Megan Killion

SDRs can sell to 10 different titles or verticals if the offer/benefit is the same. If it’s not, then don’t bother.  Keep them focused on 1-2 titles or verticals. When prospecting, SDRs need to hone in on their service's value, offer, and benefit. If it’s too generalized, it’ll never resonate with the desired audience. It’ll fall flat. They’ll never hit quota. Focus breeds expertise. Expertise is what helps lay the foundation of interest and trust. If your SDR focuses on too many offerings, they will never be the expert. They’ll never generate interest and trust. Let your SDR have a narrow focus. Let your SDR become the expert at piquing interest on 1-2 offerings. That’s what we do at Alleyoop. That’s why all our SDRs meet and exceed client expectations. We set them up to be the experts. #SDRTips #SalesStrategy

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Hiring sales reps doesn’t need to be difficult We’ve created a platform that allows anyone to hire vetted sales professionals in as little as 10 minutes for less than $500 on average Go to tryclosify.com to get started today 🤝🏽

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The reason you are chasing your deals to close is because you are qualifying them. Discovery calls are to help prospects discover that you have the perfect solution to their problem, not for BANT qualifying. Trust me, if you crush your sales calls: 👀 Your prospects will find the Budget ✍🏼 Your prospects will find the Authority 🤤 Your prospects will find the Need 🗓️ Your prospects will find the Time Instead try this: 💡Help them discover that they are having a problem 💡Help them discover that you are the best solution for this problem 💡Help them discover that you hear them and understand their problem The best way to do that is to ask them a bit more about the business, where it’s been, where they are today, and where they want to go next. Asking open ended questions like this gives a space to your prospect to say what is on their mind an ailing them. And just like your couples therapist has told you, your job is to listen attentively And, like a good partner, to make sure they know that you heard them, a great best practice is to repeat back what they said to them. By this time, you should be salivating 🤤 and ready to sell your solution - right??? WRONG! This is the perfect time to help them reaffirm the problem you discovered also. Your goal should be to slowly walk your prospect into your world and at this point you are getting your prospects to agree that they see and are having the problem too. Once they agree to the problem, is when you talk about how your product solves for this discovered problem that you both agree exists. Now it’s time to help them create the possibility that they could solve this problem with your solution or product A great thing to ask them at this point is their gut feeling 🫃 Remember, it’s your job to help them discover the solution💡 If they don’t discover that you are the solution on their own, once they are off the call with you they will not have you to give them the answer and they will default back to their baseline 🤷🏻‍♂️ and if you did not successfully reframe their baseline in this call, it will be a hard close and I guarantee their will be blood 🧛‍♂️ So do yourself a favor, do the hard thing and walk all your prospects into your world and help them discover that you understand them and are there to help — Are you a founder, or early stage startup sales rep that knows they can be closing more? Do you have leads but are loosing track of them and know you are leaving money on the table? Are you ready to get out of founder-led sales and what to make sure you are setting up your future sales team up for success? Hi my name is Noé and I help founders and early stage startup sales reps maximize their closing through doing what is right for your prospects and mastering their sales call Picture is of my mamá and oldest daughter 2 years ago when my brother got married at our Topanaga House

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How to do cold outreach. Old way - Hire SDRs to increase reach - Waste time pre-qualifying accounts or don't PQ at all - Everyone reaches out from main domain - Messaging all over the place due to lack of targeting New way - Top performers leverage tech to increase output - Strong account pre-scoring in place - Dedicated cold email infrastructure - Highly targeted segments for hyper-relevant messaging Efficiency > brute force

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Stop over complicating your sales process. Suspects Exit Criteria - Your ICP Prospects Exit Criteria - Those who engage. Qualifying Exit Criteria - Confirm ICP, understand their use case, and they accept 2nd meeting. They have told you who the skeptics are Discovery Exit Criteria - Understand Economic Impact of their use case(s) and they are willing to bring others into the conversation Selection Exit Criteria - You are speaking with a real decision maker. You have been short-listed. Know competitors, Start to understand approval process and players. Commercials discussion Negotiation Exit Criteria - Confirm commercials and redlines begin. Cannot move to closing unless all redlines and commercials are confirmed. Closing Exit Criteria - No more commercial conversations, Send contract for signature, know when you will get signed contract back

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