Chandler Wardlaw

🎉 The Winter Olympics are coming back to Utah in 2034! 🎉 And guess what? I just happen to live in Utah! 🏔️ Coincidence? I think not! 😉 Here's the fun part: The Winter Olympics need a RevOps superstar, and I just happen to be open to work. Sounds like a match made in snowy heaven, right? ❄️ Imagine this: It's a 10-year runway to land the coolest job ever (pun intended). Helping the Olympics run smoothly, from the slopes to the spreadsheets. Living the dream right in my backyard! So, if you’re reading this and happen to know someone who knows someone (you get the idea) involved with the 2034 Winter Olympics, let’s connect! ⛷️ Who wouldn’t want a RevOps guru who’s as passionate about efficiency as they are about hot cocoa and ski lifts? ☕🚡 P.S. Do you have any tips on how to make my LinkedIn post go viral? Asking for a friend. 😜 P.P.S. Repost this if you believe in dream jobs and serendipity. ♻️ Thank you! #WinterOlympics #Utah2034 #RevOps #OpenToWork #DreamJob #JobSearch #CareerGoals #Networking #Olympics2024 #SnowyHeaven #EfficiencyExpert #HotCocoa #SkiLifts #LinkedInTips #GoingViral #Serendipity

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Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

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Stop trying to "hack" sales. Perform good fundamentals combined with giving a damn about what your prospect is saying to you. What value you can create for your prospects is amazing when you do these two things. There's no easy way so stop trying to hack it. Just do the good work and the results will come. #enabled

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Inbound representatives convert existing demand into revenue. Outbound representatives create new demand. Inbound reps are tasked with disqualifying leads. Outbound reps focus on qualifying leads. There’s a significant difference between these roles: The approach to the job, The skills required, The mindset needed. Recruiting Account Executives from product based companies like Salesforce, Hubspot. Most of these hires, around 90%, were used to inbound and cross-selling approaches. For outbound Account Executive positions in a scaling company, this wasn’t ideal 🤦🏼‍♂️. I wouldn’t recommend it 😅.

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SDR's looking to level up in 2025? Powerlead and SDR Leader 1:1s are bringing you daily promotion tips from sales development leaders to help you secure that promotion in 2025!!. Tip #3 comes from Jill Bruno, Co-Head of Sales Development at AltiSales: Her promotion playbook includes: Perform tomorrow's job today - take on interviewing, mentoring, coaching, and training Document your impact on revenue and team culture Find both internal and external mentors Start career discussions early and ensure there's a clear promotion path 💡 Key takeaway: Don't wait for the title to start acting the part! #SDR #SalesDevelopment #Sales

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One of the biggest disconnects preventing an AEs ability to provide a world class buying experience to prospects is this ⬇️ No visibility of marketings influence on the prospects journey prior to their first call with Sales 👀 By the time and AE speaks to a prospect they may have… - Opted out of a marketing list ✉️ - Had zero dwell time on a number of display ads 😢 - Skipped by video ads on social channels 👀 - Been to an event 3 years ago 😱 BUT 🥊 If you ask any AE do they have this information prior to their meetings 🙃 The answer is NO 🛑 That’s why connecting Marketing and Sales is more important than ever before 😀 Stellar advice to any AE in SaaS is to spend time with your Marketing team. It should be part of all companies onboarding programmes tbh 😎

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In 2024 sales leaders are being asked to hit bigger targets with tighter budgets. On a macro level this can feel daunting, but if you boil it down team by team, rep by rep– the answer clearly sits in the efficiency and productivity of your rep’s day. And in order to drive that daily efficiency and productivity, you need to deeply understand the foundational systems + processes that actually allow your team to spend the bulk of their day talking to customers and prospects. If I’m a frontline manager or Dir of sales right now, I am revisiting this checklist quarterly to drive that efficiency and productivity within my teams: 1.) Revisit your deal cycle workflows and ensure your reps understand the ins and outs of the tooling and sales process. ↳They need to know how to navigate the sales methodology you use ↳They need a deep understanding of your CRM and entry and exit criteria for deal stages ↳They need to have clarity around forecasting expectations and how to keep their pipeline clean ^ All the logistics of getting the job done. 2.) Skills assessment/reinforcement and training around how to make sales conversations meaningful. ↳Revisit messaging and positioning ↳Regular objection handling practice ↳Understanding each persona, their problems and buyer signals that indicate it’s time to reach out to that specific prospect ↳Value, benefits, ROI, differentiation matters Fewer tools means less complexity. See where you can cut standalone tools and consolidate to more comprehensive and all-in-one tools (like Apollo) to give your reps a more centralized operating system and reduce the time spent navigating their tech stack. Simplicity will help your reps win. 💪🏼 The market and selling environment is changing rapidly. Your teams are growing and shifting constantly. These things should be top of mind and regularly revisited at the team and rep level to ensure they are as equipped and empowered to do what they do best (sell!) at all times. How often are you running enablement sessions with your team? Do you focus on process or skills more? #salesexcellence

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

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Sales folks especially SDRs and AEs I will tell you a hack about how to achieve more in less time ↓ "Start blocking your calendar thoughtfully and strategically every single day" Working out of whims & fancies and adhocism will not get you the desired result you aspire to achieve. You need to have a plan for your day even before starting the day. Every time you block your calendar make sure you block it for a single activity and you define what output you want to achieve out of this activity. Have a time block for at least Prospecting, Identifying new accounts, and Follow-ups on a daily basis, the rest you can block based on your roles and KRAs. Remember: "You cannot control time but you can surely control how you want to spend the time"

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You can take a high velocity seller and teach them to succeed enterprise sales, but you cannot take an enterprise seller and teach them to succeed in high velocity sales. Ask any sales leader who has tried…it doesn’t end well. [ok sure there are exceptions to every rule but...] It demands a distinct approach to building rapport. Success hinges on the first five seconds of contact. Every word matters, especially on calls where visual cues are absent. Any hesitation or uncertainty immediately damages credibility. Professional conduct takes precedence over personal connections. Unlike relationship-based selling, high-velocity sales require focused, value-driven interactions. The goal is demonstrating business value and problem-solving capability - not building friendships. Tone and delivery significantly impact success. Product knowledge translates directly into vocal confidence, helping reduce customer risk perception. Energy management is crucial. Reps must balance enthusiasm with professionalism. Too little energy suggests disinterest; too much appears desperate. A well-designed script serves as the foundation for success. It enables consistent, efficient delivery of value propositions while respecting the customer's time. In high-velocity sales, rapport building must be intentional and efficient. The key is delivering immediate value while maintaining unwavering professionalism throughout each interaction. One of the companies I invested in earlier this year Sellfire - is literally ON FIRE with growth right now and they wrote about this world here: https://lnkd.in/eknebTsQ

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What most teams use to scale sales teams: Tools, Process, Methodologies. What ACTUALLY scales sales teams: Team culture, Buyer language, Guiding Principles. I had a really fun conversation with Dannii Mathers on ‘The State of Sales Enablement’ podcast about how to use your call recording data to build a culture that scales. If you’re a fan of IKEA or Mark Cuban, it’s worth the 28 minute listen. (Sidenote: for some reason there’s a bunch of silence at the end of the episode, so if it looks like it’s 55 mins, just know it’s not that long).

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Property Managers/CAMs have lost all faith in Yelp & Google's reviews. If you're a commercial/HOA vendor in SoCal - we have the solution for this: discovervendors.com The 'Vendors' platform is built to protect good companies from unwarranted/fake reviews while making it easy for Managers to find the best vendor partners in their area. Only verified managers on our platform can leave reviews for companies they've worked. They can also easily send RFPs for any service they need in their properties/communities. Make the switch to the only review platform built for our industry, by our industry 🤙🏼

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In today's competitive tech industry, companies are coming up with innovative ways to attract and retain top talent. Verkada's executive team has introduced the "3-3-3" policy to foster collaboration and connection among its employees. Check out the link below to learn more about this exciting initiative. Hat's off to your team Verkada! #techindustry #innovation #collaboration #Verkada

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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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This Salesforce blog by Amber Armstrong (Oberg) is 💫 . Stat below but TL;DR: 86% of buyers want their goals understood but nearly 60% say sales reps don't understand them. SELLERS: if you take the time to understand your prospect's goals, you will win. Good old fashioned being a good human and working hard ALWAYS wins the day. Buyers demand personalization* 18. 86% of business buyers are more likely to buy if companies understand their goals. 19. But 59% say most sales reps don’t take the time to understand them. 20. 84% of business buyers expect sales reps to act as trusted advisors. 21. But 73% say most sales interactions feel transactional. *The data in this section comes from from the Salesforce State of the Connected Customer report.

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Under the leadership of CEO Scott Chancellor Aircall has unveiled Aircall Workspace, a powerful platform that brings new efficiency and intelligence to customer communication. By integrating advanced AI tools—like call summaries, sentiment analysis, and topic tagging—Aircall Workspace equips teams with real-time insights, ensuring that every customer interaction is seamless and impactful. For businesses across LATAM, Aircall Workspace offers a unique opportunity to elevate customer experiences while optimizing workflows. In a competitive market, combining AI-driven insights with human expertise is a distinct advantage. Companies like BREITLING are already seeing the benefits. As Kristof Desmedt BREITLING’s Global Contact Centre Manager, notes, Aircall Workspace allows their agents to respond faster and more effectively, delivering a smoother experience for customers. Tom Chen Aircall’s Chief Product Officer, highlights the flexibility of Aircall Workspace, which enables users to customize the platform to meet their specific needs. In LATAM, where responsiveness and accuracy are essential, this adaptability is a valuable asset. Aircall isn’t just a communication tool—it’s a strategic resource that unifies interactions and empowers businesses to make informed, customer-focused decisions. For companies aiming to strengthen relationships and streamline multi-channel communication, Aircall Workspace can transform how they connect with their LATAM audiences. UNTUCKit, Legalstart, OpenClassrooms, Caudalie, 1Password, Saint-Gobain, Air Caraïbes, SumUp, Adyen, Jayride, The Cookware Company, Global Shares, cmr | Cornerstone Medical Recruitment, Doctrine, Fixter, Blenders Eyewear, Factorial, Zeplug.

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#1 skill I’ve seen consistent across sales reps Is their ability to stay organized. It doesn’t mean unorganized reps can’t be successful, I know plenty that are. But a rep that can consistently execute a process will win a lot more often. This goes for: - Prospecting - Deals in early stages & follow up - Deal alignment with multiple stakeholders - Multi-threading - etc. Sadly, most deals are lost due to poor organization and follow up. My suggestion, take the thinking out of it as much as you can. Check out Boomerang who's solving this problem: https://lnkd.in/gmRveMqa

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Scaling isn’t about hiring more people. PEOPLE DON’T CREATE DEMAND. Sure, adding headcount looks like growth on paper. But without demand, they’re just added costs—not revenue drivers. Let’s think about this. How many of your reps are consistently hitting quota? Are you maximizing revenue per FTE? What’s happening with activity levels, pipeline health, win rates, and conversion rates? Is there room to optimize? And what about ACV and ARPU? Are you leaving money on the table? Could better automation, smarter AI, or streamlined processes shorten sales cycles? Is your tech stack doing its job, or just adding complexity? (Believe me, it happens). Can smaller customers self-serve via PLG? Is that even a possibility? How are your SDR-to-AE ratios? Is Customer Success stepping in early enough, or just post-sale? Please, please, please: answer those questions before you even think about adding headcount. But scaling isn’t just about zooming into the details. It’s also about stepping back to see the bigger picture. How’s your LTV:CAC ratio? Are your pricing and packaging strategies protecting margins—or eroding them? Is churn under control? How’s NRR? GRR? Are you capitalizing on upsells and cross-sells? Again, how much can you gain before adding costs? Then there’s the market. I know, I know, it's getting longer. But it's critical (and sometimes ignored). Are you nearing saturation? Is there room to grow, or is it time to explore new verticals or product lines? And let’s come back to demand. Really? Really. People don’t create it (yes, I’ve said it before—and spoiler alert—you’ll hear me say it again). Can your inbound-outbound engine scale? Is inbound strong enough to support growth, or are you overly reliant on outbound? Outbound isn’t getting any easier. Without the right balance, more reps just add noise—not results. Are you adding quality behind quantity at the top of the funnel? Is your messaging resonating with ICPs? Are marketing and sales truly aligned to convert intent into revenue? If you’re going upmarket, is your product-market fit proven? Is the whole company ready—not just GTM, but Product, Dev, and Ops? Scaling isn’t about throwing people at the problem. It’s about building a machine that works—and works well. Clear, repeatable processes. A documented, applied enablement strategy. Teams trained and empowered with the right tools and data. And the most important piece of the puzzle: people. They are (by far) your most important asset—but only if they’re set up for success. Diversity, creativity, and motivation within your team is what really drive results. Scaling isn’t just a numbers game; it’s a people game. Are you creating an environment where your team thrives? Beyond the slogan, are you? Fix what’s broken. Optimize what’s working. Empower your people. Then scale. Because scaling isn’t about more—it’s about better.

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I couldn't agree more with our CEO's insights on the broken state of revenue enablement. It's time for a paradigm shift, and I'm excited to share how Triple Session 3.0 is leading this change. We're not just fixing the system; we're redefining it. Ready to transform your revenue enablement? Hit me up and let's chat about how Triple Session 3.0 can give your sales game a serious upgrade. #RevenueEnablement #SalesInnovation #AIinSales #TripleSession

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