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Have to give a huge shoutout to Sam Nelson and the Pipeline Conference. It looked amazing - so many powerful shares. And the event has grown so much in just a year. We heard so, so many times that the #SDR was dead. Outbound was dead. 🙄 The SDR has emerged as a strategic asset for teams. Setting meetings and... Building awareness, capturing demand, getting off-the-record intel. I've set way over 2,000 meetings in my career. Back when we were in the office I'd be the only one making calls. Now we're at a point where you have to be making calls. And isn't this for the better? Cold calling is hard (as is sales) but the human connection that comes with a conversation is so valuable. Orum 🥇 state of Sales Development report found that 70% of orgs expect to add more SDRs to their team in the next 12 months. Cold calling is meeting buyers where they are. Do it right and your org has a strategic advantage. Just make sure to call mobile numbers using upcell. 📱

Honestly, I’ve been heads down the past several weeks for lots of reasons - moving, sick kiddo, kiddos getting parents sick too 🥲, building at Unicrn 🦄, investing in our church community, etc. However, I have not missed the amount of doom scrolling that’s out there for sales/rev ops processes. And, I just want to remind everyone that there is hope! You can fix your processes! There IS a world where emails get delivered. There IS a world where people book meetings from phone calls. There IS a world where you’re able to quickly and efficiently manage pipeline. Don’t lose hope! But, if you have - let’s chat.

Elevating Enterprise Sales: A Journey of Adaptation and Growth! Stagnation is the enemy of progress, especially in the fast-paced world of enterprise sales. Over my time with Mobitel (Pvt) Ltd and Dialog Axiata PLC, adapting our sales strategies nd current role as Chief Sales Officer at KBSL to meet the ever-changing market demands has been pivotal. Transitioning from a volume-based to a revenue-driven model was not just a strategy shift — it was a mindset overhaul for the team. Key to this transformation was understanding the unique needs of our customers and tailoring our approach accordingly, which helped us onboard key enterprise clients and significantly improve our revenue stream. I'm curious to hear from you: How do you stay agile in the dynamic field of enterprise sales? Share your success stories and let's discuss!

The Anchor-Disrupt-Ask structure is often used in sales and marketing to guide conversations and presentations effectively. This springs up from the Results Based Objectives framework in Tech Sales. For the "Anchor-Disrupt-Ask framework," the correct order is: 🎯 Anchor - Start by establishing common ground or agreement. 🎯 Disrupt - Introduce a new idea or perspective that challenges the status quo. 🎯 Ask - Follow up with a question or call to action that encourages the prospect to consider the new perspective. _ Join the Nexus to learn, network, upskill, job opportunities, etc. - https://lnkd.in/djRi4UFn

The secret to more pipeline? Here is the secret... Its hard work! Often, there is a belief that investing $400k into hiring a team of SDRs and a manager will lead to a 10x pipeline outcome. That is often far from the truth. Why? It all comes down to alignment and how the SDRs are aligned with sales. Also, it's not up to the AE and the SDR to fix that alignment; it has to be done from the top down, the C-Level. Here are three easy steps to take to bring closer alignment between Sales and SDRs 1️⃣ Named account structure: Create focus by doing less 2️⃣ Keep the coverage AE to SDR coverage at 3:1 minimum 3️⃣ Pipeline reviews between senior leaders: should be every month and look at the 2 quarters beyond to ensure pipeline coverage nine months out. These fixes aren't an instant success, nothing is, but if you execute on these 3 things, you will see increased alignment and pipeline generation from your SDR team. What did i miss?

This is the Alpha Geek. They are often involved in Enterprise Technology evaluations and decisions. They don't have budgetary authority. They don't have people reporting to them. They don't tend to talk a lot or ask a lot of questions in meetings with sales teams. But to overlook and ignore them as a sales team... well you do so at your own peril. They often have incredible influence in the decision process. While they can't say the final yes. They definitely can say a final no. They can be sneaky and soft spoken as they ask a seemingly innocuous question to the sales team. Yet that single benign question and your answer as a sales team can ultimately win or lose you the deal. Beware of the Alpha Geek!

Dallas Market: Don't Let Tech Disrupt Your Sales! The Dallas Market is here, but facing a provider shutdown can disrupt your sales efforts. AMP is the Solution! ✅ We'll get your sales tools back in top shape, so you can focus on making connections and closing deals. Contact us today @ [email protected] or visit AMPtab.com to learn more. #dallasmarket #atlmkt #lvmkt

The saying "Sales is Sales" is NOT true. In 2024, to succeed in sales, you need MUCH more than the ability to sell. Especially in complex B2B sales like SaaS. Today's salesperson is a strategic advisor to prospects and clients. Their core responsibility is to help guide them as an extension of their team. This means: - Keeping them updated on industry trends. - Educating them on complex topics. - Helping them avoid landmines. - Stay ahead of the competition. - Enabling them to provide THEIR customers with excess value. In short, they need to help as many clients succeed as possible. This can't be done with just sales skills, it requires domain expertise. This may be why some BDAs struggle transitioning, outreach is only one part of the sales cycle. For any BDAs that want to go into sales, here's what I would do to prepare: 1)     Regularly use your product and read the trades. 2)     Set up 1v1s with your support team to learn the back-end. 3)     Find an AE mentor, ask to listen in on calls and be sent email chains. 4)     Review YOUR full sales cycle and take product trainings. Sign up for the waitlist for my book covering the FULL sales cycle starting day one at www.AndrewBarbuto.com and get a Free Meeting Hack! In the meantime, watch this video where I cover how to effectively conduct a sales meeting - https://lnkd.in/eqDPQQPT Sales is HARD, but anyone can succeed that puts in the work to be a domain expert and masters the basics! Good luck out there! #B2BSales #BusinessDevelopment #Sales #SaaSSales #SaaS #AdTechSales #AdTech #SalesTraining #SalesTips #SalesBooks #FullSalesCycle #B2B

How to build a sales process at a mid-sized business: Teamwork makes the dream work It's been a whirlwind 2 weeks on 2 continents working with the client facing teams at MSBC Group. And that means almost everybody in the firm. A sales process is not just selling, it also means excellent customer service to win references and renewals. And it all begins with finding and qualifying the right clients to work with: ▪ Those with manual and spreadsheet workflows holding them back ▪ Firms that know what to do but lack specialist skills ▪ Companies using AI to 10x their market. If that sounds like your business then let me know Or speak to one of the excellent team of Priyank Bhavsar, Harsh Patel, Tanisha L. and Shubhi Mittal.

𝐖𝐡𝐲 𝐒𝐚𝐥𝐞𝐬 𝐢𝐧 𝐇𝐞𝐚𝐥𝐭𝐡𝐜𝐚𝐫𝐞 𝐢𝐬 𝐃𝐢𝐟𝐟𝐞𝐫𝐞𝐧𝐭 & 𝐇𝐨𝐰 𝐈 𝐅𝐢𝐥𝐭𝐞𝐫 𝐂𝐚𝐧𝐝𝐢𝐝𝐚𝐭𝐞𝐬 B2B sales in healthcare is unique due to its complex regulatory environment, the need for deep product knowledge, and the critical impact on patient outcomes. It’s not just about selling; it’s about building trust and long-term relationships. When filtering sales candidates at NirogGyan, I look for: 1. Healthcare Experience 2. Empathy and Communication 3. Problem-Solving Skills 4. Resilience Our mission is to simplify healthcare, and our team reflects that dedication and expertise.