Sam Hall

Here’s a unpopular truth about B2B marketing at an early stage vertical SaaS. 👉 Many teams deprioritize ICP (Ideal Customer Profile) build & iteration exercise. Either it's seen as too academic or as too ‘distant from sales reality’. This results in poor account targeting and slow sales pipelines. The workaround is to build Minimum Viable ICP. 👉ICP: An archetype of companies — where we have the best odds of winning & retaining. 👉Minimum Viable ICP: a 'good enough' ICP definition that: - Uses minimum building blocks - Yields relevant accounts with low deviation - Doesn’t need extensive search or over-engineering - Can be easily adopted by sales without overburden What are these minimum building blocks ? These are F-I-T signals: > Firmographic signals: firm level attributes matching our existing customers > Intent signals: Intent data blended with 1st party engagement data. > Trigger signals: industry, regulatory, firm level events that signal change and act as a forcing function for organizations to engage with solution universe. How do you approach ICP building ? Comment below. #ABM #B2BMarketing

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Automations 💯 If you think automated email sequences are just for e-comm stores, you're wrong. Find out how you can leverage email automation as a B2B brand and hit us up for a chat. No sales-y stuff, just a brainstorm and a cuppa. Here's Jamie talking about why we love automations so much 👇 #emailmarketing @ The Inbox Club

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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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The biggest issue for outbound in 2024 Is getting your message across 3 tips to get your prospect + get the best data provider + use Maildoso for multiple domains + triple treat - LinkedIn, cold calls and emails How did you overcome this situation?

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The #1 way to motivate SDRs... (And it costs nothing) Prove you g͟e͟n͟u͟i͟n͟e͟l͟y͟ care about them. It’s pretty damn easy: - Prioritise your 1:1s - Sunshine great work - Say ''thanks'' every week - Give them honest feedback, nicely - Appreciate their effort even if they failed - Message MORE when they are struggling Most SDRs just want to 'feel' like you care. It's not difficult. Do you agree? ♻️ Share this to show sales leaders the way. ---- 📌 The SDR Leader Bootcamp closes Friday for enrollment.

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We often deal with portfolio companies who don't typically invest in marketing. Budgets are frequently far below norms (we commonly see 1-3% of ARR) This is where cyclical pipelines create a 'hunters urgency' - the need to pressure SDRs on increasing network size and close rates. There are practical, sustainable paths to organic growth that don’t hinge on huge marketing budgets. A disciplined approach that targets the right channels with tailored messaging will drive more revenue than a large, unfocused campaign. Start by analyzing your customer data to identify which channels and audiences (audience segmentation) produce the best leads and focus your resources there. Whether it’s organic search, content marketing, or email campaigns, targeted efforts that resonate with your audience is how you can start to optimize marketing spend, find value, and gain a degree of trust that a more realistic threshold (5-8% of ARR for B2B) is well worth the investment. #gtm #b2bmarketing #valuecreation #organicgrowth #salesenablement #pipeline

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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

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Inbound leads should be rewarded 👊👊 Speaking to a CEO yesterday who's SD team are keen to exhaust the inbound leads and not have a focus on outbound. For me, inbound leads are a huge investment, spend and hopefully ideal clients based on great marketing work ✅✅. Why give them out to everyone? Surely the salespeople who are top performing, working hard and are earning these leads should take them. Thoughts?

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99% of SaaS companies focus on their ideal customer profile (ICP), but only a few can show this chart 👇 Kyle Poyar - thank you for the clear breakdown. 👏 What it means to focus on your ICP: 1️⃣ Know the number of accounts in your ICP. 2️⃣ Identify exact buyers and market to them (using tools like Clay, Keyplay). 3️⃣ Track how many are aware of you (email opens, ad engagement, website visits). 4️⃣ Know how many are interested (demos, free accounts, webinars, high-intent pages). 5️⃣ Track how many are considering a purchase (SQLs, PQLs, PQAs). 6️⃣ Know how many are selecting and engaged in the buying process. 7️⃣ Track how many become enterprise customers. Focus on reaching the right people and turning them into customers, regardless of your GTM strategy. 🎬 #SaaS #ICP #marketing

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Calling all B2B sales professionals. With our friends at Aircall, we need your help with our State of Sales Coaching survey 2024. 3-5 minutes of your time could win you amazing prizes - the latest AirPods, Sonos speaker, Nespresso machine, and of course MySalesCoach scholarships. Sales coaching is widely considered the most critical function of a frontline sales leader. Previous studies demonstrate that it significantly boosts win rates and quota attainment. However, many sales organisations find it challenging to establish and execute an effective sales coaching culture and strategy. Our survey seeks to identify the key trends, best practices, and impacts of sales coaching in 2024. You'll be first to get the study published in October packed with insight, data and trends. Leaders and Individual Contributors should complete the survey - with scholarship places up for grabs for each. Your voice really matters, complete today for a chance of these amazing prizes and to be first with the report. Link here to complete - https://lnkd.in/eKRcTPXV

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Bad SDRs attribute their results to luck. Good SDRs attribute their results to skill. There is definitely an aspect of luck in the game... who picks up the phone, what mood are they in, what accounts happen to align with timing, etc... But if you're not making your own luck, it's going to be hard to succeed. The proof is SDRs that consistently achieve their goals. If it was attributed mostly to luck, you would imagine the distribution of success would be random and not consistent. Making your own luck means giving yourself more opportunities to have those "lucky" moments. Whether thats working on your volume, tone, messaging or prospecting. Make your own luck. Control what you can. Let go of what you can't. Happy Tuesday, folks.

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When scaling a SaaS company, there’s three key metrics that you must watch: 1. Traffic to Lead Rate 2. Lead to Opportunity Rate 3. Win Rate or Activation Rate These metrics serve as vital indicators of your Go-To-Market strategy’s health. They help you quickly understand what’s working, what’s not, what’s improving, and what’s declining. Based on these numbers, you can pull together your GTM leadership team or Co-Founder and figure out a plan to fix it. But what should you fix? When you’ve diagnosed your chokepoints, there are three core components of your GTM machine you’ll want to iterate: 1. Your Ideal Customer Profile 2. Your Messaging/Strategic Narrative 3. Your Consistent set of Sales and Marketing Activities If you’re an early stage SaaS Founder and would like to properly scale your GTM machine, grab a complimentary copy of my 5-Point SaaS Growth Strategy Guide. Just follow the link in the comments below. 👇

Need to transform your SDR team’s performance? How to help your sales team achieve results that will earn you trust and budget. First, audit your content arsenal. Are your SDRs armed with the right tools? Invest time in creating or curating great collateral that addresses your Ideal Customer Profile’s (ICP) pain points and your solutions. Convert the best-performing material into templates. If budget allows, invest in intent tracking tools like ZoomInfo. Provide your SDRs with real-time intelligence on potential leads. This could involve identifying companies visiting key pages of your site or using tools that detect general intent based on topics. Now, launch micro-campaigns. Develop industry-specific value propositions and targeted landing pages. Your SDRs need ammunition that speaks directly to each vertical. Always measure & optimize. Track response rates, meeting conversions, and pipeline velocity. Use these insights to refine your approach. Don’t fear failure – it’s the only way to hit the target. Make small changes based on what works and what doesn’t. What’s working for your SDR enablement? While it can be an overwhelming project, it’s crucial for establishing the foundation for solid growth. #B2BMarketing #SalesEnablement #CMO #Leadership

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VPs Sales, STOP managing your SDRs | Here's why... 👀 Here's the sh*t you should be doing: 💵 Focus on supporting your AE team/s close deals 🧬 Prioritise strategic collaboration with other functions 📊 Review data to set strategic direction 👔 Spend time hiring A-Grade Leaders & AEs 🤝 Give attention to customers to optimise renewals & upsells ⚙️ Implementing & driving adoption of core sales processes Here's the sh*t you either should NOT be doing or worse... MISSING: 🗣️ Coaching the most inexperienced/junior reps in the org 🔁 Hiring & promoting in an ever-changing team dynamic 👥 Providing daily support for people still finding their way as an adult 🧑‍🏫 Teaching the BASICS of how cold-call, email, qualify, etc. 🔬 Study current prospecting trends & ideas 💪 Keeping impatient and hungry young professionals motivated Be honest with yourself... 🧠 Think about where you're burning your calories 🧠 Think about whether you have the time to manage this stakeholder group 🧠 Think about whether your prospecting knowledge is as sharp as it should be 🧠 Think about whether your SDR team is delivering the results you want 🧠 Think about where you are going to have the biggest business impact ⬇️ ⬇️ ⬇️ ⬇️ 👋 Hi I'm Andy, Founder of RevRocket. I specialise in building, optimising and growing your SDR function so you don't have to. Considering getting support for your PipeGen Team? Shoot me a DM ✉️

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SDRs, if you're struggling to access Snr decision-makers in your outreach, try this... 1. Create a low-lift ask Too many SDRs ask for time with CXOs, especially when outbounding. Instead ask something like "𝘎𝘪𝘷𝘦𝘯 𝘺𝘰𝘶𝘳 𝘦𝘹𝘱𝘦𝘳𝘪𝘦𝘯𝘤𝘦, 𝘸𝘩𝘰 𝘪𝘯 𝘺𝘰𝘶𝘳 𝘵𝘦𝘢𝘮 𝘸𝘰𝘶𝘭𝘥 𝘐 𝘣𝘦 𝘣𝘦𝘴𝘵 𝘴𝘩𝘢𝘳𝘪𝘯𝘨 𝘢𝘯 𝘪𝘯𝘵𝘳𝘰 𝘸𝘪𝘵𝘩?" 2. Exec outreach Matching titles with your target prospect is a great way of sourcing meetings. Ghost write an email for your CRO, CXO and have them send it with you in CC. 3. Speak to SENIOR value Avoid getting into the bells and whistles of your solution or service. Speak to the bigger picture of ROI, revenue growth, bottom-line savings. --------- For more help, consider RevRocket's coaching options Send me a DM to learn more.

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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.

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Is product knowledge important for SDRs to have? Absolutely it is, but only if it isn’t used to feature dump. Instead, reverse engineer the outcomes delivered by the product into sales messaging. For the last few years, I’ve used this 4-step framework to help SDRs turn product knowledge into a tool for better conversations. 🔽 After showing each feature, as a group we: 1: Identify who it impacts and how 2: Quantify the cost of the problem it solves 3: Write a 1-2 sentence opener / value statement 4: Write 3 relevant discovery questions to uncover pain Revenue leaders: give it a try and let me know how it works. #sales #salesdevelopment #sdr

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