Radhika P

BIG COMMISSION CHECKS ARE NICE Consistently big commission checks are nicer. With Scratchpad sales teams have everything they need to maintain a healthy pipeline and close deals with speed and consistency. 📈 Zero Boards wipe out non-compliant opportunities 📈 No-code Automations for instant Salesforce updates 📈 Deal Rooms promote proactive collaboration on your biggest deals Check out all this and much more at the 🔗👇 #Sales #Revenue #GTM

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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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UNDERRATED PIPELINE REVIEW ADVICE 👀 Target one deal per rep. Every sales rep can rattle off details about a bunch of deals. But that’s just information dumping. Let’s try critical thinking instead: -Ask your reps to bring their single most pressing deal to your pipeline review. -Have them (briefly) explain where they’re at and why they’re stuck. -Then have the team collaborate to identify closing strategies. Now you’re peer coaching. This approach turns new hires into veterans FAST. And it promotes accountability since each rep has to come back to the table next week and tell the team what happened. When your entire team collaborates, closed deals are a win for everyone.

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Prospecting tips you can't ignore + 3 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 𝗰𝗵𝗲𝗮𝘁𝘀𝗵𝗲𝗲𝘁𝘀: https://buff.ly/4da1bpn • Florin Tatulea: Simple play that not enough reps are using to break into their accounts → https://buff.ly/3ZcnJSH • Tanveer Mostafa: I just hit my 2024 quota in 7 months → https://buff.ly/3ZjsrOy • David Rolls: I've been trying to add some variety to my outreach channels → https://buff.ly/3yUjXD6 • Tom Alaimo: More meetings in less time using the 3 P's → https://buff.ly/4ecx5SY • Gabi Sayah 💻🌎: how I booked a meeting last week using Sendspark and RB2B → https://buff.ly/3ZdHauz • Maggie Maloney: Do you need to be a solution expert to launch calls? → https://buff.ly/4ecx6X2 • Mark Kosoglow: Want to be more effective building pipeline? → https://buff.ly/3yWLcgj • Dom Odoguardi: "Become the CEO of your pipeline" - But how? → https://buff.ly/3ZeayB0 • Morgan Shelly: this month i closed the BIGGEST DEAL OF MY CAREER → https://buff.ly/4cNQAjy • Harry Monkhouse: How I am using AI to help with account research → https://buff.ly/4ecx6Gw • Gabe Lullo 😎: Own Your Outreach, Own Your World → https://buff.ly/3ZdHfhR • ☠️ Belal Batrawy:  I rarely did account research over my sales career and was still pretty successful → https://buff.ly/4ecx7dy • Adem Manderovic: Segment those lookalikes into personality traits → https://buff.ly/3Z7RwMw • Tyler Meckes, MS: Have you been receiving more personalized messages? → https://buff.ly/3ZdNfr4 • 🏄‍♂️ Scott Leese: Outbound sales, as we know it, is dead → https://buff.ly/3ZvErNp • Darren McKee: I am deep in 5 sustainability reports → https://buff.ly/4cTKsGk • Adam Weekes: Struggling to gain info on private companies? → https://buff.ly/3yVSctT • Gabriele H. Don't complicate B2B sales, keep it simple → https://buff.ly/3Zf9e0y • Siva Pentakota: High performers know this → https://buff.ly/3B0um0m • Mike Gallardo: How to set next steps like my best AEs → https://buff.ly/3yVS7q5 • Dale Dupree: Make more in-person cold calls → https://buff.ly/4cY1CTk • Marcus Chan: Time block your IPAs → https://buff.ly/3ZeCy7C • Chris Marin: Surprising way to cut through the noise → https://buff.ly/4cWbexQ • Jack Frimston: This has been a game-changer when it comes to prospecting → https://buff.ly/3B0BF8k • Cipriano Martins: The most important fact about prospecting… → https://buff.ly/3ZdNa6K • Augusto Ferreira🌴: Here are my top 3 tips → https://buff.ly/3yXvgue • Nick Ross: What’s the closest path to a booking? → https://buff.ly/3ZbDeKE • Jim Breton: I might have something else → https://buff.ly/4ecx7KA P.S. Grab your prospecting cheat sheets here https://buff.ly/4da1bpn

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Want to win more of your pipeline? 💰 Multi-thread It’s one of the most important things you can do to help drive urgency in your sales cycle Most mid-market deals include an average of 6-10 DMs Enterprise deals can include upwards of 20+ DMs The trap that a lot of sellers can fall into is over-relying on your champion Champions are great - don’t get me wrong It pays dividends to have a champion but it’s 10x when you have 3-4 champions advocating on your behalf Unfortunately most buyers don’t know how to buy so our job as sellers is to educate our buyers on how to effectively buy a solution to solve their problems & it’s actually pretty simple to do Take a look at your closed-won deals - especially your high value deals Who all was involved? Who is currently involved? What was the buying process like? What unexpected obstacles did you have to overcome? Use this as a roadmap to educate your prospects on how to buy I love multi-threading at the end of discovery in driving next steps (and farther along the sales process as well) Here’s a quick talk track you can easily apply when driving next steps with prospects: “Next steps typically involve looping in ABC partners (this could be higher level DMs in their function or other cross-functional leaders who are involved in the buying process for your service/offering) to discuss XYZ priorities (this should be the key initiatives your prospect is looking to solve/improve/attain in implementing your solution). We want to make sure that we’re all in alignment and moving in the right direction together. We usually see that looping in cross-functional partners early helps us to uncover potential roadblocks that we’d need to account for and improves our collaborative efficiency. What does your buying process look like and who is usually involved? Would it make sense for us to go ahead and loop then in on our next call?” Why it works? 1️⃣ You’re educating the buyer on who’s typically involved with the buying/implementation process at other similar organizations 2️⃣ You’re collaboratively driving next steps and confirming the prospects buying process 3️⃣ You’re using multi-threading as a way to add value (helping reduce unforeseen roadblocks and improve efficiency) 4️⃣ You’re reducing the internal selling effort required for your champion (again - adding value) Expand your reach by broadening your decision-making unit through multi-tasking and watch your sales cycle shrink What other tips do you have for multi-threading within your pipeline? Happy selling, friends!

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WANT TO EASILY SEE WHERE YOUR REPS' DEALS STAND? Scratchpad makes it easy for reps to update Salesforce and even easier for managers to get visibility into open pipeline. Learn more or try it out for free at the 🔗 👇 #Sales #Revenue #GTM

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❌ “open rates are fools gold” ❌ “number of replies can be misleading” ✅ “It is all about sales acceptance, and revenue” Drew Coryer always says <3 Agree? 😜 #sales #prospecting #sdr #bdr #accountexecutive #makemoney

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Prospecting and discovery are not about your product or service. It's about your prospect's problems and needs. Download free sales resources like the Prospect Profile Template and an example Call Script at ccs-llc.us. #b2b #b2bsales #salesleadership #salesstrategy #gotomarket #buyercentric #buyerled #prospecting #qualifying #discovery #salesprocess

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GET BETTER VISIBILITY INTO PIPELINE 👀 Change Highlights show you what changed and when in every deal 👀 Zero Boards & Hygiene Monitoring System drive accurate and up-to-date data from reps 👀 Command lets you search and edit any object in Salesforce from anywhere on the web All that and more at the 🔗👇 #Sales #Revenue #CRM

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STOP CHASING REPS FOR UPDATES Get your sales team using Scratchpad instead. It's the fastest way to update Salesforce and gives leaders better visibility into pipeline so you can coach more effectively, forecast more confidently, and progress deals through the pipeline with consistency. Learn more or try it out for free at the 🔗 👇 #Sales #Revenue #CRM

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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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WHY YOU SHOULD STOP PROSPECTING LIKE A B-PLAYER AND DO THIS INSTEAD!!! Want to learn how? Check out Start the Conversation - Get the meeting at b2bREVENUE dot Com #sales

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WHY YOU SHOULD STOP PROSPECTING LIKE A B-PLAYER AND DO THIS INSTEAD!!! Want to learn how? Check out Start the Conversation - Get the meeting at b2bREVENUE dot Com #sales

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The NUMBER one sales prospecting blunder I see in my inbox from fresh SDRs (can be fixed in 5 seconds): 😮‍💨 "Hey Zoe, I see you lead strategic finance at Apollo..." I do not.... There are two Zoes at Apollo. Double-check that you're emailing the right one:) Personalization + relevance ONLY hit if you have the right contact. Ps. Use Apollo.io for free to get in front of the RIGHT person with the right message at the right time:)

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Your SDRs are nailing their call targets, but is all that hard work turning into real pipeline for your AEs? 🗓️ Watch these sales pros and founders spill the tea on how their teams went from "ugh, another meeting to coordinate" to "wait, that's it?" with RevenueHero Relays. (Spoiler: One of them saw their hold rates jump from 65% to 80% 🤯) No more… ❌ Playing calendar Tetris ❌ Praying prospects actually book ❌ Throwing new reps into the deep end ❌ Wondering if meetings are distributed fairly Just smooth, reliable handoffs that feel like magic ✨ Ready to turn your SDRs’ “yes!” moments into actual celebrations? 👉 Learn how Relays makes it happen: https://lnkd.in/g7tZ9wFM

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SDRs/BDRs are the lifeblood of your sales pipeline. So, how do you build an SDR function primed for growth? 🚀 Bessemer's latest guide shares 33 tactics from high-performing sales orgs in our portfolio on building SDR / BDR teams: ✅ Defining the SDR role & ideal candidate profile 📈 Ramping & managing SDRs to hit targets 📊 Key SDR metrics to track ⬆️ Creating SDR career paths Setting the right culture, hiring practices, and processes are critical to building a scalable SDR program. Dive into the guide today: https://lnkd.in/grQNreEM

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