Jeff Goodfellow’s Post

🔥 Turning the Tide on Sales Quotas: A Blueprint for the 72% 🔥 Diving into Salesforce's State of Sales Report, a staggering statistic jumps out: Only 28% of sales professionals are on track to meet their annual quotas. That leaves a whopping 72% in a cloud of uncertainty. But here's the kicker – it doesn't have to be this way. Let's tackle this head-on with two game-changing strategies: Proper Goal Setting and Precision Targeting. 📊Proper Goal Setting: Aligning Ambition with Action I recently had the privilege of working with an outbound sales team facing this exact dilemma. Their daily call goals and revenue targets were misaligned, leading to a dwindling pipeline and a whole lot of executive stress. The solution? A deep dive into historical data paired with some straightforward math. This wasn't about setting lofty goals but about creating achievable, realistic targets that served both the sales force and the company's ambitions. The result? Alignment, motivation, and a clear path forward. 🎯Precision Targeting: Maximizing Effort through Data The second piece of the puzzle is targeting – not just any targeting, but a strategy rooted in the likelihood to purchase modeling. We wrapped up a project that revolutionized how an inbound sales team prioritized leads, focusing their energy on those most likely to convert. This wasn't about adding more members to the team; it was about working smarter, not harder. By filtering leads through lead scoring, the team could concentrate on genuine opportunities, transforming their sales approach from scattergun to sniper. The Bottom Line The difference between meeting your quota and watching it slip through your fingers isn't just about working harder; it's about working smarter. It's about setting realistic, data-driven goals and targeting your efforts where they'll make the most impact. #SalesQuotas #SalesAnalytics #SalesStrategy

🔥 Turning the Tide on Sales Quotas: A Blueprint for the 72% 🔥 Diving into Salesforce's State of Sales Report, a staggering statistic jumps out: Only 28% of sales professionals are on track to meet their annual quotas. That leaves a whopping 72% in a cloud of uncertainty. But here's the kicker – it doesn't have to be this way. Let's tackle this head-on with two game-changing strategies: Proper Goal Setting and Precision Targeting. 📊Proper Goal Setting: Aligning Ambition with Action I recently had the privilege of working with an outbound sales team facing this exact dilemma. Their daily call goals and revenue targets were misaligned, leading to a dwindling pipeline and a whole lot of executive stress. The solution? A deep dive into historical data paired with some straightforward math. This wasn't about setting lofty goals but about creating achievable, realistic targets that served both the sales force and the company's ambitions. The result? Alignment, motivation, and a clear path forward. 🎯Precision Targeting: Maximizing Effort through Data The second piece of the puzzle is targeting – not just any targeting, but a strategy rooted in the likelihood to purchase modeling. We wrapped up a project that revolutionized how an inbound sales team prioritized leads, focusing their energy on those most likely to convert. This wasn't about adding more members to the team; it was about working smarter, not harder. By filtering leads through lead scoring, the team could concentrate on genuine opportunities, transforming their sales approach from scattergun to sniper. The Bottom Line The difference between meeting your quota and watching it slip through your fingers isn't just about working harder; it's about working smarter. It's about setting realistic, data-driven goals and targeting your efforts where they'll make the most impact. #SalesQuotas #SalesAnalytics #SalesStrategy

Outbound is dead. If I had a dollar for every time I saw that on this platform, I could retire right now 🤣 At Lattice, our Sales Dev Team just closed our best quarter for outbound sourced meetings and pipeline creation since I joined a year ago. 🚀 How did we do it? - We've gone back to basics and focused on refining our messaging. This means constantly evolving our approach in every channel we use to resonate with the market. - Scaling processes by optimizing tools like Unify. We have our reps focused on the highest revenue generating potential activities and we are using software to fill in the gaps and build additional pipeline. This also includes automation of certain rep activities. - Prioritizing Pipeline Hygiene! I cannot stress this enough! Feels like a no-brainer but by regularly reviewing SFDC opps created by the BDR and AE teams, we've identified bottlenecks which allow for coaching opportunities enhance targeting. - Emphasizing the value in every touchpoint with prospects. If a touchpoint doesn't add value in some way/shape/form, then it's a wasted touchpoint in my book. Outbound in SaaS isn't dead - it's just continuing to evolve. Would love to hear how folks are evolving their outbound strategies in the comments! #SalesSuccess #OutboundStrategy #SalesDevelopment #SaaSSales

As a Salesforce Consulting Partner, we’re often asked: What exactly is a sales cadence? Answer: It's a carefully crafted sequence of touchpoints that help establish connections with prospects and drive successful interactions. This includes phone calls, emails, social media connections, and more. Did you know it takes an average of eight touches before a sales rep contacts a lead? A sales cadence can significantly improve your chances of staying competitive. 🎯 But how do you choose the right tool for your sales cadence? Our article highlights several key factors to consider, such as alignment with your company's strategy, easy segmentation, timely notifications, personalization capabilities, and integration with #SalesforceCRM. Read now: https://lnkd.in/dxVyY7VX  #SalesOutreach #SalesAutomation

The #1 question I get: how do you actually use buying signals within a BDR's workflow? Here’s the step-by-step on how we do it. We use Bluebirds to monitor our ICP Accounts for signals that correlate with buying cycles. This includes but is not limited to: - Open BDR / AE job postings that mention cold calling - Leadership job changes (multiple across Sales and Marketing is an especially positive signal) - LinkedIn post engagement on topics like AI SDRs and signal-driven outbound - BDR team size growth Our BDR's (Zaid) goal is to work 100 accounts and 300 to 500 Leads every month. And since we run lean, it is critical that he’s having conversations with the best accounts possible. So every month... 1) Bluebirds finds accounts that light up with those signals. 2) Bluebirds automatically excludes current customers, open opps, competitors, and recently worked accounts (we like to keep a 2 month buffer). 3) We rank them because some signals matter a lot more than others. Then select the top 100. 4) Bluebirds finds all the best decision makers to target across our key personas using an AI persona model (string-based searches miss a lot of decision makers). 5) Auto-enrich and validate emails and phones via waterfall enrichment, which is the 2024 best practice. 6) Push enriched leads into Salesforce, assign to the right person, and queue them up into an Outreach sequence. From there, Zaid is reaching out to Leads via Outreach and parallel dialer. He sees all the signal context directly from his sales engagement tools so he knows why an account was prioritized and how to personalize. Everything is tracked via an SFDC dashboard over the course of the month. He’s constantly collecting intel on accounts, disqualifying leads that are unresponsive or a bad fit, and booking meetings. Our Lead stages are New, Attempting to Contact, Contacted, Ready to Book, and Disqualified. Once a Lead is booked, it converts to an Opp. At the end of the month, all Leads are cleaned out and a new batch is loaded in. This system is how Zaid spends all his time engaging with the best prospects with thoughtful outreach. If you've set something similar up, I'd love to hear how it works! There's not one right way to do this, and it'll vary based on the business.

67% of sales reps miss their quota annually. Ever found yourself wondering why that number is so high? In the fast-paced world of sales and marketing, the pressure to hit targets can sometimes overshadow the essential elements of a successful strategy. That statistic is a wake-up call—it's not just about working harder, it's about working smarter. Leveraging tools like Salesforce can be a game-changer. Here's how to turn that number around: 1. Data-Driven Insights: Utilize Salesforce's robust analytics to understand what strategies are truly working and which ones need to be rethought. 2. Automated Follow-Ups: Implement automated follow-ups to ensure no lead falls through the cracks. Sometimes, it’s all about timing. 3. Personalized Approach: Use Salesforce to segment your audience and tailor your pitches, increasing the likelihood of resonance and conversion. 4. Continuous Learning: Salesforce's integration with various learning tools allows your team to stay updated with the latest sales tactics and techniques. Think about it—transforming your sales approach with smart tools not only improves individual performance but invigorates the entire team’s morale and productivity. Let's aim to be part of the 33% making the mark and setting a new standard in sales excellence #Sales #Marketing #Salesforce #DataDriven #Analytics #Automation #Personalization #SalesStrategy #SalesPerformance #Productivity.

Unlock Data-Driven Sales Success with Salesforce Sales Analytics - Gain real-time visibility into sales performance - Identify trends and opportunities with predictive analytics - Track pipeline growth and conversion rates - Optimize sales forecasting and decision-making - Enhance sales productivity with personalized insights Transform your sales strategy with Salesforce Sales Analytics. Contact us to learn more! info@callmasters.us +1(940)641-8753 #Salesforce #SalesAnalytics #DataDriven #SalesProductivity #RevenueGrowth #Callmastersinc

"According to Salesforce, high-performing sales teams are 2.3 times more likely to use predictive analytics. Learn how a Propensity to Buy model can transform your sales strategy from good to great." For those in sales, especially in sectors dealing with high-value or complex products, here’s a gold nugget: not all leads are created equal. The secret to maximizing your sales efforts? Focus on the best leads. 🎯 Enter the Propensity to Buy Model. This powerful tool in data analytics isn't just about lead scoring; it's about smart scoring. By assessing the likelihood of a lead converting, you can prioritize your resources and team's efforts where they will have the most impact. 🚀 Key Benefits: Efficiency: Stop wasting time on low-probability leads. Focus on those with the highest potential to close. Increased Conversion Rates: By targeting the right leads, you naturally boost your chances of a successful sale. Resource Allocation: Direct your marketing and sales resources more effectively, ensuring that your best leads receive the attention they deserve. 📈 Why It Matters: In the high-stakes world of premium sales, precision is key. The Propensity to Buy Model provides that precision, transforming your approach from spray-and-pray to a targeted sniper tactic. 🤔 Thoughts? Are you using lead scoring effectively in your sales process? If not, you might be missing out on closing big deals. Let’s chat below about how data analytics can revolutionize your sales approach! #SalesStrategy #DataAnalytics #LeadScoring #HighValueSales

More than half of sales reps have ZERO emails logged in SFDC over the last two weeks 🤯 Are reps actually not doing anything? Or is all that activity data siloed somewhere else and not making it back to the CRM? Probably the latter, but who knows! 🤷♂️ You can’t know what you can’t see. And you certainly can’t analyze data you don’t have. Think of all the insights sitting in those emails. Signals about deal progress. Nuggets on the best practices of top performers. It’s a gold mine 💎. Time to start digging! ⛏️ #SalesData #CRMAnalytics #SalesInsights #DataAnalysis #SalesEffectiveness

🚀 Attention Account Executives! 🚀 Are you using Salesforce to manage your sales pipeline? The daily grind of non-revenue generating tasks and duplicating data across apps can take up valuable time. I've gathered insights from fellow AEs and identified common frustrations. Now, I would appreciate your help to get a better consensus. Would you spare 2 minutes to take this survey? Your feedback will be invaluable in understanding our shared challenges. 🙌 🔗 Survey Link: https://lnkd.in/efudXXJi Thank you for your time and valuable input! #Salesforce #AccountExecutive #Sales #Survey #Feedback