Leah Yourstone

EQUITABLE ≠ FAIR Jamie Edwards, Head of GTM Ops & Tools at Gusto, illustrates this difference with the example of 2 types of sellers: 🤝 Relationship sellers: Super methodical reps who invest significant time to bringing in larger deals. ☎️ Quick sellers: Reps who strive on getting the quickest sale possible, and keep moving forward. Here's how the approach differs when you're assigning accounts: ⚖️ EQUITABLE: You assign an equal number of accounts to each seller. ✅ FAIR: You assign accounts based on the type of seller, i.e., more accounts for the quick seller as compared to the relationship seller. And this is how you help your reps hit their quotas 🎯 He also shared some interesting insights with Mike Groeneveld (Everstage) on: ✅ Why traditional geographic segmentation isn’t ideal ✅ The concept of attach rates in a SaaS context ✅ Techniques to boost productivity among sales reps Tune into the full conversation now 🎧 Spotify: https://lnkd.in/gvzBZtDT Google Podcasts: https://lnkd.in/g95kAFbf Apple Podcasts: https://lnkd.in/gsNU4GbV #podcast #gotomastersshow #revenueoperations

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Scaling sales and worried about keeping up with compliance? It's not just about adding more rules; it's about using the right tools that make each rep more efficient, and more compliant. That's where Dialpad steps in. With Custom Moments & Ai Playbooks, every key phrase triggers the exact script needed, ensuring your agents stay compliant and on track. So, what's the most effective way to ensure compliance at scale? Join us for a webinar hosted by Six & Flow and Dialpad on sales compliance. 👉 8 May, 2024 @ 2:00pm BST https://hubs.la/Q02t1RBN0

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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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Is your BDR team truly creating demand or just adding to the noise? In this episode of the Revenue Lounge podcast, Adam Robinson, CEO of Retention.com and RB2B, and Randy Likas Likas dive deep into the evolving landscape of B2B outbound prospecting. Here are some key takeaways: 🔍 Demand Creation Shift: Realize that demand isn’t created by your BDRs; it starts elsewhere and is only captured by your outbound efforts. 📈 Scaling Challenges: Growing your BDR team alone isn’t enough. Marketing, operations, and other functions must scale in tandem to effectively support demo bookings. 📉 Response Rate Crisis: With the proliferation of sales tools, email volumes are skyrocketing, reducing the likelihood of recipients responding, even to personalized messages. 🎯 Economic Factors: In today’s economic climate, with tighter budgets, prospects are less likely to engage with outbound sales efforts. More such insights in the full episode. Link in comments! #SalesStrategy #SalesForecasting #OutboundSales #B2BSales #SalesOptimization #RevOps

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The top AI tools top sales reps are using right now to crush quota. 👇🏼 1. HeyGen – video personalization with AI-generated avatar 2. Sendspark – send your AI-personalized videos at scale 3. Exceed.ai by Genesys – virtual sales assistant to automate follow-up 4. Dialpad – AI sales coaching on calls Check out the link in the comments for our latest video covering all AI sales tools + how you can use them to sell more, faster. ⚡️ Have tools you'd recommend? Let us know below. 💭 #AI #sales

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A deal isn't real until you get paid. In SaaS, that means on delivery... How can you make sure all your deals are real, without slowing down? -Create a deal review committee? Smart sellers will work around it. -Give Customer Success veto power? You will never hit your quota. -Document everything in a crystal clear statement of work? You will kill deals. The answer, is none of the above. Instead, do this... Define "Foundation Build" features/functions for your product suite. Now, build a forward thinking product roadmap and (gulp!) SHARE IT. Clearly explain to your customers, "We do X for Y; we do NOT do A for Z." For example, "We provide world class integration services to financial technology companies; we do NOT build for traditional banks. We've partnered with Stripe to serve that market." This roadmap will shift: it's written in sand, not stone. Next, educate your team on what you want to sell, and to whom. Remember to financially incentivize them to do the right thing. Your team will evaluate deals in the same way that you do. They will make better decisions that positively impact the business in a wholistic way. They will help you win, and deliver on better deals, faster. Want more on Customer Success? Find us at: www.deliverdelight.xyz hello@deliverdelight.xyz #customersuccess #startups #corporate #growth #customerexperience #innovation #technology #creativity #entrepreneurship #leanstartups #sustainability #sales #enterprise #b2bgrowth #b2bsales #saas

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PROFESSIONAL PERSISTENCE > RANDOM CHECK-INS In sales - like most things, but especially sales - we want things NOW. But sometimes, the sweetest deals are the ones that take the longest and require support from Ops, SE's, CS, Managers, VPs, SDRs, heck maybe even marketing😖. Scratchpad is the best way to collaborate across teams with: 🏆 Deal Rooms in Slack that automatically add the right team members at the right time, with all of the context they need. 🏆 Tiles that provide standardized handoffs so customer journeys are always smooth. 🏆 Audit History so anyone can see every change to an opportunity over the course of its lifetime. And of course, there's much more. In the meantime, let's hope your next deal comes in a little quicker. For all that and more, check out the 🔗 👇 #Sales #Revenue #GTM

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Tempted to ramp up your sales and CS teams? Hold that thought. Have you really nailed your product-market fit yet? Holding off (and getting your PMF right) might be the smart move that sets your company up for long-term success. It’s advice from Sean Foster, the CRO at Anomali and one of our Catalyst mentors. Today we asked Sean to share what common challenges he hears from founders and what he's looking forward to in this year's cohort. 💰 What's the most common challenge you see young companies face? "Cash flow is of course the key component every startup must have an eye on at all times. That said, I think young companies must spend a lot of time on product market fit and ideal customer profile. Too many times, I see companies want to spend money on sales and customer success when they don't have their PMF and ICP down cold. It's a big money and time waster...spend that time and money on really dialing in your PMF and ICP." 🌠 What's one piece of advice for founders? "I know it's easy to say but, 'Enjoy the journey!' Every day is hard in startup land, just take a minute at the end of each day and write down the one or two things that you did well or something new that you learned...you'll be amazed at the end of each week, month, quarter, how much the company is actually progressing even though the numbers may not say the same thing." 📚 What are you most excited about as a Catalyst LP? "Learning about new ideas and technologies that can potentially change the industry and to be able to help those founders ramp as fast as possible by sharing my experiences (and mistakes) so they can grow as quickly as possible." Applications for this year's Catalyst cohort close on July 12. If you know someone who may be interested, give this post a like, share or send them the application link (https://lnkd.in/ggzmVRA2).

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“The SDR role is going to get killed.” Listen to this clip from episode 3 of the Road to Revenue podcast with Kyle Coleman to find out how the SDR role is evolving in companies that smartly apply AI technology.  Tune in to the whole episode for some eye-opening insights into AI and revops. Listen now on Spotify: https://lnkd.in/exh6pVjF Apple podcasts: https://lnkd.in/epzBMznu #roadtorevenue #revops #cro #AI

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gg_lV0 #ImpassionedSalesSolutions #SandlerHouston #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gh1-Q0 #NeubergerCo #SandlerMDAZGA #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.li/Q02ghH9c0 #TrustPointTX #SandlerTX #ModernBuyer

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Need an overview for creating deals in your pipeline? Take a look at this video... Here are the steps to Create a Deal in HubSpot - Tutorial: 1. Navigate to CRM > Deals > Create deal. Name the deal and add it to a pipeline. Give it a deal stage. Add an amount. Associate the deal to a contact and a company. 2. There are other values you can fill into the properties but in order to create the deal you have to at least fill in all the required properties. 3. Once all your information is filled in, click Create. Check out our blog post in the link below for a more detailed walkthrough of how to create a deal in HubSpot! https://hubs.la/Q02y71t70

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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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Salesloft presents... 🎬 THREE new shows filled with expert insights and best practices to fuel the world’s most driven revenue teams. 💥 How to Land a 7-figure deal: Learn how a Salesloft AE lands multiple mega deals so you can replicate his success. 💥 RevTalks: Go-to-market experts share their best advice and insights from the frontlines of revenue — with tactics you can implement at your org. 💥Technically Speaking: Get an inside look at why we keep seeing CISOs in deals, what’s on security’s mind during the sales process, and what’s ahead of data protection. Which show are you most excited for?? Catch the full episodes here: https://lnkd.in/eXvYEdPE

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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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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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