Jackson Klein

I'm reallllyyyyyyyyyy passionate about outbound sequences/cadences. Sell Better recently hosted me on their show with Alex Newmann and James "Saywhatsales" Buckley to chat about creating successful sequences/cadences. If you want to learn some of my tips, tricks, and opinions on how to write an effective candence with higher reply rates, check out: https://lnkd.in/dzBgyhp6 After tuning in, let me know your thoughts! #sequence #cadence #outbound #outboundsales #sales #ae #bdr #sdr #salesdevelopment #salestips #tips #tipsandtricks

29

4 Comments

The Rippling x Employee Navigator integration is live!! Brokers and consultants can now enjoy both their preferred benefits admin and the power of Rippling’s platform. This integration allows real-time syncing of demographic and payroll data between Rippling’s Payroll/HRIS and Employee Navigator...no more need for manual data entry. With this integration: ⌾ New hires and terminations instantly sync from Rippling to Employee Navigator. ⌾ Benefits elections and changes instantly update payroll. ⌾ SSO between Employee Navigator and Rippling saves time.

7

Outbound Sequences can do more harm than good for SDRs. (I think when used appropriately, they can be a massive help, but most teams use & abuse them -- completely missing the point of them & wonder why they can't land in the primary inbox & get no responses) I think the days of the traditional 27 day sequence are over. We need change. Most tasks get long overdue anyway and end up not being completed. Here's the issue with them: Often, SDRs are reactive to their sequences/cadences... When in reality, you should be pro-active. Let me explain: Imagine you send your first initial email and it gets opened 5+ times. Or you send a LI connect request and they accept it + look at your profile. Most SDRs will move onto their next task and ignore the intent signal. Instead, use prospect engagement as a way to be more pro-active. IE: do not wait 3 days from the day you sent your first email if there's a ton of engagement. Try calling them same day, bumping your email the next day and throwing a connect request on LI. You should try and switch your messaging up based on prospect engagement, too. IE: your cold call opener should be different for someone who has accepted your LI request + looked at your profile / opened your email a bunch vs someone who hasn't engaged at all. Be the quarterback of your sequences.. Don't let them control you! Second issue: most sequences end up piling up overdue tasks.. This is because sequences have way too many steps. If you liked this, I share 1 free outbound prospecting tip that 4200+ SDRs and AEs read every week. https://lnkd.in/e2cJkJqr

108

38 Comments

A commonly overlooked cause of missing sales targets: Failing to account for AE ramp and turnover in sales capacity planning. I see this happen at companies at every growth stage—from Series A to Enterprise. To illustrate how AE ramp and turnover impact sales capacity, let's look at this math example based on a generic Enterprise sales team of 10 AEs. To keep it simple, we're only looking at AE sales capacity here; we're ignoring quota capacity and sales productivity for now. Assumptions: - 8 existing AE roles; 2 newly created AE roles - 2 months AE recruiting/hiring timeframe - 6 months AE ramp to 100% capacity - 25% AE turnover during the year Individual AE roles: AE1: Tenured rep at 100% capacity AE2: Leaves in April; backfill joins in July AE3: Tenured rep at 100% capacity AE4: Leaves in January; backfill joins in April AE5: Tenured rep at 100% capacity AE6: Left in the prior year; backfill joins in February AE7: Leaves in June; backfill joins in September AE8: Tenured rep at 100% capacity AE9: Newly created position, joins in March AE10: Newly created position, delayed start in July Three things that jump out: - The entire AE team is at 70% average sales capacity for the year (see bottom right corner of the chart) - An AE departure cuts the role's annual sales capacity nearly in half (from 100% to 54%) - This AE team is under 100% capacity during every month of the year (bottom row in the chart) Does your company track sales capacity? How do you account for AE ramp and turnover on your sales team? Do you analyze ramp and turnover overall or by segment? What data do you use? How is the data gathered? Who gathers it? How often do you refresh it? Do you account for changes in GTM strategy, sales cycles, deal sizes, sales processes, etc.? #CFO #CRO #CMO #CCO #RevOps #RevenueOperations #SalesOps #GTM #Finance #RevenuePlanning #RevenueForecasting #Marketing #CustomerSuccess #SalesQuotas #SalesTerritories #SalesProcess #CapacityPlanning #ResourceAllocation #VentureCapital #PrivateEquity #StrategicFinance #FPandA

34

5 Comments

Excited to share how Spiff is revolutionizing sales commissions! With its seamless integration into Salesforce, Spiff brings transparency, accuracy, and motivation directly to sales teams. Say goodbye to complicated spreadsheets and hello to real-time commission tracking. Whether you're a sales rep eager to see your next payout or a sales leader looking to inspire your team, Spiff makes it all effortless. Dive into a world where sales incentives are clear, motivating, and directly tied to your actions. Let's embrace the future of sales performance together! #Salesforce #Spiff #SalesIncentives #Motivation

9

A few small features that can make a big difference

5

1 Comment

Great advice as always from Mark Treacy in how to drive up win rates and ASP (average selling price)

1

1 Comment

Converting your AEs to start sourcing a majority of their own pipeline might not be such a good idea and here’s why: Typically this transition fails for three main reasons: 1) The pipe gen goal that’s assigned is completely made up and is based on the financial model and not relevant sales data 2) You don’t have the right resources in place including an airtight ICP, deep understanding of your persona, the right messaging or tech stack  3) Typically exec or senior level leaders are disconnected from the realities of how difficult cold outreach really is and don’t give the campaign enough time to be successful Here’s what you can do to give yourself a better chance at success: 1) Pick a few key data points to track (such as number of accounts worked, positive contacts, opportunities created, pipeline generated, closed won $$$s) and benchmark these over a period of time that makes sense for your sales cycle. Use this data set to understand what is or isn’t working and make adjustments from there. 2) Start with a small campaign to select accounts within your ICP using targeted messaging and an intriguing offer 3) Cold outreach is a team sport, get your execs and senior leaders involved by having them look through your target account list and see if there are any doors they can open from their network 4) Have some fun while doing it, celebrate the wins along the way! What do you think?

26

3 Comments

Lot of talk about Pipeline....heres how essentially every seller at 6sense approaches Pipeline Tuesday at 6sense. Pipe Gen: Have we engaged ATL buyers at our Tier 1's in the last 15 days? Have we reviewed the AE/BDR dashboard and have a plan with our BDR to drive mutual accountability? Have we reviewed LinkedIn to find new buyers at all prospects? People that come from our customers? Have we connected with our partners installed at our Tier 1's to understand the lay of the land and get introduced? Customer Base: Are there customers with no active upsell opps? Do we have a relationship with the CRO? CMO? Ops Leader? Have we used our model metrics / value metrics to discussion missed opportunity at the executive level? Have we run a report on the # of 6QA's that have been unworked in the last 30 days at X account? Are there additional people we should educate about our other offerings? Pipe Progression: Looking 1 quarter, 2 quarters out, do we have meetings booked with every opp? Looking 1 quarter, 2 quarters out, do we have active conversations with sales, marketing and ops? Looking 1 quarter, 2 quarters out, have we brought the CMO and CRO up to speed on our conversations and educated on where we see the opportunity to support their 2nd half efforts? Consolidation? Efficiency? Partners: Have we connected with our partners? How can we help them be more successful & sticky?

21

Daily quality conversations with buyers (where at least one piece of qualifying or disqualifying information is learned) have dropped 55% from 8 to 3.6 per rep since 2014.  Discover how to refocus seller prospecting time on developing quality opportunities. Gartner for Sales | #GartnerSales #CustomerAcquisition #B2B

5

Outbound sales" is officially dead... Unless you completely change your strategy Our team books anywhere between 20 to 30 meetings per week (per sales rep) using outbound only. No traditional "SDR and AE" model (our sales reps do the full sales cycle) No more "spray and pray" approach (we focus on high intent and highly personalized outreach) And a lot more I asked Aditya from our team if he was OK to share all our secrets with you all. Here is his reply "No f****** way" But then I reminded him that I was the CEO, and he quickly changed his tune "YES, of course, happy to do it!" Our team offers a range of services to help you achieve similar results: Our secret process for booking a minimum of 20 meetings with outbound - How to find leads who actually need what you're selling - How to create a video sales pitch that will make your mum proud - Strategies for identifying leads who genuinely need your product or service

3

Signal-based outreach is table stakes in every GTM org now And revenue leaders know it because it leads to a higher impact on revenue (predictably) But they need to execute using less inputs. Because both intent tools and reps eat budgets. So it’s really exciting that Immagnify’s technology will surface our customers 100X more buyer signal data points and score and prioritize them. On top of the in-house data and intent tools we also bundle (6sense, Clearbit, Bombora). Then Warmly automates the outreach across chat, LinkedIn, email to the signals that are the highest efficacy for your business (website intent, job changes, etc). More signals, automated. So reps can spend more time selling 🤝 Welcome to the team, Immagnify! (Learn more about the acquisition in the comments) 

42

1 Comment

Educating around #RevOps is always such a fun an interesting experience: When you're the one educating, it can be a wild ride of watching others learn and at different paces. It's like being on the other end trying to figure out if they know, you know? If they finally get it? Sometimes you think they do, and then it turns out they don't, and you're back on the other side. For me it's not the data, it's not the infrastructure, or systems, or process. And make no mistake, I don't love #enablement by any means. Writing documentation, repetition, etc., is painstaking for me. Formality is not my friend. I get its importance, I just don’t love it. (For those of you that do this, you all might actually be the unsung heroes!) But, my why, is those transformational moments when you realize you influenced cultural shifts for people to understand how to measure business differently. How to work together differently. 🥹 When the people and concepts start to bridge together, the cogs of gears both inside people's minds as well as in the business overall, start to link. (Fun fact: there’s an actual term for this, and it’s called “Gear trains” and yes, I use this analogy.) It’s those Aha! moments. It's my 'why'. Why I love RevOps and why I feel like it’s truly more accurately #gtmtransformation. What’s your why? #gtmops

21

4 Comments

SDRs or full cycle AEs? I’ve seen full cycle work best for companies that have: Low ACV / SMB / <30 day selling cycles Products with low complexity, built for 1-2 personas  Very early stage companies with low GTM experience No proven outbound motion currently in place My observation is that it’s hard to make SDR work in these situations. What have you seen? #sdr #bdr #leadership

11

If something in your sales process isn't working, you need to look 1-2 stages back for root cause. If we aren't converting initial meetings into next steps> are we targeting right personas and is our messaging aligned with our buyers priorities and problems? If we are getting stuck in proposal > did we do the right discovery? If we are getting slammed for discounts at the end > did we build a compelling value discussion before we got into commercials? If something isn't working, the answer is almost always 1-2 stages back.

3

2 Comments

A huge missed opportunity by outbounding SDRs: Diving one step deeper into owning prospect relationship. I thought my job as an SDR was to 1. set the demo 2. make sure they show up 3. get out of the way → Initiating the convo, you’re the first point of contact that person has with your company Nobody gets hurt by shooting over a quick, “thoughts on the demo?” Great demo? “Awesome! I know you’re probably busy evaluating the product, but I saw you used to work with Jimmy at Acme Co. Feel comfortable introducing me in a LinkedIn DM?” PS, if AEs have any pushback on this, just let them know your intention is to set them more demos 😎

65

18 Comments

Sales leaders, because of the shift in GTM, the SDR role has changed. SDRs need a much more comprehensive skill set if they want to survive. The role is moving from an entry-level job to a more consultative role. SDRs must have a deep understanding of the service they are advising prospects on and an even deeper understanding of the prospect's business needs and processes. The latter of these two skills requires experience to be demonstrated properly. If you're an employer, the upside of this change is you will not have to hire as many SDRs, but you will have to increase their pay. #SDR #BDR #Advisor

4

Sales leaders, because of the shift in GTM, the SDR role has changed. SDRs need a much more comprehensive skill set if they want to survive. The role is moving from an entry-level job to a more consultative role. SDRs must have a deep understanding of the service they are advising prospects on and an even deeper understanding of the prospect's business needs and processes. The latter of these two skills requires experience to be demonstrated properly. If you're an employer, the upside of this change is that you will not have to hire as many SDRs, but you will have to increase their pay. hashtag #SDR #BDR #Advisor

12