Marcus Jackson

❗ Attention Sports Sales Reps ❗ Finding it difficult to prioritize your time and outbound effort? Here's my philosophy. 👇 The A, B, C method states the following... A Level Clients = A Level Time B Level Clients = B Level Time C Level Clients = C Level Time This IS NOT a philosophy on the manner in which you treat your customers and clients. Everyone is treated fairly, with great customer service, and responded to in a reasonable amount of time. This method pertains to how you are spending your outbound effort and scheduling meetings. Depending on your team's situation (whether you work inside your arena or if your office is off-site), showing seats can take up 2 hours of your time when you include set up, drive time, the tour, and discussion afterward. How many calls or virtual meetings can you accomplish in that time ⁉ Make sure the amount of time you invest into a prospect yields the appropriate amount in return. #SportsBiz #TicketSales

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Here's a multi-threading opportunity most sellers miss post-demo: 𝗔𝘃𝗲𝗿𝗮𝗴𝗲 𝘀𝗲𝗹𝗹𝗲𝗿𝘀: Send a recap/thank you email to the entire group 𝗚𝗼𝗼𝗱 𝘀𝗲𝗹𝗹𝗲𝗿𝘀: Send a recap/thank you email to the entire group Send a 1-off email to each attendee with a question: "Did we miss anything you were hoping we'd cover?" 𝗘𝗹𝗶𝘁𝗲 𝗦𝗲𝗹𝗹𝗲𝗿𝘀: Send a recap/thank you email to the entire group Watch the recording - See who was confused or excited. Tailor a 1-off email to each with that in mind. Confused: [𝘕𝘢𝘮𝘦] - 𝘐 𝘸𝘦𝘯𝘵 𝘣𝘢𝘤𝘬 𝘢𝘯𝘥 𝘸𝘢𝘵𝘤𝘩𝘦𝘥 𝘵𝘩𝘦 𝘳𝘦𝘤𝘰𝘳𝘥𝘪𝘯𝘨 𝘢𝘯𝘥 𝘴𝘦𝘦𝘮𝘴 𝘵𝘩𝘦𝘳𝘦 𝘸𝘢𝘴 𝘤𝘰𝘯𝘧𝘶𝘴𝘪𝘰𝘯 𝘢𝘳𝘰𝘶𝘯𝘥 [𝘹]. 𝘐 𝘱𝘶𝘵 𝘵𝘰𝘨𝘦𝘵𝘩𝘦𝘳 𝘢 𝘴𝘩𝘰𝘳𝘵 𝘷𝘪𝘥𝘦𝘰 𝘵𝘰 𝘦𝘹𝘱𝘭𝘢𝘪𝘯 𝘵𝘩𝘪𝘴 𝘧𝘶𝘳𝘵𝘩𝘦𝘳. 𝘈𝘯𝘺𝘵𝘩𝘪𝘯𝘨 𝘦𝘭𝘴𝘦 𝘸𝘦 𝘤𝘢𝘯 𝘤𝘭𝘦𝘢𝘳 𝘶𝘱? Excited: [𝘕𝘢𝘮𝘦] - 𝘗𝘶𝘮𝘱𝘦𝘥 𝘵𝘰 𝘴𝘦𝘦 𝘩𝘰𝘸 𝘦𝘹𝘤𝘪𝘵𝘦𝘥 𝘺𝘰𝘶 𝘸𝘦𝘳𝘦 𝘧𝘰𝘳 [𝘹 𝘧𝘦𝘢𝘵𝘶𝘳𝘦]. 𝘛𝘩𝘰𝘶𝘨𝘩𝘵 𝘺𝘰𝘶 𝘮𝘪𝘨𝘩𝘵 𝘦𝘯𝘫𝘰𝘺 𝘵𝘩𝘪𝘴 𝘸𝘳𝘪𝘵𝘦-𝘶𝘱 𝘵𝘩𝘢𝘵 𝘩𝘢𝘴 𝘦𝘷𝘦𝘯 𝘮𝘰𝘳𝘦 𝘥𝘦𝘵𝘢𝘪𝘭. Champions are great. A team of champions is better.

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Ah, the wild world of online sports betting, where the stakes are high and the ads are... everywhere! Seriously, if you’ve watched anything from the NFL this season, you couldn't miss the relentless barrage of betting ads. It's like being at a Vegas buffet but instead of food, it’s all BET NOW ads. So here’s the deal: operators like DraKings, FanDuel, and BetMGM are seeing user numbers soar faster than my blood pressure during a missed field goal. Since 2020, they’ve multiplied their monthly active users (MAUs) by more than eight times. That’s like turning your lonely single sock into a bustling sock drawer overnight! And speaking of DraKings, they pumped up their ad spend on social media by a whopping 9 percentage points on Instagram alone during the 2023 NFL season. Turns out, throwing money at Instagram is like feeding spinach to Popeye; their MAUs shot up by 30% year-over-year. Meanwhile, their competitors are sitting in the stands eating DraKings’ dust – FanDuel’s up by 23%, and Caesars Sportsbook by just 12%. Enter BetMGM, the little engine that could, growing its MAUs by 50% during the same period. Though they started small, they’re sprinting to catch up. And then there's FanDuel, turning the heat up during March Madness with over 200 creatives screaming bonus at anyone who glanced at their screen. That aggressive play resulted in a 23% spike in downloads just as the madness began. That’s right, folks, while everyone else was picking their brackets, FanDuel was busy picking up new users! So, what have we learned? Betting big on advertising might just be the safest bet these companies can make. Who knew? So, what do you think? Is all this ad spending genius marketing or just a roll of the dice? #SportsBetting #NFLSeason #MarchMadness #FanDuel #DraKings #BetMGM #AdBlitz #BettingBig Chat with this post here:https://lnkd.in/gEVKSGZW

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Average Contract Value by segment: Strat - $278K ENT - $180K MM - $57K Direct correlation with your expected payouts? Yes. Average OTE by segment: Strat AE - $280K See more: https://lnkd.in/gEqj9YQz ENT AE - $255K See more: https://lnkd.in/gb7GeWzW MM AE - $165k See more: https://lnkd.in/gDkDDg5w The larger the deals you're selling, the more earning potential. The more earnings potential, the higher the expectations. All open SaaS roles here: https://lnkd.in/ggz4efaD Any of these surprise you? 🦙

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5 Reasons you should be using Mutual Action Plans in your sales process 1. Qualification 2. Setting Expectations 3. Facilitates Multi-threading 4. Establishing a mutual timeline 5. Improves deal forecast accuracy What did I miss?

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Here's a proven framework to instantly improve your #SalesTraining programs: __ P.A.F. __ P) Presentation A) Application F) Feedback __ Most critical to get right is the 20:80 ratio: 20% Presentation 80% Application & Feedback __ Let's break it down so you can start designing a delivering impactful training sessions ASAP: --- PRESENTATION --- 1) WIIFM (what's in it for me?) Highlight WHY it is so relevant and critical to learn and develop the skills they're about to be introduced to. 2) Information Transfer (IT) Deliver the information and content. Although the instructor will be delivering, the IT should still INVOLVE the learner so they are actively processing rather than passively receiving. In laymen's terms, don't just talk to them. The need to be ACTIVELY engaged. 3) Test For Understanding (TFU) Before launching the Application component, you should ensure the learners understand the information. You can do this formally or informally, but correcting/confirming understanding is critical. --- APPLICATION --- 4) Application Exercise This is where the majority of the time should be allocated. An important step in the design phase is to clearly define the Output(s) that need produced and what the performers need to DO (and the contexts in which they do it) to produce it. Don't sacrifice effectiveness for engagement. Fun and games are great if you can make them work, but matching work contexts and realistic practice is more important (so long as improving performance is your goal). --- FEEDBACK --- 5) Deliver Objective Feedback Feedback is either formal (impacts performance record: pass/fail) or informal (no impact to performance record). Whichever you use, it's most impactful to ensure it is OBJECTIVE. Best way to ensure it's objective? Share the CONSEQUENCES of their actions, as opposed as HOW they acted. ___ I'll end with a quote: "It has long been recognized that lectures are an inefficient strategy for imparting new knowledge and skills. We know from a body of research that learning happens during the application and feedback components of a training." - The Science of Training and Development: What Matters in Practice 20% Presentation. 80% Application & Feedback. #salesenablement

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As a recruiter communicating daily with SaaS Sales leaders and AE's themselves, here are 5 key traits that stand out. 🚀 1. Tech Fluency🖥️ - Master SaaS terms/functionality and simplify complex tech for clients. Know your product inside and out. 2. Consultative Method🤝 - Shift from hard selling to understanding and solving client challenges. 3. Negotiating & Closing💼 - Excel in creating win-win deals and smooth closings for you and your client. 4. Relationship Management🌱 - Evolve leads into lasting partnerships and advocacy. 5. Quick Adaptability🌟 - Stay agile and proactive in a rapidly changing industry. Hone these skills to stand out and propel SaaS growth. 💡 What vital skills would you add? #SaaSSales #AccountExecutive #SalesExcellence #TechSkills #Adaptability

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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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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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I’ve helped 12+ AEs and SDRs transition into SE/SC roles. There’s no doubt that you can earn a lot as an AE. AEs can make $1,000,000+ in a good year - a very lucrative career path. But the reality is most AEs don’t get there. It takes an exceptional AE to earn consistently at high levels, year in and year out. (I personally would be a terrible AE 😅) A big reason why folks pivot to Sales Engineering is because the earning potential is solid and much more consistent. That’s what the data in the image shows: 36% avg quota attainment for AEs vs... 74% for SE from this same company, with similar OTE’s As an SE, you don’t always have the extreme upside* that your AE counterpart will, but your income is more stable. (*there are some companies that pay SEs similar to AEs, with SEs able to clear $1M+ in a great year, though this is more of the exception than the rule) As an SE, there’s also less pressure to hit quota, quarter after quarter. The roles are different, with different responsibilities and varying degrees of risk (and upside). Both paths can provide tremendous opportunities depending on your strengths and the type of work you enjoy. Hope this provides some perspective for those who are considering SE or AE career paths. #sales #presales #compensation (source: RepVue)

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3 things I learned from Rev Ops expert Gabe Naviasky: 1) You should consider Field Sales if you have $30,000+ ACV 2) Field Sales have 3x higher win rates than Inside Sales 3) Field Sales is a bigger market than Inside Sales Curious if your company should explore field sales? Want to know what makes a great field sales rep? Full blog in comments. And especially for all my restaurant tech friends, go check out Leadbeam.

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EOY Sales Tip - How to create "urgency" in deals: 𝗥𝗲𝗮𝗹 𝘂𝗿𝗴𝗲𝗻𝗰𝘆 Tied to a compelling event that a buyer cares about. 𝗙𝗮𝗸𝗲 𝘂𝗿𝗴𝗲𝗻𝗰𝘆 Tied to a compelling event that a seller cares about. 1 works significantly better than the other.

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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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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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11 things world-class sales development teams DO—and what the worst teams DON’T Insights from... → Outbound Squad's experience working with world-class teams at Gong, Shopify, Rippling, and more → Orum's 2024 State of Sales Development report Commentary on how the best sales development teams... ✅ Use AI responsibly ✅ Retain top talent SDRs ✅ Align with AEs ✅ Deal with low-pick up rates ✅ And plenty more 👇 P.S. Watch this video for our full commentary: https://lnkd.in/eBFYfnU3

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“Lack of visibility is the enemy of revenue.” Joe Vitalone (Strategic Advisor, Extreme Networks) said this on a recent Clari webinar. And I couldn’t agree more. Without visibility, CROs and revenue leaders: - Miss critical deal insights that could help prevent slippage or loss. - Struggle to set accurate forecasts because they don’t have a full view of the pipeline. - Lose alignment as marketing, sales, and customer success aren’t operating from the same data. - Fail to spot revenue leaks early, allowing problems to grow unnoticed. Visibility isn’t optional for revenue professionals — it's a must-have.

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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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#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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I was chatting with 🔥 Tom Slocum last night & the The SD Lab squad is half way crushed our quarterly quota! Jamie Neubeck 💃 has been killing it on reddit & has stumbled into a brand new market for us that is going crazy. Tajay Carter has been crushing it for one of our clients putting points on the board. 🔥 Tom Slocum has been an operational machine keeping us lean & mean! This is all while I have been away recovering from my transplant. Who says outbound doesn't work? #SalesDevelopment #OutboundSales #OutboundProspecting #MeaningfulConversations #Pipeline #Revenue #TheSDLab #theOutboundSalesGuy

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