Outbound Squad

"Only ~25% of our AEs have a chance of hitting quota this year if we don't figure out self-sourcing" ?? From a conversation recently with a VP of Sales. Q4 pipeline is alarmingly thin for many sales orgs right now. And you might be getting a lot of resistance from AEs on doing outbound: "This is marketing's job." "This is our BDR's job." "I don't have time for PG, I'm working deals." This won't cut it in 2024 and beyond. SDRs and marketing can't be expected to provide 80%+ of an AE's pipeline. Self-sourcing is a mindset. It either exists in your sales culture or it doesn't. Here's how to build a stronger pipegen culture with your AEs: ? 1) Rub shoulders. Front-line managers get in the pit with their AEs every week. Make calls together into tier-1 accounts and their toughest-to-reach prospects. ? 2) Weekly get sh*t done sessions (GSDs). My best clients do 1-2 60-minute GSD sessions with their reps. They get on a call for an hour, pick a PG play, then execute together. Bonus: use Orum to run phone sessions together every week as a team. ? 3) Arm AEs with the right tools Too often I see a sales org with BDRs using a sales engagement platform, but the AEs have to outbound manual from their inbox. Give AEs the same access to sales engagement tools as you do for your SDRs & BDRs. You have ZERO accountability if you can’t measure outbound activity. ? 4) Top-down involvement CRO and VP of Sales should participate in outbound efforts by giving public shout-outs in Slack for reps landing meetings through outbound. They should celebrate effort, share stories, and get the team pumped up. ? 5) Data Get best-in-class email and phone data. You can’t expect AEs to make dials without access to solid email addresses & mobile numbers. ? 6) Enable front-line leaders Too often I see groups of front-line managers who don't know how to outbound. How could you possibly expect an AE to prioritize PG when you don't know how to teach it? Enable front-line leaders on how to incorporate PG into 1on1s, how to develop/coach reps, and how to outbound themselves. ? 7) Prioritize low-hanging fruit Teach AEs how to use LinkedIn Sales Nav to stay on top of newly hired execs, job changes, previous clients moving to new accounts, etc. Make it easy to PG. ? 8) Manage up or manage out Lastly, if you have reps who don't want to outbound—and they're not hitting target—you have to be willing to part ways. The team that got your org from point A to point B may not be the team that gets you to point C. ~~~ Creating a PG culture with AEs doesn't happen overnight. But hitting your number in 2024 won't be possible without it. Start now. #sales

If you hate data without actionable tips and strategies, then check out our webinar tomorrow. Colin Specter??from Orum ?? is joining Jason to share trends from 2024 and predictions for 2025 in these areas: ??AE to SDR ratio. Is SDR support for AEs increasing or decreasing? And the amount of pipeline Account Executives will need to self-source from outbound to hit and surpass quota. ??Outbound Pipeline. Are teams generating more or less pipeline from outbound right now? And what this says about the future of outbound. ??Channels. Shifts you need to make in your contact strategy to land meetings with busy executives (state of cold calling, cold email, social selling, sequencing/cadences). ??AI. How to work with AI to get better outcomes from your cold outreach. ??Career track. How are organizations retaining SDRs to build a better feeder program into the rest of the sales org? Save your spot here: https://hubs.ly/Q02Qh9gQ0 #sales

??Shout out to our amazing customers. Thanks for your support and trust! We appreciate you choosing us. #sales #customerappreciation

Specialization is getting too out of hand in tech sales. Here's why you should NOT create specialized inbound vs. outbound SDR teams ?? #sales

Outbound is a tough game right now. The average cold email reply rate is less than ~1%, and the average cold call conversion rate is ~2% (LinkedIn). If you’re asking yourself, “What the heck am I supposed to do with this data?”, then join us on October 16 with Colin Specter?? Specter from Orum ??. Colin and Jason will share trends from 2024 and predictions for 2025: ? Is SDR support for AEs increasing or decreasing? ? Are teams generating more or less pipeline from outbound right now? ? How are organizations retaining SDRs to build a better feeder program into the rest of the sales org? ? How to work with AI to get better outcomes from your cold outreach. ? Shifts you need to make in your contact strategy to land meetings with busy executives. Save your spot here: https://hubs.ly/Q02Qh9gQ0 #sales

Here are two quick cold email hacks to: 1) Make your cold emails look less like AI-written templates 2) Write cold emails in half the time 3) 2-3x positive reply rates ?? #sales

Big thanks to our fantastic customers! Your support and trust mean the world to us. #sales #customerappreciation

80% of cold calls crash and burn in the first 60 seconds. But when done right, you can turn total strangers into more booked meetings on your calendar. Join Jason on October 9 when he guest hosts a 30 Minutes to President's Club tactic teardown and learn how to master those crucial first 60 seconds and keep any conversation rolling! You’ll learn: ? Why mindset matters more than you think ?The magic formula for booking meetings that stick ?Techniques for engaging even those who loathe phone conversations Secure your spot here: https://hubs.ly/Q02QDjFB0 #sales

My face when I hear sales leaders say: “We don’t want our AEs to outbound, their time is too valuable.” ?? Here are 3 reasons why this thinking is dangerous: ?? 1) Entitled Culture Self-sourcing will always be a must. The SDR : AE ratio in your sales org will never be perfect. Marketing can ebb and flow. And if you plan on moving up-market—execs don't fill out demo request forms. You must proactively start conversations. Building a self-sourcing culture from scratch is WAY harder than turning up the dial when you need to. Don't allow a "my pipeline isn't my responsibility" mindset. ?? 2) Missing opportunities with execs I love SDRs. I've worked with and trained dozens of top-notch SDRs. But here's the thing: most SDRs haven't spoken much with execs. They're not as equipped to engage a senior exec if they happen to catch them on a phone call. AEs have had more of those conversations. They have more business acumen and experience. They'll be much more effective at engaging execs and landing meetings. ?? 3) AE sourced pipeline is usually better This is almost always the case with my clients. AE self-sourced pipeline has: - Higher win rates - Shorter sales cycles - Larger deal sizes Have ops run a report on this. If any of the above is true for your sales org, all the more reason why self-sourcing should be encouraged. ~~~ AEs don't need to self-source 100% of their pipeline. And I agree that the majority of their time should be spent selling. But they should know how to self-source at-least a third of it. Agree or disagree? #sales

In tomorrow’s PipeGen Live, Megan Huston and Abdulla Jarrod Casino of ZoomInfo are joining us to pull back the curtain on their winning cold call formula. You’ll learn: ? Tactics for gaining instant credibility in the first 30-60 seconds of the cold call ? Why ZoomInfo reps are only allowed to pitch in their “customer voice” ? How you can “go for no” to make it easier for prospects to get to “yes” ? How to create friction within your target accounts to move decision-makers to take action This is going to be an action-packed session with tons of actionable takeaways. Register here: https://hubs.ly/Q02QDbJ80 #sales