Carlos Tejera

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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Dear fellow salespeople: If you have friends, family, clients, or colleagues in the LA area, please extend a little extra kindness right now; they’re likely not doing okay. Press pause on calling your California prospects and instead take a moment to check in with them. A quick message or thoughtful gesture can go a long way in offering support during tough times. Let's prioritize empathy and genuine connections in our work. After all, sales is not just about closing deals; it's about building relationships that matter. Stay safe, everyone 💜

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Amen to this. Senior leaders need to get involved in the details and understand the structural and operational issues in their organizations that lead to customer churn. You hold the power to improve the quality of your product and the value of your service - you're customer facing Sales and CSM teams do not.

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SDRs & AEs: Stop trying to validate your product / service with your prospects. Instead, look to validate the problem you know they might be running into based on your research and other customers similar to them. Apply this to every ounce of your approach and you might just see your conversion rates increase. Thank you for reading another one of Natoli's Nuggets!

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Sales managers should be empowering SDRs, not overwhelming them with misguided strategies and unrealistic goals.
 During my time as an SDR for a prominent company in Colombia, I learned firsthand how crucial effective leadership is to a team's success. Unfortunately, my experience was marked by overwhelming pressure from my boss, who set unrealistic goals and implemented a misguided strategy that left me feeling defeated. 
 Despite my dedication and hard work, the lack of support and understanding took a toll on my mental health, ultimately leading me to make the difficult decision to leave the company.
 This experience taught me the importance of having leaders who not only set achievable targets but also provide the right guidance and support to their team members. As I move forward in my career, I strive to ensure that my approach is always grounded in empathy, clear communication, and realistic expectations. It's vital for sales managers to recognize the impact their leadership can have on the mental well-being and overall performance of their team. Let's aim to uplift and empower our teams, rather than drowning them in unattainable goals and misguided strategies. #Leadership #Sales #MentalHealth #SupportYourTeam

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SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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Ready to be a Mixmax pro?!?! Join us today at 11am PDT! Whether you're an SDR, AE, or CSM... We're covering all the best practices to how you can be most successful with Mixmax! Not using Mixmax yet, but curious... This masterclass is also for you 👈

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As an AE... Please support your SDRs. Sometimes we are so pampered that we want every opp passed by an SDR to be perfect. By perfect, I mean... Perfect persona, perfect industry, perfect problem, defined budget and perfect timing! Nothing is perfect in this world, so why would you expect opportunities to be perfect as well? SDRs are doing their best to book demos and hit their numbers, but they are not perfect either. Don't be too quick to disqualify. We are supposed to be more experienced sellers. There's been soooo many times when a 'far from perfect' opportunity came my way from an SDR and I ended up closing them. Why? With the right questions, I uncovered real pain. With real pain, the right stakeholders are included. With real pain, budgets open up. And the SDR got their demo and I got my close! #sales

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If everyone on your team is playing their own tune, that’s going to result in a cacophony of chaos. You need the right conductor to make sure everyone on your team stays in sync. Enter Salesloft’s Revenue Orchestration Platform. It’s just what you need to ensure your go-to-market teams and buyers make the most beautiful music together.

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SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

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🚀 Salesforce: Powering SMB Success Salesforce empowers SMBs to compete effectively, improve efficiency, and drive sustainable growth. Are you ready to transform your business? Here's why you should: 1️⃣ Boost Customer Relationships: Track interactions, provide personalized support. 2️⃣ Data-Driven Decisions: Access real-time insights across operations. 3️⃣ Enhance Collaboration: Unite your team for better results. 4️⃣ Community Connection: Leverage local support for growth. 5️⃣ Scale with Ease: Adapt as your business grows. Ready to transform your business with AI and data innovations? Let's discuss your Salesforce journey! #Salesforce #SMB #BusinessGrowth #CRM #DigitalTransformation

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SDRs & BDRs sometimes have to play in Shitty Conditions 💩 🐌You’ll have slow lead days 🐌 🫠 questionable lists 🫠 🤞 or processes that feels like it was put together with duct tape and vibes🤞 So, how do you stand out? You figure it out. The top SDRs aren’t the ones who sit around waiting for perfect leads or a manager to hand them a magic playbook. They’re the ones who roll up their sleeves and get creative. 🔥 Leads not flowing in? That’s your cue to experiment. Try hitting up a new channel, tweaking your messaging, or diving into old leads to see who’s ready now. In the Subtle Art of Not Giving a Fuck - He calls this the "Do Something Principle" - just do something, if that doesn't work do something else. It will lead to something. And will always be more effective than doing nothing ⏰ Squeeze more from your day. Start 30 mins early or stay 30 mins late. Take your lunch off hour so you can try catch these people when you know there not in meetings. Follow up on leads the second they come in 📨. Send a creative email on the weekend while vegetating on the couch (yes, some people actually respond! 📆). The small stuff stacks up fast. 🥷 Steal!!! Picasso said "Good Artists Copy, Great Artists Steal". Look around your team, find the person who's killing it and watch them. Join calls, listen to the questions they ask, listen to how they open conversations, watch their body language. Then do that! Keep what feels good and works, drop the rest. The truth is, everyone’s going to deal with the same bad lead days, slow periods, or process headaches. What separates the top performers is how they respond. You can either sit there and complain 🥱—or you can get scrappy 💪, have some fun experimenting 🎨, and find ways to pull ahead 🏆. The SDRs who figure it out don’t just hit quota—they learn how to be indispensable. Managers notice. 👀 Teams notice. ✅ Future employers will notice 💼 On the flip side. - they all notice the reps who need all their problems solved for them as well 😳 #sdr #bdr #simpsonsfriday #DoSomethingPrinciple

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Day in the life of RevOps ⬇️ 🐶 7:53am → Wake up with positive affirmations ☕️ 7:55am → "Drink" coffee 👕 7:57am → Get dressed 👨‍💻 7:58am → Log on, more positive affirmations 😡 11:33am → Some random AE tells you how to do your job 🍽️ 3:41pm → Realize you haven't eaten lunch or breakfast 💬 3:43pm → "quick request" from VP of Sales 😀 4:29pm → best friends with Marketing after 1st call 😢 5:02pm → fetal position after 2nd call with Marketing 🪫 2:57am → call it a day . . . early What did I miss y'all? #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #sops #mops #csops #cxops #gtmops #alltheops

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You've seen the uptick in #hiring Account Executive, posts from Salesforce as we bring #Agentforce to market. Now what? I’m a former AE turned Sales Recruiter and in this video I share insider insights + tips on how to land a role on our Sales team 👀 -Why Salesforce + why we're growing (:30) -How to navigate our Careers site (1:27) -How our Sales team is structured, to know which role best mutually aligns (2:22) -What a Referral is and how to maximize one (5:55) Helpful? Feel free to share with your Network ➡️ Questions? Drop them below

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Webinars provide the best leads Just not to sales teams I have seen so many leads throughout my career since 2018 Here is the BDR Lifer hottest leads list This is a hierarchy of which leads you should reach out to first: 1. Already agreed to meet 2. Demo request 3. Contact Us 4. Conference lead 5. Cross and up sells 6. Lost opportunities 7. Referrals 8. You know the companys tech stack 9. Webinar 10. Content download 11. Intent 12. Cold lead Prioritizing the best leads to reach out to is key Protect your time and get more pipeline

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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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Enterprise is different, not harder. After leading mid-market SDRs and spending the past year with enterprise SDRs, I’ve noticed a few key differences. It takes different skills and a new set of challenges. Here are 8 Challenges SDRs Face moving from mid market to enterprise. 1️⃣ Longer Sales Cycles – Deals take longer to work through the cycle. 2️⃣ More Decision-Makers – You’ll need to navigate multiple people, more buyers. 3️⃣ Complex Organizations – Finding the right contact takes more effort. 4️⃣ Personalized Messaging – Generic emails won’t work. 5️⃣ Higher Expectations – Prospects expect you to understand their business. (Charlotte Johnson said it best, Understand their business and having a soft CTA should be the norm.) 6️⃣ Quality Over Quantity – Fewer, better-targeted outreach matters most. 7️⃣ Delayed Wins – Building trust takes time, messaging has to be conversational, not as quick as MM. Don’t go in for the kill right away. 8️⃣ Tough Competition – Breaking into accounts is hard. Other enterprise SDRs are competing for their time, how will you stand out? Enterprise requires patience, out of the box thinking and new skills. Whats the difference to you?

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How to source, and hire top SDR candidates: Here are my 3 takeaways from my conversation with Chris Ritson on how to build a High-Performing SDR Team (Part 2) on the SDR Game podcast: 1. Take Full Ownership of Hiring SDR leaders should manage the hiring process themselves, not just rely on talent acquisition teams. Be deeply involved in defining roles, interviewing, and decision-making. Regularly communicate with your recruitment team to keep candidate profiles and efforts aligned. 2. Use Strategic Sourcing Use both inbound and outbound strategies to gather a diverse and qualified candidate pool. Combine HR-optimized job postings with personal outreach to potential candidates from similar industries. Also, encourage referrals and network to connect with potential hires proactively. 3. Maintain a Strong Talent Pipeline Treat recruitment as an ongoing process, similar to a sales pipeline. Regularly interact with potential candidates, keep them informed about your company, and maintain a "hot list" of top prospects. Work closely with recruitment agencies to ensure they understand your needs and can attract high-quality candidates. --- Support and watch the episode: 1) Like this post! 2) Watch here: https://lnkd.in/dXnQPH_8

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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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