Abdullah Baig

As an SDR you have one Job... Job Description = Find out if someone has a problem that your product/service solves. FULL STOP! Yes there are many variances of this and ways about doing it. However, the crux of my point is that you are not there to... SELL or controversially... there to just BOOK MEETINGS. ❌ You are there to BOOK MEETINGS with people that HAVE A PROBLEM!! Shift your mentality from... Do you want a meeting?? ➡️ Do you have a problem?? Find the problem, find the meeting 📈 #SDR #Coldcalling #salesdevelopment #confidence #Sales #Prospecting

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What's the HOTTEST coding language to learn in 2024? (Specifically for #techsales AEs, SCs, and CSMs) ... HTML. Yes, that's right. HTML. In tech sales you will never be asked to code live in a demo. But you do need to be able to talk about code, and have a high-level understanding of how software is built and integrated. A free 30-minute HTML coding class from Khan Academy will expose you to: • Text Editors or Integrated Development Environments • Code as translated into what you see on your screen • Browsers as UIs to the internet • Frontend user interfaces • Deploying code Plus you will feel so smug next time you get into the <> section of whatever low-code tool you use to fix the damn formatting that never copies right. I personally don't think learning Python will save America, but HTML basics truly hurt no one. It just exposes you to the bigger tech picture. And for my SaaS sales slayers, that's enough to be MOST effective. Have you attempted to code before? YAY or NAY? #accountexecutives #solutionsconsulting #customersuccess  

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2024 is the year of GTM MIS-HIRES Because Candidates have accepted roles they don't want but need the job. Employers have opened roles they want but don't need. As you plan for 2025, get your hiring priorities right and define your hiring criteria carefully. Hiring is hard but the price of a mishire is HUGE. #MISHIRE #GTM #2025 #PLANNING #HIRINGCRITERIA

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Can we stop calling SDR agencies, sales because they aren’t. -There are exceptions to this rule. Il mention them later But for the most part the majority of them, come from one industry vertical where they have been extremely successful at selling the meeting at all cost. On the surface this looks great, you get booked calls in your calendar cheaper, faster, and easier you can do this internally. Match made in heaven right? But let’s take a look under the hood. These very experts, by their own admission, have never been exposed to the following elements of what traditionally is classified as sales. Raising this very question on a Dale Dupree post yesterday. “Its an important point you raise Dale Dupree.. I find similarly, when those that come from Sales Led Growth / Set meetings at all cost, internally or at agency... Commenting on what happens in commercial aspects of the deal ; → Cataloguing the market → Contract Size minus operating cost and margin → How to build an RFP/Tender/Formal Bid → Live Quoting Days + Live Quoting days to multi vendors  → Commercial Credit - Requirements - Operating time, Scores  → Legal - Process - Pro forma - Clauses  → Communication Plans - Land and expand - Contract Penetration Sure, it gets a reaction in the LinkedIn Ecochamber...By MORE of those that have never done or seen those aspects, and often those posts go viral. But it’s only highlighting to the minority that have been in those aspects for decades, some of these larger accounts actually know no commercial aspects whatsoever.  CT Falk, George Coudounaris and a few others and I, plan to change that.” Monthly advance for deals that will churn and fall over, this is currently hidden in your money ramp flywheel. But not for much longer, what happens when the money flywheel runs out? You then need to better understand commercially viable business right? Are you going to get that from an agency that has never done it, and never seen it? I was pretty good at AFL - Australian Football League but I don’t pretend I can play National Rugby League cos the ball is the same shape… Now, as stated THERE are exceptions, SHOUTOUT, to the sales as service agencies who do actively ask and engage to learn parts they dont know. But this is also why you need a commercial plan, that ties your marketing, new business, and actual sales pre and post sale together. We can help you create this commercial plan, and set your business up for end-to-end service delivery. Here's how we do this: + we audit your team, job functions, channels, buying experience + we hone in on the gaps, and provide you with the right commercial plan to move forward The result? You're set up for end-to-end service delivery Bringing your sales, marketing and customer success in complete alignment. ↓ A modern Go-To-Market strategy that allows a business to grow and keeps customers happy. Backwards to go forwards. #ClosedCircuitSelling #Marketing #Sales #Revenue

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If you're in MOPS/RevOps/All The Ops, you probably like using little tools to help make your job easier. Outside of platforms like ChatGPT (which is AWESOME for things like SFDC coding and data manipulation), there are a few other free tools that I like to use on the reg: gCal Invite Creator - awesome for creating, you guessed it, calendar links specifically for Google Calendar: https://lnkd.in/djipFsNt iCal Event Maker - awesome for creating, you guessed it, Outlook calendar files: https://ical.marudot.com/ Salesforce ID Conversion - if you’re working in SFDC, you know that their unique identifier is a 15 digit ID, which is case sensative. You can also work with thier 18 digit ID, which is case insensative. If you are doing any matching or manipulation outside of SFDC (in Google Sheets, for example) you definitely want to use the 18 digit ID. This tool makes it easy to convert 15 digit IDs to 18 digit IDs: https://lnkd.in/d8Vjh-8M Text Cleaner - ever need to clean up some messy text blocks? Or format something specifically? This tool is rediculously robust and helpful: https://textcleaner.net/ URL/Text Encoder/Decoder - trying to understand what %20 means in a URL? This page helps translate that! https://lnkd.in/dGiwPgMB Any other tools you'd share? 🤘

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Upcoming Tech Sales Interview? Here's how to answer, do you have any questions for us? 🛑 - Have questions ready! 🛑 - Don't talk pay, benefits, or vaca until you get an offer 💰 🏥 🏖️ ✅ - Show interest in the interviewer, their motivations, and background ✅ - Ask about key metrics, challenges, and measuring success ✅ - Ask specifics of interacting with the team ✅ - Ask for feedback and if anything will stop you from moving forward If you want help navigating these tech interviews to get job offers, there's a link in my bio! Use it to book time with me.

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What will work for future SDRs? The same thing past SDR greats focused on. Deep account research Deep contact research Unique + bespoke value props Building real relationships The fundamentals exist for a reason. Focus on those and you'll go very far. Obsess over silver bullets, shortcuts, and "scaling" everything... and you'll be stuck on the treadmill. #gtmai #sdr #sales

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Fail your SDRs or they will fail you. SDRs have become the goldmine of a company. Once you find a good one you want to use their full potential until the rim. Problem is a goldmine cannot change jobs. A SDR can! So if you sit them down, make them do 100 calls & 200 emails a day and don't offer proper training and personal development they will leave you - because another company will offer it. Stay on top, invest in your sellers and they will invest in you! ♻️ repost & share the love 📩 Get in touch for more infos on how you keep your sellers motivated and successful! #sellindach #sdrslove #revgen

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Sales Series: Fast-Track Sales Success – A 90-Day Plan to Ramp Up Your Reps NetCom Learning is headquartered in NYC, and the majority of our sales come from the USA market. We will be aggressively adding a massive sales team in India and the UAE in the coming months to target the India and Middle East markets, while adding multiple Enterprise PODs in the USA to continue building on our strengths. Hiring and retaining great salespeople is brutally difficult and expensive. I also know the first 90 days can make or break a new rep’s success. A clear ramp-up plan is the key to turning new talent into high performers. Here’s what has worked for me: My 3-Phase Ramp-Up Plan to Get Your Sales Reps Performing in 90 Days: Phase 1: Onboarding & Training (Days 1-30) A strong start sets the tone for future performance. Without a solid foundation in product knowledge, the sales process, and clear goals, reps can easily get off track. 1. Goal Agreement, Product & Industry Knowledge: Begin with the end in mind. Set up clear input and output goals on day one. Ensure reps understand what they’re selling and who they’re selling to. Provide a deep dive into your product’s value proposition, industry trends, and competitors. 2. Sales Process Familiarization: Walk them through your sales funnel, from prospecting to closing. They need to see how each pipeline stage connects to the company’s goals. Process management is key to ramping up sales reps effectively. 3. Shadowing & Mock Calls: Pair new reps with top performers. Let them listen in on calls, learn how to handle objections, and practice real-life scenarios through mock calls. Phase 2: Activity & Prospecting (Days 31-60) This is where they start putting their training into action. The focus here is on building habits and generating activity. 1. Set Clear Activity Metrics: Establish daily/weekly goals—whether it’s calls made, emails sent, or meetings booked. These clear, attainable metrics show them what success looks like. 2. Prospecting Playbook: Provide targeted prospect lists, scripts, and templates. The goal is to get them into the rhythm of engaging prospects and building their own pipeline. 3. Feedback & Coaching Sessions: Meet regularly to review their progress and refine their approach. This helps them adapt quickly and focus on what works. Phase 3: Results & Closing (Days 61-90) By this stage, your reps should be building their pipeline and closing deals. 1. Pipeline Reviews & Strategy Sessions: Weekly reviews help identify where they should focus their efforts and how to move prospects through the funnel. 2. Focus on Early Wins: Encourage them to go after “quick win” opportunities. Early successes build confidence and drive momentum. 3. Accountability & Refinement: Keep tracking their activity and hold them accountable for hitting their numbers. Refining their approach is key to becoming more effective. Applied knowledge is powerful! #SalesLeadership #Onboarding #CEO #CRO

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💵 I'm looking for revenue & growth hungry leaders in: > corporate/B2B business > ecommerce > BPO/VA space > MSME and B2C > each country > venture capital firms > NGO and org fundraisers > budget & finance To train exclusively for 1 year. Focused growth. 🎯 Your goal: $5-500M+ This is for you if you: ✅ Want to break your money ceiling ✅ Speed up your revenue ✅ Solve cashflow gaps ✅ Raise your valuation ✅ Step up your fundraising ✅ Connect with strategic partners & global leaders + movers This isn't for you if you: ❌ Are afraid of risk & change

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When I start hiring SDRs, I won’t be hiring traditional SDRs. Here’s what I’m planning… 150k OTE. 50/25/25 comp structure. - 50% base - 25% variable on Enterprise opps created - 25% variable on SMB revenue closed 📈 Let’s start with Opportunities created. These are qualified opportunities you set up for the enterprise sales team. Every month, we’ll align on the 100 accounts you should prioritize with your outreach. The marketing team will focus on the same 100 accounts with its account-based marketing efforts. You’ll use Copy.ai to build account plans, research prospects, and develop outreach strategies for each account. You’ll use Copy.ai to create custom landing pages, ads, and hyper-relevant outreach. You’ll be the quarterback, ensuring the right buying group is engaged, and doing the high-touch, white glove outreach to key contacts. I’m thinking 30 opps generated per month as a quota. The marketing team will share that quota and be incentivized to generate opps. You’re the quarterback. We won’t fight over “who gets credit” because we’re completely aligned on the accounts, budget, and strategies. Having sticker shock at that 30/month number? We have insane momentum right now and are only gaining steam. We’ll set you up for success. 💰 Now, about that SMB revenue. These are SMB deals that are too small for our enterprise sellers to focus on. Call it, under $25k ARR. 100% inbound. You’ll be full cycle here, from qualification through close. Again, you’ll have support from the marketing team to ensure you have what you need to fully engage the buying group, allow buyers to self-serve much of their education, and move deals through the funnel quickly. You’ll have managerial support, of course. But you’ll also have Copy.ai doing deal coaching, giving feedback, suggesting deal strategies, and keeping you focused on real deals. I’m thinking 6-8 deals / quarter = $400k annual quota. Logo velocity is the name of the game. We’ll figure out the accelerator balance so you get rewarded for over-performance, as long as you’re performing against BOTH elements of your variable. You’ll get exposure to the whole GTM engine. You’ll get real, complete sales training. You’re the talent bench for the enterprise accounts team. 👀 Title? I’m thinking Inside Account Director. Two questions: 1. Interested? Let me know. We’re not hiring for this yet (need to hash out plans internally), but we’ll start keeping a warm list so we can hire fast. Fill out this li'l form to join the wait list: https://lnkd.in/esbA4ZVp 2. What am I missing? Any suggestions for what to change? We’re building in public here, and architecting a different approach to all things GTM. Open to feedback. #gtmai #sales #gtm

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2-ways to hire SDRs... And most of us know which one is right... 1. Hire for Perfection 2. Hire for Potential The best SDRs aren't the ones who are 100% ready to smash it when you hire them. They're the ones who were 50% when they started and 150% when they left. Leadership isn't about carrying the team to quota. It's about developing people who can do it by themselves. Do you agree? ♻️ Reshare with others in your network. And follow Chris Ritson for more SDR leadership content like this. ---- PS. I run a bootcamp for SDR Leaders. DM for details on January's cohort. Price goes up end of this month.

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As I keep saying Business Development isn’t entry level. It is the connective tissue between Sales & Marketing alignment. It is the connective tissue between Sales & Customer Success. To understand how far we have strayed off this path, let’s look under the hood. Prior to the over specialisation and split outs 2011, which some commenced in 2008. Business development was a senior role you had to be promoted into. You were an A player You were able to speak to C Suites at their level. How they got there was their development track coming from two years working accounts at CS You dazzled on the phone You worked accounts in site visits You knew the commercial pack inside out, the legal clause process, the financial requirements and approvals. You knew what would work in the written communication plans and what wouldn’t. You then, got a chance to be promoted to BD. You already had familiarity with your name across industry, everything just ran and worked better. It gobsmacks me micro niches and verticals that either ; Aren’t old enough to remember this Or haven’t seen it. The skillset and fundamentals that also went along with that said person, were drastically different from what we see today. What were the actions of that seasoned professional? I guarantee you this, it wasn’t ‘selling the meeting’. The components of what the role WAS is the secret sauce across industry sector. George Coudounaris The B2B Playbook and I, have spent the better part of this year creating the guardrails on HOW to navigate back every channel, via action, via department. And the result Chief Revenue School The curriculum on Marketing, Sales & Customer success. We aren’t talking in fluffy circles. We outline and show you the actions that matter and your C Suites should be lead coaching and inspiring your level 4 management teams of said departments. Backwards to go forwards. #B2B

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Should SDRs report to Marketing or Sales? Here's what world class teams do. Assume you have 10+ SDRs (but this applies even at the 4 SDR count)... Dedicate 1-2 SDRs to INBOUND. This is Demo Requests, Contact Us forms, Chat, etc.... INBOUND is characterized by the prospects WAITING for an answer.... The language used and comp to work these leads is very different from outbound... should be a helpful tone, and fast response. Monitor channels and help help help... These SDRs report 100% to marketing. Another 3+ SDRs should have sequences based on CAMPAIGNS! These include: - re-ignite closed lost - Turn PLG into Paid - Trade show scans - Webinar attendees - Micro ICP based on X tech usage - Micro ICP based on hiring X profile - etc... Those SDRs should collaborate with Marketing to maximize the number of meetings with companies that have HIGHER PROPENSITY TO BUY. These are more Senior reps who can adapt to new scripts and emails quickly. Once you have exhausted HIGH INTENT and HIGH UNITY leads... you build outbound. (Ask me what UNITY means if you don't know) 5+ SDRs should be working exclusively on Outbound ABM / ICP Accounts AND collaborate with AEs to ensure deals keep moving through pipeline.... Yes, these 5 SDRs should meet with AEs for 1 hour every 2 weeks and coordinate what deals to revive, keep momentum going, multithread, etc. Those 5 OUTBOUND SDRs are helping turn meetings into REVENUE, more than just "get any meeting you can"... They report to Sales. Anyone who thinks: - All meetings are created equal - We just need to make "more calls" - The value of SDRs is the meetings ^^ You're going to fail. You have to totally redesign your Outbound Game... Stop running the 2011 Predictable Revenue playbook, and upgrade to the 2024 way of thinking. Want to join my free monthly sessions on SalesDev Trends and updates, comment below and I'll add you to it. Cheers!

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To SDR or NOT to SDR? As of April 18 2024, USA sent almost 10 billion emails per day. Globally, 347.3 billion emails were sent and received per day in 2024, which is a 4.3% increase from 2023. This number is expected to increase to 361.6 billion in 2024. (Source - Statista) In another statistic by "Private Citizen", telemarketers made 148 million junk calls a day in USA. Imagine your B2B business's marketing emails and telecalls being part of this clutter. I am sharing this concern as I am witnessing a lot of B2B companies use SDRs as the primary source of lead generation. Most SDRs aggressively use Email, LinkedIn Outreach, and Phone Calls to fix appointments with prospective clients. When times were good, SDRs delivered a lot of ICP qualified appointments for their B2B clients...even from very competitive markets like the USA. They still deliver appointments but the quantity has reduced drastically. And they can't do much about it either. The B2B marketing playbook has changed..and SDRs have done their bit to contribute to the change as well. They have a pre-defined elevator pitch which largely remains unchanged and hence gets overwhelming for a prospect (who is already subjected to multiple such outreaches from other SDRs). This is even worse for B2B as only 5% of customers are in market looking for a particular solution. For the rest of the 95% SDRs can be a nuisance. Some SDRs are also using mass personalization (using AI) for improving engagement rates with prospects. However, these tactics will not be suitable for enterprise B2B sales with ACVs north of USD 100k. So, while the SDR function is still one of the most important investments for B2B companies, what other things can they do to support their drying pipeline? Here are some initial thoughts 1) Founder led outreach: I have come across many B2B companies where founders are the best sales people for the company as they have a good network, credibility, and understand their product/service pitch the best. Their credibility should be leveraged through LinkedIn thought leadership content, webinars, podcasts and other avenues 2) Nearbound strategy which includes Partner Relationship Management (PRM) - For most B2B companies (especially mid sized ones), PRM is not a strategic investment. This should change as a suitable partner base can do a lot more for scaling your business than your sales team ever could. 3) LinkedIn Networking: I have seen some sales personnel of B2B companies engaging with prospects really well on Linkedin. They comment contextually on Linkedin posts and send very targeted messages to these prospects which increases chances of engagement. When you combine this with intent data from tools like Apollo.io, ZoomInfo, and Clay you can achieve great results. If you are a B2B company and would like to discuss more on the aforementioned tactics, do reach out. #b2bsaas #b2bmarketing #b2bsales #b2bsalesstrategy #sdr #b2bcontentmarketing #b2bgrowth #b2b

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Curious what the RevOps community thinks about AI SDRs? 🤖 Someone asked a question in the RevOps Co-op Slack group recently, Asking for feedback about a specific AI SDR company (not gonna name names here). Here are some of the things they had to say: 📍 "ohhh the most hated company in the space right now" 📍 SDRs and SDR leaders hate the tools 📍 Instead of focusing on automating SDRs away with AI, think about making them more efficient and effective with AI...and buy tools that do that I really liked that last point, As I think that's where most of the value is with AI. It's not about automating things away - 99% of the time, this isn't feasible given where the technology is today. But in most cases it can make us humans wildly more efficient and effective at our jobs. Now you go - tell me what you think about AI SDRs in the comments below ⬇️ Bonus points if you have data points to back things up. 💪🏻 #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #sops #mops #csops #cxops #gtmops #alltheops

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Address the customer's problem directly rather than pushing the product. Identify their pain points and offer a solution that genuinely meets their needs. Explain how your approach resolves their issue effectively, and demonstrate the benefits they will gain. Prioritize their concerns and provide clear, actionable steps. This strategy builds trust and shows that you value their satisfaction over a quick sale, leading to stronger, long-term relationships and a positive reputation for your brand.

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Are you looking to hire SaaS AE's? We have what you need! (USA) - Finding good AE's is a minefield 💣 - Not to mention a massive drain on time ⏳ So let's save you a boatload of time and reduce your risk of hiring the wrong AE Here are 10 experienced highly successful AE's being EXCLUSIVELY REPRESENTED by Hire With Jarvis. 1. Laura: 6 years in SaaS sales, specializing in #HealthTech for Mid-Market & Enterprise segments. 4 years with her current company, consistently exceeding quota by 130% annually. Twice awarded the President's Club accolade. 2. Michael: 8 years SaaS experience focusing on #FinTech solutions for Enterprise clients. Currently 6 years at his present firm, achieving top AE status for the past 5 years with quarterly achievements often surpassing 140% of goals. 3. Sophie: 3 years in SaaS sales, rapidly advancing from SMB to Mid-Market in #EdTech. Currently top-performing AE at her company for 2 consecutive years, reaching 160% of quota last year. 4. Derek: 9 years SaaS sales expertise, primarily in #Cybersecurity for large enterprises. 7 years spent at his current company, leading as a top AE annually and a member of the President’s Club four times. 5. Hannah: 4 years in SaaS sales, with a focus on #RetailTech for SMBs to Mid-Market. At her present company for 3 years, she’s been a top performer each year, achieving 145% of quota last fiscal year. 6. Raj: 10 years in SaaS sales, with deep expertise in #CloudSolutions across various markets. Maintaining a record of 120% quota fulfillment annually, he’s been with his current employer for 5 years and is a four-time President’s Club winner. 7. Isabella: 5 years dedicated to SaaS sales in the #HRTech space, servicing both Mid-Market and Enterprise clients. Top performer at her current company for the past 4 years, and a notable 150% over quota last year. 8. Chris: 7 years in SaaS sales, specializing in #DataAnalytics for Mid-Market companies. With his current firm for 6 years, he has topped sales charts each year and joined the President’s Club twice. 9. Anita: 4 years in SaaS sales, focusing on #MarketingAutomation tools for Enterprises. In her current role for 3 years, she has consistently exceeded her annual targets by at least 130% and was the top AE last year. 10. Tom: 6 years in SaaS sales with a focus on #EnterpriseResourcePlanning (ERP) for large corporations. Employed at his current company for 4 years, he's consistently been a top performer, achieving 140% of quota annually and securing a spot in the President's Club x 3. 👉 If you want to interview them ping me a message or drop a comment. Again all 10 are currently employed and exclusively working with us so you will not have access to these heavy-hitting A Players anywhere else! #Hiring #SaaS #AE #AccountExecutive #APlayers

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“The Business Model Revolution” Usage collection and measurement is not only the seed of service monetization but also the lifeblood for revenue forecasting. In a pivot like Sauron’s eye, Salesforce and other SaaS leaders have no other choice but focus on how usage data is managed, at scale. Otherwise the sheer volume alone will grind order-to-cash systems to a halt. The hard work certainly does start now folks, but it’ll pay off in the end! #datamediation #usagedatamanagement DigitalRoute

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