Justus Vorwerk, MSB

SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

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Hey SDRs and SDR Leaders. important update of skills you must have Software Defined Radio Sustainability Disclosure Requirement keep an eye here for more tounge and cheek hints.

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SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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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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MongoDB’s platform simplifies #datamanagement and improves veteran experiences at the U.S. Department of Veterans Affairs. Find out how this scalable platform offers advanced analytics and high availability in the webinar on July 16: https://ow.ly/mI8030sElA3

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SDRs - Struggling with your ramp? Here are 5 tips to immediately improve your results and beat your ramp 1. Meet with 3 top performing BDRs, pick their brains on everything from Prospecting, Research, Sequences, calls, emails, Linkedin DM's etc. Once you have a good pool of knowledge on strategies that are working in the current market you can adapt it and make it your own. 2. Problem enablement: The most important thing to know is WHO you help and HOW you help them. Speak to your AE's who've closed business, CSMs and your own internal personas. The goal is to be able to crisply articulate how you can help a target persona in a target account get to their desired state. No one cares about WHAT you do, they care about how you can help them. 3. Volume: Practice makes perfect, you're not going to get good without the reps so get out there and prepare to fail. 4. Double down: If you find one medium is yielding more meetings then double down on that one, e.g if you're booking 5 meetings a month through call and 1 via email, try changing to a call only sequence for a while to see if it ups your results. 5. Feedback loops: Regularly ask your top-performing peers, AEs and your manager in your 121 for SPECIFIC advice. This means you'll always be growing your skillset. Make sure you're not getting advice from everyone though as this will dilute your focus P.S I'll do a part 2 of this next week but anything you'd add? For now, enjoy a picture of Emre Ceyhan and me at our recent Spike Week!

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Why is 60-70% of SDRs missing quota? It's because their leadership is failing them. I had the pleasure of interviewing Sara Storm on the SDR Hire Podcast - a tenured SDR and Revenue leader with multiple successful teams behind her, countless lectures and trainings delivered. Sara has a very unique, no BS approach to sales and SDR leadership. In this episode she shared: • What's the current state of the SDR/BDR role • Why sales leaders are failing their sales teams AND their customers • How can SDRs take ownership of their careers?! • Should you even be in an SDR role? • How she used to close 7/10 cold calls she'd make Here's the full episode: https://lnkd.in/eCANhKGu Sara thank you for sharing your expertise and holding sales leaders everywhere accountable! Hope you all enjoy and subscribe! #sdr #bdr #salesdevelopment #techsales #career

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CURIOSITY vs. QUALIFICATION As professional salespeople we've had it drilled into us to qualify, qualify, qualify. From COM to MEDDPIC, from Challenger to Top Gun every new sales process has blanks to fill in to qualify opportunities. What ever happened to being genuinely curious? If we care at all about improving the situation, supporting our sponsors/champions and having real positive impact on their business, aren't we always asking questions to understand? Aren't we there to clarify and support the efforts of the businesses and people we're trying to assist? Aren't we supposed to be naturally curious? I think some of the art and heart of being curious has been lost. It seems as if we are asking formatted questions with predefined terms. I even heard a C level executive tell one of my teammates, "If you ask me for my 'positive business outcomes' I'm going to throw you out of here." Our prospects and customers are getting tired of the formatted, scripted processes in qualifying opportunities. Again, what ever happened to being genuinely curious about their business and how it works? Aren't you curious who's all involved or even whether or not they need help in certain areas; justifications or introductions to their peers? A qualifying process is important. We need to clarify key people in the org chart. We need to know how the budget process works and potential risks. Does it have to be pre-scripted? Have the most recent sales processes made us all sound the same? Do you sound the same as your competitors, using the same script? In my opinion, we need to cultivate empathy in our teams for the prospects and customers we are trying to assist. Definitely cover off the qualification bases but it doesn't mean we have to be robotic about it. Honest curiosity builds real understanding and real relationships. We are people helping people. What does your sponsor, economic buyer or budget holder do to relax when not meeting with salespeople? Where do they want to be this time next year? We need to resist the habit of just filling the process blanks. Don't lose curiosity to canned qualifications. Your thoughts? MB

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I want to help transactional sellers evolve into consultative sellers & I know transactional sellers want to become consultants but HOW? Learning how to get curious and ask lots of questions is a great base. The thing the door-to-door sales guy, the cell phone store sales guy (that was me!), and the car sales guy have in common is they usually stop communicating once the initial deal is done and that’s because the ceiling for their ability to earn further has been met. Why? Well if you went to upgrade your phone you were a walk-in lead and you brought the opportunity to them. Once it’s over if they haven’t brought you a tablet or accessories for purchase while in store once you leave I’m 99% sure you’re not hearing from that person again unless you have a problem with your bill in 4 weeks 😂🥶 The thing is many transactional salespeople are brick and mortar and many don’t have to hunt and also many just don't know how. So I’ve kinda put my spin on this “Give a man a lead he’ll eat for a month, teach a man to hunt and he’ll eat for life” 😂 but it’s true. Relationship building is a major key to continued success for me and many others because science in sales has proven that people buy from those they like and not a “1 and done” and that separates you greatly from the transactional seller and helps transcend to the consultant. People who trust and like you don’t guarantee you future sales but it helps set you up for a conversation together as friends & from there what you do is up to you. #transforming #the #transactional #seller #consulting #sales #business

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SDRs – before you cold call, remember: → Prospects are humans just like you → They have problems you can solve → Your next call could be your best call → You’ve got absolutely nothing to lose → A “no” now could turn into a “yes” later → Every call could unlock $$ commission → Win/lose every call is a chance to learn → Each dial gets you 1 step closer to quota → You’ll likely never meet them face-to-face Happy hunting this week.

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From a Buddhist perspective, this statement highlights the profound influence of relationships on our well-being. Our interactions with others, including our managers, shape our mind and heart. A good boss fosters a supportive, compassionate environment, reducing stress and promoting mental peace—much like the Buddha taught about harmonious relationships. However, true peace comes from within. While external factors, like a kind manager, can uplift us, our ultimate mental health depends on our ability to cultivate mindfulness, detachment, and equanimity. We should seek balance both internally and externally. #Mindfulness #CompassionateLeadership #InnerPeace #WorkplaceWellbeing

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SDRs and AEs are sending way too many emails these days. All you need is 4. 𝟭. 𝗧𝗵𝗲 𝗙𝗶𝗿𝘀𝘁 𝗘𝗺𝗮𝗶𝗹 Jill, looks like your team’s growing quickly. How’re you planning SKO for all your new AEs? We help sales leaders pick everything from destination, flights, meals and events. Simply put in your team size and budget and we’ll give you all your options in seconds. Curious to learn how? 𝟮. 𝗧𝗵𝗲 𝗥𝗲𝗽𝗹𝘆 𝗘𝗺𝗮𝗶𝗹 Here's a quick video showing how you can plan SKO (flights, meals and events) in less than a minute: [insert video] ♻️ And then repeat that (a week later) with a new pain point That's it. 𝗠𝗼𝘀𝘁 𝗜𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁𝗹𝘆: Don't send break up emails. Those get marked as SPAM. What cold email tips do you have? - Mike G 👉 Join 7,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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Is it right to fire SDRs for underperformance? I’ve heard stories of SDRs getting fired in under one year— No warning. No evaluation. No personal improvement plan—nothing! Too often, SDRs are not given the space to make mistakes during their training and development period, causing them to hide their issues. When leaders not only create room for mistakes—but encourage their reps to come forward about challenges—it opens up the doors to constructive feedback and improved performance. Whether they’re falling short of meeting KPIs or struggling to prospect in a new territory, no rep should be fired quickly for underperformance! ❌ Don’t fire SDRs without proper education, training and resources. ❌ Don’t fire SDRs without performance evaluation and feedback. ❌ Don’t fire SDRs without giving them time to implement changes, practice and improve. 👉Also, creating space for mistakes is important, but ensure you don’t normalize being careless, becoming complacent or having a lack of urgency to reach quotas. To prevent this, we: ➕ Meet with reps one-on-one 1x per week to break down their numbers and give personalized feedback for reaching KPIs. ➕ Pair each rep with their own mentor and have seniors help new hires with prospecting and lead qualification. ➕ Encourage self-paced learning and training outside office hours so reps are in full control of their development. Have you ever felt like you are required to accomplish things you don’t have the tools and support to accomplish?

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Here’s your laptop. Here’s your swag. Join our 1 week orientation. Good luck. This is how many salespeople start thier new role or sales career. They’re left to figure it out. Learn from making mistakes in front of valuable customers. Not at BeyondTrust. Brent Thurrell (CRO) and his team have created one of the best onboarding and sales academy I’ve seen. And the TOP One Percenter Academy is only one piece of that process. Investing in their new hires and developing their salespeople from the start is important to them. And it’s paying off. They are the clear leader in their space and don’t plan on slowing down anytime soon. #TOP #company #sales

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Want to win more of your pipeline? 💰 Multi-thread It’s one of the most important things you can do to help drive urgency in your sales cycle Most mid-market deals include an average of 6-10 DMs Enterprise deals can include upwards of 20+ DMs The trap that a lot of sellers can fall into is over-relying on your champion Champions are great - don’t get me wrong It pays dividends to have a champion but it’s 10x when you have 3-4 champions advocating on your behalf Unfortunately most buyers don’t know how to buy so our job as sellers is to educate our buyers on how to effectively buy a solution to solve their problems & it’s actually pretty simple to do Take a look at your closed-won deals - especially your high value deals Who all was involved? Who is currently involved? What was the buying process like? What unexpected obstacles did you have to overcome? Use this as a roadmap to educate your prospects on how to buy I love multi-threading at the end of discovery in driving next steps (and farther along the sales process as well) Here’s a quick talk track you can easily apply when driving next steps with prospects: “Next steps typically involve looping in ABC partners (this could be higher level DMs in their function or other cross-functional leaders who are involved in the buying process for your service/offering) to discuss XYZ priorities (this should be the key initiatives your prospect is looking to solve/improve/attain in implementing your solution). We want to make sure that we’re all in alignment and moving in the right direction together. We usually see that looping in cross-functional partners early helps us to uncover potential roadblocks that we’d need to account for and improves our collaborative efficiency. What does your buying process look like and who is usually involved? Would it make sense for us to go ahead and loop then in on our next call?” Why it works? 1️⃣ You’re educating the buyer on who’s typically involved with the buying/implementation process at other similar organizations 2️⃣ You’re collaboratively driving next steps and confirming the prospects buying process 3️⃣ You’re using multi-threading as a way to add value (helping reduce unforeseen roadblocks and improve efficiency) 4️⃣ You’re reducing the internal selling effort required for your champion (again - adding value) Expand your reach by broadening your decision-making unit through multi-tasking and watch your sales cycle shrink What other tips do you have for multi-threading within your pipeline? Happy selling, friends!

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#RedCanary was recognized as a Representative Vendor in the 2024 Gartner Market Guide for Managed Detection and Response for the seventh straight year! Download the report to understand the state of the #MDR market.

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