Joost Lingg

Too many marketers think automated #email #marketing works this way. Why? Because they start with the software, then focus on content – but it should be the other way around. When starting a #B2B email campaign, test manually first. Identify what works, then automate. The goal is to automate hyperpersonalization – sending tailored messages that speak directly to each prospect’s needs. This increases engagement and drives better results, all while keeping it personal.

5

💛 Very proud of the team I usually don't post company updates or milestones. This time is different. Our marketing team around my cofounder Alvaro Rojas has worked feverishly on building a new online presence that accurately reflects our positioning: Helping tech companies build effective sales teams by solving two of their biggest challenges: 1) Efficiently hire the best sales talent 2) Enable their existing team via highly effective, continuous training Meet our two distinct yet intertwined product lines: hyriseRecruiting and hyriseTraining. Check it out 👇

11

Many sales teams struggle with it... low closing rates. Studies have shown why this is often the case: you should NEVER sell the product... but the VALUE!!! The positive side effect of this little change? Your deal cycle shortens and your closing rates will increase. Successful sales leaders rely on "Value Selling". They use the so-called Value Framework for this and thus help their team sell more efficiently... by getting everyone in the sales team on the same page. Today we'll show you how to create and apply this Value Framework for your team. #valueselling #valueframework #sales https://hubs.li/Q02tTGSc0

2

1 commentaar

If your revenue looks like this as a coach/ consultant/ speaker/ trainer or done-for-you service provider... a) It happens to a LOT of people b) It's fixable (with the right sales strategy) c) It probably means that you fall into one of two traps. Trap 1: Good at sales activities... until you're busy delivering Trap 2: Spending too much time creating content and only really focusing on sales when you're in 'must generate cash' mode. Also this graphic very clearly explains why I'm not an artist :) -------------------------------------------------------------------------- Follow me for best practice sales tips and techniques to generate more revenue from corporate clients as a coach/ consultant/ speaker/ trainer or done-for-you service provider. And if you like this post? Give it a hot 'like' so that it hits more newsfeeds :)

40

13 commentaren

Most orgs get the definition of "Scaling Customer Success" wrong. FACT: A study by Index Ventures found that in successful SaaS companies, CS teams grow to nearly the size of sales teams - 140 CSMs to 158 sales reps in a 1,000-person organization. Yet, a Gainsight survey revealed that only companies investing 10% of revenue into Customer Success and CS Ops achieve the highest Net Revenue Retention (NRR). Why? Because they focus on scaling systems, not just headcount. Scaling Customer Success ≠ Adding more bodies. PERIOD. Hiring more CSMs without investing in tech, processes, and product enhancements is a waste. It’s a band-aid for deeper issues - like bad onboarding, poor product adoption, and reactive processes. Adding people might make the churn problem quieter, but it won't make it disappear. If your tech stack isn’t automating routine tasks, you’re not scaling If your processes aren’t leveraging the few to achieve more, you’re not scaling If your product isn’t self-serving for customers, you’re not scaling Scaling CS is about multiplying outcomes, not headcount. The best companies know this. That’s why they invest heavily in Customer Success Operations (CSOps) - building systems that reduce dependency on people and increase customer-driven outcomes. Real Scaling looks something like this: - A lean team of CSMs managing millions in ARR, backed by automation and self-serve tools - Processes that allow one person to handle what used to take five - A product that reduces the need for human intervention and drives adoption organically If your CS team is growing but your NRR isn’t breaking 120%, you’re not scaling Ask yourself: - How much of your CS budget goes into systems versus salaries? - How many workflows can you automate this quarter? - How much of your product's success is tied to your team instead of the product itself? Maybe then - your definition of scaling will start making some sense? Scaling isn’t about doing more with more. It’s about doing exponentially more with less. Thoughts? Block 1:1 to create a strong revenue focused CS team structure, process/ playbooks, tech stack with me - https://lnkd.in/gjQxGq7f #CustomerSuccess #CS #Revenue #NRR #GRR #CustomerSuccessManager #CSM #CSLeaders #Founders #linkedin #B2BSaaS

45

5 commentaren

Empower 'just browsing' prospects effectively with demo automation. Stop throwing your time away on unqualified demos. Many sales teams spend too much time and effort in the early stages of your customer's buying journey. Be smarter Prospects don't want to talk to you ↳ Buyers like self-service ↳ They want a quick peek Is your time best spent here? No ↳ It costs too much time ↳ It is repetitive, boring and dissatisfactory Instead Automate your demos and make them easily accessible for 'browsing' customers. Be careful Automating poor demos has a negative multiplying effect. Do the work first Adjust your demos for automation by making them focused and succinct. Next, automate and see the results. Increased conversion, enhanced customer engagement and saved time & costs. #earlystagedemos #demoautomation #marketingdemos ----------------------------------------- 👋 I am Natasja 📈 Enhancing your demos ⭐️ 𝗗𝗲𝗺𝗼 𝘀𝗸𝗶𝗹𝗹𝘀 training, 𝗱𝗲𝗺𝗼 𝗮𝘂𝘁𝗼𝗺𝗮𝘁𝗶𝗼𝗻 consultancy and coaching Want to know more about improving demos? 🔔 Hit the bell on my Profile ✅ Connect with me

8

6 commentaren

When RevOps is really just SalesOps (And the CRO is really just the VP of Sales) 𝗦𝗔𝗟𝗘𝗦 𝗘𝗡𝗚𝗜𝗡𝗘 - Closing deals should work - Clear pipeline management process - Forecasting is as accurate as possible - But everything before & after is an issue 𝗠𝗔𝗥𝗞𝗘𝗧𝗜𝗡𝗚 - Has different goals - Maybe the target is MQLs - Has their definition of MQLs - And their definition of SALs, SQOs - Has systems with different metrics - Their reports don't match sales' reports - Leads routed from one system to the next - With lots of things falling through the cracks - Classic case of marketing/sales misalignment 𝗢𝗨𝗧𝗕𝗢𝗨𝗡𝗗 - Do SDRs report to marketing? - If so, we're misaligned there too - The goal may be meetings booked - So AEs have lots of leads and meetings - But maybe not the ones they really need - The ones that convert to pipeline/revenue - We have more misalignment & finger pointing - Do SDRs report to sales? - What content do they have? - What events and assets do they share? - What visibility do they have into engagement? - How does marketing align with their outreach? 𝗢𝗡𝗕𝗢𝗔𝗥𝗗𝗜𝗡𝗚 - Sales is paid to close deals - How do they hand off customers? - What is the onboarding process? - Who builds/maintains that process? - What is done if sales drops the ball? - What is done if sales overpromises? - How are incentives and comp aligned? 𝗥𝗘𝗧𝗘𝗡𝗧𝗜𝗢𝗡 & 𝗘𝗫𝗣𝗔𝗡𝗦𝗜𝗢𝗡 - Which customers are easiest to retain? - Which customers are most likely to churn? - Which customers are the easiest to expand? - How is this data used to improve sales targeting? - How do we maximize NRR if sales is in their own silo? For me RevOps drives value by getting into the weeds and finding ways to generate more revenue with the resources available. That includes SalesOps and optimizing the sales process to close more deals. However, if we stop there we end up with an expensive and inefficient revenue engine with high CAC, high Churn and low LTV. We end up with different departments chasing different goals in different systems with different reports and different definitions of success. What would you add to this? Anything I missed? ✌️

142

21 commentaren

“I'm not trying to sell them. I'm really trying to help coach them on how they can solve their problem.” - Tido Carriero, Founder & CEO of Koala. As Tido explains in episode 39 of Decoding Sales, adopting a support mindset for sales calls can help your selling motion feel more authentic. Especially for founders who have obsessed over the problem they solve, bringing their expertise into a first call, along with a helpful attitude, can help change the dynamics of what a traditional sales call may feel like. Alex Allain and I had an absolute blast reconnecting with one of our dear friends and former colleagues from Dropbox, Tido Carriero. We all worked together on the business platform and it was an honor to work with two of the most brilliant technical minds in Silicon Valley. Now the founder and CEO of Koala, Tido has taken his eng & product expertise from places like Facebook, Dropbox, and Segment to build an end-to-end pipeline generation engine for SDRs, BDRs, and AEs. Tido’s openness to sharing all of the founder-led obstacles he’s experienced while growing Koala makes this a must-listen to episode! During our discussion Tido, Alex, and I dive into: 🐨 Early challenges Tido faced learning to sell Koala during the early days ❓ When is the right time to shift from founder-led sales to sales led sales? 🏗 Hiring “builders” to lead GTM in the early days 💡 How to think about “jobs to be done” when building out GTM JD’s 📈 How to master and think through demand generation and demand capture when going outbound Don’t miss episode 39 of Decoding Sales! (link in comments) #founderledsales #techsales #authenticsales

54

13 commentaren

4 tips for running better discovery calls +1 bonus tip +1 one give-away [last line] Discovery isn’t just a stage in the sales process. We've all heard this. Yet, too many reps walk away without truly understanding the pain or the cost of doing nothing. Here’s how to fix that: 1. Start with curiosity. Don’t dive in with generic questions. Instead, open with something thoughtful: → “What made you take this call?” → “When did this challenge first show up for you?” Simple, yet effective. 2. Go deeper. Surface problems aren’t enough. Your job is to dig into the why. → “What’s causing this issue?” → “Who else is impacted?” → “What happens if it doesn’t get fixed?” Get them talking about the ripple effects. 3. Tie pain to metrics. No impacted metrics = no urgency. Find out what matters most to their business: → “Is this impacting win rates, pipeline coverage, or forecast accuracy?” → “What’s the cost of missing those targets?” You’re not just finding pain. You’re quantifying it. 4. Call out the cost of inaction. Paint the picture of staying as is. → “If this isn’t fixed in 6 months, what does that mean for your team?” → “How does this impact hitting revenue goals for the year?” They need to feel the pain now. Bonus tip... 5. Know when to walk away. Not every problem is urgent. If the impact isn’t big enough, qualify out. Save your time. And theirs. Great discovery isn’t about pitching. It’s about listening, digging, and connecting the dots. Get it right, and you’ll build urgency without ever needing to offer a discount. Which number could you be doing more of? ------------------------------------------------------- 🔔 Follow me for more on sales James Bissell ♻️ Repost and I'll send you a Discovery Call talk track.

46

27 commentaren

How to build a bad*ss outbound playbook (in 5 steps) - To get your AEs self-sourcing more pipe - To get SDRs landing higher-quality meetings - To get your team off the sales roller coaster Already have a playbook? Use this checklist to beef it up. ✅ 1) Assemble the team Enablement should facilitate this process, but they shouldn't create the playbook in a silo. - Two best self-sourcing AEs. - Two best outbound SDRs - Best marketing copywriter - Product specialist (if applicable) - Sales leaders(s) actively working deals The team shouldn't be more than 10 in total. Bonus: Find a consultant who's worked in the role of your persona (e.g. an ex-CISO if you sell to CISOs). ✅ 2) Pick the medium I've seen playbooks built into enablement tools like Seismic. On Google Docs/Sheets. On PowerPoints. And everything in-between. What's most important: the playbook is built in a medium that's easily transferrable into a rep's existing workflow. The more clicks away the playbook is, the less likely it gets used. Example: Playbook is in Notion, and the talk tracks are copied into the dialer. ✅ 3) Gather examples of what good looks like Reverse-engineer examples of success. Gather cold emails that landed meetings. Recordings of cold calls that landed meetings. etc. And then go a step deeper. Provide a quick background and analysis. Example: Rep sent a cold email that landed a meeting with a CISO. Get the background on the account. Why the rep chose that account. Research they leveraged. etc. ✅ 4) Build these core components An outbound playbook should contain the following + answer these questions: - ICP & targeting strategy: How do I prioritize and tier my accounts to find low-hanging fruit? - Messaging: What do each of my core personas care about? - Triggers/signals: What 3-5 triggers align most with our personas? - Talk tracks: How do I approach the cold call conversation? - Email copy: How do I approach the email? (the provided email copy should get reps 80% of the way there) - Sequencing recommendations: What does my contact strategy look like? - Objection handling: What objections am I most likely to get? How do I handle them? - Time management: How should I think about structuring my week for optimal success? - Sales math: How should I calculate the required outbound activity to hit my desired sales target? - Plays: What are the most common plays that work? - Tech enablement: How can I best utilize the tools in our tech stack? ✅ 5) Ongoing refinement Last but not least: A playbook is a living, breathing document. Enablement should own the ongoing refinement. Every quarter: - Add more examples of what good looks like - Update messaging as necessary - Fill in gaps where reps are struggling ~~~ These are the core elements we build into outbound playbooks for our clients. What's missing? Comment and let me know. #sales #outbound

95

19 commentaren

Writing solution-focused cold sales e-mails?   Your prospects don’t care about:   - products lists and features - how long your company has been in business   Instead, they care about:   - the solution you provide - how they will benefit from working with you   Writing cold sales e-mails with this in mind will bring much higher response rates. -- Want to write cold sales e-mail which actually get responses? Send 'EMAIL' in a direct message to get free cold e-mail templates and an instructional video. #JamesEEnglish #Sales #China

41

19 commentaren

It's a new year, and you still need outbound pipeline. So here's a simple outbound prospecting framework you can steal. Always make it your own & test (or don't try it idc): 1️⃣ Account-Selection: Focus on X accounts a week & block time on your calendar to prospect and execute tasks -Figure out your sweet spot -Example: the data shows that Enterprise SDRs should be sequencing at least 2-4 new accounts per day -Example 2: if you're a Mid-Market SDR, probably want to focus on 5-7 new accounts per day 2️⃣ Create a hypothesis of 'why' you are reaching out -previous engagement with old opps -current news, earnings calls, 10Ks, stock news, etc -using a competitor, intent data, marketing activity -Leverage tools to prioritize high-intent accounts -Understand marketing activity & engagement 3️⃣ Sequence X contacts at each account per week and focus messaging on 'why' you are reaching out from # 2 -typically 3-5 contacts per account is a good place to start Put these accounts, your hypothesis and contacts in a Google Sheet to keep track & other notes Use a mini 12 day 3-4 step sequence... Stop creating long 30 day sequences that build overdue tasks. 4️⃣ Partner with your SDR or AE AEs, please guide your SDRs, share the hypothesis with them, and tell them who else to reach out to. 1 team, 1 dream. They're not your puppets. 5️⃣ Filter tasks by prospect engagement: you should prioritize your tasks based on people opening your emails 3+ times.. low hanging fruit 6️⃣ Phone & Video: should be used for warm prospects/accounts.. the easiest way to book a meeting is to pick up the phone after someone's seen your relevant email 7️⃣ Twitter/Google News: lots of people on Twitter these days & lots of info on Google.. go find it 8️⃣ Don't just personalize, also be relevant. No one cares you just know where they want to college.. your messaging should be personalized AND relevant and be tied back to your "hypothesis" Steal this simple email framework: "Hey Name, (insert the trigger for why you're reaching out). (Insert a problem you hear often related to this trigger) (Insert how you solve that problem using social proof) (Given your 'trigger', open to learning more to see if we can help or not?) Thanks, Your Name" Go and get it today!!!

128

44 commentaren

FREE TOOL: Create sales videos that actually get watched (and drive deals forward) Tired of your sales videos disappearing into the void? Our free Chrome extension helps you: ✅ Record and share videos in seconds ✅ Keep everything organized in your digital sales room ✅ Share videos alongside your key sales materials ✅ Track who's watching (and for how long) Here's what makes it different: 🎯 Videos live right next to your sales materials 📱 One organized space for all deal communications 📊 Detailed viewing analytics 🔄 Seamless integration with your sales process The best part? It's completely FREE to download. Click the link below to get started: https://buff.ly/3OM8l9p Abrazos, Andy Click the link below to get started: https://buff.ly/3OM8l9p

108

73 commentaren

90% of salespeople get the first 5 min of sales meetings wrong. They either don't control the meeting. Or they overdo it (and come off scripted). 5 steps to nail the first 5 minutes of discovery calls. Swipe thru the slides to get the talk tracks: STEP 1: Transition from small talk. STEP 2: Set the objective. STEP 3: Set the agenda. STEP 4: Set the DECISION to be made at the end of the call. STEP 5: End with the 'F-Word' Which of these 5 steps are you NOT doing today? P.S. Once you nail the setup, the next way to crush it is asking amazing questions. I've tested over 1,000 discovery questions. Here's a free list of the top performing 39 questions that sell: https://go.pclub.io/list

362

36 commentaren

SDRs, stop talking about what you sell on LinkedIn. Start talking about HOW you sell. That's how you build a brand.

131

34 commentaren

How you Can Future-Proof Your Sales Career The Future of Sales is Now. However, 67% of sales reps don't feel prepared for the future of sales. And 84% of sales pros missed quota last year. Sales managers are still looking for “hunters” and using outdated strategies. The use of SDR Agents is on the rise. And the sales landscape is changing rapidly. But sadly amid all these, the way we approach sales remains the same. -- If you want to stay relevant, you can't wait for your managers. You'll need to be accountable for your own growth. You'll need to embrace the trifecta of sales excellence: - Sales skills - Marketing - Customer experience (CX) Because believe it or not, in the future of sales, sellers need to be more human than ever. Here's how I'm doing it: --- 🔹 Tech Savviness Master AI, CRMs, and automation tools to boost efficiency and optimize your sales process. 🔹Data-Driven Decision-Making Use data to inform decisions and fine-tune your strategies. 🔹Creative Problem-Solving Solve problems with innovative solutions. The ability to think outside the box will set you apart. 🔹Digital Presence and Personal Branding Build a strong online presence. Developing your personal brand on platforms like LinkedIn is crucial. 🔹Customer-Centric Mindset Focus on solving customer problems rather than just selling products. Value comes first, and the sales will follow. 🔹Social Selling Leverage social platforms to connect, build relationships, and generate leads. 🔹Time Management and Prioritization Master your time. Focus on high-impact activities that move deals forward. 🔹Sales Automation Mastery Automate repetitive tasks to focus on what matters most: building relationships and closing deals. 🔹Risk-Taking and Experimentation Try new approaches. Keep experimenting to keep you ahead of the competition. 🔹Visionary Thinking Think long-term. Future sellers anticipate trends and position themselves for sustained success. --- 🚨 Bonus Tip + Cultural Intelligence in Southeast Asia Adapting to cultural differences is critical for success in Southeast Asia as each market has its own unique business customs. --- The best salespeople today are builders - not hunters. They build relationships, create value, and continuously develop their skills across the trifecta of sales, marketing, and CX. Modern sellers use technology, data, and human connection to drive long-term success. If you want to thrive in the future of sales, start evolving now - because the sellers who succeed tomorrow will be the ones who are most human today. ===================== Join my free webinar - "Navigating B2B Sales in Southeast Asia: 4 Years in 60 Minutes on 7th November 2024. Comment "I'm In" below. Also, my upcoming e-book How to Reduce Ghosting Playbook details proven strategies to avoid getting ghosted by prospects. DM me to secure your e-copy now.

26

3 commentaren

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

161

22 commentaren

Good SDR leaders help their SDRs understand how many calls they need to hit quota. Great SDR leaders enable their SDRs to hit quota with the least amount of calls possible.

93

21 commentaren