Ben Ebersole

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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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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The best "cheat codes" every AE should know: 1. 1:1s with your boss. Approach them strategically. Proactively share format and content. Biggest deals you need support on. Challenges you need help with. Forecast for the month, quarter, etc. Wins. 2. Perception. Performance is your fire. How you're perceived internally (aka your brand) is the water or gas that gets dumped on your fire. Attitude, how you show up, handle change, communicate, matters. Hold yourself to a high bar. Two levels above where you're currently at. 3. Document everything. Take the time to write down your own sales playbook. Every strategy, process and template you have. Store it on your personal computer. The value of this over time is immeasurable. I can't state this enough. 4. Problems are a good thing. Anytime there's a problem that's an opportunity to solve it, improve it, and add value. Some of the biggest opportunities I've gotten in my career came because I dove head first into problems and helped move the business forward. Startups always have problems. Don't be the negative person. 5. Time management. Block Monday mornings every week. Don't go to meetings if they're not worth your time. Most things can be solved async. Make meetings 15 to 20 mins. Sometimes you need a whole week of no meetings to catch up, get organized and do deep work. Don't feel bad for saying no to people. They'll understand. 6. External coaching. Up level by listening to podcasts, taking courses and building an external network. Don't rely on your company for everything. Even if they're doing a great job get the perspectives and strategies of other people for a significant edge. What would you add to this list? - Mike G 👉 Join 5,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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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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Genuine Question - When are B2B reps that are LinkedIn prospecting going to learn that people are not going to read their multiple paragraphs of "value selling?" Who is teaching people to do this? It's nothing like normal human communication. If you are doing this, please stop and remember you are a human being trying to talk to another human being. Start with a question specific to that person's potential goals and go from there. Write the question, stop, breathe, drink some water, and send the question. The sales industry is labeled as fake and manipulative because 80% of the industry are sales robots. Be Human.

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Sales people have some of the most variable comp of any W2 professional. Most comp structures are a 50/50 split, sometimes a 60/40 split (60% base and 40% variable based on performance). So my question for sales professionals - how do you think about your comp? Do you plan around your base income, OTE (on target earnings), or something in between? Since I started selling software almost 5 years ago, my family has decided to live off of my base. This has forced us to live within our means and helps avoid lifestyle creep as my income increases. This means my 401(k), our mortgages, rent, utilities, groceries, automated target contributions, and monthly variable expenses all fit within my base. With commission, I make a plan for the additional cash. Most of my comp plans have had quarterly commission payouts, so by the time the commission hits I have time to make my plan. My rule of thumb is 50% gets invested in my target account, 25% gets allocated to upgrades for our properties, and the remaining amount goes into our checking account as extra spending money. Sales reps, how do you think about your base vs variable comp?

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This is absolute creative gold! Calling on ALL Sales Leaders, BDR Leaders, and sales reps to take a look at this video. 6sense can help you. #Salesintelligence #accountdata #salesai #predictive #accountprioritization #outboundsales https://lnkd.in/gEc_cv5Q

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Want your AEs to self-source more pipe? Stop providing little to no: ⛔️ Training & enablement Outbounding and selling are two different skills. 80%+ of reps are not good at both. Don't expect AEs to pick up the phone without a great talk track. Don't expect responses to their emails without solid email coaching. AEs need a playbook and consistent reinforcement. Action: Build a quick & dirty playbook for AEs. And provide weekly or bi-weekly training on the latest best practices. ⛔️ Accountability Outbound is hard. Let's be honest, it kinda sucks. But just like exercising, it's necessary. And most people won't do it (including me) without accountability. Action: Structure weekly 1-hour blocks for AEs to focus on pipeline generation. Then recruit a team lead or rep with leadership qualities to help hold the team accountable to their daily 1-hour block. Report on the results daily. ⛔️ Sales Math Don't create arbitrary activity targets. Help every rep dial in the exact outbound activity required to hit their sales target. Action: Work the math backwards from revenue/deals closed down to the number of outbound activities to set the meetings required to close enough deals. ⛔️ Coaching & feedback Most managers do pipeline and deal reviews. They take up the majority of 1on1s and team calls. Don't forget to add pipeline generation into the mix. Provide guidance to reps on accounts they can target, ways to approach, and feedback on their messaging. Action: Carve out 10-15 min. of your weekly 1on1 to focus solely on PG. ~~~ You can't expect the majority of your AEs to self-generate pipe if you don't create a system for them to succeed. What would you add to the list? #sales #outbound

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The worst thing you can do as a seller is start a trial (or get late stage) and not have a mutual success plan in place. No matter how confident you are the deal will move to close/won some things you need to align on with your buyer: 1. What success looks like 3. Who needs to be involved and how 3. Each milestone, date to be accomplished and the responsible party Here's a script you can use when your buyer really wants to move forward with a trial or quickly (to slow things down): "Hey Jill - I'm excited to move forward too. What I've found with trials is that it's helpful to take some time to map out what success looks like so everyone's aligned. You have a moment to do that?" Happy ears kill deals. So build a plan. Your bank account will thank you. 👉 Join 5,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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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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5 Reasons you should be using Mutual Action Plans in your sales process 1. Qualification 2. Setting Expectations 3. Facilitates Multi-threading 4. Establishing a mutual timeline 5. Improves deal forecast accuracy What did I miss?

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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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If you’re an SDR/BDR there’s a good chance you are about to see massive changes with your role. Here’s why: The title has always been transactional and supplemental in the sales process - both things that the buying market doesn’t give a sh*t about. And no leader wants to admit that 👆🏻 The reason it has survived so long is because it does the dirty work for the salespeople that aren’t willing to prospect or don’t like prospecting. And no salesperson wants to admit that 👆🏻 It’s a role that’s been tormented by leadership Looked down upon as “little” or “unimportant” And in general, has become a whirlwind of doing the same damn thing and expecting a different result… Not to mention my favorite thing Watching SDRs get hired and 30 days later they are being fired because their “results are lacking” LOL… It’s comical. It’s why we need a Rebellion. If you’re an SDR/BDR you should consider becoming a Rebel and doing it different like your colleagues in our programs. More results, more passion, more purpose, more desire, better outcomes. Creating your own job security not just at the org you represent, but because you can now go replicate those results anywhere else. Our free Rebel Slack community is always open. #ChangeTheGame #BDR #SDR

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Is this how your sales managers support your reps? Is this how your rev ops relate to your sales team? When data or sales enablement helps nail a deal? If not, there's an opportunity to improve. https://lnkd.in/e3fhGEak #RevOps #RevenueOperations #MarketingOps #SalesOps #SalesManagement #SalesCoach #RolePlay #SalesEnablement #SalesEnablementContent

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🤔 Do buying committees you're selling into feel really… big? You aren’t alone. Keeping up to date with those committees – while also keeping your sales team on the same page – can get messy real quick. 🚀 That’s why LinkedIn Sales Navigator released Relationship Map, so you can track and visualize your buying committees. Relationship Map is also available directly in Salesforce, so you can keep your team on top of an account’s buying committee – directly in your CRM. 👉 That’s just one benefit of our CRM Embedded Experiences. Learn more about here: https://lnkd.in/EmbeddedExperiences #SalesNavigator #Sales #CRM

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Moving from SDR to BDR is competitive across large orgs We're running a 3-week SDR to BDR course starting on the 15th of May It'll run through: - How you succeed as an inbound SDR - How you begin cold outbound sequences - How you can nail the interview If you're interested, get in touch 💪

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Such a valuable list of “cheat codes”! Some I wish I learned earlier on in my career, but happy to have learned them at some point and able to act on them!

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SDRs/ AEs: Prospects owe you nothing before an initial meeting. They're not responsible for you being upset when they no show/ghost. I started taking ownership for all of the outcomes in my life a few years back. It takes what it takes -- and it's up to me and on me. Not where I want to be? I can change it. Not happy with my current state? No ones' fault but mine. Way better to operate through the lens of "it's on me" vs "why me :(" Focusing on what I can control and letting go of what I can't has helped decrease no-shows. End of the day, the prospect owes me nothing. But, I can make it a no brainer for them to join by focusing on what I can control. World keeps spinning if they don't show up - it's going to be ok. Indifference wins. P.S-- this is the exact scenario that makes practicing mindfulness, working on your inner game and building a great life for yourself outside of work critical, especially in sales.

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SDRs / AEs: Account Selection is king right now when prospecting. Use these 5 filters on Sales Nav (LinkedIn Sales Solutions) to uncover healthy & growing companies: 1. Buyer intent 2. Recent leadership hires  3. Recent funding (last 9 months is good) 4. Headcount growth in the last 6-months 5. Recent hiring in the org / persona segment you target 6. % distribution of personas that makeup the total employee headcount There are still companies out there who are growing and investing.. You just need to find them. Don't cast a wide net right now, you're likely wasting a ton of time. Instead, go deeper on fewer accounts.

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