Andrea Wunderlich

Breakups are tough—whether in relationships or sales. For SDRs and marketers, investing hours into a prospect only to hit a dead end can be painful. Here's How to Write a Sales Breakup Email in 3 Simple Steps: 🎯 Crafting the ultimate breakup subject line 🎯 Be positive with your email body 🎯 CTA that acknowledges the situation Feeling inspired? Ready to write a break-up mail? Read our latest blog for: ✔ The best sales breakup email templates ✔ When it is the RIGHT time to write the breakup email ✔ Common language & errors to avoid These tips will help you craft a respectful and efficient sales breakup email, maintaining professionalism while keeping future opportunities open. Read the full blog here: https://lnkd.in/df9f6TVG #smartleadforsuccess #smartlead #smartleadai #breakupmail #emailmarketing #growth

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As an agency leader, you know scaling sales within your organization is no easy task... 🥵 Thats why we've pulled together resources to help guide founders and agency leaders in the right direction to scale beyond founder-led sales methods and on to a repeatable GTM strategy with RevOps as the secret weapon. Check out the full blog post and access the guide via the link in the comments 👇

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Most account-level intent data is vague, hard to action, and ineffective. Without access to explicit and actionable signals, far too many GTM teams settle for poor targeting, ineffective outreach, and lackluster results. It doesn’t have to be that way. 👉 You can have it all: Account-level data with rich context and person-level data that deliver targeted, timely, relevant insights that drive next-level results. To add even more context to the signals we surface and score for you, today we launched: - 150 million job listings signals (think open roles or skills/tech listed in job recs) - 8 million news signals (think fundraising events, 10-Ks, strategic hires) …spanning 40 million companies around the world. That’s just the beginning. With these signals (and the other 100+ product, website, community, and social signals we can surface and score for you), you can better understand company priorities, needs, and intent, and turn those signals into automated GTM plays—all in Common Room. 👀 Here’s a (small) peek at what you can do: - Create target burndown lists that auto-replenish daily - Stack news and hiring signals for even more effective GTM - Find high-fit, high-intent accounts with a keyword search - Drill down into full job descriptions and news articles - Identify decision makers across the account - Pinpoint what matters most to your buyers …all without ever leaving Common Room. It’s what we’re all about: More signals. More context. More intelligent go-to-market. For all the details 👇

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The average enterprise GTM tech stack has 23 core technologies. Woah… If you work in sales, you’re likely all too familiar with the challenges of managing an ever-growing tech stack. The issue is that adding more tools to your tech stack doesn’t automatically equate to getting more done. 66% of sales reps feel like they’re drowning in technology. How do we give our teams less and allow them to do more? The solution, as we see it, is a fairly simple one: Transfer as many different facets of a specific workflow, like prospecting, over to AI. GTM Partners just dropped a comprehensive ROI study, based on an analysis of G2 customer reviews and conversations with real Regie.ai customers. If you are looking for a deeper understanding of how to apply AI to solve business-critical challenges and expected results from doing it, this guide is your, well, guide.

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35-50% of b2b buyers choose the vendor that is fastest to respond. But, most vendors are still forcing buyers to: Fill out a form Wait for a response  Talk to an SDR So, It can take buyers weeks to: See a product demo Learn about pricing Talk to subject matter experts If buyers choose the vendor that is fastest to respond… Why are we still forcing buyers to jump through so many hoops? *(Source: InsideSales.com)

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Here is a way to tell how healthy your GTM motion is, ask anyone on your Sales or Marketing team, can you tell me our top 5-best and least fit Sub-Verticals? If they cant, then your funnel is likely broken, and you need to re-align. Instead of pulling all that data, simply plug Vertical Insights into your SF instance via the app exchange, and you'll have your team aligned the same day, plus you can continuously monitor what they are putting into your pipe vs. your ICP funnel. Yep, its pretty cool...

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I'm not going to say "Google is dead," but... it ain't what it used to be. We all know it. That's why content leaders need to find better ways to surface relevant content for potential buyers. Leaning on our Sales team as a content distribution channel is one of the things that Vitally.io is getting better at by necessity. Our SDRs use our interactive tools and reports to start conversations. Our AEs use the insights in our guides and articles to beat down objections and position themselves as expert advisors. And it's all been incredibly effective, even if you can't always measure the impact as precisely as you can measure organic search clicks. At the end of the day, content teams exist to make the sales process easier. Everything else is a vanity metric. Thanks again to Nate Turner for the great conversation, and listen to the whole thing at https://lnkd.in/gfcPzu5F

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Have you modernized your GTM strategy? Old Way = Look at the Sales funnel by department New Way = Look at the Sales funnel by buyer intent (how the buyer entered the sales funnel) Historically, each department is measured by the blended performance of the “leads” they source with direct software attribution. This model incentivizes getting the most “leads” and the lowest cost, not to drive *revenue & and sales productivity. Marketing runs lead gen to first-touch attribution on as many contacts as possible to game attribution. It doesn’t actually drive customers to want to buy but appeases their outdated attribution models circa 2012. Planning and forecasting breaks down because they blend content syndication leads that close at 0.1% with declared intent demo requests that win at 8%. Their old-school “demand waterfall” model breaks like cheap glass. Departments (Sales, Marketing, SDRs) fight over credit instead of working together because that’s how teams are measured and budgets are set. It’s such an outdated model and a core driver of sales/marketing misalignment and other overall GTM problems. Smart companies want to adopt an “All-Bound” model because they see this clear problem in their business but need a new framework to measure success & make strategy adjustments. Here’s how to make it happen: 1. Look at what GTM motion CAPTURED the demand (what was the trigger for how the buyer entered the pipeline). These are called “pipeline sources”. 2. This demand capture source is a surrogate for *buyer intent* and will much better predict sales efficiency metrics like win rate, sales cycle length, and pipeline velocity. 3. Build a separate attribution model (e.g. self-reported attribution) to characterize what programs are CREATING the demand. 4. Use this data to OPTIMIZE your entire revenue strategy, not determine binary credit to teams, departments, and budgets. Implementing this framework will: 1. Drive significantly better alignment between all GTM teams 2. Have all teams WORKING TOGETHER, not fighting each other for “credit” 3. Create an entirely new view for Revenue leaders and strategists to make far better decisions & strategy improvements 4. Dramatically improve your revenue planning and forecasting accuracy. 5. Clearly show you where to FOCUS and clearly show you what to STOP doing. It’s 2023. Every department (Sales, Marketing, SDRs, Customer Success, etc.) contributes to every closed-won customer. Time to update your mindset and measurement frameworks for how customers buy and how the World actually works today. #marketing #attribution #sales

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Do you need to purchase an ABM platform before you launch your ABM pilot project? If you are a small team, buying a whole ABM platform can be a big lift. But ForgeX breaks down how you can stay scrappy with a bit of homework and some soul-search on just you want ABM to do for you: https://lnkd.in/e9iu-y-7 #Propensity #ABM #smallteams #marketingstrategy

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SDRs: If you're looking to layer in a warmer approach to building pipeline, master buying signals. Why? You'll sell efficiently and maintain brand credibility. Only about 10% of your buyers are in-market right now. That means most of your lead list is not ready to buy yet. But if you conduct outreach to your entire lead list in a way that assumes they're wanting to buy now, you can easily damage not just your own brand, but your company's brand as well. Just think about the other 90% – if you're contacting them under the assumption that they're cash-in-hand-ready-to-sign, but they're not even remotely interested or don't even have a need... well, we all know what their reaction is gonna be. 🤣 Okay now back to the 10%. Not all buying signals are created equal. (And this is where the Go-to-Network mindset shift comes into play) 🚨 Outreach based on positive signals should be done with the goal of learning and helping, not selling! 🚨 The well-equipped Network Development Representative plays the long game by selling quickly to the 10% and pulling the other 90% into their network. Josh Norris builds on this in the NDR Playbook we dropped last week, with 2 tips you can implement right now: 🔥 "If you do anything with signals, do it fast! Your buyer's attention will wane with time, so make your 'speed to signal' as fast as possible." 🔥 "Adjust your CTA according to your signal." Not all signals are "intent to buy." In reality, signals mean intent to do lots of things across the buyer's journey. Drop what you're doing right now and go download it. Link in comments :)

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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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One way to gauge your marketing effectiveness: Just ask your sales team. Think about it. They're on the front lines and: + engage with prospects daily + understand your ICP's pain points + can immediately identify if a lead is a good fit + detect bottlenecks in the pipeline + know which leads convert into revenue and remain loyal Your sales team is a goldmine of marketing insights. It's not the 1990s anymore. Sales and marketing need to be on the same page, working together to drive real results. #Sales #DigitalMarketing

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Picture a land where making outbound calls leaves you feeling like the king of the world. 👑 In this land, reps spend their days bouncing joyfully from one conversation to the next. They can make hundreds and even thousands of calls everyday. They don’t spend entire dialing sessions hoping that someone will pick up, their days are filled with getting meetings booked and building pipeline. With Klenty's Parallel Dialer, this utopia is no longer a dream - it's where your team will live everyday ✔ Connect with 5x more prospects  ✔ Never update your CRM manually again  ✔ Instantly know how your session went and gather data to improve your outbound Your reps can spend the entire day in conversations. Imagine having 10-15 conversations every hour.  When reps have the right tools, everything shifts - ❌ from spending their shift punching in numbers  ✅ to actually engaging with prospects. Klenty’s parallel dialer can take you there- https://lnkd.in/gGBAs8sx

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Outbound Sequences can do more harm than good for SDRs. (I think when used appropriately, they can be a massive help, but most teams use & abuse them -- completely missing the point of them & wonder why they can't land in the primary inbox & get no responses) I think the days of the traditional 27 day sequence are over. We need change. Most tasks get long overdue anyway and end up not being completed. Here's the issue with them: Often, SDRs are reactive to their sequences/cadences... When in reality, you should be pro-active. Let me explain: Imagine you send your first initial email and it gets opened 5+ times. Or you send a LI connect request and they accept it + look at your profile. Most SDRs will move onto their next task and ignore the intent signal. Instead, use prospect engagement as a way to be more pro-active. IE: do not wait 3 days from the day you sent your first email if there's a ton of engagement. Try calling them same day, bumping your email the next day and throwing a connect request on LI. You should try and switch your messaging up based on prospect engagement, too. IE: your cold call opener should be different for someone who has accepted your LI request + looked at your profile / opened your email a bunch vs someone who hasn't engaged at all. Be the quarterback of your sequences.. Don't let them control you! Second issue: most sequences end up piling up overdue tasks.. This is because sequences have way too many steps. If you liked this, I share 1 free outbound prospecting tip that 4200+ SDRs and AEs read every week. https://lnkd.in/e2cJkJqr

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Should CRO’s even exist? Not if they’re going to be: - Super expensive glorified head of sales - With no marketing or CS experience - Compensated like an account executive  - No focus on ICP or aligning the entire GTM motion - No coordination with peers in cross-functions - No P&L fluency or ability to read a P&L  - Only focused on new business with no understanding of recurring impact - No knowledge of the bowtie or systems designed to deliver ongoing customer value - Have a short term view and only care about the quarter CROs should absolutely exist if they: - Can come from Marketing, CS, or RevOps not just Sales - Have foundational understanding and respect for other functions - Are compensated like all other executives - Are focused on driving tight alignment across the GTM motion - Are focused on collaborating across Sales, Marketing, CS leveraging data generated from RevOps - Are focused on a customer journey that begins when the prospect lands on the website and continues through at least 3 annual renewals - Have a deep knowledge of the bowtie  - Have built expertise as revenue architects - Have a long term view that balances short term urgency with long term enterprise value Revenue generation is a team sport. Recurring revenue is driven by recurring impact. If you’re leading the revenue function, you have to understand that and you have to be an expert at driving tight alignment across the customer journey to deliver that impact. This is the way.

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Here’s how SDRs and AEs can compound pipeline growth 👇 With nurture campaigns, post objection. 90% of SDRs and AEs forget a prospect after the first objection. These objections can be anything: 1. “We’re all set” 2. “Using another provider” 3. “Not the right time” 4. “Don’t have enough budget” 5. “We have other priorities” Even though your prospect is saying no – it doesn’t mean that won’t change. This is where you come in with your ask: “No worries, [Name]. Would you be open if I send you an email maybe once a month sharing any product updates and customer stories? It’ll be from me – not an automated newsletter.” From our findings, 75% of prospects will give you the permission as long as they’re interested in your content. Instead of another “closed” lead – you now have someone in your warm nurture pipeline. Doing this consistently with leads that object builds a large pool of warm leads. Which eventually leads to meetings. #warmleads #nuture #pipeline #coldoutreach

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Look, most SaaS marketing messages get lost in the noise. Because they're boring, generic, and forgettable. "Sign up for a free trial," "We're the #1 solution," – yawn. 😴 But nobody wants to hear another sales pitch. They want a story that resonates, a problem they can relate to. Right Ann Handley? You see, the AIDA framework can help you cut through the clutter and connect with your audience. Here's how you can use it to craft a compelling SaaS marketing message that actually gets results, like Headspace, Grammarly, Shopify, & Supabase. #AIDA #Marketing #Communication #Attention #SaaS #Startup #Founder

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“One more tool isn’t going to fix your pipeline problem.” Mikhiel Tareen The time has come to consolidate your GTM infrastructure. There’s just one problem… you inherited your entire tool stack. You don’t know how it all fits together or which workflows might break when you start pulling out software. Don’t worry, we got you 💗 Here’s some expert advice on how to decide which vendors to cut and why AI will have a big impact on your consolidation -> https://hubs.li/Q02F4gm00 #revops #salesops #mops #csops #ALLtheOPS

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