Tara DiCristo-Schmitt’s Post

As we head into the new year and set new goals, KPIs have been at the top of my mind. For BDR leaders and teams, I think there are 3 areas to focus on when it comes to KPIs. I'll plan on sharing weekly, and I'd love to hear your thoughts! Part One: Do you and your team know which metrics drive success? Ask yourself: 🗣️ How many conversations does it take to set a meeting? ✉️ What does successful outreach (call, email, LinkedIn) look like? 💡 Do you understand the up-funnel activities that lead to hitting your goals? Understanding these metrics, and where to find them, gives reps confidence that they are doing outreach that matters and empowers them to own their success. What other metrics have you found that lead to success?

Ever had one of those “elevator pitch” moments? Throughout my career, I was always told to have my pitch ready for those unexpected opportunities to connect. On my last day at INBOUND (my very first one, by the way!), the elevator doors opened, and there he was... Jon Dick, SVP of Customer Success at HubSpot. Right in front of me. I paused for a moment and thought, “This is your chance, Thais! Say something!” 😂 Did I drop some game-changing insight? Not exactly. But I introduced myself, shared how much I was enjoying his content on LinkedIn, and mentioned that I was transitioning from Support to the Success department in just a few weeks. The point? You never know when a connection can happen. It’s about being authentic when those moments arise. Have you ever been caught in a conversation with a leader and wished you'd said something? What was the first thing that came to mind? #PersonalBranding #CustomerSuccess 

This evening, I found myself inspired (again) by a LI post sharing a recent blog article from Dan Tyre – a mentor, friend, HubSpot sales professor, and guide who has been instrumental in my growth and the growth of our team here at Growth. From HubSpot bootcamps, in-person INBOUND chats, micro-lessons, 1:1 training, and beyond, Dan has shown me what it means to be a leader worth following. Dan’s recent post was packed with the kind of wisdom that sticks with you. Here are a few takeaways that struck me: People first, always: Dan’s emphasis on kindness and respect isn't just about business etiquette; it’s about building genuine connections. It’s a reminder to lead with empathy and invest in relationships as much as results. Adaptability is key: In a world that’s always shifting, Dan’s reminder to embrace change and stay flexible is gold. It’s not about following trends for the sake of it but about keeping a mindset that’s open to growth, even if it means challenging your own status quo. Act with purpose: Success, as Dan puts it, is more than metrics. It’s about creating real value. His focus on meaningful work – the kind that aligns with both personal and professional goals – is a reminder to find purpose in what we do every day. It’s no exaggeration to say I aspire to embody Dan’s approach in my own career. His advice has been a guiding push in the direction I strive to be in, and I’m grateful for the chance to learn from him. If you’re not following Dan, I highly recommend it – there’s always something valuable to take away from his insights. Thank you, Dan, for setting the bar high and for your endless generosity in sharing your journey. To check out Dan's recent blog post that I'm referencing, I've got ya covered! https://hubs.la/Q02Y95T40 #Leadership #Mentorship #BusinessGrowth #Gratitude #Learning

💭 Sales Tip Wednesday! 💭 Celebrate the small wins: Acknowledge your efforts as well as the outcomes. Allow yourself to celebrate the small things, this can boost your morale when things aren't going as expected and help to motivate you further! #salestips #tipsandtricks #leadgeneration #marketresearch #leadgen

Leads are the key to unlocking growth. Let’s open some doors! 🔑📊 #LeadGeneration #BusinessGrowth #MarketingSuccess #QualityLeads #GrowYourBusiness

Agents, Listen Up! Let’s talk lead gen: the strategies that helped me close over $100 million in sales. If you’re serious about growth, pick at least one to master—ideally two or three. Start with social media. Yes, it’s heavy, and yes, it can feel like a job. But trust me, it’s worth the investment. Plan, schedule, and stick with it. Keep showing up, even when you need a breather. #LeadGen #RealEstateSuccess

Are You Following Up the Right Way? 📞 Following up isn’t just a task; it’s an art. How many times have you reached out to a lead once and then never again? Inconsistent follow-ups are a surefire way to lose potential business. Think about this: Are you providing value with each interaction? Are you showing that you understand their challenges and offering solutions tailored to their needs? Lead nurturing is about persistence, but it’s also about relevance. Don’t just follow up—follow through with value-driven communication that keeps your leads engaged. #SalesFollowUp #LeadManagement #BusinessGrowth

Are You Following Up the Right Way? 📞 Following up isn’t just a task; it’s an art. How many times have you reached out to a lead once and then never again? Inconsistent follow-ups are a surefire way to lose potential business. Think about this: Are you providing value with each interaction? Are you showing that you understand their challenges and offering solutions tailored to their needs? Lead nurturing is about persistence, but it’s also about relevance. Don’t just follow up—follow through with value-driven communication that keeps your leads engaged. #SalesFollowUp #LeadManagement #BusinessGrowth

So, here I am, following up with a prospect who (like many over December) said "come back to me in 2025". Back then, we'd swapped a few messages, I had a rough idea at what they did, and I’d suggested a quick chat to make sure I really understood their needs, and future plans. They weren’t quite ready for a call yet. Fair doos, time is money and all that. Fast forward to 2025, and I'm "circling back" (what a wanky phrase) to a few prospects who wanted to hang fire till 2025. "Hey, remember me?" Turns out, they'd already hired someone else to help with strategy and positioning, but wanted to book some time for the delivery. Fair play, I guess, something in the diary, and should count it as a win. However, here's the frustrating bit, they had assumed we only do lead gen. Assumed we couldn’t help a newly launched company with strategy, framing, and positioning, and thought we only did the execution side. We've all heard what they say about assumptions eh? In this scenario, they stopped the business from asking the right questions, having the right conversations, and seeing the real value someone might bring to the table. If I'd have pushed harder to get that call then who knows. Maybe they'd have known we do a hell of a lot more than lead gen. Lesson learned I guess, never let assumptions get in the way of understanding. Oh, and if you’re still assuming I only do lead gen? Drop me a message. Let’s clear that up. #BusinessStrategy #LeadGen #MarketingLessons