Trey McLamb

This is exactly what has been missing in sales development. With the challenges organizations are now facing to strategically outbound target companies, sales leaders are blind to the invisible funnel. Decoding B2B outreach is the path forward. #salesdevelopment #outbound

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A fat pipeline is the path to quota right? (wrong!) A QUALIFIED pipeline is. What if you looked at the perspective of qualified pipeline... and applied it to your LIFE? --- Business Impact --- Travel the World --- Serve Customers --- Have Date Nights --- Create Experiences If you were writing the plot to your book or movie. What does GOOD look like? With your.... --- Health --- Family --- Finances --- Spirituality --- Experiences --- Job and Career --- Learning and Creativity Let's "Build our Life Resumes" (shout out to Jesse Itzler for preaching this) MORE... --- Passion --- Alignment --- Fulfillment --- Deep Work --- Intentionality LESS... --- Busyness --- Perfection --- Overthinking --- Expectations --- Promises for Tomorrow "Life is not about waiting for the storm to pass, but about learning to dance in the rain." ~Vivian Greene Follow #leadwithmeaning for more content like this. #mindset #coach #psychology #growthmindset #philosophy Seeking clarity, purpose or alignment? 📌DM me to connect 🔔Follow me and learn more ♻️Found this helpful, repost for others

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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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Big news from Gong! 🍾🥳 It’s inspiring to see how these innovations are giving teams better ways to manage their pipelines, forecast, and coach—all while staying focused on what matters most. Can’t wait to hear from industry leaders about how they’re using these tools to transform their businesses! 🚀

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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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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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SDRs and AEs are sending way too many emails these days. All you need is 4. 𝟭. 𝗧𝗵𝗲 𝗙𝗶𝗿𝘀𝘁 𝗘𝗺𝗮𝗶𝗹 Jill, looks like your team’s growing quickly. How’re you planning SKO for all your new AEs? We help sales leaders pick everything from destination, flights, meals and events. Simply put in your team size and budget and we’ll give you all your options in seconds. Curious to learn how? 𝟮. 𝗧𝗵𝗲 𝗥𝗲𝗽𝗹𝘆 𝗘𝗺𝗮𝗶𝗹 Here's a quick video showing how you can plan SKO (flights, meals and events) in less than a minute: [insert video] ♻️ And then repeat that (a week later) with a new pain point That's it. 𝗠𝗼𝘀𝘁 𝗜𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁𝗹𝘆: Don't send break up emails. Those get marked as SPAM. What cold email tips do you have? - Mike G 👉 Join 7,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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Great discussion with my team this morning on show-up rates for booked meetings. Traditionally, our org followed a two-step SDR > AE sales process. However, the new crew I'm leading are full cycle — these AEs now handle their own prospecting, and that's the best part of the job! As AEs take on more responsibility for building pipeline, we're focusing on early call structure, setting expectations, and offering clear value to lock in the next steps. Every conversation is a mini sale — we aim for full buy-in at every step. Ghosted meetings lead to calendar bloat and endless follow-ups, so it's crucial to drive urgency and clarity. Are you a Full Cycle AE or have experience leading a FC process? Share your key pillars for driving up show-up rates! #Sales #FullCycleAE #saassales #softwaresales #smbsales #mmsales #enterprisesales #aelife #sdr #salesdevelopment #salespipeline

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One of my AEs closed 20+ customers last month. His best tips: 1. Have a strong follow up cadence in case you get ghosted. Even if you're the best seller people get busy and will stop responding. His cadence is over 100 days of value touch points. A lot of people come back because of this. 2. Set calls until the deal is done. At no point should you be waiting to hear back about what's going on. Make sure to schedule next steps live always. 3. Fight to win every customer, no matter how small they are. You never know how fast they'll grow or how things will play out. Plus, it's just the right thing to do. 4. Know your competitors inside and out. Ask about them in discovery so you know who you're up against, how your different and how you can best position your solution. Spend a lot of time studying this and perfecting your talk tracks. What's your best tip for closing deals? - Mike G 👉 Join 8,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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I've promoted 30+ SDRs to AEs 🥳 (how to do it and hit the ground running) 𝗚𝗲𝘁𝘁𝗶𝗻𝗴 𝘁𝗵𝗲 𝗿𝗼𝗹𝗲: 1. Learn how to do discovery calls and demos. Study calls. Make this the focus in your 1:1s with you AE buddy. Do mock calls with your peers. Prepare ahead of time so you're not scrambling. 2. Focus on performance. Do whatever it takes to get great results in your current role. Easiest way to stand out and get the opportunity to interview. 3. Know your numbers and strategy. Be able to speak in detail about your results to date, where you stack up, why that is and what you're working on to improve. 𝗢𝗻𝗰𝗲 𝘆𝗼𝘂 𝗴𝗲𝘁 𝘁𝗵𝗲 𝗿𝗼𝗹𝗲: 1. Commit to working as hard as possible. SDR to AE is the biggest jump in sales in my opinion. Especially if you're selling a complex product with 1, 2 and 3 year commitments. 2. Be super proactive. Ask your manager/team a ton of questions. Loop your manager into calls. Ask them to review calls and give you their harshest feedback. Use every single resource at your disposal. 3. Be ruthless with your calendar. Only go to meetings that are absolutely necessary. This means saying no to things that are great and really blocking time to study, drive revenue and outbound. What tips would you give SDRs looking ot make the jump to AE? - Mike G 👉 Join 5,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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The worst part of sales is when the CFO opens your Docusign and doesn’t sign. *Immediately get a Slack from leadership asking when they will sign* The best part of working in sales is when the CFO signs the Docusign and the deal converts. One of the things I learned years ago is to always add the buying committee on Slack so that you can meet your customer where they are. I had the CFO on Slack and he told me he was going to sign today so I confidently responded with a screenshot of my Slack message. Key takeaways: - Stay calm - Add your customers on Slack - Get everything in writing - Trust the process Happy End of Quarter to all the AEs out there. You got this!! 👊🏼👊🏼

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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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Two months into the WINN.ai journey and I have some neat observations from the many conversations with Rev Ops, Sales, Enablement leaders. #1 challenges around the CRM not having the details needed for overall deal visibility. (tough to coach, tough to win) #2 forecasting is guesswork (maybe linked to #1) #3 most companies are using a call recording software but very few managers are actually watching calls (lack of bandwidth) #4 platform fatigue is real. people are tired of more tech and more sites to log into

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Saw this on Reddit: Does Gong make employees post on LinkedIn? Imagine if the Reddit users saw our internal KPI dashboard with all our posts, likes, and impressions. Sales Managers every Forecast meeting: "You haven't posted yet today, Brian. You committed 5 posts by EOW." [Kidding] Can't speak for others but I'll peel it back for me. Why: ➟ I post for me - they are reflections + reminders ➟ I post for you - I've learned valuable lessons (positive + negative) in my 5 years in sales. I know they can help others. Who: ➟ Sellers ➟ Aspiring sellers What: ➟ Usually sales content but anything I'm going through How/Where: ➟ Short-form: 1x LinkedIn, 3x Twitter [daily] ➟ Long-form: 1x Newsletter [Each Monday] ➟ Playbooks: ClosedWon [2 paid, 4 free] Them: So then what's your long game here? Me: I am 2 years in and it's already changed my life. What bigger game is there than that? 🤔 🦙 P.S. Join 12,985 sellers choosing to level up on the (free) weekly newsletter: https://lnkd.in/gjeVd_U8 So close to 13K! :)

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Hey CROs: Don't hire a "RevOps Team of One" until you really understand what you're getting into. Let me explain. Why you (should) want RevOps: - You need to build the GTM team - You need to set the vision and lead the team - To do this effectively you need a lot of operations - You need an Annual Plan, Territories, Targets, Quotas - You need goals and metrics across sales and marketing - And you need your systems integrated, working, used daily So, you hire a RevOps person to do this for you But.... - Systems updates are endless - Requests flood in all day every day - You need a technical person for this - But this is all they will have time to do - And often it is all they know how to do You've hired a Salesforce ninja and they're going to have more requests for updates to Salesforce than they have time in the week. Many of those requests will be for things that aren't important but they likely don't have the GTM expertise to prioritize the work. And even if they could, they don't have the expertise to do everything else. So, you, as the CRO, are left with.... - All the "strategic work in RevOps" - Annual Plan, Territories, Targets, Quotas - Aligning goals across Sales, Marketing, CS - Analyzing your GTM metrics on a regular basis - Planning a RevOps Roadmap and prioritizing items - Etc. Do you have time to do all of this? Is building and leading the entire GTM team a part-time job? If not, here's what you're left with: 1. You have less time to do what you're best at doing 2. Your RevOps person is doing a lot of low-priority work 3. Some of the most important work is done poorly or not at all 4. You and your "RevOps Team of One" are both exhausted What else am I missing here? 🤔

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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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1 in every 4 senior sales leaders believe their team would be better off WITHOUT enablement. I nearly snapped my neck doing a double take at that data. Imagine how you’d feel if you knew that at least one person on your sales leadership team thought performance would go UP if your team was shut DOWN. What’s even more puzzling is that 99% of those same leaders believe in the effectiveness of good training. What this tells me is that sales leaders believe in the power of good training and coaching, they just don’t know where to find it. If you want to see more performance data like this along with a host of other insights, comment “show me the new way” and I’ll send you the full report. In the meantime, here’s 3 realizations that changed the way I talked about Enablement to my senior leadership team to ensure they’re not part of that 25%. 1/ Enablement isn’t about seller performance. It’s about buyer confidence. When I made this shift in thinking, I stopped focusing on what information I needed to PUSH onto sellers and started focusing on what intel I could PULL from buyers. Trigger Events Past Buying Process Internal Company Language Flow of internal Communication Conversation Intelligence is a goldmine for buyer insights that should fuel everything else you do. 2/ Sales training is almost never the answer. It certainly can be a PART of the solution, but if you don’t have... solid processes clear expectations actionable feedback measurable coaching then, your sales training won’t be worth its weight in salt. Before thinking about what kinds of training you can add, think about the environmental obstacles you can remove. 3/ Focus on outputs over outcomes. Everyone wants to talk about the ROI of enablement, but if you try to take credit for that 6% increase in win rate last quarter, you’d better be ready to take the blame for the 4% decrease this quarter (and all that comes with that). What’s much easier to prove is the difference in quality of your team’s output quarter over quarter. Think about the things your reps are creating: Territory Plan Account Map Business Cases Mutual Action Plan Build a rubric to measure the quality of each output and have your sales managers assess each one, then tie that back to more lagging indicators like win rate and AOV. You’ll have a much more believable (and less volatile) case for the impact of enablement.

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A lot of teams in annual planning make the decision to move into a new market and ask reps to prospect new accounts in order to expand the CRM. RevOps teams try to compensate using industry codes and firmagraphics to add accounts en masse from ZoomInfo or Cognism or Clearbit. But industry codes and firmagraphics are unreliable and vague, so a lot of junk gets added. New reps aren't the best judges of quality accounts, especially moving into new markets, so even more junk gets added and time gets wasted. Gradient Works customers can take a list of your target customers and identify look alike companies that don't exist in the CRM, then automate your territory management to ensure those accounts are covered. Check 'er out below and let me know if you want to see a sample list of your target customers!

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I’ve spoken to 10 SDRs and AEs over the last month who are struggling with the ups and downs of sales. Here’s the concept I tell them: You need to get really comfortable with the idea of acceptance. It’s not about detaching from the outcome, it’s about detaching your self worth from the outcome. It’s okay to be okay with where you’re at in life (or sales) and not beat yourself up. This can help you let go of what you can’t change so you can start taking action against what you can’t actually control. That’s a formula for being able to start down a path of living and thinking a new life for yourself. Lastly, our current state is a sum of our prior choices, habits and actions. If that’s true, then we can start taking action today towards who we want to be in the future. If you’re in sales, start taking personal inventory today: -Where are you at? -Where can you improve based on data? -What daily actions do you need to take to get there? -What are the things you can’t control that you can let go of now?

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