Zach Bradley

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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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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Is your prospecting / data enrichment process preventing your sales team from hitting quota? Most companies have 1-2 data providers, netting them anywhere from 25-45% TAM coverage What does this mean? 1️⃣ Some of your prospects are ready to buy, but they don't know you exist + you cant get ahold of them 2️⃣ Your reps are probably spending hours finding good contacts and building lists on sales nav, just to come up short and get frustrated when only 30% come back with mobile numbers 3️⃣ Your TAM feels a lot smaller than it actually is 4️⃣ You start to think cold calling doesn't work (its a data problem) 5️⃣ Your reps develop reluctance and you start to notice they haven't added new prospects / call metrics are dropping PS: If this is relatable, here's a quick 60S video on how Nooks can solve your problem in 3 clicks, feel free to shoot me a dm if this is relevant https://lnkd.in/gD8Xzi3h

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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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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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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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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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SDRs should provide value at every touch point... This is instilled in us from the day we start, but it doesn't mean it always happens. I've been guilty on many occasions of leading with me first (we do X to drive Y) instead of taking the time to understand what the person I'm talking to cares about. No denying that adding value and understanding the prospect is the best way to start genuine conversations. A great example is the outreach an SDR on my team demonstrated over the last few weeks. Harry Mapus-Smith started by inviting attendees on the Mad//Fest app to our talk at the event. The prospect said it sounded great but she couldn't make it - no problem, this happens. Most people would've given up here and moved on. Harry offered to send her a follow-up with all the insights from the session. She was thrilled, and it turned out this was an area she was interested in exploring. After some conversational back and forth, she asked for some time to learn a little more. Talk about giving value. Great work from Harry, who is flying this Q 🚀 🚀 🚀

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Here's a multi-threading opportunity most sellers miss post-demo: 𝗔𝘃𝗲𝗿𝗮𝗴𝗲 𝘀𝗲𝗹𝗹𝗲𝗿𝘀: Send a recap/thank you email to the entire group 𝗚𝗼𝗼𝗱 𝘀𝗲𝗹𝗹𝗲𝗿𝘀: Send a recap/thank you email to the entire group Send a 1-off email to each attendee with a question: "Did we miss anything you were hoping we'd cover?" 𝗘𝗹𝗶𝘁𝗲 𝗦𝗲𝗹𝗹𝗲𝗿𝘀: Send a recap/thank you email to the entire group Watch the recording - See who was confused or excited. Tailor a 1-off email to each with that in mind. Confused: [𝘕𝘢𝘮𝘦] - 𝘐 𝘸𝘦𝘯𝘵 𝘣𝘢𝘤𝘬 𝘢𝘯𝘥 𝘸𝘢𝘵𝘤𝘩𝘦𝘥 𝘵𝘩𝘦 𝘳𝘦𝘤𝘰𝘳𝘥𝘪𝘯𝘨 𝘢𝘯𝘥 𝘴𝘦𝘦𝘮𝘴 𝘵𝘩𝘦𝘳𝘦 𝘸𝘢𝘴 𝘤𝘰𝘯𝘧𝘶𝘴𝘪𝘰𝘯 𝘢𝘳𝘰𝘶𝘯𝘥 [𝘹]. 𝘐 𝘱𝘶𝘵 𝘵𝘰𝘨𝘦𝘵𝘩𝘦𝘳 𝘢 𝘴𝘩𝘰𝘳𝘵 𝘷𝘪𝘥𝘦𝘰 𝘵𝘰 𝘦𝘹𝘱𝘭𝘢𝘪𝘯 𝘵𝘩𝘪𝘴 𝘧𝘶𝘳𝘵𝘩𝘦𝘳. 𝘈𝘯𝘺𝘵𝘩𝘪𝘯𝘨 𝘦𝘭𝘴𝘦 𝘸𝘦 𝘤𝘢𝘯 𝘤𝘭𝘦𝘢𝘳 𝘶𝘱? Excited: [𝘕𝘢𝘮𝘦] - 𝘗𝘶𝘮𝘱𝘦𝘥 𝘵𝘰 𝘴𝘦𝘦 𝘩𝘰𝘸 𝘦𝘹𝘤𝘪𝘵𝘦𝘥 𝘺𝘰𝘶 𝘸𝘦𝘳𝘦 𝘧𝘰𝘳 [𝘹 𝘧𝘦𝘢𝘵𝘶𝘳𝘦]. 𝘛𝘩𝘰𝘶𝘨𝘩𝘵 𝘺𝘰𝘶 𝘮𝘪𝘨𝘩𝘵 𝘦𝘯𝘫𝘰𝘺 𝘵𝘩𝘪𝘴 𝘸𝘳𝘪𝘵𝘦-𝘶𝘱 𝘵𝘩𝘢𝘵 𝘩𝘢𝘴 𝘦𝘷𝘦𝘯 𝘮𝘰𝘳𝘦 𝘥𝘦𝘵𝘢𝘪𝘭. Champions are great. A team of champions is better.

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Ready to be a Mixmax pro?!?! Join us today at 11am PDT! Whether you're an SDR, AE, or CSM... We're covering all the best practices to how you can be most successful with Mixmax! Not using Mixmax yet, but curious... This masterclass is also for you 👈

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Excited to share how Spiff is revolutionizing sales commissions! With its seamless integration into Salesforce, Spiff brings transparency, accuracy, and motivation directly to sales teams. Say goodbye to complicated spreadsheets and hello to real-time commission tracking. Whether you're a sales rep eager to see your next payout or a sales leader looking to inspire your team, Spiff makes it all effortless. Dive into a world where sales incentives are clear, motivating, and directly tied to your actions. Let's embrace the future of sales performance together! #Salesforce #Spiff #SalesIncentives #Motivation

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Engaging the right buyers at the right time is critical to sales success. ZoomInfo Copilot's Target Account Digests alert you when your most promising suspects are showing the right buying signals. 🔔 Get personalized daily digests — delivered via Slack or email — with AI-powered recommendations for next steps. Never miss a sales opportunity with ZoomInfo Copilot: bit.ly/3yxBNes #ZoomInfoCopilot

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Most SDR managers waste their 1:1s by focusing on the wrong things: - Activity count - How many prospects were added to cadence - Quota attainment - Pushing for even more activity But real growth happens when you shift your focus to what actually drives performance: - Removing roadblocks - Coaching for improvement - Checking in on how they’re really doing - Understanding their personal goals - Celebrating wins, big or small 1:1s aren’t about the numbers—they’re about people. Focus only on metrics, and your reps will hate you for it and doesn’t build trust. To help your team succeed long-term, give them the tools, guidance, and support they need to really grow!

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The best "cheat codes" every AE should know: 1. 1:1s with your boss. Approach them strategically. Proactively share format and content. Biggest deals you need support on. Challenges you need help with. Forecast for the month, quarter, etc. Wins. 2. Perception. Performance is your fire. How you're perceived internally (aka your brand) is the water or gas that gets dumped on your fire. Attitude, how you show up, handle change, communicate, matters. Hold yourself to a high bar. Two levels above where you're currently at. 3. Document everything. Take the time to write down your own sales playbook. Every strategy, process and template you have. Store it on your personal computer. The value of this over time is immeasurable. I can't state this enough. 4. Problems are a good thing. Anytime there's a problem that's an opportunity to solve it, improve it, and add value. Some of the biggest opportunities I've gotten in my career came because I dove head first into problems and helped move the business forward. Startups always have problems. Don't be the negative person. 5. Time management. Block Monday mornings every week. Don't go to meetings if they're not worth your time. Most things can be solved async. Make meetings 15 to 20 mins. Sometimes you need a whole week of no meetings to catch up, get organized and do deep work. Don't feel bad for saying no to people. They'll understand. 6. External coaching. Up level by listening to podcasts, taking courses and building an external network. Don't rely on your company for everything. Even if they're doing a great job get the perspectives and strategies of other people for a significant edge. What would you add to this list? - Mike G 👉 Join 5,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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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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Attention SDRs and Sales Reps🎙️ If you are not getting enough coaching, use Chat GPT to supplement the lack of support - P.S sorry you aren’t getting support 😥 Paste a transcript of your recorded call or role-play you did with a co-worker into ChatGPT (check with legal if you can do this) Ask ChatGPT to: • Analyze your call based on your call framework or script • Identify areas for improvement by asking Chat GPT (or whatever tool you may use) questions • Suggest alternative phrases to communicate value better Prompts you could use: "What did I do well on this call?” - Start off feeling good "What did I not do well?” "How could I have dug into the pain more? Please provide questions I could have asked?” “Can you give me 3 ways I could have handled the objections?” "Suggest alternative ways I could have gone for the close?” “Did I miss anything in the call that could have helped me go for the close?” A.I. will not replace you; the Reps who learn how to use it to help them improve will. If you are a sales or enablement leader and want to learn more about how you could leverage A.I. to help improve your team. Come to the Allego Sales Success Summit, where Sam Richter CSP, CPAE, will discuss how to use AI to help improve your sales team. https://lnkd.in/eKg3w7w2

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🎙️‘We don’t have budget to pay an agency to help us hire SDRs’🎙️ But how important should SDR hiring be to your business? 💛Here is a message from an Account Executive who’s company recently hired a number of new BDRs through Venatrix💛 Here are 4 reasons why you should invest in your SDR hiring strategy to ensure you’re getting the best talent: 🎤They are going to be on the front line of your business, reaching out to prospects & representing you. If you want your prospects to have a great / creative / exciting first impression of your business, doesn’t that start with an SDR? 🏆Succession planning - this SDR could end up being your next top performing Account Executive. 🩵AE retention - having a strong SDR team working alongside your AE team is going to make the AE team perform more successfully 🚀The potential for increased sales. If your SDRs are prospecting effectively, your AE’s can spend time closing deals = higher conversion rates & revenue growth Hiring SDRs? Drop me a message to find out how we can help!

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If you forget about your prospects, they'll forget about you... We have a deck in our Klue SDR onboarding all about structuring your week for results. A portion of that deck highlights the importance of talking to yourself in email threads. SDRs spend time generating interest, but the key to reliably turning interest into leads stems from two separate but important things: 1. your system for staying on top of prospects and, 2. your approach for nurturing Your system for staying on top of prospects should optimize for one thing: not forgetting about your prospect. Remember, your prospects don't owe you anything - it's our job in SDR land to stay top of mind until it's the right time for your prospect. Systems I've seen work well include: - Outreach tags - a dedicated sequence - calendar reminders - your own scrappy spreadsheet - CRM notes on the contact or company level It doesn't really matter how you're doing it as long as you optimize for the right thing. When you feel confident in your system, I'd recommend you start every day going through these prospects before moving on to net new/cold prospecting. Your nurturing approach should focus on the framework of deposits vs withdrawals. Pablo Landa first told me about this many moons ago. The idea is that as you deposit value to your prospect, you earn the right to make a withdrawal by asking for a meeting. Deposits should be a genuine value add... a case study about how great your product is? Not valuable to your prospect. A guide to "getting started as a [ROLE] in your first 90 days" if your prospect is 50 days in? Valuable. If you're nurturing with ~70% deposits, you're probably doing it right. The right system with the right content will convert leads. Food for thought 🍔. #sales #sdr #salesdevelopment

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4+ OPENING$$ 💸 Commercial AE - #accountexecutive $125k base 50/50 split - $1m quota 💸 Enterprise AE $150k base 50/50 split- $1.2m quota Average Deals- $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs do renewal - goal is to get them onboarded, and expand immediately #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org - selling a complex solution - ideal experience selling into #gtm #salesleaders or deep desire to - #salesledgrowth expert - you will have #sdr support (ideally 1/1) but do not depend on this for now $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. they use: Outreach Apollo.io Hubspot Clay #accountexecutive #enterpriseaccountexecutive #commercialaccountexecutive #gtmsales #gtmaccountexecutive

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