Champify

THREE DAYS before march madness brackets are announced....that means its time for one of our favorite plays! Nate Segal put together this guide on how he uses march madness to drive meetings! Time to see who has school spirit! https://lnkd.in/eZVgkidV

Account planning isn't just for AEs. Here's how Neil Flanagan teaches is SDR org to build and use account plans for outbound: The benefits? 1. Helps SDRs build an AE mindset and business IQ so they are ready to be promoted 2. Gives you a cheat sheet so your outbound messaging and cold call talk track always stays relevant 3. Makes it easier for SDRs and AEs to collab on strategic prospecting

How do you know when to re-engage a closed lost opportunity? One of our favorite plays is re-engaging out when new leadership is hired. Want the full play? Check it out ?? https://lnkd.in/er2vt9XT

Outbound is not dead, but it is changing. We sat down with Brendan Short to chat about what's next. The bet - hyper targeted, hyper relevant outreach. Check out this guide on building and experimenting with micro campaigns ?? https://lnkd.in/em-FtTDV

Champify is hiring our next BDR. We pay $70-90k OTE and our top BDR made 125% more than his OTE last year.?I hope this person beats it. Here's exactly what most BDR roles look like today (and why this is so much different): Most BDR roles look like this: -Listen to 100 Gong calls -Click through Outreach cadences -Stumble through a script with your peers -Go through 1-2 weeks of poor, click-through onboarding -Spend 50% of your time building lists and thinking about what to say -Get trapped in the role for longer than you want as most companies aren’t growing their AE teams as fast as their BDRs are ready to promoted Here's what a BDR will do at Champify: -Generate new business meetings with target accounts -Assist AEs with account research, value hypotheses, and prospecting strategy -Work with AEs to prep for meetings, mine connections/referrals, multi-thread, and generate interest within top accounts -Partner with our CEO to grow our partner network and build relationships with key vendors -Use a multi-channel outbound strategy (calls, emails, linkedin, video, events, connections) with a high-volume of calling (150+ / day) -Conduct calls with our end-users within accounts to better understand our target accounts -Partnered with an “Operations Specialist” who will help with your list building so you can focus on pipe gen all day and not grunt work -Work on micro campaign ideas with our head of growth who is an expert with AI and new tooling -Work closely with marketing on growing certain content assets that become your fuel -Execute referral campaigns and creative offers I want to talk to you if: You eventually want to start a company and know that learning how to sell and generate pipeline is a mission critical skill You want to truly learn the ropes of B2B sales and are excited to become an elite account executive in the future You have desires to become a VP-Sales or CRO You are excited to work closely with me and accelerate your learnings You don’t want to be 1 of 50 at a bigger company and are excited to take on ownership of things outside your day to day To apply, visit the Careers page on Champify's website. P.S. Do me a favor and like/comment/reshare to help a seller find their next role! No recruiters.

It seems nearly impossible to scroll LinkedIn without seeing the AI SDR hate pile up. The chief complaint: AI tools will prioritize quantity over quality. They'll spam accounts with generic messages. And they'll burn through your best prospects. But automation doesn't have to mean spray-and-pray. It?*can*?mean the highly relevant, precise targeting of ABX combined with efficiency gains from AI and the ability to get real-life data from GTM experiments. In other words, we can recreate what the best SDRs are already doing and scale it with AI. (This promise is what makes GTM engineers one of the hottest GTM roles of 2025.) Brendan Short from The Signal (.club) & I shared our favorite automated GTM plays that *won't* burn through your accounts. And we unpacked exactly how to build these with modern GTM tools like Clay, Apollo.io, Sendspark, Cargo ??, RB2B, Warmly, Unify, Pocus, Champify, UserGems ??, Sumble, CommonRoom & Koala. Check it out in today's Growth Unhinged: https://lnkd.in/e2q2B3sn Then drop a comment with your fave automated GTM plays ?? #ai #gtmengineer #gtm #aisdr

Todd Busler, founder of Champify, joined me on the latest episode of the Thoughts on Selling podcast, to explore the strategic challenges of the art of sales leadership and outbound efficiency. The key takeaways and recommendations are pretty powerful. Key Takeaways 1?? The Art of Selling Hasn’t Changed – But the Tools Have ???????Sales is still about relationships, trust, and persistence. While AI and automation can assist, the best reps still prioritize human connection. ???????The most effective sellers don’t rely on scripts; they deeply understand their customers and help them solve real problems. 2?? Great Sales Leaders Coach, Not Manage ???????The transition from top-performing rep to manager can be tough—many fall into the trap of becoming a "super rep" instead of a true coach. ???????The best leaders create a culture of accountability, continuous learning, and execution rather than micromanaging or seeking to be liked. 3?? Outbound Sales is Harder – But Relationships Unlock Success ???????Traditional outbound strategies are less effective than they were 5-10 years ago. The best reps leverage past relationships, advocates, and past customers who already know and trust them. Actionable Insights ? If you’re a sales rep, commit to continuous learning—whether through listening to podcasts, reading, or studying top performers. ? As a sales leader, prioritize enablement and structured coaching. The best results come from investing in A-players rather than spending too much time trying to "fix" C-players. ? If you’re running an outbound motion, take a hard look at how you’re leveraging existing relationships. Are you tracking past champions and advocates in your pipeline? If not, you're wasting time and resources!

After 13yrs in sales, I learned the best AE's aren't better at prospecting, they just focus on the "right" accounts. If you want to move from transactional to strategic selling, use this 3-step Account Planning process: BACKGROUND: The first time a sales leader exposed me to Account Planning, I didn't buy it. In my first two sales roles out of school, first as a Sales Engineer and then as a transactional AE, the value of Account Planning was lost on me. It felt like grunt work. I wanted to sell! But man, was I wrong. Account Planning allowed me to be 10x MORE effective and prospect way LESS. Here is my 3-step process for Account Planning: (1) It starts with Account Tiering This is ranking all of your accounts to find the best ones to pursue. First, think about this solely on the account level: -- Are they ICP? -- Do you have success in that industry? -- Do they look like similar customers? -- Are there use cases you can crush? Next, think about access to the company: -- Were there previous opportunities? -- Do you have a warm intro? -- Do you have previous buyers/users in that account? -- Is there a compelling event that should pique their interest? (2) Create an Account Plan This means researching your BEST accounts to find ammunition and create a plan to break in. This is where you move from a 30,000 foot view to the ground level. Your goal is to understand their business as deeply as their own employees do. -- How do they earn money? -- How do they go to market? -- Who is their ICP? What do they care about? -- What currently presents a risk to their business? -- What are their execs thinking about? (3) Build your POV / Hypothesis What stands out to execs is NOT that you did your research. It’s the synthesis of your research. Your job is to form a well researched hypothesis of their business that shows why it’s at least worth engaging with you and your organization. The best POVs pique interest, share relevant stories, and expand your prospects’ thinking. Here are a few frameworks for great POVs: -- Challenging their status quo -- Empathizing deeply with a current pain point they have -- Painting a bold vision with/for them -- Uncovering a problem they might not know they have -- Trying to get to the root cause of their challenges Remember RELEVANCE > PERSONALIZATION Your goal here is to pique their curiosity, show that you’ve synthesized a lot of research, and demonstrate that you’ve helped similar customers. TAKEAWAY: When it comes to prospecting as an AE, it’s easy to be busy. It’s hard to be strategic on a consistent basis. That's why you need a strong Account Planning process. You'll have better results if you spend 100% of your effort on the right accounts. And there's way fewer accounts that matter than you think.

Think outbound is dead? Not for Reachdesk. They use strategic gifting to celebrate their former customers and 5x'd response rates. And that's not all... The Reachdesk team creates outbound pipeline that closes with: - a 44% win rate - 1.5x faster deal cycles - 22% higher ACVs Kudos to Ben Gobbitt, Ben Smith ?? and Sarah Boyle for building such a stellar program. Get their playbook here (complete with email templates) ?? https://lnkd.in/ewMfFNBM

I have a friend who made $3M+ in enterprise sales over the last 5 years. When I asked him his secret, he told me he has 2 unique strengths: 1. He understands his accounts better than the employees that work there (which gives gives him the confidence to cut down his account list) When he has a conversation with an executive at a target account, they often wonder how he can possibly know so much. On more than one occasional, they've asked: “How do you know this? Were you in our All Hands meeting?” That's the level of understanding required. You must understand things like: - How they earn money? - How they acquire customers? - Who is their ICP? - What their customers care about? - What currently presents a risk to their business - What are their current top priorities? - What are their leaders talking about on podcasts? - Are any of them highly active on X or LinkedIn? - What are their competitors talking about that they aren’t? - What are industry experts saying about them? Only with this level of understanding, do you gain the confidence to invest your time in a small number of accounts with the potential for HUGE upside. You have to stop trying to appeal to everyone. You can't do this with 100 accounts. Big W2s are a result of a small number of high impact bets. 2. He sees himself more like a Quarterback than a salesperson My friend explained that he is better than anyone at getting the right people from his company involved in his deals. From the C-suite, to pre-sales, to CS. This is Internal Selling 101 – why it could be a big win with a new solution, a new logo in a key market, a great case study, etc. You have to find a way to rally your team around the deal. You can't win big deals alone. TAKEAWAY: If you're an enterprise seller thinking about where to spend your time for the rest of the year, cut down your account list. Become a true expert in your target accounts business. Hold off on mindless activity and make a small number of big bets. Then become GREAT at team selling. And get your company bought in.