Going CLEAR Week 16

1. GTM Strategy: How to implement a signal-based selling motion
2. GTM Bottom of Funnel Tactic: How to improve close rates with closed/won interviews (credit Saad Khan )
3. RevOps Tactics: Benefits of using meeting sourced deal properties in CRM (high-level + low-level)
4. Fun as hell: Filming the Warmly Movie onsite in Mexico
5. First Time Manager Discussion: how I've been trying to push through micro-management
6. Warmly Team: Hiring for SDRs!

1) GTM Strategy: How to implement a signal-based selling motion

?? In my Future of RevOps & ABM for Startups chat with Saad Arshed (alongside my SWEET fish tank background) - I cover tactics/tips that coach Warmly, 's customers on.

-how to merge your inbound + outbound (warmbound!)

-how to scale outbound in a personalized + automated way

-implementing signal-based selling

Since we switched our CSM's title's from "CSM" to "RevOps Specialist" we are tripling down on a customer-obsessed culture of coaching our customers to rethink and refuel their GTM for signal based selling world

Watch a few clips: https://www.dhirubhai.net/posts/xgrid_outbound-marketing-xgridtalks-activity-7189220695682252800-v8IE?utm_source=share&utm_medium=member_desktop

Watch the full session: https://www.youtube.com/watch?v=DwpQEmg0Gxk&ab_channel=Xgrid

2) GTM Bottom of Funnel Tactic: How to improve close rates with closed/won interviews (credit Saad Khan )

The moment right after closing a deal is the highest activation energy your customers will ever have.

That’s when they will be most willing to divulge what went right (and wrong) in your sales process.

Whenever my AEs close a deal (record high 18 times last month!), I email the customer asking them to hop on a call with me so I can find out why they signed with us.?

It will always shock you to hear the other person’s perspective on how the deal went down. Some of the things I’ve learned since adopting this process:

? Internal struggles the customer didn’t feel comfortable sharing with you during the sales process, but eventually overcame.

? Who our key detractors were. These are now people you should get to know over the next year, so they aren’t detractors again at renewal.

? Realizing a prospect almost went with a competitor, and the reason why they chose us was that we were a nicer, better cleaner sales team that didn’t lie about features.

? They did a backchannel on one of our customers, who said that they liked working with us.

(Aside: It also goes to show that you should always treat customers super well. You never know when they’ll get a reference check!)

? How the customer thinks we can improve the process. E.g. You find out they almost didn’t go with you because you said too much and didn’t focus on their core problems.?

?? Don’t sleep on this trick that I picked up from Saad Khan from Aligned . The best way to improve the sales process is to always interview the Closed Won folks!

3) RevOps Tactics: Benefits of using meeting sourced deal properties in CRM (high-level + low-level)

Omnichannel sales is unavoidable for revenue leaders in 2024. Here's a screenshot on how Keegan Otter (Software Cowboy ??) set ours up.

Most companies will have 8-9 channel options, and sales leaders will have to pick the 4-5 to focus their team on.

In CRM it is absolutely critical to have a Meeting Source deal property so you know where prospects are coming from.?

But even that is not good enough.

Say you find ? your meetings are sourced from email.

You might think "let's send more emails" but then it doesn't work... the problem is you never tracked which kind of emails actually work.

At Warmly, we’ve created a two-tiered approach for segmenting data to help us figure out exactly how to answer questions like that.

Tier 1 "Bucket Level" = high level, big buckets like LinkedIn, Calls, Warmly, etc.

Tier 2 "Sub Level" = 4-5 subcategories, cleared labeled (i.e. “Bucket: Subcategory”)

We found that 30% of our deals sourced came from LinkedIn.

But there's a HUGE difference in the work you need to do between LinkedIn Outbound DMs and LinkedIn inbound from your social posts.

And even within LinkedIn DMs, 15% of responses came from video engagement specifically.

(Sidenote: ??Insight?? People get a lot of boring LinkedIn messages. Giving people an interesting visual makes people click through and actually listen.

? Use Sendspark to send more personalized videos)

Now that we track at the sub-level we can more easily prioritize where within each channel to focus our efforts.

TAKEAWAY:

? Know where your meetings come from

? Know where your meetings come from within where your meetings come from

? Clean data from the beginning makes it easy to analyze.

? We recommend using categories and subcategories.

(1) Here are Warmly, 's Bucket Level categories so you can copy-and-paste into your CRM:

LinkedIn

Inbound

Email

Referrals

Conference

Website Chatbot

Cold Calling

(2) Then in the screenshot above Warmly's Sub Level subcategories

4) Fun as hell: Filming the Warmly Movie onsite in Mexico

got too sweaty filming the Warmly, movie in a cramped office.

They had to give me napkins to dab my forehead haha.I should probably stick to slinging saas.

But I’m also eager to tell the world how we make RevOps into super heroes and how automating all outreach personalized at scale can be easy.

Watch the sneak peak clip: https://www.dhirubhai.net/posts/max-greenwald_going-clear-day-107-got-too-sweaty-filming-activity-7186375878770106368-PDcr?utm_source=share&utm_medium=member_desktop

5) First Time Manager Discussion: how I've been trying to push through micro-management

The first team I ever led I was a freakish micromanager that drove everyone crazy (top pic). The team I currently lead hopefully wouldn't say the same (bottom pic).

Back in 2015 I started club called IgniteSTEM at Princeton to bring more hackathons to high schoolers.?

We put on an EdTech conference for 100 high school teachers in NYC and I had never run a team before so naturally I sucked at leading.

I insisted on reviewing every email, every invite, every aspect of design.

I made Kevin Bradicich show me the M&M colors we were choosing and Mihika Kapoor had to redo the logo 99 times.

I was so nervous to trust anyone else to execute on my vision and I have truly no idea why the team stuck with me for so long.

At the end of the year, Daniel Wilson pulled me aside and told me I sucked at management and should work on it.

It's now 8 years later and I'm onsite in Mexico City with Team Warmly, (s/o to Samantha Perkins and Carina Boo + 5 others not pictured here sorry!).

This team knows what they're doing and we ain't dumb college kids.

Over the years, through trial and error, I've learned to let go of my micromanager tendencies and have figured out how to really trust my team to execute on our vision.

I've learned about agreeing on key metrics for success and then helping folks chase those metrics with my assistance.

I've learned about empowerment based on carrot or stick depending on the person's personality / motivation.

I've learned about the power of many over the power of few and how I just can't do it all as a founder, I have to delegate.

The team today wouldn't say I'm a great leader yet (in fact I'll share my raw 360 Review publicly soon), nor would they say I can take a good picture (notice my eyes closed and lol Terence Garcia sorry to get you looking down), but they would say I don't micromanage.

It takes years and years and years to be a good leader & manager and I have decades to go so I'm happy to have started early.

For the college kids out there: try to lead when the stakes are low (my IgniteSTEMmers are still friends today - I roomed with Jamie Cuffe in NYC)

For the new managers out there: ask your team what your shortcomings are, you definitely have them and thats ok.

6) Warmly Team: Hiring for SDRs!

Selling an SDR tool to SDR leaders while using said SDR tool as an SDR?

The dream.

We are hiring for 2 more SDRs based out of Eastern Europe and/or Colombia!

Apply here;https://lnkd.in/envPxSK7If you refer us a candidate we hire,

I’ll send 10 large pizzas to your worst enemy’s house and make them pay for it

Ps. if you have any candidates or agencies in mind in either of those geographic regions, please send them to [email protected] !