Valentin Bernier

Sales Leaders - Avoid this Mistake! Please don’t give your SDRs access to Smartlead/Instantly and ask them to manage multichannel workflows like LinkedIn touchpoints and cold calling. It doesn’t integrate well with your CRM, dialler or data provider meaning it will make a simple workflow very complex. You might actually be better off with a traditional sales engagement platform like Outreach, SalesLoft, or even Lemlist (even though you're hearing something else from Linkedin.) Instead you should think of SmartLead/Instantly as an additional SDR on your team that can send emails at such a high volume and low cost. Use it to reach out to your Tier 3 and some Tier 2 prospects where the average deal size doesn't justify having a dedicated SDR. ----------------------------- Hi, I am Leo, former head of sales now agency founder of the The Playbook Agency

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GTM teams struggle to understand how teams use their products. They don't know which features they're using, where they're struggling, or when they're ready to upgrade. That’s where Amplitude & HubSpot come in. Learn how we're helping teams prioritize leads and close more deals:

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Copy My Cold Calling Script That Has Generated 60 Appointments This Month! 🚀 This exact script has allowed me to book 60 appointments as an AE at KR Social. Here are the exact steps: 1. Capture Attention in the First 5 Seconds 👀: - Studies show that the first 5 seconds are critical in grabbing attention. Use this time to make a strong, positive impression. Your tonality, confidence, and presence can set the stage for a winning conversation. Example: “Hi [Name], this is [Your Name] from [Your Company]. How’s your day going so far?” 2. Build Trust and Rapport 😆 : - People like to buy from individuals they can trust and feel safe around. Use the initial moments to establish rapport and show genuine interest. Breaking the tension with a light joke or comment can make the conversation more engaging. Example: “I noticed you’re working in [Industry/Location]. That’s interesting! I recently read about some exciting developments in [Industry/Location]. How’s everything going on your end?” 3. Ask for Help 🙋‍♂️ - Frame your call as a request for guidance. This makes prospects more inclined to assist and opens the door for a more receptive conversation. It also serves as a smooth transition into your pitch. Example: “I’m a bit unsure about a few things. Do you mind if I briefly explain why I’m calling to get your input?” 4. State Your Purpose and Establish a Premise 📑 : - Clearly explain who you are, why you’re calling, and provide context for the call. Highlight specific results, benefits, and potential ROI to make it relevant for them. Example: “I’m part of the [Your Team] at [Your Company]. We’ve helped companies like [Notable Company A] and [Notable Company B] achieve a 25% increase in [specific result], leading to a 15% minimization of risk. I’d love to understand your needs and see if we can deliver similar results for you. Does that sound good to you?” 5. Be Respectful of Their Time but Go in for the Close 👊 : - If it’s not a good time, ask for a more suitable time to reconnect. Gently steer towards closing the conversation while respecting their time. Example: “When’s a good time for us to talk? What does your schedule look like for a more in-depth discussion?” This approach is not about “selling” over the phone; it’s about piquing interest, establishing a meaningful conversation, and offering genuine value.... If you found this useful, feel free to like and share👍

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🔔 𝐓𝐡𝐞 𝐒𝐃𝐑 𝐢𝐬 𝐃𝐞𝐚𝐝 In 2025, Gartner data tells us that 75% of buyers don't want to talk with a salesperson. (But I think it’s even worse.) SDR* = Sales Development Representative  𝐓𝐫𝐚𝐝𝐢𝐭𝐢𝐨𝐧𝐚𝐥 𝐒𝐃𝐑 𝐏𝐚𝐭𝐡𝐬: Grow into an AE (Account Executive) Become an SDR Team Leader/Manager 🛤 𝐖𝐡𝐚𝐭’𝐬 𝐍𝐞𝐱𝐭 ? Two exciting paths are emerging, redefining the future of sales: 1️⃣ 𝐓𝐡𝐞 𝐓𝐞𝐜𝐡𝐧𝐢𝐜𝐚𝐥 𝐖𝐚𝐲 💻 Become an AI-Equipped SDR 🚀 🔍 How? 𝐒𝐦𝐚𝐫𝐭 𝐒𝐞𝐠𝐦𝐞𝐧𝐭𝐚𝐭𝐢𝐨𝐧 & 𝐇𝐲𝐩𝐞𝐫-𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥𝐢𝐳𝐚𝐭𝐢𝐨𝐧: - Let AI group prospects based on behavior and preferences. - Craft tailored recommendations -> make every interaction feel unique. ⚡ 𝐇𝐢𝐠𝐡-𝐈𝐧𝐭𝐞𝐧𝐭 𝐋𝐞𝐚𝐝 𝐆𝐞𝐧𝐞𝐫𝐚𝐭𝐢𝐨𝐧: - Use AI agents for prospecting & interacting 24/7. - Scan emails, social media, and forums. - Enrich lead profiles with public data (e.g. LinkedIn, Twitter) and get instant notifications when prospects engage. ( A 5-minute delay could cost you 80% of lead qualification chances! ) 🤖 𝐂𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧𝐚𝐥 𝐀𝐈: Deploy chatbots for human-like engagement and set up automated, personalized sequences. 2️⃣ 𝐓𝐡𝐞 𝐒𝐨𝐜𝐢𝐚𝐥 𝐖𝐚𝐲 🌐 - 🤝  𝐋𝐞𝐯𝐞𝐫𝐚𝐠𝐞 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐭𝐢𝐞𝐬 : Join or build online communities & engage with warm prospects. 𝐆𝐫𝐨𝐰 𝐘𝐨𝐮𝐫 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥 𝐁𝐫𝐚𝐧𝐝 : Share insights and become a trusted voice in your industry. - 𝐍𝐞𝐭𝐰𝐨𝐫𝐤 𝐰𝐢𝐭𝐡 𝐏𝐮𝐫𝐩𝐨𝐬𝐞: Focus on authentic connections over sheer volume. Authenticity wins & relationships are the ultimate sales tool. If you’d like to understand this in depth or discuss how Ripplelabs can help your business, let’s get in touch! Link in comments 👇 #Sales #SDR #FutureOfSales #AI #Communities

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Not all newsletters are worth your inbox. But these 5? Check out yourself 1️⃣ Practical Prospecting by Jed Mahrle Real strategies (with examples) to book more meetings. 2️⃣ Tactical Selling by Thibaut Souyris Weekly sales tips that you can apply immediately. 3️⃣ The SDR Newsletter Focused exclusively on outreach techniques - cold calls, emails, and social selling. 4️⃣ 30 Minutes to President's Club No fluff, just value-packed sales tactics you can use today. 5️⃣ Sales Tech Lab by ColdIQ Weekly updates on the latest sales tools and how to use them effectively. - - - - - - - - - - 🗣️ Save this post for later and share it with your team if you found it helpful

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Boost Your Sales with SDRs: The Secret Weapon for Your Sales Team Sales Development Representatives (SDRs) are more than just a support role—they’re a driving force behind successful sales teams. By handling the critical tasks of prospecting and lead qualification, SDRs free up your sales reps to focus on closing deals. Here's how SDRs can help your sales team thrive: 1. Supercharge Your Pipeline SDRs specialize in identifying high-quality leads and nurturing them until they’re ready for your sales team. This targeted approach ensures your reps spend their time on prospects with the highest potential. 2. Reduce Sales Cycles With SDRs qualifying leads upfront, sales reps can jump into conversations already primed for closing. This streamlines the sales process, saving time and boosting efficiency. 3. Increase Conversion Rates SDRs build strong relationships with prospects, addressing their pain points and aligning your offerings with their needs. This tailored approach improves the likelihood of closing deals. 4. Focused Expertise By dividing responsibilities, SDRs become experts in outreach and initial conversations, while sales reps excel in negotiations and deal closures. It’s a win-win! 5. Scalability and Growth SDRs help you scale your outreach efforts, giving your team the bandwidth to enter new markets and tackle more opportunities without overloading your sales reps. 6. Real-Time Insights SDRs gather valuable data about your prospects, including their challenges, goals, and objections. This feedback can refine your sales strategy and make your team more effective. The Bottom Line An effective SDR team doesn’t just support your sales team—it transforms it. Whether you're looking to increase revenue, streamline processes, or improve customer relationships, SDRs can be the game-changer your business needs. 🚀 Ready to build a powerhouse sales team? Let us help you integrate SDRs into your strategy and watch your sales soar! #LeadGeneration #SDR #SalesGrowth #BusinessDevelopment

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🤯 Salesforce just increased their own pipeline goals by 50% from 2x to 3x. 8️⃣ 𝐬𝐮𝐠𝐠𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐫𝐞𝐠𝐚𝐫𝐝𝐢𝐧𝐠 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐛𝐚𝐬𝐞𝐝 𝐨𝐧 B2B Fusion 𝐞𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭𝐬: 1️⃣ Focus on active, qualified pipeline rather than just top-of-funnel quantity. Leads or accounts that don't translate into real sales opportunities don't contribute to accurate pipeline coverage. This counters Quantity > Quality. 2️⃣ Establish a consistent definition and process for what constitutes active pipeline across sales and marketing. This creates alignment on what is being measured. Building the right dashboard from this point helps here (ask us how). 3️⃣ Have a regular "Pipeline Council" meeting with sales, marketing, and other go-to-market teams to review pipeline metrics, identify gaps, and take action. Executive involvement is key. Critical ABM/ABX step in your GTM planning. 4️⃣ Recognize that long sales cycles can create a disconnect between current pipeline and revenue outcomes. Trend analysis is needed to understand the pipeline-to-revenue correlation. This is where measuring conversions by source type matters most. (ask us how!) 5️⃣ Strive for transparency around assumptions in pipeline models, as lack of trust in the models undermines their usefulness. This is where regular spot checking helps - I remember as an operator not doing enough spot checking and taking information at face value. 6️⃣ For companies selling to enterprise (eg ABM/ABX), pipeline discussions often revolve around specific deals rather than just metrics. Qualitative deal reviews are important at that level. 7️⃣ Consider account prioritization and coverage in pipeline analysis, not just aggregate pipeline. Visibility into each territory's pipeline health is valuable, especially again for ABM/ABX. 8️⃣ Align pipeline coverage targets with the company's growth goals and factor in conversion rates, sales cycles, and marketing's contribution. Oh yeah, Marketing can help here. Keep in mind this post is looking mostly at 'top of funnel'. GTM leaders are constantly tuning forecasts and we're about to enter forecast season - so hopefully these tips can guide your conversations. 𝐖𝐡𝐚𝐭 𝐨𝐭𝐡𝐞𝐫 𝐚𝐫𝐞𝐚𝐬 𝐡𝐚𝐯𝐞 𝐲𝐨𝐮 𝐬𝐞𝐞𝐧 𝐞𝐟𝐟𝐞𝐜𝐭𝐢𝐯𝐞 𝐢𝐧 𝐏𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐛𝐞𝐬𝐭 𝐩𝐫𝐚𝐜𝐭𝐢𝐜𝐞𝐬? #ABM, #ABX, #GTM ___________ 👏Follow B2B Fusion on Go To Market best practice strategies. 👍Like and subscribe to B2B Fusion 𝐘𝐨𝐮𝐓𝐮𝐛𝐞 𝐜𝐡𝐚𝐧𝐧𝐞𝐥 of 209 GTM videos. 🤙🏽Struggling with faster, more efficient growth? Let's talk. DM.

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7 mistakes most SDR teams make (And how to fix them) 1. Not having a warm up tool switched on. Solution: get one, switch it on and leave it on (I use lemwarm) 2. Having a shitty technical set up. Solution: check your CTD, SPF, DMARC and DKIM are squeaky clean (I use lemwarm again) 3. Only sending from 1 email address. Solution: go to your ops team NOW and get at least 4 more. Otherwise you’re not doing prospection, you’re waiting to get banned. (I use 15 emails in lemlist) 4. Sending >30 emails per day. Solution: don’t be greedy. Bring your TOTAL emails sent down to 30 per day. You can maybe do 40, but I would risk it. Warm up counts too!! (I set my limits with lemlist) 5. Making classic copywriting mistakes. Solution: get some feedback on your campaigns and iterate until you’re at 1-5% positive reply rates. (Or use my ChatGPT, check my profile) 6. Sending to invalid emails (without realising) Solution: use a tool with cascade enrichment, NOT Apollo or zoominfo (I use lemlist, clay also amazing) 7. Not using Ai in your emails. Solution: Get a tool that lets you personalise at scale with Ai, or at least write relevant copy. (I use lemlist Ai, clay also amazing though complicated af)(Ask Alexy BOUVET if you’re struggling) I made a loom of how to solve each problem. Comment ‘loom’ I’ll share 🙌🏼 No one said it would be easy! p.s here me in the south of France after cleaning up my outbound campaigns. Prize if you can name the city. ~ Helping 100+ Outbound Sales Teams Hit Their Target (with lemlist) Sales team with >5 reps? Send me a DM 🙌🏼

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€5000 Sign-On Bonus?! Guys, this is insane!! The SDR role is more in demand than ever in Germany, and us SDRs are profitiiiiiiing from it 💸 so good to see that we are getting the renumeration we deserve for our hard work!! Next Friday, Workday is organising the Workday CSD Recruitment Day here in Berlin — a speed-dating recruiting format, where you have the chance to go through the entire application process and really get to know their sales culture in one day! What an insane opportunity 😍 Any Workday CSDs that can tell us what's it like to work for Workday and can give us a taste in the comments? #saleslove

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Everyone knows that events are a good trigger when doing cold outbound. The problem is that sometimes the events with key details are in a PDF format, so you can't get the data you need in the format you want. Obviously, you can manually type it in... but who does that in 2024?! So here's a quick hack using ChatGPT. I hope it helps! Repost ♻️ if you have found it useful. Follow me by hitting the 🔔 on my profile for more content on business development, sales, entrepreneurship, and growth. #ai #outbound #triggers #events #data

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I stood on stage at SaaStock US last week to present 'Six ways to help your sales team close more deals this year'. Here is what I shared: 1. Focus on the follow ups In my last company, the conversion ratios of prospects who were in their 2nd, 3rd ,or even 4th cycle with us, converted at a significantly higher clip each time round. Summary? Timing is everything, but you need to create awareness first. Fortunes are made in the follow ups. Get your reps to focus on 'Closed Lost' opps before they focus on new prospects. 2. Four killer question deal scorecard Do they have a problem? How big is the problem? Are they motivated to solve that big problem now? Do they understand why you are best to solve it versus the others? Simple sales deal qualification, but its staggering how much time is sank into deals where those questions simply aren't answered. Get your reps focused on the deals where they are answering 'Yes' to the above questions, and less time focused on the deals where the answer is 'No'. 3. Create 'What I heard you say' and 'I will show you today' slides for their demos. Use these before the demo or at the start of each call in the deal cycle. Show the prospect you have listened and that you understand their problems (the first slide should basically provide the answers to the 'Four Killer questions'). Then show them the 3 or 4 things you will focus on during the demo. Don't stray away from the 3 or 4 things on the 'I will show you today' slide. Prospects will love you for this. 4. Start with the money shot. Make sure your reps are starting their demos with the big head turning feature your prospect will most care about. Get them excited from minute one versus waiting ten minutes to get there. Simple. 5. Creative deal structure. Prospects crave this in today's economy more so than ever. Move away from rigid contract terms. -Incentivise early renewals by giving additional users at a discounted rate for a short period of time. -Leverage buy-outs to get commitment, where you are dealing with an incumbent vendor with time left on their contract -Create 15 month subscriptions with break clauses after three months, Meaning you can do 'paid pilots' but you're only having to sell the deal once versus twice. Get creative and make it easier for people to buy from you. 6. Double down on coaching. Your sellers are 33% more likely to hit their quota if coached. Companies with dynamic coaching programmes achieve 28% higher win rates. 82% of sellers want MORE than they are getting today. Struggling to do this effectively? Ask me how we can help.

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What's worse than cold calling? → Cold calling alone... That's why MySalesCoach just launched a daily power hour that you can join! Every Weekday One hour 20+ sellers helping each other to call 2-3pm GMT/ 3pm-4pm CET/ 9am-10am ET These sessions are hosted by the one and only Neil Bhuiyan and go like this: • 10 mins of tips, motivation & real life examples • 45 mins of calling • 5 mins celebrations, wins, losses, insights Need some energy to cold call? You'll get it in the MSC power hour! Sign up for the daily reminder & add the power hour to your calendar Don't worry about missing a session, come when you can Link to signup is in the comments! #sales #coaching #coldcalling

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☠ The CV is dead At least for recruiting junior sales profiles like SDRs Why? Only in very rare cases will you be able to hire an SDR that's worked as SDR before (>98% want to be AE in their next role). Consequently, you will need to hire somebody that's not worked in SaaS Sales. Somebody that is looking to make a career change. Now let's look at the skills that make great SDRs: ✅ Curiosity ✅ Coachability ✅ Willingness to learn ✅ Communication ✅ Work ethic Which of these can you find on a CV? 🤔 None Yes, previous experience in customer facing roles are an indicator (and in fact what many of our candidates have in common). But chances are they had quite a few changes as they thought they could do better (which is why you are talking to them). Our best performing SDRs wouldn't have been invited based on the merits of a "good CV". So don't cling to that CV too much pls. ❗ In order to qualify for fit, you need to talk to them. So instead of asking "Can you send a CV pls?" maybe we transition to "Can they share a quick video pls?". What do you think? #sales #salesrecruiting #SDR

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Did you know that SDRs can reclaim up to 20 hours per month with the new tool, Clay.com? ⁣ ⁣ In the world of sales, every minute counts. Clay has revolutionized data management for sales teams, allowing them to focus on what truly matters: selling.⁣ ⁣ A Revolution in Data Management ⁣ ⁣ When I first started as an SDR, I spent countless hours each week just preparing prospect lists. It was exhausting and honestly, not the best use of my time. Since our team began using Clay, I've witnessed a radical transformation in how we utilize our time.⁣ ⁣ Automation at the Service of Sales:⁣ ⁣ Time Reclaimed: From my experience, Clay.com has given back between 10 and 20 hours each month to every team member—hours that we now devote to closing deals and strengthening client relationships.⁣ Automatic Processing: The tool automatically processes lead searches and email enrichments using artificial intelligence.⁣ Seamless Integration: All enriched data is directly uploaded into our CRM and other automation tools, simplifying our daily operations.⁣ In my opinion, Clay is not just a tool; it's a game changer for any sales professional.⁣ ⁣ Imagine what else you could achieve with an extra 20 hours each month?⁣ ⁣ If you're curious to see how Clay can transform your sales process, send me a DMs and I'll offer you a free consultancy session.

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I think I just put my finger on it: the seniority between BDRs and Account Executives is reversing 🤯 I predict that super senior BDRs are going to become very common in the next few years. Think about it — this inevitable shift coming to B2B sales is already underway. For top of funnel 🎩: 👉 starting conversations is getting harder 👉 AI-fuelled outreach is not only ineffective, but making it worse 👉 AI research and enrichment tools like Clay are SO strong, accessible and easy to use that skills in this area are not really competitive advantage anymore 👉 Reputation, thought leadership, strong network are what is working the best, and these things can only be achieved through experience! Meanwhile, on bottom of funnel ⬇️: 👉 There are dozens of RFP and proposal automation tools assisting with generating deal collateral 👉 AI tools like Fluint are giving closers real time guidance through the funnel 👉 Buyers are doing so much research on their own that marketing departments can pick up so much more of the workload through the funnel 👉 Strong CRM game is now table stakes, which make managing bottom of funnel so much more manageable We are seeing this a lot with fractional and consulting businesses today, but not so much in SaaS. Gong has done an amazing job of getting their team with active on LinkedIn, but I don’t know if there’s a shift in their hiring profiles or role design. Maybe there is. Anyone else seeing what I’m seeing?

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2x more sales closed with this method 🔝 40% more meetings booked 🔥 2x, 3x email responses received 💌 10s of hours are saved ⏰ 𝐖𝐡𝐨’𝐬 𝐭𝐡𝐢𝐬 𝐟𝐨𝐫: - B2B companies - C-level & Sales or Marketing Heads/AEs/SDRs - You know who you’re going after as customer (Defined ICP) 𝐖𝐡𝐨 𝐢𝐬 𝐢𝐭 𝐍𝐎𝐓 𝐟𝐨𝐫: - B2C companies - Those who believe AI is just another hype This method can help you 2x your deal conversion rate Achieve better results with your outreach and marketing 𝐈’𝐥𝐥 𝐛𝐞 𝐡𝐚𝐩𝐩𝐲 𝐭𝐨 𝐬𝐡𝐚𝐫𝐞 𝐡𝐨𝐰 𝐢𝐭’𝐬 𝐟𝐮𝐥𝐥𝐲 𝐝𝐨𝐧𝐞 𝐟𝐨𝐫 𝐅𝐑𝐄𝐄 Just comment “𝐧𝐚𝐭𝐮𝐫𝐚𝐥” and I will send message you the details ⚠️ (𝐒𝐞𝐧𝐝 𝐜𝐨𝐧𝐧𝐞𝐜𝐭𝐢𝐨𝐧 𝐫𝐞𝐪𝐮𝐞𝐬𝐭 𝐢𝐟 𝐧𝐨𝐭 𝐜𝐨𝐧𝐧𝐞𝐜𝐭𝐞𝐝)

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🚀 Boost Your Productivity as an SDR! 🚀 Feeling the pressure to stay productive and hit those targets? 𝗛𝗲𝗿𝗲 𝗮𝗿𝗲 𝘀𝗼𝗺𝗲 𝘁𝗿𝗶𝗲𝗱-𝗮𝗻𝗱-𝘁𝗿𝘂𝗲 𝗺𝗲𝘁𝗵𝗼𝗱𝘀 to help you level up your efficiency and focus as an SDR: 1️⃣ 𝗨𝘀𝗲 𝘁𝗵𝗲 𝟮-𝗠𝗶𝗻𝘂𝘁𝗲 𝗥𝘂𝗹𝗲: Got a quick task? If it takes less than 2 minutes, just get it done immediately! 2️⃣ 𝗣𝗿𝗶𝗼𝗿𝗶𝘁𝗶𝘇𝗲 𝗛𝗶𝗴𝗵-𝗜𝗺𝗽𝗮𝗰𝘁 𝗧𝗮𝘀𝗸𝘀: Focus on tasks that drive results. Prioritize what truly moves the needle. 3️⃣ 𝗧𝗶𝗺𝗲-𝗕𝗹𝗼𝗰𝗸 𝗳𝗼𝗿 𝗞𝗲𝘆 𝗔𝗰𝘁𝗶𝘃𝗶𝘁𝗶𝗲𝘀: Schedule dedicated time for calls, emails, and follow-ups. Avoid multitasking! 4️⃣ 𝗦𝗲𝘁 𝗠𝗲𝗮𝘀𝘂𝗿𝗮𝗯𝗹𝗲 𝗚𝗼𝗮𝗹𝘀: Break down your targets into daily and weekly goals to keep yourself accountable and motivated. 5️⃣ 𝗔𝘂𝘁𝗼𝗺𝗮𝘁𝗲 𝗥𝗲𝗽𝗲𝘁𝗶𝘁𝗶𝘃𝗲 𝗧𝗮𝘀𝗸𝘀: Use tools to automate routine activities so you can focus on what matters most. Master these productivity hacks and watch yourself crush your goals with ease! 💪  #SDRLife #SalesHacks #ProductivityTips #B2BSales #Zohort

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🔍 Inside Sales: Unleashing the SDR's Potential 💫 Curious about the role of SDRs in sales? Dive into our latest blog to uncover more ! 💬 [https://lnkd.in/dpB-XqaD]

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