Jarrett Albritton

I sat down to talk pipeline generation with Liz (Cain) Christo of Stage 2 Capital. Check out our chat on why AE's should be generating a significant amount of their own pipe. https://lnkd.in/gWRbusr7

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Eight things I learned in Austin last week with the Exit Five team: 1. Tecovas are cowboy boots. TEC OVAS is how you say it. Classic Yankee move. 2. Terry Black's is great. 3. Terry Black's is even better when you're having it hanging with the Exit Five team. 4. We have built something special. Truly a global community. We've done two events now and people have flown in from various parts of the world to attend. But you could feel the energy. Parts of what we felt in Vermont for Drive we felt down in Texas for this meetup. 5. Marketing can never be green 🟩 When the company is red 🟥 Translation: the goal of marketing is to drive revenue for the company. If the company is not hitting the company goals.. how can marketing be hitting the marketing goals? Something is off. 6. There's a great crew of B2B CMOs there and I got to interview three of them on our panel, and credit to Zayo Group CMO Kim Storin for that dose of reality from number 5. 7. You have to get outside of the building. Meet customers. Meet sponsors. Meet members. Meet your peers from the work world. I love social media. I love working in Slack. But we were meant to be around other people and work together, look each other in the eye, share a laugh, a story, etc. We are wired for that. Events are great community enablers. 8. Sponsors who want to break the mold and try new things are the best ones. For this event our sponsor (Customerio) gave away a paddle board, $400 cowboy boots, AirPods, and we tossed in a crisp $100 bill. This made the event super fun (prizes after networking) and we gave away stuff people actually want vs. more swag. And people loved the sponsor for that reason. Good marketing.

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Last year's interview and piece with DemandGen Report is still relevant as we navigate uncertainty. #valueselling is key to keeping buyers engaged throughout and guarding against buyers losing interest, going dark, failing to gain consensus and falling into the 'friend zone'- a nice to have and numerous conversations that lead nowhere. #winrate #b2bsales #technology #innovation https://lnkd.in/eZATeawj

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There is a chapter in my new book "Above Quota Sales Management" titled "50 Tips for Negotiating a Favorable Contract." It is too long (30 pages) to be posted here. I will email it to anyone that requests a copy.

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Hey sales leaders! Your 2025 plan will require unreasonable efficiency.[1] And there's no better place than #GTM2024 next week in Austin to figure out how to make this happen. There's a tremendous lineup of speakers and events—all for GTM leaders to share what's working, what's not and what to do from here. I can't wait to learn from everyone else. And on Wednesday (10/16), I get to share some things I've learned about—you guessed it—unreasonable efficiency. We all hope AI is going to make us more efficient. It will! But not if you apply it to the wrong place. Efficiency means finding and eliminating the major constraint—the bottleneck—in your system. Repeatedly. If you don’t tackle the bottleneck, nothing else makes a difference. Intuitively, we think rep time is the bottleneck. After all, if we just made prospect comms more efficient we could talk to more prospects. So, we’re using AI copilots and AI email personalization and entire AI SDRs. What’s more efficient than sending a million “personalized” emails with AI? A whole lot, actually… I’ll show that the *actual* bottleneck for most organizations is account targeting. If you’re working the wrong accounts, no amount of activity increase will improve your results. (Warning: there will be some math!) And that’s where you should apply AI and use processes like dynamic books that maximize its capabilities. Can’t wait to share more about how to do this! See you next week. [1] Certainly compared to a few years ago. And guess what? Your CEO's super into AI now and is wandering around quoting Sam Altman about building a "$1B company with 1 person". It ain't gonna get easier...

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Reflections on the Broker Carrier Summit in Fort Worth: Building ROI in Relationships, Knowledge, and New Opportunities Each time I attend the Broker Carrier Summit, I see a significant return on investment—from growing industry relationships and gaining new customers to deepening my industry knowledge. This past summit took all of that to an even higher level. Back in the daily grind, one thing is clear: the impact of this year’s event. Since 7 am today, I’ve received countless emails, DMs, and calls from companies large and small seeking consulting on freight fraud detection and prevention, as well as requests to set up appointments to integrate FreightValidate ✅ > ❌ into other platforms. Some have even asked if I would consider an employment opportunity, while others inquired about investment opportunities. As a result, my work will be cut out for me over the next several weeks. If you haven’t experienced the Broker Carrier Summit yet, I can’t recommend it enough. I hope that when you attend the April summit in Indianapolis, you’ll be glad to say you’ve attended—and won’t want to miss another Based on the significant growth of Summit after Summit, I HIGHLY recommend Registering Early! It’s where connections, growth, and genuine industry advancement happen. Dan Lindsey Robert Bain Jeff Dickinson Trey Griggs The Logistics Lounge Charles G. Danielle Spinelli #BrokerCarrierSummit #FreightIndustry #Networking #FreightFraudPrevention #FreightValidate #IndustryInsights

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If “Where’s my commission?!” was a dollar, we’d all be millionaires. But why live in that world when there’s Everstage? 🤖 Automate your commission calculations. 🎯 Track your earnings in real-time. 💸 Boost motivation when reps know exactly what they're making. Fewer questions, more closed deals. Let your team focus on what matters – selling. DM me to know more. If you are in Denver, check out our GTM Fall Social 24' event. - https://bit.ly/3BqzP0E #SalesTech #CompensationClarity #Everstage #SalesMotivation

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Join us today for the Uncapped webinar: Apply MEDDICC+ to Enterprise deals with John Kuhns. This content was purpose-built for people already in enterprise B2B sales in some capacity and people that want to be in enterprise B2B. One of the feathers in John's cap among many, is that he closed Gong's largest new business enterprise deal in 2023. Today he will share how he achieved that through the use of MEDDICC+! If you can't make it but want to watch the replay, go ahead and register as well! https://lnkd.in/gcyMpR2v

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My new book, "Above Quota Sales Management" has been published by Armin Lear Press. It is available for pre-order now from Amazon.com and barnesandnoble.com. This book was written to help sales managers achieve their sales quotas by focusing on staffing, better organization, understanding personalities, selling to Millennials, negotiating better contracts, and supporting their sales pros with deal pursuits. There is also a chapter on addressing the mental health needs of your staff.

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We're live today! I'm joining Steve Richard, Christopher Richards, Jeff Griggs, and Claude J. Werder to discuss the past, present, and future of sales enablement. During this webinar and Q&A, we're covering: 🔹 Evolving sales enablement from new business to revenue retention 🔹 The new roles of AI for sales and revenue functions 🔹 Combating the "tech creep" that can lead to seller frustration 🔹 Continuous sales onboarding to combat the forgetting curve 🔹 Making products and services relevant to specific verticals 🔹 The changing roles of sales leaders 🔹 The value and benefits of enabling beyond your sales team into your extended enterprise Register here:  https://lnkd.in/ewmzdeag  #SalesEnablement #Webinar #RevenueGrowth #RevUpRevenue Factor 8 Litmos Brandon Hall Group

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If you're looking to sharpen your skills in sales forecasting, I highly recommend attending the upcoming webinar on October 8th titled "Find Your Organization's Sales Forecasting Confidence." This session promises valuable insights that can help elevate your forecasting accuracy and strategy. Don't miss out! https://lnkd.in/ewu8YJUR #CRM #sales #manufacturing

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We have a lot of Hydrangeas and their performance over the last two summers mirrored that of under-performing salespeople. This article explains the possible reasons for their underperformance. https://lnkd.in/eNjVtSzm #salesprocess #salestraining #salescoaching #salesdna #salesevaluation #sales #salesmanagement #salesleadership #ceo #revenuegrowth

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🚀 Switching from Finance to Tech Sales + the Power of Tribal Leadership 🚀 When I started in finance in 2009, I thought I had my life all mapped out: Economics degree? ✔️ Check. Solid role at a reputable firm? ✔️ Check. Good pay in my early 20s? ✔️ Check. Life seemed "good"—but only on paper. After a few years, though, the cracks started to show. The predictability, routine, and endless data crunching left me restless. I missed the energy of my college days and realized something big: I'm a people person. Being behind a screen all day? Not cutting it. → The Bold Leap into Tech Sales Then, one night in 2011, my best friend Benjamin Kane had an idea: "Why not try sales?" as he worked at ShareFile. A few weeks later, I applied for a role at Progress ShareFile, a fast-growing tech startup. Thanks to John Rosar, Ed Cheely, and Jesse Lipson for giving me a shot. I had no sales experience, but I took the leap. And wow, that journey has been nothing short of life-changing. In 2011, I started as an SDR, making 160 cold calls or booking six demos. I entered a world where every day felt new and full of challenges. I tapped into skills like persuasion, confidence, and emotional intelligence—abilities I barely knew I had. For the first time in years, I felt alive. → Tribal Leadership & Reinvention Around this time, I read "Tribal Leadership" by Dave Logan, John King, and Halee Fischer-Wright. Grant Kitching, thank you for sharing this book—it transformed my understanding of success. The book emphasizes the power of a supportive, growth-oriented culture where we elevate each other. Real growth happens when you're part of a tribe striving for both individual wins and collective success. This mindset inspired me to approach my work, relationships, and life with a new outlook. With this shift, I discovered strengths I'd never known, became more risk-tolerant, and grew professionally and personally. Huge kudos to Kurt Heusner for his leadership and for challenging all of us to keep believing. Financial freedom was the reward, but the journey didn't stop there. → Limitless Growth, Fueled by Purpose Today, as I embark on a new chapter at Progress, Yogesh Gupta, Loren Jarrett, and Stefan Gyoshev, I'm ready to keep writing this story—with confidence, passion, and an unwavering belief in taking bold steps toward the life I want. Financial freedom has given me stability, but growth is an ongoing journey. Thanks to Tribal Leadership and my bold leap, I thrive in a role aligned with my strengths and values. To anyone feeling stuck: Sometimes, it takes a leap into the unknown—and the right "tribe"—to truly discover who you're meant to be. Thank you to John Jaramillo and Adrienne Lester. They have always groomed me to be a leader. The best part is working with an A+ team of high performers. To my Industrial SMB crew—there are too many of you to name here, but you know who you are. Your talent, drive, and dedication make every achievement possible.

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Rohan Suri and Melanie Smith blew everyone away at Sam Nelson's Pipeline Conference yesterday with these insights! 🤯 👇 This week, we've connected with hundreds of Sales Development Leaders in Austin and took the main stage on to share "Dialing 3.0: How to benchmark and Succeed at Outbound calling in 2025." Here's what Rohan and Melanie shared: ☎️ Nooks AI Analysis on 5M Calls • Reps have 𝟮.𝟯𝘅 𝗵𝗶𝗴𝗵𝗲𝗿 conversions when mentioning a specific reason for reaching out 🚀 • Referencing social proof like customers and partners leads to a 𝟭.𝟴𝘅 𝗵𝗶𝗴𝗵𝗲𝗿 chance of booking a meeting 🚀    • Mentioning "this is a cold call" in your opener makes... 𝗻𝗼 𝘀𝗶𝗴𝗻𝗶𝗳𝗶𝗰𝗮𝗻𝘁 𝗱𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝗰𝗲 in booking a meeting ❌    • Asking an open ended question instead of a yes or no in the opener/pitch results in 𝟯.𝟭𝘅 𝗵𝗶𝗴𝗵𝗲𝗿 𝗰𝗵𝗮𝗻𝗰𝗲 of booking a meeting 🚀 (only 45.3% of reps are doing this in cold calls)    • Identifying pain or frustration the prospect has with their current system in the opener results in a 𝟲.𝟯𝘅 𝗵𝗶𝗴𝗵𝗲𝗿 𝗰𝗵𝗮𝗻𝗰𝗲 of booking a meeting 🚀 (this only happens in 23.1% of cold calls) • Immediately asking for the meeting when the prospect shows interest results in an 𝟭𝟭.𝟴𝘅 𝗵𝗶𝗴𝗵𝗲𝗿 𝗰𝗵𝗮𝗻𝗰𝗲 of booking a meeting (this is only done correctly in 38.5% of cold calls)   ☎️ Calling is making a come back • Cold email volume has increased 5x in the last year (Source: Woodpecker)    • Calling has increased from ~50% to 80% of meetings (Source: Nooks State of SDR Report)    • Call focused orgs average 40% more qualified opps per rep (Source: Bridge Group) And so much more: • How many reps actually follow-up when asked to by prospects? • What percentage of meetings come from a follow up call? • Do permission based openers work? • Melanie's Mock Call Interview Prep • Melanie's Cold Call Scorecard • Spiff Templates for call blocks Do you want to see more of the data-backed insights that they unveiled yesterday!? Comment "yes" and let the team know 👇

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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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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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80% of the AEs I speak with lack strategic focus. Why? Because they haven't mastered the 3-year rule. As things get challenging in their new role, they think the grass will be greener at some OTHER new company. However, asymmetric results in strategic sales typically come after 2-3 years of dedicated focus on your craft. The key is not to jump ship before you’ve taken your outsized gains. Here’s my handy cheat sheet on how to eliminate the temptation to chase shiny new objects and stay focused on delivering life-changing results for yourself: 🐝

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