Josh Gordon

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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AEs - Ignoring your SDR's growth is costing you thousands in commission. Here's how: For most AEs, their SDR is their number one source of new pipeline. If you want to get ahead and smash your quota, do these five things. They'll take your SDR and pipeline to the next level! 1. 𝐌𝐨𝐜𝐤 𝐂𝐨𝐥𝐝 𝐂𝐚𝐥𝐥 𝐑𝐨𝐥𝐞𝐩𝐥𝐚𝐲𝐬: Practice to increase their batting average. 2. 𝐅𝐞𝐞𝐝𝐛𝐚𝐜𝐤 𝐨𝐧 𝐞𝐦𝐚𝐢𝐥𝐬: Help them improve their messaging. 3. 𝐒𝐡𝐚𝐫𝐞 𝐓𝐨𝐩 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬: Teach them to find the best people to reach out to. 4. 𝐇𝐢𝐠𝐡𝐥𝐢𝐠𝐡𝐭 𝐀𝐜𝐡𝐢𝐞𝐯𝐞𝐦𝐞𝐧𝐭𝐬: Tell senior leaders about their work. 5. 𝐄𝐧𝐜𝐨𝐮𝐫𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Cheer them up after those tough days of cold calling. Do these steps a few times each month. You will watch your commissions skyrocket!

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POV: "We need more pipeline" Revenue teams are under unsustainable pressure, asked to hit targets increasing faster than the traditional remedies can show results. Is it time for a new solution to the age-old pipeline problem? Our hot take: PreSales is a critical lever to increase both sales process effectiveness and the market readiness and responsiveness of products. 

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Companies are talking about hiring SDRs Candidates are talking about if anyone is hiring. Not many candidates ask the hiring process. We bring you Ishani Shukla once again where she breaks down the SDR hiring process at Zluri. This is typically the same process everywhere. Would anyone share a different hiring process they have been through? #sales #hiring #sdr

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Are your BDR outbound efforts falling flat? Marketing and sales teams waste time and resources on generic, one-size-fits-all outreach that fails to resonate with busy B2B buyers. These buyers are craving personalized experiences that speak directly to their unique challenges and goals. But what if you could create an integrated campaign that surrounds your target accounts with consistent, personalized messaging? By incorporating links to personalized landing pages into your BDR sequences and email campaigns, you can drive higher engagement and accelerate the buying process. And when your BDRs follow up to discuss the tailored content, you create a seamless, high-impact experience that cuts through the noise. This coordinated approach harnesses the power of both inbound and outbound personalization to deliver relevant and consistent messaging to prospects at your target accounts. Ready to refresh your ABM program with some new tactics that are working right now? We've got you covered 👇 https://bit.ly/3R8S4wT

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Scaling sales and worried about keeping up with compliance? It's not just about adding more rules; it's about using the right tools that make each rep more efficient, and more compliant. That's where Dialpad steps in. With Custom Moments & Ai Playbooks, every key phrase triggers the exact script needed, ensuring your agents stay compliant and on track. So, what's the most effective way to ensure compliance at scale? Join us for a webinar hosted by Six & Flow and Dialpad on sales compliance. 👉 8 May, 2024 @ 2:00pm BST https://hubs.la/Q02t1RBN0

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Onboarding SDRs is critical to whether or not they succeed in the role. The 2024 State of Sales Development report shows that revenue orgs spend $6-7,000 per rep annually on tech. That does not include what you pay to recruit them, their salary, or other ancillary costs. When you calculate what this represents compared to how long they stay in the role (less than 24 months on average), you better have an incredible onboarding plan to optimize their cost-effectiveness. That's why we built out a guide for how to use automation to do just that. Check the link in the comments.

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How One SDR Landed 3 Meetings in a Day – Here’s What Worked! - Strategic Targeting: SDRs conduct in-depth research to craft personalized outreach strategies for your Ideal Customer Profile (ICP). - Multi-Channel Engagement: Email, LinkedIn, and calls ensure maximum visibility and engagement across platforms. - Value-First Conversations: We focus on solving client challenges, building trust from the first interaction. - Proactive Follow-Ups: Timely, thoughtful follow-ups keep prospects engaged and momentum high. - Data-Driven Optimization: Continuous strategy refinement based on data ensures higher meeting quality and quantity. What’s one sales tactic that you swear by? #SalesStrategy #SDR #LeadGeneration #BusinessGrowth #DataDriven #SuccessStory #SalesDevelopment

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How One SDR Landed 3 Meetings in a Day – Here’s What Worked! - Strategic Targeting: SDRs conduct in-depth research to craft personalized outreach strategies for your Ideal Customer Profile (ICP). - Multi-Channel Engagement: Email, LinkedIn, and calls ensure maximum visibility and engagement across platforms. - Value-First Conversations: We focus on solving client challenges, building trust from the first interaction. - Proactive Follow-Ups: Timely, thoughtful follow-ups keep prospects engaged and momentum high. - Data-Driven Optimization: Continuous strategy refinement based on data ensures higher meeting quality and quantity. What’s one sales tactic that you swear by? #SalesStrategy #SDR #LeadGeneration #BusinessGrowth #DataDriven #SuccessStory #SalesDevelopment

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Imagine an SDR that works around the clock, never misses a follow-up, and reaches out with personalized messages—meet the AI SDR. By automating essential but time-intensive tasks, AI-powered SDRs are transforming sales efficiency in big ways: ✅ 24/7 Lead Engagement – AI SDRs can engage leads anytime, ensuring no opportunities slip through the cracks. ✅ Data-Driven Personalization – Every interaction is tailored to the prospect, increasing the chance of conversion. ✅ Enhanced Productivity – AI handles the repetitive tasks so human teams can focus on high-impact conversations and closing deals. At AnyBiz.io, we’re seeing the power of combining AI’s speed and scalability with the human touch for relationship-building and complex sales. The future of sales isn’t just faster—it’s smarter. Ready to empower your sales team?

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How did ZoomInfo Copilot help Account Manager Dave Howell close a $195,000 deal? 🤔 From surfacing insights about customer sentiment and product interest to identifying a C-level decision-maker who helped seal the deal, Copilot empowered Dave with everything he needed to win his client's business. Watch the full story below. ⬇️ #ZoomInfoCopilot

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❌ No, the SDR role isn’t going away. ❌ While SDRs and AEs are here to stay, their roles are shifting in response to evolving buyer demographics and changing preferences. At LeadIQ, we’re helping SaaS sales and GTM teams stay ahead of the curve and learn how to thrive in today’s evolving sales landscape. Deep dive into the webinar: “The evolving role of AEs and SDRs in building sales pipeline” for tips and tricks on how to best utilize the AE and SDR relationship for Q4 and into 2025 🤝 Thank you to our webinar panelists: Jessica Nelson, Global Vice President of Sales at Stream Sam Lau, Senior Director of Global GTM Enablement at Anomali Ronald Halbert, Global SVP of Sales Development, Sales Enablement, SMB Sales at Sirion Watch now 🎥: https://lnkd.in/gx7dMRuK volving-role-of-aes-and-sdrs-in-building-sales-pipeline #sales #salestips #SDR #AE #leadiq

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WANT A QUICK WAY TO FILTER PIPELINE VIEWS Pull up opportunities that with outdated close dates, in a certain stage, or perhaps amount over $100K? Whatever you need, Scratchpad gives you the ability to customize your views to get a quick understanding of where your pipeline and specific deals stand so you're always in the know. Learn more or try it out for free at the 🔗 👇 #Sales #Revenue #GTM

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What you hear about ramp-up times for SDRs might not hold true anymore. SDR ramp time is changing across industries. The data: 🌀Top performers: 5.4 months (Enterprise) 🌀Industry average: 4.9 months 🌀SMB focus: 2.8 months What works: ✅Structured enablement ✅Clear milestone tracking ✅Progressive quota assignment For more such insights into SDR performance and how it ties to compensation, Catch our LinkedIn live on ‘ The Only SDR Compensation Plan You Need in 2025’ on December 3rd, 6:30 PM IST/8 AM EST.  ▶️https://lnkd.in/gTJJKe4j #Sales #Leadership #Growth

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What if you were told your reps are missing quota because they aren't being enabled properly? Or, because they're set up for failure? Todays Demo of the Day solves for that! Spekit 🐙 helps your GTM team whenever they need it, where they're already at. Check out how you can easily enable your reps during their workflow here: https://lnkd.in/dpCwA54d

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hey RevOps - if you're a high-velocity SMB shop selling a large number of small deals, how should you grant quota credit to AEs? 🤔 Signature date? Payment date? Contract effective date? Like most things in RevOps, simple questions like this do not have simple answers. This question was posted in the RevOps Co-op Slack group recently and the community provided some 🔥 feedback like: 📍 Signature date seems to be the most popular choice, but always with a big caveat 📍 That caveat relates to the amount of churn or turnover when it comes to signed deals that don't pay - if the AEs are closing crumby customers that don't pay, then you want to use payment date instead 📍 If you have deals that get signed far in advance of the contract effective date / subscription start date, this adds additional risk to revenue - so may want to consider using the contract effective date instead 📍 Some folks do a mix; for example, 50% at signature, and 50% at payment (or some other metric, like 6 months after deal signature) 📍 In all cases, you want to make sure the structure is set up to drive the behavior you want to encourage without a huge delay between the work done and incentive provided Anything else you'd add to this list? #revops #revenueoperations #salesops #salesoperations #compensation #incentivemanagement

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Sales teams and revenue leaders looking to boost their pipeline growth often face the challenge of relying on the same old outbound methods. Ryan Milligan, VP of Sales and Revenue Operations at QuotaPath reveals his go-to strategy: tapping into warm channels by reconnecting with familiar contacts—think former admins, trial signups, and closed-lost opportunities. With smart segmentation tools like Clay and Smart Lead, you can create hyper-targeted email campaigns that reignite interest and drive conversions. The bottom line? If you're not revisiting your past leads, you're missing out on your warmest opportunities for pipeline growth.🔥📈. #PipelineGrowth #LeadGeneration #EmailCampaigns

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SDRs in 2020: Focused on hitting activity quotas Sending out mass, generic emails Cold calling until they break KPIs SDRs in 2025: Building relationships, not just pipelines Letting AI handle the boring, repetitive stuff Turning LinkedIn into a conversation starter Leveraging social media to stay top of mind Focusing on quality, not quantity The truth? Traditional SDR is fading fast. The future is clear: SDRs + AI + LinkedIn. Who’s ready to adapt? #ai #linkedin #coldemails #sales

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