Flip the Script

Here’s what building a strong revenue community ISN’T about: ? getting people to hang out ? sharing thoughts & opinions ? and hoping you suddenly get a big idea. What it’s REALLY about: ? sharing data-backed research on what actually works. ? bringing in industry experts, to help guide our skill & knowledge development. ? and pursuing FACTS that lead to actionable results. That’s why we’re excited to join the best sales community in the game - Emblaze | Revenue Community by Corporate Visions On April 15-17, we’ll be hosting a deepdive workshop at the 2025 Emblaze Revenue Summit called: ?? “Outbound is DEAD…. Cold Emails & Cold Calls: That Bring it BACK from the Grave”. Here’s what you’ll learn: ? The 5-part secret formula for cold emails that achieve a 45%+ reply rate. ? Questions that turn “closed-lost” into “closed-won”. ? What to say and ask on a cold call that makes buyers CRAVE a second call. ? And how to diagnose the problems… that your buyer DOESN’T know about. Thank you to Tim Riesterer and the team @ Corporate Visions for the opportunity to speak at this event! If you’d like to join us on this mile-high adventure in Denver, you can register for tickets through the ?? in the comments below.

so….. who who who’s in Denver??? And feels like outbound is DEAD??? If so, come hang out with me for a TWO HOUR workshop with the wonderful Corporate Visions on 4/15---> That’ll be on: Outbound IS Dead….? How to Write Cold Emails & Make Calls: That Bring it BACK from the Grave. ?? Well dive into the 5 pillars of emails, with: ???4 steps, to avoid deliverability issues. ???Words that make your prospect, hit delete.? ???Tips on writing an email, that your prospect reads… But the real meat is: ???Questions to ask. ???Stats to drop. ???value to add.? ???knowledge to send. ???& what to say… To get your buyer to reply- ALL contextualized to YOUR actual buyer personas, regardless of who you sell into. ?? BIG thank you to Tim Riesterer , Amanda D., & of course.... The lovely Corporate Visions, for having me. So, if you’re free…. Want more pipeline… Want to close more deals… And you can stomach this image, with a VERY zoomed in pic of me… ?? There’s a schmlink to sign up -—--—> embedded in the bottom right hand corner. :) Come hang out! It’ll be a good time. And while I can’t promise I’ll keep it brief… I CAN promise I’ve already got the playlist, that’ll add some spice during the workshops, so…. you’re welcome… I think. ??

Wondering how to sell a "nice to have" product?

There’s ONE situation, in which a personalization startegy isn’t needed. And that’s if you’re already exceeding results based on relevance only. But considering the fact that: ?? 76% of SDRs aren’t hitting quota ?? 85% of AEs aren’t hitting 75% of their quota ??and these stats are only getting worse over time ..your chances of hitting your metrics with relevance only, are slim at best. So if progress stalls, and the results aren’t showing, then it might be time to overhaul your personalization strategy. So that when you reach out, you can differentiate yourself from other sales reps & ultimately grab the prospect’s attention. Repost to share with your network! ??

An effective KPI system can be a game changer for your SDR team. Here’s how to make sure your metrics aren’t just numbers on a page: SDRs are typically metricked on # of qualified booked meetings. However, this system can easily be gamed. Here’s some *nefarious* tactics we’ve seen reps use over the years: ?? Pushing meetings through despite being unqualified. ?? “Throwing them over the fence” in hopes they get approved. ?? Or even working “under the table” with AEs to get them approved. What’s missing? Secondary KPIs that not just outline the goal; But also incentivize the right behaviors IN PURSUIT of that goal. To that end, we believe reps should also be measured on: 1?? Speed to Lead: How quickly are your reps engaging with new inbound leads? 2?? Qualified Leads to Meetings Ratio: What percentage of hand-raisers are converting into meetings? What do you think? Is the traditional KPI system for SDRs in need of an update? Or is it “tried & true” for a reason?? Let us know in the comments! ??

hey, y’all. ?? if you’re looking to beef up your question-game, in Discovery……. I’ve got something you might like. This is part 4 of “Questions to ask in DISCO”. Parts 1 and 2, we covered: ?? The goal of questions in Discovery. ?? Top 5 No-No questions. ?? The 9 rules of questions. ?? And 9 tips of asking questions. Part 3, we covered (4) three step question frameworks for: ??False Positive: Misdiagnosis ??False Negative: Misdiagnosis ??OverDiagnosis: Misdiagnosis ??UnderDiagnosis: Misdiagnosis And TODAY is on FIVE more 3 step question frameworks, to find a: ??Over Ranked: Misdiagnosis ??Under Ranked: Misdiagnosis ??Missed Diagnosis ??Boiling Point: Missed Diagnosis ??Ranking: Missed Diagnosis All of the “old” stuff, is in the red & orange. All of the “new” stuff, in blue & green. Misdiagnosis = Something the buyer believes, that ISN’T true. Missed Diagnosis = Something the buyer missed ENTIRELY. Both, are value to a buyer. And (short) definitions on what those terms mean, are at the bottom of this post. :) Oh & last thing: It leads with 3 steps to get the metrics for YOUR buyers, to use in the frameworks. It’s all using a non-sales buyer. (Aka. IT Director) But you can quickly swap in your buyer, to make it 100% contextualized to your buyer. That’s it. Love y’all. And PS: anyone who’s in Denver (& wants more pipeline), I’ve got a fun little announcement tomorrow…. So, as insufferably annoying, as it is to say….. Stay tuned à demain. ?? (SHORT) DEFINITIONS OF TERMS ABOVE: For Misdiagnosis.. ?? (False Positive) Misdiagnosis: Something a buyer believes IS a root cause, tactical problem, business problem, or impact….. That ISN’T. ??(False Negative) Misdiagnosis: Something a buyer believes ISN’T a root cause, tactical problem, business problem, or impact….. That IS. ??(Under Diagnosed) Misdiagnosis: When a buyer believes a problem is a certain size….. And it’s BIGGER, than they think. ??(Over Diagnosed) Misdiagnosis: When a buyer believes a problem is a certain size….. And it’s SMALLER, than they think. ??(Over Ranked) Misdiagnosis: When a buyer believes how they rank, in comparison to others…… Is LOWER, than how they actually rank. ??(Under Ranked) Misdiagnosis: When a buyer believes how they rank, in comparison to others…… Is HIGHER, than how they actually rank. And for a Missed Diagnosis….. ??Missed Diagnosis: A root cause, tactical problem, business problem, or impact that exists….. That a buyer missed entirely. ??(Boiling Point) Missed Diagnosis: When a buyer doesn’t currently have a problem, but is somewhat close….. And they DON’T KNOW, the point at which it DOES cause a problem. (to watch out for) ??(Ranking) Missed Diagnosis: When a buyer DOESN’T KNOW how they rank comparatively…. To their peers, in terms of performance.

Let’s keep it real. Most sales tactics feel more like manipulation than genuine connection. Why? Because at the end of the day…the agenda behind these tactics is to CLOSE the buyer. Rather than to HELP them. What’s even worse? In today’s world, some sellers disguise this true agenda under the guise of empathy and authenticity. These types claim to care about you & your business. And helping you solve your problems. But all they're REALLY focused on is closing the deal. Seem familiar? This approach not only comes off disingenuous , but can also leave a sour taste in the buyer’s mouth. The lesson: Authenticity in sales isn’t about pretending you don’t have an agenda. It’s about being upfront about your goals, and aligning them to the buyer’s side of the table. So that when you win, they win too. :) Enjoy this post? Save it for later! ??

Fortune favors the bold. And when it comes to sales… ..there's one thing that the best & boldest sellers do: They ask for help whenever they need it. Good sales skills aren’t a product of good schooling, but of a lifelong attempt to master them. That’s why reaching out for guidance isn't a sign of weakness. Rather, it’s a strategic step towards accelerating your learning curve + compounding your growth. So, if you're serious about leveling up your sales game, then it’s time to be bold. Dare to reach out. Connect. And learn from those who’ve paved the way. And who knows? Your next big breakthrough might just come from the insights shared over a coffee, or in Becc’s case, a 2 hour drive. ???? What bold moves have propelled your career forward? Share your stories below!

Is your outbound strategy feeling a bit lifeless? You’re not alone. With declining reply rates + buyers doing more self-research than ever, traditional cold outreach seems to have lost its spark. But don’t bury it just yet! Next month, we’ll be leading a deepdive workshop at the 2025 Emblaze Revenue Summit, hosted by Corporate Visions. Here’s what you’ll learn: ? The 5-part secret formula for cold emails that achieve a 45%+ reply rate. ? Questions that turn “closed-lost” into “closed-won”. ? What to say and ask on a cold call that makes buyers CRAVE a second call. ? And how to diagnose the problems… that your buyer DOESN’T know about. ?? Location: Denver, CO ?? Date: April 15, 2015 ?? Time: 1-3 PM MST Don’t let your outbound strategy rest in peace. Register now and learn how to bring it back to life: https://lnkd.in/gvkp8bBE Thank you to Tim Riesterer, Amanda D., and the team @ Emblaze | Revenue Community by Corporate Visions for the opportunity to speak at this event. ?? Tag or share this with your favorite sales leader!

Answering a prospect’s questions without knowing their problems, is essentially malpractice. This is especially deleterious on cold calls. Most sellers are quick to divulge information about: ? services & pricing ? features & benefits ? return on investment All on the first call. However, this information shouldn’t be given… ..or even KNOWN… ..until you’ve completed an in-depth discovery, and fully understand: ? The problems the prospect needs to solve. ? The outcome they’re looking to achieve. ? And the driving impact they’re ultimate looking to solve for. Do you agree? Let us know in the comments! ?? ?? Pass this along to your favorite (or least favorite) sales rep - just keep them guessing ??