Kevin Larkin

DON'T LET STALLED DEALS RUIN A FORECAST Scratchpad helps reps see what deals need to be prioritized and why. ⏰ Group by close or next step date to see which deals need a push ⏰ Get notified when opportunities are missing required fields or haven't been touched in a certain amount of time ⏰ Track reps CRM Hygiene and see where your process needs refinement Learn more or try it out for free at the 🔗👇 #Sales #CRM #Revenue

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Misalignment and poor execution of quota assignments can have significant negative consequences for a company including missed sales goals, loss of top talent and sales compensation costs that are significantly over budget. The Alexander Group's whitepaper examines prevalent quota-setting practices and the impact of setting quotas “too high” or “too low.” Additionally, we'll expose what tends to go wrong with quota setting and compensation plan design leading to higher-than-targeted incentive payouts. Read the full Whitepaper here: https://lnkd.in/gXNuJwik #Quotas #WhitePaper #BusinessIntelligence #Sales

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HOW TOP REPS BALANCE QUANTITY AND QUALITY OF COLD CALLS 👇 Parallel dialing is more than just increasing cold call volume 💪 Top reps are increasing quality, while increasing quantity 📈 Not just because they have more at-bats, but also... 🚀 They leverage account notes, prospect notes, and deal history and keep updating their list until they master it. Michael Rusu is the SDR Team Lead at Nooks and an expert in using AI Assistants to have more, and better conversations ☎️ Connect with him to learn how 🙌 What tools are you using to increase conversation volume and conversions? 👇

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Stalled deals clogging up your pipeline? It’s a common frustration in sales—but there’s a way to fix it. The secret? Consistently gaining micro-commitments. These small, low-risk agreements keep deal momentum rolling and prevent opportunities from stalling. Each step forward reduces buyer hesitation and brings you closer to closing. In our upcoming virtual workshop, you’ll learn how to leverage micro-commitments to create deal velocity, maintain momentum, and close more sales, faster. https://hubs.li/Q02T0ztM0 #SellMore #SalesTraining #StalledDeals #VirtualWorkshop #CloseDeals

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👍🏿 Is Sales Right for You? Being a sales rep requires a lot more than just making phone calls and reading from scripts. Skills like active listening and traits like resilience and tenacity are must-haves. Discover eight (8) in-demand qualities that make a great salesperson. 1. Demonstrate resilience and persistence 2. Possess multichannel communication skills 3. Be tech-savvy or open to learning 4. Understand how data drives sales activities 5. Practice active listening 6. Capable of collaboration 7. Be receptive to coaching 8. Have extensive product or service knowledge Source: Elliott, J. (2022, Mar 15). 8 Personality Traits That Make a Great Salesperson. CO by U.S. Chamber of Commerce. . #cmet #entrepreneurship #startup #business #entrepreneur #training #accelerator #SalesGuru #ClosingDeals #TopSeller #ClientRelationsExpert #NegotiationMaster

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Based on buyer feedback from over 100,000 deals, here’s one area to dedicate some training to during your sales kickoff.

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Are you being compensated fairly? In 2024’s Sales Engineering Compensation and Workload Report, we went way deeper than just “Average OTE” and outlined exactly what factors affect earnings. Want more insights surrounding compensation? Check out the only report dedicated exclusively to presales! https://lnkd.in/gWevdr8V #presales #salesengineers #demoautomation #consensus #buyerenablement

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GIVE YOUR MANAGER ALL THE VISIBILITY THEY NEED With Zero Boards from Scratchpad, reps can keep all of their deals in compliance every single day. And managers can quickly and easily see where gaps remain. So you can go into collaborate proactively to close more deals faster. Learn more or try it free at the 🔗👇 #Sales #Revenue #GTM

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Transform Your Lead Generation with Twib! 📊 Efficient order processing frees up resources to capture and convert more leads. Elevate your strategy and watch your sales soar! 🌟 #LeadGenStrategies #SalesEfficiency #TwibOrderModule

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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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💼 Why Sales Rep Turnover is High in 2024: Sales rep turnover remains high, with rates reaching 35%. One key reason? The lack of a strategic outbound approach backed by the right tech stack: 1️⃣ Inefficient Prospecting: Without the right tools, reps spend too much time on manual tasks instead of selling. 2️⃣ Pressure to Hit Quotas: Aggressive targets, without tech to streamline outreach, lead to burnout. 3️⃣ Lack of Support: Without proper technology, sales cycles drag on, frustrating reps. ⏳ 4️⃣ Missing Insights: Not leveraging data-driven tools means missed opportunities and added pressure on reps. 🎯 Takeaway: Equipping sales teams with a strategic outbound plan and the right tech stack is key to reducing turnover and boosting success! #SalesTurnover #OutboundStrategy #TechStack #2024Sales #SalesLeadership #SalesTools

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Love this post by Sales Humor this is very accurate. It is not an easy job being an SDR and making cold calls as sometimes you catch people/ prospects at the wrong time. Braeven's SDR's has learned that in order to fulfil this role you need to have thick skin like crocodile skin 😂 #braeven #weknowaguy #sales #sdr #coldcalling #salesgame

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Don't underestimate the power of good questioning. Even though you might rely on sales methodologies during your calls, the top 1% of reps put more thought into why they are seeking specific information. Instead of just asking, "Who are you?" and "What are your goals?", dig deeper by asking, "Why is this your goal?" or "Why did you consider A instead of B?" The purpose behind your questions goes beyond mere qualification. You should guide your prospect into their own storytelling, helping them realize something new about their current situation and why it's costly to continue as they are. #SalesTechniques #SalesSkills #QuestioningTechniques #SalesStrategy #B2BSales #TopSalesReps #SalesMethodology #LeadGeneration #SalesCoaching #BusinessGrowth #SalesSuccess #ClientEngagement #SalesTraining #SalesInsights #Prospecting

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Reps 📣 Are you ready to break free from the monotony of prospecting? Do you wish you had more time to be uniquely human in the art of sales? You aren’t alone. 77% of sales reps report falling behind on sales tasks [Gartner]. Let AI handle the mundane tasks, so you can create space for what truly matters—building relationships and closing deals. Aptitude 8's Connor Jeffers was recently chatting about this topic with our head of marketing Nina Butler on the GTM with AI Podcast. Listen in to hear how AI is making sales more about human interaction, and less about clicking buttons. #artificialintelligence #techtransformation

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