Nicholas Zubek

💼 Applying for a sales role? Here's my insider tip to stand out: 🔑 Focus on metrics! Hiring managers want to know your impact. Share your quota, deals closed, and % to goal. Numbers tell the story in sales!

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MSP Revenue Secrets Episode 5 is 1 Day Away… When Joe Rojas told me this it blew my mind and if you want to get anywhere near this level… This is a MUST LISTEN.

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85% of SDRs I’ve interviewed fail in the first 3 questions: 1. Company Knowledge – 50% drop (see previous post) 2. Process Explanation – Another 25% gone (see previous post) 3. Performer / Hopper – Another 10% (see previous post) Now, before we even dive into question no.4, let’s address something that really shouldn’t still be an issue in 2024—but it is. According to our data, this is the fourth biggest reason SDRs fail in interviews: basic appearance and setup on calls. And yet, we’re still seeing this: – Camera setup – Forehead-only views. – Background – Cluttered rooms or random people passing by? No thanks. – Clothes – Pajamas or wrinkled tees. At least try to look like you’re awake. – Mic quality – Muffled, echo-filled audio. Unprofessional. Yes, remote work is great. But respect for the client? Non-negotiable. As the first face clients see, SDRs are the company’s front line. So show up prepared: adjust your camera, tidy up the background, and dress the part. DM me if you want SDRs who make a positive impression before they’ve even said a word.

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📈 One of the biggest challenges sales recruiters face? Finding sales pros who aren’t just great at selling products but also at selling themselves during interviews. My advice to candidates? ✔ Be prepared to talk about your metrics ✔ Share how you’ve solved client problems ✔ Show your passion for building relationships Are you ready to sell yourself? #NowHiring #JobSearchTips #CareerOpportunities #WorkInSales #SalesRoles #JobOpenings

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Hey Sales Leaders - your sales reps don't want to be automated... they want to be coached. The data has shown time and time again... the majority of your replies come from the minority of the emails you send. It's the +80% personalized emails. It's the 1 offs. NOT the "scaled" attempts Teach your reps so they can thoughtfully grow in the role.

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Your SDR just quit. Your Sales Engineer is overwhelmed. Your CRO is underperforming. Pick one to fix first." TRICK QUESTION. ⚠️ Here's why this mindset is killing automation & manufacturing companies: Your sales ecosystem is interconnected. Fixing one piece while ignoring the others is like changing one tire on a misaligned car. We just helped a $50M automation company rebuild its entire sales organization in 90 days: • 2 SDRs • 3 Sales Engineers • 1 Sales Leader ALL passive candidates....ALL President's Club-level talent. #salesleadership #automation #manufacturing #hiring"

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How tech companies be hiring salespeople. Want to hire the best reps? Put this info in the description: 1. OTE 2. Base Salary 3. Quota Attainment If you put those 3 things in a job description = great talent will come. As for sales reps, please don’t jump on the offer when you see the nice OTE. Get in touch with reps from the hiring company and ask about these 3 things: 1. % of reps who hit the quota 2. Their Sales Tech Stack 3. Promotion plan OTE ≠ Salary. Be strategic. PS. “hiring rockstars”? Chill... You’re just running B2B SaaS.

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Junior AEs: Take your time. SMB reps want to move to Enterprise ASAP. The benefits are obvious: Higher base Fewer deals to hit quota More support from SE & SDR Handful of customers rather than 100+ Close deals that your CEO will know about It's a no-brainer right? Sort of, but moving too soon can damage your career. Here's how it plays out: Top-performing SMB AE has never missed quota On $100k base but earns over $300k every year Gets offered an Enterprise gig. Doubles salary Put into a stone-cold patch with no support Works their arse off for 12-18 months Earns half what they earned before Decides to leave Rinse & repeat Your CV with solid tenure now has 3 short jumps on it. Now you are labelled a “job hopper”. Before you think I'm anti-Enterprise - it can be amazing. But a few more years in SMB is not holding back your career. The grass isn’t always greener. Take your time. #saasrecruitment #techsales #gotomarket

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The Oilers Lost the Stanley Cup - Here's What I Learned About B2B Sales Last night, the Oilers dashed my dreams faster than a client saying, "We'll get back to you." As I sat there in despair, refreshing the live score on my phone, I realized this loss was a goldmine of B2B sales wisdom. Here’s what the Oilers taught me: Preparation is Overrated: The Oilers trained all season, and look where it got them. So why bother with sales prep? Just wing it and hope for the best. Maybe wear your lucky socks. 🧦 Blame Game: When the Oilers miss a goal, they blame the refs, the ice, or Mercury in retrograde. If a deal falls through, clearly it’s the client's fault for not understanding your genius. 🤷‍♂️ Empty Promises: Like the Oilers promising a Stanley Cup win, always promise the moon. Can you deliver it? Who cares? Just dazzle them with your confidence and shiny brochures. Celebrating Mediocrity: The Oilers celebrated every tiny win like it was the cup. You made one cold call today? Treat yourself to a steak dinner! 🥩 Ignoring the Obvious: The Oilers kept missing the puck. In sales, if a client says they have no budget, just keep pitching. They’ll come around... or not. Fanatical Optimism: Oilers fans always say, “There’s always next year!” In sales, when you lose a deal, just tell yourself, “There’s always another sucker—I mean, client.” So here’s to the Oilers, for showing us that even in the face of crushing defeat, there’s always a lesson in satire. Now, who’s up for some ice cream and a good cry? #GoOilers #B2BSales #SalesSatire #StanleyCup #OptimismInDefeat

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Why Speed Matters! In today’s competitive market, top SaaS sales candidates are off the market in just 10 days. Yet many companies still take months to hire. How fast is your hiring process? Let’s talk about strategies to move quickly without compromising quality. Message me for insights!

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Modern Sellers DON'T: ❌ Spend their day making hundreds of calls. ❌ Abandon accounts after a single attempt. ❌ Chase high activity without strategy. ❌ Focus on quantity over impact. ❌ Grumble about their manager's expectations. ❌ Blame the lack of leads on marketing. ❌ Skip dedicated time for prospecting. ❌ Blast out mass, impersonal emails. ❌ Agree with every objection just to please. ❌ Use cookie-cutter emails with zero personalization. WHAT THEY DO: 🗸 Follow up consistently (at least 3 times before moving on). 🗸 Craft personalized messages that speak to the prospect's needs. 🗸 Research thoroughly to understand their target's challenges. 🗸 Send 15-30 meaningful, targeted emails each day. 🗸 Focus on quality of outreach, not sheer volume. 🗸 Manage fewer accounts but with more intention. 🗸 Master discovery calls and demos with confidence. 🗸 Make 25-30 well-thought-out calls daily. 🗸 Build genuine relationships that last. 🗸 Hone their negotiation skills for better outcomes. REMEMBER: → It’s not about just doing "more" because you need to! → Sending more emails, making more calls, or rushing through deals doesn’t guarantee success. That’s the biggest misconception in sales! → More doesn’t mean better → Working smart beats working more. In the end, less really is more! ------------------------------- P.S. When else can you add to this? Let’s make it happen! #resourcinHub #rposervices #talentsourcing #cvsourcing #resourcer #marketmapping #headhunting #leadgeneration #rpo #applicanttrackingsystem #crm #cvformatting

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Your SDRs deserve better 1:1s. And so do you. If your 1:1s feel like glorified status updates—or worse, just another box to tick—it’s time to rethink them. 🚀 When done right, a 1:1 isn’t just a meeting. It’s a game-changer. Reps leave with clarity, confidence, and focus. Managers walk away knowing exactly how to support their team. School of SDR is proud to Introducing: 1:1s That Don’t Suck – A Guide for SDR Leaders This guide breaks down: ✅ How to structure impactful 1:1s ✅ The biggest pitfalls to avoid ✅ Simple strategies to drive accountability, coaching, and growth Your SDRs are the frontline of your revenue engine. Make every 1:1 count. 👉 Download the guide in the comments Attn: All SDRs, We are full for our January Cohort. If you are looking to enroll for the cohort that starts in February, head over to our website or book a time to speak with one of the mentors right away. #SalesLeadership #SDR #SalesCoaching #SalesDevelopment

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I had a really rough last two months from a pipe-gen perspective. Like... abysmal. Here are some of my metrics: Cold Calls: May 1 - Today ◦ I made 635 cold calls ◦ I only had 10 connects ◦ 3 of which hung up immediately ◦ 2 of which were the wrong number ◦ 2 of which I really botched the cold call ◦ 3 of which I turned into booked meetings 3 meetings out of 635 dials is simply not going to cut it. Cold Emails: May 1 - Today ◦ 251 cold emails sent ◦ 60.2% Open rate (this is a highlight) ◦ Only 3 meetings booked through cold email 3 meetings out of 251 emails is also simply not going to cut it. Gifts: May 1 - Today ◦ 4 Gifts Sent ◦ 4 Replies ◦ One gift was for an open deal that closed ◦ One gift successfully revived a closed lost opp ◦ One gift led to a net new meeting ◦ One gift led to the prospect calling me creepy and not so politely asking me to never reach out to them again 3 positive outcomes from 4 gifts sent... that works for me. So here is my plan for Q3 ◦ I am going to double down on gift sending (at least 8 per month) ◦ I am going to start testing out more personalized videos via Linkedin DM ◦ I am going to start sending a few texts here and there ◦ I am going to continue to try and think of nontraditional ways to break through because those cold call and cold email stats are alarming Anything else that is working for people?

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I absolutely agree with this perspective! Sales shouldn't be about pushing a pitch but about fostering genuine connections and building trust. When we approach conversations with an open mind, focus on listening, and aim to understand others without an agenda, we naturally create value and long-lasting relationships. The true art of selling lies in being a trusted advisor, not just a salesperson. Let's make sales more about relationships and referrals!

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You make a cold call... Prospect says "I'm not interested" at the top of the call. Now you have two options: - 1. You can either treat this as an 'objection' - where you take the words literally & say something along the lines of... "You don't even know what it's about yet - so can I just quickly explain?" Which will likely get their back up even more... Or 2. You treat it for what it is - most likely a knee-jerk reaction to an unsolicited call, where it serves to get rid of you. The prospect's amygdala (reptilian brain) has kicked in. It's a classic fight or flight response to protect them from a perceived threat - in this case that you'll either take up too much of their time or talk them into something they don't want. So we need a response that deals with this reality, something like... "Of course - I know I've caught you off guard a bit this morning. Before we hang up mind me asking, is this just the worst possible time, was my intro that bad, or do you simply hate cold calls?" Now sit back & let them respond. 9/10 you'll get something closer to the truth - because you've labelled the situation & given them a few options. You've also made yourself human through honesty & vulnerability, which people almost always respond positively to. So the next time you hear any of the following... "I'm in a meeting." "Send me an email." "I'm good thanks." "We already have a supplier." "Call me in 6 months." "Where did you get this number?!" "I'm a bit busy right now." Etc. Know what you're dealing with - namely that these are not 'objections' but usually fall into: smokescreens, rebuffs, questions or statements. Want more like this? Cover all bases to 12 of the most common cold call 'objections' with 50 responses by clicking on the link below... For £30 never become tongue tied again. https://lnkd.in/ey3uSjmb #sales #coldcall

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If you're in a sales slump you need to change your perspective The 2 fastest ways to change your perspective are: 1: Surround yourself with new people 2: Get yourself new education We get complacent and stuck in our way of doing things. To break out, talk to new people who are finding success and learn new skills that you can apply. These are the fastest ways to get out of a sales slump. If you want to meet other life science sales reps who are having success or need new sales skills/training, come join Succession.

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HIRING NOW: ENTERPRISE & COMMERCIAL AE - SaaS - Automation - $ALES & MARKETING account signals and insights SaaS tool 💸 Commercial Account Executive: $125k base 50/50 split - $1m quota 💸 Enterprise Account Executive: $150k base 50/50 split- $1.2m quota Actual inbound leads - $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs are responsible for renewal #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org of less than 200 employees - selling a complex solution - ideal experience selling into #gtm #salesleaders or desire to Selling into other SaaS orgs! work with clients like GitLab Notion MongoDB and MORE - providing insights on how their #gtm can do more with less, and make more $$ In a world of tech, where everything is connected it is more possible than ever before to build connections between your current clients, and your ideal prospects This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent - $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. An ideal rep understands sales strategies including #productledgrowth and #productledsales MUST BE HUNGRY, LOVE BUILDING PROCESSES and have experience working in a startup get on my schedule! 206 747 9724 #accountexecutive #commercialaccountexecutive #enterpriseaccountexecutive #gtmsaas #gtmsales #salesjobs #salescareers #bestfootforward #softwaresales #saassales #salesdevelopment

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Over the past 4 years I’ve built sales teams that have generated over $200M in revenue. I compacted the previous 4 years into 60 minutes of actionable content that can help your business before the end of the year.

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