Matthew Kromalic

Improved ramp time for new reps by 40% Some CROs see the value and still want to wait for the “right time” (ie. after SKO, after year end) Other CROs like Brent Thurrell see the value and move fast knowing now is the only time. A big reason why he’s running a half a billion ARR revenue org. Decisive and knows the moves he made earlier in the year start paying off in Q4 and in Q1. Your next year starts now. #TOP #Sales #Training

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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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Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Outbound in 2025: here’s what you need to know ⚡️ Cold outreach isn’t dead—it’s getting smarter From AI SDRs to intent-based prospecting, here are some tools you'll need: 1️⃣ Sales Tools Consolidation: → Reply, Clari, Gong, ZoomInfo Fewer tools, more efficiency 2️⃣ Intent-Based Prospecting: → BuiltWith, LeadsOtter, LoneScale, The Swarm 🔆 Focus beats volume every time 3️⃣ AI SDRs and AI Sales Agents: → Jason AI by Reply, Trigify.io, AISDR, AnyBiz - New era of B2B lead generation. Smarter outreach, better results 4️⃣ No-Code Prospecting: → Rows.com, Clay, Airtable, Persana AI Anyone can now run complex workflows 5️⃣ Outbound as a Growth → Gorgias, Ramp, Pigment, Spendesk Outbound is now a core part of GTM strategies - - - - - - - - - - - - - - Are there others that should be on this list? Let me know in the comments 👇 🔄 Save and share this post with your team if useful

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This is absolute creative gold! Calling on ALL Sales Leaders, BDR Leaders, and sales reps to take a look at this video. 6sense can help you. #Salesintelligence #accountdata #salesai #predictive #accountprioritization #outboundsales https://lnkd.in/gEc_cv5Q

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Should you outsource SDRs or build a team internally? Depends... Building internally pros: 📈 You'll build a pipeline of future sellers made for your business. 📓 You'll own all the messaging, call talk tracks, playbooks, etc. that you'll utilize repeatedly beyond your SDR organization 📊 Control over metrics, data, KPIs, process, etc. ✅ Reduced risk around brand reputation + more control and visibility into the day to day 💡 Most of the benefit is about control and posterity for your business. Building internally cons: ❌ Doing it "wrong" Many business make the mistake of setting unrealistic expectations and create a broken SDR organization based on bad info or a lack of it. 💳 Cost You'll pay a premium to build your team internally. Health and other benefits can cost upwards of 15-20% of annual salaries. You (should) hire an SDR manager, sales ops support, etc. build your SDR function which can be costly for some teams Purchasing an SDR tech stack isn't cheap 🤑 Outsourcing benefits: 💰 Huge savings You don't pay for health benefits, hardware, etc. which can cost upwards of 15-20% of their annual salary You won't have to hire an SDR manager $100k+ You won't need to purchase as much tech to get the job done ⏰ Time savings You won't need to manage the day to day of an early career SDR who needs coaching regularly, not to mention you might have no idea how to coach an SDR and when to pivot 🙅‍♂️ Reduced risk You can outsource all or some of the recruiting efforts, training and the management process of the SDR team giving you time back and reducing burden on management. 🤓 You'll learn SDR best practices, i.e. what does and doesn't work Outsourcing cons: 🤒 Picking the wrong team to outsource can hurt A lot of teams opt for overseas SDRs. You could hurt your brand with poor messaging and a negative customer experience. Too many of these companies are still using the spray and pray mass messaging model 🎮 Less control over your sales process There are massive benefits to either model ✅ Unsure which is right for your team? Ask me 📥 #SDR

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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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Being a TOP 1% sales rep is hard. First you have to: A) learn how to do so many fundamental things the right way then B) practice executing what you’ve learned then C) unlearn how you were initially taught to speak to buyers then D) talk to buyers in a different way you were taught while still keeping those same sales fundamentals in mind Because buyers don’t want to feel like they’re being sold to. Sellers don’t want to be free consultants. Eventually a prospect needs to buy. There’s a middle ground that comes with good sales training, practice and experience. My man Will is well on his way to getting this right.

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Missing sales quotas? Despite best efforts, a lot of sales teams are set up to struggle. So, sales leaders need to identify and address the root cause. One of the main reasons sellers don't hit quota is inefficient prospecting. Many sellers are bogged down by time spent targeting low-value accounts, as well as scrambling to knit together information about accounts so they can reach the right people and tailor their pitch. These time-sinks steal opportunities to actually SELL. The key lies in shifting focus from merely increasing the number of leads and activities to maximizing the value of activities. Concentrating on quality and qualification rather than quantity empowers sales reps to improve performance and consistently meet their targets. See how better data and AI can help you create leaps in efficiency and ROI: https://okt.to/RxcyLQ

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There’s a sales skill less than 6% of sellers learn: It’s called Visual Leverage. Here’s what it is and how to do it: Visual Leverage: Using visuals to convey ideas & simplify complexity. The payoff? A more engaged audience and better message retention. • The brain processes images 60k times faster • Visuals can improve retention by 400% • 2/3 of the brain is dedicated to vision • 65% of people are visual learners So, when to use Visual Leverage? Here are 3 common use cases: 1. Whiteboard Discovery sessions 2. Process map outlines 3. Customer stories 1/ Whiteboard Discovery sessions Start with a simple Quadrant format: Top left = Company priorities Top right = Project priorities Bottom left = Current challenges Bottom right = Solution ideas Ask questions as you normally would, but, document using simple icons and short-form writing. The result? Better engagement and agreement of your understanding. 2/ Process map outlines Seeing is believing and nothing screams “broken” like visually seeing a process. Basic shapes, arrows, and 3 colors are all you need. Use Red for manual or redundant steps Green for automated or opportunity Black for basic icons The result? Increased urgency and desire to change or improve the current state. 3/ Customer stories Pitches cause buyers to put their guard up. Stories cause them to lean in. Learn to whiteboard stories using basic story shapes like: - Man in a hole - From Bad to worse - Rags to Riches - Hero’s Journey Learn more about story shapes at worldbuilders[.]ai The result? Visuals + Stories = Steroids for your memory This is only scratching the surface - I share more weekly at tips[.]keithweightman[.]me

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Many sales organizations spend days or weeks on account prioritization and territory planning exercises. There's got to be a better way... If you're heading to Gartner CSO next week, don't miss Ami Arad's presentation on May 21 at 2:05pm! He'll contrast the traditional ways sellers prioritize their accounts and the new way made possible through buyer intent and predictive models. Get the details here: https://okt.to/GhFXdQ

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How can your MSP move toward greater success? Hire the right people. You're 1 hire away from changing your company.

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Hey SDRs and SDR Leaders. important update of skills you must have Software Defined Radio Sustainability Disclosure Requirement keep an eye here for more tounge and cheek hints.

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As an AE is a high win rate good? Not always. In Q1 my win rate from demo at Nooks was 55%, But my win rate was hurting me Let me explain... -Running too many deals -Discounting and lowering my ACV -Letting large deals slip through the cracks because i was spending too much time on smaller ones Since Q I've cut my win rate in half, but 3x's my ACV What do you think is a healthy win rate? Let me know in the comments

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Sellers who sell selling software end up selling us all on sales ideas to sell their sales services ….aye aye aye Much of the time, the goal of the consultant, fractional or coach is to convince us of things that are only partially true Its so obvious, however, social media allows for the masquerad(e(ity?)) What I have learned from 6 years of closing business in cyber security is that every sales process works. Every technique works. Every style works. All messaging (categorically) works. It’s just a matter of commitment and time. If you’ve ever been a buyer you know exactly how much complication goes into these decisions So chill

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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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AE: "Can you demo to this super warm prospect?" SE: "Sure, what top outcomes are they looking for?" AE: "Umm, here's the e-mail thread. Figure it out." SE: "We might need more information than this..." AE: "But we NEED the demo to sell it to them." SE: "Okay, when's the call scheduled for?" AE: "At 3pm. Today." SE: 😭😭😭 Can anyone relate? Let's change the narrative. #presalesevolution #solutions #sales

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