Ian Crowley

Prospecting and discovery are not about your product or service. It's about your prospect's problems and needs. Download free sales resources like the Prospect Profile Template and an example Call Script at ccs-llc.us. #b2b #b2bsales #salesleadership #salesstrategy #gotomarket #buyercentric #buyerled #prospecting #qualifying #discovery #salesprocess

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://hghspot.co/3KpZlV6 #salesenablement #change #saas

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Are qualified SDRs what your business needs? Discover how they fuel your sales pipeline! #SDRImpact #SalesStrategy #GrowYourBusiness #SalesTraining #B2BMarketing #LeadQualification #SalesPipelineManagement #SalesTech

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There are some interesting trends going on in B2B sales. There are still a large portion of sales professionals who are going to miss their quota. QuotaPath in their 2024 Compensation Trends report surveyed sales leaders and 91% stated their teams were going to miss quota. Part of it is how sellers adapt to where buyers are mentally and physically. Connection matters, being human matters #B2Bsales #sales #salesenablement #salesleaders #salestraining

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There are some interesting trends going on in B2B sales. There are still a large portion of sales professionals who are going to miss their quota. QuotaPath in their 2024 Compensation Trends report surveyed sales leaders and 91% stated their teams were going to miss quota. Part of it is how sellers adapt to where buyers are mentally and physically. Connection matters, being human matters https://buff.ly/3BbyfjD #B2Bsales #sales #salesenablement #salesleaders #salestraining

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Is your sales team missing quota? Poor pipeline management and weak prospecting may be to blame. Download our free report to learn how top sales teams hit their goals and improve your strategies: https://hubs.li/Q02TgZKv0 #SalesLeadership #PipelineManagement #SalesSuccess

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How do you capture a prospect’s interest—and respect their time—when you make a cold call? Mark Sellers @funnelprinciple details his strategy in this episode of @SalesReinvented. #Sales #SalesReinvented #ColdCalling https://bit.ly/4aLvEJZ

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"Don't let common roadblocks derail your sales success. Download Sandler's complimentary guide "Why Salespeople Fail...and What You Can Do About It!" and equip yourself with actionable strategies to succeed in today's dynamic sales landscape. --> https://hubs.li/Q02xL0Hq0 #Sandler #SalesTraining

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What metrics do you track for your cold-calling efforts? Cold calling remains one of the most effective lead-generation tactics, but mastering it requires understanding the key metrics that indicate success. Many fractional SDRs miss out on key opportunities by not focusing on essential metrics. Learn how top-performing fractional SDRs use these metrics to refine their approach and maximize results: https://lnkd.in/dwxKtnUf #outboundsales #SDR #fractionalSDR #remotesalesjob #coldcalling #Glencoco

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AEs - Ignoring your SDR's growth is costing you thousands in commission. Here's how: For most AEs, their SDR is their number one source of new pipeline. If you want to get ahead and smash your quota, do these five things. They'll take your SDR and pipeline to the next level! 1. 𝐌𝐨𝐜𝐤 𝐂𝐨𝐥𝐝 𝐂𝐚𝐥𝐥 𝐑𝐨𝐥𝐞𝐩𝐥𝐚𝐲𝐬: Practice to increase their batting average. 2. 𝐅𝐞𝐞𝐝𝐛𝐚𝐜𝐤 𝐨𝐧 𝐞𝐦𝐚𝐢𝐥𝐬: Help them improve their messaging. 3. 𝐒𝐡𝐚𝐫𝐞 𝐓𝐨𝐩 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬: Teach them to find the best people to reach out to. 4. 𝐇𝐢𝐠𝐡𝐥𝐢𝐠𝐡𝐭 𝐀𝐜𝐡𝐢𝐞𝐯𝐞𝐦𝐞𝐧𝐭𝐬: Tell senior leaders about their work. 5. 𝐄𝐧𝐜𝐨𝐮𝐫𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Cheer them up after those tough days of cold calling. Do these steps a few times each month. You will watch your commissions skyrocket!

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Onboarding SDRs is critical to whether or not they succeed in the role. The 2024 State of Sales Development report shows that revenue orgs spend $6-7,000 per rep annually on tech. That does not include what you pay to recruit them, their salary, or other ancillary costs. When you calculate what this represents compared to how long they stay in the role (less than 24 months on average), you better have an incredible onboarding plan to optimize their cost-effectiveness. That's why we built out a guide for how to use automation to do just that. Check the link in the comments.

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📈 Are your salespeople wasting time on "shadow accounting" their commissions? 📈 When sales reps spend hours recalculating their commissions in spreadsheets, it distracts them from what they do best: prospecting, advancing opportunities, and closing deals. This "shadow accounting" is not just a time drain—it's a sign of a deeper issue: lack of transparency. At SalesVista, we eliminate the need for manual guesswork by providing real-time visibility into commission payments, right on your sales reps’ mobile devices if they so wish. With this transparency, your team can focus on hitting targets, not on figuring out what their paycheck will look like. Let’s stop the distractions and get back to what really matters—sales. Learn more about how SalesVista brings clarity and confidence to your commission structures. Contact us to find out how we bring peace of mind and additional focus to your sales teams https://lnkd.in/eTeh_pFV #shadowaccounting #commissions #salespeople

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What's Your Plan for Managing Your Sales Pipeline? Here's a terrific tutorial from Gong's Brian LaManna on managing your sales and biz dev pipelines. "Most sales managers and their teams struggle to manage their pipeline successfully. Reps commonly forget to send follow-ups, bottlenecks pop up, managers don’t know where to coach most effectively, and before you know it, winnable deals fall through the cracks. That’s no way to run your sales process. The solution lies in modern, efficient sales pipeline management." https://lnkd.in/gFpyHxz5 

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The best salespeople? They are hungry to learn. Every day. 🚨 The problem? 🚨 We set arbitrary 90-day ramp periods. And this is costing you top-performers. They may just take longer to ramp. Check out the data from our latest report 📌 Sales Enablement Landscape Report 2024 → 61% of sales teams struggle to generate pipeline → Complex sales cycles are getting longer 👀 And even enablement teams? 35% feel understaffed. That means less 1:1 time for every rep. So... When you find salespeople who are hungry? Excited and willing to learn? Don't give up on them. Because they didn't hit at 90 days. INVEST. INVEST. INVEST 💪 You'll be surprised when they overdeliver for you. Because you can teach skills. You can't teach will. Will wins in sales. ✌️ -- h/t Alex Alleyne for the great reminder!

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WANNA KNOW WHAT'S GOING ON IN YOUR REPS' DEALS? Scratchpad is the answer. Reps get to update Salesforce with a spreadsheet-like format they're comfortable with and leaders get the information they need in one pane of glass. Reliable data = faster deal cycles. Learn more at the 🔗👇 #Sales #Revenue #GTM

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