Murat Yalcin

SDR KPIs in the ABM program. Most companies create misalignment with wrong KPIs and doom great programs from the start. Here are the most common mistakes - and the KPIs to use to drive the right behaviours. 𝐂𝐨𝐦𝐦𝐨𝐧 𝐦𝐢𝐬𝐭𝐚𝐤𝐞𝐬 - Activity-based KPIs (dials, emails..). 'nough said. - Meetings booked. It's easy to book meetings. It's hard to book meetings that create high ACV opportunities that convert and stay with you for a long time. - SQLs - or AE-accepted leads. It doesn't account for the win-rate or ACV. This is especially problematic with opportunity-hungry AEs that will accept any potential deal. - Total sales revenue (as in, shared revenue targets for the whole sales team). Good performers get penalised. Another common mistake is not having any leading indicators. I've seen orgs that go all in to close as many deals in Q4, only to go hungry in Q1 next year. Here is how to create KPIs and leading indicators in ABM programs. 𝟏. 𝐀𝐜𝐜𝐨𝐮𝐧𝐭 𝐭𝐡𝐫𝐨𝐮𝐠𝐡𝐩𝐮𝐭 𝐚𝐧𝐝 𝐯𝐞𝐥𝐨𝐜𝐢𝐭𝐲 This is about: - How many ICP accounts (that pass qualification criteria and a define engagement and intent threshold) are you able to source, properly engage and connect to (without skipping the key steps) each week? - How many high-odds accounts (high product-need evidence, vendor awareness, and good relationship) are you able to properly research, reach out to and book discovery calls? - What is the total opportunity value of those accounts per month (velocity)? These are the actions that you can control. What this doesn't measure is, how effective are these activities. 𝟐. 𝐅𝐮𝐭𝐮𝐫𝐞 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞 Today's pipeline is the result of previous quarters' efforts. That's why you always need to work on future pipeline. This means: - Identifying vendor aware, engaged accounts - where the product need unknown, and we have limited relationship with - Working to validate the account challenges and product need, and to connect to and warm-up the buying committee The KPIs here are account-to-convo ratio, and account penetration (how many buying center members did we engage and started a conversation with). 𝟑. 𝐀𝐜𝐭𝐢𝐯𝐞 𝐟𝐨𝐜𝐮𝐬 This is about - Identifying accounts with high odds of becoming an opportunity this quarter. They are vendor aware, and product need evidence is strong, and you have built a relationship with some of the key stakeholders. - The goal here is to generate demos/discovery calls and sales opportunities. The KPIs are account-to-pipeline ratio and sales velocity (total amount of revenue generated from these accounts per quarter and per year). --- The biggest mistakes in SDR land are - Proposing a marriage on the first date (=not matching the action to the level of buying intent) - Ignoring the future pipeline - No collaboration with marketing And the most common root-case is lack of alignment and proper KPIs. Wrong KPIs always lead to the wrong outcomes.

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SDR KPIs in the ABM program. Most companies create misalignment with wrong KPIs and doom great programs from the start. Here are the most common mistakes - and the KPIs to use to drive the right behaviours. 𝐂𝐨𝐦𝐦𝐨𝐧 𝐦𝐢𝐬𝐭𝐚𝐤𝐞𝐬 - Activity-based KPIs (dials, emails..). 'nough said. - Meetings booked. It's easy to book meetings. It's hard to book meetings that create high ACV opportunities that convert and stay with you for a long time. - SQLs - or AE-accepted leads. It doesn't account for the win-rate or ACV. This is especially problematic with opportunity-hungry AEs that will accept any potential deal. - Total sales revenue (as in, shared revenue targets for the whole sales team). Good performers get penalised. Another common mistake is not having any leading indicators. I've seen orgs that go all in to close as many deals in Q4, only to go hungry in Q1 next year. Here is how to create KPIs and leading indicators in ABM programs. 𝟏. 𝐀𝐜𝐜𝐨𝐮𝐧𝐭 𝐭𝐡𝐫𝐨𝐮𝐠𝐡𝐩𝐮𝐭 𝐚𝐧𝐝 𝐯𝐞𝐥𝐨𝐜𝐢𝐭𝐲 This is about: - How many ICP accounts (that pass qualification criteria and a define engagement and intent threshold) are you able to source, properly engage and connect to (without skipping the key steps) each week? - How many high-odds accounts (high product-need evidence, vendor awareness, and good relationship) are you able to properly research, reach out to and book discovery calls? - What is the total opportunity value of those accounts per month (velocity)? These are the actions that you can control. What this doesn't measure is, how effective are these activities. 𝟐. 𝐅𝐮𝐭𝐮𝐫𝐞 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞 Today's pipeline is the result of previous quarters' efforts. That's why you always need to work on future pipeline. This means: - Identifying vendor aware, engaged accounts - where the product need unknown, and we have limited relationship with - Working to validate the account challenges and product need, and to connect to and warm-up the buying committee The KPIs here are account-to-convo ratio, and account penetration (how many buying center members did we engage and started a conversation with). 𝟑. 𝐀𝐜𝐭𝐢𝐯𝐞 𝐟𝐨𝐜𝐮𝐬 This is about - Identifying accounts with high odds of becoming an opportunity this quarter. They are vendor aware, and product need evidence is strong, and you have built a relationship with some of the key stakeholders. - The goal here is to generate demos/discovery calls and sales opportunities. The KPIs are account-to-pipeline ratio and sales velocity (total amount of revenue generated from these accounts per quarter and per year). --- The biggest mistakes in SDR land are - Proposing a marriage on the first date (=not matching the action to the level of buying intent) - Ignoring the future pipeline - No collaboration with marketing And the most common root-case is lack of alignment and proper KPIs. Wrong KPIs always lead to the wrong outcomes.

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Rethinking Enterprise Sales Motion: Lessons from Oper Credits' European Expansion We spoke with Geert Van Kerckhoven, CEO of Oper Credits, about scaling enterprise SaaS across Europe. Here are the key go-to-market lessons from their journey: → Kill your SDR program. "Having really junior people just cold calling everybody every day really didn't generate any meaningful relationships." They shifted to a full-stack sales approach better suited for enterprise deals. → Let design partners shape your roadmap. Rather than chasing quick revenue, they found one strategic client willing to act as design partner within three months. This early partnership created the blueprint for future enterprise deals. → Build for multi-region scale. They validated their pan-European vision by building a single codebase that now supports six different markets, enabling rapid expansion while maintaining product consistency. → Package sales conversations into content. When new sales reps noted the founding team's expertise in client meetings was unmatched, they transformed that knowledge into detailed market reports and analysis. → Stay in the sales trenches. Studying $50-100M ARR companies revealed founders remained heavily involved in major deals: "Founders of 100 million ARR banking core banking technology company, that founders still knew all the big clients." These insights from Oper Credits demonstrate how rethinking conventional enterprise sales wisdom can enable faster scaling across complex markets. Listen to the full conversation with Geert Van Kerckhoven on Category Visionaries to learn more about their approach to enterprise expansion. https://lnkd.in/ef33FQ7M

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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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Your CRM experience will never be the same again 🔥 Sybill DealSync is now more powerful than ever! 6 months ago, we launched DealSync to automatically update CRM opportunities in real-time with historical call and email data. Now, we've raised the bar for CRM automation with unparalleled accuracy, prioritization of information, and the ability to identify decision-makers. Unlike typical CRM automation tools that only update based on the latest call, DealSync analyzes the entire history of your interactions—calls and emails—throughout the deal lifecycle. It’s like having a second brain that understands your deals and clients deeply. Introducing DealSync's new capabilities: 👉 Prioritize Crucial Insights: Dealsync can now identify the most relevant data from senior decision-makers and recent budget discussions. 👉 Enhanced Sales Strategy: It can capture implicit signals like IPOs and layoffs to sharpen your strategy. 👉 Precision in Data: Sybill's Dealsync is now the most accurate CRM automation tool in the market. Because accuracy matters the most! And you don't want to become like Taylor here, do you?

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The SDR world has changed. And you, as an SDR leader, have to change with it. Join Dariia Gerasymova of Supercadence , where she will share the secrets of how the besr SDR organisations are currently outbounding, so you can take away those tips and tricks to use on your own SDR team today! Registration link in the comments!

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The Cost of Inaccurate Data for SDRs: If you have an SDR Team, you will know that outbound connect rates have dropped to 2 – 4% across the B2B space, meaning that an SDR making a typical 50 – 100 calls per day is only speaking with 1 – 4 people. Accurate data will not only save you money in the long run, but it will also prevent your SDRs from spending most of their day talking to no one. Read more here - https://lnkd.in/dQ_SBmmF

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Hey SDRs, the hunt for finding ready-to-buy leads ends here. Intro AI helps you skip through the endless prospecting and boost conversions with personalized outreach. Simply share your business details, and we will handle the rest by finding the leads who: - Are ready to buy 🎯 - Make decisions 🚀 - Match your ICP ✅ Let Intro AI take your sales game to the next level 🤝 #intro #leads #outreach #sales #SDRs

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𝗣𝗿𝗼-𝘁𝗶𝗽: When prospecting a big account, take the time to personalize your outreach. With Mixmax, you can easily customize opening lines in sequences for specific recipients. Try Mixmax for free ➡️ https://lnkd.in/d7c8zpxx #SalesEngagement #Prospecting #B2B

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Here are 3 core benefits of managing duplicates in #HubSpot from Jonas De Mets, Founder of Koalify: 👉🏼 Cleaner overall customer experience 👉🏼 Reduced tension within the sales team 👉🏼 Improved reporting clarity Check the link in the comments to learn how to implement this today. #CRM #RevOps #Operations

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Is manual dialling stopping you from scaling your sales pipeline? 😓 Not anymore! JustCall X Apollo.io have joined hands to help you — find leads, auto-dial, close deals in a matter of seconds. Here’s how this integration helps your sales team: SDRs & BDRs: 🤖 Auto dial qualified leads: Find perfect leads with Apollo, then dial them instantly with JustCall. 📝 Log calls & details automatically: Find time for what matters - selling! ✍🏻 Personalize your pitch: Use Apollo's rich data to tailor your pitches and connect with leads on a deeper level. 📅 Never miss a follow-up: Automate workflows to ensure timely follow-ups. Sales Ops & Rev Ops: 🔀 Unify your data: JustCall & Apollo sync seamlessly with your CRM, creating a single source of truth. 📊 Create smarter reports: Get a clear picture of your entire sales funnel with consolidated data from all platforms. 📺 Marketing and sales: Leverage data insights from Apollo.io & Sales Dialer analytics to personalize marketing campaigns and target high-quality leads. ⏳ Find time for strategic work: With automated workflows and minimal setup time, you get more time to focus. Managers & Business Owners: 🚀 Boost team efficiency: Streamline workflows to empower your reps to sell smarter, not harder. 👀 Get real-time visibility into sales: Track individual & team performance with clear, consolidated data. 🧑‍🏫 Easier coaching: Use call recordings & AI insights to give personalized feedback and improve your team's performance. ⛹🏻‍♂️ Reduce workload on your team: Let generate AI call summaries and free your to team for what they do best — selling. 🌱 Scale your pipeline with confidence: Be sharp in optimization, know what’s working and what’s not. If this excites you and you’re ready to crush your quota, click this link to get started: https://lnkd.in/g_pM7fAU

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🚨 Reminder: Less Than a Week Until Our HubSpot Quotes VS DealHub.io CPQ Webinar! 🚨 ↳ Discover Your Ideal CPQ Solution for HubSpot Enhance your sales operations and gain a competitive edge! 📅 18th of June, 12:00-12:45 PM CEST Why should you attend? ✅ Expert Insights: Learn from professionals who know the ins and outs of CPQ ✅ Informed Decisions: Make the best choice for your sales team ✅ Live Q&A: Get your burning questions answered in real-time Don’t wait—register now and take your CPQ game to the next level. See you on June 18th! ↓

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Spend less time on customer emails and more on your CS strategy. 😎 ZapScale’s new feature lets you set up multi-email sequences from your CS platform to nurture customers at every stage. Learn more in our blog 👉🏻 https://lnkd.in/dreM8s9K #CustomerSuccess #CustomerRelationship #CustomerValue

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🚀 Transform Your Sales Team with the 30x30 Sales Program by Nazeer Aval 🚀 Are you a Business Owner frustrated with low sales conversions, constant hiring and firing of salespeople, and inconsistent sales performance? Are you a Sales Professional struggling to close deals, missing targets, and feeling unsure about your sales approach? 👉 Introducing the 30x30 Sales Program – A Revolutionary Approach to Sales Success! 📅 Launch Date: 6th January 2025 – Start the New Year with a focused, proven, and results-driven sales strategy. 💼 What is the 30x30 Program? 📚 Morning Session (30 mins daily): Learn 1 powerful sales concept every day via Zoom. 🧠 Evening Debrief (30 mins daily): Reflect, discuss, and reinforce the day’s learning with your sales team. 📈 The Outcome: Enhance your sales conversations by at least 30% and drive measurable results. 🌟 Why Trust Nazeer Aval? ✅ 25+ years of global sales experience across diverse industries. ✅ Internationally trained sales expert with proven methodologies. ✅ Certified SPIN Selling Practitioner – Globally recognized sales framework. ✅ A track record of coaching high-performing sales teams and driving sustainable growth. 🎯 Who Should Join? Business Owners: Spend more time strategizing and less time firefighting sales issues. Sales Professionals: Elevate your confidence, sharpen your skills, and close more deals. 💰 Investment: Just $100 per person per month (paid upfront). 🎁 Special Offers: Quarterly Payment (Upfront): Get 10% OFF Annual Payment (Upfront): Get 20% OFF 🚀 The time for change is NOW. Make 2025 your best sales year yet! 📲 DM me or Comment '30x30' below to get started or 🔗 Click Here to Register Now https://lnkd.in/dXVP-WBN ✨ Your team deserves the best coaching. Your business deserves unstoppable growth. Let’s build it together! 🚀 #SalesTraining #SalesCoaching #BusinessGrowth #30x30Program #SalesSuccess #Leadership #SalesStrategy #SPINSelling #NazeerAval #SalesTeamDevelopment #2025Success

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Hey SDRs, beat "I don't have enough leads" forever! Intro AI helps you skip through the endless prospecting and boost conversions with personalized outreach 🚀 Simply share your business details, and let us find leads who: - Are ready to buy 🎯 - Make decisions 🚀 - Match your ICP ✅ The hunt for finding ready-to-buy leads ends here 🤝 Get Intro AI today! #intro #leads #outreach #sales #SDRs

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Hey SDRs, beat "I don't have enough leads" forever! Intro AI helps you skip through the endless prospecting and boost conversions with personalized outreach 🚀 Simply share your business details, and let us find leads who: - Are ready to buy 🎯 - Make decisions 🚀 - Match your ICP ✅ The hunt for finding ready-to-buy leads ends here 🤝 Book a demo now to discover yourself (Link in comments) #intro #business #sales #SDRs #growth

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Hey SDRs, beat "I don't have enough leads" forever! Intro AI helps you skip through the endless prospecting and boost conversions with personalized outreach 🚀 Simply share your business details, and let us find leads who: - Are ready to buy 🎯 - Make decisions 🚀 - Match your ICP ✅ The hunt for finding ready-to-buy leads ends here 🤝 Get Intro AI today! #intro #leo #outreach #enrich #engage #leads #growth

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Hey SDRs, beat "I don't have enough leads" forever! Intro AI helps you skip through the endless prospecting and boost conversions with personalized outreach 🚀 Simply share your business details, and let us find leads who: - Are ready to buy 🎯 - Make decisions 🚀 - Match your ICP ✅ The hunt for finding ready-to-buy leads ends here 🤝 Get Intro AI today! #sales #leads #growth #conversion #AI #SaaS #social #selling #intent

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