Kris Beevers’ Post

How did we turn a stuck sales pipeline around? Sales can be tough, especially when your pipeline slows down. Massimiliano struggled to build new product pipelines Felt overwhelmed and lost! He tested with various strategies but quickly realized - It wasn’t just about making more calls. "IT'S ABOUT SMART, TARGETED OUTREACH" After teaming up with OutboundHub, we put our tested strategies into action. By day two, meetings were flowing in and the pipeline started gaining traction. We didn’t just help them catch up, we boosted their progress. He appreciated working with us because: 𝐏𝐫𝐨𝐟𝐞𝐬𝐬𝐢𝐨𝐧𝐚𝐥𝐢𝐬𝐦: Our team is skilled & dedicated 𝐐𝐮𝐢𝐜𝐤 𝐑𝐞𝐬𝐮𝐥𝐭𝐬: Meetings were booked & growth was underway 𝐄𝐱𝐩𝐞𝐫𝐭 𝐏𝐢𝐭𝐜𝐡𝐢𝐧𝐠: We created targeted messaging that connects Handling outbound sales without expert help is a slow, costly process. We’re here to make it smoother and easier. No more empty promises - It's time for action. Book a call now and let’s get your pipeline moving. 🤝

Salesloft: why are you so hard to get hold of? As a sales engagement platform, I thought you'd be all over this... I've submitted a Contact Us form and got someone in the US come back to me to arrange a demo. I don't want a demo. I put a detailed message in my contact request and it got ignored. I replied and asked to be put in touch with someone who could help me, but that message got ignored, too. I've connected with 5 AEs in the UK and messaged them individually for help and received no reply. This is my last resort. Hopefully, I'll grab your attention. I've got a company that is an active opportunity with you. I'm trying to help close it. I'm assuming it's an upmarket opportunity due to the size of the company. It also sits within one of your strategic private equity group accounts... Please help me :-(

When we crossed $900K in ARR about a month back, I had a major dilemma. Everyone in the team was super stoked and asked if we could touch $1M in the same month itself. It wasn't an unfair ask. However, I realized that I could do one of two things: Either press the pedal for $1M myself with a founder-led sales motion [I was the only sales rep] or... Hire a good sales AE, delegate the process and teach them how to sell our productized service. And I chose to prioritize the latter. We have our founding sales hire now - Gokul K.! We pushed our targets by a month or 2, but the goal is not just to hit the target, but hit it in a way that can scale beyond that target. Trust the process. 🚀

🌟 Is Your Team Sales-Ready? 🌟 In today’s fast-paced market, sales readiness isn’t just a checkbox—it’s a GAME CHANGER! 🚀 Salesier-inc, we believe that a well-prepared sales team can seize opportunities, overcome objections, and confidently close deals. Here's how you can achieve peak sales-readiness. #salesreadiness #gamechanger #salesenablement #salesperformance

Within my first few days being in tech sales, I’ve realized a few things early on as a BDR: Building strong relationships with clients will prove to be your greatest asset rather than being technical. Staying organized will put you steps ahead of your competition. You’re speaking to some of the smartest people you’ll ever meet. Building out a strategic approach for every account will ultimately help you set more qualified meetings. There is ALWAYS something new to learn. Let me know some more tips and tricks!

Want to build a $100M ARR sales team? Start by measuring your sales reps' performance in conducting 8 impactful meetings a week. From discovery to closing. If it’s below 4 meetings, you have an issue. 1. Discovery: Encourage your reps to ask insightful questions and truly understand the prospect's needs. 2. Qualification: Ensure your team is qualifying leads effectively to focus on high-potential opportunities. Find the problem, no problem = no deal 3. Business Case: Help your reps articulate a compelling business case tailored to the prospect's specific challenges. Solve the problem = access to budgets 4. Closing: Equip your team with the skills to confidently close deals and drive revenue growth. Empower your sales reps to excel in each stage of the sales process and you will see the results! 💪

Things are on the up-and-up if you’re in sales, especially if you’re an enterprise AE. In the past year alone things have improved in every category: Median base, median OTE, quota attainment %, and top performer earning potential. Next to RevOps folks, ENT AEs have fared the best throughout the turmoil of the past 18 months, so they admittedly have had a stronger foundation to build off of. Even so, love seeing that there are 87 orgs right now where top earners are pulling in $1M+. If you wanna see the teams that are empowering reps to bring in those kinds of dollars, sort the table at the bottom of this page by top performer earning potential: https://lnkd.in/g3P_ikMr

Here are the top 3 ways technical founders get stuck in founder-led sales: 1. Stuck in build mode You’re caught up building features without talking to customers. Your product isn’t a “build it and they will come” deal. 2. Chasing validation over understanding You’re looking for people to validate what you’re building instead of digging into real customer pain points. It’s not about getting a pat on the back—it’s about solving the problems that matter to your customers. 3. Handing off too soon: You’re trying to pass off sales before you’re ready. At this stage, no one can sell your vision better than you. If any of this sounds familiar, it’s time to course-correct and become customer-obsessed.

Blake A, one of my top AE's, came up to me after a discovery call and said, "Ishan, you messed up!" In an instant, every good feeling I had about the call disappeared. To me, it felt like a great call—an ideal customer fit, an engaged client, and a product that perfectly matched their needs. I was ready to seal the deal. Let me tell you why I thought it was a win. - Alex was a perfect persona fit. A frontline sales manager overseeing a team of 8 SMB/Mid-Market reps, right in our sweet spot. More reps usually mean more challenges, and that’s where Oliv shines. - ACME was the ideal company. Mid-sized, investing heavily in tech, with 500-1,000 employees and a sales team of 20-50 people—exactly the kind of company that could benefit from what we offer. Our agent's positioning hooked Alex immediately. He saw the potential right away, especially after a quick look at Oliv's deals view. Everything seemed to click. So naturally, I was looking forward to the close. But once Blake called me out — that’s when I realized I had messed up. In the excitement of how well the call was going, I forgot to dig deeper. I checked off all the boxes but missed an opportunity to truly understand the client's needs. Here are the two things I will never forget to do: 1. Prepare questions ahead. I should’ve had a library of sharp discovery questions ready, tailored to each feature or agent. That would’ve allowed me to dig into Alex’s challenges and uncover more pain points we could solve. 2. Don’t hesitate to multi-thread. I missed the chance to multi-thread. Bringing in more stakeholders from Alex’s side could have opened up new opportunities for both teams and maybe given me access to other function teams as well. Those two simple steps could have made this my best discovery call yet, but I overlooked them in the moment. So, the basics? Yes, they always matter.

Your entire company can change in 6 months. One of my clients, 6 months ago: - Founder-led sales - No sales process - every deal is different - No standard for discovery, how to run a demo, how to close - $150,000 closed in Q4 - 82% retention - 50% of pipeline has no next steps - 70% of opps push to the next month - No path to future growth Today: - 3 AEs fully ramped and hitting targets - Deals follow a consistent process - Everyone knows how to do a great discovery call, demo, etc. - $436,000 closed in Q1 - 92% retention (and counting) - Performing to forecast and building pipeline into Q4 - On track to 3X revenue this year The best part is - the company 𝙛𝙚𝙚𝙡𝙨 better. It feels creative. It feels fun. It feels like it’s just getting started. Where do you want to be 6 months from now?