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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Sales Development Consultant | I help B2Bs with $1MM-$5MM ARR transition from founder-led sales into a high performing sales department without draining cash flow | Native New Yorker | Let's talk Knicks & Mets :)
Here’s a hot take. AEs shouldn’t complain that leads from their SDRs aren’t qualified enough. Your SDRs are hustling on the phones all day long while AEs sit on YouTube waiting for meetings to flow onto your calendar. Oh AEs also get way higher commission that your SDRs get. The solution? --> Create qualification criteria and stick to them. If a lead matches the criteria, your SDR should get compensated for it. --> AEs targets shouldn’t be based on the percentage of opportunities they close, it just motivates them to reject meetings. I promise there’s no harm in AEs taking more calls. Why is it so hard for sales leaders to implement this fairly?
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I drive growth and customer retention for business in Iberia and LATAM using the best AI-powered communication platform 💰 | 2023 Top #1 BDR in Spain by Revenue Squared | Currently @ Aircall
After sourcing 50 new logos as a BDR these are the 4 ways I helped my AEs convert them: 🔍 Initial deeper discovery Many BDRs assume 1 pain and 1 “blurry project timeline” is enough — top BDRs strive for more. 🎯 The more specific the better Technical or surface pains are good, but once you handle your AE a specific and quantified business pain… oh boy, you’ll live in their hearts. 🫱🏼🫲🏽 Effortless handovers Announce yourself to your prospect as a BDR, and bring that narrative into the demo day. Initiate the conversation introducing your AE and resuming the project’s scope. 📝 Finding the contract signer early on Identifying the whole “decision committee” — technical approvers, business heads of, legal reviews…etc. These are my key points, what would you add? Follow for more business dev / sales stories and posts 👀 #b2bsales #salesdevelopment #sdr
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Having AEs qualify meetings, only serves to hurt the SDR Team. And here’s why: Most sales teams lack clear guidelines for their AEs, around what constitutes a “qualified” meeting. And so, best case scenario, their qualifying criteria is ambiguous, highly subjective, & vastly different from AE to AE. Which then forces the SDR team to effectively “roll the dice” when they send these meetings over. With this current model, an SDR’s compensation is at the complete mercy of the AE. Instead, we recommend that you remove the AE from the qualification process - Create a list of firm, objective, & consistent qualifying criteria around what counts as a “qualified meeting”. And pre-qualify your buyers either on your website (inbound), or before an SDR reaches out to them (outbound).
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This one is for the sales folks in my network as I see many falling into this trap. When you meet prospects at a trade show, there are different levels of qualification. The tire kickers who accept a badge scan can receive generic follow ups. However, a long and serious discussion with a committed follow up indicates that you will personally follow up to build on your discussion. Anything short and you lose the prospect. DO - Take good notes, follow up with effort and intention showing you listened. - Ensure the follow up is personal and reflects your discussion. - Share the information you committed to share. - Make an intro to a fellow team member if you're not the right person. DON'T - Have an SDR follow up on your behalf without context to the discussion. - Wait several weeks for follow up, priorities change fast. - Bombard the serious prospect with generic marketing material. The number of generic SDR follow ups I have received following serious discussions at a recent trade show far outweighs those who followed up personally. Wondering why your trade show performance isn't great? Evaluate what you did after. Closing a deal in the industrial space starts with the first conversation. It's about building trust. You got the first step right, then threw it away. #sales #manufacturing #automation
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learned a ton from mor on this approach
Founder @ FDTC | AEs and Sales Teams Win More with My Training, Enablement, and Coaching | 2x VP of Sales | >10x Startup Advisor & Consultant | Grab my top 24 disco questions below ⬇️
When I was a VP of Sales, my best AEs were closing 60-70% of their sales demos. I trained them to focus on 2 things first. 1/ Buyer Persona 2/ Buyer persona use case BUYER PERSONA: → Who are you talking to? → What does their day to day look like? → What do they hate/like about their job → What challenges do they typically face? → Who do they typically work with in the org? → How do they like to work? BUYER PERSONA USE CASE: → What is the situation that triggered the prospect to speak with you? → Are they using a competitor, manual process, or no solution? → What F.U.D. do they have in this scenario? (Fear Uncertainty Doubt)? The only way to sell more products is to help prospects more #helpmedontsellme BTW, here's a list of 24 discovery questions you NEED to ask on calls if you want to level up and close more: https://lnkd.in/edAVrn2v
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Are you struggling to consistently close sales? Scratching your head as to what could be going wrong to fall at the final hurdle? 👇🏼 The problem might not lie within your sales methods or your pitch. It could be that you need to reevaluate your ICP, fundamentally the customers you’re selling to. First developed in the 1990s by Jack Napoli and Dick Dunkel at Boston software giants - PTC, by adhering to the MEDDIC methodology, we can help clients understand and better qualify their target audience. This process ensures you’re selling to the right profiles, making the sale a more comfortable close. Lets remember to avoid channeling your efforts hustling away at a customer that won't really benefit from the services offered, or one who intends to be left in the fridge 🥶. #ColdCustomers #MEDDIC #salespsychology
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CEO: Why can't we generate more sales pipeline? What they expect their SDRs to do: - Work tier 2/3 accounts while AEs hoard tier 1 - Make 80-120 cold calls a day - Send 10-20 personalized emails every day - Send 5 personalized video emails every day - Be on top of 50+ signals and 'manually' execute on those - Keep track of champions/advocates/target buyers on the move - Get paid for stage 3 opportunities - Followup with every event lead like its BOFU - Followup with every webinar lead like its BOFU - and generate 2-6 SQLs in the same week and yet - Be ok with AEs DQing meetings with ICP and not get paid
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Founder @ FDTC | AEs and Sales Teams Win More with My Training, Enablement, and Coaching | 2x VP of Sales | >10x Startup Advisor & Consultant | Grab my top 24 disco questions below ⬇️
When I was a VP of Sales, my best AEs were closing 60-70% of their sales demos. I trained them to focus on 2 things first. 1/ Buyer Persona 2/ Buyer persona use case BUYER PERSONA: → Who are you talking to? → What does their day to day look like? → What do they hate/like about their job → What challenges do they typically face? → Who do they typically work with in the org? → How do they like to work? BUYER PERSONA USE CASE: → What is the situation that triggered the prospect to speak with you? → Are they using a competitor, manual process, or no solution? → What F.U.D. do they have in this scenario? (Fear Uncertainty Doubt)? The only way to sell more products is to help prospects more #helpmedontsellme BTW, here's a list of 24 discovery questions you NEED to ask on calls if you want to level up and close more: https://lnkd.in/edAVrn2v
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VP Sales @FTAPI 🏆Building Europe‘s best SaaS Sales Team || We will ramp-you-up to be the next Sales Rockstar || #securingdigitalfreedom || 100% transparency is key || humor & fun are essential for success in sales
Sometimes you need to step back and let some space for creativity When we restructured our sales funnel end of last year and in FQ1 2024 we exorcised our new process maybe a little too strictly and robbed our AE Team of some space for creativity… So just a quick reminder to step back sometimes and think about what’s best for your customer in a sales motion. 🪩showing some product teasers in a disco 💡let your AE and SDR do qualification and discovery in one go with an inbound prospect 😛disco and demo in one go after an intensive 30min qualification call (I have a new name for this: „qualificovery“) (yes yes shame on me: no disco no demo SE Rockstars | PreSales Unleashed GmbH 😂😎) Cut your AEs some slack, but keep challenging their decisions 🏋️ #creativity in #sales #growthmindset
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I've promoted 30+ SDRs to AEs 🥳 (how to do it and hit the ground running) 𝗚𝗲𝘁𝘁𝗶𝗻𝗴 𝘁𝗵𝗲 𝗿𝗼𝗹𝗲: 1. Learn how to do discovery calls and demos. Study calls. Make this the focus in your 1:1s with you AE buddy. Do mock calls with your peers. Prepare ahead of time so you're not scrambling. 2. Focus on performance. Do whatever it takes to get great results in your current role. Easiest way to stand out and get the opportunity to interview. 3. Know your numbers and strategy. Be able to speak in detail about your results to date, where you stack up, why that is and what you're working on to improve. 𝗢𝗻𝗰𝗲 𝘆𝗼𝘂 𝗴𝗲𝘁 𝘁𝗵𝗲 𝗿𝗼𝗹𝗲: 1. Commit to working as hard as possible. SDR to AE is the biggest jump in sales in my opinion. Especially if you're selling a complex product with 1, 2 and 3 year commitments. 2. Be super proactive. Ask your manager/team a ton of questions. Loop your manager into calls. Ask them to review calls and give you their harshest feedback. Use every single resource at your disposal. 3. Be ruthless with your calendar. Only go to meetings that are absolutely necessary. This means saying no to things that are great and really blocking time to study, drive revenue and outbound. What tips would you give SDRs looking ot make the jump to AE? - Mike G 👉 Join 5,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK
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