Steve Dickerman

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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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

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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 know your ICP and you know deals close when you have demos w/ a specific decision maker, in the right industry, at the right company size, at the right time - then your team’s leading indicators should be focused on the activities that drive that desired result.

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Use your resources. If you're an AE, use your manager, solutions engineers, marketing and product to ensure you put yourself in the best position to win a deal. If you're a manager, use other managers and your leadership team to gain insight, improve strategy and leverage data to achieve your goals. The Raken team collaborates across departments to ensure we are executing at the highest level at all times. Do you use your resources enough?

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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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The same page… AEs, SDRs, CSMs & renewal managers How are you tracking to your goal achievements 🎯? Some mid-year reminders for the team. - Re-align to find out what has changed in your shared account(s) - Stay connected on a regular cadence - Build report and trust - you want to rely on each other - Meet in person if possible - see previous bullet - Enable tough feedback sessions - so important - Share current customer status and revisit top priorities - Strive for a unified front & strategy - Known when to engage leadership - target this as a step - Share your success metrics, KPIs, and percent to goal Success is a #team sport Have a great day!

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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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SDRs can be taught to be AEs SDRs can be taught to be CSMs [shoutout to Eric Partaker for the post inspo] Also... SDRs can be taught to be Managers SDRs can be taught to be Marketeers SDRs can be taught to do almost any role Fact: It's better to hire someone who is 60% ready with the right behaviours. Than 100% ready with the wrong ones. SDRs deserve a chance. Do you agree? PS. Share ♻️ with others in your network. And follow Chris Ritson for more sales content like this.

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🤯 “Ramping up SDRs, AEs and CS people  takes us no less than 6 months.” 💣 🙈 This is what I heard on a recent demo from  a CRO of a rapidly scaling tech business. 📈 Time to efficiency is a struggle Heads of Sales Enablement and Customer Success are going through across their commercially-driven teams… 📖 At the moment, they expect internal  sales and CS decks, call recordings,  business pitches, etc. should do the job. 🙄 But it doesn’t! 🗓️ They're wasting too much time for people to start performing, closing deals, effectively onboarding customers, reducing churn & upselling… ❌ Sometimes, they still don’t perform... And then guess what? Off leaders go through to recruiting mode again starting from ground 0. 🎯 Hence the need for action-based learning.  Not just passively reading through PDFs  and listening to call recordings. 👨‍💻 Below are some use cases we see our customers here at UJJI AI ✨ leveraging our tech for: 🔸 Business-specific lead gen and outbound 🔸 Pitching quick and easy over the phone 🔸 Delivering demos and answering queries 🔸 Effectively onboarding new customers 🔸 Efficiently implementing product features 🔸 Practising great customer support 🔸 Guiding customers to upselling 🚀 Ultimately, growing tech businesses comes down to predictable new business development, high customer retention and low churn. 💬 So, DM me if you want to see examples  of AI-powered. easy to build and consume knowledge equipping experiences. 👇 Anything to add to this, Sales and CS leaders? Gautam Rishi Rohan Dickinson George Heron Russell Mitchell Callum Hartley Jon Teale James Dixon Seán Colfer Caroline L. Guy Rubin Jake Carter David Muscat Arun Raveendran Steve Eveleigh Ayo Kukoyi,

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From a Buddhist perspective, this statement highlights the profound influence of relationships on our well-being. Our interactions with others, including our managers, shape our mind and heart. A good boss fosters a supportive, compassionate environment, reducing stress and promoting mental peace—much like the Buddha taught about harmonious relationships. However, true peace comes from within. While external factors, like a kind manager, can uplift us, our ultimate mental health depends on our ability to cultivate mindfulness, detachment, and equanimity. We should seek balance both internally and externally. #Mindfulness #CompassionateLeadership #InnerPeace #WorkplaceWellbeing

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Sales Folks especially SDRs and AEs We live in a virtual world now; most calls happen virtually, especially if you are in SaaS. In such setups, your presentibility over video calls matters a lot. Make sure your lighting is on point and if you feel you are in a bad place where the lighting is not that great there are gadgets available for your laptops to enhance the lights Imagine you go on a call and the other person is barely able to see you, it won't make the other side feel that comfortable talking to you. These small things matter and create differences so if you are reading this post and your lighting sucks get it fixed immediately. Have a Bright Wednesday!!! #smallthingsmatters #lighting #saas #sales #sdr #ae

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🎓 Come ready to learn or don't come at all! 📈 I hear it all the time... - MSP Sales is hard. - My clients don't want to come to my QBR. - I upsold my best client to $300/seat and now they want to leave. What if I told you that you're doing it wrong? And the good news is that Empath has a solution for problems like these. We call them AMAs. It's when we bring experts in to talk about your biggest problems... and tomorrow I'll be joining you to talk about your sales and account management struggles - because getting it right is easier than you think. Register to join the call here: https://hubs.la/Q02C703z0 #SalesSkills #AccountManagement #TeamGrowth #EmpathLearning

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11 things world-class sales development teams DO—and what the worst teams DON’T Insights from... → Outbound Squad's experience working with world-class teams at Gong, Shopify, Rippling, and more → Orum's 2024 State of Sales Development report Commentary on how the best sales development teams... ✅ Use AI responsibly ✅ Retain top talent SDRs ✅ Align with AEs ✅ Deal with low-pick up rates ✅ And plenty more 👇 P.S. Watch this video for our full commentary: https://lnkd.in/eBFYfnU3

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when a first time #vpofsales realizes that revenue needs to keep coming in even though you work full time trying to fill open #salesheadcout recruiting to source & secure IDEAL talent is more than a full time job ⏲ 🎯 if you would prefer to talk to TOP passive reps vs whoever happens to catch your ad & dm - it FREE to review our referrals 🎯 ➡ all of our candidates write you a #cadence to your #idealbuyer too so you know before you take any precious pipeline time that they know how to solve your problems ⬅ 🆓 you only make the investment when you know our candidate is better than ANYONE else 💹 focus on revenue and nurturing relationships with the best of em 💰 #sales #saassales #softwaresales #gtm #firstimevicepresidentofsales

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Every sales leader I know has a goal to "be more data driven." Those same sales leaders work constantly in ungoverned, stale spreadsheets and manual edits. Why do they do this? 1. Salesforce is never 100% up to date or accurate 2. Leaders have their own context to add 3. Aggregate views for forecasting require more tempering than a deal by deal roll up Sigma saves our sales leadership team tens of hours per week in forecasting alone. See how my boss Mike Gerardi had a hand in building our process here:

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October has 23 business days. That is 3 more days than the 20 that most months average. If you're in SMB sales, you know that every single day counts so make the most of those extra days this month. The Raken SMB team is leveraging those extra three days to build more pipeline, execute on trials, ensure next steps fit within this month without forcing a meeting too early and are trying to get a huge jumpstart to Q4. Take advantage of October and start your Q4 off with a bang! #smbsales #saassales #sales #salesstrategy #salesleadership

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