Ryan Hatch

Here's a multi-threading opportunity most sellers miss post-demo: 𝗔𝘃𝗲𝗿𝗮𝗴𝗲 𝘀𝗲𝗹𝗹𝗲𝗿𝘀: Send a recap/thank you email to the entire group 𝗚𝗼𝗼𝗱 𝘀𝗲𝗹𝗹𝗲𝗿𝘀: Send a recap/thank you email to the entire group Send a 1-off email to each attendee with a question: "Did we miss anything you were hoping we'd cover?" 𝗘𝗹𝗶𝘁𝗲 𝗦𝗲𝗹𝗹𝗲𝗿𝘀: Send a recap/thank you email to the entire group Watch the recording - See who was confused or excited. Tailor a 1-off email to each with that in mind. Confused: [𝘕𝘢𝘮𝘦] - 𝘐 𝘸𝘦𝘯𝘵 𝘣𝘢𝘤𝘬 𝘢𝘯𝘥 𝘸𝘢𝘵𝘤𝘩𝘦𝘥 𝘵𝘩𝘦 𝘳𝘦𝘤𝘰𝘳𝘥𝘪𝘯𝘨 𝘢𝘯𝘥 𝘴𝘦𝘦𝘮𝘴 𝘵𝘩𝘦𝘳𝘦 𝘸𝘢𝘴 𝘤𝘰𝘯𝘧𝘶𝘴𝘪𝘰𝘯 𝘢𝘳𝘰𝘶𝘯𝘥 [𝘹]. 𝘐 𝘱𝘶𝘵 𝘵𝘰𝘨𝘦𝘵𝘩𝘦𝘳 𝘢 𝘴𝘩𝘰𝘳𝘵 𝘷𝘪𝘥𝘦𝘰 𝘵𝘰 𝘦𝘹𝘱𝘭𝘢𝘪𝘯 𝘵𝘩𝘪𝘴 𝘧𝘶𝘳𝘵𝘩𝘦𝘳. 𝘈𝘯𝘺𝘵𝘩𝘪𝘯𝘨 𝘦𝘭𝘴𝘦 𝘸𝘦 𝘤𝘢𝘯 𝘤𝘭𝘦𝘢𝘳 𝘶𝘱? Excited: [𝘕𝘢𝘮𝘦] - 𝘗𝘶𝘮𝘱𝘦𝘥 𝘵𝘰 𝘴𝘦𝘦 𝘩𝘰𝘸 𝘦𝘹𝘤𝘪𝘵𝘦𝘥 𝘺𝘰𝘶 𝘸𝘦𝘳𝘦 𝘧𝘰𝘳 [𝘹 𝘧𝘦𝘢𝘵𝘶𝘳𝘦]. 𝘛𝘩𝘰𝘶𝘨𝘩𝘵 𝘺𝘰𝘶 𝘮𝘪𝘨𝘩𝘵 𝘦𝘯𝘫𝘰𝘺 𝘵𝘩𝘪𝘴 𝘸𝘳𝘪𝘵𝘦-𝘶𝘱 𝘵𝘩𝘢𝘵 𝘩𝘢𝘴 𝘦𝘷𝘦𝘯 𝘮𝘰𝘳𝘦 𝘥𝘦𝘵𝘢𝘪𝘭. Champions are great. A team of champions is better.

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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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Every time a prospect raises an objection that salespeople can't overcome, it takes a bite out of their confidence. Without confidence salespeople can't pick up the phone, negotiate, close deals, etc, etc. In other words they can't function. Grab our playbook and take back control of your sales conversations.

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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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#1 skill I’ve seen consistent across sales reps Is their ability to stay organized. It doesn’t mean unorganized reps can’t be successful, I know plenty that are. But a rep that can consistently execute a process will win a lot more often. This goes for: - Prospecting - Deals in early stages & follow up - Deal alignment with multiple stakeholders - Multi-threading - etc. Sadly, most deals are lost due to poor organization and follow up. My suggestion, take the thinking out of it as much as you can. Check out Boomerang who's solving this problem: https://lnkd.in/gmRveMqa

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Salespeople aren't curious enough How many of us are using PBO's, or sending two word subject emails because we've been told those preform the best? -The market is constantly changing -What worked yesterday might not work today -Once something becomes a pattern, prospects catch on and it becomes less effective ("Oh this is a sales email... delete") What's the solution? A/B testing the important things. Phone Openers: Try to get to 10 convos with a PBO Try to get to 10 convos without a PBO Emails: Send 50 emails with two word subject lines Send 50 emails with obviously personalized subject lines

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There’s something special about not just getting our Sales Dev team together but the whole GTM org in person once a quarter at Lattice. A pipeline opportunity created or a closed won hits different when you actually get to smash the gong (pun intended 😉) So why am I even more stoked on the future at Lattice after this week? ✨Sarah Franklin shared her vision for our product and how to bring it to market. When I see features that I KNOW will make my life easier as a people leader, I can only imagine how amp’d our buyers will be! ✨PMM laid out some stunning new positioning and I am giddy about writing new talk tracks for our calls (thank you Ross Gordon and others for the fuel!!) ✨We got a preview of our quarterly product release that’s dropping next week. 20+ new features!! It’s so much fun to sell for a company that is innovating. Thank you Kerry Wheeler and Amaury Sablon for kicking off the fun. ✨Gabrielle “GB” Blackwell ran her first BDR training for our team. The best advice I’ve gotten is hire leaders that are better than you #ironsharpensiron. Her outbound sales skills are out of this 🌎 and I can’t wait to see where she will take the entire sales team with her insights #gtmstrategy #salesdevelopment #hrtech

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🚀Sales leaders, have you ever felt you're shouting into the void between discovery and demo? You're not alone! One of the biggest challenges we face is prospect ghosting.👻 It's frustrating when you've had a great discovery call, but then... silence. No responses, no engagement, and your product's value is left unnoticed. But here's a game-changer🎰: Build curiosity at every touchpoint! I had a prospect who seemed to vanish after the initial call. Instead of bombarding them with follow-ups, I changed my approach. I started sending personalized snippets of how our product solved their pain points. Each email, and each interaction became a mini-demo, tailored to their daily routine. The result? Not only did they re-engage, but they came to our demo meeting more excited and prepared than ever! Remember, your discovery call isn't just about qualification questions. It's your first chance to🎇spark that curiosity. Carry that spark through every email, every thank you note, every reminder. 🏆Sales champions, let's turn those silent periods into opportunities for engagement. Let's make every interaction count! How are you keeping prospects engaged between calls? Share your strategies below! #SaaSSalesSuccess #BuyerEngagement #SalesLeadership

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"🎣 SDRs: Are You Gathering Data for Your AE or Solving Pain for Your Prospect?" There are two mentalities when running a qualification call: 🌊The 'Inch Deep, Mile Wide' strategy covers multiple areas with different questions, gathering surface-level information that gives the AE plenty of threads to pull on. 🎯The 'Inch Wide, Mile Deep' approach focuses on one key area, uncovering a core pain point. It provides less total information, but it exposes the nerve that drives urgency for the prospect. While SDRs think AEs might value having more angles to explore, it's the prospect who will be more excited for the next call if you've shown them the real pain. 🔥 🌟Ask follow up questions🌟 So, are you casting a wide net 🐟 or setting the hook? 🎣 Which strategy are you using?? #sdr #bdr

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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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With the amount of information available, final pre-call research used to take me hours the night before important meetings. It was a guaranteed way to cut through the noise and stand out against 15 other seller calls an exec had that day. Over-prepare, deliver with confidence, and the results will follow. It worked. Lately, I've been using ChatGPT to inform outreach and quickly make messaging more impactful -- building custom models for each account. This takes time to set up, but it's a no brainer for strategic customers or top prospects to cut down research time while improving relevancy. I'm evolving the strategy, but phase one looked like this: 1. Collect important investor materials → 10K, 10Q, Earnings transcripts, Investor Summit PDFs, Leadership bios, top news articles. 2. Create GPT → Upload docs and ask to familiarize with materials, your role, and mutual goals you're working towards with the customer 3. Draft a series of prompts → Provide clarity around your market, platform, and typical customer value points. Start simple:   • I work in sales for [x company] and we provide [x service]. Customers usually see value in these areas: [driver 1], [driver 2], [driver 3].  • Typically, our customers are most interested in solving [pain point 1], [pain point 2], or [pain point 3].  • Our website can be found at [website]. (helps to include individual product pages where applicable) • Based on the information shared, will plan to ask a series of follow up questions to validate how our solutions can benefit [x company]. Does this sound ok? 4. Save as [Customer Name] GPT Model  → Repeat for each customer and save in personal ChatGPT environment for future promoting. You now have unique GPT models, each with advanced knowledge of your top customers or prospects -- contextualized around your offerings. Let's test it out. Ask a few questions: • Knowing that I work in sales for [your company name], what opportunities should I focus on when talking with [customer/prospect company name]? • Given your knowledge of [your company name], what strategic initiatives could we most likely impact at [customer/prospect company name]? • What are some of the top risk factors challenging [customer/prospect company name] this year? Next time you have an EB or Go-No-Go call and need to understand positive business outcomes leadership could be evaluating them on... boom! Want to make sure your POV is targeted, based on C-Level strategic initiatives... here you go! Care to see if they were featured in any podcast, video, or interview... and what points may be useful... ask GPT! AI + Automation is changing the way we work, and sales is no exception. Sure beats my old method of CTRL + F searches on SeekingAlpha transcripts. 🔍 Give this a try and let me know what you think. Any other GPT tips for sales?

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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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The best "cheat codes" every AE should know: 1. 1:1s with your boss. Approach them strategically. Proactively share format and content. Biggest deals you need support on. Challenges you need help with. Forecast for the month, quarter, etc. Wins. 2. Perception. Performance is your fire. How you're perceived internally (aka your brand) is the water or gas that gets dumped on your fire. Attitude, how you show up, handle change, communicate, matters. Hold yourself to a high bar. Two levels above where you're currently at. 3. Document everything. Take the time to write down your own sales playbook. Every strategy, process and template you have. Store it on your personal computer. The value of this over time is immeasurable. I can't state this enough. 4. Problems are a good thing. Anytime there's a problem that's an opportunity to solve it, improve it, and add value. Some of the biggest opportunities I've gotten in my career came because I dove head first into problems and helped move the business forward. Startups always have problems. Don't be the negative person. 5. Time management. Block Monday mornings every week. Don't go to meetings if they're not worth your time. Most things can be solved async. Make meetings 15 to 20 mins. Sometimes you need a whole week of no meetings to catch up, get organized and do deep work. Don't feel bad for saying no to people. They'll understand. 6. External coaching. Up level by listening to podcasts, taking courses and building an external network. Don't rely on your company for everything. Even if they're doing a great job get the perspectives and strategies of other people for a significant edge. What would you add to this list? - Mike G 👉 Join 5,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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When onboarding a new AE I focus their first 4 weeks entirely on understanding our clients and client success teams. This means shadowing our CS reps, watching onboarding calls, watching activation calls, sitting in on strategy sessions and planning calls, and handling CS calls in week 4. All of this before we ever begin to start talking about sales enablement or taking sales calls. Why? Because too many sales organizations are 100% seller centric. I am passionate, some may say maniacal about ensuring our sales force is the most customer centric team in the industry. This means our AE's need to understand our customers, their status quo, be able to deliver thought provoking insights, the problems we solve, why they work with us, and the results we get them deeply before they can sell that way. Sending someone into the deep end to "learn by experience" is a go to for many. But I will never be swayed that this is the best way. The best way to create "at bats" and build confidence without burning potential opportunities is to ensure your AE's are learning as much about your customers as possible. This coupled with strong sales enablement, process, and clear expectations will set them up for long term success. Sure they may not be making dials and having meetings 2 weeks in. But I can assure you they will be more successful a year from now then the rep in that situation the majority of the time. True sales leadership is about long-term results. I know this is an unpopular opinion but I believe it is one of the biggest advantages you can give your new hires to increase their chances of long-term success. At the end of the day, my responsibilities as a sales leader are to be fanatical about our customers ensuring our clients and potential clients receive a world class experience. Set our sellers up for success to deliver that, and create an environment where people grow, win, and are challenged on the regular. By doing this, revenue targets take care of themselves. If you're onboarding new AE's in Q3, I would challenge you to try this if you're not. Happy EOQ!

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SDRs - List building is the skill that will make or break your quota. Bad list, bad results. Here's how I create a successful list and execute on it: 1. List the industries that your company has success in. 2. List titles you've booked meetings with that have progressed to SQO. 3. List the problems those titles and industries face. 4. Create problem-based messaging for calls, emails and LI 5. Set a high volume of calls/emails/videos to go out to your ICP and refine from there. 6. A/B test to improve your outreach week by week. Anything else you'd add?

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Sellers stop going into your calls COLD! You wouldn't go play a sport without warming up... So why do we do this in sales? Do some rapid fire warm up before that call blitz. Do some hot potato objection handling before that demo call. Do some short punchy practice sessions before that big pricing/proposal call. Stop going in cold. Play it out in your mind. Then let the words actually come out of your mouth BEFORE the calls beging. Warm up. Get the marbles out of your mouth. Prepare for what is to come. Then execute.

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I'm gunna be asking Sales leaders quick-fire questions So far I've come up with: 1. What’s one thing you know about sales that most reps don’t? 2. What's the most underrated skill in sales? 3. What's the most memorable client interaction you’ve had? 4. What’s the most important habit that contributes to your success? 5. If you weren’t in sales, what would you be doing? What else should I ask them? #sales

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Hey SDRs, You’re not a sales rep, if you’re not juggling multiple leads and struggling to keep track of where each prospect is in the buying journey 😥 It’s a struggle to remember which prospects need more nurturing, who’s ready for a demo, and who’s just about to make a decision. It's like trying to navigate a maze without a map – confusing, time-consuming, and inefficient 🤔 This often leads to missed opportunities and slower deal closures. But what if there was a way to simplify this process? ✅ CONTACT STAGES With Salesgear’s contact stages, you can organize and track your buyers’ journey [for each contact, yes!] 🤩 Knowing which stage a contact is in, you can: 💠 Set rules to move contacts to different stages based on their engagement, making it easier to focus on the most engaged users. 💠 Personalize interactions based on their specific needs. 💠 Offer relevant information that resonates with their buying stage. 💠 Address their concerns precisely and move them confidently towards conversion. You can customize each contact stage to fit your specific needs, like creating, renaming, or deleting a stage. Contact Stages help you streamline your sales process, eliminate confusion, and propel you towards closing deals faster. Try Salesgear's Contact Stages for FREE! Link in comments 👇 #contactstages #salesgear #sales #salestips #sdr #sdrlife #saleslife #buyersjourney #buyers #leadnurturing

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Ramping sellers have 3-6 months to get to productivity. In other words, 3-6 months to start generating and converting pipeline en route to closing revenue. Month 1 is a wash as you settle into your role. If you’re lucky you find a flow around the 2 month mark and before you know it you’ve been there 3 months. Now you’ve got a quarter to hopefully close some revenue…if you’ve built pipeline. So how do you win? The best sellers I know are maniacally focused on beating their ramp, which means getting a head start from day 1. Here’s 29 steps to help you do that, whether or not you’re new to an org: https://jacobdkarp.com #karpediem

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