Sam Winsey

🚀 Sales Confidence 2.0: Get SDRs Who Hit the Ground Running! 🚀 Tired of spending weeks onboarding new SDRs, only to realise they aren’t a fit for your fast-paced team? I know the challenges of hiring SDRs—getting the right person who’s not just great on paper but ready to sell from day one can be tough. Let’s face it, traditional CVs don’t tell you if someone has the grit to go out there to the market and have conversations. We provide pre-trained and pre-screened SDR candidates, ensuring your next hire can deliver results immediately, without the lengthy training process. Our Sales Confidence 2.0 ranking system highlights the most proactive, self-taught talent, so you can skip the guesswork and bring on SDRs who are proven to thrive in sales. 🌟 Meet Our Top Talent of today🌟 Jalil- an experienced B2C sales professional with entrepreneurial passion, showcased resilience and bravery in handling tough objections during his role play. Enrike -A charismatic listener who builds trust with strong questions, creating powerful, results-driven conversations. Zuhair- An adaptable professional with retail experience, skilled at handling tough conversations and solving problems creatively. Ali - An aspiring sales professional who thrives on the thrill of winning deals, bringing energy and enthusiasm to every prospecting challenge. Jiya - A versatile professional with a strong background in events, her energy and bubbly character from the role play can allow her to use humour to establish trust. Avishai- A future leader with a background in music, is a well-spoken and articulate professional who excels at getting to the point and handling objections with ease. If you are hiring reach out, remember 50% reduction fee.

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One thing I see evolving in outbound right now. Right now, most comps are using Clay to 1. personalise outreach and 2. increase volume. I don't think that's where Clay shines. It's not about what the outreach is but to WHO and WHEN. That's where a tool like Clay has a massive ROI. WHO → Ideal Customer Profile WHEN → Ideal Customer Situation That's where Clay becomes a superpower. PS. You can and should still personalise the outreach

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I've been reflecting about RevOps. It's been a strange market since 2023, right? 👉 Q1 2023 - What a shit show, less funding, high interest rates, mass redundancies (in particular some amazing Senior Leaders) 👉 Once in Q2+, PEs and VCs had no choice but to reassess expectations and lower targets, Yes most companies weren't hitting those targets, but it was going in the right direction 📈 👉 Q3 My wife and I had our baby boy 👶 (a different type of shit show, but the most rewarding experience, it's easier running a business FYI) 👉 Q4, there was light at the end of the tunnel, interest rates were dropping, more confidence in the market. What really confused me, was RevOps functions were often the first to go! Now I will be fair, and look from the business perspective: 👉 RevOps seen as a cost centre 👉 RevOps teams are paid fairly well 👉 Companies think they can do it themselves, and let the Tech team look after Salesforce, because RevOps is so easy, right?! 👀 What I'm seeing in 2024, lightbulb moment: 💡 RevOps market is maturing, there is tons of people looking to transition into the career 💡 More RevOps roles coming to market with some really cool companies (not just saas) 💡 Execs are educating themselves on how RevOps can help build the foundations for growth and beyond for their business 💡 RevOps isn't seen as a cost centre, because they are implementing better data insights, improving processes and efficiencies across the business, they in fact are contributing to the revenue growth Does this align with what you saw in the market?

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SDRs who deserve to be AEs... ✅ Help coach other SDRs ❌ Are in it for themselves ✅ Hit quota every month ❌ Sometimes smash it ✅ Build amazing internal relationships ❌ Moan about their AE and Manager ✅ Prioritise the team winning ❌ Think they're an individual contributor ✅ Train every single day ❌ Believe they know it all ✅ Compete against themselves ❌ Compete against others in the team ✅ Are genuinely happy when others win ❌ Get bitter when others are successful 99% of success is in WHO you are. And HOW you do things. Embrace being different. Embrace being better. What am I missing? ---- PS. My SDR to AE bootcamp closes tomorrow. 5 seats left; https://lnkd.in/ejFQERRF

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SWAT teams rather than armies. Hearing this phrase from lots of sales teams recently. And there is lots of logic - to a smaller highly trained (and coached ;-) elite team rather than a larger team, whether SDR’s or quota carriers. Here’s the drivers… - Sales Efficiency, the obvious one. Growth at all costs is gone, presumably forever. Cost of acquisition and sustainable growth are now key. - Raise The Bar, a smaller elite and well coached (couldn’t resist this time) team removes the weakest performers, the time and resources spent trying to pull them up and raises the bar for everyone on the team. - Bottom Up Economics, teams resourced based on on actual pipeline not multiplying quotas by team size. Quota carriers, even if good prospectors, can’t and arguably shouldn’t create all their own pipeline. If you don’t have the pipeline from SDR’s and inbounds, the team is bloated. - Elite is easier , With a smaller well chosen/recruited team, it’s more realistic with time and resource to help make them elite. And with an elite team, everything is easier. - Cheaper, it’s not just sales efficiency. It’s cost and budgets. They are smaller and what is possible or affordable has changed. What are you doing to create your SWAT teams?

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We booked our first meeting through Champify within 30 minutes of being onboarded (shoutout Sarah Boyle for an absolutely killer cold call). Here's why champion selling is so powerful: ✅ Warm openers - the hardest part of capturing someones attention is opening the initial door and this is especially tough with a cold call. Using info from previous conversations or platform usage starts the conversation off in a great way. ✅ Gifting 🤝 Champion selling - when a champion moves role, we send them a gift to celebrate. This strategy is where we see our highest meeting conversion so coupling the two strats together is dynamite. ✅ Introductions from the team - we're leveraging other Reachdesk team members to get us introductions into both net new and in pipeline buyers. We can see who owned the relationship previously and use that person for a warm intro. ✅ Multithreading - we've been using notes on our previous Champ to work other contacts at the account. E.g if another contact has info on their LinkedIn which can be related to what the previous champ was looking to achieve, we're leveraging that info and referencing how they used to work with us on this pain point/goal. There's of course the obvious points that they know our platform well, have hopefully seen success and can already see how it ties in to their new company - which ofc helps massively. Todd Busler, Taylor Udell, Mary Caballero, Nate Segal - you've got a killer tool! 🌟

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SDRs - struggling to find motivation today? This one thing upgraded my results and life drastically: Exercise Believe it or not, exercise can and will massively up your game as a rep. It's proven to increase: 1. Mental Clarity and Focus 2. Energy Levels 3. Resillience 4. Discipline Whilst decreasing: 1. Stress 2. Burnout 3. Anxiety 4. Bad moods This then translates to: 1. Better quality calls/emails/LI's 2. More energy to do more activity 3. Less anxiety around rejection/failure 4. Better quality of life overall. So if you haven't started working out do! Could be anything from walking to football to cycling. My happy place is the gym (and have also dabbled in crossfit). Has exercise benefitted your sales career? Here's a picture of me and the GOAT SDR Sazid Reza enjoying our travels in cornwall.

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Pipeline Heroes use scripts in cold calls. Scripts that induce: Curiosity Dont target the meeting as the only purpose of the call Scale follow-ups and next actions for those in ICP, but not in market Treat conversations as reconnaissance and a cornerstone of a relationship with a stranger PipelineHeroes use scripts because they are professionals and want to be Accountable Measurable Scientific

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5 things I would do as a SaaS BDR/AE/AM/CSM with commercial targets for a successful quarter close: 🔎Identify the hotest leads + requalify as you go, for a delay-free closing process. 📊Make use of existing data: what has worked well for you and for your colleagues in previous quarters? 💥Prioritize high-impact activities and minimize distractions (like unnecessary meetings). 👔Aim to focus your outreach on those with decision-making authority. 💪Intensify your follow-ups, with a strategy that works for you: whether it is automated reminders or personalized communication. What else will you be doing to make the most of the two weeks left in the quarter?

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Doesn't matter if you are an SDR, AE or revenue leader. Knowing how to generate pipeline is key. Especially at early stage companies. Whenever I speak to candidates it's always really clear by the depth of their answers who is really strong at creating pipeline. It makes everything easier. It's what will be expected from anyone in a commercial role. There is more and more tech available in the BD function but good tech isn't good enough without the skillset. My advice would be to really double down and become an expert here!

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You pay your Account Executives, Account Managers, SDRs, Customer Success, Marketing, and RevOps colleagues top dollar to optimise and maximise how they go to market. But they spend 72% of their time (on average), on tasks that are exactly the OPPOSITE of going to market. Sound familiar? Sales Intelligence used to be: 1) A vendor for contact data 2) A vendor for company data 3) A vendor for intent data 4) A vendor for spotting churn/renewal risk 5) A vendor for website tracking 6) A vendor for conversation intelligence Impact: 1) 72% of their time wasted in chasing after 90% of your TAM, that aren't currently even in market. 2) Finding out after notice has been given that your best customers have been shopping elsewhere. 3) 7 different vendors who don't talk to each other, operating in independent silos of inactionable data. Digital phonebooks & manually data mining across multiple vendors means that GTM specialists spend more time researching...not selling. It doesn't have to be that way... Imagine a world where: 1) Every seller can see what they need to personalise their outreach 2) Every seller can truly personalise at scale 3) Every seller can rely on AI to give them the pointers they need to be relevant AND personable 4) Every Account Manager can spot months & weeks in advance that their best customers are looking at other providers 5) Every RevOps person can standardise their data and insights into a consolidated view We're not in the 2021 economic boom, it has never been harder to convert conversations to dollars, especially in a time efficient way. You might be asking, is an alternative possible? Yes - #ZoomInfoCopilot. Launched to the world today after months of value creation & validation with our customers. The future is now, ready?

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Position titles don't have much meaning anymore... Everyone is striving for that RVP role. You know, the job that used to be called a Sales Manager. Organisations are offering more senior titles to attract talent, and it's working. Sales Directors are often ICs, and the titles have become more elaborate. It's genius when you think about it. If you'd given me a Regional VP role at 26, you bet I'd be telling people about it. That's how they get you. Going backwards isn't an option. What will people think if you go from RVP to Sales Manager despite the job being the same? People have been programmed so deeply to care about external validation, and I get it. Everyone is trying to move forward. But where's the ceiling? Why rush? Why care? At this rate, we'll see CROs with 3 years of leadership experience. If you're making good money, you're happy, and you're making a meaningful impact... That's all you need. Stop choosing bad companies for a title.

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SDRs & BDRs, this one is for you. Laura Shillibier recently placed an Enterprise SDR who booked 23 meetings in just 2.5 weeks. We’re looking for 2 more. Don't miss out. The role: Enterprise SDR x2 -Pure hunters with a strong track record -NYC-based (Office 2-3 days a week) Highlights: -Combining Cyber and Fintech with unbeatable product-market fit -5x ARR through numerous Fortune 500 partnerships -Backed by 3 tier 1 VCs This is the next big thing. We're also hiring 3 Sales Directors (NYC-based) for this vendor with founding stock. Every seller is currently over-target, I'm only just scratching the surface here. If you're ready to be part of this journey, you know what to do. #Cybersecurity #Fintech #Hiring #TechtonicTakeover

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One thing I've directly noticed (which isn't news) since joining Tofu is just how much harder outbound is in 2024 - - Very low connection requests on the phone. Like almost no-existent - Much open rates and responses to email even when using account or content level personalisation. I've shared below what I am working with as a benchmark to improve upon from initial campaigns (using Apollo sequencing and data and some basic Tofu personalisation) - A lot more happening on LinkedIn with it often being treated like another form of email In the latest Salesforce State of Marketing, they talk about top-performing teams personalising across 6 channels to break through the noise and deal with diminishing returns (average teams: 3 channels). Took me a second to even name 6 channels 😬 But one thing is for sure: the interest in Gen AI won't keep Tofu growing forever, so over the next little while my goal is to use our own tool, amongst others, to first try to get to double-digit response rates from single touchpoints, and then see what is possible from there. Sure some people are doing that already - I haven't been able to so far, despite thinking I know what does and doesn't work. I'll try and share some successes and failures here as we go. #outbound #abm

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Pump.co have partnered with SaaS Certain to offer free 6 month access to SaaS Certain when you sign up and onboard with Pump before the end of Q4. SaaS Certain is a brand new cost saving software that instantly identifies unused SaaS licences and save you from needless overspend. Their early access customers have identified hundreds of thousands of dollars in wasted spend, and are already realising their savings! To find out more, and sign up, go to https://lnkd.in/dCxSF-2E Already a Pump customer? You can find out about joining the SaaS Certain early access for 50% off annual subscriptions by registering your interest at https://lnkd.in/dMe-dYRB

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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‘We need an SDR who has at least 12 months SDR/BDR experience at a SaaS company’. This is a common hiring trend I see right now and whilst indeed, someone with that experience may work out for you and I understand the logic, there are a few potential flaws I wanted to share about that expectation/requirement that may be preventing you from hiring your next superstar... 1. A great SDR will generally be promoted after 12-18 months in the role. 2. More experience = more expensive. 3. Many of the best performing SDR’s we see are those with as little as 6-12 months sales experience from sectors such as customer service, retail & hospitality. 4. Motivation > Experience. A poorly motivated SDR with a high skill level rarely works out. Confident in your leadership, enablement and product? Hire someone on motivation and attitude. Use the interview process to qualify their basic skill set, appetite to put in the work required and aptitude for learning and developing over and above their current skill level as an SDR. Hiring someone with 12 months SDR experience may work for you and I’m not trying to communicate that they are bad candidates, but when you actually consider what makes an excellent SDR, this requirement may be holding you back from hiring your next pipeline building king or queen. Always curious to learn from SDR leaders. What are some of the experiences of the best SDR’s you’ve hired? David Wilkins curious on your thoughts along with the SDR Leaders of EMEA!

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Outbound Sequences can do more harm than good for SDRs. (I think when used appropriately, they can be a massive help, but most teams use & abuse them -- completely missing the point of them & wonder why they can't land in the primary inbox & get no responses) I think the days of the traditional 27 day sequence are over. We need change. Most tasks get long overdue anyway and end up not being completed. Here's the issue with them: Often, SDRs are reactive to their sequences/cadences... When in reality, you should be pro-active. Let me explain: Imagine you send your first initial email and it gets opened 5+ times. Or you send a LI connect request and they accept it + look at your profile. Most SDRs will move onto their next task and ignore the intent signal. Instead, use prospect engagement as a way to be more pro-active. IE: do not wait 3 days from the day you sent your first email if there's a ton of engagement. Try calling them same day, bumping your email the next day and throwing a connect request on LI. You should try and switch your messaging up based on prospect engagement, too. IE: your cold call opener should be different for someone who has accepted your LI request + looked at your profile / opened your email a bunch vs someone who hasn't engaged at all. Be the quarterback of your sequences.. Don't let them control you! Second issue: most sequences end up piling up overdue tasks.. This is because sequences have way too many steps. If you liked this, I share 1 free outbound prospecting tip that 4200+ SDRs and AEs read every week. https://lnkd.in/e2cJkJqr

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