Joey Williams

SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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Sales + Confidence = Momentum Confident salespeople: 1. Build trust with customers. 2. Stay in control of the conversation. 3. Enhance the effectiveness of a pitch. Be confident. Build momentum.

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Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Is your prospecting / data enrichment process preventing your sales team from hitting quota? Most companies have 1-2 data providers, netting them anywhere from 25-45% TAM coverage What does this mean? 1️⃣ Some of your prospects are ready to buy, but they don't know you exist + you cant get ahold of them 2️⃣ Your reps are probably spending hours finding good contacts and building lists on sales nav, just to come up short and get frustrated when only 30% come back with mobile numbers 3️⃣ Your TAM feels a lot smaller than it actually is 4️⃣ You start to think cold calling doesn't work (its a data problem) 5️⃣ Your reps develop reluctance and you start to notice they haven't added new prospects / call metrics are dropping PS: If this is relatable, here's a quick 60S video on how Nooks can solve your problem in 3 clicks, feel free to shoot me a dm if this is relevant https://lnkd.in/gD8Xzi3h

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

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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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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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🗣️Pipeline Development is one of the biggest revenue growth challenges for most companies today 🙂‍↕️ Though only a minority include pipeline generation as part of the sales incentive compensation plan. Every AE can relate … when you’re sitting in the bench because you have little pipe, it’s absolutely miserable … Usually when you’re working on a ton of deals at once, it’s so hard to make and stick to the time to prospect… As a AE, I would have loved pipe gen to be part of my comp plan… Hear me out … keeping your reps motivated is EVERYTHING … so why not motivate them even more by rewarding quality pipeline build…. It’s not rocket science 🧬 You then have reps that are not only motivated to close deals… But also super motivated to build their own pipeline too … How would that work at your business?

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Sales reps today are overwhelmed — large books of business leave little time for prospecting, making it tough to drive growth. But with ZoomInfo Copilot, five minutes is all you need to check in with existing accounts, start an expansion conversation, and engage with a new, likely-to-buy prospect. Watch our own Jake Lehman demo ZoomInfo Copilot’s prioritized accounts, signals, and buying groups features. Coupled with the AI emailer, Jake crafts high-quality personalized outreach to three companies in the time it takes to make a cup of coffee. #ZoomInfoCopilot

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Sales Friends- How many times in a sales conversation do you qualify your prospect's level of interest? ReplayzIQ has unearthed that top sales reps will qualify their prospect's level of interest 3-5 times in a 45 minute Discovery or Demo call. What does 'qualifying their interest' mean exactly? It means taking a temperature check of your prospect throughout the call to see if they genuinely appear to be seeing value and whether they are identifying with the pain you are solving. Are they leaning in or out? Are they hot or cold on your solution's ability to solve their unique painpoints? Why is this important? None of us are mind readers. So why not just ask how your prospect is feeling about what you've unearthed so far? This gives you the ability to address what is on their mind right there and then. A lot of the time your prospect won't volunteer this info unless you ask. AND unless you ask in the right way. What can this sound like? "Based on what we've discussed so far, it sounds like our solution could immensely help you with ________ (insert the pain you identified here). What do you think?" "So is this feeling like a fit for you?" "How does this stack up with how you are doing it today?" "Is there anything you were hoping our solution would do that you haven't seen so far?" ReplayzIQ uses AI to analyze hundreds of sales calls per hour. We've trained ReplayzIQ to unearth the patterns that lead to success. This one skill consistently shows up as a differentiator of top-performing sales reps. What other qualification questions do you use? Weave in 3-5 of these gems in your next sales convos and you will see the difference. Crush it today my friends! 🙌 #sales

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Want to win more of your pipeline? 💰 Multi-thread It’s one of the most important things you can do to help drive urgency in your sales cycle Most mid-market deals include an average of 6-10 DMs Enterprise deals can include upwards of 20+ DMs The trap that a lot of sellers can fall into is over-relying on your champion Champions are great - don’t get me wrong It pays dividends to have a champion but it’s 10x when you have 3-4 champions advocating on your behalf Unfortunately most buyers don’t know how to buy so our job as sellers is to educate our buyers on how to effectively buy a solution to solve their problems & it’s actually pretty simple to do Take a look at your closed-won deals - especially your high value deals Who all was involved? Who is currently involved? What was the buying process like? What unexpected obstacles did you have to overcome? Use this as a roadmap to educate your prospects on how to buy I love multi-threading at the end of discovery in driving next steps (and farther along the sales process as well) Here’s a quick talk track you can easily apply when driving next steps with prospects: “Next steps typically involve looping in ABC partners (this could be higher level DMs in their function or other cross-functional leaders who are involved in the buying process for your service/offering) to discuss XYZ priorities (this should be the key initiatives your prospect is looking to solve/improve/attain in implementing your solution). We want to make sure that we’re all in alignment and moving in the right direction together. We usually see that looping in cross-functional partners early helps us to uncover potential roadblocks that we’d need to account for and improves our collaborative efficiency. What does your buying process look like and who is usually involved? Would it make sense for us to go ahead and loop then in on our next call?” Why it works? 1️⃣ You’re educating the buyer on who’s typically involved with the buying/implementation process at other similar organizations 2️⃣ You’re collaboratively driving next steps and confirming the prospects buying process 3️⃣ You’re using multi-threading as a way to add value (helping reduce unforeseen roadblocks and improve efficiency) 4️⃣ You’re reducing the internal selling effort required for your champion (again - adding value) Expand your reach by broadening your decision-making unit through multi-tasking and watch your sales cycle shrink What other tips do you have for multi-threading within your pipeline? Happy selling, friends!

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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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Same s***, different day… We all know the drill: SDRs think AEs are slow to close, and AEs think SDRs are passing weak non qualified leads. But the truth is, when both sides align, most companies will see a 30% increase in account penetration! Its simple: -Communicate regularly – Don’t wait for weekly meetings. Share quick feedback throughout the day to stay in sync. - Define lead criteria together – Align on what makes a qualified lead. It saves time and eliminates finger-pointing. - Quick deal huddles – Hold short, tactical check-ins to discuss hot accounts. - Debrief wins & losses – Celebrate what worked and break down what didn’t to improve for next time. - Support the hand-off– SDRs should warm up intros, they after all have that initial relationship with the prospect. Collaboration is key!

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If your demos aren't buyer centric, then you're missing the point. Gone are the days of straight discovery -> demo -> some process of closing. Once I started treated discovery as a never ending conversation, it was easy to meet my prospects on their level. If somone wants to see the demo, show them. But don't feature spray - make it targeted and understand what they want. Buyer Centric + Discovery = problem solving Group demos though.... woof. Now that's tough

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🚀 SDR Leaders: It's Not Just About Activity—It's About Targeting the Right Prospects! Many leaders focus heavily on activity metrics—calls, emails, social touches, video outreach, etc. We set ambitious weekly and monthly goals, but how often do we step back and ask: Are we targeting the right prospects? If you invest more time coaching your team on who to prospect, you'll see better results without increasing effort. 📈 When I first started focusing on this, I was shocked by how much effort was wasted on leads that were never going to convert. A little guidance on prospect selection led to skyrocketing conversion rates. ✅ Have solid prospecting personas. ✅ Regularly review who your team is targeting. ✅ Coach them on selecting the best individuals. The right focus can transform your team’s success! #SalesLeadership #Prospecting #SDR #BDR #Coaching #LeadGeneration

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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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🚀 Ready to turbo-charge your sales and close those complex deals faster? Look no further! Introducing "Sales Enablement for SaaS Teams: How to Equip Reps to Close Complex Deals Faster". But wait, there's more! 🤓🔍 Why you NEED this guide: 🔹 Streamline your sales processes 😎 Empower your reps with invaluable tools 💡 Enhance decision-making with actionable insights 🤝 Build stronger client relationships Don't let complex deals slow you down! Equip your team with the ultimate playbook they need to win big and close faster. Dive into our guide and watch your SaaS sales soar sky-high! 🚀✨ Ready to transform your SaaS sales strategy? Click right here: https://nuel.ink/nDYtx2 and get started today! We’d love to hear your thoughts! Share your strategies and experiences in the comments below. Let's get the conversation flowing! 🔥👇 #SalesEnablement #SaaSTeams #CloseDealsFaster #B2B #SalesTips

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