Will Evans

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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Should you give too much info on your cold calls?🤔 As an SDR, your main goal of a cold call is to pique the prospect's interest and get them on a meeting. You need to share just enough information to spark curiosity or highlight a key benefit that might resonate with them to encourage them to learn more. Of course, first you need to: - gather information - qualify the prospect - overcome objections As soon as you get them hooked and sense the conversation is going in the right direction, go for it. Something like this: "Hey John, it seems like this might be worth exploring. If you'd like, we can set up some time next week so you can see how this works."

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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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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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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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🗣️Pipeline Development is one of the biggest revenue growth challenges for most companies today 🙂‍↕️ Though only a minority include pipeline generation as part of the sales incentive compensation plan. Every AE can relate … when you’re sitting in the bench because you have little pipe, it’s absolutely miserable … Usually when you’re working on a ton of deals at once, it’s so hard to make and stick to the time to prospect… As a AE, I would have loved pipe gen to be part of my comp plan… Hear me out … keeping your reps motivated is EVERYTHING … so why not motivate them even more by rewarding quality pipeline build…. It’s not rocket science 🧬 You then have reps that are not only motivated to close deals… But also super motivated to build their own pipeline too … How would that work at your business?

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Sales Friends- How many times in a sales conversation do you qualify your prospect's level of interest? ReplayzIQ has unearthed that top sales reps will qualify their prospect's level of interest 3-5 times in a 45 minute Discovery or Demo call. What does 'qualifying their interest' mean exactly? It means taking a temperature check of your prospect throughout the call to see if they genuinely appear to be seeing value and whether they are identifying with the pain you are solving. Are they leaning in or out? Are they hot or cold on your solution's ability to solve their unique painpoints? Why is this important? None of us are mind readers. So why not just ask how your prospect is feeling about what you've unearthed so far? This gives you the ability to address what is on their mind right there and then. A lot of the time your prospect won't volunteer this info unless you ask. AND unless you ask in the right way. What can this sound like? "Based on what we've discussed so far, it sounds like our solution could immensely help you with ________ (insert the pain you identified here). What do you think?" "So is this feeling like a fit for you?" "How does this stack up with how you are doing it today?" "Is there anything you were hoping our solution would do that you haven't seen so far?" ReplayzIQ uses AI to analyze hundreds of sales calls per hour. We've trained ReplayzIQ to unearth the patterns that lead to success. This one skill consistently shows up as a differentiator of top-performing sales reps. What other qualification questions do you use? Weave in 3-5 of these gems in your next sales convos and you will see the difference. Crush it today my friends! 🙌 #sales

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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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🚀 The Power of Speed in Pipeline Creation 🚀 As an SDR Manager, one of my key focuses is helping my team build a fast-moving pipeline that has real potential to close within the quarter. Here’s why this matters: 1️⃣ Accelerated Results: When SDRs create momentum with high-quality leads that move quickly through the pipeline, it drives meaningful results in a shorter timeframe. This momentum keeps the team energized and the business on track to hit goals. 2️⃣ Quarterly Impact: A healthy pipeline that progresses at pace can directly impact quarterly revenue targets. It’s not just about generating leads but ensuring those leads have the readiness and fit to convert, keeping the whole sales org focused and agile. 3️⃣ Stronger SDR-AE Collaboration: Fast-moving opportunities require tight collaboration between SDRs and AEs. It encourages feedback loops and sharper alignment, making each handoff smoother and increasing the likelihood of success. By focusing on creating a pipeline that moves, SDRs can not only help meet short-term targets but also build skills in identifying urgency and potential—a win for everyone. #SalesDevelopment #PipelineGrowth #SalesLeadership #SDR

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🚀 SDR Leaders: It's Not Just About Activity—It's About Targeting the Right Prospects! Many leaders focus heavily on activity metrics—calls, emails, social touches, video outreach, etc. We set ambitious weekly and monthly goals, but how often do we step back and ask: Are we targeting the right prospects? If you invest more time coaching your team on who to prospect, you'll see better results without increasing effort. 📈 When I first started focusing on this, I was shocked by how much effort was wasted on leads that were never going to convert. A little guidance on prospect selection led to skyrocketing conversion rates. ✅ Have solid prospecting personas. ✅ Regularly review who your team is targeting. ✅ Coach them on selecting the best individuals. The right focus can transform your team’s success! #SalesLeadership #Prospecting #SDR #BDR #Coaching #LeadGeneration

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Converting your AEs to start sourcing a majority of their own pipeline might not be such a good idea and here’s why: Typically this transition fails for three main reasons: 1) The pipe gen goal that’s assigned is completely made up and is based on the financial model and not relevant sales data 2) You don’t have the right resources in place including an airtight ICP, deep understanding of your persona, the right messaging or tech stack  3) Typically exec or senior level leaders are disconnected from the realities of how difficult cold outreach really is and don’t give the campaign enough time to be successful Here’s what you can do to give yourself a better chance at success: 1) Pick a few key data points to track (such as number of accounts worked, positive contacts, opportunities created, pipeline generated, closed won $$$s) and benchmark these over a period of time that makes sense for your sales cycle. Use this data set to understand what is or isn’t working and make adjustments from there. 2) Start with a small campaign to select accounts within your ICP using targeted messaging and an intriguing offer 3) Cold outreach is a team sport, get your execs and senior leaders involved by having them look through your target account list and see if there are any doors they can open from their network 4) Have some fun while doing it, celebrate the wins along the way! What do you think?

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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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Promotable AEs... Do not: 1. Single thread 2. Hope as a strategy 3. Complain without solutions 4. Pitch features 5. Reject accountability Do: 1. Diversify their pipeline generation methods 2. Know why they win 3. Great discovery 4. Sell solutions, not meetings 5. Work for a company that promotes AEs :) This is the way. 🏆

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As an SDR, you have to be meticulous about optimizing your work flow. Find ways to scale thoughtful activity, whether you consistently mark bad numbers, save easily accessible content, create templates of common power messages etc. As you execute tasks that take up time and are frequently done throughout the day, you should be thinking to yourself “how can I be more efficient or spend less time doing this.”

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Pipeline generation is a MAJOR challenge right now Its a rep challenge Its a sales leader challenge Its a sales org challenge But, Im seeing a HUGE opportunity Im seeing a lot of money being moved around It might be the biggest pipe gen opportunity you have The Rip and Replace! Why? 1./ Botched implementations leading to low to no adoption. 2./ CFOs are looking to slim down tech debt in an effort to: - Cut costs - Cut down on the number of integrations to manage - Cut down on the number of vendors and third parties to manage Here are 3 steps to start to identify rip and replace opportunities: Step 1 - Company Website: - I use BuiltWith and Datanyze which are chrome plugins to analyze what pieces of technology a company has connected to their website. - I also read through job descriptions on careers pages to better understand what technology the company uses. Its usually under 'Job Requirements' and will say something like "familiar with CRM tools like Salesforce" Step 2 - Identify Opporunity - Feature/Functionality shortcomings - Implementation challenges - Upcoming Renewal - Integration issues - Lack of Scale - High Cost Step 3 - The Numbers - TCO (Total Cost of Ownership) = Licensing cost + Implementation/Training cost. If the TCO is lower than what the company is paying in licensing costs alone, you may have yourself a rip and replace opportunity Companies are willing to trade a solution that has 20% less functionality for solutions that are easy to use and implement AND provide cost savings. The Rip and Replace is alive and well! Struggling with pipe gen in the back half of the year? Look here! P.S. Even put the baby is looking for pipeline 🤣 All hands on deck!

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Our revops “team” at Chili Piper does A LOT OF automations. If you’d see our list, you’d think we have a full train of rev ops folks working here at Chili Piper (spoiler alert, we have 1 and a half). Here’s an example of an “unconventional” automation We assign churned accounts to SDRs. Yep, we automate outreach to churned accounts Here’s why and how First, let me tell you, it breaks my heart to see any customer churn. I feel like my heart is asking but always aim to learn from it and make everything better for them if they were to come back. Hence, we want to learn what made them leave, fix the problem, and win them back And the good news is that we win many of them back . Here are the nitty gritty on how we do this : We setup these rules for assigning churned accounts to our SDRs: – Account Status = updated to Churned – Transaction End Date = 91 days – Round Robin across SDRs and update SDR Owner – SLA: after 12 working hours, check if there was activity yesterday AND ROE phase ≠ unfit to work, send Slack notification – SLA: after 12 working hours, check if there was activity yesterday AND ROE phase ≠ unfit to work, reassign – Provide a Slack notification to the AM (80 days post-contract end date) – Provide a Slack notification to the SDR once the Account has been assigned (91 days post-contract end date) – Provide SDRs with information on why the account is churning in SFDC to give them the context to sell into the account effectively. If you are curious about more details on this, let me know!  

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⏪ The past few weeks, we spoke with several CROs and VPs of sales about their priorities for H2. Some personal takeaways: 🔎 H1 was all about getting pipeline generation to a good state. Investing in outbound, new tooling to help with lead-gen, territory planning etc. This never goes out of style to be fair, but seemed to precede other priorities. 📈 Now it seems like most teams are focused on the early part of the funnel (makes sense as it's usually where you have the most leverage). Specifically upping the quality of discovery/qualificaiton. The goal: improving early-stage conversion rates. 🎯 Teams have root-caused their problems differently and thus have different strategies (i.e. new first call deck vs. standing up enablement programs, new discovery workshops, qualification frameworks etc.), but the end goal is the same. What's on your priority list for H2? #sales #salesLeadership

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One of the biggest disconnects preventing an AEs ability to provide a world class buying experience to prospects is this ⬇️ No visibility of marketings influence on the prospects journey prior to their first call with Sales 👀 By the time and AE speaks to a prospect they may have… - Opted out of a marketing list ✉️ - Had zero dwell time on a number of display ads 😢 - Skipped by video ads on social channels 👀 - Been to an event 3 years ago 😱 BUT 🥊 If you ask any AE do they have this information prior to their meetings 🙃 The answer is NO 🛑 That’s why connecting Marketing and Sales is more important than ever before 😀 Stellar advice to any AE in SaaS is to spend time with your Marketing team. It should be part of all companies onboarding programmes tbh 😎

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