Diana De Jesus

Can we stop calling SDR agencies, sales because they aren’t. -There are exceptions to this rule. Il mention them later But for the most part the majority of them, come from one industry vertical where they have been extremely successful at selling the meeting at all cost. On the surface this looks great, you get booked calls in your calendar cheaper, faster, and easier you can do this internally. Match made in heaven right? But let’s take a look under the hood. These very experts, by their own admission, have never been exposed to the following elements of what traditionally is classified as sales. Raising this very question on a Dale Dupree post yesterday. “Its an important point you raise Dale Dupree.. I find similarly, when those that come from Sales Led Growth / Set meetings at all cost, internally or at agency... Commenting on what happens in commercial aspects of the deal ; → Cataloguing the market → Contract Size minus operating cost and margin → How to build an RFP/Tender/Formal Bid → Live Quoting Days Live Quoting days to multi vendors  → Commercial Credit - Requirements - Operating time, Scores  → Legal - Process - Pro forma - Clauses  → Communication Plans - Land and expand - Contract Penetration Sure, it gets a reaction in the LinkedIn Ecochamber...By MORE of those that have never done or seen those aspects, and often those posts go viral. But it’s only highlighting to the minority that have been in those aspects for decades, some of these larger accounts actually know no commercial aspects whatsoever.  CT Falk, George Coudounaris and a few others and I, plan to change that.” Monthly advance for deals that will churn and fall over, this is currently hidden in your money ramp flywheel. But not for much longer, what happens when the money flywheel runs out? You then need to better understand commercially viable business right? Are you going to get that from an agency that has never done it, and never seen it? I was pretty good at AFL - Australian Football League but I don’t pretend I can play National Rugby League cos the ball is the same shape… Now, as stated THERE are exceptions, SHOUTOUT, to the sales as service agencies who do actively ask and engage to learn parts they dont know. But this is also why you need a commercial plan, that ties your marketing, new business, and actual sales pre and post sale together. We can help you create this commercial plan, and set your business up for end-to-end service delivery. Here's how we do this: we audit your team, job functions, channels, buying experience we hone in on the gaps, and provide you with the right commercial plan to move forward The result? You're set up for end-to-end service delivery Bringing your sales, marketing and customer success in complete alignment. ↓ A modern Go-To-Market strategy that allows a business to grow and keeps customers happy. Backwards to go forwards. #ClosedCircuitSelling #Marketing #Sales #Revenue

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Is your SDR team still spending 15-20 hours a week on prospecting ? Automate that today! ✅ Imagine what they could do with that time back! Stop wasting time on manual research. Let automation handle the work! Set clear rules on a Clay table. Need specific job titles? ✅ Looking for job openings in a certain location? ✅ Targeting companies in a specific industry? ✅ Focusing on certain intent signals? ✅ Want firms using a specific software? ✅ It’s all easy with Clay! No matter how detailed your needs, you can find data at scale. 🤯 TL;DR: -> Manual prospecting takes too much time. -> Instead of hiring more SDRs, automate with Clay. Here’s what you get: -> Save money on hiring -> Reduce mistakes -> Speed up your research! __________________ I’m Ashraf, and I run a Clay agency. We offer unlimited Clay tables on a monthly subscription..

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SDRs should get to the next level. Here's how to improve your lead generation machine: 1. Stop focusing only on repetitive tasks. Yes, sales is a number game but it's a game that should be played strategically. Save your bullets. 2. SDRs shouldn't handle email sequences. It should belong to marketing/growth engineers. 3. SDRs should invest in their personal brands. It will compound and support the outbound efforts. PS: much love for every SDR out here 🫶 PPS: much love for Roger as well 🫶 I'm Noam, I post daily about the future of sales. DM me "warm" if you want to go from cold to warm.

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The best demand gen professionals come from an SDR background. Here’s why: Demand generation's goal is to generate sales pipeline. Every lead a marketing team generates will be passed to your sales or SDR team. Which means your success is dependent on their success. If you’ve been in the shoes of your SDR counterparts, then you better understand what they need to be successful. Agree or disagree? Let me know in the comments. 👇 #b2bmarketing #demandgeneration #digitalmarketing  

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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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We need to stop calling MQLs "Inbound" They're just outbound in disguise. 𝗙𝗲𝘄 𝗛𝗮𝘃𝗲 𝗜𝗻𝘁𝗲𝗻𝘁 A tiny fraction of MQLs are "Hand Raisers" that expressly requested to meet with sales and should be treated as gold. They require lightning fast response times and a high-touch from qualified reps capable of answering their questions and delivering an outstanding experience. If we don't provide that, our competitors will. 𝗧𝗵𝗲 𝗿𝗲𝘀𝘁 𝗮𝗿𝗲 𝗖𝗼𝗹𝗱 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 Everything else, the white paper downloads, the webinar attendees, etc. have absolutely zero buying intent. 𝗡𝘂𝗿𝘁𝘂𝗿𝗲 𝗧𝗵𝗲𝗺 Marketing should work hard to nurture these leads until they are ready to request a meeting with sales. The more we focus on this the better our lead flow, the better our ROI in marketing, the better our customer experience. 𝗖𝗮𝗹𝗹 𝗧𝗵𝗲 𝗕𝗲𝘀𝘁 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 Sales should simply focus on calling the best prospects, wherever they came from. They should be: - In our ICP - In our Buyer Personas - With the most engagement - With the most buying intent We have limited time to call prospects so we should simply combine those engaging our content with those we find in ZoomInfo and use whatever data we have to identify the best to call. There's no justification in my mind to consider these "inbound" and have a silod team cold calling them. But what do you think? 🤔

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90% of SDRs/AE hate manual list building I mean who wouldn’t? Most of my discovery calls are with SDRs And… I saw this one common issue Apart from the manual list building That is “how technical these new aged softwares are”. If you’re an SDR who is used to using Apollo and Zoominfo It’s going to take you time to re-adjust with new aged softwares! Persana AI has an AI agent that gives you a leads list with a single prompt! Here’s how you can use it: 1. Use ChatGPT to create the prompt 2. Add the prompt to the agent 3. It will give you the leads list To enrich it further: 1. Use API keys 🔐: It will help you save more 💰 2. Use “find work email”: It will get you the emails or your prospects 3. Use “enrich data”: To enrich even further like: - You can create personalisation based on the website - You can find social signals like if they did a podcast recently - You can check their funding and revenue —— How will you use it? Let me know in the comments below 👇🏻

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SDR Bite-Sized Tips: Leads Deciphering 🧠 The best thing about SDR is that it can be done in a ton of ways. 1️⃣ You can spray & pray (with or without personalization) - yes, you'd still have conversions and appointments; 2️⃣ You can tailor and personalize first messages or connection requests and then fire away your offer - quite a decent approach; 3️⃣ Or instead of firing right away, you might try to get a conversation running first, ask some questions, spark interest - that could work excellently; Anyhow, your brilliant sequence (manual or automated) might not work for X people. And it's fine. The point is there is no magic pill or universal method. We just have to focus on a couple of really important points: - If we are generally reaching out to the right people at the right companies; - If our offer is relevant/ intriguing / on-time / strong; - If we try again & again, utilizing multiple sender profiles & different approaches. Deciphering how we get connected, what offers spark interest, what hooks work (on both company & contact level). It's like accounts rotation in your sales or SDR department. To reach the best results your team should operate like a single organism. GetSales.io actually helps to build one :)

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5 ways to improve SDR Opp --> Closed Won conversion... 1. 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘄𝗵𝗲𝗿𝗲 & 𝘄𝗵𝘆 𝗢𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝗶𝗲𝘀 𝗮𝗿𝗲 𝗴𝗲𝘁𝘁𝗶𝗻𝗴 𝘀𝘁𝘂𝗰𝗸 • Review Opps 'age' and 'days since activity' by stage • Review where most Opps are being closed lost • Review Why/Opp outcomes are being closed lost • Review trends in this data by territory, region, team and individual AE 2. 𝗪𝗼𝗿𝗸 𝗼𝗻 𝗶𝗻𝘁𝗲𝗿𝘃𝗲𝗻𝘁𝗶𝗼𝗻𝘀 𝘄𝗶𝘁𝗵 𝗯𝗼𝘁𝗵 𝗹𝗲𝗮𝗱𝗲𝗿𝘀 𝗮𝗻𝗱 𝗿𝗲𝗽𝘀 𝘁𝗼 𝗮𝘃𝗼𝗶𝗱 𝗶𝗻𝗲𝗿𝘁𝗶𝗮 • Take the data from above and start sharing insights • Have SDR and Sales Leaders sit regularly to review 'stuck' opps • Raise 'stuck' opps with reps to provoke action • Automate email triggers to warn reps of 'stuck' or 'ageing' Opps • Add SLAs / Opp management expectations in for reps 3. 𝗥𝗲𝘃𝗶𝗲𝘄 𝘁𝗵𝗲 𝗱𝗮𝘁𝗮 𝗼𝗻 𝗾𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝗰𝗿𝗶𝘁𝗲𝗿𝗶𝗮 𝗮𝗻𝗱 𝗮𝗹𝘁𝗲𝗿 𝘁𝗵𝗲𝗺 𝗶𝗳 𝗻𝗲𝗲𝗱𝗲𝗱 • What's the average number of criteria being fulfilled? • What criteria are associated to the Opps that reach late stage/closed won? • What criteria are having limited baring on Opp outcome? • Consider changes to qualification or making certain criteria mandatory • Decide whether qualification should sit with reps or with leaders 4. 𝗖𝗼𝗻𝘀𝗶𝗱𝗲𝗿 𝗮 𝘀𝗵𝗶𝗳𝘁 𝗶𝗻 𝗰𝗼𝗺𝗽 𝗽𝗹𝗮𝗻 𝘁𝗼 𝗳𝗮𝗰𝗶𝗹𝗶𝘁𝗮𝘁𝗲 𝘁𝗵𝗲 𝗰𝗼𝗿𝗿𝗲𝗰𝘁 𝗯𝗲𝗵𝗮𝘃𝗶𝗼𝘂𝗿𝘀 • Understand that Comp plans are designed to facilitate specific actions • Consider adding a late-stage kicker/extra weighting for SDRs/BDRs 5. 𝗖𝗼𝗻𝘀𝗶𝗱𝗲𝗿 𝗮𝘂𝘁𝗼𝗺𝗮𝘁𝗶𝗻𝗴 𝗖𝗥𝗠/𝗼𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝘄𝗼𝗿𝗸 𝗳𝗼𝗿 𝗼𝗽𝘁𝗶𝗺𝗶𝘀𝗲𝗱 𝗱𝗮𝘁𝗮 𝗮𝗰𝗰𝘂𝗿𝗮𝗰𝘆 • How much of 'stuck' pipeline is actually down to poor rep CRM hygiene? • How much of 'stuck' pipeline is due to poor definitions on opp stages and management? • Look at tools like Clari and Momentum.io to drive accuracy and efficiency 𝗪𝗮𝗻𝘁 𝘁𝗼 𝗶𝗺𝗽𝗿𝗼𝘃𝗲 𝘁𝗵𝗲 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗶𝗼𝗻 𝗿𝗮𝘁𝗲𝘀 𝗼𝗳 𝘆𝗼𝘂𝗿 𝗦𝗗𝗥/𝗕𝗗𝗥 𝗼𝗿𝗴? 𝗚𝗲𝘁 𝗮 𝗙𝗥𝗘𝗘 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗰𝗮𝗹𝗹 𝗵𝗲𝗿𝗲 (𝘝𝘗𝘴, 𝘋𝘪𝘳𝘦𝘤𝘵𝘰𝘳𝘴 𝘊-𝘴𝘶𝘪𝘵𝘦 𝘰𝘯𝘭𝘺!): https://lnkd.in/eVgkzkZz

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SDRs can sell to 10 different titles or verticals if the offer/benefit is the same. If it’s not, then don’t bother.  Keep them focused on 1-2 titles or verticals. When prospecting, SDRs need to hone in on their service's value, offer, and benefit. If it’s too generalized, it’ll never resonate with the desired audience. It’ll fall flat. They’ll never hit quota. Focus breeds expertise. Expertise is what helps lay the foundation of interest and trust. If your SDR focuses on too many offerings, they will never be the expert. They’ll never generate interest and trust. Let your SDR have a narrow focus. Let your SDR become the expert at piquing interest on 1-2 offerings. That’s what we do at Alleyoop. That’s why all our SDRs meet and exceed client expectations. We set them up to be the experts. #SDRTips #SalesStrategy

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