R. Andrew Stephens

What metrics do you track for your cold-calling efforts? Cold calling remains one of the most effective lead-generation tactics, but mastering it requires understanding the key metrics that indicate success. Many fractional SDRs miss out on key opportunities by not focusing on essential metrics. Learn how top-performing fractional SDRs use these metrics to refine their approach and maximize results: https://lnkd.in/dwxKtnUf #outboundsales #SDR #fractionalSDR #remotesalesjob #coldcalling #Glencoco

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RevOps 101 – Building a Team from Scratch to Drive Results. Are you a business leader or RevOps professional thinking of building a Revenue Operations (RevOps) team from the ground up? 🚀 Ryan Milligan, VP of Sales and RevOps at QuotaPath, has laid out a clear roadmap to help you get started. 👉Overcoming Cross-Functional Chaos: Struggling with operational silos and miscommunication between departments? Ryan outlines how a RevOps team can solve cross-functional issues, streamlining operations for better efficiency and collaboration. 👉Establishing Robust Reporting Systems: Confused about where to start with performance tracking? Learn how to set up consistent, actionable reporting systems that give you clear insights to drive growth. 👉 Optimizing Performance & Tackling Bottlenecks: Facing slow growth or performance challenges? Ryan’s strategy helps you identify and address key pain points, optimize your funnel, and improve overall business outcomes. Watch the full podcast for Ryan’s step-by-step guide: https://lnkd.in/gky4A4RM #RevOps #BusinessStrategy #DataReporting #RevenueGrowth #SalesOptimization

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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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Nearly three-quarters of sales professionals say their role feels more like consulting today. That means sellers need to be true experts — not just in their products, but in their prospects’ needs and challenges. 🧠 To win, you need a sales enablement strategy that empowers reps to dive deeper, learn faster, and deliver more value in every conversation. Check out our five-step framework to build a winning sales enablement program that drives real results: bit.ly/4d14zCK

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Sales Reps: Take the guesswork out of pipeline generation, lead nurture, and customer renewals. Be more effective in your cadence strategy. Salesloft lets you know what’s working... And what’s not. To help you set strategy Drive alignment. Predictably generate revenue. And scale your sales organization. Looking for ways to roll out Salesloft quicker? Supered Solutions best practices put you on the path for success.

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How do you set Gen Z sellers up for succes? Calling all sales leaders! This is a must-listen to cap off your week: https://lnkd.in/gj9izm8M In case you missed it, we've just launched a new season of the Redefining Sales podcast. Listen to our first episode with our fantastic guests Lucy Lee and Danielle Dacunha-Howarth from PurplePatch, and stay tuned for new episodes dropping soon. #Sales #Podcast #AIinSales #Prospecting #SalesEnablement #SalesStrategy #SalesTraining

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 “DealHub is a critical component of our sales strategy”, as shared by Shantanu Shekhar, Senior Director of GTM Ops at Gong. Shantanu highlighted the following key takeaways from using DealHub.io: - Seamless adoption - Intuitive UI - Flexibility - Ease-of-Use - Data flow These aspects have significantly contributed to a substantial efficiency boost as Gong expanded their GTM execution. Access the full story here: https://lnkd.in/dNWUe-P9

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Is your prospecting / data enrichment process preventing your sales team from hitting quota? Most companies have 1-2 data providers, netting them anywhere from 25-45% TAM coverage What does this mean? 1️⃣ Some of your prospects are ready to buy, but they don't know you exist + you cant get ahold of them 2️⃣ Your reps are probably spending hours finding good contacts and building lists on sales nav, just to come up short and get frustrated when only 30% come back with mobile numbers 3️⃣ Your TAM feels a lot smaller than it actually is 4️⃣ You start to think cold calling doesn't work (its a data problem) 5️⃣ Your reps develop reluctance and you start to notice they haven't added new prospects / call metrics are dropping PS: If this is relatable, here's a quick 60S video on how Nooks can solve your problem in 3 clicks, feel free to shoot me a dm if this is relevant https://lnkd.in/gD8Xzi3h

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Discover the power of ZoomInfo – your ultimate tool for finding and researching prospects. With access to over 20 million business records, email addresses, and more, ZoomInfo empowers you to elevate your prospecting game. Whether you're seeking to identify new leads or deepen existing relationships, ZoomInfo equips you with the insights you need to drive sales and foster lasting connections. #ProspectResearch #SalesEnablement #B2BProspecting #ZoomInfo #DigitalSelling

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UNDERSTAND YOUR REP'S PIPELINE BEFORE YOUR 1:1 Proactive collaboration between reps and managers means having visibility into deals before "checking in" via Slack, email, text, or $.01 venmo request (shoutout Demoted Podcast) With Scratchpad, you can easily see which deals are progressing, stalling, or need additional resources. Zero Boards, AI Sales Assistant, Customizable Grid Views, and more give you the ability to walk into 1:1's with a strategic agenda instead of starting from behind. If you're only connecting once per week, these are the tools you need to keep your pipeline healthy and close deals consistently Learn more at the 🔗 👇 #Sales #Revenue #GTM

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When it comes to managing sales reps - The rules you set, dictate the games they play. For example, if you are measuring an SDR’s performance purely based on total meetings booked, with zero ramifications if those prospects are unqualified… ..then you’re unintentionally incentivizing that SDR to “throw meetings over the fence”, qualified or not, in order to hit the metric that you set for them. This is not to completely fault the reps for gaming the system. Rather, this should be a wake-up call to sales leaders, that we need to be smarter about how we set our metrics & keep our reps accountable. #b2bsales #prospecting #qualification

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A strong SDR strategy isn’t just about calls—it’s about timing. Ever wonder why some calls lead to instant connections while others fall flat? The secret is timing. Hypercall’s data-backed approach ensures that outreach happens when your prospects are most receptive. Here’s why timing matters: ↳ Increased Engagement: Calls made at optimal times see up to 50% higher response rates. ↳ Better Conversion: Strategic timing means more calls turning into meaningful conversations. ↳ Smart Outreach: Our SDRs use insights to schedule calls and LinkedIn outreach that fit decision-makers’ peak availability. The result? More booked meetings, more qualified leads, and a sales team that spends less time chasing and more time closing. #SDR #SalesDevelopment #LeadGeneration #OutboundSales #SalesGrowth #Hypercall #ColdCalling #DataDrivenSales

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Misalignment and poor execution of quota assignments can have significant negative consequences for a company including missed sales goals, loss of top talent and sales compensation costs that are significantly over budget. The Alexander Group's whitepaper examines prevalent quota-setting practices and the impact of setting quotas “too high” or “too low.” Additionally, we'll expose what tends to go wrong with quota setting and compensation plan design leading to higher-than-targeted incentive payouts. Read the full Whitepaper here: https://lnkd.in/gXNuJwik #Quotas #WhitePaper #BusinessIntelligence #Sales

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📡 Signal-based selling this, signal-based selling that. Wouldn’t you rather just know how a company like Intercom actually DOES it? Here’s an example in 60 seconds. Use this. 👇 RevOps can’t build a pie-in-the-sky CP3 machine that’ll tell you what email to send a prospect based on their zodiac sign. (I know crazy right?) But they can start boots-on-the-ground with: 1. Intentional Capture 2. Intentional Action We sat down with 🐰 Jen Igartua, CEO of Go Nimbly, to understand her takeaways from working with some of the best RevOps teams in the game. Check it out 👇 (link to full episode in the comments) #revops #revenueoperations #salesops #salesoperations #alltheOps

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Hot take: Most leaders should measure SDRs with more of an emphasis on future potential. Most leaders look at things like: 🔬 Past quota attainment. 🔬 KPIs. 🔬 Conversion rates. Instead they should weigh more of: 🏋️‍♂️ Coach-ability. 🏋️‍♂️ Willpower and grit. 🏋️‍♂️ Impact of skills in the future. 🏋️‍♂️ Future business needs. 🏋️‍♂️ Cultivating strengths. The past is the past, look to the future of your people. What’s your SDR hot take?

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The best salespeople pass along key deal data to onboarding teams by doing this...🎥 The handoff from Sales to Onboarding is crucial. A poor handoff can lead to churn. Efficient teams have their CRM configured to make it easy for Sales to capture key data and pass it downstream. Watch the full webinar, "Nailing Customer Lifecycle Transitions: Part 2" with Jeff Kushmerek, to learn more strategies to successfully move customers from sales, to onboarding, to long-term success. ➡ https://bit.ly/3Wv1k1i

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Our latest survey offers a comprehensive look at the current state of selling, featuring insights from 800 front-line sellers. A standout finding: 3 out of 4 respondents believe they could save at least an hour by eliminating the task of creating personalized emails for prospects. While personalization is essential for connecting with prospects, it’s also incredibly time-consuming. Sellers understand its importance, but those hours quickly add up. We know time is money, and we’re dedicated to providing today’s sellers with the tools they need to personalize efficiently and effectively. Additionally, we asked sellers, “What specific tasks in your role do you think would benefit most from AI and automation?” The top three responses were: 1. Follow-up and engagement tracking 2. Reporting and performance analytics 3. Data entry and CRM updating Our survey uncovers valuable insights into the future of sales. Discover how AI can revolutionize your sales process: https://lnkd.in/gMr_3UNA

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To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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A BDR/SDR’s day just got easier. ❌No more switching between multiple tabs. ❌No more sifting through data clutter. ❌No more endless prospect profile stalking. Now, you get curated prospect data, personalized and presented according to your playbook, right in front of you. This enables real-time, meaningful conversations with leads that actually convert. All you need to do is 1) Open your lead’s profile 2) Select the Pintel AI extension to get personalized information about your lead 3) Use that information to make meaningful conversations and build relationships 4) Close more deals and achieve your targets.

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