Michael Fister

Every SDR knows time is money. Here are three time wasters to watch out for—and how to overcome them: Poor Targeting: Avoid wasting time on low-quality leads by refining your Ideal Customer Profile (ICP). Use data to focus on high-potential prospects that fit your criteria. Brandon Jeppson is def the king here! Generic Outreach: Boost response rates by personalizing your outreach. Use templates as a starting point, but always add a personal touch that resonates with your prospect. Joseph Rains shared crucial insight with me here! Over-Researching: Set a time limit for research and focus on key insights that drive conversations. Prioritize action over perfection to keep your pipeline moving. Austin Maloy has this down to a science and is seeing the results! The Awardco SDR Org is making moves and seeing much more effective outcomes here as we fine tune our craft. Come check us out!

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Hey sales people, be careful with ‘Gong’ advice. Because you don’t work for Gong. Gong had 6 funding rounds. Each time millions of people heard about Gong. Branding Familiarity Your company probably doesn’t have that level of awareness. When Gong sales people engage most decision makers already know what they’re calling about. People with in the prospect have probably already had a discussion about Gong. Gong is a great company with great people. But the branding makes it a lot easier to sell so take the advice with a grain of salt. Have a great Friday! #sales #ifurnotgong

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SDR success typically boils down to one simple question: 𝗛𝗼𝘄 𝗺𝘂𝗰𝗵 𝗱𝗼 𝘆𝗼𝘂 𝘄𝗮𝗻𝘁 𝗶𝘁? This job is a relentless grind. It will test your: → Patience → Fortitude → Discipline → Resilience → Persistence Those who succeed aren't necessarily the smartest. They're the ones who want it the most. They embrace the grind, stay focused and refuse to give up when things get tough. If you're ready to put in the work, your effort will pay off. (and I promise you it will be worth it) But if you're half-hearted about it? The SDR role will chew you up and spit you out. So... how much do you want it? Happy Monday.

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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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I want to help transactional sellers evolve into consultative sellers & I know transactional sellers want to become consultants but HOW? Learning how to get curious and ask lots of questions is a great base. The thing the door-to-door sales guy, the cell phone store sales guy (that was me!), and the car sales guy have in common is they usually stop communicating once the initial deal is done and that’s because the ceiling for their ability to earn further has been met. Why? Well if you went to upgrade your phone you were a walk-in lead and you brought the opportunity to them. Once it’s over if they haven’t brought you a tablet or accessories for purchase while in store once you leave I’m 99% sure you’re not hearing from that person again unless you have a problem with your bill in 4 weeks 😂🥶 The thing is many transactional salespeople are brick and mortar and many don’t have to hunt and also many just don't know how. So I’ve kinda put my spin on this “Give a man a lead he’ll eat for a month, teach a man to hunt and he’ll eat for life” 😂 but it’s true. Relationship building is a major key to continued success for me and many others because science in sales has proven that people buy from those they like and not a “1 and done” and that separates you greatly from the transactional seller and helps transcend to the consultant. People who trust and like you don’t guarantee you future sales but it helps set you up for a conversation together as friends & from there what you do is up to you. #transforming #the #transactional #seller #consulting #sales #business

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Podcast episode where I nerd out on sales best practices with Alex Miller coming soon! #sales #accountexecutive #ae #sdr #bdr

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Why is 60-70% of SDRs missing quota? It's because their leadership is failing them. I had the pleasure of interviewing Sara Storm on the SDR Hire Podcast - a tenured SDR and Revenue leader with multiple successful teams behind her, countless lectures and trainings delivered. Sara has a very unique, no BS approach to sales and SDR leadership. In this episode she shared: • What's the current state of the SDR/BDR role • Why sales leaders are failing their sales teams AND their customers • How can SDRs take ownership of their careers?! • Should you even be in an SDR role? • How she used to close 7/10 cold calls she'd make Here's the full episode: https://lnkd.in/eCANhKGu Sara thank you for sharing your expertise and holding sales leaders everywhere accountable! Hope you all enjoy and subscribe! #sdr #bdr #salesdevelopment #techsales #career

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Sales + Confidence = Momentum Confident salespeople: 1. Build trust with customers. 2. Stay in control of the conversation. 3. Enhance the effectiveness of a pitch. Be confident. Build momentum.

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Are your best salespeople the ones always trying to learn and make themselves better or is it your worst salespeople? I bet you the answer to this is that it’s your best salespeople. You probably think that the best salespeople think they have it figured out and the worst salespeople would naturally be trying to figure out how they can get better but that’s not typically the trend that I’ve seen. I typically see the poor performers either are blaming someone else for their failures or they don’t have the drive or understanding to make themselves better at their craft. The best people have gotten better at their craft because they understand the value in constantly getting better and that drive that they have is what leads them to being the ones that are always looking to improve and coming to you for advice as a sales manager. #sales

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Every Sales Director should push for MarketTime's mtView. Are You Ready to Stop Guessing and Start Winning? How are you "really" tracking your performance across the country? Are your sales where they need to be, or are you just hoping for the best? You can’t afford to rely on gut feelings, rep conversations, and word of mouth. It’s time to get serious. The MarketTime Industry Index gives you the real data you need to win. Thank you to our partner, Tableau for helping us SEE the right data!! 🔍 Get real insights—see exactly where you stand against your competition. ✔️ Find growth opportunities—pinpoint areas to scale and dominate. ✔️ Customize your strategies—tailor your approach to each region, no guesswork. Stop hoping your strategy works—start knowing it will. The best in the game use data to stay on top. Are you ready to do the same? Don’t wait until your competition leaves you behind. This tool is your game-changer. Learn how to take your sales strategy to the next level with MarketTime. Schedule a demo with me: https://lnkd.in/gWiweHiu The clock is ticking. Let’s get started. #mtViewanalytics #datainspired #Markettimeindustryindex #wholesalesalestools #b2b #markettime #mtviewdemo

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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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CROs: Run this outbound play to break into massive accounts 👇 Most CROs don't engage in deals. Or help reps break into ent/strat accounts. I've never been a CRO before—so I can't tell you whether that's good or bad. You have a lot of responsibilities as a CRO. But, I recently met a CRO who lands meetings with the C-Suite in MASSIVE accounts. The biggest companies you can think of in every category. The key principle: Power is more willing to engage with power. Leverage the C-suite title. Here's how it works: ✅ Pick 10 accounts to get started Choose the top 10 accounts that can make the quarter/year if you win them. The best accounts are ones that reps have worked but not been successful in breaking through. We'll assume you're already going after low-hanging fruit accounts where execs have existing relationships. So we won't count those as part of this exercise. ✅ Work in tandem with a great SDR Pick one of the top SDRs to help. Ideally, this is someone with great leadership potential that you want to promote at some point. ✅ Optional: Give the SDR access to your LinkedIn account This one will make you uncomfortable. You also have the option of creating a separate LinkedIn account as well. But give the SDR autonomy to send approved messages. ✅ Execute the outreach The SDR should do basic account research to find existing initiatives where your solution can add value. Then they need to research the individuals in the C-suite to find podcasts interviews, features, etc. if available. Pick 1-2 similar customers to mention in the message. This should be mentioned in the outreach, along with how you can add value. CTA: Ask for 10 minutes. Send via email and LinkedIn message or InMail. Here's what an example message could look like. --- Eric, Solid Q1, and congrats on the success of Nordy Club sales. Looks like membership growth is a key growth lever. I imagine member retention is a big focus. Our team has had tremendous success helping CVS, BestBuy, and Kohl's run world-class membership programs. Opposed to a quick 10-minute chat to learn more? Jason ✅ Run intro call These will likely go longer than 10 minutes. And the CEO will send you over to someone else in the C-suite. Run a solid intro call and make an offer to introduce key team members on your side. ~~~ The email/LI message should have all of the components of a great cold email: research, problem, social proof, and CTA. But the big difference is leveraging a c-suite title to get a meeting in the c-suite. I wish more CROs and execs in companies would leverage this approach. Agree or disagree? #sales #outbound

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SMB rep wanting to move up to Mid-Market? Here are some differences I've noticed as a rep who has been Mid Market for four years, and occasionally still works VSMB or SMB deals as they come inbound. Let me know if you found this style of video helpful! 💲

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Just wrapped up a full pipeline audit for a new vendor client...and uncovered a massive black hole. Fixing this single piece of the puzzle will catapult his business. So stoked! Here's the thing: He was doing the best that he could. Just like you. Maybe you've caught yourself thinking, "We'll fix our sales and marketing next quarter." But let's get real: next quarter NEVER comes. There's always a "bigger" issue. A shiny new tool. The busyness of day-to-day demands. Focusing on the parts of the business where you're less skilled is never convenient. It's uncomfortable, even icky. Why? Because tackling those messy areas feels personal - like we're the failure (as if business success is the only measure of our own worth). Here's the reality: you need to jump. Get this fixed. Find a coach to hold you accountable, help you grow, and finally build what you want. Stop pushing it off. The best time to take action is now.

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To date...Luster has prevented over 2,000 revenue impacting mistakes. By having the ability to measure AE, BDR, and CSM proficiency at the skill and behavior level, we can accurately predict and address the landmines that are about to rock your sales funnel. It's not simply about training. Its not simply about practice. It's not simple about coaching. It's about the ability to have a realtime, data driven read on your business, and the tools and capabilities to prescribe what's needed for success for every customer facing employee. Want to learn more about how Luster can be the crystal ball for your GTM team? Dance into my DMs!

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I was asked what is the fasted way to win new business for sales - get warm introductions in your target accounts. Here are 7 steps that I think will help you get radically more pipeline fast:🔥📈 Inboxes are overflowing, cold outreach is losing its punch. Warm introductions are the key to breaking through the noise and accelerating your sales pipeline. 1. Define Target Accounts 🎯 Zero in on accounts that align with your ideal customer profile. Know their challenges, and understand how your solution uniquely solves them. Focus on a subset you’re confident about – don’t let analysis paralysis slow you down. Key: Don’t get stuck on the first step; just go for it! 2. Identify Connectors in Your Network 🕸️ Expand your network (or automate this with platforms like https://lnkd.in/e-XsFVmR) to match up with contacts who have trusted relationships with key players in your target accounts. Look for people with deep industry and solution experience- they’ll help boost your credibility.  3. Engage with Value First 💬 When requesting an intro, lead with value. Show why the intro matters to their connection and how it benefits them. Remember, your Trusted Advisor isn’t your sales rep – they’re a facilitator of value for their network. Offer insights, unique perspectives, and collaborate in a knowledge exchange. This will set you apart as more than “just another sales rep.” 4. Personalize Your Outreach to the New Contact 🧑‍💼 After a warm into, skip the canned pitch. Reference your mutual connection, then tailor your message to your target accounts needs. Tap into your advisor’s inside knowledge on what truly matters, from active projects to key priorities. This approach makes you relevant, aware, and genuinely interesting. 5. Nurture the Relationship, Not Just the Opportunity 🤝 Warm intros open doors, but it’s the relationships that close deals. Focus on building trust, actively listening, and providing value. Even if there’s no immediate sale. 6. Don’t Forget Your Sales Process 🚀 Whether it’s Solution Selling, MEDDICC, or MEDDPICC, stick to your process to stay on track. Use your advisor’s insights to set you apart, but also to qualify out quickly – if it’s not a fit, pivot to protect your credibility and the trust of your connection. 7. Reward Your Trusted Advisor 🏆 Recognize your advisor’s role in your success! A thoughtful gesture, creative reward, or a few percentage points on the deal can make a significant impact. It shows appreciation, strengthens the partnership, and sets the stage for future collaboration. Warm introductions are your ticket to stronger connections, faster cycles, and higher close rates. Are you tapping into them? 🔑 And if you want to make this easy, check out https://lnkd.in/e-XsFVmR – the first platform designed to automate and scale your ability to find and leverage warm introductions into all of your target accounts. 🔗 #SalesTips #Sales #SDR #SalesPipeline #WarmIntroductions #ForceEquals

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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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