The Sales-Led GTM Agency

Did you ever think your colleagues would say they want MORE meetings? Calendly just released its annual State of Meetings Report, and it made me realize - Meetings have a bad rep but it's not their fault. I was surprised to read that 81% of people believe more meetings would help them. The catch? More meetings IF they are productive. ?? Meetings themselves aren’t the problem. How we plan, manage, and run our meetings is the major issue here. By the numbers: ?? 69% said they work longer hours just to keep up with their workload because they’re stuck in back-to-back meetings. ?? 45% feel less productive because of time spent in meetings—whether it's the endless status updates or a lack of follow-ups. YIKES. Sales pros know that most times, more meetings = more money Sales pros reported spending 5 or more hours in meetings every day. That’s a lot of meetings which means it’s essential that we make the most out of every one. The reality is that we are working longer hours or wasting precious time because of poorly run meetings. If you want to have #BetterMeetings and be more productive during work hours, take my advice: ?? Say no to multitasking?during meetings Rapidly switching between tasks which means you’re doing every task worse. I rant about this because multitasking is rampant. Over 52% of people *admit* to multitasking during virtual meetings with 2+ attendees. My take - Everyone has been guilty of multitasking. Yes, even me! That’s why smaller, focused meetings win every time. The tighter the meeting, the more everyone needs to stay present to get the job done. Only invite people who absolutely need to attend, ask for feedback, and keep an eye out for wandering eyes (a signal of multitasking) – that’s your sign that you need to get everyone zeroed back in on the goal. ?? Set boundaries for your calendar and stick to them If you find yourself working late at night to catch up - you’re not alone and this report is especially relevant to you. Most salespeople surveyed admit they sometimes work longer hours due to too many meetings. Effective time management is a skill. Having boundaries that support your ability to work better is essential. Take it from Gen Z, who leads the way in blocking time for focus work and establishing healthy boundaries around their calendars. Senior leaders and Baby Boomers are still catching up in that area. So whether you're a manager or an IC, it’s time to start thinking about protecting your calendar. Want to read the full report? Download your free copy today: https://lnkd.in/gCtqak9P #CalendlyCollab

New CTA for you to try based on brain science. This CTA leverages the But You Are Free" (BYAF) technique. ?? "I believe we should meet next week to discuss [relevant topic]. You're free to refuse, but if it sounds valuable, book a time here [Calendly URL]." ?? Why it works: - Increases Win Rates: According to the research, BYAF nearly doubles the chances of getting a "yes" by reducing pressure and making the person feel in control of their decision. - Lowers Zone of Resistance: When people are reminded they’re free to say no, they’re less likely to resist and more open to agreeing because they don’t feel coerced. ?? Why you should care: - Proven by Research: This technique, formalized in a 2000 study, has been tested across 42 experiments with over 22,000 participants, showing its real-world effectiveness. The results consistently demonstrated that emphasizing freedom of choice significantly boosts compliance across various situations.

You are not entitled to my time because we went to the same college. Or live in the same town. I mean nearly 10M people live in Chicagoland, BFFR. And when you write emails with such superficial personalization they - at best - add no value. At worst - they guilt folks into taking a meeting because of a shared lived experience. It's BS. Earn the right to your prospect's attention by saying something relevant and valuable. #RantOver But I can't end the post without sharing a few ideas to get you started. Not everybody is ready to move to deep personalization or signal-based selling. ?? Social proof is an easy way to get started with relevance. Here are 3 ideas: 1. Association Identify an association that at least two current clients are part of. Mention the association, why it's relevant to your product or service & the current clients. 2. Event Get your hands on an event list relevant to your product or service. Share an insight about the event, perhaps a key insight from a speaker or simply a relevant takeaway from a conversation you had at the event. 3. Board Search LinkedIn for prospects who are a shared connection to 1 or more Board Members. Name-drop the Board Member as well as a relevant project or insight they've accomplished with the help of your product or service. REMEMBER: You cannot pitch so if your emails sound like Bob Smith at ABC saved 32% on his taxes with our services - you're not going to get replies. That is way to salesy. Instead, you could try: Bob Smith at ABC shared [relevant insight]. He's also a Member of the [Association]. It seems like quite a few [industry] are asking how they can ROI or COI related to [relevant insight]. TL:DR ? Don't personalize just because somebody said you should. If your personalization is not relevant to your product or service - don't use it. If your personalization does not add value to the prospect - don't use it. ? Start writing more relevant emails by leveraging shared connections + social proof. -- Enjoyed this post? Click here ??lnkd.in/emVkCrf3 to hit follow & ring my ?? for more

27 TikTok-inspired subject lines I am begging you to test. The volume of AI-generated emails is gross. It's causing a new wave of dumpster fire emails to hit our prospect's inboxes. At a time when AI emails are rampant, writing a subject line that AI would definitely not write can help you stand out. In that vein, I give you these 27 TikTok-inspired subject lines and beg somebody to test them and report back. Thank you for your service. POV IYKYK GRWM No cap Yassify Storytime Vibe check Touch grass Very demure That's so me Caught in 4K Chef's kiss ?? Living rent free Minimalist Core ? aesthetic ? Watch me cook Millennial-coded Simping over this Low key obsessed Brother EWWWWW Yea, so that's insane Deinfluencing [topic] [insert clickbait here] Main character energy The maths are mathing No thoughts, Empty head Built this [topic] brick by brick Please drop your own unhinged subject line in the comments. Want more video content and more unhinged takes? Make sure you're also following me on TikTok: https://lnkd.in/ePQv7sTH Post Inspo: "The AI pendulum has swung too far so there is a tidal wave of AI garbage" - Jay Schwedelson #SubjectLines #TikTok #LinkedInHumor #EmailTips

This week I learned that if you triple tap Kyle Asay - phone, email + thoughtful LinkedIn message - he’ll reply and give you Jen Allen-Knuths phone number. Luckily that was far from the only thing I learned at the Sales Sprint hosted by Salman Mohiuddin! The speakers were incredible. To stand next to and learn from folks like Jen, Kyle, Salman, Eddy B. and Mr. #DeathToFluff himself ?? Belal Batrawy was a gift. Where am I off to next? ?? AUSTIN for the Pavilion GTM event and to accept the GTM Advisor of the Year Award. ?? DENVER for the Women Sales Experts event where I speaking on the use of video in lead generation. ?? DENVER X 2 for Revenue Revelry’s Sales Cycle Masterclass. Where I’ll be leading a session on how to run an exceptional sales cycle alongside Nate Nasralla and Celeste Berke Knisely, MTA. There are still tickets to the Oct 29 Masterclass in Denver. It’s from 5-9:30 PM. Content + mindset optimization + a happy hour on the roof with heavy apps, a featured MOCKtail and a full bar. ?? Learn more and buy a ticket here: https://lnkd.in/g-Ru6dXW #SalesTraining #RevenueRevelry #SalesMasterclass #SalesCycle Featuring my Thot Leader Labs sticker!

Does your team need to figure out how to close more deals, faster before EOY? Start ToFu multithreading immediately. ?? 3 Reasons Why: 1. Broader Insight: Multi-threading allows you to gather diverse perspectives, helping tailor your solution to address multiple angles and increase its relevance. 2. Risk Mitigation: Engaging several stakeholders safeguards your deal against disruptions, such as changes in personnel. 3. Enhanced Buy-in: Involving multiple decision-makers fosters a collective consensus, smoothing the path to agreement. ?? 3 Ideas How: 1. Identify Key Players: Start by mapping out the decision-making unit. Aim to engage not only the primary decision-makers but also influencers and end-users who can champion your solution within the organization. 2. Tailored Messaging: Customize your communications to address the unique concerns and interests of each stakeholder. This personalized approach greatly enhances engagement and the perceived value of your solution. 3. Consistent Engagement: Maintain regular contact with all stakeholders. This isn’t just about keeping them informed—it’s about consistently reinforcing the value your solution offers, keeping their interest peaked and your proposal front of mind. ?? TL:DR If you're looking to close more deals faster before the end of the year, implementing a top-of-funnel (ToFu) multi-threading strategy is your first step. -- Enjoyed this post? Click here ??lnkd.in/emVkCrf3 to hit follow & ring my ?? for more

The one signal that’s made all the difference in my outreach? Folks that search for #SalesTraining which I can easily view on ZoomInfo Copilot. I love this intent topic because when paired with my ICP it gives me a short list of folks most likely to want to engage in a sales conversation with me. Remember, there are hundreds of signals. Some tell you that the person may have a problem but they might not even be aware of it or be ready to search for a solution. Others tell you a prospect is actively seeking a solution. For a signal like >> prospect searches for sales training >> I might also stack that with signals like: ?? New VP or CRO in the past 90 days ?? Sales team headcount increased by 20%+ in last 6 months ?? Recently acquired another company Using ZoomInfo to search for signals that help me understand the right time to reach out with the right message is a game changer. Timing is everything in sales, and this signal ensures I’m never late to the party. What’s your signal?? I challenge Alexis Rivera Scott!!! #ZISignals #ZoomInfoCopilot #ZoomInfoPartner

Is round-robin lead distribution hurting you? Case against: ? Equal distribution round-robin means your worst reps could be getting your best leads. Which means they are less likely to close the deal. IF they do close the deal, the deal is more likely to close at a lower price point and to take longer. It feels like a Pareto adjacent problem - 20% of reps close 80% of all deals. That might feel dramatic but the truth is close. ?? I don't remember whose data it is (if you know LMK so I can tag them) - but 35% of reps are closing 65% of revenue. The solution? ?? Reps don't get added to round-robin distribution until they hit a specific milestone like a revenue threshold while maintaining a 40% disco-to-close ratio? ??Only the top 50% of performers get access to round robin? ?? Segment your round-robin so key account leads go only to your best reps? ? Maybe you feel like none of these solutions are fair. Do you have another take - I want to hear it. Drop your ideas or solutions below. __ Enjoyed this post? Click here to follow me on LinkedIn ??lnkd.in/emVkCrf3 to hit follow & ring my ?? to stay updated about my best content!

Here’s a ?? HUGE congratulations to the finalists for the Fractional/Advisor Leader of the Year award! We’re so excited to recognize top go-to-market leaders alongside Pavilion for the 2024 GTM Awards. This award celebrates fractional CXOs and advisors who bring transformative leadership and expertise to drive growth in every organization they touch. Join us in a big round of ?? applause for: ?? Liza Adams ?? Rachel Johnson ?? Sherri Sklar ?? Leslie Venetz You are all an ?? inspiration! #Fractional #CXO #Leadership #Advisor #GTMAwards

No one cares how awesome I am. No one cares how amazing my company is. Words matter. Intent matters. Check out Leslie Venetz if you really want to do emails in a good way!