Ryan Rodriguez-Trias, MBA

Average Contract Value by segment: Strat - $278K ENT - $180K MM - $57K Direct correlation with your expected payouts? Yes. Average OTE by segment: Strat AE - $280K See more: https://lnkd.in/gEqj9YQz ENT AE - $255K See more: https://lnkd.in/gb7GeWzW MM AE - $165k See more: https://lnkd.in/gDkDDg5w The larger the deals you're selling, the more earning potential. The more earnings potential, the higher the expectations. All open SaaS roles here: https://lnkd.in/ggz4efaD Any of these surprise you? 🦙

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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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Tip of the Day 🎥 Classic: Differentiating Value Through Education. There are many different sources of insights we can bring to the table and this will serve as a point of difference potentially vs the other sales reps vying for the business because let's face it: it comes down to you vs the other sellers. #differentiation #tipoftheday #b2bsales #valuebasedselling

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Missing sales quotas? Despite best efforts, a lot of sales teams are set up to struggle. So, sales leaders need to identify and address the root cause. One of the main reasons sellers don't hit quota is inefficient prospecting. Many sellers are bogged down by time spent targeting low-value accounts, as well as scrambling to knit together information about accounts so they can reach the right people and tailor their pitch. These time-sinks steal opportunities to actually SELL. The key lies in shifting focus from merely increasing the number of leads and activities to maximizing the value of activities. Concentrating on quality and qualification rather than quantity empowers sales reps to improve performance and consistently meet their targets. See how better data and AI can help you create leaps in efficiency and ROI: https://okt.to/RxcyLQ

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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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Any thoughts on the AI compliance webinar for sales? The session will explore how Dialpad Ai meets compliance and regulations to the highest standards while boosting rep performance - in fact, we’ve seen a $9.7M boost in savings due to higher agent productivity. We’ll cover using the AI platform to keep agents on script, compliant with regulatory requirements, up-skilled, efficient with time and on brand. It’s on 8 May 2024. Would you like to join? Six & Flow

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Many sales organizations spend days or weeks on account prioritization and territory planning exercises. There's got to be a better way... If you're heading to Gartner CSO next week, don't miss Ami Arad's presentation on May 21 at 2:05pm! He'll contrast the traditional ways sellers prioritize their accounts and the new way made possible through buyer intent and predictive models. Get the details here: https://okt.to/GhFXdQ

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People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

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By 2025, Gartner predicts 80% of B2B sales interactions between suppliers and buyers will occur in digital channels. Learn how to win modern buyers by enabling sellers and digital channels to work together to deepen customer engagement, learning and confidence. #GartnerSales #Enterprise #B2B

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EOY Sales Tip - How to create "urgency" in deals: 𝗥𝗲𝗮𝗹 𝘂𝗿𝗴𝗲𝗻𝗰𝘆 Tied to a compelling event that a buyer cares about. 𝗙𝗮𝗸𝗲 𝘂𝗿𝗴𝗲𝗻𝗰𝘆 Tied to a compelling event that a seller cares about. 1 works significantly better than the other.

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📊 Did you know? The average B2B SaaS sales cycle is now 84 days, regardless of ACV. For deals over $100K, it can extend to nearly 6 months! ⏳ As buyers become more cautious and budgets tighten, adapting is crucial. How are you shortening your sales cycles in this environment? #B2BSales #SaaS #SalesStrategy #TechSales #CapchasePay #bnpl

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Sales teams are at their best when they have a clear direction where they can run at full speed. This is all about conviction. When sellers have conviction, buyers have conviction. There's so much momentum in a sales process that you need to simplify every single decision. They don't have to follow the process every deal, but they have to be deciding "yes or no" on each step of the process. Make every choice as simple as possible, so they can read and react without losing momentum.

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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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Sales folks especially SDRs and AEs I will tell you a hack about how to achieve more in less time ↓ "Start blocking your calendar thoughtfully and strategically every single day" Working out of whims & fancies and adhocism will not get you the desired result you aspire to achieve. You need to have a plan for your day even before starting the day. Every time you block your calendar make sure you block it for a single activity and you define what output you want to achieve out of this activity. Have a time block for at least Prospecting, Identifying new accounts, and Follow-ups on a daily basis, the rest you can block based on your roles and KRAs. Remember: "You cannot control time but you can surely control how you want to spend the time"

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Reps going from selling smaller deals to bigger deals always have the same issues. They think  - Short-Term vs Long-Term - Me vs Them - Transactional vs Consultative The texts below are a perfect example. The only way I know how to fix it, most people don't want to do. Practice- aka Role Play. And not just one time for 30 minutes! If you hire someone and want them to sell bigger deals than they are used to, you must develop them, NOT hope it gets better on its own. (Grammar check in text 2- *herself not here self)

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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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In Sales Ops, the accuracy of your industry categorization can make or break your outreach efforts. Relativity6 🤖’s platform gives you the tools to refine your targeting by verifying and updating business industries in real-time. Empower your sales teams with clean, reliable data that drives higher conversions. Want to learn more? Set up a demo with me 👉 https://bit.ly/3TRdEHY #SalesOps #DataDriven #SalesSuccess #AI #Sales

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Join us for an exclusive look into Salesforce’s journey through our own data and AI transformations, similar to that of many enterprise companies happening on July 31st. Learn how we foster a data-driven culture by integrating people, processes, and products together. You’ll hear about: 🔹Analytics Adoption: strategies to bring teams together. 🔸Change Management: key lessons and insights. 🔹User Enablement: best practices on empowering decision making with data. Don’t miss out on understanding how Salesforce leverages Tableau to enhance enterprise operations! https://lnkd.in/guZjRVkU

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