Aubrey Wells

Are your BDR outbound efforts falling flat? Marketing and sales teams waste time and resources on generic, one-size-fits-all outreach that fails to resonate with busy B2B buyers. These buyers are craving personalized experiences that speak directly to their unique challenges and goals. But what if you could create an integrated campaign that surrounds your target accounts with consistent, personalized messaging? By incorporating links to personalized landing pages into your BDR sequences and email campaigns, you can drive higher engagement and accelerate the buying process. And when your BDRs follow up to discuss the tailored content, you create a seamless, high-impact experience that cuts through the noise. This coordinated approach harnesses the power of both inbound and outbound personalization to deliver relevant and consistent messaging to prospects at your target accounts. Ready to refresh your ABM program with some new tactics that are working right now? We've got you covered 👇 https://bit.ly/3R8S4wT

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Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

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When onboarding a new AE I focus their first 4 weeks entirely on understanding our clients and client success teams. This means shadowing our CS reps, watching onboarding calls, watching activation calls, sitting in on strategy sessions and planning calls, and handling CS calls in week 4. All of this before we ever begin to start talking about sales enablement or taking sales calls. Why? Because too many sales organizations are 100% seller centric. I am passionate, some may say maniacal about ensuring our sales force is the most customer centric team in the industry. This means our AE's need to understand our customers, their status quo, be able to deliver thought provoking insights, the problems we solve, why they work with us, and the results we get them deeply before they can sell that way. Sending someone into the deep end to "learn by experience" is a go to for many. But I will never be swayed that this is the best way. The best way to create "at bats" and build confidence without burning potential opportunities is to ensure your AE's are learning as much about your customers as possible. This coupled with strong sales enablement, process, and clear expectations will set them up for long term success. Sure they may not be making dials and having meetings 2 weeks in. But I can assure you they will be more successful a year from now then the rep in that situation the majority of the time. True sales leadership is about long-term results. I know this is an unpopular opinion but I believe it is one of the biggest advantages you can give your new hires to increase their chances of long-term success. At the end of the day, my responsibilities as a sales leader are to be fanatical about our customers ensuring our clients and potential clients receive a world class experience. Set our sellers up for success to deliver that, and create an environment where people grow, win, and are challenged on the regular. By doing this, revenue targets take care of themselves. If you're onboarding new AE's in Q3, I would challenge you to try this if you're not. Happy EOQ!

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SDRs - Struggling with your ramp? Here are 5 tips to immediately improve your results and beat your ramp 1. Meet with 3 top performing BDRs, pick their brains on everything from Prospecting, Research, Sequences, calls, emails, Linkedin DM's etc. Once you have a good pool of knowledge on strategies that are working in the current market you can adapt it and make it your own. 2. Problem enablement: The most important thing to know is WHO you help and HOW you help them. Speak to your AE's who've closed business, CSMs and your own internal personas. The goal is to be able to crisply articulate how you can help a target persona in a target account get to their desired state. No one cares about WHAT you do, they care about how you can help them. 3. Volume: Practice makes perfect, you're not going to get good without the reps so get out there and prepare to fail. 4. Double down: If you find one medium is yielding more meetings then double down on that one, e.g if you're booking 5 meetings a month through call and 1 via email, try changing to a call only sequence for a while to see if it ups your results. 5. Feedback loops: Regularly ask your top-performing peers, AEs and your manager in your 121 for SPECIFIC advice. This means you'll always be growing your skillset. Make sure you're not getting advice from everyone though as this will dilute your focus P.S I'll do a part 2 of this next week but anything you'd add? For now, enjoy a picture of Emre Ceyhan and me at our recent Spike Week!

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It's not uncommon in fractional sales to come across orgs that are asking for 10-15x pipeline coverage. Sales is hard. Sales isn't THAT hard. Reality check: about 6% of sellers account for 92% of ARR, and they all run processes that look a lot alike. If you haven't cracked sales yet, you're not alone. In fact, you are the 94%. BUT you can use the same process as the 6% and dramatically increase your revenue for a hell of a lot less than it will cost you to 10x your pipeline.

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