Maxence Gabert

SDRs - Struggling with your ramp? Here are 5 tips to immediately improve your results and beat your ramp 1. Meet with 3 top performing BDRs, pick their brains on everything from Prospecting, Research, Sequences, calls, emails, Linkedin DM's etc. Once you have a good pool of knowledge on strategies that are working in the current market you can adapt it and make it your own. 2. Problem enablement: The most important thing to know is WHO you help and HOW you help them. Speak to your AE's who've closed business, CSMs and your own internal personas. The goal is to be able to crisply articulate how you can help a target persona in a target account get to their desired state. No one cares about WHAT you do, they care about how you can help them. 3. Volume: Practice makes perfect, you're not going to get good without the reps so get out there and prepare to fail. 4. Double down: If you find one medium is yielding more meetings then double down on that one, e.g if you're booking 5 meetings a month through call and 1 via email, try changing to a call only sequence for a while to see if it ups your results. 5. Feedback loops: Regularly ask your top-performing peers, AEs and your manager in your 121 for SPECIFIC advice. This means you'll always be growing your skillset. Make sure you're not getting advice from everyone though as this will dilute your focus P.S I'll do a part 2 of this next week but anything you'd add? For now, enjoy a picture of Emre Ceyhan and me at our recent Spike Week!

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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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🚀 Sales Confidence 2.0: Get SDRs Who Hit the Ground Running! 🚀 Tired of spending weeks onboarding new SDRs, only to realise they aren’t a fit for your fast-paced team? I know the challenges of hiring SDRs—getting the right person who’s not just great on paper but ready to sell from day one can be tough. Let’s face it, traditional CVs don’t tell you if someone has the grit to go out there to the market and have conversations. We provide pre-trained and pre-screened SDR candidates, ensuring your next hire can deliver results immediately, without the lengthy training process. Our Sales Confidence 2.0 ranking system highlights the most proactive, self-taught talent, so you can skip the guesswork and bring on SDRs who are proven to thrive in sales. 🌟 Meet Our Top Talent of today🌟 Jalil- an experienced B2C sales professional with entrepreneurial passion, showcased resilience and bravery in handling tough objections during his role play. Enrike -A charismatic listener who builds trust with strong questions, creating powerful, results-driven conversations. Zuhair- An adaptable professional with retail experience, skilled at handling tough conversations and solving problems creatively. Ali - An aspiring sales professional who thrives on the thrill of winning deals, bringing energy and enthusiasm to every prospecting challenge. Jiya - A versatile professional with a strong background in events, her energy and bubbly character from the role play can allow her to use humour to establish trust. Avishai- A future leader with a background in music, is a well-spoken and articulate professional who excels at getting to the point and handling objections with ease. If you are hiring reach out, remember 50% reduction fee.

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The #SAAS revolution of ever growth of sales & market cap is not working for most users The impact of unspent licenses and unused tools are becoming an eye sore The use it or lose it philosophy with users are being used for many IT tools by business focussed IT departments I see decommissioning of SAAS tools becoming a trend as many companies see taking out systems that are just protecting old ways of doing work a value driver Those providers that try to arm twist customers into staying may succeed in the very short term, but are well served to remember that SAAS was sold on " pay per drink", rip and replace and their ilk #Salesforce #Microsoft

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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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Revenue blindness is a condition that a 2/3 people in sales suffer from. When undiagnosed it can lead to... - Constant Peaks and Valleys - Scaling Suck - a 'Just do more' mindset - Hives - Dispair and Misery What is revenue blindess? When all that is looked at in terms of success is the revenue number. If you hit = Things must be good. If you miss = The team/individual/leader suck It's actually far more dangerous on the 'hit' side, and I see it all the time. A rep is hitting their number, but tearing down the culture, but it's allowed because of... Revenue blindess A team of 10 hits the number, but off the back of the manager or or 1 top rep, so the decision is made to scale to 30 even tho they have nothing proven in place... Revenue blindess It works the other way too. A team is hitting their marks, hitting the activity, working the deals, using strong messaging, and yet miss the number, because the number was unhittable. The number doesn't get changed, the people do. Revenue blindess. A rep IS crushing their number, but because of that they don't get the recognition, attention and support they want/need because well.. they are hitting the number Revenue blindess I talk about this with my leaders all the time, we can't fall into revenue blindness. We have to stay below the number to drive results. Behaviors. Issue Diagnosis/Inspection. Process. Skills. You - This is where BIPSY comes in. We have seen some amazing results over the last 6 months. We're talking some 2-3x type results. BUT We stay obsessed over what's causing them, not just the end result. This is the key. Revenue blindness is curable. If you know someone that suffers from revenue blindness ... Send them to the Sales Leadership Accelerator - it will take time.. but we can save them. https://lnkd.in/ejPDhZw4

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Here's the stark facts in sales today. - 31% of reps are making quota - Nearly half (44%) of deals slip - Sales cycles are double digits longer, win rates are double digits down - Inbound leads are down - Salesforce recognised the need to increase pipeline coverage to by 50% (from x2 to x3) Most of those we speak to recognise all these challenges. But they are stuck. "Do more with less" is the message. They have cut teams and fought for those remaining. Their organisations are stuck with blind hope and knives sharpening. The only solution they know is to fire and replace. Because the real problems aren't acknowledged. The market has changed and it's harder. But are teams are not more skilled. The same teams, that could achieve in the old world are failing in this one. And the last message anyone wants, is we need to spend some money to solve that. "That's your job isn't it?" cries the leadership to time-starved managers and leaders. Anyone want to guess what's going to happen to sales manager average tenure (already at an all-time low of 18 months)????

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🤯 “Ramping up SDRs, AEs and CS people  takes us no less than 6 months.” 💣 🙈 This is what I heard on a recent demo from  a CRO of a rapidly scaling tech business. 📈 Time to efficiency is a struggle Heads of Sales Enablement and Customer Success are going through across their commercially-driven teams… 📖 At the moment, they expect internal  sales and CS decks, call recordings,  business pitches, etc. should do the job. 🙄 But it doesn’t! 🗓️ They're wasting too much time for people to start performing, closing deals, effectively onboarding customers, reducing churn & upselling… ❌ Sometimes, they still don’t perform... And then guess what? Off leaders go through to recruiting mode again starting from ground 0. 🎯 Hence the need for action-based learning.  Not just passively reading through PDFs  and listening to call recordings. 👨‍💻 Below are some use cases we see our customers here at UJJI AI ✨ leveraging our tech for: 🔸 Business-specific lead gen and outbound 🔸 Pitching quick and easy over the phone 🔸 Delivering demos and answering queries 🔸 Effectively onboarding new customers 🔸 Efficiently implementing product features 🔸 Practising great customer support 🔸 Guiding customers to upselling 🚀 Ultimately, growing tech businesses comes down to predictable new business development, high customer retention and low churn. 💬 So, DM me if you want to see examples  of AI-powered. easy to build and consume knowledge equipping experiences. 👇 Anything to add to this, Sales and CS leaders? Gautam Rishi Rohan Dickinson George Heron Russell Mitchell Callum Hartley Jon Teale James Dixon Seán Colfer Caroline L. Guy Rubin Jake Carter David Muscat Arun Raveendran Steve Eveleigh Ayo Kukoyi,

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SDRs - if I were to start again with 0 knowledge. Here's what I'd do to ramp as fast as possible: Meet with the 3 top performing BDRs: Pick their brains on everything: Prospecting, Research, Sequences, Cold calls, emails, Linkedin etc. Once you have a good pool of knowledge on strategies that are working in the current market you can adapt it and make it your own. Problem enablement: The most important thing to know is WHO you help and HOW you help them. Speak to your AE's who've closed business, CSMs and your own internal personas. The goal is to be able to crisply articulate how you can help a target persona in a target account get to their desired state. No one cares about WHAT you do, they care about how you can help them. Roleplays: You're not going to get better without practice, aim to do 1/2 cold call roleplays a day with the top performers in your team and get feedback. Narrow your focus: If you sell multiple products/have multiple use cases pick 1 or 2 and double down on those. Jack of all trades master of none. Meet with your AE's: This will be the difference between you hitting target and not. Set up regular cadences with the AE's you'll be working with. Take them out for dinner, learn what they like and don't like in a new business meeting. You're partners so working with them effectively will make your life 10x easier. Volume: Practice makes perfect, you're not going to get good without the reps so get out there and prepare to fail. Double down: If you're finding you're better at one medium than the other, consider going heavier on that to increase your conversion rates. Mindset: Don't expect to be good from day 1, expect to fail and enjoy it. Take the pressure off and remember even the best reps were beginners at one point. Buddy up: If you join with someone use them as a support system, celebrate your successes mourn your losses, you'll travel further with friends. A/B test and iterate: After every successful or unsuccessful call/email/LI message think about what went well and how to improve the next dial you make, to improve by 1% with every bit of outreach. Speak to managers and other reps about how you can improve too. Find a Hobby: Gym, tennis, football, hiking etc. Something you can do outside of work to keep your mind sharp and away from work once the day ends, this will prevent burnout. Personal Growth: Soak up quality content on LI - Dedicate 30mins a day to self-development and watch your skillset grow. My favourites are Kyle Asay Chris Ritson Brian LaManna Salman Mohiuddin Chris Orlob. Go into the office: Hate to say it, but you're going to be able to have a lot more Facetime and relevant conversations with the top performers, AE's and other relevant departments if you chat f2f. When I first started out as a BDR I was in 4/5 days of the week, allowing for faster development. Anything I've missed?

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You pay your Account Executives, Account Managers, SDRs, Customer Success, Marketing, and RevOps colleagues top dollar to optimise and maximise how they go to market. But they spend 72% of their time (on average), on tasks that are exactly the OPPOSITE of going to market. Sound familiar? Sales Intelligence used to be: 1) A vendor for contact data 2) A vendor for company data 3) A vendor for intent data 4) A vendor for spotting churn/renewal risk 5) A vendor for website tracking 6) A vendor for conversation intelligence Impact: 1) 72% of their time wasted in chasing after 90% of your TAM, that aren't currently even in market. 2) Finding out after notice has been given that your best customers have been shopping elsewhere. 3) 7 different vendors who don't talk to each other, operating in independent silos of inactionable data. Digital phonebooks & manually data mining across multiple vendors means that GTM specialists spend more time researching...not selling. It doesn't have to be that way... Imagine a world where: 1) Every seller can see what they need to personalise their outreach 2) Every seller can truly personalise at scale 3) Every seller can rely on AI to give them the pointers they need to be relevant AND personable 4) Every Account Manager can spot months & weeks in advance that their best customers are looking at other providers 5) Every RevOps person can standardise their data and insights into a consolidated view We're not in the 2021 economic boom, it has never been harder to convert conversations to dollars, especially in a time efficient way. You might be asking, is an alternative possible? Yes - #ZoomInfoCopilot. Launched to the world today after months of value creation & validation with our customers. The future is now, ready?

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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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Hello SDRs - a good old hokeyism that I enjoy is "you can bring a horse to water, but you can't make him drink". What this saying is missing is how you choose to drink is up to you, but you need to drink. Own your process. Want to know more about the product/market, (yes i think this helps sdrs), go to your Sales engineering team. Want to learn more about top SDRs across all industries, find a mentor. So many of us are all to willing to help, as we've been in your shoes before. Lastly, own your persona learning. GPT tools make what use to be an exhausting and drawn out, possibly innacurate process, and turns it into minutes not hours. It's Wednesday, time to make the rest of the week awesome. #sdr #hokeyism

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To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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5 things I would do as a SaaS BDR/AE/AM/CSM with commercial targets for a successful quarter close: 🔎Identify the hotest leads + requalify as you go, for a delay-free closing process. 📊Make use of existing data: what has worked well for you and for your colleagues in previous quarters? 💥Prioritize high-impact activities and minimize distractions (like unnecessary meetings). 👔Aim to focus your outreach on those with decision-making authority. 💪Intensify your follow-ups, with a strategy that works for you: whether it is automated reminders or personalized communication. What else will you be doing to make the most of the two weeks left in the quarter?

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Outbound prospecting in 2024 vs Outbound prospecting in 2021 2021: SDRs create demand Outbound is part of Sales Call connect rates are above 10% Money is practically free so less scrutiny on budget spend = more junior buyers + loads more of them No events means budget can be redeployed easily Every SDR is crazy hungry as they know they will be promoted in 12 months Companies can spend silly money on Marketing to support awareness stage 2024: SDRs capture demand Outbound should be part of Marketing Call connect rates less than 10% Budget cuts still happening, efficiency is the top priority - the CFO is still the ultimate buyer Digital channels are exhausted and companies are reverting to traditional channels e.g. events, direct mail/gifting etc Promotion tracks are a dog fight even if they do exist = less motivation No spend going into brand means it's harder to break through to prospects There's an even longer list than this. Ultimately outbound is getting increasingly harder to pull off. But it's NOT DEAD! A few things to consider: 1️⃣ Diallers e.g. Orum / Nooks - particularly good for SMB / velocity sales 2️⃣ AI SDRs e.g. 11x.ai to help supercharge the manual tasks 3️⃣ Direct Mail / Gifting (obviously Reachdesk) to improve response and show rates 4️⃣ Signals to prioritize accounts - 6sense RB2B Warmly,Demandbase to help reps know which accounts to go harder at 5️⃣ Create PODs to co-prospect - refine process so SDRs and AEs work together to co-prospect Ultimately we know the game has changed. But we all have options. What's working for you right now? #prospecting #sales #sdrs

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Some great advice here for those in the Biz Dev world! Let's go!!!

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Top performing AEs achieve 4.8x FASTER DEAL VELOCITY. Imagine 1 report & 6 Qs accelerating your Q3/Q4 deals! Every quarter feels like a short quarter. Q3 and Q4 are no exception. Summer getaways, mid-term breaks & the holidays. → Good AE performance is exiting H1 on 40%. → Most AEs need to close 60% + to hit quota. → Speed is everything in Q3 and Q4. If you can add 4.8x deal velocity, then it gives you a great chance to exceed quota! How do top performing AEs achieve 4.8x deal velocity? They prospect the best-performing personas. Here is the rub... You need to check the data first hand. Check the CRM for closed deals. → Run a report for closed deals in H1. → Run a report for closed deals last FY. Get a decent sample size. It can be deals closed in your patch. Deals closed by your team or wider org. It can be deals closed in your vertical globally. Run a report that fits your situation. Then check the Top 5: Q1. Top 5 Largest Deals Q2. Top 5 Shortest Deal Cycles Q3. Most common Personas? (Champions, Economic Buyers) Then take it a step further. Q4. What were the exact pains? Q5. What were the exact use cases? Q6. What were the desired outcomes? tldr: to achieve 4.8x deal velocity... hat tip to Ebsta for the data. → Pipeline Generation: Use this to prospect the right persona so you can find deals with higher velocity. → Progress Pipeline Get all the top personas involved in your deals. Make a concerted effort to have more stakeholders engaged. p.s. If you’re an Account Executive looking to fill your pipeline and exceed quota in 90 days or less, I've space for 5 AEs in August. Send me a DM saying "90" to find out more. 🔥 🍾

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When is RevOps just glorified Sales Ops? - Usually, when they report to a VP of Sales So, who should RevOps report to? - CRO, COO, CFO, CEO? RevOps needs to be: - Unbiased - In a position of authority - Aligned with all revenue functions If not, it devolves into something else. So, who should RevOps report to? - The CRO is the strong default - The COO is unbiased and runs ops - The CFO is also unbiased and data-driven - The CEO can make the role extremely strategic But there are drawbacks to each of these as well. What do you think? 🤔 We’ll break each case down in tomorrow’s 📰𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰 Subscribe here to get it: https://bit.ly/49RCm0h ✌️

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6 ways to build a 100€ million ARR business. Why is it helpful to know what you're hunting? Each of the 6 ways require a different GTM strategy 👉 Different ICP 👉 Different Messaging 👉 Different Channels 👉 Different sales motion 👉 Different pricing Because of this requires a different way to build your company. ✅ Teams & Skills ✅ Product ✅ Metrics ✅ Growth tactics Thanks CJ Gustafson for sharing.

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