Selina Stuller

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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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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SDR Managers are simple creatures. Here’s how to impress and SDR manager in an interview.

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SDR Leaders: “I statements” are killing your reps! Are your SDRs inadvertently making conversations about themselves? It's time to shift the focus. 🚫 "I think it would be a good idea for you to speak with one of my AEs..." 🚫 "I would love to show you our platform..." These "I" statements put your company and SDR first. They scream, "This is how I get paid!" Let's flip the script. The Golden Rule of SDR Conversations: -It's never about the SDR. -It's never about your company. -It's always about the prospect and their pain points. Action Steps for SDR Leaders: -Stomp out "I" statements during role-plays -Train SDRs to disconnect from the outcome (h/t Josh Braun ) -Emphasize: Not every prospect is a fit, and that's OK Remember, there are plenty of fish in the sea. Coach your SDRs to focus on understanding the prospect's needs first. If there's no fit, move on gracefully. By making this shift, your SDRs will build better relationships, have more meaningful conversations, and ultimately, drive better results. But I could be wrong 😑

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Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

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SDR leaders, 9 questions to ask yourself before you wrap up the week: 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂 - What did I do well? - What didn't I do well? - What should I do differently next week? 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂𝗿 𝗧𝗲𝗮𝗺 - What did we do well? - What didn't we do well? - What should we do differently next week? 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂𝗿 𝗥𝗲𝗽𝘀 - Who performed well that I can recognize? - Who struggled that needs more support? - Who can I spotlight for success stories? Doing this every Friday is a surefire way to keep you and your team improving. Happy Friday, y'all.

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At Mixmax, we drink our own Koolaid. As in, our own sales reps, like Brandon Butron, use Mixmax every single day to: - Start more conversations - Grow pipeline - Close more deals We’re not B.S.-ing when we tell you we KNOW your struggles. We face the same ones. Brandon graciously offered to show you what a day in his life as a lead SDR looks like. He (obviously 😅) uses Mixmax daily to prospect and book meetings. Here’s how he gets it done ⬇️ #Mixmax #salesengagement #SDR

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Ready to be a Mixmax pro?!?! Join us today at 11am PDT! Whether you're an SDR, AE, or CSM... We're covering all the best practices to how you can be most successful with Mixmax! Not using Mixmax yet, but curious... This masterclass is also for you 👈

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🚀 It’s been a busy and successful year at EliseAI, and our SDR org has seen a ton of growth and success! Our SDRs at EliseAI are not just crushing quotas—they’re pioneering new roles and developing quickly into Account Executive positions! We’re looking for hungry and talented individuals to join our team as we expand even further in 2025. A big shout-out to some of our high-performing SDRs who have set new standards, exceeded their goals, and earned well-deserved Account Executive promotions this year: 🎉Jordan Greenspun & Hannah Dienstag: Both consistently crushed their goals as SDRs, helping us break into the SMB segment and earning their way to become our first-ever SMB Account Executives. They’ve set a high bar and blazed a trail for future SDRs! 🎉 Elizabeth de Campos: Crushed her goals and helped take our expansion efforts to a new level; Liz’s drive and contributions helped pioneer a brand-new role—Regional Account Manager. She now supports our Strategic Account Executives, acting as an AE within our active customer base and driving expansion within existing customers. 🌟 And it doesn’t stop there! Beyond these promotions, several SDRs have advanced to Senior SDR roles (Josh Mauriello / Michael Rapoport), building a strong talent bench as we look to expand these teams even further next year. We’ve also seen SDRs transition into specialized segments (Will McGuire / Morgan Devine / Kai Hirschmann Salerno), such as dedicated Expansion Reps and Change of Management Specialists. This highlights how, at EliseAI, you’ll be part of a team that truly invests in its SDRs, offering opportunities to pioneer and shape brand-new departments. If you strive to exceed your goals, quickly grow into Senior and Account Executive roles (or help create a new one), and help shape the future of EliseAI, I'd love to chat with you! 👉 Join a fast-growing startup and be part of a winning culture with proven success to grow within the business: https://lnkd.in/eayA95xS #hiring #SDR #salesdevelopment #sales #growth #careeropportunity #startup #teamgrowth #EliseAI

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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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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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Unlock the power of revenue intelligence with Chorus by ZoomInfo. 🔓 From identifying risk factors to tracking essential communications, Chorus helps you stay on top of every opportunity and prioritize your accounts. Watch as Solutions Consultant Anthony Cruz shows how to gain key insights into your deals and optimize your sales strategy with Chorus. ⬇️

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👀 Want a peek into how our CRO is crushing it with Gong? Whether you’re a CRO yourself or just curious, check out the video below for some killer insights!

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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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The average SDR is making $85,000 The average SMB AE is making $130,000 a year. The average MM AE is making $165,000 a year. If you crush it as an SDR, are at a company that actually promotes top talent, and continue to perform as an AE you can literally double your income in just a few years. How cool is that? I teamed up with RepVue and put together a few resources with some more details on salaries based on roles... check it out. SDR salaries & a list of high paying SDR Roles: https://lnkd.in/gqfUbnqR SMB AE salaries & a list of high paying SMB Roles: https://lnkd.in/gcpnQ_Xt Mid-Market AE salaries & a list of high paying MM Roles: https://lnkd.in/gPd-RHCb Ent AE salaries & a list of high paying Ent Roles: https://lnkd.in/gibqD9Gv

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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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Want to win more of your pipeline? 💰 Multi-thread It’s one of the most important things you can do to help drive urgency in your sales cycle Most mid-market deals include an average of 6-10 DMs Enterprise deals can include upwards of 20+ DMs The trap that a lot of sellers can fall into is over-relying on your champion Champions are great - don’t get me wrong It pays dividends to have a champion but it’s 10x when you have 3-4 champions advocating on your behalf Unfortunately most buyers don’t know how to buy so our job as sellers is to educate our buyers on how to effectively buy a solution to solve their problems & it’s actually pretty simple to do Take a look at your closed-won deals - especially your high value deals Who all was involved? Who is currently involved? What was the buying process like? What unexpected obstacles did you have to overcome? Use this as a roadmap to educate your prospects on how to buy I love multi-threading at the end of discovery in driving next steps (and farther along the sales process as well) Here’s a quick talk track you can easily apply when driving next steps with prospects: “Next steps typically involve looping in ABC partners (this could be higher level DMs in their function or other cross-functional leaders who are involved in the buying process for your service/offering) to discuss XYZ priorities (this should be the key initiatives your prospect is looking to solve/improve/attain in implementing your solution). We want to make sure that we’re all in alignment and moving in the right direction together. We usually see that looping in cross-functional partners early helps us to uncover potential roadblocks that we’d need to account for and improves our collaborative efficiency. What does your buying process look like and who is usually involved? Would it make sense for us to go ahead and loop then in on our next call?” Why it works? 1️⃣ You’re educating the buyer on who’s typically involved with the buying/implementation process at other similar organizations 2️⃣ You’re collaboratively driving next steps and confirming the prospects buying process 3️⃣ You’re using multi-threading as a way to add value (helping reduce unforeseen roadblocks and improve efficiency) 4️⃣ You’re reducing the internal selling effort required for your champion (again - adding value) Expand your reach by broadening your decision-making unit through multi-tasking and watch your sales cycle shrink What other tips do you have for multi-threading within your pipeline? Happy selling, friends!

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Prospecting just got FASTER 🚀 With the new ZoomInfo and Clari Groove integration, you can add leads from ZoomInfo directly into Groove Flows. NO exporting, NO importing, NO manual steps. Now, your team can engage high-potential prospects instantly with accurate, Salesforce-synced data. Want to learn more? Check out our blog to explore real-world use cases and see how this integration transforms prospecting for revenue teams: https://bit.ly/3YvmFri

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How did ZoomInfo Copilot help Account Manager Dave Howell close a $195,000 deal? 🤔 From surfacing insights about customer sentiment and product interest to identifying a C-level decision-maker who helped seal the deal, Copilot empowered Dave with everything he needed to win his client's business. Watch the full story below. ⬇️ #ZoomInfoCopilot #sellbetter #gtm #zoominfo

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