Justin Harris

#1 skill I’ve seen consistent across sales reps Is their ability to stay organized. It doesn’t mean unorganized reps can’t be successful, I know plenty that are. But a rep that can consistently execute a process will win a lot more often. This goes for: - Prospecting - Deals in early stages & follow up - Deal alignment with multiple stakeholders - Multi-threading - etc. Sadly, most deals are lost due to poor organization and follow up. My suggestion, take the thinking out of it as much as you can. Check out Boomerang who's solving this problem: https://lnkd.in/gmRveMqa

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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 metrics do you track for your cold-calling efforts? Cold calling remains one of the most effective lead-generation tactics, but mastering it requires understanding the key metrics that indicate success. Many fractional SDRs miss out on key opportunities by not focusing on essential metrics. Learn how top-performing fractional SDRs use these metrics to refine their approach and maximize results: https://lnkd.in/dwxKtnUf #outboundsales #SDR #fractionalSDR #remotesalesjob #coldcalling #Glencoco

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Here are six reasons why cold calling isn’t dead 😵 1. Cognism’s data says It’s not dead The research done by Cognism in their state of cold calling report on 10,000 cold calls shows that it remains highly effective. Having contact details also helps. 2. More SDRs are entering into sales SDRs are no longer limited to startups. Aaron Ross highlights the importance of SDRs even in established industries. SDRs are crucial for mainstreaming B2B sales. 3. Executives love it! The RAIN Report shows that 57% of C-level and VP buyers prefer cold calls as the first point of contact. Cognism’s data reveals that C-suite executives will likely pick up the phone. 4. It Provides value to prospects (they can’t find anywhere else) Experienced salespeople can turn cold calls into meaningful conversations by identifying prospects’ pain points. The goal is sales discovery—finding out if the prospect has a problem you can solve. 5. Rejection is part of the process Rejection is part of cold calling. Sometimes, it’s about timing or reaching the wrong person. If your stats don’t add up, review your list and target industries, sizes, and job titles that fit your customer base. 6. Cold calling isn’t as saturated as other channels Email has become oversaturated, making it harder to book meetings. Cold calling cuts through the noise with direct conversations. Cognism’s data shows a 75% chance of prospects picking up on the first attempt. What are your thoughts on this? Let us know in the comments 👇

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Here are six reasons why cold calling isn’t dead 😵 1. Cognism’s data says It’s not dead The research done by Cognism in their state of cold calling report on 10,000 cold calls shows that it remains highly effective. Having contact details also helps. 2. More SDRs are entering into sales SDRs are no longer limited to startups. Aaron Ross highlights the importance of SDRs even in established industries. SDRs are crucial for mainstreaming B2B sales. 3. Executives love it! The RAIN Report shows that 57% of C-level and VP buyers prefer cold calls as the first point of contact. Cognism’s data reveals that C-suite executives will likely pick up the phone. 4. It Provides value to prospects (they can’t find anywhere else) Experienced salespeople can turn cold calls into meaningful conversations by identifying prospects’ pain points. The goal is sales discovery—finding out if the prospect has a problem you can solve. 5. Rejection is part of the process Rejection is part of cold calling. Sometimes, it’s about timing or reaching the wrong person. If your stats don’t add up, review your list and target industries, sizes, and job titles that fit your customer base. 6. Cold calling isn’t as saturated as other channels Email has become oversaturated, making it harder to book meetings. Cold calling cuts through the noise with direct conversations. Cognism’s data shows a 75% chance of prospects picking up on the first attempt. What are your thoughts on this? Let us know in the comments 👇

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UNDERRATED PIPELINE REVIEW ADVICE 👀 Target one deal per rep. Every sales rep can rattle off details about a bunch of deals. But that’s just information dumping. Let’s try critical thinking instead. Ask your reps to bring their single most pressing deal to your pipeline review. Have them (briefly) explain where they’re at and why they’re stuck. Then have the team collaborate to identify closing strategies. Now you’re peer coaching. This approach turns new hires into veterans FAST. And it promotes accountability since each rep has to come back to the table next week and tell the team what happened. When your entire team collaborates, closed deals are a win for everyone.

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STRUGGLING TO TRUST YOUR FORECAST? Get a better understanding of your pipeline with Scratchpad. Quick visibility into deals to spot red flags, see what's changed, and proactively coach reps to close more deals. Learn how to trust your CRM and access data faster at the 🔗 👇 #Sales #GTM #Revenue

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Do you know what the #1 mistake almost every SDR makes when cold calling? The answer... Lack of active listening! Too often, SDRs  jump straight into their pitch without paying attention to the prospect’s actual concerns. 🤐 Here’s the thing - active listening is key to handling objections and closing deals. Here’s why: - Builds rapport: Prospects feel valued when they’re heard.  - Identifies real pain points: Listening helps uncover the true problems, so you can offer the perfect solution.  - Customises your pitch: Tailor your message to their specific needs for a more meaningful conversation. But when you’re prepared, everything changes. A strategic cold call plan gives you the confidence to steer the conversation in your favour. We have crowdsourced the best responses from A-Players who are very good at cold calling, so you can learn exactly how the best salespeople handle those tough situations and objections.  Applying these techniques to your own calls will help you craft a powerful cold-calling strategy that builds confidence and delivers real results. That’s not all...  You can learn all this at the FREE Bootcamp, starting in less than a week! On the AI powered boot camp you can expect to learn how to:  Master tough brush offs and turn them into opportunities  Use expert techniques to handle objections with confidence  Get hands-on practice to sharpen your cold-calling skills It’s not too late to join! 🔗Secure your seat now - https://lnkd.in/eNY_EpgX 📆Date – Wednesday 2nd October – 16th October 2024   PS. Limited seats available. #coldcalling #salesstrategy #sales #prospects #coldcallstrategy #connection #feedback #recruitment #innovation  #coldcallobjections

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SDRs: When you set a meeting for your AE, it’s like setting up a blind date for your prospect. So get your prospect excited to meet with your AE! Put yourself in the prospect’s shoes. You get a call from someone you don’t know, from a company you haven’t heard of. They do a decent job in the call and you’re intrigued. And then… They set you up for a call with someone else. This process feels like a nurse handing you off to a doctor. Who will then ask you the same exact questions the nurse did. Not a great experience. Let's do better. Here’s how to pull this off: ✅ Tell the prospect what they’ll learn First, ask your AE what prospects learn from their first conversation. This excludes any language about platforms or dashboards. I’m talking education around “why change?” Second, watch a recorded disco/demo from your AE. Or ride shotgun in a few sales calls if your company doesn’t record them. Here’s an example of what this might sound like at the end of a cold call: “I’m really excited for you to meet with __________. You mentioned that staffing welders and figuring out how to automate high mix/low volume parts are top priorities. My Account Executive will walk you through how other manufacturers are solving these two problems so that you’re not having to push back orders. You’ll also walk away with a plan for how you can tackle traditionally tough to automate products.” Don’t mention “demo” at all. ✅ Humanize your AE Talk about your AE’s experience. Hype them up. After you tell the prospect what they’ll take away from the call with your AE, you could end with: “Oh, and ____________ has about 7 years of experience walking the plant floor. Not to mention, he’s had dozens of conversations with Operations leaders in the last 6 months. There are some really big trends we’re seeing and everyone’s dealing with the labor shortage right now. You should get a few ideas you can bring back to your team." --- Lesson here: Take that extra step at the end to talk up your AE and get the prospect excited about them as a HUMAN + what they can learn in that first call. ~~~ This is a great way to improve show rates. Have you tried something like this? #sales #outbound #prospecting

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🎄 Ready to make your holiday cold calls count? 🎄 Stale strategies miss the mark—so stay in-tune with your audience and boost your success with these 9 updated cold calling tips. 📞✨ Start building those repeat customer connections today! Learn more here https://lnkd.in/gF7HT4z3 #HolidaySales #ColdCalling #CustomerSuccess

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ZoomInfo is very clear about how sales roles are getting tougher: in 2020, the average sales cycle was 33 days. Now? It's 43 days — with an average of 56 days for deals involving companies with more than 1,000 employees. The expectation for AEs and BDRs to meet quotas and hit numbers keeps rising, but is that actually realistic? AEs don't think so; and we see the proof of that in the rise of new emerging Sales #technology to help take the pressure off a crushing sales cycle. Here are some cool new #Salestech platforms built for the modern AE. 1up — Immediate messaging based on your conversations (https://lnkd.in/eWTXZ-Yk) Letterdrop — Thought leadership automation for better social selling (https://lnkd.in/eJqegHiw) Dock — Sales deal rooms where sellers collaborate with buyers (https://lnkd.in/eXzMia_y) Common Room — Customer intelligence platforms with AI automation (https://lnkd.in/dK3KbdSg) Trellus (YC W22) — Auto-dialer that analyzes conversations and suggests improvements (https://lnkd.in/e2HcwJiK) Any of these sound interesting? Join the Emerging Sales #DimmoDay to see the demos live and get into the details of what's possible. https://lnkd.in/ezcU8Hy9

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🔥 Boost Your Cold Calling Game! 🚀 1. **Research your prospect** before calling. 2. **Be confident** with a strong intro. 3. **Listen** to their needs. 4. **Follow up**—don’t take 'No' as the end. Make every call count! 📞 #ColdCalling #SalesTips #LeadGeneration #SalesSuccess #BusinessGrowth

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SDRs – before you cold call, remember: → Prospects are humans just like you → They have problems you can solve → Your next call could be your best call → You’ve got absolutely nothing to lose → A “no” now could turn into a “yes” later → Every call could unlock $$ commission → Win/lose every call is a chance to learn → Each dial gets you 1 step closer to quota → You’ll likely never meet them face-to-face Happy hunting this week.

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Salespeople… Here’s 3 things we’re doing to land Belmont his first job in tech sales. 1. Optimizing his LinkedIn Profile. We’re changing his profile picture to be something more professional and polished, while also making sure he’s posting consistently and growing his network. 2. Cold Calling Hiring Managers. Many of the SDR roles he’s applying to have 1,000+ applicants. The ONLY way to stand out and get the job is simple: DO the job. 3. Nail the interview. Everyone says they hit 300% of quota. Show the hiring manager that you were able to do this by sharing screenshots and physical PROOF that you crushed it. Follow Oliver Johnson for even more sales tips and advice We’re curious though - what do you think SDRs should be doing to stand out among applicants? Stephan Hamilton, 🎙 Jimmy Comodeca, Elie Teferra 🤖, Noah Gould, Kevin Chambers 🐝, Martin MacArthur What else do you guys think Belmont Anderson should try?

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"Fanatical targeted prospecting" intensifies traditional methods by hyper-focusing on identifying and engaging with promising customers. It combines fanatical prospecting principles with advanced targeting strategies to optimize efficiency and effectiveness in sales. Here's how it works: 1. **Precise Targeting:** Instead of casting a wide net, it meticulously identifies the ideal customer profile based on demographics, behavior, and needs. #PreciseTargeting 2. **Research and Data Analysis:** Relies heavily on research and data analysis to understand the target audience's pain points and tailor prospecting efforts accordingly. #ResearchAnalysis 3. **Personalization:** Crafts personalized communications that resonate with each prospect's specific needs and interests. #Personalization 4. **Multi-channel Engagement:** Utilizes a multi-channel approach to engage with prospects across various touchpoints. #MultiChannel 5. **Strategic Timing:** Plans outreach efforts to align with key milestones or events indicating a prospect's readiness to engage. #StrategicTiming 6. **Continuous Optimization:** Requires continuous refinement through analysis, experimentation, and feedback incorporation. #ContinuousOptimization 7. **Quality Over Quantity:** Prioritizes building meaningful relationships and delivering value over pushing for quick sales. #QualityOverQuantity Overall, fanatical targeted prospecting maximizes impact by delivering personalized interactions and focusing on high-value prospects, leading to greater success in converting them into loyal customers. #SalesStrategy #Prospecting Share your thoughts in the comments.

Salespeople hitting a slump? Here's how to fix it: Start by qualifying your leads—don't waste time on prospects who can't buy. Ask key questions up front to ensure they're a good fit. Next, build rapport. A genuine human connection can increase closing rates up to tenfold. It's all about spending less to make more, boosting your profitability, and closing those deals #EntrepreneurLife #BusinessGrowth #Sales #LeadGeneration #CallDrive #ZacharyRamirez 🚀

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In sales, "Never confuse activity with action" means: *Busy isn’t productive: Meetings and emails don’t close deals—strategic moves do. *Measure what matters: Focus on conversions, not just calls. *Qualify leads: Don't waste time on dead ends. *Results over hustle: It’s not about being busy; it’s about making progress. Bottom line: Cut the fluff, and get real results. #sales #stopsellingtostartselling #communicationskills #keynotespeaker #corporatetrainer #professionaldevelopment

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