Sam Medeiros

Engaging the right buyers at the right time is critical to sales success. ZoomInfo Copilot's Target Account Digests alert you when your most promising suspects are showing the right buying signals. 🔔 Get personalized daily digests — delivered via Slack or email — with AI-powered recommendations for next steps. Never miss a sales opportunity with ZoomInfo Copilot: bit.ly/3yxBNes #ZoomInfoCopilot

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Attention SDRs and Sales Reps🎙️ If you are not getting enough coaching, use Chat GPT to supplement the lack of support - P.S sorry you aren’t getting support 😥 Paste a transcript of your recorded call or role-play you did with a co-worker into ChatGPT (check with legal if you can do this) Ask ChatGPT to: • Analyze your call based on your call framework or script • Identify areas for improvement by asking Chat GPT (or whatever tool you may use) questions • Suggest alternative phrases to communicate value better Prompts you could use: "What did I do well on this call?” - Start off feeling good "What did I not do well?” "How could I have dug into the pain more? Please provide questions I could have asked?” “Can you give me 3 ways I could have handled the objections?” "Suggest alternative ways I could have gone for the close?” “Did I miss anything in the call that could have helped me go for the close?” A.I. will not replace you; the Reps who learn how to use it to help them improve will. If you are a sales or enablement leader and want to learn more about how you could leverage A.I. to help improve your team. Come to the Allego Sales Success Summit, where Sam Richter CSP, CPAE, will discuss how to use AI to help improve your sales team. https://lnkd.in/eKg3w7w2

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Calling All SALES People – YOU HURT YOURSELF WHEN YOU DO THIS!! A huge piece of advice to all of you included in SALES process for your business including CEO’s, MD’S, SALES Directors, Client Directors, Head of Sales, EVP’s, VP’s, SVP’S…I think you get the drift. If your business is taking part in an official RFP process and the RFP states the lines of communication to be used (which it will) i.e. people you should contact (probably a #Procurement person or maybe a Stakeholder)…then abide by it! Now sometimes during the RFP process you may learn of other more senior people who may have an impact on the RFP outcome. This may be via demos or chemistry sessions, or your senior people already know and have a relationship with senior people in the business… BUT please, no matter how desperate or brilliant you think you are…. DO NOT CONTACT THOSE SENIOR PEOPLE DIRECTLY (unless requested to by the contact in the RFP!) It may in your mind seem like a smart thing to do, as you can influence the outcome and get advantage…and I get that is the SALES person in you, and you’ve seen it pay off sometimes… But here’s what actually happens: If the Procurement team are valued and are in charge of doing the official RFP - then take it as given!! All that will happen by your actions is that the senior person will reach out to the Procurement team and tell them…. and guess what that does to your proposal…? Don’t think for one second, your proposal goes to the top of the pile. IMHO, IT’S A HUGE BLACK MARK! What your actions have actually managed to achieve are: 1.     You will have annoyed the Procurement person managing the RFP 2.     You will have annoyed the CPO or Head of Procurement 3.     You will have annoyed the Senior stakeholder who is sponsoring the RFP 4.     You will probably annoy the Senior person you contacted… after all there’s a Procurement function to deal with this stuff! So, SALESPEOPLE…no matter the temptation, do yourself a favour and abide by the RFP rules of communication. You have been warned! _________________________ 😃 Hi I'm Steve Walton. I help companies to fully realize the value procurement brings in terms of cost savings, risk mitigation, supplier innovation and sustainability. DM me if you’re ready to move procurement beyond a tactical purchasing function, and need consultancy and training. 💸📉📊

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SDRs don't work for AEs.... In fact, AEs should work for SDRs. If you're in a position to have an SDR helping you crack meetings you need to point them in the right direction with the right messaging and use cases. SDRs aren't your assistants. They're the tip of the spear. Cole Praver 🙌 #sales

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OUTBOUND IS DEAD - They shouted and fired the OB team. Then the reality check - How was your OB process setup? You used a tool to round-robin call 1000's of prospects, if they pick up the phone - SDR is on the call. Seems quite efficient - you manage to get the person on a call! No personalisation, no focus, no context. You may as well be selling mortgages or insurance slips or Dead Sea products the same way. Now you got you title (what's the actual role??) on the call. What do you say? They will automatically start with "not interested" and if you can't pinpoint the exact value and pain in the first breath of the call - it's all done and lost. So who killed outbound? You just did, by spamming your buyer on their personal phone without any context. Context is still king:) #isdead #sdr #abm #outbound #marketing #gtm

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A question for Sales Leaders re: quotas - A friend in Medical sales just got their quota...halfway through May (almost halfway through the year). As a territory manager they hustled in 2023 and achieved 111% to quota. They were #4 in Canada and #1 in Ontario. Great, right? Wrong... As a reward, they were gifted with a 12% increase in quota not from previous year's quota, but from previous year's achievement, and to me this just doesn't make sense. 👉 This type of quota calculation rewards those who achieved 90% (or even lower ) 👉 Demotivates those high achievers - They used their relationships to get orders in before quarter/year end and those doctors won't be needing those products perhaps for 18 months 👉 Promotes #quietquitting - doing the minimum requirements of one's job and putting in no more time, effort, or enthusiasm than absolutely necessary 👉 Promotes mediocrity - the more I sell the more will be expected of me next year My friend is understandably demotivated. They are the first ones to help with any events, often being away from home on a weekly basis to help other colleagues with their events/sales. They no longer want to put in any extra work and are questioning the company and whether it may be time to leave. I would love to hear from Sales Leaders out there as to how you calculate quotas, what systems/products you use, and how you deal with employees who have questions.

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Engaging the right buyers at the right time is critical to sales success. ZoomInfo Copilot's Target Account Digests alert you when your most promising suspects are showing the right buying signals. 🔔 Get personalized daily digests — delivered via Slack or email — with AI-powered recommendations for next steps. Never miss a sales opportunity with ZoomInfo Copilot: bit.ly/3yxBNes #ZoomInfoCopilot

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“Your sales team told us you could do X, Y, Z, why are these features not available to us?” WELL… they never were. 😠 Best way to cause a client to churn? Screw up the onboarding process. I’ve seen too many renewals fall off the wayside because people didn’t have their act together on that first, and arguably most important touch point. There’s a litany of ways to botch the experience, but the worst and most common is when your CS team has to manage unreasonable expectations or false promises offered by the sales team. Maybe the AE hyped up a bunch of features that are still under development, or boasted that your product can be deployed company-wide in a matter of days when that was only the case once, and the “company” consisted of five people. Now, the CS team becomes the bearer of bad news. This is how you lose trust and respect with your clients. And it’s significantly harder to resell them on your product’s value when they feel like they’ve been jipped. Get on the same page, get a roadmap, and be clear and honest with the client about how it will all unfold. Don’t set yourself up to fail. It’s hard to recover.

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Hey Salespeople: I'll pay you for every new customer. But please don't create churn. I'm going to give you: - Commission on every deal - Even if they churn immediately - If they don't involve key stakeholders - If they're not in our ICP & Buyer Personas I'm going to give you: - An unrealistic quota - Constant pressure to sell - PIPs when not hitting quota I'll also give you: - A giant list of accounts - Most that are not in our ICP - With contacts outside Personas - And a very high call activity quota (Some call this Spray and Pray) We're going to GRIND every day: - Making +100 calls - Booking tons of meetings - With anyone and everyone - Create max pipeline with them - Winning every single deal we can! We do whatever it takes to win every single deal. (Even if it has more red-flags than your ex.) Let's......GET.....AFTER....IT! But, please don't bring in a bunch of customers that will churn. When you talk to a prospect that is not ICP, not willing to involve the right stakeholders, not engaged, very likely to churn........... I guess.....ummmm......don't close them. (Even if it costs you your job.) Ugh, IDK, I'm making this up as I go along. ----------------------- Hey CEOs: CS can't fix this. This is why NRR is such a problem. ✌️

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One of the biggest disconnects preventing an AEs ability to provide a world class buying experience to prospects is this ⬇️ No visibility of marketings influence on the prospects journey prior to their first call with Sales 👀 By the time and AE speaks to a prospect they may have… - Opted out of a marketing list ✉️ - Had zero dwell time on a number of display ads 😢 - Skipped by video ads on social channels 👀 - Been to an event 3 years ago 😱 BUT 🥊 If you ask any AE do they have this information prior to their meetings 🙃 The answer is NO 🛑 That’s why connecting Marketing and Sales is more important than ever before 😀 Stellar advice to any AE in SaaS is to spend time with your Marketing team. It should be part of all companies onboarding programmes tbh 😎

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Renewals in B2B are a sales motion (four-figure deal sized and up). Smaller deals (and B2C renewals) are a marketing motion. Putting your data to work in the right motion is critical when trying to scale renewal and expansion.

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I’ve helped 12+ AEs and SDRs transition into SE/SC roles. There’s no doubt that you can earn a lot as an AE. AEs can make $1,000,000+ in a good year - a very lucrative career path. But the reality is most AEs don’t get there. It takes an exceptional AE to earn consistently at high levels, year in and year out. (I personally would be a terrible AE 😅) A big reason why folks pivot to Sales Engineering is because the earning potential is solid and much more consistent. That’s what the data in the image shows: 36% avg quota attainment for AEs vs... 74% for SE from this same company, with similar OTE’s As an SE, you don’t always have the extreme upside* that your AE counterpart will, but your income is more stable. (*there are some companies that pay SEs similar to AEs, with SEs able to clear $1M+ in a great year, though this is more of the exception than the rule) As an SE, there’s also less pressure to hit quota, quarter after quarter. The roles are different, with different responsibilities and varying degrees of risk (and upside). Both paths can provide tremendous opportunities depending on your strengths and the type of work you enjoy. Hope this provides some perspective for those who are considering SE or AE career paths. #sales #presales #compensation (source: RepVue)

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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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How to get around gatekeepers. This is something as a sales enablement professional you need to equip your reps with. Coming (metaphorically) face-to-face with a gatekeeper can be incredibly intimidating for new sales reps, and endlessly frustrating for more experienced ones. But they can be overcome with practice and patience. The Notorious D.O.D (Daniel O’Dowd) recently wrote an article for Sales Enablement Collective that covered: → What a gatekeeper is → Your initial interaction with the gatekeeper → Getting past the gatekeeper → Information gathering when you can’t get past By the end, you’ll hopefully be better equipped when preparing your sales teams for their encounters with gatekeepers. I’ll drop a link in the comments. Got any advice for navigating gatekeepers? Share below.

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How many people on your team hit their quota in Q1? What about in all of 2023? When you're building your goals for the year, you need to factor in how many people on the team will actually achieve them. Too few and you're going to see disappointment and employee churn, too many and you likely set the goals too low - which will mean an upset executive team. According to The State of Partnership Leaders report, 58% of respondents had 50%+ of their team achieve quota and 35% of teams had 75%+ hit goals. When looking at the biggest reason for missing numbers, the vast majority of respondents stated 'Misalignment of Goals' inferring their team were set up to fail from the beginning. Make sure to tune into the launch webinar for The State of Partnership Leaders tomorrow where I'll be joined by Kelly Stratman of EY and Jack Grey of Boston Consulting Group (BCG) to discuss our findings and recommendations for goal setting and alignment. For now though, how many people do you think you should expect to be achieving quotas each quarter? #partnerships #leadership #strategy

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How’s your sales incentive scheme going? Because one of the biggest challenges we’ve observed is reps who don't understand how their incentive plan works.   If your reps don't understand how their commission scheme works, the plan ceases to achieve its intent.   We’ve seen situations where reps get to the end of the quarter, they’re paid an incentive and they go, “Oh, I didn't even realise I’d qualified. Thank you!”   Now if that happens, you know the whole purpose of your incentive scheme has been lost. Because incentive plans exist to motivate your sales team. They’re meant to be something reps chase, a bonus that drives higher sales and incentivises reps to perform.   Not something that’s a pleasant surprise, nice as that is.   We've learned the most effective incentive plans are so simple a rep can work their bonus out in their head. Keep your incentive scheme simple enough so reps can say, “I know when my sales hit this target I make 2% of all my sales, and I can calculate that bonus myself.”   That simplicity makes an incentive plan more successful.   Sure, you can put lots of gates and conditions on a scheme, but if you do that, it soon gets beyond the point where reps can calculate their bonus in their head. And as soon as you get that complexity, incentive schemes lose momentum and effectiveness.   Numerik has a tracking solution where a rep can see what they're earning every day in real time. That can be set up to include incentive schemes.   Making those figures visible really boosts motivation.   Some Numerik customers ran incentive schemes before they used Numerik and incentive schemes with Numerik. Sales increased as soon as reps could see their earnings in real time and easily understand what their bonus could be if they sold even more.   #sales #salesleadership #salesperformance #numerik   Sharing snack-size sales advice to gear your sales reps’ performance up a notch. Grab my guide to real-time sales performance management in the comments below.

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NRR and Churn aren't just a CS problem. CS can only do so much when they can't control what customers they're given or the promises made to them by sales and marketing. Long-term, there is nothing more important to the survival and value of a business than NRR. If we want to maximize it, we need to look at it as a holistic business problem, not just a CS problem. And by optimizing NRR and minimizing churn, we can improve our entire GTM motion. Here are ways to do this: ✅ Market to the right audience ✅ Sell to companies in your ICP ✅ Engage the right stakeholders ✅ Set realistic expectations for them ✅ Facilitate smooth handoff to CS team ✅ Onboard them with clear goals and KPIs ✅ Monitor customer health immediately after ✅ Take action to address unhealthy accounts ✅ Market to customers to help them learn & grow ✅ Create a process to get far ahead of the renewal ✅ Open and close expansion and referral opportunities ✅ Learn from this process and data to optimize the ICP ✅ And optimize the Buyer Personas, Marketing Audience ✅ And the sales process, CS process, & Customer Journey This is a virtuous circle. Post inspiration: Kyle Poyar What would you add to this? 🤔

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