Sean Barnett🚀⚡️🤝

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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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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Most SDR managers waste their 1:1s by focusing on the wrong things: - Activity count - How many prospects were added to cadence - Quota attainment - Pushing for even more activity But real growth happens when you shift your focus to what actually drives performance: - Removing roadblocks - Coaching for improvement - Checking in on how they’re really doing - Understanding their personal goals - Celebrating wins, big or small 1:1s aren’t about the numbers—they’re about people. Focus only on metrics, and your reps will hate you for it and doesn’t build trust. To help your team succeed long-term, give them the tools, guidance, and support they need to really grow!

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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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5 ways to build a top-performing SDR team. Here’s what worked for us: 1. Fundamentals Simplifying your team dashboard is a great place to start. For my team, we focused on: - Cold Calls - Emails Data around these fundamentals will highlight coaching opportunities lie. 2. Leadership Provide your reps with opportunties to lead. My reps do this by: - Leading Gong call review sessions - Organizing email messaging workshops - Hosting cross-functional partners on our team calls The buy-in that comes with leadership drives accountability. Accountability to each other and yourself. 3. Relationships My team focuses on building strong relationships with their: - Prospects - Field team - Teammates Authenticity and vulnerability are crucial for this section. 4. Career It’s hard to stay motivated if you don’t know where you’re heading. Encourage your team to explore different roles. Help them build their network by making warm intros. 5. Fun The SDR role is tough! Creating a culture of hard work and fun is extremely important. What’s worked for you?

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i’ve run marathons that were less exhausting than some of the demos i’ve sat thru lately. here’s 6 sure fire ways to lose your prospect in 30 minutes or less: 1. do ZERO research know nothing about your prospect, their product or their business BONUS if you had an SDR qualify them first AND you completely disregard those notes #winning 2. make sure the deck is loooong i mean, make that bad boy 20+ slides, all text, 10pt font (pro tip, use a ridiculous font like papyrus to really keep them engaged) 3. call them by the wrong name people love it when you have no idea who you’re talking to or why you’re there or why they’re there or what the hell we are doing in the first place it’s the best 4. feature dump only no benefits, just show me the bells and whistles. i want zero context for how it solves my problem- tell me WHAT only, and never explain WHY now we are getting somewhere ;) 5. talk for 29/30 mins i don’t have anything to add. there is nothing for you to learn from me. you don’t require context or need to know what i’m thinking so far. keep going! never stop. i promise i am retaining 100% of everything you’re saying 6. don’t disclose pricing ESPECIALLY if i ask about it keep it vague. i dont need to budget. just suprise me at the end of the sales cycle. i LOVE a good jump scare. 👻 in all seriousness, so many of these things are honest mistakes or even trained behaviors. (lordt knows i did half of these when i was a rep 🫠) my seller friends, this is not a dig on you, just a silly reminder of some of the silly mistakes we all make in sales. it’s an opportunity to learn. but if you can avoid these pitfalls i can almost guarantee you’re halfway to a good demo, my friends shout out to Kyle Coleman & Annie Ng for giving two of the BEST demos i’ve seen in the past few months (fun fact, they’re marketers yall). crazy what happens when you’re not shoving people thru a sales cycle 🤷🏻‍♀️ (actual footage of my last braincell dying during my 4th demo of Q2 for a tool that, yet again, doesn’t do the one thing i need it to do even though i was assured it does prior to showing up to the meeting) buying is hard.

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Salary Range is $45,000 - $50,000 USD (Fully Remote, Global 🌎) - Doesn't matter where you are in the world. 4 weeks PTO Laptop to get you started $1500 CAD learning budget $1000 CAD in travel allowance A Customer Success Rep that: - understands that success starts at support interactions with users - is the bridge between engineering and users on detailed bug/issue reporting, feature requests, etc. - knows how to effectively deliver trainings with passive campaigns to onboard user and improve product adoption - has the acumen to deal with admins for successful renewals and upsells - is up for the challenge to work in a startup and build the customer success function Someone with technical support experience and has managed 50+ accounts with at least $1 Million in Book of Business. There is no training, onboarding or a hard playbook to follow - we would build it together. If you think you've got what it takes, take a crack at applying below. Or if you think you know someone, tag them in the comments. https://lnkd.in/dZw3gbTs P.S - if you want to stand out, shoot me a loom video on LinkedIn :) #remote #csm #job

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Focusing on the weakest link can really boost your sales performance.

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This framework is incredibly valuable for diagnosing sales issues. Breaking it down step by step makes it easier to identify where improvements can be made.

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Great approach to troubleshooting sales. Focusing on KPIs and asking the right questions can really help uncover what's holding back growth.

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Sales reps today are overwhelmed — large books of business leave little time for prospecting, making it tough to drive growth. But with ZoomInfo Copilot, five minutes is all you need to check in with existing accounts, start an expansion conversation, and engage with a new, likely-to-buy prospect. Watch our own Jake Lehman demo ZoomInfo Copilot’s prioritized accounts, signals, and buying groups features. Coupled with the AI emailer, Jake crafts high-quality personalized outreach to three companies in the time it takes to make a cup of coffee. #ZoomInfoCopilot

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SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

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If you're looking for job in tech sales, Start with these two tools: RepVue and G2. RepVue is a site where you can anonymously review your sales org. Once you do this, You get access to detailed reviews for ALL other sales orgs on the site. You can see ratings for companies across many different metrics such as: Culture and leadership Compensation Professional Development and Training Diversity and inclusion Etc. They also give companies aggregate ratings called a "RepVue Score" which they use to rank all sales orgs on the site. I like to start by sorting by RepVue Score and then I work my way down the list. G2 is a similar concept, But the reviews are product-based rather than sales org-based. You can find peer reviews for every software product you can think of on G2. This is important because it's much easier to sell a world-class product than a mediocre one. Your chances of success go up substantially if you're selling a great product. I like to start with G2's list of the 100 best software products for the current year. This allows me to check out each company on the list to see which ones are hiring. Remember, just like companies are evaluating you for a sales role, You're also evaluating them. This means you need to do your research before you even apply. Don't waste your time interviewing for a company that has a weak sales org or a bad product. You'd just be setting yourself up to fail.

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There are three types of sales managers AI is coming for: 1. The Antipeople Manager 🙅🏽‍♀️ 2. The Micromanager 🤢 3. The Figurehead 🙄 In chatting with the folks at Saleboat and Jake Wolpert this week, we went deep into the role technology can play in enabling reps with an assistant rather than creating a culture of micromanagement of compliance. Whether it be reminders / updates that would instead be covered in forecasting, pipeline reviews and 1:1s, tech could help managers win back more time to coach and develop rather than simply “supervise” the work. My take on this is the managers who miss the human component of the role become the ones replaced by AI/tech…while the managers leaning into the relational skills needing to drive higher performance can get time back + access better insights to support coaching and manager effectiveness. What say you though — what will AI mean for people managers? #ai #salesmanagement

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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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Co-prospecting If you’re an AE that finds it difficult to carve an adequate amount of time to strategically prospect and you have SDR resources, you should be doing it. During my 8.5 years at Zoominfo, I worked closely with my BDRs, and 8 got promoted: Sam Sheehy, Kyle Volpe , John Basile, Stephanie Siegart, Adam Toothaker, Mark Verrill, Jeremy Delphonse, Steve Nino Sorry if I’m forgetting anyone. Here’s how it works: 📝 Map out your target accounts and identify the key people you want to meet with. This should be the cream of the crop. 🤝 Work with your SDR on messaging. It’s important to incorporate any ideas they have with your own. 🎯 Write an authentic personalized message. Give the prospect a unique compliment, give them insight into the problems you solve with an example, and without being overly salesly. Keep it short and simple. 🏹Finally introduce your BDR on the same email. This is setting them up to call them. You can always drip more content/ messaging. Be sure to follow up with some value. Remember it might take 10 or more touches to land the meeting. This day and age people send video, direct mail campaigns, etc.. This can all be a part of it. But remember not to overdo it. I personally stick to good customer stories. 🏋️This way you’ve done some heavy lifting for the SDR. If the prospect read the note, they are expecting the call, and have already been introduced to you and your company. 📞Now say you’ve done just a handful of these each day, say 5 on average. On Friday, you’ve got 25 calls you can make, easy. Do joint calling sessions with your BDR. Watch what happens to your opportunity creation results. This was a huge key to my success over the years. Be invested in getting your SDR to the next level, they will be movitated to get you meetings and thank you for it. Yes, that might include, giving your SDRs a free meeting once in a while that you prospected. Remember, it’s a team effort. Start co-prospecting today and share some results. #sales #prospecting #coprospecting #sdr #bdr

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CSMs, your customer is ignoring your emails for these 5 brutal reasons: 1️⃣ They Don't See Your Value - Your check-ins feel like interruptions - Your QBRs look like vendor reports - Your "touching base" emails add to their workload Fix: Stop reporting. Start solving. "I noticed your team's login dropped 40%. Here's a 3-minute fix." 2️⃣ Wrong Audience, Wrong Altitude - You're talking features to a CEO - You're talking strategy to an end-user - You're sending technical updates to business leads Fix: Match message to role. CEOs get ROI. Users get quick wins. Managers get team impact. 3️⃣ Their North Star Shifted - The champion who bought your solution left - Their Q4 priorities just changed - Their budget is under scrutiny Fix: Realign or die. "Let's review your new objectives and rebuild our success plan." 4️⃣ They're Drowning, Not Swimming - 121 unread emails - 47 Slack notifications - 9 "urgent" projects And you want a "quick sync"? Fix: Make every interaction count. Send: "I found $50K in savings for you" Not: "Hope you're doing well!" 5️⃣ You're Not Speaking Business - You track activity metrics, they track revenue impact - You celebrate feature adoption, they care about business outcomes Fix: Translate everything to dollars. "Your team saved 82 hours this month using our automation = $12,300 in recovered costs" The harsh reality? Your customers don't owe you their attention. You have to earn it. Every. Single. Time. Your Next Move: Look at your last customer email. Does it solve a problem or create one? Does it save time or waste it? Does it show value or ask for attention? - Ready to elevate your game? ✨ Join thousands of others learning to ace their CS roles by subscribing to my newsletter. Discover broader horizons today! (link below) #CustomerSuccess #SaaS #CustomerExperience #CSM

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Seeing varied results from your SDR team? Here’s how I'd look at performance... 1. Check call, email, and InMail stats 2. Review outreach messages and call quality with Gong 3. Understand individual challenges and provide feedback 4. Identify and address skill gaps 5. Ensure effective use of Sales Nav, Salesloft, Gong, and other tech 6. Check morale and motivation; adjust incentives if needed 7. Learn from top performers and refine processes 8. Establish and review SMART goals How are you tackling performance discrepancies in your sales team?

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