Jay Soneff

We see 300 candidates before hiring a sales rep... And you all know the kind of reps we've had at Apex Revenue and TitanX (formerly Phone Ready Leads®) 2800-3500 dials per month per rep 650-800 connects per month per rep (thanks TitanX (formerly Phone Ready Leads®) 130-180 activated leads per month per rep 30-55 meetings per month per rep on phone only Here is our hiring process simplified: - Apply (this is either through a job ad or through a linkedin post) - Must cold call the hiring manager after that - We reject every single candidate NO MATTER how good they are. Why? I want to see how they handle rejection. If they fold like a lawn chair. Bye. If they push back or don't take 'no' as an answer we move them on. - Trial by fire day (session 1) -- Script and message handed to them. Role Play with hiring manager. Role Play with another rep on the team. Get coaching. See how they apply it. - Trial by fire day (session 2) -- Hit the phones with actual prospects. Load them up in FrontSpin, feed them scored data through TitanX (formerly Phone Ready Leads®) so they can be in a conversation within 2 minutes, use the script, see how it goes. Ask them how they feel, ask them what they didn't like, take some coaching... wash, rinse, repeat. Are they taking coaching? Are they getting better? - Culture call -- they meet with the other reps on the team to see if they fit. The candidate could rush everything but if the team rejects them, we reject them. They know what is required by their peers. - Offer call When we were running Apex, 1 single SDR was doing the output of 8-10 reps. The entire time we ran Apex we had 1 (yes, only 1) rep quit and he quit in his first week. Now, nearly every single one of the reps that we had at Apex before we pushed all of our eggs in the titanX basket are AEs, Revops leaders, #1 performers, or running their own company. Why won't most companies do this? They won't make someone cold call them They won't reject every candidate no matter what They won't role play They won't force someone to make cold calls in the bullpen in front of you They don't trust their other reps to vet the candidate... trust your team. They know what it takes.

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Cold calling can be intimidating, but with the right approach, you can turn it into a powerful tool! #SalesTips #ColdCalling #SalesTraining

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Many sales organizations spend days or weeks on account prioritization and territory planning exercises. There's got to be a better way... If you're heading to Gartner CSO next week, don't miss Ami Arad's presentation on May 21 at 2:05pm! He'll contrast the traditional ways sellers prioritize their accounts and the new way made possible through buyer intent and predictive models. Get the details here: https://okt.to/GhFXdQ

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Should you outsource SDRs or build a team internally? Depends... Building internally pros: 📈 You'll build a pipeline of future sellers made for your business. 📓 You'll own all the messaging, call talk tracks, playbooks, etc. that you'll utilize repeatedly beyond your SDR organization 📊 Control over metrics, data, KPIs, process, etc. ✅ Reduced risk around brand reputation + more control and visibility into the day to day 💡 Most of the benefit is about control and posterity for your business. Building internally cons: ❌ Doing it "wrong" Many business make the mistake of setting unrealistic expectations and create a broken SDR organization based on bad info or a lack of it. 💳 Cost You'll pay a premium to build your team internally. Health and other benefits can cost upwards of 15-20% of annual salaries. You (should) hire an SDR manager, sales ops support, etc. build your SDR function which can be costly for some teams Purchasing an SDR tech stack isn't cheap 🤑 Outsourcing benefits: 💰 Huge savings You don't pay for health benefits, hardware, etc. which can cost upwards of 15-20% of their annual salary You won't have to hire an SDR manager $100k+ You won't need to purchase as much tech to get the job done ⏰ Time savings You won't need to manage the day to day of an early career SDR who needs coaching regularly, not to mention you might have no idea how to coach an SDR and when to pivot 🙅‍♂️ Reduced risk You can outsource all or some of the recruiting efforts, training and the management process of the SDR team giving you time back and reducing burden on management. 🤓 You'll learn SDR best practices, i.e. what does and doesn't work Outsourcing cons: 🤒 Picking the wrong team to outsource can hurt A lot of teams opt for overseas SDRs. You could hurt your brand with poor messaging and a negative customer experience. Too many of these companies are still using the spray and pray mass messaging model 🎮 Less control over your sales process There are massive benefits to either model ✅ Unsure which is right for your team? Ask me 📥 #SDR

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The two unbeatable skills of top salespeople: 1. Building genuine relationships 2. Deep industry knowledge These can't be faked or automated. What's your take? Are these the most crucial skills in sales? #Sales

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2.8k SFCC stores do $1m+/yr. 1.4k do $5m+/yr 1k do $10m+/yr 704 do $50m+/yr 281 do $100m+/yr There are huge brands on Salesforce Commerce Cloud. Definitely a higher concentration of public brands than on Shopify. But the Shopify market is so much larger in the $1m - $100m segment. It’s still the greatest opportunity in eCom. #Shopify

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People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

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WANT TO EASILY SEE WHERE YOUR REPS' DEALS STAND? Scratchpad makes it easy for reps to update Salesforce and even easier for managers to get visibility into open pipeline. Learn more or try it out for free at the 🔗 👇 #Sales #Revenue #GTM

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"67% of sales reps don't expect to meet their quota this year, and 84% missed it last year. 🤯 59% of business buyers say reps fail to grasp the unique goals they aim to achieve. 🤯 86% of business buyers are more likely to buy when vendors understand their objectives. 🤯 " Don't wait for your turn to talk 🗣 Listen to your customers & prospects and ensure you understand the assignment 📖 Check out more from the #Salesforce state of sales report - link in the comments below ⤵ #stateofsales #buyers #quota

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B2B sales reps spend only 28% of their time actively selling, shocking right? This eye-opening statistic from the Salesforce State of Sales Report got me thinking about how we approach productivity in sales. Here's the breakdown of a typical sales rep's week: 28% - Active selling 31% - Admin tasks 24% - Searching for content 17% - Internal meetings and miscellaneous Doesn't it seem counterintuitive that those of us in sales spend so little time actually selling? At Triple Session, we've been working to shift this balance. Here are some strategies that have made a real difference: 🚀 Automate the mundane: We've implemented automation tools to handle routine tasks like data entry and follow-up emails. This automation has freed up significant time for our team to engage more with clients. 💡 Tap into AI: We're using AI in smarter ways to analyze customer interactions and provide real-time insights on calls. It's like having a coach right there all the time. 🧠 Foster a culture of everboarding: Regular training sessions help our team stay ahead of industry trends and client needs, making every interaction more impactful. The result? Our team now spends over 40% of their time on active selling activities. More importantly, we're seeing improved customer relationships and better outcomes. 🔑 Key Takeaway: The path to sales productivity isn't about doing more. It's about doing what matters most. What's your biggest time-waster in sales, and how are you addressing it? #B2BSales #SalesEfficiency #TimeManagement #SalesLeadership #SalesTips

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Salesforce State of #Sales report is finally out and DAMNNNN the proof is in the pudding folks!!!! Conclusive data showing the shocking truth about the state of the sales profession... Company revenue is WILDLY UP and quota attainment is still WILDLY DOWN... 🤬 The full report is like +30 pages but I'm here to give ya some of the highlights. I CANNOT RECOMMEND ENOUGH TO READ THIS! Salesforce is one of the few companies with enough data to actually pinpoint what's going on in the sales profession. What was most shocking to you? - Growth is back - Quota attainment is now that bad - How many reps actually get 1:1s - Reps are finally getting paid fairly - #1 reason why reps are jumping ship Or something else entirely? Lemme know in the comments! #deathtofluff ☠️ --- Get your hands on the full report here: https://lnkd.in/dFGrQRSU

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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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Improved ramp time for new reps by 40% Some CROs see the value and still want to wait for the “right time” (ie. after SKO, after year end) Other CROs like Brent Thurrell see the value and move fast knowing now is the only time. A big reason why he’s running a half a billion ARR revenue org. Decisive and knows the moves he made earlier in the year start paying off in Q4 and in Q1. Your next year starts now. #TOP #Sales #Training

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Do you use Salesforce? How about LinkedIn Sales Navigator? Keep reading. Question: How many tabs do you have open with Prospects that you're going to call....at...some....point? Today that changes...well hopefully not the prospecting part. LinkedIn Sales Solutions is making your lives even easier. ❌ No more switching between platforms ❌ No more multiple tabs ❌ No more [right click, open in new tab] Instead ✅ Insights that you can use, right insight your CRM ↳Account IQ: Get clued up on your accounts so you know how to position your solutions ↳Find your decision making unit ↳Relationship map - no more lists - visualise relationships to find decision makers faster. All of this is available today! (click refresh on your CRM tabs). Find out more here: https://lnkd.in/EESalesInsiders #LinkedIn #SalesNavigator #DeepSales #Sales #CRM #Productivity #GoToMarketStrategy

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SDRs: When you set a meeting for your AE, it’s like setting up a blind date for your prospect. So get your prospect excited to meet with your AE! Put yourself in the prospect’s shoes. You get a call from someone you don’t know, from a company you haven’t heard of. They do a decent job in the call and you’re intrigued. And then… They set you up for a call with someone else. This process feels like a nurse handing you off to a doctor. Who will then ask you the same exact questions the nurse did. Not a great experience. Let's do better. Here’s how to pull this off: ✅ Tell the prospect what they’ll learn First, ask your AE what prospects learn from their first conversation. This excludes any language about platforms or dashboards. I’m talking education around “why change?” Second, watch a recorded disco/demo from your AE. Or ride shotgun in a few sales calls if your company doesn’t record them. Here’s an example of what this might sound like at the end of a cold call: “I’m really excited for you to meet with __________. You mentioned that staffing welders and figuring out how to automate high mix/low volume parts are top priorities. My Account Executive will walk you through how other manufacturers are solving these two problems so that you’re not having to push back orders. You’ll also walk away with a plan for how you can tackle traditionally tough to automate products.” Don’t mention “demo” at all. ✅ Humanize your AE Talk about your AE’s experience. Hype them up. After you tell the prospect what they’ll take away from the call with your AE, you could end with: “Oh, and ____________ has about 7 years of experience walking the plant floor. Not to mention, he’s had dozens of conversations with Operations leaders in the last 6 months. There are some really big trends we’re seeing and everyone’s dealing with the labor shortage right now. You should get a few ideas you can bring back to your team." --- Lesson here: Take that extra step at the end to talk up your AE and get the prospect excited about them as a HUMAN + what they can learn in that first call. ~~~ This is a great way to improve show rates. Have you tried something like this? #sales #outbound #prospecting

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SDRs and AEs are sending way too many emails these days. All you need is 4. 𝟭. 𝗧𝗵𝗲 𝗙𝗶𝗿𝘀𝘁 𝗘𝗺𝗮𝗶𝗹 Jill, looks like your team’s growing quickly. How’re you planning SKO for all your new AEs? We help sales leaders pick everything from destination, flights, meals and events. Simply put in your team size and budget and we’ll give you all your options in seconds. Curious to learn how? 𝟮. 𝗧𝗵𝗲 𝗥𝗲𝗽𝗹𝘆 𝗘𝗺𝗮𝗶𝗹 Here's a quick video showing how you can plan SKO (flights, meals and events) in less than a minute: [insert video] ♻️ And then repeat that (a week later) with a new pain point That's it. 𝗠𝗼𝘀𝘁 𝗜𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁𝗹𝘆: Don't send break up emails. Those get marked as SPAM. What cold email tips do you have? - Mike G 👉 Join 7,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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🚀 **Unlocking Sales Excellence: The Game Changer** 🚀 What separates a good salesperson from a GREAT one? It’s not just the numbers—it’s the mindset. 1️⃣ **Curiosity**: The best salespeople ask questions that drive insights, not just sales. 2️⃣ **Adaptability**: In a world that’s constantly shifting, the ability to pivot and adjust strategies is crucial. 3️⃣ **Resilience**: Setbacks are part of the game. How you bounce back defines your path to excellence. 4️⃣ **Empathy**: Understanding your client's needs fosters lasting relationships and trust. Let’s move past the clichés—what’s your secret sauce for achieving sales excellence? Share your insights below! ⬇️💬 #SalesExcellence #SalesMindset #GrowthInsights

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