Thomas K. Welker

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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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 a founder or GTM leader at a <100 person B2B startup, Daydream's developed a killer data toolkit to help you reach ambitious revenue goals. even if your data is a mess right now, we'll help you uncover & then operationalize data signals fragmented across your GTM tools, product usage, and the internet in order to close deals faster and more efficiently appreciate the shout out Kamil!

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Does predictable revenue feel like an unsolved mystery? 👽 Salesloft can help you crack the code and put your wins on repeat — from one-off wins to repeatable revenue. The truth is out there: https://lnkd.in/gkPkbvqC

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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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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

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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

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AE & SDR GIG - JULY START - LET'S MEET IN JUNE!! SELL A MUST HAVE - FEDERALLY MANDATED PRODUCT! AE & SDR REMOTE I am open to talking to ANYONE with a #saas sales background who has the BEST number$$ and wants to be apart of a #gtm team (less than 5 sellers) #seedstage #healthcare #healthaccesability 7M+funding as seed stage, they are very exec and tech tool lean. They hire from within (your boss was the first sales hire, taking the co $100k to $5m, and the head of marketing, was a founder at a company in a VERY similar space) Seed stage start ups take work! Helping to refine & increase average deal size, build predictable revenue. Fight for funding. build a book, reduce customer churn total forecasted headcount in the next 60 days 4 headcount: Account Executives (w/csm and am work) no renewal quota 2 headcount: Sales Development Representatives 1 to 1 AE to SDR ratio Deal size: $25k-$30k Sales Cycle: 2 weeks - 1 month Tools: HubSpot Apollo.io Orum verticals: #homehealth #nonprofits willing to interview people with #hr #healthcare or even people selling into small biz at #yelp you can sell into: 💲 ANY industry 20-500 employees - no territory, segments or verticals 💲 TPAS 💲 HCM companies 💲 Brokers this solution is a MUST have product, solves real problems based on #federalmandate with this direct to primary care, mental health saas tool, requires high volume #physical exams they can be done here AE salary $75k base - $150k OTE $85k base- $170k OTE $95k base- $190k OTE monthly quota = your salary (for example closing $75k/month) SDR: $55-$60k base Quota: 25-30 qualified, attended meetings offering $200++ attended w/ hr & c suite SDR growth: head of sdr AE growth: head of csm/am/enablement/rev ops Decision makers: HR managers, CEO/SVP ops 75-100 dials per day AEs work closely with small CSM team to help onboard, keep clients to their success measurements, and reduce churn (no expansion, retention quota) they really appreciate reps with top of funnel and post sale exp hired in 3-4 interviews (after meeting me!) 1) meet with your boss, VP of sales - 30 min via zoom 2) meet with the head of marketing/head of engineering, who has built sales programs internally/ been at earlier stage orgs (series b) or potentially panel - 45 3) exercise: cold calling with your direct boss (first call) for #sdrs and #discovery call #accountexecutives- 30 very phone heavy, leaders like to solve problems via email with colors, emojis and visuals - they have sequences that work, after you set meetings at scale, you can start bringing ideas to be creative since this solution is sold to #hr teams and companies 20-500 employees, they are open to someone coming from #hr solution like #adp or any earlier stage startup startup experience is NOT req and this is a great chance to grow your skill set and be apart of a "no brainer" solution and company INTERVIWING ASAP! call me beep me if you wanna reach me

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Are you contemplating hiring an #SDR or partnering with an outbound sales agency like The SD Lab here’s what you should consider. The OTE of an SDR is $80K/year plus benefits & incidentals. You will need to purchase an assortment of the following tools: Data Sales engagement CRM Dialer Google Workspace Domains Communication tool like Slack Scheduling Now the total cost for am SDR internally will cost you around $140K a year. When you partner with us for example you are getting the following: Data Sleeve engagement Parallel dialer CRM Video Slack for asynchronous communication Dedicated SDR for 20-25hrs a week Project manager Sales leader advising you along the way Now your cost for a 6 month engagement is $48,000. Hope this helps if you are trying to decide which route to go. I’m happy to chat & walk you through either path! #SalesDevelolment #OutboundSales #OutboundProspecting #LutboundSalesMotion #GrowthPartner #TheSDLab #TheOutboundSalesGuy

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AEs make life changing money. (Just for hitting quota) 𝗛𝗲𝗿𝗲 𝗮𝗿𝗲 𝘁𝗵𝗲 𝗻𝘂𝗺𝗯𝗲𝗿𝘀: 1. SMB = $140k 2. MM = $165k 3. ENT = $255k And if you get really good... The numbers only go up from there. That's why I think sales is one of the best careers of all time. So if you're thinking about it at all... My advice is to make the jump. Life's too short not to go for it anyways. - Mike G 👉 Join 10,000+ sellers getting (my free!) Sales Newsletter here: https://lnkd.in/gwQVvVBK

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HIRING NOW: ENTERPRISE & COMMERCIAL AE - SaaS - Automation - $ALES & MARKETING account signals and insights SaaS tool 💸 Commercial Account Executive: $125k base 50/50 split - $1m quota 💸 Enterprise Account Executive: $150k base 50/50 split- $1.2m quota Actual inbound leads - $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs are responsible for renewal #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org of less than 200 employees - selling a complex solution - ideal experience selling into #gtm #salesleaders or desire to Selling into other SaaS orgs! work with clients like GitLab Notion MongoDB and MORE - providing insights on how their #gtm can do more with less, and make more $$ In a world of tech, where everything is connected it is more possible than ever before to build connections between your current clients, and your ideal prospects This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent - $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. An ideal rep understands sales strategies including #productledgrowth and #productledsales MUST BE HUNGRY, LOVE BUILDING PROCESSES and have experience working in a startup get on my schedule! 206 747 9724 #accountexecutive #commercialaccountexecutive #enterpriseaccountexecutive #gtmsaas #gtmsales #salesjobs #salescareers #bestfootforward #softwaresales #saassales #salesdevelopment

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Make AEs your first sales hires, not SDRs. I’m often asked what the 1st sales team should look like. Do you hire founding SDRs or founding AEs? I recently asked Ben Miller what he thinks. Here is what he shared: You should hire x2 AEs as your founding sales team. You need people who can do everything. And you need AEs who can build their own pipeline. Hiring the 2 at once ensures you still have momentum if 1 doesn’t work out. But you need to hire the right kind of AE. You need to find the balance between someone that can execute very complex sales processes and deliver revenue, with someone that has the flexibility and dynamism you need in a startup environment. So if you are looking to transition from founder-led sales make sure you nail that 1st AE hire!

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💡 YouTube #DemandGen campaigns should be reconsidered as a video-first, conversion-driven strategy rather than a search-focused tool, as they predominantly deliver video ads, generate more conversions per pound with video content, and offer controls to optimise placements on YouTube for maximum impact on the lower funnel.

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The AEs and SDRs from 5 years ago are the CROs and VPs today. This may sound somewhat self-serving, but here it goes. It’s been cool to see the goodwill I created with those AEs and SDRs over the years turn into meaningful opportunities, pipeline, and revenue for Copy.ai. This has never been the primary intent of my presence or content here. But I will say, it’s a nice benefit. Build trust, provide value, be kind, build your network. It’s worth it for many reasons. #sales #sdr #gtmai

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Outbound sales rhythms are critical. Want to really understand your ideal customers? Ask them. Outbound lets you have real conversations with the people you want to work with. No guessing, no relying on market trends. Think of outbound like user interviews. You're... ☑ testing your messaging, ☑ learning pain points, ☑ figuring out what excites your ideal customer, fears, or frustrations. And every call makes your pitch stronger. Ready to get to know your ideal customer better? Time to pick up the phone. Let me know in the comments – how do you use outbound to learn about your market?

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SDRs don't work for AEs.... In fact, AEs should work for SDRs. If you're in a position to have an SDR helping you crack meetings you need to point them in the right direction with the right messaging and use cases. SDRs aren't your assistants. They're the tip of the spear. Cole Praver 🙌 #sales

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Can we stop calling SDR agencies, sales because they aren’t. -There are exceptions to this rule. Il mention them later But for the most part the majority of them, come from one industry vertical where they have been extremely successful at selling the meeting at all cost. On the surface this looks great, you get booked calls in your calendar cheaper, faster, and easier you can do this internally. Match made in heaven right? But let’s take a look under the hood. These very experts, by their own admission, have never been exposed to the following elements of what traditionally is classified as sales. Raising this very question on a Dale Dupree post yesterday. “Its an important point you raise Dale Dupree.. I find similarly, when those that come from Sales Led Growth / Set meetings at all cost, internally or at agency... Commenting on what happens in commercial aspects of the deal ; → Cataloguing the market → Contract Size minus operating cost and margin → How to build an RFP/Tender/Formal Bid → Live Quoting Days + Live Quoting days to multi vendors  → Commercial Credit - Requirements - Operating time, Scores  → Legal - Process - Pro forma - Clauses  → Communication Plans - Land and expand - Contract Penetration Sure, it gets a reaction in the LinkedIn Ecochamber...By MORE of those that have never done or seen those aspects, and often those posts go viral. But it’s only highlighting to the minority that have been in those aspects for decades, some of these larger accounts actually know no commercial aspects whatsoever.  CT Falk, George Coudounaris and a few others and I, plan to change that.” Monthly advance for deals that will churn and fall over, this is currently hidden in your money ramp flywheel. But not for much longer, what happens when the money flywheel runs out? You then need to better understand commercially viable business right? Are you going to get that from an agency that has never done it, and never seen it? I was pretty good at AFL - Australian Football League but I don’t pretend I can play National Rugby League cos the ball is the same shape… Now, as stated THERE are exceptions, SHOUTOUT, to the sales as service agencies who do actively ask and engage to learn parts they dont know. But this is also why you need a commercial plan, that ties your marketing, new business, and actual sales pre and post sale together. We can help you create this commercial plan, and set your business up for end-to-end service delivery. Here's how we do this: + we audit your team, job functions, channels, buying experience + we hone in on the gaps, and provide you with the right commercial plan to move forward The result? You're set up for end-to-end service delivery Bringing your sales, marketing and customer success in complete alignment. ↓ A modern Go-To-Market strategy that allows a business to grow and keeps customers happy. Backwards to go forwards. #ClosedCircuitSelling #Marketing #Sales #Revenue

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SDRs and AE's - There's always a next Q. Here's what I'm doing to set myself up for success moving into a new Q after a couple of weeks away: 1/Auditing outbound blockers - I take a look at my current outbound blockers and decide what worked and what didn't. Simple, I keep what worked and rejig what didn't. 2/Edit and adapt scripts - I'm a big fan of A/B testing so I take time to edit and adjust my scripts to test a new concept I've found or cut out something that wasn't effective. These aren't wholesale changes just simple tweaks. 3/ Find my outbound channels - I take a look at my outbound channels and choose which to focus on. My favourites tend to be Lost opps, past customers (LI sales nav), Event attendees and customer lookalikes. 4/Cut any non-essential internal meetings - time is of the essence as a rep, so making sure you're ruthless with your time and spending it on pipe building or closing activities is essential. 5/Reflect on small wins - Even though the scoreboard has reset. It's essential to stop and smell the roses from last Q, and revel in your wins - even just for a little while. Use it as fuel that you have the ability succeed but still so much to learn. 6/Self-development goals - Each Q I set myself a self-development goal, last Q was Salman's discovery course (highly recommend) and this Q I'm targetting MEDDPICC. As well as big self-dev goals for the Q I also have regular 30min blockers at the end of my day, to make sure I'm sharpening my skillset. Anything I've missed?

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Hey SDRs and SDR Leaders. important update of skills you must have Software Defined Radio Sustainability Disclosure Requirement keep an eye here for more tounge and cheek hints.

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