Alexander Kohler的动态

Thanks for the feature, Alexander Kohler! ?? Glad to see my post make it to your list of Top Content/News for Go-To-Market strategies this week! ?? Knowing that each piece of content holds the potential to resonate and assist someone out there keeps me motivated. ?? "The only way to do great work is to love what you do." – Steve Jobs And for those who missed my post, do check it out. Surprisingly, it seems to have sparked some debate. Didn't think it would be polarizing though ?? : https://lnkd.in/gyDEi7Fe #gotomarketstrategy #leadgeneration #prospecting #businessdevelopment #gotomarket _______ Repost ?? to inspire and motivate! ?? ?? Follow me, Gary Sia, for regular doses of motivation, actionable tips, and insightful discussions on sales, marketing, and prospecting topics. ?? And oh I also love to travel ?? and talk about AI ?? _______

Let's talk about setting your outbound sales team up for success in 2025 I think the standard playbook used to be Buy BDRs ZoomInfo and Outreach or Salesloft Get at least SOME sequences that work Build out a BDR playbook including ICP, personas, messaging, etc Get some call recordings and meeting recordings A collateral library Have BDRs shadow AEs and other reps Maybe talk to CSMs Then go prospect, call, email etc But realistically that process left a lot of gaps, which is why we have a cottage industry of BDR coaching and enablement online Sell Better , Justin Michael, Darren McKee, Kyle Asay, Brian LaManna etc But it's 2025! We can do better I STILL think you need the above... but with BDR ops + AI we can do more Here's what I would do First - pull in account insights. Revenoid, Common Room, Pocus, custom Clay ZoomInfo's copilot is solid! But I think having a default account brief template will help a lot Second - automate prospecting Throw a bunch of titles from recently booked meetings in Claude (better than GPT unless you have o1 pro) Extract all the senior related keywords Create a search, ideally with Clay Score the title from 0 to 10 in relevance to your value prop There - 90% built out contact list You should also waterfall contact data as none of the single source providers provide good enough coverage anymore. I would do Clay for email TitanX for phone. Because I like adding 20% to my contact response rates. Third - if you're using phone seriously, get a serious dialer This is different if you're just occasionally calling email opens or replies But if you want to CALL - go FrontSpin, Nooks Fourth - get some foundational plays that have a proven conversion rate Titanx p1s are GREAT - you hit 4-5 conversations per hour of dialing Get a basic persona sequence that works - maybe personalize with Revenoid/Lavender ?? or similar (Can't recommend Outreach or Apollo emails... they don't let you edit the email prompts that I can see and the email prompts are not good) Linkedin connect to Sendspark on accepted connect UserGems ?? New in role Warmly, website visitors Something like that Fifth - give BDRs room to run their own plays Ideally you give them signals from a signal prospecting tool (Common Room, Usergems, Warmly, Zoominfo, Apollo are all in the game here) And help them think systematically about a small but semi scalable play they can test and run "Hey I want to send a video to new CMOs, I think they would be excited about how our analytics get them started in the role faster" Shoutout to Harry Sims on this one Point is - get the foundations in place Give BDRs an outbound engine that WORKS and cuts out the manual BS first And give them to tools to be creative and test messaging (And DM if you want this for your team)

Scott Martinis writes the most actionable sales advice I’ve seen in my year of focusing on sales voices in my LinkedIn following. Why do I follow sales voices, even though I “work in hardware”? My conclusion—from a decade of hardware agency sales work at my own Co, and a year of working with the INCREDIBLE Lindsey Sullivan at Harbor—is that this work is harder than engineering, and that more technical leaders need to immerse themselves in it to help focus their product sense. After all, no point in elegantly engineering a widget no one wants.

Let’s break this down sales homies. If I had 24 hours to land a meeting with HubSpot here’s exactly how I’m going after it literally right now?? ???????? ??: ?????????? ???????? ???????????????? I'm mapping out the key players Austin Bokmeyer: Sr. Manager of Business Development leading 4 North American BDR teams Nick Reynolds: Sales Manager boots on the ground with outbound motion and a 2022 President’s Club winner Tara DiCristo-Schmitt : VP of SMB Sales driving pipeline and team performance Using LinkedIn Sales Nav, ZoomInfo, and Humantic AI I’m digging into their goals, challenges and relevant triggers ? Actively hiring for AE, BDR and SDR roles ? New products like an AI-powered engagement hub ? 20% revenue growth to $670M in Q3 driven by upmarket traction and a new pricing model ?? ???????? ??: ???????????????? ???????????????? ?? ?????????? 2-3 calls to each contact "Hey [Name] this is Tom Slocum. I saw HubSpot’s SDR teams are gearing up for 2025 and out of curiosity what’s been the biggest focus for the outbound motion lately? I’ve worked with teams facing some rough outbound challenges lately. How’s your team navigating right now? ?? ???????????? 2-3 emails per person focused on relevance --- "Leading 4 BDR teams is no small task Austin. How’s outbound performing for your team right now? Recently worked with a CX AI team and helped them boost quota attainment by 31% QOQ with targeted workshops and strategy tweaks. If sales training is on the radar for 2025 worth a quick chat to see if it’s a fit? Earn the right to discuss how I could support your team?" ---- ?? ???????????????? ?????? Keep it casual like a friend "Hey Austin huge respect for leading 4 BDR teams. What’s been y'alls biggest win this year with outbound? Seeing video prospecting move the needle curious if it’s been the same for you. ???????? ??: ?????? ?????????? ???????? ???????????? ?????? If no response I'm sending Sendspark videos "quick thought what if your SDRs made this one tweak to their email structure? I’ve seen reply rates jump by 5%. Let me know if you’d like to dive deeper. This approach should position me as someone who gets their world and can genuinely help ??♂? ???????? ??: ?????????? ???? ?????? ???????????????? This isn’t luck it’s being intentional, relevant and persistent 2-3 calls 2-3 emails 1-2 LinkedIn touches All tailored, all human, all focused on their goals not mine HubSpot? If you’re reading this could we talk? The chance to empower your SDR team in 2025 would mean the world P.S. Sales friends what would you tweak or add? Always looking to refine the game ??

Alright sales homies it’s game time. Last week I shared my approach for targeting HubSpot. Today I’m picking up the phone and calling Austin Bokmeyer their Sr Manager leading four BDR teams Here’s the exact playbook I’m running to earn that meeting ?? ???????? ??: ?????? ???????????? I’m keeping it simple and consultative "Hey Austin this is Tom Slocum. I saw you’re leading four BDR teams at HubSpot and out of curiosity what’s been the biggest focus for your outbound efforts as you gear up for 2025?" No fluff. No hard pitch. Just starting a real conversation ???????? ??: ?????? ?????????????????? Once he starts talking I’m asking open-ended questions to dig deeper ? What’s been the biggest win for your BDR teams this year? ? Where do you see the biggest opportunity for improvement? ? What’s your approach to upskilling reps in a competitive market? ?? My goal is to uncover his priorities, challenges and opportunities. Then I’ll tie it back to how I can help ???????? ??: ?????? ???????????????????? Here’s how I’ll close the call if I get the chance "Well Austin that’s exactly why I called. I recently worked with a CX AI team that boosted quota attainment by 31% in one quarter through tailored hands on workshops and strategy tweaks. Based on what you’ve shared just out of curiosity would be open to carving??30 minutes to see if this could align with your goals for 2025. Does that sound fair?" ???????? ???? ???? ??????????’?? ???????? ????? No problem. I’ll leave a quick voicemail, send a follow up email and maybe even drop a tailored Sendspark video. The work doesn’t stop at the first attempt it’s about showing up consistently **This isn’t about pitching it’s about earning the right to have a conversation. And Austin? If you’re reading this let’s chat. Your team is crushing it and I’d love to help make 2025 even stronger for your BDRs. P.S. Sales homies what would you tweak or add? Always looking to refine the playbook!

Revenoid should be one of the AI tools in your outbound toolkit to succeed in 2025 ??

Marketers, aren't you tired of being less than Sales? And... Making less money than Sales! If you are, then STOP focusing all your efforts on list building, lead generation, and programs/ events. Instead, do that AND focus on being a savage at creating pipeline. No money, no honey! ?? Below are 11 simple & actionable steps that you can implement today! STEP 1: Collaborate with your SDR Leader Inform them that you'd like to re-engage prospects from previous events to help drive pipeline. Discuss the structure, go-live date, and the SDRs involved to ensure the least amount of distraction for the team. PS: Summer is already here! Most people take time off work, so you want to catch your buyers before they go on summer break with their family! STEP 2: Data & Reports Pull a list of all your programs/ events YTD. STEP 3: Review and Analyze Data Sift through the list and ensure that the list of buyers (aka prospects) meets the criteria of your Ideal Customer Profile and Personas. And they have not been emailed, called, or engaged within the last 30 days by Sales. STEP 4: Outbound Emails, Touchpoints & Sequences Create outbound emails and sequences for these buyers based on your business segments, personas, and/or triggers. STEP 5: Drive urgency with cadence Use a half-life cadence to drive urgency. PS: If you'd like a template for this, comment 'Outbound Sequence Template' below. STEP 6: Feedback & Review The lists are built. The outbound emails are written with a pre-set cadence. It is time to get feedback and review from the SDR Leader to make the final adjustments before the program goes 'Live'. PS: You want to include your SDR Leader and team in the process. Provide weekly updates! Nobody likes to be told what to do. Partnership is key! STEP 7: Upload Emails Upload your outbound email sequences in your SEP (Sales Engagement Platform) STEP 8: Program Overview Have a 1-pager for this program so everyone knows who is involved, the objectives, when it starts and ends, and where to review pipeline progress. STEP 9: Prizes & Incentives Create worthwhile prizes for friendly competition to drive urgency to pipeline. Prizes can be cash-based, experience-based, physical gifts, etc. STEP 10: Get ready Confirm Go Live Date with SDR Leader. Schedule a Kick-Off call as a fun send-off for the program. STEP 11: Kick Off This is the actual go-live day with the official send-off. BONUS: In 6 months, ask for a merit increase and/or promotion! #outboundmarketing #outbound #pipeline #sdr #prizes #promotion #careergrowth

?? Mastering Sales Prospecting with Emails ?? Almost every founder, SDR, AE, or Sales Agency uses email as their primary means of reaching out to prospects in their Ideal Customer Profile (ICP). Emails have proven to be a powerful tool. However, have you noticed the surge in cold emails over the past one/two years if not more? Thanks to email automation tools and AI-generated content, email as a channel today is being overused and often abused. So, how do you stand out in this crowded space? Here are 4 key learnings from our experience: 1?? Content: Keep your emails short, crisp, and to the point. 2?? Point of View: Think from the buyer's perspective - it's not about you, it's about them. Address their current pain points instead of showcasing your product's potential. Remember, painkillers sell more than vitamins! 3?? Personalization: Show that you've done your research. Personalize your emails with details specific to the recipient, even if it's not directly related to your product or offerings. 4?? Consistent Positioning: Include links to your website, LinkedIn profile, and other relevant resources. Ensure your email, social media, and website are aligned to reinforce your positioning. Cold emails have become tougher, but when done right, they can yield excellent results. What else would you like to add? Share in the comments below. P.S. Use a combination of Emails and LinkedIn for the best results. ?? #UncoverB2B #SalesProspecting #LeadGeneration #ColdEmails #SaaS ================================================ ?? P.S. This post is part of a series "Uncovering Lead Sourcing Channels for B2B SaaS". If you wish to dive deeper into the details and learn more about different lead-sourcing strategies to supercharge your sales funnel with qualified leads check out our resource center on the link below.

Here are a few concepts you can incorporate into your sales process to improve conversion ? 1?? Lead Magnets for Top of Funnel: What are they? ? For those that don't know, a lead magnet is an incentive offered to cold prospects as a way to engage them. Examples we use at StackOptimise: ? Offering a list of free ICP leads to a prospect (shout out to ??Eric for this one) ? Offering to send a personalised video or one-pager, which we fully automate ? Offering free examples of LinkedIn content for their personal brand ? Offering to write their email copy Dr. Jay Feldman and Enzo Carasso ?? are lead magnet experts. 2?? Value Drops for Middle/Bottom of Funnel and Retention: What are they? ? Similar concept, different stage of the sales cycle. This time for engaged prospects or existing customers. ? We're not looking to attract new leads here but to nudge existing ones towards making a purchase. Examples we've used at StackOptimise: ? Promoting an unresponsive prospect's tool through our own LinkedIn pages (they were a sales-tech saas). ? Doing a months free work for a client that was on the fence after a 2 week trial period. They signed a 3 month deal afterwards. ? Making pro-active referrals for clients and prospects. At StackOptimise we've embedded these concepts into our sales process. Providing free value is how you build trust.

Everybody knows spray-and-pray is dead, but *almost* nobody is adjusting to our new reality. How do I know? Because just about every conversation about outbound focuses on activity volume and pipeline created. Activity volume is important, but it's not the whole story. On its own, it's pretty worthless when you're trying to understand your top of funnel. Here's what happens when VPs of sales focus narrowly on activities, instead of other critical prospecting metrics (contacts approached per account, effort per prospecting stage, Etc): - When they hit their number, they get away with it. - When they miss their number, they're in trouble, because it's hard to diagnose issues when you don't have a funnel. Where is the prospecting playbook NOT working? Why are two reps with the same activity count experiencing wildly different results? - When it comes time to plan, they're screwed. They can't build a trustworthy forecast based on activity counts and historical performance alone. So why are sales leaders so narrowly focused on activities? Because nobody knows how to measure the prospecting metrics that matter. Out of the box, Salesforce can't do it. You can piece it together with a data warehouse and BI tool, but it's *really* hard to figure out yourself. What revenue leaders should care about: - Account penetration: are reps approaching enough (or too many?) contacts when they target an account? - Activity concentration: were those 100 dials you made today spread across 100 companies or 10? - Conversion rates: how many accounts do we need to target to get one conversation, meeting, opportunity? - Cycle time: how many days pass, on average, between the first email/dial and a pipeline opportunity? - Effort per prospecting stage: where is our team's time and effort going? Getting people to talk to us? Moving them from conversation to meeting? Moving from first meeting to pipeline? So, even as the tide is going out and everybody is trying to figure out how to shift to high-quality prospecting...few companies have the tools to make the shift. That's why I built InsideOutbound. It's a native Salesforce app designed for teams that want to make the shift from spray-and-pray to high quality prospecting (inbound and outbound). The (free) beta is live and I have 2 more slots left. Comment here if you want a demo! #inbound #outbound #sales #marketing