JACK WILSON 🦸‍♂️

Use the Rule of 3 in your demos to make it more clear and concise. It makes it easier for your audience to remember what you're talking about.

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You can double your MSP next year. But not if you do all the work. Hourly billing is also a killer: if the value of what you do is the effort you put in, then any growth means you have to work harder. That’s why PJ Sawchuk from Epic Solution Partners will leverage his and his partner’s time by changing the business model: add value, work less, charge more, and double the business. Not only is it possible. It’s corner stone to a business that is capable of scaling, growth, providing long vacations, and crushing 2025. How will you Crush 2025? #MSP #BusinessGrowth #ManagedServiceProvider #Crush2025 #Marketing #Focus

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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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SDR leaders, quit being the superhero. It's stunting your team's growth. (both professional and pipeline) Your job isn't about: ❌ Giving your reps all the answers ❌ Solving all their problems ❌ Running a dictatorship ❌ Doing it all yourself ❌ Micromanaging Your job is about: ✅ Helping your reps find the answers ✅ Coaching problem-solving ✅ Running a democracy ✅ Delegating out tasks ✅ Giving autonomy Less about being the superhero. More about empowering superheroes. Magical things happen when you "relinquish control". Your team becomes more self-sufficient, engaged and productive. And they grow ridiculously faster. Meanwhile you become less stressed. Relieving the constant pressure on yourself. Sounds like a pretty sweet deal right? Well that's because it is. So do yourself a favor. Take off your cape.

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SDRs, stop talking about what you sell on LinkedIn. Start talking about HOW you sell. That's how you build a brand.

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You've heard of Sales Pipeline and you've heard of AI, so how can you use both of these to get more done faster, efficiently and that works for you and your Sales team. Read on and learn more. Reach out and let's talk. #AI #Salespipeline #closedealsfaster #success #worksmarternotharder

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Are your demos missing the mark? Check your approach and make sure that you're focusing on Value, not the features. #salesdemo #softwaresales #presentations #techsalestips #tipsandtricks #greatdemo

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Are you leveraging your leaders for direct intros? Here's a play that can help you break into a few of your top accounts THIS WEEK:⬇️ 1. Build a list of top accounts. (Build it in Apollo.io or Sales Nav if your marketing team didn't give you one and filter by your ICP criteria) 2. Filter by company, title, and first-degree connections...create a boolean string in SalesNav. 3. Have your leaders (Dir+) drop the link in their Sales Nav instance and filter for their first-degree connections. 4. Take that list and upload to you Sales Engagement Platoform(if you don't have one, Apollo is free 😎) to a 3-step sequence. 5. Write a DM for your leader to send on your behalf (something they can quickly copy and paste- do all the leg work for them) and let the prospect know that you the rep will be reaching out. 6. Run your Sequence: Day 1. Email Day 1. LinkedIn DM Day 4. Re:Email - make sure to call out your leader's name and the DM they sent to the prospect already... And book some dang meetings 🔥 Multi-channel, multi-contact, multitouch PLUS first-degree connection and authority. (I am doing this today courtesy of the string Daniel Ryan 🐨 made for me and running it in a play via Apollo. Should I post about the automated play I create next week?) ♻️ Repost if you've got an SDR in your network who needs to build some serious pipeline this month. It's early- time to get after it!

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Are you experiencing longer sales cycles? Need more enablement for your sellers? Feeling the pressure on deal sizes? Do you need more pipeline to make the same revenue goals? Watch this on-demand webinar to learn how to drive efficiency across the funnel and keep winning in a tightened market. My favorite takeaways: 1. Create your ICP and personas, and integrate them into your targeting 2. Make efforts to collaborate between teams with shared metrics and feedback 3. Develop a simple or comprehensive lead nurturing strategy to engage buyers 4. Follow up first and personalize it using lead notes, expanding on their reason for shopping 👉 The Efficient Funnel: Lead Targeting and Engagement Best Practices: https://gtnr.it/4cv83gp #Webinar #LeadManagement #Efficiency Gartner Digital Markets Tom Cox Matt Hanson Alison Wong

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11 things world-class sales development teams DO—and what the worst teams DON’T Insights from... → Outbound Squad's experience working with world-class teams at Gong, Shopify, Rippling, and more → Orum's 2024 State of Sales Development report Commentary on how the best sales development teams... ✅ Use AI responsibly ✅ Retain top talent SDRs ✅ Align with AEs ✅ Deal with low-pick up rates ✅ And plenty more 👇 P.S. Watch this video for our full commentary: https://lnkd.in/eBFYfnU3

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Telecoverage Guidelines Building an effective telecoverage model takes more than just a phone and an agent. Your BDR team is often the first touch point with a prospect, so it's critical that this support team has the proper level of focus and investment. When building an inside model, here are some quick critical success factors that can make or break your effort: - Build a strategic plan: This plan should not only include what you want to accomplish and why, but also, the process you will use to accomplish all your objectives. Your “playbook” will evolve as the company grows. - Telechannel coverage map: Right size the organization and establish roles and responsibilities for the BDR team and all stakeholders. - Review compensation plans: People work to accomplish their personal goals, make certain they match yours. Create a comp plan that ties directly to accomplishing those objectives. - Hire strong tele-professionals: I always look for a blend of skill sets for inside roles that touch upon everything from education and technical background to self-motivation and the ability to carry on a business conversation over the phone. - Decide how you will manage the team: Many companies have problems seeing success with this model because they don’t give enough consideration to how and who will manage the team. Remember that this is a tough role that demands constant supervisory attention. You need to constantly measure, monitor, and motivate agents and reinforce everything you built into your strategic and training plans. - Create useful sales tools: Build a library of tools that are accessible to the team. They range from messaging guidelines, tailored to the contact and situation, to a strong prospecting database and targeted collateral material. - Develop on-going training: New hire as well as ongoing training and one-on-one coaching plans should be developed to support the team and cover product, sales, systems, current marketing campaigns, and procedures within your inside group. - Create a “lead management” system:  While you may have technical tools in place to manage the agents (CRM, marketing automation,etc.) you also need to map out everything from what a qualified lead looks like to what happens to that lead once it is fully developed. - Metrics management: Discipline and structure are key critical success factors for any inside support model. Your focus should be on tracking and managing the metrics you set for the role. - Build an ongoing communication plan: It is important to initiate a regular communication plan that involves all stakeholders they touch. Having them interact on a regular basis helps create an environment of sharing that helps all groups. Consider this a quick “starter kit” of things that need to be considered when building an internal support group. If you are looking to have an analysis done on your current operation, contact me at [email protected], www.soda-consulting.com.

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A bad sales comp plan will kill your sales team productivity. A good sales comp plan motivates your team to hustle through the end of each month. As we scaled the Levelset sales team to 60+ front-line sales reps, we learned a TON about how to build great comp plans. Here are my principles for good sales compensation: 1. Salespeople don’t do sales and other things well. Let the salespeople sell, don’t saddle them with additional responsibility. For example: Sales and Customer Success are separate functions. 2. The compensation structure should be so simple that you can do the math on the back of a napkin. 3. No commission-only roles. Sales reps should get base salary + variable compensation. 4. At least 40% of sales reps On-Target Earnings should be in the form of variable compensation. 5. No “draw on commission” for ramping reps. New reps should have some mix of guaranteed variable compensation during their ramp period. 6. Sales reps should be paid “straight-line” up to 100% of quota. There should be compensation accelerators above 100%. There will be no compensation hurdles or decelerators for producing below 100%. 7. Annual quota for Account Executives should be 5x On-Target Earnings. For example: $500k annual quota, $100k OTE. This keeps your cost of sales to between 20 - 25% of gross revenue. ‍ 8. Did I mention accelerators? You need to include accelerators for over-performance. This isn’t a comprehensive list of principles. But if you follow these principles, your comp plan will motivate the team to hit their number. Read the full list of principles here: https://lnkd.in/gmwXkRE9

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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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How salespeople leverage LinkedIn is an endless list of tactics, techniques, and frameworks. One of the best use cases for sellers on the front lines is education about your prospect and their company. 👨‍🍳 Elric Legloire and Stephanie White 🩵 have a few flows they run to learn about people they're about to approach with a value proposition. They're both LIVE with me November 19th to share their secrets with the Sell Better audience. Be there. Learn. Change. Win. 👉 https://hubs.la/Q02WQjJT0 #saywhatsales #sellbetter #dailyshow #idealclientprofile #ICP

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The challenge with sellers today is that most sales people don’t love tools and systems. No rep is like “Yay! CRM, can’t wait to update my forecast.” They’ll spend their time spinning their wheels or dragging their feet on administrative work because they either don’t know how to do it, don’t like doing it or don’t know who internally to reach out to to help. This kills productivity and slows efficiency. The cure? “What’s in it for me.” It’s critical as a leader any time you introduce a new tool, process or system to break down for sellers how this helps THEM do their job. Not the team, not the business. How does it help Mary the AE hit her number. Sales people want to sell. They don’t want to waste their day updating notes or filling out fields. They want to help customers, close deals and get paid. So next time you run up against a rep struggling to adhere to a process, or adopt a system– put yourself in their shoes. Think about how you can demonstrate the value to them as the CEO of their own territory. If we care about the business hitting its goals then we need to care about enablement all the way down to the rep level. Have you ever had a rep struggling to adopt a tool or process? How did you sell them on the benefit of that tool/process? #salesexcellence

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SDR success typically boils down to one simple question: 𝗛𝗼𝘄 𝗺𝘂𝗰𝗵 𝗱𝗼 𝘆𝗼𝘂 𝘄𝗮𝗻𝘁 𝗶𝘁? This job is a relentless grind. It will test your: → Patience → Fortitude → Discipline → Resilience → Persistence Those who succeed aren't necessarily the smartest. They're the ones who want it the most. They embrace the grind, stay focused and refuse to give up when things get tough. If you're ready to put in the work, your effort will pay off. (and I promise you it will be worth it) But if you're half-hearted about it? The SDR role will chew you up and spit you out. So... how much do you want it? Happy Monday.

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Good SDR leaders help their SDRs understand how many calls they need to hit quota. Great SDR leaders enable their SDRs to hit quota with the least amount of calls possible.

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Webinars are one of the most powerful tools for engagement. If only it was worked on as much as it deserves. It's great to see some teams doing it so well!

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