Chelsea Madden

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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In this climate it is definitely crucial to do more with the pipeline you have and focus on quality, than to cover high early leakage by pulling in more low quality pipeline. Nate Nasralla loving the content here!

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Revenue Operations (RevOps) stands out as the most desired strategic approach that delivers long-term value in today’s SaaS world.   RevOps was never about just about short-term gains; it’s a holistic, data-driven approach that aligns sales, marketing/content, and customer success/growth teams to drive revenue growth by improving the ratio of customer acquisition cost to total lifetime value. If you’re opting for this approach as a sales/revenue manager you also need to train/hire the right people who demonstrate the following:   1.   Your team needs to navigate changing market dynamics, adopt new technologies (e.g. making personalized videos to make onboarding or sales reach outs easier) and make their peace with the fact that all departments have the same end goal (can be instilled by have a collective incentive) 2.   You need people who will breakdown silos between departments. Seek out individuals who not only excel in their specific role but also thrive in cross-functional environments. 3.   Your hiring strategy should reflect your long term focused will to invest in talent that not only meets current needs but also has the potential to grow with the organization. Consider candidates/training regimes that will instill passion for continuous improvement and professional development.   No sales/revenue manager can do this on their own. They need their team to be on their back supporting their ideas and that can only be achieved if constant feedback is being taken from them otherwise there will never be any ownership of the changing policies. Keep the following points in mind:   1.   Your team members have valuable insights into what’s working and what’s not especially sales and onboarding. You can only learn the ground reality by encouraging an open feedback culture where everyone feels safe to share their ideas and concerns. 2.   The feedback needs to be regular so that it allows you to identify areas for improvement and make data-driven decisions to optimize processes and strategies. 3.   As Daniel Pink says when employees feel heard and valued, they’re more likely to be engaged and showcase ownership towards the organization’s success. Actively giving feedback fosters a culture of trust and accountability.   RevOps is a long-term approach that requires a strategic approach to hiring/training and a commitment to continuous feedback and improvement. Invest in adaptable talent and leverage key and valuable insights of your team. #SaaS #RevOps #Sales #B2BSaas  

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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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CS teams NEED to start "managing up" with execs and the board by talking about REVENUE. Yes, you can keep talking about sentiment and feelings, but start with the $. Don't lead with churn- Bottom-line-focused execs don't like that headline, so you need to tell the story better. An informal poll had CS teams owning over 50% of the revenue of many SaaS companies. Lead with this and have it be your first talking point. From there you will be able to get more things done with other departments, as your requests will be revenue-focused Need to get a Customer Success Platform as you scale? Point to revenue and the potential to lose revenue without efficiencies Need to hire more to prevent burnout? Point to Revenue potential with renewals and upsells Talk in the language your execs and board want to hear.

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Sellers, you should be running closed/lost reports at least twice a year to see who you can re-engage. Here’s 3 easy way’s to create re-engage messages with the mindset of “what’s changed since we last spoke?” 1) what’s changed since we last spoke - prospects business “When we last spoke in January, your team was working on XYZ initiative. Below is a summary of what you shared with me then (provide summary of calls/discovery you had). Curious, were you able to execute on (positive business outcome they had mentioned)? If not I’d welcome a call to hear about progress and I can share what others org are doing right now in this situation” 2) what’s changed since we last spoke - industry insights “When we last spoke in January, your team was working on XYZ initiative. Below is a summary of what you shared with me then (provide summary of calls/discovery you had). There have been some interesting things taking place in (reference customer industry/segment. Drop in anything you’re seeing with similar companies, news articles, regulations, initiatives, themes etc) Happy to jump on a call to chat through what we’re seeing across our prospect and customer base with how they’re addressing this.” 3) what’s changed since we last spoke - your company's product Note: this is my least favorite since it’s about your product and not them, the best way to do it is if the update relates to something important to them “When we last spoke in January, your team was working on XYZ initiative. Below is a summary of what you shared with me then (provide summary of calls/discovery you had). At the time, you had asked for the ability to accomplish (name feature/function). We now have that and I wanted to set time with you walk through how you could use it?” #karpediem

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People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

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We ❤️ PG! Let's chat about how revlogic can help with: 🔍 Diving deep into targeted prospecting techniques. 📈 Mastering the art of nurturing leads to conversion. 🪄 What creativity we can use to spice up your approach. 💡 Harnessing the power of cutting-edge automation tools. Then we can sit back and: 💥 Watch your pipeline convert into opportunities. revlogic 🤝 {{insert your company name}} Don't let your pipeline run dry - let's revitalize your sales strategy together! Drop a comment or shoot me a message to learn more. #PipelineGeneration #SalesSuccess #BusinessGrowth #revlogic #sales

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There are so many great sales trainings and methodologies out there. Sales Reps really have an embarrassment of riches at their disposal. But, do a google search for sales management training and you're often left getting pretty limp advice like "hire competitive people"... c'mon! That's like telling an NBA coach to recruit "tall players" Every sales rep says they want coaching from their manager. Every executive wants their managers to deliver on big goals and bring the strategy to life. But where's the love? Who's showing frontline sales managers how it's done? Where's the training that goes beyond a basic 1:1 and forecasting? ~ With this is mind, Jon Feldman, Mike Lidin, and I decided to reimagine The Rally Call into something beyond a podcast. Over the past 6-months, we have spent many evenings and weekends creating helpful tools and resources for Frontline Sales Managers. Our first-of-its-kind course is designed to empower Frontline Sales Leaders to: - Translate strategy into actionable tactics - Communicate effectively up and across the organization - Remove cross-functional revenue barriers - Build a robust sales operating cadence and culture The course is called Sales Leadership: Mastering SaaS Strategy and Execution. So, what's in the course? - 48 lessons packed with insights - 3.5 hours of interactive video content - 22 practical tools to support sales leaders Special Launch Offer: We're giving a 25% discount exclusively to our LinkedIn community for the entire month of May (discount code in the comments) Finally, the toughest job in SaaS is getting some love. https://lnkd.in/gy5a9QJv #SalesLeadership #SaaSStrategy #ProductLaunch #TheRallyCall

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Enterprise sales reps, hear me out -- you've got to stop thinking that "Proficient with Microsoft Word" is a differentiated selling skill. What I mean: Ten years ago, you could build a really unique account plan by doing google+social sleuthing because it was (a) relatively hard work that (b) not everyone would do even if they could. Today, I'm still seeing Enterprise sellers stand out from the pack by doing hard work that their peers won't — specifically, by going hard after primary sources instead of using the web. In other words, they're not settling for "Proficient with Microsoft Word." 3 approaches I've heard in the last month of discussing this with leaders of enterprise sales teams: 1. Sales rep using their 1st+2nd degree network to contact and interview literally anyone with recent work experience at the target company. Doesn't matter if they have to start below the line in the wrong department — they turn one referral into another and eventually have account insights that no competitor does. For penetrating a huge org this is invaluable. 2. Having the sales rep and SDR pair up on calling into the Sales organization of the target company, and just nicely ask for insights "sales rep to sales rep". The advantages of calling the sales org, despite not being your actual persona, are that (a) they pick up the phone more than other depts and (b) as sales reps they know how to be helpful if they want to be. I didn't personally expect this to work that well and was surprised how well it did when we tried it. 3. Hiring former employees of the target company as consultants for building account plans and/or designing RFP responses. This is harder work than sending out AirPods, champagne bottles, or gift cards in exchange for meeting — but you get a willing coach, maybe even a former executive, helping you sell. That's huge. (Obviously I'm biased toward using Emissary.io to simplify this.) There are no shortcuts in sales but there is always "doing what others won't." Would love to hear other under-utilized, hard-to-do tactics!

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Sales Leaders - Game changing tool Agility is using called AskElephant - I can query multiple calls from multiple reps and compare/contrast best practices. - I utilize the tool to "give me 5 objections ____ had from the customer and how we could have overcome those in a more compelling manner" - AskElephant slacks all of my rep's pre-call notes, discovery, 3x3, and Account Research prior to every intro call - All of our calls are graded (trained off our grading rubric) and improvement tracked over time - Every follow up email, next steps, and process alignment email is prepped and ready to go (we usually take 90-95% of that email and alter it slightly for voice) - Each week I receive notes, coaching points, and challenge areas for each of my 1v1's before each rep meeting - All of our business cases are ready to go with Situation, Complication, and Recommendation filled out - So much more I am not taking advantage of...YET I could go on about all of the prompts I have written and how else my teams are utilizing this WonderTool- the power of ingesting our calls+training for best practices means we have the best you could ask for. Super grateful to Woody Klemetson, Andrew Brown, Kaden Wilkinson, Eli Gómez for the enhanced partnership and excited for the updates coming soon.

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Stop gravitating (by default) to CRM solutions that are built for desk jockeys. Traditional CRMs, spreadsheets and homegrown tools fall so short for field sales teams, leading to inefficiency and missed revenue. Sales technology should enable repeatable sales processes that benefit outside sales reps, customers and the company. Salesforce and the other big bopper CRMs were never built for the dynamics that outside sales reps need. This mismatch results in poor adoption, low morale and inaccurate data. Companies end up wasting money, resources and so much time on platforms that are not actionable. #outsidesales #fieldsales

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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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Gong's GTM teams love DealHub! We're geeking out over how Gong, the Revenue Intelligence leaders, are using DealHub.io to, well, rock their sales world! Their Deal Desk, RevOps, and Sales teams are all raving about the platform. Here's why DealHub is a hit at Gong: * Less Busywork, More High Fives: DealHub slashed manual work by 50%, freeing up time for what matters – closing those deals. * Crystal Clear Visibility: Say goodbye to pipeline mysteries! Everyone at Gong has a bird's eye view of the sales process. * Faster Sales Cycles: DealHub helped Gong accelerate their deal cycles, meaning quicker wins and happier customers. * Teamwork Makes the Dream Work: Collaboration is key! DealHub fosters seamless communication between all of Gong's awesome teams. Curious how DealHub can boost your RevOps magic? Check out the full story! https://okt.to/WeHlgw #RevOpsLife #SalesTeamWins #DealHubLove #CustomerSpotlight

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ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

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For B2B businesses there’s a correlation between how few/many paying customers you currently have and how many ICPs you should actively target. Especially if your ACV is greater than $50,000. ⬇️Less active customers = more target ICPs ⬆️More active customers = less target ICPs Unless you have an active customer density that validates your ICP hypothesis (and yes, it’s a hypothesis no matter how certain you think you are), it’s critical to test horizontally before committing vertically. #gtm #b2b #gotomarket

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SDRs are so critical to success, depending on company size, yet like many GTM functions, they too are under reduction pressure. Data from Jason S. of Live Data Technologies (article in comments) showing that SDR function may be normalizing some, not wholesale decreases like the headlines suggest. SDRs are the glue between the Marketing and Selling function. 3 years ago on one of my LI posts, we all said that SDRs would be future CEOs. Now the headline is cut them. It's an incredibly challenging job for a junior person. And may be better suited for inbound and/or transactional type selling with narrower buying committees. What are you experiencing with your SDR function? ___________ 👏 Follow B2B Fusion on Go To Market best practice strategies. 👍 Like and subscribe to B2B Fusion YT videos, 200+ GTM best practices! 🤙🏽 Struggling with faster, more efficient growth? Let's talk.

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Hey SDRs and SDR Leaders. important update of skills you must have Software Defined Radio Sustainability Disclosure Requirement keep an eye here for more tounge and cheek hints.

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