Lauren O.

The best AEs I know use this two-part strategy to: 1) Drive double-digit replies from their sequences 2) Self-source a sh*t ton of meetings 3) Avoid wasting time on bad-fit prospects 👇

281

52 Comments

Can we stop calling SDR agencies, sales because they aren’t. -There are exceptions to this rule. Il mention them later But for the most part the majority of them, come from one industry vertical where they have been extremely successful at selling the meeting at all cost. On the surface this looks great, you get booked calls in your calendar cheaper, faster, and easier you can do this internally. Match made in heaven right? But let’s take a look under the hood. These very experts, by their own admission, have never been exposed to the following elements of what traditionally is classified as sales. Raising this very question on a Dale Dupree post yesterday. “Its an important point you raise Dale Dupree.. I find similarly, when those that come from Sales Led Growth / Set meetings at all cost, internally or at agency... Commenting on what happens in commercial aspects of the deal ; → Cataloguing the market → Contract Size minus operating cost and margin → How to build an RFP/Tender/Formal Bid → Live Quoting Days + Live Quoting days to multi vendors  → Commercial Credit - Requirements - Operating time, Scores  → Legal - Process - Pro forma - Clauses  → Communication Plans - Land and expand - Contract Penetration Sure, it gets a reaction in the LinkedIn Ecochamber...By MORE of those that have never done or seen those aspects, and often those posts go viral. But it’s only highlighting to the minority that have been in those aspects for decades, some of these larger accounts actually know no commercial aspects whatsoever.  CT Falk, George Coudounaris and a few others and I, plan to change that.” Monthly advance for deals that will churn and fall over, this is currently hidden in your money ramp flywheel. But not for much longer, what happens when the money flywheel runs out? You then need to better understand commercially viable business right? Are you going to get that from an agency that has never done it, and never seen it? I was pretty good at AFL - Australian Football League but I don’t pretend I can play National Rugby League cos the ball is the same shape… Now, as stated THERE are exceptions, SHOUTOUT, to the sales as service agencies who do actively ask and engage to learn parts they dont know. But this is also why you need a commercial plan, that ties your marketing, new business, and actual sales pre and post sale together. We can help you create this commercial plan, and set your business up for end-to-end service delivery. Here's how we do this: + we audit your team, job functions, channels, buying experience + we hone in on the gaps, and provide you with the right commercial plan to move forward The result? You're set up for end-to-end service delivery Bringing your sales, marketing and customer success in complete alignment. ↓ A modern Go-To-Market strategy that allows a business to grow and keeps customers happy. Backwards to go forwards. #ClosedCircuitSelling #Marketing #Sales #Revenue

37

33 Comments

Stuff you think you learn as a SDR: → How to set meetings → How to cold call → How to email blast a ton of people Stuff you're actually learning as a SDR: → How to identify buying signals without talking to prospects → How to tailor a pitch in real time based on these signals → How to run A/B tests on email campaigns → How to creatively source peoples personal contact information → How to track down anyone in an organization and get them on the phone or get in front of them → How to track the most mundane tasks every single day and understand what levers to pull to hone your craft → How to list build at scale with no budget → How to leverage AI to engage prospects at scale → How to work cross-functionally to build campaigns to engage top accounts and so much more. All skills I use to this day. The SDR role is no joke. Do it right, it'll transform your career.

75

22 Comments

Cold calls don't have to be scary! 4 reasons why below. 1. Mindset Positivity is key here to ensuring your calls are powerful. Be confident and enthusiastic – your energy is contagious! 2. Preparation Ensure you tailor a first step in your process with the prospect. Utilize this tailoring all the way through your process. Record yourself and listen back to identify areas for improvement after your calls to ensure maximum preparation. 3. A Script No need to feel like you're reading off a script (even though you are). The more you do so, the more it will become your voice. Stick to it. 4. The Right Questions Focus on uncovering pain points, not just pushing your product. Make sure you're not throwing darts at a wall, or asking yes or no questions. Your goal with the questions is to have a conversation, and to truly understand more about your prospect. Stand, Smile, and Dial! #coldcalling #sdr #ae

9

1 Comment

Great insight for SDRs

2

SDRs — if you’re struggling to stand out to your prospects, try this: Using a tool like Aligned, build a custom digital sales room that displays three things: (1) The research you did on the account (2) A short video explaining how your solution can help (3) A compelling offer as your CTA (I.e. not a demo. Instead, try something like a consultation, a resource, etc.) This is especially useful if you sell into large enterprise accounts. Because you can reuse the same custom-built digital sales room for all prospects at that account. Send it to them on LinkedIn, use it as a P.S. in your emails, or use it as a bump email. This is one of the EASIEST ways to stand out. I promise you, the other 99 sales reps reaching out to them aren’t putting in this level of effort. Here's the template I use that you can steal: https://lnkd.in/gNAxrtzu P.S. Let me know what creative prospecting strategies you’re using #sales

67

20 Comments

Companies come for us for two reasons. You don’t outsource your SDR work if your current plan works. You just hire more SDRs. You don’t outsource your SDR work if you know how to build an SDR function. You build it yourself. But if your current SDR strategy isn’t working and you don’t want to build and manage it in-house, you come here to Alleyoop. That’s what we’re here for. We troubleshoot strategies that aren’t working. If you’re just starting, we build out strategies from scratch. Our team will figure out what works best for you. We A/B test your messaging. We expand into new verticals to see if there’s low-hanging fruit for you in other verticals. And so much more so, we can find what works for you. When your plan starts performing, you have a choice: Stay with us or bring it in-house. If you do it correctly, SDR work can significantly contribute to revenue. We aim to showcase that the SDR model works when you have the right people, processes, and technology. #Outsourcing #SDR #SalesStrategy

35

2 Comments

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

468

61 Comments