Tyler Gronski

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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To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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SDRs & AEs: Stop trying to validate your product / service with your prospects. Instead, look to validate the problem you know they might be running into based on your research and other customers similar to them. Apply this to every ounce of your approach and you might just see your conversion rates increase. Thank you for reading another one of Natoli's Nuggets!

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

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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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Struggling with churn? Validate the value your customer receives. This is not a static metric/KPI - it needs to be nurtured, revisited, redefined, and reinforced throughout the customer lifecycle ♻ #customersuccess #sales #customervalue #value

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SDRs/AEs when cold calling have a dilemma: -Spend too much time on research and miss out on making enough calls, or spend not enough time on research and sort of "wing it" when they connect with prospects Here are a few tips: 1. Use the same opener for each bucket of prospects IE: Truly cold vs previously engaged 2. Use a research tool, like Evabot AI for Sales Outbound 2.0 (#partner), which will help you consolidate research and tie back to a problem statement. Whatever it is, just use a tool that helps you connect 'why you're reaching out and why it matters to the prospect' 3. List out problem statements for each persona and build the business acumen to truly understand what similar problems they may have by leveraging your current customers (IE: what pains did they solve by working with you) If you do those 3 things, you'll reduce the time it takes to research effectively and make enough dials.

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Get rid of your AEs and let SDRs do full cycle!!! 👇Win rates are down ⬇️Pipeline is down 📈Less companies are “in market” If ALL are true, than why have AEs who cost a lot more than SDRs? The SDR may not know how to sell in this economic crisis and it may hurt your win rate but they cost less! Yes this is a joke. 🃏 But so are the posts about getting rid of SDRs and having AEs build pipeline while trying to win complex deals. Don’t play scared. Don’t be the Moxie soda of 2024. If you do, a competitor will take the The Coca-Cola Company approach and we all know how that ended for Moxie soda.

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SDRs / AEs: Account Selection is king right now when prospecting. Use these 5 filters on Sales Nav (LinkedIn Sales Solutions) to uncover healthy & growing companies: 1. Buyer intent 2. Recent leadership hires  3. Recent funding (last 9 months is good) 4. Headcount growth in the last 6-months 5. Recent hiring in the org / persona segment you target 6. % distribution of personas that makeup the total employee headcount There are still companies out there who are growing and investing.. You just need to find them. Don't cast a wide net right now, you're likely wasting a ton of time. Instead, go deeper on fewer accounts.

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The average success rate of door-to-door salespeople is 2%. But don't scoff just yet. The average email clickthrough rate (CTR) across all industries is 2.3%. The average direct mail response rate is about 2%. The average cold call conversion rate is 2%. The most popular type of milk is 2%. That last one is just to make sure you're reading, because this next part is the big takeaway: You can probably convert about 2% of your audience for a purchase right now if you try. You build and grow an opted in audience so you can keep increasing how many buyers make up your 2% later. And, so you can replace first time buyers with new potential buyers. And, so you can convert first time buyers into repeat buyers. It's a bit like the unemployment rate. There's always a percentage of unemployed people. They're not always the same people. There's churn and turnover. Plus some of your customers are probably ready to be repeat customers. You drive awareness and preference through your brand. Your brand should wow them so you can earn the right to be in the consideration set LATER. Brand is very top of the funnel. Your brand should probably not be out there ABCing it like Glengarry Glen Ross (A: Always. B: Be. C: Closing.) Then, you increase education and engagement about the potential purchases they could make and the problems you solve. Then, you and your process convert interest into action. It's a little less about you or even your method. (You do need a method though.) It's a little more 2% and about people being people. They always have been. Thanks to my genius brother Dave Turney for this insight. Hit him up for SEO and analytics consulting. Dude's legit. In this gif he would be John Mulaney. Classic. Composed. Hollywood hairstyle.

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Statement 1 is obvious Jason Bay tech tools when chosen to suit/solve the needs launch their sales… but invest for real and give them the tools they need. Is this really what you are observing? Initially, each solution is created to solve a specific need... even in the same category: sales enablements. They evolve vertically or horizontally.  I say: "Pick to solve not to standardize". Even a CRM can be a luxury… it comes back to: what are you trying to solve? again... pick to solve not to standardize! AI can be the solution or... not. Spot on for your 4th statement: Human nature is not changing just by implementing a CRM or a new sales pipeline strategy! Use tech to promote and support the desired behaviour. This should be one of the criteria of your tech selection process. 

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5 strategies to automatically increase your win rate 👇🏼 Very interesting and accionable from Gong 1. Double down on backup 2. Give buyers time to think 3. Make sure reps talk money 4. Require next steps 5. Emphasize value, not features

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"Effective sales reps don't sell to buyers. They sell with them." Book 21: 'Sell with: The art of selling with champions to shape internal buying conversations & close enterprise deals' by Nate Nasralla Some interesting points in this book from Nate Nasralla around champion building, account mapping and writing compelling problem statements. Here are some of my takeaways: 🛣 Enterprise account mapping should have the flow of information and the priorities, metrics and incentives each person cares about. 🚧 There are three levels of consequences: functional problems, strategic problems and personal problems. 📝 Good writing is clear thinking made visible. 💚 When you are champion building, what you are really doing is trust building. What book are you reading this week?

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Sorry, Gong. Interest based CTAs are no longer the best CTA for a cold email. Top 3? 1) Reaffirming the value prop 2) Asking for a referral 3) Asking for the meeting If we can help with {problem} would that help? Would Brian be better to discuss this with? Open to meet later this week? All better than "worth a chit chat?" Or "Want to learn more?" PS. Want more data- backed tips? Join the webinar today w/ Jed Mahrle and Jason Bay

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Too many SDRs transition to AE roles prematurely. Ambition is great, but being a successful AE requires mastering a broader and deeper skill set. To be a top performer, SDRs need to: • Master prospecting and early-stage qualification • Grasp AE fundamentals before they make the leap This is where sales management and enablement play a key role in structuring a clear learning path for SDRs transitioning into AE roles. A well-designed competency framework can help: • Shape clear progression paths • Focus on the right areas of development • Make role transitions more objective and meritocratic --- I’ve built comprehensive SDR and AE competency frameworks that breaks down the essential knowledge & skills which you can adapt to your company context. Want to check it out? Comment “SDR & AE competencies” below, and I’ll send it your way. ✌️ #sales #salesenablement #salescompetencies #ae #sdr  

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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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You walk into your sales room and look around at your team. Are they doing the right actions that move deals forward? Or are they just doing busy work? When you look at their quota attainment, you might even wonder whether they’re doing any work at all. The problem for many managers is that they don’t know which activities to measure. They don’t know if a call is better than an email at opening a conversation. And even for those calls, which persona should they reach out to and with which message? They need to know what’s effective. As part of the series I'm running on 'the metrics that matter', I wrote a piece on measuring sales activities. https://lnkd.in/g_vkFm8n

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Early in my career, I made mistakes that I urge all AEs, SDRs, and Sales Professionals to avoid. Building relationships is essential to close deals and achieve top-tier sales performance. However, The end goal is NOT the relationship, it is the DEAL. Many salespeople fall into the trap of being great at making friends but fail to move deals forward and end up with nothing. Will you make friends along the way? Of course. Should you make friends? Absolutely. You just need to remember that the outcome you are seeking is not the relationship. It's the DEAL. The Champions & POCs who backed me in deals are now some of my great friends and even mentors. We literally hang out with each other whenever they are in Bengaluru or I'm in their city. If I had not closed those deals, I wouldn't have had either a champion, a friend, or the deal itself. Success is what builds true connections. Remember: "Sales is about making Sales" #sales #experience #b2b #saas #ae #sdr

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2024 SDRs are not like 1990 SDRs SDRs are crucial for achieving pipeline goals. Why do I say this? Sales development is no longer a smile-and-dial function. Sales development no longer just registers prospects for events. Sales development no longer just calls someone they've been told to call by an AE. Sales development is the conduit between the demand generation of Marketing and the targeted sales accounts to create a product, a quality meeting, that will impact the bottom line. So, to sum up.... Before you start your 2025 planning, have you considered how to best utilise your most critical pipe gen asset? Whats your take? #salesdevelopment #growth #sdr #GTM #sales #coldcalling 🇬🇧 living in 🇳🇱 | Get more content like this ➡️ Follow David Wilkins 🔥 hit the 🔔 for updates on new posts | Fix your outbound TODAY: Saleswise: Top of Funnel Consultancy

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