Zach Bradt

What metrics do you track for your cold-calling efforts? Cold calling remains one of the most effective lead-generation tactics, but mastering it requires understanding the key metrics that indicate success. Many fractional SDRs miss out on key opportunities by not focusing on essential metrics. Learn how top-performing fractional SDRs use these metrics to refine their approach and maximize results: https://lnkd.in/dwxKtnUf #outboundsales #SDR #fractionalSDR #remotesalesjob #coldcalling #Glencoco

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Our latest survey offers a comprehensive look at the current state of selling, featuring insights from 800 front-line sellers. A standout finding: 3 out of 4 respondents believe they could save at least an hour by eliminating the task of creating personalized emails for prospects. While personalization is essential for connecting with prospects, it’s also incredibly time-consuming. Sellers understand its importance, but those hours quickly add up. We know time is money, and we’re dedicated to providing today’s sellers with the tools they need to personalize efficiently and effectively. Additionally, we asked sellers, “What specific tasks in your role do you think would benefit most from AI and automation?” The top three responses were: 1. Follow-up and engagement tracking 2. Reporting and performance analytics 3. Data entry and CRM updating Our survey uncovers valuable insights into the future of sales. Discover how AI can revolutionize your sales process: https://lnkd.in/gMr_3UNA

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SDRs: If you're looking to layer in a warmer approach to building pipeline, master buying signals. Why? You'll sell efficiently and maintain brand credibility. Only about 10% of your buyers are in-market right now. That means most of your lead list is not ready to buy yet. But if you conduct outreach to your entire lead list in a way that assumes they're wanting to buy now, you can easily damage not just your own brand, but your company's brand as well. Just think about the other 90% – if you're contacting them under the assumption that they're cash-in-hand-ready-to-sign, but they're not even remotely interested or don't even have a need... well, we all know what their reaction is gonna be. 🤣 Okay now back to the 10%. Not all buying signals are created equal. (And this is where the Go-to-Network mindset shift comes into play) 🚨 Outreach based on positive signals should be done with the goal of learning and helping, not selling! 🚨 The well-equipped Network Development Representative plays the long game by selling quickly to the 10% and pulling the other 90% into their network. Josh Norris builds on this in the NDR Playbook we dropped last week, with 2 tips you can implement right now: 🔥 "If you do anything with signals, do it fast! Your buyer's attention will wane with time, so make your 'speed to signal' as fast as possible." 🔥 "Adjust your CTA according to your signal." Not all signals are "intent to buy." In reality, signals mean intent to do lots of things across the buyer's journey. Drop what you're doing right now and go download it. Link in comments :)

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CRO and RevOps roles are failing. The vision isn't materializing. The CRO was meant to lead all revenue, to break down silos, to align goals, strategies, process, metrics across the entire revenue engine. How often is this actually happening? RevOps was meant to help these CROs actually make this happen. As the CRO works with the CEO, ELT and Board to set the vision and build the team, RevOps was meant to build the tactical plans, processes, reporting and systems to help the CRO execute. How often is this actually happening? How many CROs can say they have: - Oversight of all sales, marketing, AND CS? - Aligned all these teams on a set of shared goals? - Visibility into metrics from Lead to Close to NRR? - Clearly defined processes across the revenue team? - Insights from data on what's working and what's not? - A real target and annual plan built on real historic data? - RevOps that brings insights and ideas to drive revenue? How many RevOps teams can say they have: - Clear company level OKRs? - Clear big priorities to tackle? - Time and space to focus on them? - Time and space to actually be strategic? - The resources to find better ways to GTM? - And not just a flood of one-off random request? As a result, both the CRO and RevOps titles are being rebranded. They've become meaningless terms for the above reasons. So we're now debating what to call these roles instead. Forgive me for being a Debbie Downer. I LOVE GTM! And we're getting there. One small step at a time. One company at a time. But most companies have a long way to go. ✌️

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SDRs, a quick question: Do you really think offering a gift card for attending your demo increases my intent to buy? I'm curious — does this tactic actually help you hit your revenue targets? Share your experiences!

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35-50% of b2b buyers choose the vendor that is fastest to respond. But, most vendors are still forcing buyers to: Fill out a form Wait for a response  Talk to an SDR So, It can take buyers weeks to: See a product demo Learn about pricing Talk to subject matter experts If buyers choose the vendor that is fastest to respond… Why are we still forcing buyers to jump through so many hoops? *(Source: InsideSales.com)

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🚀 Real-Time Lead Handoff in Salesforce: How SDRs & BDRs Can Maximize Conversions Efficient lead handoffs can make or break your sales momentum. Our latest article dives into how Sales Development Reps (SDRs) and Business Development Reps (BDRs) can seamlessly transfer high-potential leads to Account Executives (AEs) within Salesforce. With the right setup, real-time handoff becomes second nature, speeding up the sales cycle and ensuring valuable leads don’t fall through the cracks. 🔹 Topics Covered: 1️⃣ Automating lead routing using assignment rules. 2️⃣ Using Lead Queues for collaborative team handling. 3️⃣ Opportunity handoff for seamless lead transitions. 4️⃣ Custom workflows for tailored lead actions. 5️⃣ Real-time notifications for instant AE engagement. 🔹 Why it Matters: Integrating LeadAngel with #Salesforce enhances lead routing through dynamic assignment, optimized workflows, and real-time alerts. By automating these processes, SDRs and BDRs can focus on what they do best—identifying and nurturing promising leads—while AEs receive leads instantly, improving response times and conversion rates. Read more on how to optimize your lead handoffs for success! 🔗https://lnkd.in/dXj_M5be #LeadManagement #Salesforce #SalesEnablement #LeadRouting #BDRs #SDRs #LeadAngel #B2BLeadRouting #B2BLeadManagement #Sales #Marketing #SalesTeam

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Hot take: most SaaS companies should not have a separate CSM and AM for each customer. We are already seeing the full sales cycle AE on the rise. I think we'll see the same with a merged CSM/AM role. Full-stack GTM roles are the future (yes, AI-assisted).

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Are your customers researching competitors? Get ahead of churn with ZoomInfo's powerful intent data, fueled by insights from G2. Sydney Sloan, CMO at G2, explains how ZoomInfo’s integration with G2 alerts you when your customers start researching a competitor. These real-time signals allow your reps to act quickly and secure relationships before it's too late. Learn how ZoomInfo and G2 can help you stop churn in its tracks. ⬇️

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Should CRO’s even exist? Not if they’re going to be: - Super expensive glorified head of sales - With no marketing or CS experience - Compensated like an account executive  - No focus on ICP or aligning the entire GTM motion - No coordination with peers in cross-functions - No P&L fluency or ability to read a P&L  - Only focused on new business with no understanding of recurring impact - No knowledge of the bowtie or systems designed to deliver ongoing customer value - Have a short term view and only care about the quarter CROs should absolutely exist if they: - Can come from Marketing, CS, or RevOps not just Sales - Have foundational understanding and respect for other functions - Are compensated like all other executives - Are focused on driving tight alignment across the GTM motion - Are focused on collaborating across Sales, Marketing, CS leveraging data generated from RevOps - Are focused on a customer journey that begins when the prospect lands on the website and continues through at least 3 annual renewals - Have a deep knowledge of the bowtie  - Have built expertise as revenue architects - Have a long term view that balances short term urgency with long term enterprise value Revenue generation is a team sport. Recurring revenue is driven by recurring impact. If you’re leading the revenue function, you have to understand that and you have to be an expert at driving tight alignment across the customer journey to deliver that impact. This is the way.

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Misalignment and poor execution of quota assignments can have significant negative consequences for a company including missed sales goals, loss of top talent and sales compensation costs that are significantly over budget. The Alexander Group's whitepaper examines prevalent quota-setting practices and the impact of setting quotas “too high” or “too low.” Additionally, we'll expose what tends to go wrong with quota setting and compensation plan design leading to higher-than-targeted incentive payouts. Read the full Whitepaper here: https://lnkd.in/gXNuJwik #Quotas #WhitePaper #BusinessIntelligence #Sales

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SEE ONLY WHAT YOU NEED IN YOUR PIPELINE Scratchpad's customizable Grid Views makes it easier for reps and managers to only see the deals and information that's most important to them so they can update Salesforce faster, avoid details slipping through the cracks, and get better visibility into open pipeline. Learn more simple ways you can improve your pipeline management at the 🔗👇 #Sales #Revenue #GTM

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Are you experiencing longer sales cycles? Need more enablement for your sellers? Feeling the pressure on deal sizes? Do you need more pipeline to make the same revenue goals? Watch this on-demand webinar to learn how to drive efficiency across the funnel and keep winning in a tightened market. My favorite takeaways: 1. Create your ICP and personas, and integrate them into your targeting 2. Make efforts to collaborate between teams with shared metrics and feedback 3. Develop a simple or comprehensive lead nurturing strategy to engage buyers 4. Follow up first and personalize it using lead notes, expanding on their reason for shopping 👉 The Efficient Funnel: Lead Targeting and Engagement Best Practices: https://gtnr.it/4cv83gp #Webinar #LeadManagement #Efficiency Gartner Digital Markets Tom Cox Matt Hanson Alison Wong

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Good SDR leaders help their SDRs understand how many calls they need to hit quota. Great SDR leaders enable their SDRs to hit quota with the least amount of calls possible.

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Do you use Salesforce? How about LinkedIn Sales Navigator? Keep reading. Question: How many tabs do you have open with Prospects that you're going to call....at...some....point? Today that changes...well hopefully not the prospecting part. LinkedIn Sales Solutions is making your lives even easier. ❌ No more switching between platforms ❌ No more multiple tabs ❌ No more [right click, open in new tab] Instead ✅ Insights that you can use, right insight your CRM ↳Account IQ: Get clued up on your accounts so you know how to position your solutions ↳Find your decision making unit ↳Relationship map - no more lists - visualise relationships to find decision makers faster. All of this is available today! (click refresh on your CRM tabs). Find out more here: https://lnkd.in/EESalesInsiders #LinkedIn #SalesNavigator #DeepSales #Sales #CRM #Productivity #GoToMarketStrategy

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Intent data only gets you so far. You still need to know *who* exactly is giving you the signal. Our new Bring Your Own Intent signal makes sure reps have enough info to take action on their intent data from Demandbase and 6sense. It combines your existing intent data with UserGems' people signals. That way, you can identify the right contacts within each account and craft the perfect outbound message.

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Everyone is asking whether CS should own renewals and upsell.  Here is what happens if it doesn't. 👇 It’s not good.  I spoke to an Enterprise CSM yesterday about some changes happening in her company. → Renewals and upsells are moving out of CS and back into Sales. → Account Managers will now handle the commercial part of CS’ role. This move is interesting, as it runs counter to what most CRO’s are doing. → Renewals and upsells are increasingly owned by CS, which in some cases means they own a quota for the first time. → Sales continues to own new business and cross-sell to new business units in existing customers. ________________ My friend wanted to know what I thought of this.. First, I don’t have nearly enough information to comment on whether this is a good move or not. I assume they have capable leaders and they have their reasons. There is no right answer. That said, I told her what I would tell my son or daughter if they found themselves in this situation. Get out. I’ve been a part of two companies that did this and this is what I saw… → CS becomes the dumping ground for everything AMs don’t want to do. → CS becomes the scapegoat for every customer that down-sells or leaves. → CS becomes a cost center that will do nothing but shrink. But perhaps the most interesting question behind this move is…why? Because in my experience, if you ask why enough times to understand the rationale behind the move, you eventually end up at… → Leadership does not trust CS. → Leadership does not understand CS. → Leadership does not respect CS. And if those things are true, things are about to get a lot worse before they get better. CS stepping up with more commercial responsibility is not a trend or a nice-to-have. It’s the only way to survive. 📩 Want more? Try my free newsletter. Click the link in my profile. 🔔 Follow me, Bob Mathers, for more. 🎙 Listen to the Growth Mixtape Podcast with Bob Mathers.

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