Andrew Compton’s Post

Key point: As a seller responding to “just show me a demo” if you have a more complex product - "Totally understand that you want to see a demo, and I will make sure we get to that. The reason I'm asking you these questions is because there are a number of components to our platform and I want to make sure we focus on the use cases that are most important to you. I can show you a generic demo, but I'm sure the last thing you want to do is sit through a demo that's not relevant to the problems you have. Does that sound fair?"

Outbound sales isn’t getting easier, but it’s not as hard as it looks. In fact, of all the outbound processes we’ve repaired or replaced at No Fluff Selling, the majority were missing most of the 7 basic laws of outbound. We’ve taught them to dozens of SDR, AE, and full cycle sales teams for clients. But today we’re opening that workshop up to you 🥳 If your sales team needs to produce more pipeline, we’ll run a live 60 minute workshop with them covering actionable ways to generate more pipeline TODAY. 👇Comment below if your team could use more outbound. If you’re looking for the insights for yourself, tag your manager in the comments and read the deck. That’ll get you started 💪 Happy selling!

I teach my sales reps to do in 3 hours, what most reps struggle to do in 8. High activity volume for sales reps doesn’t always equal a “spray & pray” technique. Let’s say the average outbound B2B sales rep does the following: - 60 phone calls - 60 manual/customized emails - 6 accounts prospected - 20 new leads/contacts added to sequence If I didn’t teach my SDR team how to use our tech stack efficiently, this level of activity could take all day for half of them. And with no process, the other half wouldn’t come close to hitting a fraction of this activity. I’d bet you can create a system for your team without buying a bunch of technology that: - saves you 30 seconds per phone call (trust me there’s a way) - saves you 3 minutes per custom/manual email (most reps drag their feet here) - saves you 10 minutes when prospecting/qualifying an account. (You also probably have reps that are overly-disqualifying accounts) - saves you 90 seconds when adding each prospect to sequence. (I bet there’s shortcuts here half your reps are missing) How much time does that give each of your sales reps back per day to be more productive? 5 hours. It would save them 5 hours.

I was never an AE - Until I became a Tech founder. Now, with over 2 years of hands on tech sales experience under my belt, I have some lessons that I have learned about sales, and specifically sales within the tech industry, that I would like to share with you. Here we go: - Listen before you pitch Especially if your company has a broad spectrum of solutions - if you don’t know what is the exact pain-point that made this prospect take the call, you can spend hours pitching the wrong solution. - Less is more Like you, your prospects have a limited attention span. If you try to show them an entire demo and dive into every single feature that could potentially be of value to them - you are losing momentum. Once you know what their pain-point is, focus on creating a concise 10 minute demo that really hits the spot. - Don’t let it get to you This is a tough one. Both because we are humans and because there is a fine line between “not letting it get to you” and “not caring”. Honestly, just remember that momentum comes and goes, and you will have great calls and terrible calls and everything in between. Just like one win doesn’t make you the Sales MVP, one bad call doesn’t make you a failure. Honestly, throughout this journey I have definitely found a new appreciation for sales people - so kudos to all you sales champions out there! What is one reminder you wish you could always have in the back of your mind? #sales #tech #b2b

Mohamed Azharuddin asked me today: "What's the scariest mistake SDR's make that turns outreach into a horrow show?" My answer: "Running too fast with a cookie cutter." - - - - - - - - Racing through leads. Same script. Same template. Same tone. For every prospect. There's always a push for volume, efficiency, and speed - I get that. But when SDRs prioritise speed at the cost of substance, outreach becomes more about quantity than quality. - - - - - - A good SDR transforms into an advisor who understands the context, challenges, and ambitions of their prospect - shout out to our own Richie Clarke. Each outreach should be an intentional, value-driven conversation starter rather than just an email sent out en masse. Booking a meeting isn't just about getting a calendar invite in the diary; it's about understanding the nuances, aligning with business objectives, and offering a perspective that resonates with that specific company. SDRs who build trust come armed with well-researched insights, ask thoughtful questions, and avoid canned responses. They know how to spot what each prospect needs and adapt their message accordingly. - - - - - - Sales Is a Skill - Austen Hempstead It relies on positioning yourself as a trusted advisor. And personalisation isn’t a checkbox—it’s about having a point of view that reflects both knowledge of the industry and empathy for the specific challenges the prospect is facing. The real magic is in the unique approach, the one that turns outreach from horror to harmony. Sales, after all, is about connecting as humans, not just contacts on a list.

Nooks secures $22M funding to propel AI-driven sales prospecting, enhancing productivity and revolutionizing the role of inside sales reps. Read the full story - https://lnkd.in/d_FXT3yu #funding #artificialintelligence #sales #salesprospecting #technology #innovation #businessgrowth

Sales is becoming the 'volume over value' department. And, it's killing your revenue. Companies are chasing high-ticket deals with a broken approach: ❌ Over-hiring inexperienced SDRs ❌ Blasting high-volume spam ❌ Skipping deep industry research This results in: 📉 Tanking conversion rates 📉 Inflated expenses 📉 Shallow relationships that don't close Sales isn't just about filling the funnel. It's about building genuine relationships. Here's how I fix it: ✅ Deploy seasoned BDRs who deeply research accounts ✅ Align sales and marketing to hit the right messaging ✅ Target high-value accounts together for months, not days Sales isn't a volume game. It's a precision game. Get 2-3 experienced BDs focusing on high-ticket deals and watch the difference. I've built high-ticket deals in 15+ geos and led tailored sales training. Deal timeline: outreach to meetings – 2 months, meeting to contract – 5-9 months, deployment – 3 months. Stop focusing on 'volume over value'. Measure opportunities. Not volume.

Thought. I see two distinct actions will be at the core of the sales function in the very near future. 1. The end of the SDR role - This is not a ‘get rid of your SDR function now regardless of your industry etc.’ call. It is the recognition that the layer of interaction that the SDR manages (starting new sales cycles to be handed over to AEs to run when ‘properly teed up’) is too important to have handled by junior team members. It is rare to find career SDRs who have the level of experience and business knowledge to effectively and efficiently move a net new potential customer through the process of committing their time and effort to engaging in a sales process with a potential vendor. This ‘introduction’ can be handled through automated processes that get the attention of a potential buyer, allows that potential buyer to consume strong ‘non-salesy’ content that is connected to an AE with company/industry knowledge to then start a true sales process without repeating steps and annoying prospective buyers with unnecessary activities. 2. Personal branding and content by individual sellers will be a sign of that seller’s potential value to a prospect. In lieu of handing off their own reputation and that of the company to inexperienced people, new world sellers will have as table stakes their own involvement in content creation that can prove their worth to potential customers on that buyer’s timeline, not the artificial timeline (quarter/month) of the seller. The less sales interrupts a buyer, the better the experience for the buyer. The more likely a favorable opinion of a prospective vendor is formed. What is my proof for these ‘theories’? Years of watching the SDR function sputter along (usually because investor playbooks have this role embedded in their plans) while the AE becomes dependent on a system that is not good for the buyer or seller. AEs get lazy and slowly atrophy as they are removed from real world situations. I have watched this process frustrate the buyer more than it builds confidence in that potential vendor. This includes my own experience as an SDR. Thoughts?

If you don't prospect, you're not in sales. You're in customer service. When AEs expect SDRs and marketing to produce ALL of their pipeline this is what happens: 𝟭. 𝗟𝗼𝘄𝗲𝗿 𝗖𝗹𝗼𝘀𝗲 𝗥𝗮𝘁𝗲𝘀 𝟮. 𝗟𝗼𝗻𝗴𝗲𝗿 𝗦𝗮𝗹𝗲𝘀 𝗖𝘆𝗰𝗹𝗲𝘀 𝟯. 𝗦𝗺𝗮𝗹𝗹𝗲𝗿 𝗔𝘃𝗲𝗿𝗮𝗴𝗲 𝗗𝗲𝗮𝗹 𝗦𝗶𝘇𝗲𝘀 AE's can't replace deals in their pipeline so they're afraid of losing them. They're afraid of: - Asking hard questions - Pushing for exec engagement - Selling bigger, more strategic deals - Walking away when there's no commitment AEs spend all their time chasing every deal and manage to close less of them than they would if they were prospecting. 𝟰. 𝗟𝗼𝘄𝗲𝗿 𝗤𝘂𝗮𝗹𝗶𝘁𝘆 𝗣𝗶𝗽𝗲𝗹𝗶𝗻𝗲 Since AEs chase everything, SDR meetings and MQLs have a high conversion rate, regardless of quality. Since AE's don't generate their own pipeline there's no basis of comparison and the bar is lowered. Meeting and MQL targets are hit. Actual sales targets are not. 𝟱. 𝗟𝗲𝘀𝘀 𝗢𝘃𝗲𝗿𝗮𝗹𝗹 𝗣𝗶𝗽𝗲𝗹𝗶𝗻𝗲 This one is obvious. AE's aren't generating any additional pipeline. It should be obvious by now that this playbook doesn't work. But, if we still want to run it, we could save a lot of money just having CSMs manage the pipeline. They understand the customer and would probably do better demos anyway. ✌️

𝐍𝐨 𝐥𝐞𝐚𝐝𝐬, 𝐧𝐨 𝐬𝐚𝐥𝐞𝐬. 𝐍𝐨 𝐰𝐚𝐲 𝐭𝐨 𝐩𝐚𝐲 𝐲𝐨𝐮𝐫 𝐬𝐭𝐚𝐟𝐟 😨 Every CEO knows this fear - clients leaving for the competition, team members jumping ship, and the looming threat of failure. Sometimes just one lead could turn everything around ... if you could just GET it to close. Well, what about a HUNDRED? Internal teams take months to build, cost over $150K per SDR (adding up all the hidden expenses like software, training, etc), but is is still a GAMBLE 🎲: Employees may underperform, quit, take twice as long as anticipated to get up to speed. On the other hand, MarketJoy is so confident in our ability to deliver 100 SQLs in 6 months that if we don’t, you can stop paying us, but we still keep working to get you more (𝑒𝑥𝑎𝑐𝑡 𝑛𝑢𝑚𝑏𝑒𝑟 𝑜𝑓 𝑔𝑢𝑎𝑟𝑎𝑛𝑡𝑒𝑒𝑑 𝑙𝑒𝑎𝑑𝑠 𝑑𝑒𝑝𝑒𝑛𝑑 𝑜𝑛 𝑦𝑜𝑢𝑟 𝑝𝑙𝑎𝑛). Scan the QR code (or click here: https://marketjoy.com/) for a no-obligation call with a MarketJoy growth specialist who will provide a personalized plan based on the business's needs. Book now and get 𝐟𝐫𝐞𝐞 𝐨𝐧𝐛𝐨𝐚𝐫𝐝𝐢𝐧𝐠 𝐚𝐧𝐝 𝟏𝟎% 𝐨𝐟𝐟 𝐚𝐥𝐥 𝐩𝐥𝐚𝐧𝐬 just until the end of the quarter! MarketJoy: We guarantee the results your sales team can only promise!