Lindsey Fine

if you're a founder or GTM leader at a <100 person B2B startup, Daydream's developed a killer data toolkit to help you reach ambitious revenue goals. even if your data is a mess right now, we'll help you uncover & then operationalize data signals fragmented across your GTM tools, product usage, and the internet in order to close deals faster and more efficiently appreciate the shout out Kamil!

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2🔑-- Alignment + Customer Obsessed The full SalesIntel.io podcast drops tomorrow but here's a sneak preview.... 🗝 Alignment You must get aligned on your metrics. If you're not all working toward the same goal, how can you expect success. 🗝 Customer Obsessed There are a lot of companies who talk about being customer-centric but do your action speak louder than your words. Can your customers articulate how you've delighted or exceeded their expectations? This will lead to referrals and help with partnerships! What is your favorite tip to unlock growth? #randispeaks #sales #GTM

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Two days till Todd Busler of Champify and Dani Riggs of Anrok and I break down the elements of running effective closed lost reviews AND generating quality pipe from your closed lost treasure chest! We have about 40 peeps RSVPed through RevOps Village. Sellers, operators, GTM leaders or anyone trying to figure out how to gain insight from your closed lost deals and turn it into operational pipe gen should join us! Details: Thursday April 25th at 8:30AM PST-9:15AM PST Link to Zoom in comments! Mark your calendars! #revops #sales #pipeline

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Yesterday’s RevOps Village session was 💥 bangin’💥. Anne Pao led the panel through Closed Lost #pipeline insights- how to get the data, and what to do with it. These sessions from Anne are always practical. But this one was extra special because pipeline hygeine is so dear to my ❤️. Here are my key takeaways: 1. You need closed lost “reasons” in the CRM that make SENSE. If you ask 5 leaders what the definitions mean, and you get 5 different answers- that’s not good. 2. If you’re not leveraging closed lost on a regular (weekly/monthly) basis. You’re missing out and leaking revenue. Todd Busler shared a practical cadence for this. 3. Take the time to clearly define why you lose customers. 4. It’s okay to add “waterfall” reasons in the CRM. I’m always hesitant to add more required fields for fear of bloating the sales team’s data entry requirements. But as Dani Riggs pointed out, this detail is really important because you will share it vertically and horizontally across marketing, product, etc. Go the extra mile to add specificity to the data and it’ll be that much more actionable! 4. Closed Lost reasons should be leveraged for both new and renewal business. Don’t forget the churned accounts! 👀 4. Implement a method to track the next steps for closed lost accounts. Have your reps answer “What would have to happen for them to buy in the future?” and set a timeline to re-engage. Lost to a competitor? Follow up in 3mo to check up on implementation. How did it go? etc etc There’s a lot more I could go into but, you really had to be there! Make sure to follow the RevOps Village page to catch the next session live.

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Want to catch the WinsDay replay? Matt Calhoun and I chatted about... ➡ Pre-Sales Strategies ➡ Demand Gen: Avoiding Failure When Outsourcing ➡ First Go-to-Market: Pivoting Your Startup  ➡ SDR Success: Leaders' Role in Prospecting Some themes popped up.... ☑ being data driven ☑ getting your ICP right ☑ documenting your processes ☑ what does good like ☑ what clues does customer success tell us ☑ culture ☑ people first leadership ☑ know your worth (mindset) ☑ trust and candid conversations .....and so much more Check out the comments to catch the replay! #sales

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AE's and AM's are in the most stressful era of their lives. ⬇️ Pipeline = ⬇️ Mental Health Let's break it down👇 AI has exponentially increased the # of emails sent. W/ more noise, there's more pressure to book meetings on the phone📞 But Gen Z is a texting culture, not a phone call culture. Call a Gen Z'r & you'll most likely end up in their voicemail with a "wyd?" text. So now that we have less pipeline... There's more pressure to close the deals in your pipe & retain + expand your current customers. So leadership pressures the AE's + AM's to perform at an IMPOSSIBLE level. It's like going to baseball player and asking them to get a hit every single time. It just ain't gonna happen. The impact: AE's and AM's are in a "make or break" mentality. Most are ending up in the break or "GTFO" mentality. So here's the 3 things we need to do: 1/ Build better pipeline 2/ Run better sales cycles 3/ Be better leaders that focus on meaning + culture > pressure Ps - I stole this whole talk track from Mark Kosoglow on his most recent episode of The Rising Leader podcast. On this show we break down all of the above and how to solve for it👇 Check it out here - https://lnkd.in/gyc9Wri2 Pps - Great pic from Outreach days circa 2018. In the sales pit!! #sales #leadership #SDR #AE

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You walk into your sales room and look around at your team. Are they doing the right actions that move deals forward? Or are they just doing busy work? When you look at their quota attainment, you might even wonder whether they’re doing any work at all. The problem for many managers is that they don’t know which activities to measure. They don’t know if a call is better than an email at opening a conversation. And even for those calls, which persona should they reach out to and with which message? They need to know what’s effective. As part of the series I'm running on 'the metrics that matter', I wrote a piece on measuring sales activities. https://lnkd.in/g_vkFm8n

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Stop overcomplicating outbound. Let me give you a simple, 3-step framework for outbound prospecting. Step 1: Get a list of your buyers with verified phone numbers. Step 2: Call that list and talk to your buyers. Step 3: Repeat step 2. Pfew... that was hard.

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We always should be learning from each other. CEOs join networking groups with other CEOs or have Executive Coaches. Directors look to their peers and VP for new ideas. If you are an AE or SDR, turn to the people who are great in your organization at closing, discovery, prospecting and copy what they do. This video from Brian LaManna is over a year old and it is still so true. I reviewed it over the weekend and had to reshare it. Happy Monday and End of Quarter!! P.S. Brian's full episode is in the links and is 33 mins of great content! P.S.S. Here is to finally hiring an editor to make my videos look decent. Lesson learned there...should have invested that money long ago. #salestips #copybestpractices #thebirdsnest

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A huge waste of effort for many sales reps is trying to figure out “How should I position [uncomfortable topic] with this prospect?” Here’s the thing… Of the few things entirely in your control, few matter more for your success than whether or not your prospect trusts you. And every time you spend effort trying to spin or hide or minimize something inconvenient, several things are happening: 🔻 You’re creating an opportunity for your prospect to lose trust, where none existed before 🔻 You’re NOT spending effort on how to thoughtfully address or resolve the real issue is (the one you’re trying to minimize) 🔻 You’re missing out on an opportunity to build trust by demonstrating that you’ll err on the side of transparency and candor This is all self-defeating. Totally understandable given how humans are wired and what fear does to our brains. But also still totally self-defeating. Next time you find yourself wondering or asking your manager some version of “How should I spin…”, “How should I position…”, etc, here’s a thought exercise: 💡 What would happen if you started the conversation being transparent? 🤝 How might you turn that into a conversation that builds trust and confidence instead of causing the issue you’re afraid of? Transparency and trust work.

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If your CS team struggles to engage your customers' execs, I'm guessing this is why.👇 From day 1, they saw you as an operational expert. You never stood a chance to be their strategic advisor. It happens fast. I've worked with 100s of revenue leaders. This is what I see: --> Sales establishes trusted relationships with execs and decision makers. --> Relationships are transitioned to CS but in a rush to get to time to value, CS works mostly in the weeds with managers and users. --> Momentum with execs is lost and relationships are severed. --> CS tries to engage with execs in business reviews, but they don't show up. --> CS needs to go back to Sales to revive stale relationships to get execs attention. ________________________ How does CS avoid this? --> ENGAGE CS in the sales process to build exec relationships early. --> SET EXPECTATIONS on how and why you'll be engaging with them through onboarding and beyond. A simple visual works best. -->DEMONSTRATE that you know as much about them as Sales, then show HOW you connect their needs to measurable outcomes you can deliver. --> During onboarding, regularly communicate NEW INSIGHTS they don't have. Do not send status reports. --> Hold yourself ACCOUNTABLE by regularly reviewing success outcomes and leading them through the process. Keeping the attention of execs means providing value consistently and staying relevant as their business changes. It's tough. Despite your best efforts, it won't always work. Start strong and give yourself a fighting chance. BTW it's a WFL day (Work From Lake). Cold plunge coming up! #customersuccess #churn #saas ________________________ ♻️ Repost if this helped or inspired 🔔 Follow me, Bob Mathers , for more 👇 Comment and let's start the conversation

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$8.1M in pipeline for a Series A healthtech co. in 6wks Here's how we did it with 1 BDR and systems. The client said they were struggling with leads What they were actually struggling with: • Competitors could easily put their name on messaging. • They were automating outreach like everyone else. • They were struggling with inconsistent positioning. • They glossed over their GTM motion. We took a different approach: • Human intelligence over automation. • Revenue operations fundamentals. • Revenue marketing strategy. • Scaled down tech stack. • Precise segmentation. The problem? • They treated all "providers" the same. • Generic messaging missed crucial nuances. • Engagement and conversion rates sucked. Our approach: • Redefined the "provider" category. • Segment by specialty and sub-specialty. • Develop tailored messaging for each group. • Taught social selling basics. • Cut off mass automation. We dug deep: • Sifted through industry benchmarks. • Gathered data on practice-specific KPIs. • Built business cases for each sub-specialty. • Addressed operational and financial outcomes. Our secret weapons? Perplexity and Telescope • Used these for persona-specific research. • Empathy maps + customer journey for EVERY persona. • Built out persona specific account approaches. • Opened the whole buying committee. • Uploaded directly to CRM for BDR reference. We systemized everything: • Lean tech stack focused on revenue ops. • Integrated call transcripts and outreach data. • Analyzed and refined strategies in real-time. Copywriting got a makeover: • Crafted messages based on empathy maps. • Uploaded scripts and FAQs to JustCall. • Enabled real-time conversation adaptation.    The tech stack was slim: • Lavender 💜  for optimized email crafting. • Close CRM and JustCall integration for consistency. • Clay insights available at every touchpoint. The results? • $8.1M in pipeline. • Higher engagement rates. • Increased conversions. Our edge? • Healthcare expertise. • Precise segmentation and messaging. • Systemized, quality-over-volume approach. Tools that made it happen: • HUMANS (not robots) leading campaigns. • Perplexity for up-to-date healthcare trends. • Telescope for refined prospect lists. • The Org to unlock buying committees • MillionVerifier for email validation • Clay for persona enrichment • CloseCRM as our central data hub. • JustCall for personalized cold calls • Lavender for crispy copywriting. The takeaway? • Generic approaches don't cut it. • Tailored strategies drive real results. • Human touch + smart tech = winning combo. Want to unlock revenue today? Then you need to work with experts. Shoot me a connection and a DM if you want to see the flow.

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Is this how your sales managers support your reps? Is this how your rev ops relate to your sales team? When data or sales enablement helps nail a deal? If not, there's an opportunity to improve. https://lnkd.in/e3fhGEak #RevOps #RevenueOperations #MarketingOps #SalesOps #SalesManagement #SalesCoach #RolePlay #SalesEnablement #SalesEnablementContent

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I lost a $1.5M ACV deal a few years back. They ended up renewing with their current vendor for 3 more years... For 30% less than what I had proposed even though my champion was not happy with them and had tons of problems. Now most average reps would have marked it "Closed-Lost" and moved on. I didn't. Over the next 2 years I nurtured them. I kept reaching out every few months to provide them value. As we got closer to their X-date, we opened up deeper conversations about earning their business. Fast forward? We ended up closing the deal for $1.75M ACV with a 5 year contract. There's a few lessons here: #1 Always have a long-term time horizon to view opportunities. #2 The fortune is truly in the follow up. Agree?

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Statement 1 is obvious Jason Bay tech tools when chosen to suit/solve the needs launch their sales… but invest for real and give them the tools they need. Is this really what you are observing? Initially, each solution is created to solve a specific need... even in the same category: sales enablements. They evolve vertically or horizontally.  I say: "Pick to solve not to standardize". Even a CRM can be a luxury… it comes back to: what are you trying to solve? again... pick to solve not to standardize! AI can be the solution or... not. Spot on for your 4th statement: Human nature is not changing just by implementing a CRM or a new sales pipeline strategy! Use tech to promote and support the desired behaviour. This should be one of the criteria of your tech selection process. 

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Becoming a better SDR is a math problem. Low call to connect rate? Source better contact data and be intentional about the time zones you call. Low connect to meeting set? Make your intro more relevant to the persona’s challenges and ask better questions. Low show rate? Focus on uncovering real pain and shorten the # of days between the cold call and demo. Low sales acceptance rate? Look at your company’s SQL requirements to ensure you’re meeting the mark, and hold opportunity reviews with your AEs and manager. Your conversion rates are telling you something. Studying them and taking immediate action is one of the quickest ways to improve your game. What SDR metrics are your go-to? #sales #sdr

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Simple analogy: fly fishing is like #customersuccess and sales. Fly fishing requires patience, strategy, and preparation. So does driving meaningful customer outcomes. Patience: fishing and customer outcomes both take time. Rushing rarely delivers desired results. It’s about understanding the waters you’re in and finding the right moment to engage. Targeting: casting aimlessly doesn’t work. In fly fishing, you study the water, shadows, and movement of fish. In Customer Success, it’s about identifying the right opportunities to add value, focusing efforts where they will make the biggest impact. Fly selection: fish are picky, and their preferences change multiple times each day, let alone each season. You’ll have little success if you cast a bunch of random flies. Customers don’t want every fly in your box. They want what they need. Plan your approach through insights, engagement strategies, or customized solutions to find exactly what that is. Having the right tools: from the appropriate rod and reel to well-tied flies, the right tools make all the difference. In Customer Success, the tools might be CRM platforms, data analytics, or streamlined processes, but their role is the same: enabling you to execute effectively and deliver results. Managing Competition: A crowded river can mean fewer bites. Fish become wary when there’s too much traffic. Similarly, when customers are overwhelmed by competing voices or being over-contacted, they can disengage. It’s critical to find the balance: respecting their space, offering value when it’s needed and ensuring your approach stands out for its thoughtfulness and relevance. Fly fishing teaches us that success isn’t random, it’s the outcome of thoughtful preparation, targeted action, and consistent execution. Whether on the river or in the professional landscape, the principles are the same: patience, precision, and the right tools lead to meaningful outcomes.

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Attn: SaaS startups and MSSPs Does your sales pipeline suck? Do you need to get your startup off the ground? Do prospects, that said they will buy, drag on and on? Do you wish you could create urgency in your buyers? I have the magic lever that no one else does. It helped me close $4M in my first year at one MSSP, making them the #1 fastest growing on INC5000. #sellmethispen #painselling #easybutton #magiclever

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