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Presentation is a sanitized version of one delivered to a specific company; budgets, specific marketing messages, and timeline implementation targets have been removed.
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In this presentation the cold calling process is explained by bifurcating the cold calling process into 6 segments with the relevant examples to make it more interesting.
The presentation is for education purpose only & the matter taken for preparing presentation was from Wikipedia & you tube.
To watch this presentation in video format: http://www.youtube.com/watch?v=FhOXQ0NkgTI
Generic presentation on how to establish an Inside Sales (telephone sales) department, including determining team objectives, development of Inside Sales team, adapting marketing messages to Inside Sales delivery, sales call process, and evaluation of both team and individual team members.
Presentation is a sanitized version of one delivered to a specific company; budgets, specific marketing messages, and timeline implementation targets have been removed.
The right team structure can unlock additional revenue today, without more people, marketing spend, or additional leads. Whether you call it sales development (SDR), business development (BDR), or lead qualification (LQ), building the team can accelerate revenue from both your inbound and outbound efforts. In this webinar, you’ll learn: How you can turn your inbound marketing leads into revenue growths, How you can improve your outbound/self-sourced sales leads, Best practices for building, measuring, incenting and equipping an SDR team that can unlock sales growth.
Whether your looking to build a new SDR team or optimize the team you already have, join Mike Plante and Tom Pilkington for this must-see webinar.
In this presentation the cold calling process is explained by bifurcating the cold calling process into 6 segments with the relevant examples to make it more interesting.
The presentation is for education purpose only & the matter taken for preparing presentation was from Wikipedia & you tube.
To watch this presentation in video format: http://www.youtube.com/watch?v=FhOXQ0NkgTI
A sales person is a tool to get your offering out to prospects and/or customers. It’s true we can control the offering and we can shape the message presented. But it’s the Sales person’s style, presentation and skills that will determine how the customer or prospect will feel about usIT’S NOT WHAT YOU SAY IT IS. IT’S HOW THEY SAY IT
Attitudes stem out of personalities of individuals and are the result of the choices they make. It is important for employees, particularly sales people, to have a positive mental attitude.
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Streamline your inbound sales efforts to maximize growth and scalability in your sales team. With the help of sales velocity you can increase your sales by over 140%.
Streamline your sales funnel - Syed Asad Hussain CallPage
Sales representatives quite often don’t focus on top of the pipeline, which leads to a “leaky bucket”. It results in good leads falling through the cracks.
- Learn how to improve your sales velocity.
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A sales person is a tool to get your offering out to prospects and/or customers. It’s true we can control the offering and we can shape the message presented. But it’s the Sales person’s style, presentation and skills that will determine how the customer or prospect will feel about usIT’S NOT WHAT YOU SAY IT IS. IT’S HOW THEY SAY IT
Attitudes stem out of personalities of individuals and are the result of the choices they make. It is important for employees, particularly sales people, to have a positive mental attitude.
The key to growth is winning more new business and the key to winning new customers is sales (with support from marketing of course). 3 key ideas to grow your business through Sales Performance Motivation
Streamline your inbound sales efforts to maximize growth and scalability in your sales team. With the help of sales velocity you can increase your sales by over 140%.
Streamline your sales funnel - Syed Asad Hussain CallPage
Sales representatives quite often don’t focus on top of the pipeline, which leads to a “leaky bucket”. It results in good leads falling through the cracks.
- Learn how to improve your sales velocity.
- Learn how to build a strong lead qualification process.
- Understand the buyer's journey.
Sales Webinar | Your 2014 Plan - Close This Performance GapAltify
Sales managers are the linch-pin of the sales organization. When sales management fails, sales fails. The TAS Group's Matt Close, EVP Sales, shines the light on the challenges facing front line sales managers, what that's costing sales organizations, and the insights this critical role needs to optimize Sales Performance Management. Your 2014 Plan hinges on getting this right.
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Veronika is co-founder and CEO of Demodesk, a sales meeting platform that coaches reps in real-time. Before she had her sales team, she had built the entire company from scratch and acquired the first 100 customers on her own. This session will delve into her key learnings from hiring, to onboarding, and to managing her remote sales team that is now 17 people.
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the fourth in a five part series. Part four explores lessons 6-12 from her book.
Are you tired of the endless unreturned phone calls/emails and prospects who seem to disappear? In this webinar, you will learn high impact sales strategies for creating new opportunities. This webinar will teach you how to create the most perfect follow-up voice and email messages to speed up sales and win more business.
TAS Smart Playbook helps you increase sales velocity for your sales team by applying repeatable winning sales playbooks based on intelligent industry templates and smart sales tools. And for sales managers it helps to increase visibility into team performance and manage sales forecast and pipeline risk.
These 3 areas are the key to your sales team’s success. As a sales leader, you can not hope to manage, guide, coach or even communicate in a meaningful manner without knowing precisely where each of your sales people stand in these categories.
This document will take you through each of the 3 G.A.P. areas in detail, but it is up to you, the sales leader, to make it digestible to your team. One idea that may take some explanation is the logical, not linear nature of this process. Setting big picture as well as day-to-day goals, establishing tangible targets and grander scale objectives, will take your guidance to explain the importance of all of the pieces that are needed to succeed.
Marketing communication plays a key role in startups defining their problem statement and their solution. In this presentation you can learn how to create your initial pitch for venture capital firms.
Business owners generally go into business because they are passionate about what they do, not because they are passionate about running a business. Yet in today’s economic climate, it is even more important to understand how to effectively manage the business in order to survive.
The Business Growth Masterclass series is designed for smaller businesses. Its cost effective masterclasses give you the chance to understand how a business works and how to grow your business by working smarter, not harder. It’s like getting the practical bits from an MBA at a fraction of the cost.
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Building Your Career as a Sales Dev Leader - What's Next?Tenbound
The Tenbound Sales Development Virtual Conference on March 23rd. Featuring the top minds in Sales Development, this Free event will focus on Sales Development Pipeline Leadership to help take your Sales Development team to the next level. Register today and get access to all Tenbound Virtual Conference Events for 2022!
As the only conference dedicated 100% to Sales Development, The Tenbound Sales Development Conference provides a unique opportunity to learn, grow, connect and move our practice forward. Pipeline Leaders, VPs, Directors and Managers of Sales Development, along with SDRs, Marketers, C-Level Execs, and VC’s converge for a day of learning and networking 100% focused on Sales Development with the top minds in our industry. Register today!
Sales Development Outsourced Survey 2022 Report Debrief Tenbound
The Tenbound Sales Development Virtual Conference on March 23rd. Featuring the top minds in Sales Development, this Free event will focus on Sales Development Pipeline Leadership to help take your Sales Development team to the next level. Register today and get access to all Tenbound Virtual Conference Events for 2022!
As the only conference dedicated 100% to Sales Development, The Tenbound Sales Development Conference provides a unique opportunity to learn, grow, connect and move our practice forward. Pipeline Leaders, VPs, Directors and Managers of Sales Development, along with SDRs, Marketers, C-Level Execs, and VC’s converge for a day of learning and networking 100% focused on Sales Development with the top minds in our industry. Register today!
Tenbound Sales Development Conference: March 23rd 2022 David Opening Kick-Off Tenbound
The Tenbound Sales Development Virtual Conference on March 23rd. Featuring the top minds in Sales Development, this Free event will focus on Sales Development Pipeline Leadership to help take your Sales Development team to the next level. Register today and get access to all Tenbound Virtual Conference Events for 2022!
As the only conference dedicated 100% to Sales Development, The Tenbound Sales Development Conference provides a unique opportunity to learn, grow, connect and move our practice forward. Pipeline Leaders, VPs, Directors and Managers of Sales Development, along with SDRs, Marketers, C-Level Execs, and VC’s converge for a day of learning and networking 100% focused on Sales Development with the top minds in our industry. Register today!
From the CEO to the SDR - How to Drive Revenue Alignment from the Top featuri...Tenbound
Learn directly from Brandon Bornancin as he shares the hidden secrets behind how his sales team at Seamless.AI books 450+ Appointments per day and how you can copy it in 10 minutes or less! He is going to pull back the curtain and explain EXACTLY how we train our team to make cold calls that convert into booked appointments.
The Ultimate Dynamic Duo: 3 Ways Sales Ops & Sales Development Can Drive Alig...Tenbound
Sales Ops is one of the most important functional partners for the high-performing SDR. Yet it often feels like these two departments are at odds. Rather than being the strategic key to unlocking pipelines, operators can often feel like the rule police, enforcing seemingly irrelevant policy and demanding hours of manual data entry that distract SDRs from what matters most -- prospecting.
This session is an exclusive opportunity to hear from Troy Kanter, one of the most prolific sales performance thought leaders today and Pete, Tenbound's client-consulting expert.
This interactive session will feature the TRUTHS your Sales Force should know and do something this year including:
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Doing things that scale was so 10 years ago. Today, cold emails and callings have never been less effective. As a manager, your team is missing out on opportunities if your reps aren’t experimenting with high effort campaigns. We’re going to show you how to do it right, why it’ll boost SDR morale, and give real-life examples of prospecting campaigns that turned into real opportunities.
How to Manage & Execute High Effort Prospecting Campaigns with Real Results
From SDR to AE: Becoming a Powerhouse Sales Professional
1. From SDR to AE:
Becoming a Powerhouse
Sales Professional
Michael Tuso
Director of Revenue Performance
Chili Piper
2. Who am I?
● SDR, AE, Manager, Director
● Trained 300+ salespeople, coach household name brand
companies, CEOs
● Grew CP rev 150%+ <1 year, 6x team headcount, 90% of SDRS
at quota
● Specialized in onboarding and “upboarding” as a manager
over the years
● Known most for bringing a modern approach to selling
● Featured in national publications, podcasts, webinars
3. Reality of Sales Development Today
● 35% of AEs hitting quota; estimated 57% of SDRs
● Prospects have more info than ever
● Sales hasn’t adapted, using same gut check strategies
of the past
● Too self focused
● Spray and pray
● Centralization of messaging and targeting
● Lack of specific coaching from management, b/c they
don’t know how to move forward
4. It gets even worse for AEs...
AE Failure Rate by # of Months
Tenure as an SDR
6. What it’s not
It’s not:
A lack of tech
A lack of knowledge on how to do a cold call or write an email
A lack of resources
A lack of will
7. So why are we sending messages like this?
Dear Bob,
I work for ABC Consulting. We specialize in helping you with getting more leads. We work with
companies like Tenbound, Chili Piper, and Airbnb.
Can we setup a 15 minute call to show you how it works?
Yours truly,
SDR
10. If you write an email like this please stop dead
in your tracks.
“I wanted to follow up”
“I want”
“Follow up”
“Touch base”
“Just…”
11. Path Forward
● end of centralized targeting and messaging
● implementation of thoughtful calendaring and call scoring
● specific, actionable feedback
● more scientific, less “gut check”
● everyone needs a coach
● microtheories, balanced personalization, and compelling
reasons for outreach
● much more thorough understanding of the selling role PRIOR
to becoming AE
What works today won’t work tomorrow.
12. How Chili Piper uses actionable tips to coach
SDRs into powerhouse sales reps
13. Mindset
You don’t accept status quo
You’re an “as me” person not a “to me”
You don’t owe anyone anything
You’re an adult (talk like one)
You’re an expert
You’re a driver
You’re in charge
You + your work really matters
14. Prospecting Process Scores
2 main components
1. Microtheory - what is the reason you’re reaching out to someone
a. In your ICP or CRM is no longer good enough
2. Content of message matches the theory
a. “Growing marketing team” is not good enough anymore
AKA - end to mass target, end to mass blasting, end to mass “CRMing”
Beginning of “what is my reason for reaching out to the person and how
do I align the message to that reason?”
Specificity is king.
24. In action - More Microtheories
Closed Lost Campaign
No Show List
Recent Funding
Targeted Lists (Best of, Top 100, Top 1000, etc)
Past customer has new job
Competitors of current customer base
(Micro) Industry specific
25. Call Scores
Who is doing this now?
Forces rep and manager awareness
Keep it simple
Do it as a routine
Top performers should be scoring the highest (if not re-evaluate system)
28. How to become an AE
hit quota repeatedly
own your mindset
be overprepared
29. Be over prepared - AKA Do the next job before
you HAVE TO
● Hit quota repeatedly over a specific period of time (6+ months)
● Passed email reply certification
● Passed VM certification
● Passed cold calling certification
● Passed personalization certification
● Passed objection certification
● Know sales process start to finish
● Assisted with new SDR onboarding 2x
● Listened to 10 AE calls, scored and submitted to SDR + AE manager
● 10 Mock demos with top 5% of AEs, SDR manager, AE manager, or Director
of Sales *Not <95% of AEs, SDRs, friends
● Went through AE product training
● Completed final demo test with SDR manager
● Set 5 opps for self in month to be promoted
● Final interview with VP of Sales + AE Manager
30. Tips once you actually start closing
My golden rule: don’t abandon prospecting (an opp a day is our rule of
thumb)
Opps * close rate * ASP = revenue
20 * .2 * 10,000 = $40,000
Self - sourcing = more at bats
more at bats = better conversion
better conversion = higher revenue
The best AEs create their own luck!
31. In Action - Tips once you actually start closing
Real conversation a month ago:
Me: “Amanda, we missed our goal this month b/c we didn’t self
source enough. Can we commit to 1 opp per day? Is that
manageable for you?”
Amanda: “Yes, absolutely.”
32.
33. Tips once you actually start closing
Most closers I’ve worked with run “product” demos not “sales” demos
One emotionally motivates - The other shows features
Drastic difference in close rates, income, overall ability to hit quota!
34. In Action - AE Call Scoring
Uncovering flaws in current state &
prompting the prospect to reveal their
problems. Drop Down Values 1-10
Checklist on how we can solve
each pain point. SELL SOLUTIONS
NOT FEATURES.
Drop Down Values 1-5
Who needs to be involved. What
is important to them. What
needs to happen. What can I
provide to get started.
Drop Down Values 1-10
35. Recap
Top SDRs:
● Score high on call scores (or are at least listening to them regularly)
● Great emails (Personalization + not taking no for an answer)
● Right targeting (microtheories)
● Consistency (calendaring, are aware of what they do all day)
● Right volume (not too much, or too little, just right)
● Right mindset
● Think long-term not just short term (curb the “I wanna be an AE!”
too fast)
37. How to reach me + HW
michael@chilipiper.com
Active on LinkedIn - (go ahead and practice personalization now)
Best personalized message to me (email or LI) -
Amazon Gift Card + Social Media Promo + I will take a demo
Send to me by EOD
39. Books to read
Fanatical prospecting - prospecting
The Way of the Wolf - general sales
Peak performance - optimal performance
Cold Calling Secret - cold calling
Never Split the Difference - closing
Presuasion - psychology of selling
Atomic Habits - consistency and habit formation
Leaders Eat Last - leadership
Extreme Ownership - leadership
SDR Playbook - SDR specific