Jennifer Campisi

Sales folks especially SDRs and AEs I will tell you a hack about how to achieve more in less time ↓ "Start blocking your calendar thoughtfully and strategically every single day" Working out of whims & fancies and adhocism will not get you the desired result you aspire to achieve. You need to have a plan for your day even before starting the day. Every time you block your calendar make sure you block it for a single activity and you define what output you want to achieve out of this activity. Have a time block for at least Prospecting, Identifying new accounts, and Follow-ups on a daily basis, the rest you can block based on your roles and KRAs. Remember: "You cannot control time but you can surely control how you want to spend the time"

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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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SDR Managers are simple creatures. Here’s how to impress and SDR manager in an interview.

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SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

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SDR leaders, 9 questions to ask yourself before you wrap up the week: 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂 - What did I do well? - What didn't I do well? - What should I do differently next week? 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂𝗿 𝗧𝗲𝗮𝗺 - What did we do well? - What didn't we do well? - What should we do differently next week? 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂𝗿 𝗥𝗲𝗽𝘀 - Who performed well that I can recognize? - Who struggled that needs more support? - Who can I spotlight for success stories? Doing this every Friday is a surefire way to keep you and your team improving. Happy Friday, y'all.

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To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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Here is my SDR Manager Playbook that I use to make sure every SDR hits quota: If your an SDR Manager, save this post. 1. Call Reviews -Track competitor mentions, pricing, and feature discussions. Analyze what turns calls into wins or losses. -Spot trends in objections and competitor mentions. Identify features prospects care about most. Refine messaging based on what resonates. -Talk ratios, focus on a 40/60 talk-to-listen ratio. Reduce long monologues and prioritize active listening. Build rapport with thoughtful pauses. 2. Pipeline Review: - Review deals at team, individual, and pipeline levels. Spot risks with AI-generated deal health insights. -Adjust follow-up strategies to keep deals moving forward. 3. Coaching: -Tailored plans for individual reps based on performance data. Campaign-level insights to improve objection handling. -Continuous improvement through actionable feedback. 4. Objections Handling: -Analyze what works in handling objections. Standardize responses that turn resistance into progress. Share best practices across the team. For my tech stack, reviewing call insights, deal trends and coaching insights, I'm using MeetRecord. Before using them I was spending most of my day breaking down these insights and was still missing key pieces since I couldn't listen to every call or review every deal in the pipeline in depth.. For outreach, I use Apollo and LinkedIn. This playbook helps my team book more meetings, stay consistent, and have a process that we know is based on data, not just what we think might be working.

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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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I appreciate how this article clearly distinguishes between customer success, customer service, and customer experience. It's an insightful read for anyone looking to understand the differences. #CustomerSuccess #CustomerSupport #CustomerExperience #CustomerService

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🤯 “Ramping up SDRs, AEs and CS people  takes us no less than 6 months.” 💣 🙈 This is what I heard on a recent demo from  a CRO of a rapidly scaling tech business. 📈 Time to efficiency is a struggle Heads of Sales Enablement and Customer Success are going through across their commercially-driven teams… 📖 At the moment, they expect internal  sales and CS decks, call recordings,  business pitches, etc. should do the job. 🙄 But it doesn’t! 🗓️ They're wasting too much time for people to start performing, closing deals, effectively onboarding customers, reducing churn & upselling… ❌ Sometimes, they still don’t perform... And then guess what? Off leaders go through to recruiting mode again starting from ground 0. 🎯 Hence the need for action-based learning.  Not just passively reading through PDFs  and listening to call recordings. 👨‍💻 Below are some use cases we see our customers here at UJJI AI ✨ leveraging our tech for: 🔸 Business-specific lead gen and outbound 🔸 Pitching quick and easy over the phone 🔸 Delivering demos and answering queries 🔸 Effectively onboarding new customers 🔸 Efficiently implementing product features 🔸 Practising great customer support 🔸 Guiding customers to upselling 🚀 Ultimately, growing tech businesses comes down to predictable new business development, high customer retention and low churn. 💬 So, DM me if you want to see examples  of AI-powered. easy to build and consume knowledge equipping experiences. 👇 Anything to add to this, Sales and CS leaders? Gautam Rishi Rohan Dickinson George Heron Russell Mitchell Callum Hartley Jon Teale James Dixon Seán Colfer Caroline L. Guy Rubin Jake Carter David Muscat Arun Raveendran Steve Eveleigh Ayo Kukoyi,

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Every sales leader I know has a goal to "be more data driven." Those same sales leaders work constantly in ungoverned, stale spreadsheets and manual edits. Why do they do this? 1. Salesforce is never 100% up to date or accurate 2. Leaders have their own context to add 3. Aggregate views for forecasting require more tempering than a deal by deal roll up Sigma saves our sales leadership team tens of hours per week in forecasting alone. See how my boss Mike Gerardi had a hand in building our process here:

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When onboarding a new AE I focus their first 4 weeks entirely on understanding our clients and client success teams. This means shadowing our CS reps, watching onboarding calls, watching activation calls, sitting in on strategy sessions and planning calls, and handling CS calls in week 4. All of this before we ever begin to start talking about sales enablement or taking sales calls. Why? Because too many sales organizations are 100% seller centric. I am passionate, some may say maniacal about ensuring our sales force is the most customer centric team in the industry. This means our AE's need to understand our customers, their status quo, be able to deliver thought provoking insights, the problems we solve, why they work with us, and the results we get them deeply before they can sell that way. Sending someone into the deep end to "learn by experience" is a go to for many. But I will never be swayed that this is the best way. The best way to create "at bats" and build confidence without burning potential opportunities is to ensure your AE's are learning as much about your customers as possible. This coupled with strong sales enablement, process, and clear expectations will set them up for long term success. Sure they may not be making dials and having meetings 2 weeks in. But I can assure you they will be more successful a year from now then the rep in that situation the majority of the time. True sales leadership is about long-term results. I know this is an unpopular opinion but I believe it is one of the biggest advantages you can give your new hires to increase their chances of long-term success. At the end of the day, my responsibilities as a sales leader are to be fanatical about our customers ensuring our clients and potential clients receive a world class experience. Set our sellers up for success to deliver that, and create an environment where people grow, win, and are challenged on the regular. By doing this, revenue targets take care of themselves. If you're onboarding new AE's in Q3, I would challenge you to try this if you're not. Happy EOQ!

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Every AE ever - "I cannot find the information I need, and I need it now!" Sales Leaders, is it a common complaint from your teams that they cannot find the answers? They cannot find competitor information, that latest deck, or that marketing snippet. Do they lose time searching Salesforce, Sharepoint or name your company's resource of choice to find the information? We have the Answer! #Qlik Answers is a stand-alone GenAI (RAG) solution sitting over your unstructured data, every PowerPoint, PDF, email, and text field in your CRM, and so on. Allowing your team to ask a question and get the answer immediately. Demand your teams get the one tool they need!

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📈 SDR Coaching Play #2: The Disappointed Dad When to use it: When an SDR who is typically high-performing has fallen below expectations and needs a nudge to regain focus. How: Use a tone that conveys concern and mild disappointment rather than anger. Say things like, “I’m a little disappointed, I know you’re better than this and I’m surprised to see you not giving your best effort. Pair it with a supportive follow-up plan to ensure it’s constructive. “Let’s figure out how we can get you back on track.” When it works: Motivates those who respond to emotional cues and want to regain trust or approval. Creates a moment of introspection and accountability. When it doesn’t work: Backfires if the individual feels shamed or judged, which can lead to resentment or even more decreased motivation. What’s next?

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Attention SDRs and Sales Reps🎙️ If you are not getting enough coaching, use Chat GPT to supplement the lack of support - P.S sorry you aren’t getting support 😥 Paste a transcript of your recorded call or role-play you did with a co-worker into ChatGPT (check with legal if you can do this) Ask ChatGPT to: • Analyze your call based on your call framework or script • Identify areas for improvement by asking Chat GPT (or whatever tool you may use) questions • Suggest alternative phrases to communicate value better Prompts you could use: "What did I do well on this call?” - Start off feeling good "What did I not do well?” "How could I have dug into the pain more? Please provide questions I could have asked?” “Can you give me 3 ways I could have handled the objections?” "Suggest alternative ways I could have gone for the close?” “Did I miss anything in the call that could have helped me go for the close?” A.I. will not replace you; the Reps who learn how to use it to help them improve will. If you are a sales or enablement leader and want to learn more about how you could leverage A.I. to help improve your team. Come to the Allego Sales Success Summit, where Sam Richter CSP, CPAE, will discuss how to use AI to help improve your sales team. https://lnkd.in/eKg3w7w2

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🚀Sales leaders, have you ever felt you're shouting into the void between discovery and demo? You're not alone! One of the biggest challenges we face is prospect ghosting.👻 It's frustrating when you've had a great discovery call, but then... silence. No responses, no engagement, and your product's value is left unnoticed. But here's a game-changer🎰: Build curiosity at every touchpoint! I had a prospect who seemed to vanish after the initial call. Instead of bombarding them with follow-ups, I changed my approach. I started sending personalized snippets of how our product solved their pain points. Each email, and each interaction became a mini-demo, tailored to their daily routine. The result? Not only did they re-engage, but they came to our demo meeting more excited and prepared than ever! Remember, your discovery call isn't just about qualification questions. It's your first chance to🎇spark that curiosity. Carry that spark through every email, every thank you note, every reminder. 🏆Sales champions, let's turn those silent periods into opportunities for engagement. Let's make every interaction count! How are you keeping prospects engaged between calls? Share your strategies below! #SaaSSalesSuccess #BuyerEngagement #SalesLeadership

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😇 New CSM: I say yes to every request from my accounts because that is what it means to be a good CSM. 🙃 Intermediate CSM: I will diplomatically avoid saying no by framing negatives as positives to help my customer sentiment. 😎 Experienced CSM: I get invited to calls by other CSMs just to tell clients ‘No’ to their faces. Your clients can handle a ‘no’. What they don’t like is a ‘no, and here is why I won’t do anything about it.’ Or ‘no, and I am not willing to explore other solutions with you’. You have to be willing to say no to some things to get to the things that are worth doing. As your colleagues in sales are fond of saying, no isn’t the end of a conversation, it’s the start of one. Which CSM are you?

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Ok, I'm getting on the SDR discussion train, but not in the same vein as a lot of the conversation going around over the last few days. 🌶 Hot take: SDRs shouldn't be an entry-level job. 🌶 If you take what many GTM leaders out there are saying about what SDRs should be doing, it's not a skill set for kids fresh out of school in their first professional job. Sorry, y'all. It's just not. The role of an SDR, when executed to match 2024 buying environments, takes professionalism, finesse, drive, sales technology navigate, market awareness, and many other skills that take years to develop and hone. And if you're selling enterprise deals to the C-suite, I promise not a one of them enjoys being cold-called by a 23-year-old who knows little to nothing about their business or the industry. SDRs are a niche form of sellers and should be a secondary track developed in a sales org alongside AEs. They shouldn't be 'beneath' AEs and they also should be compensated in a much more evolved structure than the BS call volume or meetings booked metrics. At a bare minimum, they should be comped on pipeline generation, but the comp side could be a whole separate post. "But Fiiioooonnna, how will our company get entry-level folks?" You know where everyone should start in a SaaS company? Customer support. Learn the product, learn the customers, learn the culture, work hard and fail fast with a safety net more experienced colleagues. Imagine how good an SDR would be if they'd spent 6-12 months supporting customers? Thoughts?

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