Ryan MacDougall

Everyone in your revenue org has a different view of what's going on. Learn how to leverage it: VPs: “We’re tracking behind on our Q3 revenue target. We need to increase our ACV by doubling down on Enterprise opportunities.” Sales Managers: “We’re tracking behind our Q3 revenue target. We don’t have enough opportunities to double down on. We need to increase our outbound activity to drive pipeline.” Account Executives: “I’m behind on my Q3 target. Building more pipeline isn’t going to help me this quarter. I need to close at least 50% of my open opportunities to get back on track (even though my average is 25%).” Same Problem. 3 Completely Different Approaches. If you work in revenue enablement, you have the unique opportunity to be a bridge between team members at every level. Here’s what that sounds like… To VP’s: “If we want to increase our team’s ACV by moving up market, we’ll need to audit how we qualify opportunities and make sure we’re getting the right stakeholders involved in discovery. Do you have time to collaborate on a new rubric for our SDR’s and AE’s to qualify champions? I’d expect this to take about 3 months before we start seeing consistent results. Is there any opportunity to focus on mid-market win rate in the meantime?” [Once approved, go to your sales managers] To Sales Managers: “I understand we need more activity, but until our reps are identifying the right people to get on a call, it’s going to be wasted effort. Leadership is working on a new qualification framework for next quarter, but in the meantime, you can still hit your target by focusing on moving more of your existing pipeline in S2 & S3 into later stages in the sales cycle. What are some high-value deals that you feel are stuck right now?” [Then, go to your reps] To Sellers: “Your managers have identified some deals that are stuck in the early stages of the sales cycle. In the past, I’ve noticed you tend to use discounts as a lever to push deals through faster. How would you go about advancing these deals if you weren’t able to discount them at all?” By taking the time to listen to different perspectives from across the org, Enablement becomes a force multiplier that get’s everyone moving towards the same goal.

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GTM of SaaS companies HAVE TO CHANGE in 2024. 🏄‍♂️ Scott Leese explains why. The old model of Inbound/Outbound Marketing/SDR/AE motion is too bloated for most companies, and can only fit those well-established brands in well-established categories where product-market fit has been figured out, budgets are set and the customer need is clear. For everyone else - we need to work harder and find better GTM motions. A bloated SDR outbound motion is no longer an effective way for generating pipeline and revenue.

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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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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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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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As an AE is a high win rate good? Not always. In Q1 my win rate from demo at Nooks was 55%, But my win rate was hurting me Let me explain... -Running too many deals -Discounting and lowering my ACV -Letting large deals slip through the cracks because i was spending too much time on smaller ones Since Q I've cut my win rate in half, but 3x's my ACV What do you think is a healthy win rate? Let me know in the comments

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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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This will be the biggest blocker for the success of signal-based selling. (and it’s 100% preventable) Bad data. When signal plays run on bad data: → automations will fail → emails will bounce → personalization will be irrelevant And ultimately, your reps become distrustful of your signal-based plays because they don’t help them hit their targets. CASE STUDY We ran a head-to-head data test with a competitor to surface job change signals from a list of 200 Sales leaders. They found: - 36 correct job changes - 20 incorrect (wrong profile, false alarm, or inaccurate email) - missed = 25 We found: - 57 correct job changes - 1 incorrect - missed = 4 Put yourself in the shoes of your reps. How would you feel if you put in wasted effort on 20 bad leads? What if you knew that your team’s programs were missing out on 25 warm prospects? (Remember: for reps, this disparity could mean the difference between hitting quota or going on PIP.) Personally, I would start losing confidence in the efficacy of signal-based plays 🤷 That’s why I believe accurate data should be the foundation of your signal programs — because signal-based selling cannot work without it.

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I used to think B2B outbound sequences should be 20+ steps. That's no longer the case. Cognism analyzed 55k cold calls: - 75% of connections were on the 1st call - 95% of connects were within the first 3 calls Email will typically have similar diminishing returns. "But Tyler, it takes ~20 touches to generate a conversation..." In reality, this is what those 20 touches look like: (if a convo isn't generated in the first 3-5) Day 1 = no response Day 2 = no response Day 3 = no response Day 4 = no response ... ****nurture for 2-3 months then try again*** Day 1 = no response Day 2 = no response Day 3 = no response ... ***nurture again for 2-3 months*** Day 1 = no response  Day 2 = CONVERSATION! If you can't generate a convo after 3 tries on email, call etc. Set a follow-up and try again later.

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The path to $10MM ARR is about finding your repeatable, scalable sales motion. The formula is simple, but not easy. It looks like this: Effort + Enthusiasm + Messaging + Lead Quality = Results When you are scaling a sales team, your job is to manage the inputs. Those are the things on the left side of this equation. If you can reduce the variability of the inputs, you will have more consistent results. Put another way. Consistent inputs leads to consistent outputs. Let's break it down... 1. Effort is the driver for your sales performance. You cannot scale without consistent effort. Effort includes the velocity of sales activity (phone calls, emails, meetings, etc.). Effort also includes the way that you execute your sales activity. This is your sales process and sales playbook. You can improve the quality of your effort with learning and development. 2. Enthusiasm is an amplifier for your effort. You have to act like you want to earn the business. A little enthusiasm goes a long way in closing more business. I've found that you can't teach enthusiasm. You must hire for it. 3. Messaging is how you get prospects to believe what you believe. Your messaging is your value prop. It's how you approach your ICP. It's the way that you convince customers that their current version of the world is no longer acceptable and they must make a chance. The best messaging illustrates the consequences of inaction. 4. Lead quality drives your conversion rate You have to stay focused on your ICP. The more variable your lead quality, the more inconsistent your sales results. The best effort, enthusiasm, and messaging are helpless if you are focused on the wrong accounts. This is the formula for predictable, repeatable, scalable sales. Manage the consistency of your inputs and you will have consistent outputs. What about you? What's your formula for repeatable results?

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Is your pipeline empty like my dinner plate? As a BDR Lifer I have even seen my own pipeline go dry I do these five things to get back on track 1. A/B test messaging 2. Check my cadences to see what has been working and what has not (Double down on what's worked) 3. Implement what's working for top performers 4. Go over lost opportunities 5. Strategize with my AEs and manager The struggle is real while you're going through it Just keep pushing and learning Before you know it you'll be on a roll

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Pipeline Heroes use scripts in cold calls. Scripts that induce: Curiosity Dont target the meeting as the only purpose of the call Scale follow-ups and next actions for those in ICP, but not in market Treat conversations as reconnaissance and a cornerstone of a relationship with a stranger PipelineHeroes use scripts because they are professionals and want to be Accountable Measurable Scientific

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2.8k SFCC stores do $1m+/yr. 1.4k do $5m+/yr 1k do $10m+/yr 704 do $50m+/yr 281 do $100m+/yr There are huge brands on Salesforce Commerce Cloud. Definitely a higher concentration of public brands than on Shopify. But the Shopify market is so much larger in the $1m - $100m segment. It’s still the greatest opportunity in eCom. #Shopify

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SDRs, including myself, missed quota this past August. Here's how we can turn things around for September: 1. Own August: - Acknowledge the good, the bad, and the ugly. Take accountability and avoid blaming summer distractions. 2. Re-set your account list: - Remove non-ICP accounts and focus on intent data. Aim for multiple contacts per account. Prioritize accounts worth your time. 3. Tweak your message: - Address the problem first, use effective call openers, and follow a structured email framework. Quality over quantity in communication. 4. Ask for extra help: - Seek guidance and training from your manager. Practice role plays and invest in self-improvement. 5. Let it go: - Learn from August but don't dwell on it. Focus on future opportunities and leave the past behind. Remember, start with these steps if you miss a month and build from there. Let's close this summer on a high note. #Letsgofolks #getshitdone #Motivation #Moneymatters #letsmakesome 😎

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it's so important to know your numbers as an AE Here's what I used to do to make sure I was working backwards from my rev number 👇 (using example data) Rev target is $150k a Quarter Opp source: BDR 15 (take their target and use historical attainment, flip rate to derisk) Marketing 5 = 20 qualified per Q With a 25% close rate, you can expect 5 of those to close. On an ACV of $25,000 that gets you to $125,000. This leaves you $25k short of coverage and on a 25% close rate, means you need to generate 4 of your own opps at the start of the Q to hit goal. 24 opps in total 12 weeks in a Q 2 qualified opps per week By tracking this each week and the pacing across sources, you can figure out how much time you need to spend on prospecting 🔥

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I booked 178 qualified meetings in under 10 months. The fastest in my class of 55 (killer) SDRs to get promoted to AE. Objection handling was my secret weapon. Other SDR's problem: They immediately tried to 'handle' the objection. Using the company script to counter everything a prospect shared. But I learned (the hard way) the first objection often isn't real. 𝗛𝗲𝗿𝗲'𝘀 𝘁𝗵𝗲 𝗱𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗿𝗲𝘃𝗲𝗿𝘀𝗲𝘀 𝗜 𝘀𝘁𝘂𝗱𝗶𝗲𝗱 𝗶𝗻𝘀𝘁𝗲𝗮𝗱: 1/ "We're on a budget freeze until June" ↳ “Oh, wow. I'm sorry to hear. What's driving the budget freeze?” 2/ "Can you send me an email with more info first? ↳ “Absolutely. I’d love to! What would you want to see in that email?” 3/ "We already have a solution in place for that today." ↳ “Oh, that's great! I'm glad to hear you are investing in the space already! Are you comfortable sharing who you are leveraging?” Once you learn the real objection, you can handle it more appropriately. Final Day is today for the big sale for Systematizing Outbound. 𝟯𝟰% 𝗼𝗳𝗳 𝘁𝗵𝗿𝘂 𝘁𝗼𝗱𝗮𝘆 𝗼𝗻𝗹𝘆: https://lnkd.in/gk3rKNy2 Join 2,000+ sellers.

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How much AEs make is crazy. (Just for hitting 100%) 𝗔𝘀 𝗮𝗻 𝗔𝗰𝗰𝗼𝘂𝗻𝘁 𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲: 1. SMB = $140k 2. MM = $165k 3. ENT = $255k And if you get really good the numbers are much much higher. So if you have that feeling deep down that you want to bet on yourself, take some risk and see what your potential is. My advice is to do it. Life's too short not to go for it. - Mike G 👉 Join 8,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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Converting your AEs to start sourcing a majority of their own pipeline might not be such a good idea and here’s why: Typically this transition fails for three main reasons: 1) The pipe gen goal that’s assigned is completely made up and is based on the financial model and not relevant sales data 2) You don’t have the right resources in place including an airtight ICP, deep understanding of your persona, the right messaging or tech stack  3) Typically exec or senior level leaders are disconnected from the realities of how difficult cold outreach really is and don’t give the campaign enough time to be successful Here’s what you can do to give yourself a better chance at success: 1) Pick a few key data points to track (such as number of accounts worked, positive contacts, opportunities created, pipeline generated, closed won $$$s) and benchmark these over a period of time that makes sense for your sales cycle. Use this data set to understand what is or isn’t working and make adjustments from there. 2) Start with a small campaign to select accounts within your ICP using targeted messaging and an intriguing offer 3) Cold outreach is a team sport, get your execs and senior leaders involved by having them look through your target account list and see if there are any doors they can open from their network 4) Have some fun while doing it, celebrate the wins along the way! What do you think?

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