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Given it’s EOM/EOQ a hot topic is how to create urgency to close sales (AEs) or book demos (SDRs)….many are of the mindset that you cannot manufacture urgency with prospects. We respectfully disagree! (note this is more geared towards SMB or lower MM but is still applicable to ENT) First, there are different types of urgency. Urgency at the discovery phase (understanding timelines/priorities/goals/pain points) is NOT the same as urgency at the negotiation phase (discounting). AEs & SDRs - How to create urgency:? a. Drive/create pain (quantify if possible) b. Generate excitement c. Set a timeline d. Discount Creating a pain point is the most effective way to drive urgency. Here’s what it looks like: AE:? “I noticed on RepVue you have a 1.3 rating on inbound lead flow & on glassdoor you’ve had multiple AEs exit recently because of the lack of opportunities. From past experience the cost associated with AE attrition is often in excess of $150k per AE (hiring/recruiting/lost revenue/new ramp etc.). Have you quantified how much you expect the business to lose this year on AE attrition? If so, what is that amount? If not, let’s calculate that number together because this is potentially the biggest unlock in your company!” ^quantify the pain of the status quo & why doing nothing isn't a viable option SDR: “I’m working with {relevant name drop} and was just checking your website and noticed you have a 3.9 star rating on Google/G2. That is unquestionably costing you business every single day as people choose X/Y competitors instead of you. I’m sure it’s annoying for you as I doubt your reviews accurately reflect your business - just curious what you have in place to fix that review issue?” ^do your homework & succinctly communicate a clear gap Urgency can always be created but you have to drive pain & make the pain of not doing anything way worse than the cost of your proposed solution. Anyone that tells you otherwise isn't as strong a seller as they believe!

AEs - Ignoring your SDR's growth is costing you thousands in commission. Here's how: For most AEs, their SDR is their number one source of new pipeline. If you want to get ahead and smash your quota, do these five things. They'll take your SDR and pipeline to the next level! 1. ???????? ???????? ???????? ??????????????????: Practice to increase their batting average. 2. ???????????????? ???? ????????????: Help them improve their messaging. 3. ?????????? ?????? ??????????????????: Teach them to find the best people to reach out to. 4. ?????????????????? ????????????????????????: Tell senior leaders about their work. 5. ??????????????????????????: Cheer them up after those tough days of cold calling. Do these steps a few times each month. You will watch your commissions skyrocket!

As an AE, communicating with your SDR is critical after demos. Here are three key reasons why: ??. ?????????? ???????? ???????????? ??????????????????????????????? ?????? ???????????????? ???????? ?????????????? ???????????? Post-demo, AEs gain valuable insights into the specific challenges and impacts faced by prospects. Sharing these insights with SDRs helps them understand the problems our company solves at a deeper level. This knowledge is crucial for refining messaging and targeting, ensuring that SDRs are bringing in the most qualified accounts for demos. ??. ???????????????? ?????????????????????????? ???? ?????????????????? When SDRs know what resonated and what didn’t during the demo, they can better qualify leads and tailor their outreach. This collaboration leads to higher-quality prospects and a more efficient sales process. ??. ???????????? ?????????? ?????? ???????????? ???????? ???? ?????????? ???? ?????????? ?????????????? ???????????????? ?????????? Trust is built when SDRs consistently receive updates from AEs without needing to chase them. This reliability allows SDRs to focus on what they do best—prospecting and generating pipeline—without unnecessary distractions. What would you add to these points? #Sales #AccountExecutive #SDR #SalesTips

Most folks/companies have horrendous show rates on their demos. Few easy fixes…. Make the demo handover process smooth with these 7 steps: 1. Send a calendar invite when you’re on the phone & make sure the prospect accepts (this will increase hold rate) 2. If SDR set: Hype up your AE! “[AE Name] is the specialist you’ll be meeting with and is phenomenal. He/She was the individual that actually helped [X/Y relevant case studies]” 3. Set expectations - “I’m going to send you an email to intro [AE Name] & then will provide a confirmation on the day of the demo. Would you prefer I text, call, or email you?” Record their answer & be sure to follow through. 4. Send the follow up email & introduce the prospect to your AE 5. Leave notes for the AE (yourself) within the CRM & message them any important details in advance of the meeting: pain points, concerns, & even discussion points like their hobbies 6. If SDR set: Hype up your AE on the day of the demo. Call them & tell them why it’s going to be a great conversation & fill them in on the items in point 5. If you can’t hype them up - then the demo probably shouldn’t be on the calendar! 7. Call/text/email the prospect (whatever they asked you to do in point 3) and confirm the meeting. Don’t say: “Does this time still work?” Instead say: “We’ve done a ton of research into your business & we’re excited to chat at 2pm today.” Results: - SDR/BDR is happy (no rescheduling & better demos with informed AEs that result in opps/revenue) - AE is happy (no prep’g for demos that don’t happen or coming into the demo unprepared & creating a poor first impression) Win-Win! Anything we're missing?

Most SDRs and AEs we talk to think they don’t hit quota because of the other... but it’s actually because they don’t do one thing well. The AE/SDR pairings that do this almost always hit quota! It’s Monthly/Quarterly planning… (wait for it)... TOGETHER. AEs - What are your SDRs' goals? SDRs - What are your AEs' goals? If you can’t answer those questions you’re doing it wrong. Here’s how your planning should look: Quarterly: 1. Review and set goals - Review last quarter's performance. - Set new goals and KPIs for the next quarter (ACV, Pipeline, Opps, Appts, etc.). 2. Strategic Planning - Discuss big plans and upcoming campaigns. - Identify target markets, key accounts, and any focus shifts. 3. Feedback and Improvements - Share insights and feedback from both sides. - Agree on areas for improvement and coaching (AE’s play a big role here and help your SDR level up). Monthly: 1. Pipeline Review - Evaluate current pipeline, identify bottlenecks, and plan to move deals forward. - Focus on the status of key accounts and prospects. 2. Performance Metrics - Review KPIs for both sides. - Address any big deviations from targets and course correct 3. Training and Development - Find any training needs or skill gaps. - Plan upcoming training sessions and share best practices. Weekly: 1. Lead Status Updates - Review the status of appointments set. - Identify any stalled accounts and align on next steps. 2. Prioritization and Focus - Review top-priority accounts for the week. - Align on the focus areas and initiatives. 3. Feedback Loop - SDRs share feedback on target accounts and trends. - AEs provide feedback on appts. Daily: 1. Goals and Priorities - Quick alignment on key tasks and priorities - Ensure everyone is clear on their immediate focus areas 2. Status Check - Discuss the status of any urgent accounts. - Address any immediate issues or roadblocks. 3. Quick Wins and Celebrations - Share wins or successes. - Motivate each other and share recognition. Be a partnership! It can feel like a lot, but it should only take an hour or two each week. The payoff will be worth it! ------------------------------------------------------------------------------ P.s. If you want help improving your AE or SDR motions by creating and closing more pipeline, fill out this form. We will see if we can help!? https://lnkd.in/gFy-dpyQ

Most SDRs and AEs we talk to think they don’t hit quota because of the other... but it’s actually because they don’t do one thing well. The AE/SDR pairings that do this almost always hit quota! It’s Monthly/Quarterly planning… (wait for it)... TOGETHER. AEs - What are your SDRs' goals? SDRs - What are your AEs' goals? If you can’t answer those questions you’re doing it wrong. Here’s how your planning should look: Quarterly: 1. Review and set goals - Review last quarter's performance. - Set new goals and KPIs for the next quarter (ACV, Pipeline, Opps, Appts, etc.). 2. Strategic Planning - Discuss big plans and upcoming campaigns. - Identify target markets, key accounts, and any focus shifts. 3. Feedback and Improvements - Share insights and feedback from both sides. - Agree on areas for improvement and coaching (AE’s play a big role here and help your SDR level up). Monthly: 1. Pipeline Review - Evaluate current pipeline, identify bottlenecks, and plan to move deals forward. - Focus on the status of key accounts and prospects. 2. Performance Metrics - Review KPIs for both sides. - Address any big deviations from targets and course correct 3. Training and Development - Find any training needs or skill gaps. - Plan upcoming training sessions and share best practices. Weekly: 1. Lead Status Updates - Review the status of appointments set. - Identify any stalled accounts and align on next steps. 2. Prioritization and Focus - Review top-priority accounts for the week. - Align on the focus areas and initiatives. 3. Feedback Loop - SDRs share feedback on target accounts and trends. - AEs provide feedback on appts. Daily: 1. Goals and Priorities - Quick alignment on key tasks and priorities - Ensure everyone is clear on their immediate focus areas 2. Status Check - Discuss the status of any urgent accounts. - Address any immediate issues or roadblocks. 3. Quick Wins and Celebrations - Share wins or successes. - Motivate each other and share recognition. Be a partnership! It can feel like a lot, but it should only take an hour or two each week. The payoff will be worth it! ------------------------------------------------------------------------------ P.s. If you want help improving your AE or SDR motions by creating and closing more pipeline, fill out this form. We will see if we can help!? https://lnkd.in/gFy-dpyQ

Struggling to get replies to your cold emails? Here are three strategies to boost reply rate: 1. ?????????? ????????????: Cut down your emails to less than 25-50 words. Make your emails shorter and more impactful, you can save the details for the demo! 2. ??/?? ????????: Test out parts of your email to see what works best. Subject lines, call to action, hooks should all be tested. Don’t just test them once when you find something that works, outbound is constantly evolving, your messaging should too! 3. ?????????????? ??????????: Solid subject lines should sound like they could be an internal message between colleagues. 2-3 words is the sweet spot. Give these a try and give us a follow for more tips like these. #b2bsales #salescoaching #salestips

5 books every salesperson should read.. 1. ?????????????????? ??????????????????????????? ?????? ???????????? Incredible book for SDR’s, AE’s and even Sales Leaders to level up their prospecting game. https://lnkd.in/gUhrtmCt 2. ?????????????? ?????????????????? ???? ?????????? ?????????????? Not necessarily a sales book, but something that separates good sellers from great sellers is having an internal locus of control. Extreme ownership is a great book for both sellers and sales leaders. https://lnkd.in/gTDs_ZVj 3. ???? ???????? ???? ?????????? ???? ???????????? ???????? A phenomenal book on finding your authentic voice and approach. https://lnkd.in/d5RWuPS 4. 5-???????????? ?????????????? ???? ???????? ???????????????? Based on consistent, repeated actions that take only minutes per day, but can deliver huge results and more closed won deals. https://lnkd.in/g54JW6CP 5. ?????? ?????????????? ???? ?????????? GAP selling takes a modern approach to sales. The strategies are impactful and easy to implement with a bit of work! https://lnkd.in/dHFBWk6 Which sales books are top of your list? #b2bsales #sales #salescoaching

5 mistakes that are impacting your cold call conversion rates: ??. ???? ??????-???????? ?????????????????????? ?????????? ?????????????? ???????????????? ?????????? ???????????????? ???????????? ??????????????. ?? ???????????? ???????????????? ???????? ?? ???????? ??????. ??. ???????????????? ?????????????????????? ???? ?????????????????? ?????????? ?????????????? ?????????? ???????? ???? ????????????, ???????? ?????? ?????????? ???? ?????? ???????????????????? ?????????????? ?? ?????????????? ?????? ???? ??????????????. ??. ?????? ?????????????? ???????? ????????/???????????????? ?????? ?????????? ?????????? ?????????????? ???????? ????????’???? ????????????????????, ???????????????????? ?????? ???????????????? ?????? ???????? ?? ???????????????????? ???? ?????? ?????????????????? ????????. ??. ?????? ?????????????? ???????????????????? ???????? ???????? ?????????????? ?????????? ?????? ??????. ??????’???? ?????????????? ?????????? ???? ?????? ?????????? ???? ?????? ????????’?? ?????????????? ?? ????. ??. ?????? ?????????????????? ???? ???????? ???? ????????-?????????????? ???????????????? ???????? ?????????? ?????? ???? ???????????????????? ?????? ???? ???????? ????????????????, ?????? ???? ?????? ?????? ?????????? ????????????????????? ???????? ???????? ???? ???? ?????????? ???? ???????? ?????????? ?????? ???????????? ?????????????? ???????? ???? ????????????????. We’ve created a free guide to improve hold rates of your demos. DM us for a copy! #b2bsales #coldcalling #salescoaching

?? 3 cold call openers that actually work: ???????????????????? ?????????? ????????????: “ ?????? ????????, ????’?? ???????? ???????? [??????????????]. ??’???? ???? ?????????????? ???????? ??????, ???????? ???? ?? ???????? ???????? ?????????? ???????? ?????? ??????????????????????. ???? ?????? ???????? 30 ?????????????? ?????? ???? ???? ?????????????? ?????? ??’?? ???????????????" ?????????????? ?????????? ???????????? "?????? ????????, ????’?? ???????? ???????? [??????????????]. ??’?? ???????????????? ?????? ?????????????? ?? ?????? ?????? ???????? ???????????? ?????? ????’??. ???? ?????? ???????? ?? ???????????? ???? ?????????" ???????????? ?????????? "?????? ????????, ????’?? ???????? ???????? [??????????????]. ??’???? ???? ????????????, ???????? ???? ???????????????? ?? ???????? ????????. ???? ?????? ???????? ???? ???????? ???? ?????? ???? ???????? ?????? ???????? ?????? ?????? ?????? ?? ?????????????" All of these cold call openers work, but find the one that feels authentic and best suits you! For more tips like these and to crush your outbound motion give us a follow QuotaPartners