Olivia T.

HIRING NOW: ENTERPRISE & COMMERCIAL AE - SaaS - Automation - $ALES & MARKETING account signals and insights SaaS tool 💸 Commercial Account Executive: $125k base 50/50 split - $1m quota 💸 Enterprise Account Executive: $150k base 50/50 split- $1.2m quota Actual inbound leads - $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs are responsible for renewal #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org of less than 200 employees - selling a complex solution - ideal experience selling into #gtm #salesleaders or desire to Selling into other SaaS orgs! work with clients like GitLab Notion MongoDB and MORE - providing insights on how their #gtm can do more with less, and make more $$ In a world of tech, where everything is connected it is more possible than ever before to build connections between your current clients, and your ideal prospects This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent - $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. An ideal rep understands sales strategies including #productledgrowth and #productledsales MUST BE HUNGRY, LOVE BUILDING PROCESSES and have experience working in a startup get on my schedule! 206 747 9724 #accountexecutive #commercialaccountexecutive #enterpriseaccountexecutive #gtmsaas #gtmsales #salesjobs #salescareers #bestfootforward #softwaresales #saassales #salesdevelopment

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“Outbound is dead” just means you are lazy. I rarely make grand proclamations, but I just can’t see any other way around this one. I get it, sales is hard, probably harder than ever before but that doesn’t mean outbound is dead. As sellers, we just have to work smarter, get creative, and adapt. This means understanding new buyer behaviors and expectations and leveraging every tool in your arsenal to stand out and knock down the door. This may take a little more effort but if you aren’t willing to do it, there are bigger questions to be asked. Now I’m not one to say all this and leave you without an example. So, here is how I put this into action to book a meeting with an account I’ve been following since before I even joined Evabot. Work Smarter - I used Evabot AI for Sales Outbound 2.0 to keep an eye on this company as I got up to speed over my first 60 days. Got a notification last month that their account score had jumped to 94. I checked our research and saw they were announcing new products and expanding their sales organization. I dove deeper and found they were hosting a product launch webinar the following week so I registered and joined. Get Creative - I joined and watched the entire webinar to educate myself on the progress of the organization. I took a selfie while I was on the webinar and sent it with my gaining access email. It took 2 minutes, 120 seconds to get a response. This meeting took place earlier this week, my contact specifically mentioned how much he appreciated the approach, and we already have our next call scheduled. Adapt -  Would I have thought to include a selfie in an email a few years ago? Probably not. Did it take a little extra time in my week to join the webinar? Sure. But, times have changed and I want to be educated and informed to give my buyer the best possible experience. Truthfully, I think this is the most fun I’ve had in sales in a long time. Come try to bury me with outbound, I dare you. Respectfully, of course.

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Big disconnect right now between frontline sellers and Exec teams I posted yesterday about a few things that have come up recently with a few leaders that have reached out to me. From that post, I got a slew of front line sellers reach out to me and tell me they feel like their companies just dont understand what its like being on the frontline. This is a fundamental breakdown of communication between the frontline, middle and senior leadership teams. The good news though, this can be fixed pretty quickly. The responsibility sits with Director and VP level leaders. Understanding and communicating about the real challenges the sellers are facing on the frontline is essential. Taking that feedback and championing it with senior leadership cross functional is an essential role function of the Director and VP. Too often, the Director or VP are too focused on trying to execute what the business expects that they do not take the time and effort necessary to solve these challenges. If you struggle with this, you are not alone. Help is out there and coaching is available for those of you that want it. Its our responsibility to ensure our frontline folks are heard and supported! Lets all do better.

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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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Founders from Foam cold called Target and closed a $130,000 deal They then got a deal on Shark Tank They are true BDR Lifers If this doesn't tell you cold calling and BDR Lifing can work I don't know what will Keep dialing and keep BDRing!! #bdrlifer #bdr #sdr #sales #salesdevelopment

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Best way to achieve target is to focus on clients with a genuine problem you can solve. Filtering out people who will not buy is crucial to build a realistic and achievable pipeline!

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My favorite tip for new AEs and SDRs right now ⬇ Don't take notes. ONLY if you're using a call recording software. Give the buyer your full attention and then review the call afterwards. You'll retain more, build better rapport, and be able to actually listen. Ultimately, you'll set better meetings and build better partnerships. Might not be your style to put down the notebook, but give it a try. PS - when you go back to review the call, this is when you can write down notes, enter stuff into the CRM etc. Leave the admin for later. Face to face time with the buyer >>> admin work. Inspired by Brian LaManna

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Outbound meetings, activity, product knowledge, and closing are crucial for AEs, but what truly sets them above the line? Here are [just some] key teams that I appreciate and have gotten me to where I am: 🔹 SDR/BDR: My Favorites and where I started. The unsung heroes and backbone of the RevOrg. When they work WITH AE's instead of FOR AE's as equals, the results are night and day. 🔹 Partnerships: Our partnerships team drives exponential pipeline daily, co-selling with incredible companies to benefit not just G2 and our partners, but the prospect's goals and needs. 🔹 Marketing: Fun fact... there will occasionally be bad leads (Cry me a river), marketing helps set the narrative and drives a solid chunk of deals whether that's now or prospects inevitably coming back (Ross Pomerantz you know I love your Corporate Bro videos but it's true). 🔹 AM's and CSM's: I've always said it's a far more difficult role than being an AE. Managing relationships with clients and navigating economic challenges, they play a vital role in the companies success and are constantly challenged regardless of how aligned the original agreement was with the prospects goals. It's not just about your tenure, personal product knowledge, or charisma; it's the teamwork that pushes an AE beyond 100%. Too many people to thank but you know who you are. Cheers to the unsung heroes and aligned teams out there! 🥂 #bdr #sdr #marketing #partnerships #AM #CSM #G2

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REMOTE ACCOUNT EXECUTIVES & SR #SDR OPENING$$$$ 🎯 Company & Product 🎯 - Direct to Primary Care + Mental Health Care & Insurance Brokerage- SaaS solution - Affordable Care Act Compliant (PART A & B) - $20M+ in funding from #ycombinator (series b) - REVENUE: company did $10M arr in 2024, aiming for double = growth - TENURED AND GREAT AT WHAT THEY DO SDR team that will set 20+ qualified meetings for you (they get a % of closed won so they will make sure the meetings are serious) - Average deal size $30k-60k - Sales cycle - 1 month - Small team (work with established and newer reps) - 25% of the audits for this federal mandate are #homehealth care orgs and the founders family owned several (personal experience) so you will sell into that industry + non profits but eventually the ICP will GROW as there are tons of industries this space can help 🎯 Role$: 🎯 Account Executive - $75-$95k base, 50/50 split #adp #paycom #paychex #paylocity #paycor ideal rep has sold #benefits but open to a high volume smb seller from #yelp because of the transactional nature of sales cycle - STRONG sdr support (girls with 4+ years experience) and get a % of closed won so they aim to really qualify & help you close Sales Development Representative - $65k base, $120k OTE UNCAPPED - $75- $150 attended, accepted + % of deals closed 🎯 Territory: 🎯 - 1-2 state territory, small growth within company so they don't want you competing against your own team - REMOTE but ideal reps live in central/mt or live in or have worked #eastcoast hours 🎯 ICP: 🎯 - Selling into #homehealth #facilities & #nonprofits but eventually ICP will grow (intentionally) 🎯 Leadership & Training: 🎯 - SELLING POINTS: really are the leaders here, who are player/coaches and build their own pipeline - no middle managers, work directly with the VP of sales who took the company from $500k to$1M arr in his first 6 months and still drives his own quota so he can really diagnose your pipe and help you make more $ - Your VP of sales (STILL RUNS HIS QUOTA!) so he can really diagnose your pipe so you can WIN more- was this companies founding AE but has 9+ years at ADP + small HCM saas orgs - Your VP of sales is a COACH and will give you TONS of chances to fix any mistakes and try again (not expecting immediate perfection not even in discovery interview) - TONS of training (by 30 minutes to presidents club) & leaders who really COACH and are HAPPY to sit on your calls (no middle managers all leaders who drive pipe) - Marketing VP built out the SDR program - so marketing & sales work together (case studies, product marketing, messaging) and EVERYONE thinks the way a sales person does (including the founder) - Chance for growth 4 real - Our reps KILLING IT here $$ (image in comm from our SDR who is doing very well on emails, calls & events to drive meetings that give ROI) get on my schedule! <3 #sales #gtmsaassales

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If you want to get promoted, you can’t rely solely on quota attainment to land the job. Imagine you’re part of a 100-person SDR org. People are eagerly waiting for an SDR Manager role to open up. Now let’s say 60% of your org is overattaining against quota. That’s 60 SDRs who are just as hungry, driven and qualified as you are. Out of those 60, maybe 10% want to go the SDR Manager route. That means you’re competing against 6 strong candidates. All of whom have surpassed quota. (Not to mention the external candidates) If it was just about quota attainment, then the choice would be obvious... The person with the highest quota attainment would get the job. But that’s not how it works. Now imagine you’re somewhere in the middle of the pack in terms of quota attainment. But throughout the year you’ve: - Mentored new SDRs and helped them be successful. - Regularly networked with leadership to get feedback and guidance - Earned recommendations from your field team - Led team trainings and initiatives - Built a positive internal brand Even though your attainment wasn’t the highest… You’ve set yourself apart from the other candidates who rely solely on numbers to make their case. While it might not guarantee you the job. You make it easier for the hiring team to picture you succeeding in the role. So if you want to stand out, focus on what you can control beyond the numbers. It helps you go from being one of many, to the one they choose.

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SDR Leaders A little trick to share for teams is to insure a 90/10 balance of work vs social time. A little bit of fun and personality will push a team further than 100% business focus. We spend too much time at work to not have a little bit of fun. this is especially true for remote teams. #SDRLeader #teamhacks

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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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After being an AE for 6 years, I’ve maybe worked with 40+ SDRs. Either in a 1:few alignment, or as a part of an AE pod. Here are some qualities of successful SDRs that I’ve noticed: 1. Focus on the long term Successful SDRs don’t try cliche sales tactics to try to set meetings now now now, at all costs. Yes, they objection handle. Yes, they will professionally challenge prospects. But they don’t burn relationships to the ground by being overly pushy. 2. Focus on quality -Successful SDRs set proper expectations with prospects for the first call. -They set the meeting, and they use EQ - if the prospect seems willing to talk more, the SDR will take the opening to knock out some basic qualifying questions before getting off the phone. They also do the little things right. -They don’t screw up time zones. -They don’t misspell the prospect’s name or the company’s name. -They send great handoff emails to intro the prospect to the AE, each and every time. 3. Hunger and desire to succeed and to win Some SDRs just flat out want it more. They want to be #1 on leaderboards. They want to learn and they want to improve. They proactively seek out knowledge and coaching. They seek to deeply understand buyer personas, common pain points, org charts, corporate politics, social capital, and all the business-y stuff you need to know to be successful as an SDR, let alone in Sales. Some SDRs… are clock watching and checking off boxes and collecting a salary every two weeks. They do the bare minimum. Sorry but not sorry. What would you add as qualities you see in successful SDRs, #salesfam ? . .

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The Power of a Great Sales Manager 🌟 Throughout my journey, I’ve seen firsthand how transformative a great sales manager can be. They are so much more than team leaders—they are mentors, strategists, and motivators who truly shape the success of their teams. 🚀 I’ve been fortunate to witness some incredible sales managers in action, and it’s inspiring to see how much of a difference they can make—not just for the numbers but for the people they lead. 💼✨ To all the sales managers out there who lead with passion, empathy, and resilience—you’re making a bigger impact than you know. 👏 #LeadershipInAction #SalesManagement #Inspiration #TeamSuccess #Gratitude

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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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Interviewing for a BDR role? Check out these tips from a BDR Leader at Salesforce. We are #nowhiring BDRs in ATL, CHI and SF. Shoot your shot below 🏀

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Unshackle your #CustomerSuccess Managers 👮‍♀‍ Take the handcuffs off them. ☎ Stop making them play the telephone game with leadership and the client. 🚗 Leadership needs to stop being a backseat driver. What am I talking about? Not allowing your CSMs to function as CSMs. When a customer needs help solving an issue, or they want to grow, give your CSMs the ability to help the customer. Stop making them come to leadership for permission or guidance on what to do. And Leadership 🛑 handling the issues with the client directly. You are teaching the customer not to use CSMs and to come directly to you instead. HOW? 📚 PLAYBOOKS: Give them playbooks they can use for different situations. Train them on how to use them. Role-play with them on how to use them in different situations. When the CSMs come to you with help/questions, use the playbooks to help teach them. 🎳 GUARDRAILS: Give them guardrails to keep the ball in play Like Bowling, having bumpers so the ball doesn't fly in the gutter guarantees you hit the pins. Teach them how to operate within the guardrails for success! Lessen the guardrail as they learn to manage more difficult customer issues! Some things need to be escalated to leadership for them to handle directly, but NOT EVERYTHING! 🛑 This is why you have guardrails in place. 📣 COMMUNICATION: Doesn't always come back to this? YES it does, WHY? If the CSMs are not communicating to you or in a way that you understand the issue, that is a #leadership fail. Teach them how to communicate with the customer and leadership to inspire confidence. If you don't trust what they are saying, you have a problem. More guardrails MAYBE, better training YES. 👩‍🏫 Being a leader is about enabling your team to do what they do best, what you hired them for. Stop being the backseat driver. Please give them the map 🗺 and the ability to drive the car to the location. ❓ What can we add to this to help leaders get out of CSM's way? #CustomerSuccess #CSM #Leadership #CustomerExpereince

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SDR advice from the perspective of someone who gets prospected A LOT. 1 - If you call and I'm in a meeting, leave me a voicemail and be relevant. I'll call you back 2 - If you don't leave a voicemail and I text you, text me back and be relevant. I'll call you back. 3 - If you email me, be relevant to something that's probably happening in my world. All SDR managers will be having the same issues. I'll email you back 4 - If you message me on LinkedIn, be relevant and I'll respond. If I don't respond, follow up with something funny and I'll come back to you. I read messages when I'm multitasking and forget to respond a lot of the time. I can't say every prospect will come back to you but the above will help you more often than anything else. #sales #sdr

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