Scott Medlin

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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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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Absolutely! Sales leaders and reps are skilled, but they can't work miracles. Great technology, a solid sales process, and effective sales training can only do so much to increase conversion rates and overall revenue. Sometimes, the limitations may be due to a product or marketing issue. To achieve growth, it's essential to manage your expectations. If you want better results, you should consider adding proven marketing channels or improving the product you're asking your reps to sell.

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Gong moving crazy fast as usual giving the people what they want!! Don't want to create account handoff docs from SDR --> AEs, or AEs --> CSMs? ✅ Don't want to listen to 30 min calls to score disco calls? ✅ Don't want to leave Gmail to get full context into the accounts you're prospecting? ✅

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How most sellers approach cold calls: • Centered around their product • Talk about how their company is best-in-class • Their main objective is to book another meeting How great sellers approach cold calls: • Centered around problems of the persona • Ask questions to understand if they’re relevant • Main obj. is to see if another meeting makes sense

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Every seller I know is looking to elevate their game and win over C-suite executives. Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck.  Check out the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Me and Carson V. Heady talked about the most indispensable sales technology we used. If someone took one tool away from you… which one would be the one that makes you riot?! For me, it is Gong Why? Touches every part of the organization What’s yours? #sales #technology #tools

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☁️ Only 12% of sales leaders strongly believe their CRM delivers actionable insights ...an even more challenging stat .... 77% of sellers' time is spent on NON selling activities... like updating CRM 🤦‍♀️ 🫨 Find more insights like these from the just released ✨ ROAD TO REVENUE IN 2025 ✨ Hear the big bets revenue leaders are making next year and how they plan to win them with data from 1400+ organizations in Gong labs new report, The State of Revenue Growth 2025. Get your copy here: https://lnkd.in/ezy8VPX2

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Great points of conversation and a fascinating listen. Also big thanks to Danny Wasserman and Erich for the shout out! Thoughtful, insightful industry leaders and so humbled to be included in the convo, even for a small bit! Give it a listen! #salesAI #alwaysbeclosing #AI #sales #podcast #salespodcast

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Here's a little multi, single threading weapon. I'll send this a few days before a call with any new stakeholders. With 2 main goals: 1) Ask them if they want to learn anything 2) Get them lightly introduced via a Digital Sales Room 𝐄𝐱𝐚𝐦𝐩𝐥𝐞: "Hey Karen, Heard great things about you from working with Peter and excited to get your perspective on Gong for (title) this Friday! We plan to highlight _______. Anything else you want to ensure we work into the agenda? Highly recommend you check this out too: - Gong x Acme - Digital Sales Room Excited to meet! :) Brian" 𝐈𝐧 𝐭𝐡𝐚𝐭 𝐝𝐢𝐠𝐢𝐭𝐚𝐥 𝐬𝐚𝐥𝐞𝐬 𝐫𝐨𝐨𝐦, 𝐈'𝐥𝐥 𝐡𝐚𝐯𝐞 𝐚 𝐟𝐞𝐰 𝐫𝐞𝐬𝐨𝐮𝐫𝐜𝐞𝐬: - A short video - Our G2 Reviews - One relevant case study - Forrester report on the category Great way to warm them up before the first call. Anyone else do this? P.S. I used Aligned for Digital Sales Rooms. You can get started (for free) here: https://lnkd.in/gXU-BMTu 🦙🦙🦙

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If tomorrow's Retail Sales report were a car 👇🏻 Ugly. The number is supposed come in at - 0.2% after a 0.1% and 0.0% for May and April respectively. You know here at MMG, we continue to talk about Real Retail Sales - where you bump CPI against the reading. Inflation-adjusted retail sales shows we are simply paying more and not buying more...no bueno. The good news - bonds may like it as it pushed the economy more towards a contraction and amplifies a Sept Fed rate cut. Tabrasa Patrick Hennessy Karen Amecangelo #interestrates #mortgageadvisor #MMG #mortgage #economy

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Cali in Chaos 1. Regulated market sales continue to trend downward. 2. Tax delinquency has backed up to $1.3 billion 3. Hearing more reports of 90+ day receivable chasing 4. LA County YoY sales performance is atrocious, with Q3 cratering from $330 million to $270 million over the past year 5. Sadly, operating runway for many is short. Interestingly cultivation, manufacturing, and distro are best performing segments of many verticals, with more reports of retail struggling. While I must sound like a broken record, we need lower taxes and fees, greater access, and enforcement. While some larger ops are leveraging buying power, terms, access to capital, and more sophisticated operations to drive expansion, many others - including operators who have been at this a long time - are struggling. More than ever before folks need to focus on operating efficiency, customer engagement, and data driven decision making to eek out a bit more margin. While many applauded the cultivation tax elimination, retailers are set to shoulder even more of a burden in 2025. We must resist excise tax increases and open up California to retail shops. Thoughts? To what extinct will we see consolidation in 2025? Can smaller operators hang on and continue to support their families with cannabis? Much love, Jesse

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War Dogs is a perfect movie to convey why commerical sales reps should never, and I say NEVER Sell to the Federal government. That goes to any other salesperson who does not understand all the nuances which go into selling into the Federal government. It's easy for any regular salesperson to get tempted into selling into the government given a myopic focus on publicly available government budgets or budget ranges shared in the procurement process for products and services. A million dollars here, a million dollars there. One billion dollars here, a billion dollars there. Closing one or two deals will help you blow out your quota alone, yet the shady practices in commercial sales won't get you far in government sales. You can't schmooze your way into your customers' hearts or buy them lavish dinners. You can't source non-compliant products and/or services and sell them to your customers for cheaper than your competitor either! Although these commercial tricks don't work in Federal government sales, there are other tricks to the trade which make working sales in Federal government sales a skillset worth pursuing. I have been doing it for 14+ years and can never imagine going back to anything else. On a side note- Oh do I miss the simplier days of FedBizOps

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A quick tip for improving sales prospecting - clean your CRM data. Out of date and duplicate information is the biggest hurdle to sales team effectiveness. Your CRM has likely never been purged of inaccurate or duplicate info, which leads to: - Sending emails to the wrong people - Contacting people who no longer work at your organization - Confusing your lead routing technology - Preventing accurate reassignment of territories Now, instead of manually combing through your CRM, use tools built to address this specific problem. Technology can perform mass updates, remove duplicate records, and update existing CRM records with little human intervention. Healthcare companies can remove 10,000 duplicate CRM contacts in one go. This means sellers reach the right person more often and get inbound leads more quickly. How have you cleaned your CRM data?

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Taking a Chance: From Retail to Payments to Tech/ Software Two years ago, I decided to step away from a thriving career in retail to explore the dynamic world of payments, tech, and software. It wasn’t an easy decision, but I knew I needed to challenge myself and see what else I was capable of. The shift wasn’t just a career change—it was a mindset shift. Coming from retail, I relied on my ability to build relationships, solve problems, and create meaningful connections with customers. In payments and tech, I had to become a sponge, absorbing everything I could about this fast-paced industry. Every learning curve taught me resilience, adaptability, and a deeper understanding of how tech solutions could transform businesses. Now, in my role as Sales Director at ISP Rock, I see how this journey prepared me. From the hands-on experience in retail to navigating the complexities of payments and tech, each step shaped the skills and perspective I bring to the table today. Here are 3 reasons to never give up on change: Your Skills Will Surprise You – The strengths you’ve built in one industry can often be the foundation for success in another. Trust in what you bring to the table. Adaptability Is a Superpower – Change isn’t easy, but it sharpens your ability to think quickly, learn fast, and innovate. Those are skills that will always set you apart. The Best Rewards Come from Risk – Taking a leap into the unknown can be scary, but it also opens doors to opportunities and growth you’d never imagine staying in your comfort zone. Change is never easy, but it’s always worth it. Every new challenge is a chance to grow into the best version of yourself. If we aren't connected let's connect, love meeting new people and as I shared my story, let's hear your story.

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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How did ZoomInfo Copilot help Account Manager Dave Howell close a $195,000 deal? 🤔 From surfacing insights about customer sentiment and product interest to identifying a C-level decision-maker who helped seal the deal, Copilot empowered Dave with everything he needed to win his client's business. Watch the full story below. ⬇️ #ZoomInfoCopilot

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