Joseph MacDonald, MBA

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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As an AE is a high win rate good? Not always. In Q1 my win rate from demo at Nooks was 55%, But my win rate was hurting me Let me explain... -Running too many deals -Discounting and lowering my ACV -Letting large deals slip through the cracks because i was spending too much time on smaller ones Since Q I've cut my win rate in half, but 3x's my ACV What do you think is a healthy win rate? Let me know in the comments

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I’ve helped 12+ AEs and SDRs transition into SE/SC roles. There’s no doubt that you can earn a lot as an AE. AEs can make $1,000,000+ in a good year - a very lucrative career path. But the reality is most AEs don’t get there. It takes an exceptional AE to earn consistently at high levels, year in and year out. (I personally would be a terrible AE 😅) A big reason why folks pivot to Sales Engineering is because the earning potential is solid and much more consistent. That’s what the data in the image shows: 36% avg quota attainment for AEs vs... 74% for SE from this same company, with similar OTE’s As an SE, you don’t always have the extreme upside* that your AE counterpart will, but your income is more stable. (*there are some companies that pay SEs similar to AEs, with SEs able to clear $1M+ in a great year, though this is more of the exception than the rule) As an SE, there’s also less pressure to hit quota, quarter after quarter. The roles are different, with different responsibilities and varying degrees of risk (and upside). Both paths can provide tremendous opportunities depending on your strengths and the type of work you enjoy. Hope this provides some perspective for those who are considering SE or AE career paths. #sales #presales #compensation (source: RepVue)

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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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Don't let salespeople tell you EDDs are easy. It's easy to put a date on a site, TRUE, but... 😥 Calculating an accurate delivery date is a lot harder than most people think. Multiple carriers and services is only ONE factor... 🤔 Then, you layer in multiple warehouses with different drop times and geos and it becomes complex. Now, add in different packaging in each facility...does your head hurt yet?... 📅 Anyone can put a date on a website, Amazon and FenixCommerce are the ONLY ones on the market that deliver accurately. Make sure you know what you are getting into before some salesperson sells you smoke and mirrors. Ask the right questions, or ask us and we'll arm you with some 💪 Delivery Dates will increase conversion, you just want to make sure you don't increase your customer support in the process- Accuracy will be your best friend for many reasons ✔️ #ecommerce #ordercomplexity #supplychain #EDDs #retention #askquestions #customerexperience #doyourresearch

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5 strategies to automatically increase your win rate 👇🏼 Very interesting and accionable from Gong 1. Double down on backup 2. Give buyers time to think 3. Make sure reps talk money 4. Require next steps 5. Emphasize value, not features

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I used to think I was a sales superstar. Turns out, I was just a really good talker. Now, I’ve realized that the best sales are made when I’m listening more and talking less. It’s like a magic trick - the more I listen, the more I sell. Who knew? 🤫 #salestips #QuietIsTheNewLoud

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This is absolute creative gold! Calling on ALL Sales Leaders, BDR Leaders, and sales reps to take a look at this video. 6sense can help you. #Salesintelligence #accountdata #salesai #predictive #accountprioritization #outboundsales https://lnkd.in/gEc_cv5Q

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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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MSP Revenue Secrets Episode 5 is 1 Day Away… When Joe Rojas told me this it blew my mind and if you want to get anywhere near this level… This is a MUST LISTEN.

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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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Is your pipeline empty like my dinner plate? As a BDR Lifer I have even seen my own pipeline go dry I do these five things to get back on track 1. A/B test messaging 2. Check my cadences to see what has been working and what has not (Double down on what's worked) 3. Implement what's working for top performers 4. Go over lost opportunities 5. Strategize with my AEs and manager The struggle is real while you're going through it Just keep pushing and learning Before you know it you'll be on a roll

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Missing sales quotas? Despite best efforts, a lot of sales teams are set up to struggle. So, sales leaders need to identify and address the root cause. One of the main reasons sellers don't hit quota is inefficient prospecting. Many sellers are bogged down by time spent targeting low-value accounts, as well as scrambling to knit together information about accounts so they can reach the right people and tailor their pitch. These time-sinks steal opportunities to actually SELL. The key lies in shifting focus from merely increasing the number of leads and activities to maximizing the value of activities. Concentrating on quality and qualification rather than quantity empowers sales reps to improve performance and consistently meet their targets. See how better data and AI can help you create leaps in efficiency and ROI: https://okt.to/RxcyLQ

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ATTN SDRs. If you are in a slump, I can almost guarantee this will get you out. —> Get back to being yourself. It’s easy to get caught up in all the sales tip, tricks and tactics. But at the end of the day, humans connect with humans. Find your voice again, focus on just having conversations as yourself. I’ve coached tons of SDRs and this is what I’ve seen consistently help people get back to winning Focus back on being your full self in every conversation, no sales tactic can replace YOU. Try it, Let me know what Happens.

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Is your organization prepared for the new #CMMC cybersecurity requirements? Learn essential steps in achieving and maintaining compliance in the Defense Industrial Base with Carahsoft from August 27-29: https://ow.ly/f1ZV30sFSKg

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Dive into proven strategies for overcoming complex contracting challenges with Marsha Lindquist of Granite Leadership Strategies. Access practical solutions to navigate regulatory hurdles with finesse. Watch the replay now for actionable insights. https://gag.gl/LHiI5Q

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