AJ Cassata

42% of SDR teams failed in 2024 Here's how you can dominate in 2025... → Focus on Building Trust: Tailor every activity to each prospect. Use specific observations, address their specific needs. Skip the generic templates. → Leverage Data Analytics: Use data to identify trends and patterns. Understand what works and what doesn't in YOUR game. Make data-driven decisions to improve weekly. → Do More Of What You're Best At: If you're best at calls, do more of them. If you're best at LinkedIn, do more of it. Play to your strengths, results will come from there. → Prioritise Follow-Ups: Most meetings are booked after several well placed follow-ups [usually taking months]. Be persistent but respectful. Keep track of your interactions and follow up consistently. → Invest In Improvement: Equip your team [and yourself] with the latest skills and knowledge. Spend lots of time delivering training sessions that can keep your team sharp and effective. In short, mastering these strategies can set your SDR team up for success in 2025. Start implementing them today and watch your results soar. What would you add? ♻️ Repost if you agree with these points so more SDRs can see. I'm @chrisritson, follow for more SDR content like this. DM me for SDR training options.

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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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SDRs can sell to 10 different titles or verticals if the offer/benefit is the same. If it’s not, then don’t bother.  Keep them focused on 1-2 titles or verticals. When prospecting, SDRs need to hone in on their service's value, offer, and benefit. If it’s too generalized, it’ll never resonate with the desired audience. It’ll fall flat. They’ll never hit quota. Focus breeds expertise. Expertise is what helps lay the foundation of interest and trust. If your SDR focuses on too many offerings, they will never be the expert. They’ll never generate interest and trust. Let your SDR have a narrow focus. Let your SDR become the expert at piquing interest on 1-2 offerings. That’s what we do at Alleyoop. That’s why all our SDRs meet and exceed client expectations. We set them up to be the experts. #SDRTips #SalesStrategy

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Working with Leads in Salesforce can be tricky, especially for Acct. Based Sales & Mktg orgs. ▪️ Leads created by form submissions often have gmail, icloud and other personal email domains ▪️ There's no OOTB solution to automatically convert Leads that meet pre-defined criteria ▪️ It's difficult to accurately match (and merge) Leads, Contacts, and Accounts ▪️ Any custom solution needs durability to handle Contact and Account Hierarchies and realignments But you don't need to build this yourself or spend $10,000s/year because we've already bult this using a dash of Apex and several servings of Flow. Instantly installed, unlocked and completely editable -- all for a one-time fee. DM me for more info. P.S. I'm a RevOps Consultant specializing in SaaS startups that use Salesforce. For more tips and suggestions, join our newsletter at https://lnkd.in/gHbCZQcs

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FREE GIFT: Automatic enrichment + lead scoring for your lead lists Helping your SDRs to focus more on SELLING Usually SDRs/AEs spend more than 1 hour a day on manual research. That includes: > Doing ZoomInfo, Apollo & Sales navigator searches > Qualifying each account > Manually researching & reaching out to each lead Building a Clay table that helps you: > Build lead lists faster > Automate data enrichment using Ai  > Lead scoring on best fit leads So your SDRs can focus on ‘best-fit’ leads ____________ 📌 If you’d like the Clay table 1. LIKE this post 2. COMMENT “Clay” 3. CONNECT with me. ____________ 👋 Looking to build/improve your outbound motions for your B2B SaaS? I work on a performance-based model. DM for details ____________ I'm Anas Ansar Click my name + follow 🔔 Learn how to leverage Clay for your outbound motions

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Why do outsourced SDR agencies fail? One of the biggest reasons is something completely out of their control: hiring one before you're truly ready. You aren't ready to hire an agency until you have a real, proven sales process and product-market fit. Think of it this way: If an in-house SDR couldn’t succeed on your sales team, don’t expect better results from an outsourced one. Often, companies try to outsource not only sales development but also the process of finding product-market fit to an agency. This fails 99% of the time, and when it does, the same cycle emerges: The agency gets blamed for poor results and fired. Another agency gets hired. The process repeats itself. What have you seen? #sales #sdr

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"B2B buyers engage with 3-7 pieces of content before talking to a sales rep." (Kurve, 2024) This means you need more TOF awareness content to get more B2B buyers. Cold-outbound or SDR services alone are not enough anymore. You need to: - Educate your prospects on what you do. - Create more noise than your competition. - Showcase your industry-leading insights. - Reinforce your messaging & stay top of mind. - Position yourself as the only & go-to in your market. - Build multiple touch-points through content marketing. - Address common pain points and provide solutions early. - Ensure content speaks directly to their current buying needs. We're currently helping our clients sign the likes of Nvidia through our Content & Outbound System. If this post caught your attention, you can book in and hear about our strategy 1:1 here: https://lnkd.in/gu5n57sd

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SDRs should get to the next level. Here's how to improve your lead generation machine: 1. Stop focusing only on repetitive tasks. Yes, sales is a number game but it's a game that should be played strategically. Save your bullets. 2. SDRs shouldn't handle email sequences. It should belong to marketing/growth engineers. 3. SDRs should invest in their personal brands. It will compound and support the outbound efforts. PS: much love for every SDR out here 🫶 PPS: much love for Roger as well 🫶 I'm Noam, I post daily about the future of sales. DM me "warm" if you want to go from cold to warm.

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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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SDR role is changing and so should their comp. See how the world class companies are compensating their reps and creating a winning and fair culture. We realized we couldn't do it alone. School of SDR partnered with Visdum to bring these insights, tips and so many insights for companies and SDRs. Join me Sameer Sinha & Maryada Bawa for a Linkedin live today. We spent the last 8 months collecting these insights and we are releasing them for the world in 6 hours. Manashi Dutta Aditya Singh Rajput Link to join in the comments #sales #sdr

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MQAs are replacing MQLs but I agree with ✅ Tyler Pleiss ✅ that MQAs do not fit within an account-based GTM, which is not about sourcing the pipeline. It's about stage progression, landing bigger deals, increasing enterprise win rates because you improved the account experience and driving the greatest revenue streams possible YoY from future and existing accounts. MQAs just like the #ABM triangle is irrelevant. We'll be talking about this with Tyler on an upcoming ABM Done Right Podcast episode. Looking forward to recording this episode Tyler!

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💡 Top Tip for HubSpot Sequences If you’re looking to streamline your sales process, my #1 recommendation is to invest in Sales Hub Pro—and if automation is your focus, consider adding Marketing Hub Pro as well. These tools are game-changers for efficiency. Imagine email marketing to over 10,000 prospects, seamlessly divided among your sales team of 5, with just a few clicks. It’s not just easier—it’s smarter. Got questions about how to get the most out of HubSpot Sequences? Drop a comment below, and we can set up a time to chat! #IndustrialSales #ManufacturingSales #B2BSales #SalesEfficiency #AutomationMadeEasy

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Stop wasting time on boring questions in discovery calls. 🚀 Here are 7 steps to make your discovery calls impactful. 1. Understand your client’s goals and problems. 🤝 2. Bring a clear solution to the table. 💡 3. Review all notes and information before the call. 4. Have a strong perspective on how you can help. 5. Engage in meaningful business conversations. 📈 6. Identify all potential stakeholders early on. 🔍 7. Help the customer make a confident yes or no decision to proceed to the next call, if they are not sure give them an easy out and let them sell the next call to you. 🔥 p.s. If you’re an Account Executive looking to fill your pipeline and exceed quota in 90 days or less, then send me a DM saying "90". #SalesTips #AccountExecutive #DiscoveryCalls #B2BSales #SalesExcellence

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Steal this SMS strategy to increase your CTR. Most text messages include a single link to a product. I wanted to increase our AOV. What if I sent multiple links based on a customer's budget? Product A: $10 Product B: $30 Product C: $60 Product D: $120 While conversion could have been better, I need to focus on sending the following messages to those who clicked on the links they were interested in purchasing. Always testing, always learning.

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High-paid SDRs: ❌ make 200+ dials a day ✅ make 40-50 dials to ICP prospects ❌ send 1000s of automated emails ✅ send 25/30 manual emails per day ❌ connect with everyone on LinkedIn ✅ only connect with top prospects ❌ ignore 'not interested' email responses ✅ call them and figure out why no interest ❌ build new sequences every week ✅ A/B test their existing sequences ❌ attend every internal meeting possible ✅ treat selling time as the number 1 priority ❌ add 1000s of contacts to sequences ✅ pick who deserves to go in the sequence ❌ moan about their AE being rubbish ✅ execute with their AE every single day ❌ hand over opps with 1 stakeholder ✅ multithread before the AE handover SDRing isn't rocket science. It's relentlessly putting in high quality reps. Do you agree? ♻️ Repost to share with others in your network. ---- PS. My SDR courses are all 51% off for Black Friday right now. Ends this week.

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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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🤯 Salesforce just increased their own pipeline goals by 50% from 2x to 3x. 8️⃣ 𝐬𝐮𝐠𝐠𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐫𝐞𝐠𝐚𝐫𝐝𝐢𝐧𝐠 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐛𝐚𝐬𝐞𝐝 𝐨𝐧 B2B Fusion 𝐞𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭𝐬: 1️⃣ Focus on active, qualified pipeline rather than just top-of-funnel quantity. Leads or accounts that don't translate into real sales opportunities don't contribute to accurate pipeline coverage. This counters Quantity > Quality. 2️⃣ Establish a consistent definition and process for what constitutes active pipeline across sales and marketing. This creates alignment on what is being measured. Building the right dashboard from this point helps here (ask us how). 3️⃣ Have a regular "Pipeline Council" meeting with sales, marketing, and other go-to-market teams to review pipeline metrics, identify gaps, and take action. Executive involvement is key. Critical ABM/ABX step in your GTM planning. 4️⃣ Recognize that long sales cycles can create a disconnect between current pipeline and revenue outcomes. Trend analysis is needed to understand the pipeline-to-revenue correlation. This is where measuring conversions by source type matters most. (ask us how!) 5️⃣ Strive for transparency around assumptions in pipeline models, as lack of trust in the models undermines their usefulness. This is where regular spot checking helps - I remember as an operator not doing enough spot checking and taking information at face value. 6️⃣ For companies selling to enterprise (eg ABM/ABX), pipeline discussions often revolve around specific deals rather than just metrics. Qualitative deal reviews are important at that level. 7️⃣ Consider account prioritization and coverage in pipeline analysis, not just aggregate pipeline. Visibility into each territory's pipeline health is valuable, especially again for ABM/ABX. 8️⃣ Align pipeline coverage targets with the company's growth goals and factor in conversion rates, sales cycles, and marketing's contribution. Oh yeah, Marketing can help here. Keep in mind this post is looking mostly at 'top of funnel'. GTM leaders are constantly tuning forecasts and we're about to enter forecast season - so hopefully these tips can guide your conversations. 𝐖𝐡𝐚𝐭 𝐨𝐭𝐡𝐞𝐫 𝐚𝐫𝐞𝐚𝐬 𝐡𝐚𝐯𝐞 𝐲𝐨𝐮 𝐬𝐞𝐞𝐧 𝐞𝐟𝐟𝐞𝐜𝐭𝐢𝐯𝐞 𝐢𝐧 𝐏𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐛𝐞𝐬𝐭 𝐩𝐫𝐚𝐜𝐭𝐢𝐜𝐞𝐬? #ABM, #ABX, #GTM ___________ 👏Follow B2B Fusion on Go To Market best practice strategies. 👍Like and subscribe to B2B Fusion 𝐘𝐨𝐮𝐓𝐮𝐛𝐞 𝐜𝐡𝐚𝐧𝐧𝐞𝐥 of 209 GTM videos. 🤙🏽Struggling with faster, more efficient growth? Let's talk. DM.

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The #1 mistake SDRs make: → They forget to build trust with prospects. • Pitch straight away in the DMs • Pitch as soon as anyone responds • Pitch as soon as the prospect answers The problem? Not enough trust between you and them. We've all been there... Pressure makes you feel like you need to ''ask for the meeting'' in every outreach. Buuuut...most prospects aren't ready for it. ---- Here's how to do it instead [Email Example]: 1. Take 1x observation I've seen about the prospect and use for my 1st line 2. Share my POV about the prospects situation and a problem they likely have. 3. Tell a short story about solving that problem. 4. Ask a 3-4 word closed question. ''John - noticed you're hiring 2 BDRs. Bet you're thinking about how to ramp them fast. VP Sales at X, used my bespoke team training course to get the team ramped and decreased ramp-time from 5 to 2.5 months. Worth a chat''? ---- - My observation show research = trust. - My POV shows understanding = trust. - My story shows expertise = trust. You're not trying to book meetings fast. You're trying to build trust & relationships. Whoever is able to stockpile trust, wins. And to do that, ALL your messages should be focused on answering: ''will this build trust''? ...Or are you just pitching again. Use the cold prospect funnel [below] as your guide: Start Convo > Build trust > Deepen the relationship > Book the meeting. Patience, my dear SDR friends. ♻️ Reshare this for other SDRs to benefit. PS. Ready to transform your SDR game? Follow me, Chris Ritson for more content like this.

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