👨‍🍳 Elric Legloire’s Post

🎙 🚨 NEW RUNWAY EPISODE OUT - TOPIC: INBOUND SALES! 😎 Building your first inbound sales team? Getting good inbound leads but not managing to close as many as you should? Need to scale your inbound sales team fast to capture all the demand? Then you should listen in to this one! This last episode of the Runway pod is a special one. I spoke with my friend and former boss, Deel's Director of Sales Development for EMEA, Matthew Thompson, about inbound sales, managing and scaling sales teams. After a series of roles building and re-building inside sales and inbound sales teams, smashing targets and creating tight-knit and high-performing team environments, Matt joined Deel as one of the first 200 employees and scaled their inbound sales team from 4 to 150+ people, representing 40% of all opportunities created by the whole organisation. There's no need in my network to explain the the rapid growth and significance of Deel in the tech startup world. But let's do it anyways 😅. Deel not only lets companies anywhere hire people anywhere (and more), but it's also a record-breaking startup growth story. It's the fastest-growins SaaS company in history. YC-backed, it grew from $1M ARR to $100M in only 20 months (it takes the median startup 33 months to reach just $1M ARR). As of 2024, Deel is at $500M ARR after only being founded 5 years ago! I absolutely had to chat with Matt about how he built Deel's inbound sales team for EMEA and best practices in managing sales teams, including incentives, gamification, competition and collaboration, and, of course, the human side. We also touched briefly on sales technology and AI. Ready to close all that inbound? Listen in, links in the comments!

Stop routing leads to Sales! You can't afford to burn interest - especially in a downturn. In today's video podcast episode you'll learn how you can convert leads instead. 🟢 Fact 1: Sales reps will always complain about leads. Either because they get too few or that most of them are unqualified. It might as well be in our job description. 🟢 Fact 2: Most "leads" aren't even leads at all but still contacts. It's great that you've captured that first bit of interest, but if you're transitioning straight into a sales pitch you'll lose them and all that demand gen effort was wasted. Not to mention having to deal with wrath of the Sales team for wasting their time! 💡You have to warm up these contacts first. - But how how do you know who's a lead and who's a contact? - What can you do to warm up these leads? - And when do you know they're hot enough to MQL and be handed over to sales? That's why Emi Agg from Do it right marketing is sharing her insights on how to qualify, nurture, and route leads internally. Emi is a Global Growth Marketer with over ten years of experience. She’s worked at startups, but also at global brands, such as LinkedIn, Orange, and Nokia. 💡 And today you'll get to hear insights that help you improve the lead quality that makes its way to the Sales team. 🎥 Video contents: 00:00 Introduction 01:28 Why shouldn't you route leads straight to Sales? 04:20 What counts as a lead in the first place? 06:02 How do you balance lead nurturing and feeding Sales? 04:52 How can you make sure you have ROI on the event? 09:50 When is the right time to MQL a lead? 14:00 What to do if Sales reps prefer different type of leads? 20:50 How do you get started with lead routing? 26:33 What does a typical lead journey look like? 29:55 Three main takeaways 💡 Video goes live today at 3pm CET on the Viktor From Sales YT channel🚀 #Qualification #LeadManagement #SaaS

Unlock the full potential of lead generation with insights from Trina Dunham, Senior Leader of Customer Success at Red Hat, on our latest podcast episode. Discover how integrating Customer Success into your lead gen strategy can transform it from a solitary task to a thriving, cross-departmental engine driving millions in revenue. Don't miss out on valuable strategies that could redefine your approach to generating leads and enhancing customer loyalty. Click here to listen and learn how to make your lead generation a collective success: https://bit.ly/48flXSx #businesspodcast #podcastepisode #businesstools #businessinsights #generatingleads #leadgeneration

“If it's not used by the rep, it has no value.” That’s Kimberly Dieter, SVP of Sales, Americas at HubSpot. Incredible lessons in business decision-making, team building, and the technologies that enable leading sales orgs in the latest episode of Common Room's Go-to-market mavericks series. We discussed how over the last 20 years, a lot of revtech software has ended up sitting on the shelf. Especially in the age of AI. It’s all too easy to get sidetracked and saturated. That’s why Kimberly has a set of non-negotiables when purchasing new tech: 🥧 Ease of use - The software must be super easy to grok. - If reps can’t pick it up right away, it’ll be just another unused SKU. 🏃♀️ Time to value - Whatever the software is promising—more pipeline, faster deal cycles, etc.—it must deliver quickly. - Revenue leaders are trying to simplify their stacks, not complicate them. Results need to be immediate to justify a new addition. 🧩 Stack/process compatibility - Software that doesn’t easily integrate with existing tools and processes doesn’t stand a chance. - If tooling isn’t easily embedded across workstreams, reps will stick with the status quo. 👆 That last one is especially important when thinking about AI. Every revenue leader I talk to is eager to improve efficiency and growth with AI—they’re just not always sure how. Kimberly’s take? It can’t just be some separate tool that sits outside your stack and is used by a subset of employees. It has to be integrated into your entire team’s day-to-day workflows. This is just a taste of what we talked about. We dug into the evolution of the sales role, how the team at HubSpot is seeing real gains with AI every day, and lots more. I highly recommend giving the whole thing a listen: https://lnkd.in/gZhd_t7u And if you want to dive into actionable takeaways from other GTM luminaries, give the Go-to-market mavericks podcast a listen on Spotify or Apple Podcasts. Thanks for the insights, Kimberly! Until next time.

Is your sales process as creative as your product development? In a fascinating conversation with Jessica Watts, an ex-SaaS Sales VP of a $70MM HR Tech company turned Agency Co-Founder and now a Free Agent Advisor for early-stage founders, we uncover invaluable insights for refining sales strategies. Jessica's unique journey and deep expertise make this discussion a must-watch for anyone involved in sales. In this clip, we draw intriguing parallels between the sales process and custom software development, stressing the importance of identifying problems and solutions before engaging prospects. Jessica highlights that sales isn't just about conversations but also about building target lists and understanding problem statements. We discuss the common pitfall of organizations focusing too much on optimizing processes without addressing the right problems. While product development is often seen as a creative endeavor, sales tends to prioritize metrics like ROI and efficiency. Jessica emphasizes the need for deriving better insights to build effective prospect lists, injecting a much-needed creative perspective into sales. Catch the full episode where we delve into the transformative role of technology and AI in the sales process. We explore the shift from physical to virtual sales interactions, the strategic use of tools like Salesforce and Outreach, and the complexities of aligning these tools with organizational needs. Our covers the potential and limitations of automating sales processes, the emotional nuances of sales, and the common misalignment between company messaging and customer expectations. We also discuss the value of direct customer engagement to better understand their needs and craft more effective sales messages. Full episode link in bio! Sales is more than just metrics and efficiency; it's about creativity, understanding your customers, and addressing the right problems. By integrating a creative approach into your sales process, you can drive more meaningful and successful engagements. #TheLongGame #SalesStrategy #AIinSales #Podcast #Leadership #CustomerEngagement #InnovationInSales

Four years ago, as an SDR, I made a huge mistake: I didn't document my success (enough) Because I focused on results, not records. I didn't save screenshots of email responses or cold call recordings that led to meetings, or my playbook. Sure, I documented everything for my team, but when I left the company, all that proof was gone. A couple of weeks ago, I reached out to you all for feedback and got some interesting responses that asked for proof of my strategies—images, screenshots, tangible evidence. Honestly, it stung a bit. But I get it. As the founder of Mindful Selling, a platform rooted in sharing effective sales strategies, I find myself constantly asked for proof. It's frustrating, digging through old conversations for screenshots to validate my experience. My recent post about landing a meeting with the CEO of Paddle on Instagram blew up, but it left me disheartened. It showed me what people truly value: visual proof, payslips, tangible evidence. But now I’ve come to realize the most compelling proof isn't in screenshots—it's in people. The ones who have worked with me, the clients who have bought from me. Their experiences are the true testament to my journey. So, I’m turning to them. Mindful Selling Podcast will now serve as my living proof. I’m bringing on those who know my work firsthand—colleagues, clients, people who’ve seen the strategies in action. No secrets. Just real stories, real people, real proof. Stay tuned. The best validation is yet to come. P.S: Follow Mindful Selling for future updates.

Loved this Podcast🎙 on MarketingProfs by George B. Thomas who interviewed Owen Richards on the keys behind #salesenablement. My takeaways: 1️⃣ Sales Enablement comes in two forms: classic sales training and investment in your reps, and the supportive content and collateral by the marketing team. 2️⃣ ^^ Both are critical to success...especially if you're a sales-led org. 3️⃣ Empathy is required for marketing to understand what content will be most effective for the sales process. They need to sit in or listen to sales calls, hear the objections and conversations. Not only will this help marketing understand the sales process a bit better, they might even connect some dots on the needs of sales. Trust me, sales people aren't the best at adequately describing the resources that they need! https://lnkd.in/gMtdDtRb

If you’re in sales and not following Sales Gravy | Sell More , you’re missing out! This last podcast was full actionable advice. https://lnkd.in/ge_5SANz #sales #selling #salesmanager #sdr #consulting #revops #crm #salesforce #zoho

Ready to revolutionize your sales strategy? It's time to make three game-changing bets to keep you ahead of the competition. First, embrace customer-centric selling. It’s not about pitching products; it's about listening to your customers and solving their real problems. This approach is crucial for thriving in enterprise sales. Next, treat sales enablement as a strategic investment. Equip your team with the best tools, continuous training, and deep insights. This investment in revenue enablement builds the business acumen and financial acumen your team needs to drive growth. Finally, adopt insight-led selling. Do your homework, understand your customer’s industry and pain points, and offer valuable insights. This strategic approach will set you apart and ensure long-term success. Discover more about these transformative strategies by listening to the latest episode of The Cringe podcast and grabbing a copy of Stephen Timme’s new book, "Seven Steps to Building a Customer-First Revenue Organization." Transform your sales approach and dominate your market. #SalesStrategy #EnterpriseSales #SalesEnablement #RevenueEnablement #BusinessAcumen #FinancialAcumen #SalesTraining #BeReady #FinListics https://hubs.li/Q02DW9h40?

Are you a SaaS sales leader or AE looking to stay ahead of the curve? Join us on TechTalks (link in the comment section - will announce here on Linkedin once every new episode is being released!), where we dive deep into the strategies driving success in the fast-paced world of SaaS sales. Let's connect > > Stephanie Lam ↗️ 蓝梦云 ! Turn on the bell if you don't want to miss out every new episode! Check out Cleve.ai if you want to build your personal brand online! No excuse - only action and Cleve is making it at least 10X easier for you to keep your momentum going! Interested to train your team to start building their personal branding online > > Let's discuss in the DM ! We're organising Cleve-powered Personal Branding Workshops for sales professionals, consultants, SaaS aes that want to expand their reach online, build trust effectively and strategically build their personal branding to fill up their sales pipeline. DM to discuss before we get fully booked for the year! Want to win in 2025? start building now :) What to expect from Techtalks: Insights from top SaaS founders, Tech growth leaders and sales leaders Actionable tips to boost your sales performance Latest trends and tools in the SaaS industry Our 2nd episode drops next week! P/s: can also subscribe to TechTalks on youtube. #SaaSSales #PodcastLaunch #TechTalks #SalesStrategy