Julia Staffiere

It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

7

The average SDR is making $85,000 The average SMB AE is making $130,000 a year. The average MM AE is making $165,000 a year. If you crush it as an SDR, are at a company that actually promotes top talent, and continue to perform as an AE you can literally double your income in just a few years. How cool is that? I teamed up with RepVue and put together a few resources with some more details on salaries based on roles... check it out. SDR salaries & a list of high paying SDR Roles: https://lnkd.in/gqfUbnqR SMB AE salaries & a list of high paying SMB Roles: https://lnkd.in/gcpnQ_Xt Mid-Market AE salaries & a list of high paying MM Roles: https://lnkd.in/gPd-RHCb Ent AE salaries & a list of high paying Ent Roles: https://lnkd.in/gibqD9Gv

273

20 Comments

Get rid of your AEs and let SDRs do full cycle!!! 👇Win rates are down ⬇️Pipeline is down 📈Less companies are “in market” If ALL are true, than why have AEs who cost a lot more than SDRs? The SDR may not know how to sell in this economic crisis and it may hurt your win rate but they cost less! Yes this is a joke. 🃏 But so are the posts about getting rid of SDRs and having AEs build pipeline while trying to win complex deals. Don’t play scared. Don’t be the Moxie soda of 2024. If you do, a competitor will take the The Coca-Cola Company approach and we all know how that ended for Moxie soda.

30

3 Comments

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.....

1

5 Comments

Many SDR managers fall into the trap of making 1:1s all about the numbers: - Chasing activity targets - Tracking how many leads were added to sequences - Focusing on quota progress - Pushing solely for more activity But the real impact of a 1:1 comes from shifting the focus to what genuinely drives success: - Clearing roadblocks - Coaching for skill development - Genuinely checking in on their wellbeing - Understanding their personal ambitions - Recognising achievements—big or small 1:1s should be about people, not just numbers. Fixate solely on metrics, and you risk losing trust and connection with your reps.

32

6 Comments

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

10

2 Comments

🚨 SDRs, the year isn’t over yet! Here’s what to focus on for the next 2 weeks to close 2024 strong. 🚨 1️⃣ Pipeline Clean-Up 🧹 Identify any stale opportunities or accounts that aren’t moving. Reprioritize your outreach and focus on the leads that show real interest and potential to convert. 2️⃣ Maximize Decision-Maker Conversations 📞 Holidays are around the corner, and people are harder to reach. Double down on calling and personalized messaging to connect with key decision-makers now. 3️⃣ Leverage the “Year-End” Hook 🎯 End-of-year goals? Expiring budgets? This is the perfect time to position your solution as a way to finish 2024 strong or set your prospects up for success in Q1. 4️⃣ Ask for the Meeting 🗓️ Don’t overcomplicate it. Be clear, concise, and direct: "Can we lock in 30 minutes to explore how we can help you achieve [X] before the new year?" Finish these two weeks with intention and grit—2024 isn’t over until you say it is. 💪 #SalesTips #SDRLife #FinishStrong #Prospecting

12

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!

26

5 Comments

Hey SDRs and SDR Leaders. important update of skills you must have Software Defined Radio Sustainability Disclosure Requirement keep an eye here for more tounge and cheek hints.

1

Most SDR managers waste their 1:1s by focusing on the wrong things: - Activity count - How many prospects were added to cadence - Quota attainment - Pushing for even more activity But real growth happens when you shift your focus to what actually drives performance: - Removing roadblocks - Coaching for improvement - Checking in on how they’re really doing - Understanding their personal goals - Celebrating wins, big or small 1:1s aren’t about the numbers—they’re about people. Focus only on metrics, and your reps will hate you for it and doesn’t build trust. To help your team succeed long-term, give them the tools, guidance, and support they need to really grow!

193

22 Comments

As an SDR, you have to be meticulous about optimizing your work flow. Find ways to scale thoughtful activity, whether you consistently mark bad numbers, save easily accessible content, create templates of common power messages etc. As you execute tasks that take up time and are frequently done throughout the day, you should be thinking to yourself “how can I be more efficient or spend less time doing this.”

26

2 Comments

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.

18

🔫 You can only choose 1 element of MEDDPICC as THE most important ...what is it and why? Decision Criteria. Without, sellers and buyers are walking hand-in-hand, blindly down a dead end road. 🛑 Have a qualified prospect with no DC? Fantastic. - Average sellers will pitch features - Good sellers will pitch value-added benefits - Elite sellers will influence, educate, and mutually build the decision criteria It is impossibly difficult to evaluate, validate, and justify a purchase without guiding factors/considerations behind the decision. Be elite. . . . 🧐 ... is it possible my answer change next week and comes guns a-blazing to make an argument for Metrics as the most important element? Absolutely.

33

13 Comments

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

102

12 Comments

SDRs - struggling with prospecting? Here are 5 ACTIONABLE tips to create a great list: 1. List the industries that your company has success in. 2. List titles you've booked meetings with that have progressed to SQO. 3. List the problems those titles and industries face. 4. Create problem-based messaging for calls, emails and LI 5. Set a high volume of calls/emails/videos to go out to your ICP and refine from there. BONUS: A/B test as you have live conversations to refine your targeting

39

3 Comments

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 😑

49

3 Comments

Hey sales people, be careful with ‘Gong’ advice. Because you don’t work for Gong. Gong had 6 funding rounds. Each time millions of people heard about Gong. Branding Familiarity Your company probably doesn’t have that level of awareness. When Gong sales people engage most decision makers already know what they’re calling about. People with in the prospect have probably already had a discussion about Gong. Gong is a great company with great people. But the branding makes it a lot easier to sell so take the advice with a grain of salt. Have a great Friday! #sales #ifurnotgong

20

9 Comments

SDR/BDR leaders: CELEBRATE YOUR TEAM!!! Being an SDR/BDR is often the most thankless and least rewarding job in sales. You make hundreds of calls and personalized emails per week and most go ignored. That's sometimes tough to shake. And it's rare that companies celebrate the SDR when a deal they sourced closes...so you do it! Celebrate them on slack, in team meetings..even here on Linkedin. Some ideas for ways to celebrate them.... -send them coffee (it's $10, you can swing it, they make you money every day!) -call them out on an all hands and help them build their brand (after all, you are their champion and the one mentoring them for their next role) -do early out goals for Fridays (ex: anyone who books 3 outbound meetings can leave 2 hours early, or anyone that makes 75 dials per day can sleep in 30 mins or leave 30 mins early) -take them out for lunch if you're in office -send them company swag -write them a recommendation on Linkedin it doesn't have to be anything huge, or even cost anything, but just knowing someone sees you, and sees the work you are doing and is actively helping you build your brand is HUGE when you are in entry level roles. Praise in public, coach in private. Knowing your leader is your biggest fan is really important in today's uncertain times. And when your SDRs know you're a fan, they will show up and show out for you!!!

47

3 Comments

There was once an SDR manager that was told they should put an SDR on a PIP. The manager didn’t think they deserved it. There were some challenges happening and over time standards weren’t met. The manager inherited this person from another leader who had left the business. An SDR managers worst nightmare. After a few conversations with the SDR, the manager saw that it wasn’t a performance issue, but a focus issue. What does that mean? They were focusing on the wrong things and were beat down by the circumstances. After seeing that they were willing to put in the work and were coachable, the manager saw they had a ton of future potential. With constant focus, reminders, and highlighting positive behaviors the SDR was off to the races. They proceeded to hit 200% plus quota the next two months and 120%+ for two months after that. They went on to the next step and became an account executive. The SDR just needed someone to invest in them. They were willing to put in the work and had a ton of future potential. If the will is there, get to the root cause and coach your people.

316

15 Comments