Lindsay 'Aldon' Reinberg

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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Send your SDR’s to events. This past week Brittany Moore and I got to attend a healthcare event in Dallas. We got to have a ton of in depth conversations with our ICP all day long and learned ALOT. SDR’s kick ass at events because: 1. They will talk to anyone, not just their specific accounts. Brittany doesn’t care if it’s not her account she just wants to generate leads. 2. They are proactive at initiating conversations, especially if you are not a household name..some people may not just stop by so you need to engage them. 3. They know enough to have in depth conversations but also keep it high level where it makes sense to set up follow up calls. 4. They are organized at capturing notes from these conversations. 5. They are great at following up with these leads. If you’re not sending at least 1 SDR to each in person event your missing out.

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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 😑

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SDR leaders, quit being the superhero. It's stunting your team's growth. (both professional and pipeline) Your job isn't about: ❌ Giving your reps all the answers ❌ Solving all their problems ❌ Running a dictatorship ❌ Doing it all yourself ❌ Micromanaging Your job is about: ✅ Helping your reps find the answers ✅ Coaching problem-solving ✅ Running a democracy ✅ Delegating out tasks ✅ Giving autonomy Less about being the superhero. More about empowering superheroes. Magical things happen when you "relinquish control". Your team becomes more self-sufficient, engaged and productive. And they grow ridiculously faster. Meanwhile you become less stressed. Relieving the constant pressure on yourself. Sounds like a pretty sweet deal right? Well that's because it is. So do yourself a favor. Take off your cape.

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This is exactly what has been missing in sales development. With the challenges organizations are now facing to strategically outbound target companies, sales leaders are blind to the invisible funnel. Decoding B2B outreach is the path forward. #salesdevelopment #outbound

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The decision to use ZoomInfo has never been easier. 🚀 But just in case you're still on the fence, hear it straight from the source! Check out the customer testimonials at the link below.

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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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With the amount of information available, final pre-call research used to take me hours the night before important meetings. It was a guaranteed way to cut through the noise and stand out against 15 other seller calls an exec had that day. Over-prepare, deliver with confidence, and the results will follow. It worked. Lately, I've been using ChatGPT to inform outreach and quickly make messaging more impactful -- building custom models for each account. This takes time to set up, but it's a no brainer for strategic customers or top prospects to cut down research time while improving relevancy. I'm evolving the strategy, but phase one looked like this: 1. Collect important investor materials → 10K, 10Q, Earnings transcripts, Investor Summit PDFs, Leadership bios, top news articles. 2. Create GPT → Upload docs and ask to familiarize with materials, your role, and mutual goals you're working towards with the customer 3. Draft a series of prompts → Provide clarity around your market, platform, and typical customer value points. Start simple:   • I work in sales for [x company] and we provide [x service]. Customers usually see value in these areas: [driver 1], [driver 2], [driver 3].  • Typically, our customers are most interested in solving [pain point 1], [pain point 2], or [pain point 3].  • Our website can be found at [website]. (helps to include individual product pages where applicable) • Based on the information shared, will plan to ask a series of follow up questions to validate how our solutions can benefit [x company]. Does this sound ok? 4. Save as [Customer Name] GPT Model  → Repeat for each customer and save in personal ChatGPT environment for future promoting. You now have unique GPT models, each with advanced knowledge of your top customers or prospects -- contextualized around your offerings. Let's test it out. Ask a few questions: • Knowing that I work in sales for [your company name], what opportunities should I focus on when talking with [customer/prospect company name]? • Given your knowledge of [your company name], what strategic initiatives could we most likely impact at [customer/prospect company name]? • What are some of the top risk factors challenging [customer/prospect company name] this year? Next time you have an EB or Go-No-Go call and need to understand positive business outcomes leadership could be evaluating them on... boom! Want to make sure your POV is targeted, based on C-Level strategic initiatives... here you go! Care to see if they were featured in any podcast, video, or interview... and what points may be useful... ask GPT! AI + Automation is changing the way we work, and sales is no exception. Sure beats my old method of CTRL + F searches on SeekingAlpha transcripts. 🔍 Give this a try and let me know what you think. Any other GPT tips for sales?

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Math. Every SDR needs it. I'm not talking calculus. I'm talking funnel metrics. Inputs, Conversions, Outputs. Use math for "what if?" scenarios. What if I increase X conversion by Y? Use math for more controllable quotas. How many inputs do I need to achieve X? And use math for continuous improvement. Where are there bottle-necks in my funnel? Every activity we do in sales is measurable. The best SDRs use that to their advantage.

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Something that I see new SDRs and AEs missing is "Nurturing the prospect" It's completely different from follow-ups In follow-up, you generally ASK the prospect for something or there is a CTA involved in it. BUT When you are Nurturing the prospect there is NO ASK or there is no CTA involved in it You simply GIVE them something that's relevant to them or something that helps them to make a better decision in future like 1. Case Studies 2. Success Stories 3. Ebooks / Informational Videos etc The idea is to stay on top of the mind of the prospect during the non-buying seasons or to stay connected with them when they have already told you that buying will take time. Try making a nurturing sequence just like a follow-up sequence, you will see a good difference in your sales and sale cycle. #b2b #saas #sales #nurturinglead

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Prospecting just got a whole lot easier. ✨ ZoomInfo Copilot connects you to the right buyers at the right time, so you don't have to spend hours searching for your next lead. Request a demo to see Copilot in action: bit.ly/3Vj9RCS #ZoomInfoCopilot

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A quick tip for improving sales prospecting - clean your CRM data. Out of date and duplicate information is the biggest hurdle to sales team effectiveness. Your CRM has likely never been purged of inaccurate or duplicate info, which leads to: - Sending emails to the wrong people - Contacting people who no longer work at your organization - Confusing your lead routing technology - Preventing accurate reassignment of territories Now, instead of manually combing through your CRM, use tools built to address this specific problem. Technology can perform mass updates, remove duplicate records, and update existing CRM records with little human intervention. Healthcare companies can remove 10,000 duplicate CRM contacts in one go. This means sellers reach the right person more often and get inbound leads more quickly. How have you cleaned your CRM data?

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Ready to be a Mixmax pro?!?! Join us today at 11am PDT! Whether you're an SDR, AE, or CSM... We're covering all the best practices to how you can be most successful with Mixmax! Not using Mixmax yet, but curious... This masterclass is also for you 👈

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A fat pipeline is the path to quota right? (wrong!) A QUALIFIED pipeline is. What if you looked at the perspective of qualified pipeline... and applied it to your LIFE? --- Business Impact --- Travel the World --- Serve Customers --- Have Date Nights --- Create Experiences If you were writing the plot to your book or movie. What does GOOD look like? With your.... --- Health --- Family --- Finances --- Spirituality --- Experiences --- Job and Career --- Learning and Creativity Let's "Build our Life Resumes" (shout out to Jesse Itzler for preaching this) MORE... --- Passion --- Alignment --- Fulfillment --- Deep Work --- Intentionality LESS... --- Busyness --- Perfection --- Overthinking --- Expectations --- Promises for Tomorrow "Life is not about waiting for the storm to pass, but about learning to dance in the rain." ~Vivian Greene Follow #leadwithmeaning for more content like this. #mindset #coach #psychology #growthmindset #philosophy Seeking clarity, purpose or alignment? 📌DM me to connect 🔔Follow me and learn more ♻️Found this helpful, repost for others

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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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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

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Bottom line - Your buyer doesn't want to waste their time being qualified. They want to know if your product is going to solve their pain point. The faster you get to that conclusion, the better off you will be as a seller. Definitely not rocket science and something Cloudingo customers appreciate and know firsthand.

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Sales Folks especially SDRs and AEs We live in a virtual world now; most calls happen virtually, especially if you are in SaaS. In such setups, your presentibility over video calls matters a lot. Make sure your lighting is on point and if you feel you are in a bad place where the lighting is not that great there are gadgets available for your laptops to enhance the lights Imagine you go on a call and the other person is barely able to see you, it won't make the other side feel that comfortable talking to you. These small things matter and create differences so if you are reading this post and your lighting sucks get it fixed immediately. Have a Bright Wednesday!!! #smallthingsmatters #lighting #saas #sales #sdr #ae

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ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

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