𝐧'𝐭 𝐡𝐢𝐭 𝐬𝐞𝐧𝐝 You're either breaking through the noise or adding to it Happy Friday ;) 🦙 P.S. Join 12,000+ sellers choosing to level up on the (free) weekly newsletter: https://lnkd.in/gjeVd_U8

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SDRs- your impact deserves recognition ($100k+ a year kind of recognition). You are the driving force of your sales org. Your contributions should be matched by growth and rewards. Top-performing SDRs earn over $100k/yr and if your current role isn’t reflecting your value, there are companies out there that will. Here are a list of companies hiring right NOW: https://lnkd.in/ePzJnBf8 Know your worth and keep the big picture in mind. It's easy to get caught up in the day-to-day, but remember- your earning potential is significant.

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If you're scaling or leading an SDR team, you've likely run into the issue of how to get the best accounts to the team at the right time without SDRs wasting their day scraping through your CRM Enter: another highlight of what makes Chili Piper's Demand Conversion Platform epic for SDR teams... As of last month, we use Distro to automatically send SDRs 10 accounts per day - highly scored, highly qualified, and timely prospects for them to reach out to. All the time they used to spend finding open to work accounts every day? Gone ✅ All the time our leadership used to spend figuring out ways to enable them on finding the best accounts at the right time? Gone ✅😘 In fact, all the time they used to spend finding the right personas, taking screenshots to for stand out personalization, and finding relevant competitors... that's gone too. But that's another story. For today, check out how we're using Distro to save SDRs hours per week and ensure they're focusing on the best fits in our TAM. Link in the 'mments - we can help you do this as well 🌶️

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SDRs & AEs - answer this question with honesty...When's the last time you reached out to your counterparts in marketing and asked them: -What recent campaigns were driving success for them? -How are they driving engagement with target accounts? -Are there opportunities to partner together on an ABM campaign? -What accounts of mine are engaging on your LinkedIn Ad Campaigns? -What do they think of these target accounts to potentially advertise to? -Is there an opportunity to create meaningful engagement via sales x marketing alignment? There's so much potential gold to be found in a strong sales and marketing alignment relationship. Want to do outbound effectively? It might worthwhile to start asking these questions.

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SDRs don't work for AEs.... In fact, AEs should work for SDRs. If you're in a position to have an SDR helping you crack meetings you need to point them in the right direction with the right messaging and use cases. SDRs aren't your assistants. They're the tip of the spear. Cole Praver 🙌 #sales

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Prospecting just got FASTER 🚀 With the new ZoomInfo and Clari Groove integration, you can add leads from ZoomInfo directly into Groove Flows. NO exporting, NO importing, NO manual steps. Now, your team can engage high-potential prospects instantly with accurate, Salesforce-synced data. Want to learn more? Check out our blog to explore real-world use cases and see how this integration transforms prospecting for revenue teams: https://bit.ly/3YvmFri

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