Raphaël Pecqueur

Booking meetings in France / Europe Vs North America 2021 : Worked as an SDR for French market, then expanded to European market.. selling software, Cold calling wasn’t that famous, pretty good connexion rates and personalized multi channel outreach worked really well for me.. End of the 2022, started prospecting American companies .. and found out that connexion rates are 10 X less ! Also, what took 10 days to get a response - yes or no doesn’t matter - took at least 15 days.. Then I asked here on Linkedin : does anyone here in France cracked the thing for US companies? Does anyone have experience switching from French / European market to North american ? What to do what to expect what to avoid ? 🦗 🦗🦗 Now. It’s been 2 years that I work almost exclusively with the NA market and.. can’t say that I absolutely cracked it - but at least I know the differences when prospecting - but also when selling to a different culture like this. For this reason I think it would be a great value is we organize a discussion about this and help other sellers to understand differences and show what works and what not. No BS bla-bla no lessons and no philosophy, just real people from the tranches speaking to their peers Thoughts ?

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I think I just put my finger on it: the seniority between BDRs and Account Executives is reversing 🤯 I predict that super senior BDRs are going to become very common in the next few years. Think about it — this inevitable shift coming to B2B sales is already underway. For top of funnel 🎩: 👉 starting conversations is getting harder 👉 AI-fuelled outreach is not only ineffective, but making it worse 👉 AI research and enrichment tools like Clay are SO strong, accessible and easy to use that skills in this area are not really competitive advantage anymore 👉 Reputation, thought leadership, strong network are what is working the best, and these things can only be achieved through experience! Meanwhile, on bottom of funnel ⬇️: 👉 There are dozens of RFP and proposal automation tools assisting with generating deal collateral 👉 AI tools like Fluint are giving closers real time guidance through the funnel 👉 Buyers are doing so much research on their own that marketing departments can pick up so much more of the workload through the funnel 👉 Strong CRM game is now table stakes, which make managing bottom of funnel so much more manageable We are seeing this a lot with fractional and consulting businesses today, but not so much in SaaS. Gong has done an amazing job of getting their team with active on LinkedIn, but I don’t know if there’s a shift in their hiring profiles or role design. Maybe there is. Anyone else seeing what I’m seeing?

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Don't let automated sequence control your strategies. Many sales professionals depends exclusively on predefined follow-up sequences But here's a different approach:👇 Sequences are guidelines, not absolute rules.✍️ It's essential to adjust your follow-up strategy based on each prospect's unique behaviours and preferences.✍️ For Instance : 👉 📌If a prospect actively contributes during meetings, personalize your follow-up to build on their engagement. 👩‍💻Quickly act , when prospects interest is high, rather than waiting for the next scheduled interaction 👩‍💻Also, be prepared to remove prospects from sequences if they indicate disinterest. 🤝Respect their time and yours by prioritizing efforts where meaningful interaction is possible Lastly, don't obsess over completing daily sequence tasks. 😊 👍Prioritize actions that move deals forward, such as targeted follow-up calls, customized communications Constantly tweak your follow -up strategies based on what delivers results , regardless of procedural rules 👩‍💻 Happy Selling !!! Ready to optimize your sales strategies for beyond automated sequences?? #DM to start the conversation 😊 #Salestranformation #Salescoaching #Salesstrategies #Salesready #linkedin #Linkedinfamily

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🤯 Salesforce just increased their own pipeline goals by 50% from 2x to 3x. 8️⃣ 𝐬𝐮𝐠𝐠𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐫𝐞𝐠𝐚𝐫𝐝𝐢𝐧𝐠 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐛𝐚𝐬𝐞𝐝 𝐨𝐧 B2B Fusion 𝐞𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭𝐬: 1️⃣ Focus on active, qualified pipeline rather than just top-of-funnel quantity. Leads or accounts that don't translate into real sales opportunities don't contribute to accurate pipeline coverage. This counters Quantity > Quality. 2️⃣ Establish a consistent definition and process for what constitutes active pipeline across sales and marketing. This creates alignment on what is being measured. Building the right dashboard from this point helps here (ask us how). 3️⃣ Have a regular "Pipeline Council" meeting with sales, marketing, and other go-to-market teams to review pipeline metrics, identify gaps, and take action. Executive involvement is key. Critical ABM/ABX step in your GTM planning. 4️⃣ Recognize that long sales cycles can create a disconnect between current pipeline and revenue outcomes. Trend analysis is needed to understand the pipeline-to-revenue correlation. This is where measuring conversions by source type matters most. (ask us how!) 5️⃣ Strive for transparency around assumptions in pipeline models, as lack of trust in the models undermines their usefulness. This is where regular spot checking helps - I remember as an operator not doing enough spot checking and taking information at face value. 6️⃣ For companies selling to enterprise (eg ABM/ABX), pipeline discussions often revolve around specific deals rather than just metrics. Qualitative deal reviews are important at that level. 7️⃣ Consider account prioritization and coverage in pipeline analysis, not just aggregate pipeline. Visibility into each territory's pipeline health is valuable, especially again for ABM/ABX. 8️⃣ Align pipeline coverage targets with the company's growth goals and factor in conversion rates, sales cycles, and marketing's contribution. Oh yeah, Marketing can help here. Keep in mind this post is looking mostly at 'top of funnel'. GTM leaders are constantly tuning forecasts and we're about to enter forecast season - so hopefully these tips can guide your conversations. 𝐖𝐡𝐚𝐭 𝐨𝐭𝐡𝐞𝐫 𝐚𝐫𝐞𝐚𝐬 𝐡𝐚𝐯𝐞 𝐲𝐨𝐮 𝐬𝐞𝐞𝐧 𝐞𝐟𝐟𝐞𝐜𝐭𝐢𝐯𝐞 𝐢𝐧 𝐏𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐛𝐞𝐬𝐭 𝐩𝐫𝐚𝐜𝐭𝐢𝐜𝐞𝐬? #ABM, #ABX, #GTM ___________ 👏Follow B2B Fusion on Go To Market best practice strategies. 👍Like and subscribe to B2B Fusion 𝐘𝐨𝐮𝐓𝐮𝐛𝐞 𝐜𝐡𝐚𝐧𝐧𝐞𝐥 of 209 GTM videos. 🤙🏽Struggling with faster, more efficient growth? Let's talk. DM.

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Want to improve your cold calls 📞💰? Here are some top tips from sales experts on Linkedin >>> Alexander Stefansson shows you how to prep for your calls beforehand to hit high conversion rates 📈: https://lnkd.in/gnNfMQri Levi Nichols avoids feature dumping on a cold call. Check out why. 🚫🗣️: https://lnkd.in/gxHipR3s Morgan J Ingram gives a solid tip: Stop interrupting your prospects. Wait for a second or two. ⏱️🤐: https://lnkd.in/gSmkqaW2 Josh Braun shares a call opener that lowers your prospect's guard. 👂🔓: https://lnkd.in/g-3nDmBQ Mike Gallardo from Deel shares 2 voicemail scripts that actually work 📞✉️: https://lnkd.in/ggRr9qzg Last but not the least, here's the largest cold calling wiki built by Giulio Segantini based on 100k cold calls he has made in 11 years. It's a gold mine💎🔥: https://lnkd.in/gmfbzuXR _________ ♻️ Found this helpful? Repost it so your network can learn from it too. Follow me, Ashwin Gupta, for more content on entrepreneurship, B2B sales, startups and the role of AI in B2B. #business #b2bsales #b2b #revenue #startups #entrepreneurship

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France Vs US prospecting for Marketing / sales / Ops persona Long story short : ⚠️ this is my very own experience !! This is NOT a Gartner or G2 or large study .. Easier to schedule demo meetings in France than in the US, but more difficult and long to close deals in France than in the US Why? Again - my own experience ⚠️ 🇫🇷 Decision makers have low authority - no control on budget and are risk averse 🇫🇷 People are willing to see what’s in the market but still have the « oh I can hire an intern to build this » mentality 🇺🇸 More results oriented in the US 🇺🇸 More “ let’s test and churn if not working » in the US Vs « let’s not be the one responsible for something that could potentially not work »

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