Gerald Zankl

I connected with two cold calls yesterday Both said: "Now is not a good time because we just finalize a project" Me: “When is the right time for you to pick up the topic again?” Them: "After summer. You can call me in 3 months - mid September" Me: "How about we book already a meeting in? Is easier for both so that we do not have to remember." Them: "Yes sure - 12th September in the morning?" Me: "I sent you the invite. Did you get it?" Them: "Yes, I just accepted" Works almost every single time Don’t hoard tasks - hoard meetings It is easier to handle PS: Some may say that they might not show up now. I say: still better to have a meeting in the calendar they need to cancel rather than a task that you call them again in 3 months

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SDRs and AEs Do you want more money? Do you want a promotion? Do you want growth? Everybody wants it ......Right? But why are you not getting it even after doing your numbers? It is because you are not telling it to the right person in your organization. Explaining why you deserve this and that to your colleagues won't help but rather create unnecessary frustration and gossip because you both can't do anything about it. If you want any of the above-mentioned things, say it loud and clear along with why you deserve it in your 1-1 with your managers, their managers, and the leadership team. Learn to make your 1-1 with your managers and leadership team more meaningful where you just don't talk about numbers and accounts but also about your aspirations and expectations. Try it in your next 1-1 Happy Monday Reviews!!! #career #growth #sales #b2b #saas #sdr #ae

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7 ways to make your CRM your biggest friend: 𝟭. 𝗜𝗻𝗽𝘂𝘁 𝗲𝘃𝗲𝗿𝘆 𝗹𝗲𝗮𝗱 𝗱𝗲𝘁𝗮𝗶𝗹 After each call or meeting, immediately record new information. No detail is too small. Certainly, it's not fun. But your future self will thank your for keeping detailed records. Do it 2 days later or on Friday afternoon. By then most of it is gone and who wants to go through that recording again? Do it immediately. Make it a habit. 𝟮. 𝗦𝗲𝘁 𝗻𝗲𝘅𝘁 𝘀𝘁𝗲𝗽𝘀 𝗮𝘀 𝘁𝗮𝘀𝗸𝘀. For each contact, always define a clear next action and set it as a task with a deadline. Your CRM should allow you to set next steps like demo, call, email as next steps so you can work efficiently. I like to filter by due date and just get going when following up or prospecting.  𝟯. 𝗨𝘁𝗶𝗹𝗶𝘇𝗲 𝘁𝗵𝗲 𝗖𝗥𝗠'𝘀 𝗲𝗺𝗮𝗶𝗹 𝗶𝗻𝘁𝗲𝗴𝗿𝗮𝘁𝗶𝗼𝗻. Connect your email and send all outreach directly from the CRM to keep track effortlessly. Should be a no-brainer. Still, I see too many reps work from Gmail or Outlook instead of the CRM. 𝟰. 𝗗𝗮𝗶𝗹𝘆 𝗱𝗮𝘀𝗵𝗯𝗼𝗮𝗿𝗱 𝗿𝗲𝘃𝗶𝗲𝘄 Your manager loves dashboards, and so should you. Start your day by reviewing your dashboard for tasks, leads to follow up on, and opportunities to close. Get the broader view by comparing yourself to team members and other reps. Why is my average deal cycle 10 days longer than for other AEs? Why did my win rate go down in Q3? ↳ helps you constantly improve and build a quality pipeline. Bonus: your manager will love you for coming to the 1:1s with these questions and answers, but also asking for their input. 𝟱. 𝗪𝗲𝗲𝗸𝗹𝘆 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗰𝗹𝗲𝗮𝗻-𝘂𝗽 Even the best seller will fail with a messy pipeline. Set a time each week to clean up. Pipeline hygiene is key. For me, it's Friday afternoon. Dedicate time each week to update deal stages, close lost opportunities, and refresh your focus. ↳ Remember: Better to say goodbye early... 𝟲. 𝗨𝘀𝗲 𝘁𝗵𝗲 𝗺𝗼𝗯𝗶𝗹𝗲 𝗮𝗽𝗽 Trade show? F2F meeting? Short client call on the way to kindergarten? Use your CRM's app for notes and tasks on the go. A pro seller stays focused on every detail. 𝟳. 𝗨𝘀𝗲 𝗯𝘂𝗶𝗹𝘁-𝗶𝗻 𝗱𝗶𝗮𝗹𝗲𝗿 𝗳𝗼𝗿 𝗰𝗮𝗹𝗹𝘀 If your CRM has it, use the dialer to make and log calls, keeping all data in one place. Making calls directly from the contact or opp will save you hours each week. I'm using Pipedrive in my sales job. Join me in a short webinar on 25th April where I share exactly how I optimize for efficiency, do follow-ups, and outbound: https://lnkd.in/g6yVuWdS P.S. Get 20% off Pipedrive + 30-day free trial: https://lnkd.in/gnVTwpdR

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Unlock the Magic: How to Turbocharge Your SMB SaaS Sales 🚀 In the rapid-spinning world of SMB SaaS, one element stands as the supreme game-changer: Skill. It's the compound bow in our quiver, the ace up our sleeve. Without it, we are proverbial ships navigating the rough seas without compasses – bound to hit a snag! So, let's unravel the skills that can help a modern SaaS salesperson smash those revenue targets. The first stop on this journey is consultative selling. It's not about hardselling anymore, it's about understanding, empathizing, and offering solutions to problems. Your customers want to be heard, understood, and offered value that's tailored to their unique pain points. Second, we have the knack for active listening. Sales is as much about shutting up and listening as it is about talking. It's about dissecting what prospects are saying, and sometimes, what they're not saying. This information mining is what equips sales reps to deliver tailored solutions. Last but not least is perseverance. Sales is a kingdom of 'no's. Tenacity, resilience, the ability to bounce back from rejection—these are the traits that separate average salespeople from great ones. Undeniably, skills can be developed. They can be honed and refined. But it requires focus, commitment, and a relentless desire to sell better. It’s time to hone your skills, tighten your game, and conquer the SaaS battlefield! Your move.

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💡 Transform Your Cold Calls into Mini Discovery Sessions! 💡 Are you treating your cold calls like a checklist item? Shift your approach and make them mini discovery calls instead! Here’s how: 🔍 Research: Know your prospect. 🎯 Set Goals: Have a clear objective. ❓ Ask Questions: Use open-ended queries. 👂 Listen Actively: Understand their needs. 💡 Provide Value: Share insights and tips. 🗣️ Be Conversational: Build rapport. 🔄 Summarize & Confirm: Align on next steps. By focusing on discovery, you can build stronger connections and uncover opportunities to help your prospects thrive. Let’s turn those cold calls into warm leads! 🌟 #SalesTips #ColdCalling #CustomerEngagement #SalesStrategy

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I wrote a step-by-step sales guide for early-stage CROs. Struggling to convert inbound leads? This is for you. I used almost this exact process to: → Increase inbound sales by 80% → 21x inbound sales conversion rates → Feel WAY more confident with my sales process If this is you: "I have no idea why my inbound leads never close!" Then you need this guide. I wrote out how to: ☑️ Analyze the customer’s journey ☑️ Refine your sales strategy ☑️ Lower the barrier to entry for intro calls ☑️ Follow up with a script to schedule demos ☑️ Connect with leads when they're most interested 𝗧𝗵𝗶𝘀 𝗶𝘀 𝗳𝗼𝗿 𝗖𝗥𝗢’𝗦 𝘄𝗵𝗼 𝘄𝗮𝗻𝘁 𝘁𝗼… → Hack the inbound sales with automation and proven tactics for success → Provide leads with a best-in-class experience from first contact to close → Streamline the sales process with one easy-to-use tool → Help their sales team be proactive and organized → Increase their speed in contacting with prospects So, every sale starts with prospects looking for a product like yours. If you don't have a firm grasp on your sales process you'll keep leaking deals. Your product is too good to be lost due to a poor landing page. So, I wrote this guide to help y'all get started. 👉 Comment "Inbounds suck" and 𝗰𝗼𝗻𝗻𝗲𝗰𝘁 𝘄𝗶𝘁𝗵 𝗺𝗲, and I'll DM you the guide. ___ I'm Sergio Fernandez I help B2B SaaS companies supercharge their inbound sales. Click my name + connect with me!

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Did you know that high-impact sales managers lead teams where 75%+ of reps hit their targets? 🎯 But, how do you find the time to coach team members effectively? With AI, of course! 🚀 Boost your team's performance without burning out and stay on top of their progress effortlessly. Try it now! ⬇️ https://hubs.li/Q02sMY1B0 #SalesManager #BoostPerformance #AIRevolution

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I often hear that SDRs and Account Executives are rushing to finally become an account manager. Too often, this role is seen as a farmer, also by existing account managers. Just to be clear: those days are over. More and more account management tasks are being taken over by Customer Success or Service Management (like renewals, spotting upsells, campaign meetings, product updates …), so how will the role of account manager evolve: Account Manager until 2020 Farming Winging it Relationship driven. ‘Their clients’ ‘Their contacts' Coffees and lunches with clients Don't talk about business with clients, at all. The New Account Manager 2021 and later: Subject Matter Expert Project management Hunts new logos C-level relations Process driven Builds trust To be fair, I know tons of great account managers that have been fully engaged as a ‘New Account Manager’ for many years. At the same time, I hear junior sales people who still think it's 1999. How do you think the role of Account Manager will further evolve? -- ♻️ Repost to share with others. 📌 Interested in revenue, sales leadership & strategy? Hit the 🔔

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10 Best Tools to streamline SDRs Sales Process. 1. Cognism:   ↳ A sales intelligence platform.  ↳ Offers a globally compliant database for company and contact searches.     2. Salesforce:   ↳ The CRM giant provides a suite of tools that ↳ Analyze sales data.  ↳ Manage the Sales pipeline.  ↳ Track customer interactions. 3. Outreach:   ↳ A sales engagement platform that helps SDRs to   ↳ Automate and prioritize their sales activities.    4. Chili Piper:   ↳An automated scheduling tool that helps SDRs   ↳Book meetings without the back-and-forth emails.    5. LinkedIn Sales Navigator:   ↳ A tool that uses LinkedIn’s vast network to help SDRs   ↳ Find and connect with potential leads.    6. Aircall:   ↳ A cloud-based call center and phone system that integrates with productivity and helpdesk tools.    7. Hunter:   ↳ It helps find verified email addresses quickly.    8. RocketReach:   ↳ Connect with prospects through emails and direct dials.  ↳ Boast a large and accurate database.    9. Snov.io:   ↳ Offers a free email verification tool to help SDRs   ↳ Spend less time finding leads and more on converting them.    10. HubSpot:   ↳ A top-level CRM that ↳ Connects data between teams and departments.  ↳ Offer various hubs for marketing, sales, and operations. Remember, These tools can help SDRs to be more efficient in their roles by  ↳ Providing valuable insights.  ↳ Automating repetitive tasks.  ↳ Facilitating better communication with prospects.  It’s important for SDRs to choose tools that integrate well with their existing tech stack and align with their sales strategies. P.S. Which Tool do you like the most and why? 🔔 Follow Zain Arif for Daily Sales Tips 📌 Book a 30 Minutes Sales Consultation with Munzai Solutions! Link in the Comment below 👇 #Sales #SalesTools #SDRs  

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How did our sales team book nearly 60+ meetings in 3 weeks and 36 in One Week Alone …. 🤯🤯🤯🤯💰💰💰 A super competitive sales Challenge with A Highly motivating SPIFF📈📈 I’ll break it down for you 🪵🪵 📌Split the sales team (AEs and BDRs) into teams.. mix them up. 📌Design a scoring system and post daily updates. 📌Clear activities and outcomes that would put points on the board 📌Decide on prize for the winning team 📌Make it time-bound… in this case 3 weeks 📌Schedule sessions for activity blitz Then EXECUTION ⚔️ all the way… Play on the competitive nature of your sales teams. They are in this game for a reason… Because they cannot stand losing 😖😖 That slack channel was the most entertaining channel I’ve been in … in like forever Just seeing super hungry motivated folks wanting to win … booking meetings multiple times a day … SDR … AE didn’t matter … most important thing was playing as a team to win. There’s so much beauty in that 😍😍 ———————— Any sales challenges you’ve done that has gotten great results? Share in the comments🤝🤝

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How to win more sales deals with AI 👇 Work smarter, not harder. A guide for sellers! Less admin work. More selling. Use tl;dv to: → Auto-record calls to capture key points → Automate CRM updates to save time → Write follow-up emails much faster → Find gaps in your sales process 📌📌 Try tl;dv (it’s free to use): https://bit.ly/3ybUnbK

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Working in sales is not a walk in the park. There are times when nothing is working, and you are unable to explain why. The key is bouncing back collectively. Here are three things I do to keep my team motivated: 1️⃣ Communicate. I admit when I don't have all the answers. Instead, I incentivize everyone to speak up. Everyone's perspective helps us find solutions. 2️⃣ Coach individually. No two people are alike, and getting everyone on the same page is easier said than done. If people are doing well, let them know. If people can improve, be ultra-precise with your feedback. 3️⃣ Sustain motivation. Short-term incentives create pressure and frustration long-term. Instead, I focus on fostering an environment where people feel valued and are intrinsically motivated. Keeping a team fired up is an ongoing process. There's no perfect formula, but it's crucial to support each other through the tough stretches. What are your tips and tricks for keeping your team motivated? #B2B #Sales #SalesMotivation #Leadership #SalesManagement

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10 salespeople spend a minimum of 500 hours in sales conversations / month. Yet, 95% of the information from these conversations is typically lost. The Consequence: - Lack of understanding of customer pain points and buying behavior. - Poor Go-To-Market Strategy. Capturing customer conversations and transforming them into actionable insights is the most crucial action in your go-to-market strategy! #sales #b2bsales #salesmeeting #ai #customer

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Give me less manual work and more trust in my CRM! In the second episode of our CPQ Pro Tips series with partner Thriviti, Brenton West shows us how DealHub.io CPQ uses automation to save time, sync data, and give you confidence to take effective decisions on deals in real-time. More in the series here > https://lnkd.in/dAXwi-qV #CPQ #Automation #ProTips

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Shout-out to Erik Steffen for leading the way for SalesPlaybook to go from 0 to Hubspot Platinum Solutions Partner in <12 months! 🚀 As a former "Salesforce Fanboy" (and certified Admin for 5+ years) myself, I was a bit unsure which CRM to recommend for B2B Entrepreneurs for some time. Since a while, the picture is much clearer for me on "the Go-To-CRM for our ICP (see below). I also find it stunning that we might be literally the only Hubspot Platinum Partner in DACH 100% focused on B2B Sales for entrepreneurs with a Mid-Market/Enterprise Sales Motion. ----- "CRM Evaluation in a nutshell" 🚀 Hubspot is the best CRM for B2B Entrepreneurs with CHF 0-10 Mio. A(R)R. Period. 🐘 Salesforce is "The Elephant in the Zoom" - big, powerful, but also not as nimble, easy to maintain & "feed" (think license + optimization fees) as you like at 6-/7-figure annual revenue. 🐿️ Pipedrive...well, drives the pipe, but gets (too) messy quickly on outbound /marketing-sales integration, reporting & account-based selling Zoho, Close, Attio etc. might seem a bit cheaper at first than the above, but are also more work and messier to build & scale sales than desirable, especially for 5- & 6-figure average deal sizes. Thanks Fabian Hartmann Allison Ziehr Paul Vorsmann Alina Schmitz & a ton more Hubspot colleagues - let's paint the town orange! Cheers from Erik's & my "Shine Bright Like A Diamond" working session earlier this week 💠😎

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Here's what new sellers should know about sales: Sales is more than just selling stuff 🛒. You also learn: How businesses work How to manage your time How to talk effectively How to keep going even when it's tough How to make friends with customers How to solve problems and think ahead Look at big entrepreneurs 👩‍💼—they all started in sales jobs. 🤝 People don't care about your product. They care about their problems. If you can't solve their problems, you won't make a sale. That's okay— not everyone is a good match. ⏳In 5 years, you won't care if you met your sales goal. You'll care if you've grown. Keep working at it, even when it's hard. Success in sales takes time, it's not just about hitting targets every 3 months. #SalesTips #BusinessBasics #CommunicationSkills #CustomerRelationships #ProblemSolving #Entrepreneurship #Persistence #PersonalGrowth

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I finally experienced how it feels to "cold call" as a rep at Salesforce, Hubspot & co. Called the CEO of a publishing house Them: "Samuel Müller" Me: "Hi Samuel, its Patrick Trümpi at Taskbase calling, hello" Samuel: "Hi Patrick" Me: "Hi Samuel, we do not know each other. Do you mind giving me 30 seconds so that I can explain why I call you right now?" Samuel: "Yeah go ahead" Me: "We are working with many publishing houses such as klett, cornelsen who have the following challenge. They...." Samuel: "I actually know you guys" Me: "Ah really?" Samuel: "Yeah sure, we are working closely with the companies you mentioned" Me: "Ah wow. And what do you think about our technology?" Samuel: "I think.... Went into a very open conversation and Didn't book the meeting He was working with a competitor and was happy Probably something salespeople from Salesforce, Hubspot and co. encounter regularly as well 😅 I celebrate disqualification as much as booking a meeting ✌🏻

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Sales tip - Don't just sell 10x better value of your product. Sell the simplicity of buying. i.e. How would you help them in - Buy out an existing contract Migrate Data Onboard teams etc. etc. Selling value is essential, but ensuring a seamless buying and transition experience is equally vital for success #InsideAsiaGTM

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RevOps isn’t “strategic” RevOps is drowning in a flood of requests There’s never time to do the impactful work Want to turn this around? Want to get time and prioritize what’s important? Want to help drive real revenue growth? 𝗛𝗼𝘄 𝘁𝗼 𝗺𝗮𝗸𝗲 𝗥𝗲𝘃𝗢𝗽𝘀 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰: 𝟭. 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗧𝗲𝗮𝗺 𝗚𝗼𝗮𝗹𝘀 - What’s the revenue target? - Do we have targets by channel? - Do we have targets for leading indicators? - i.e. 3X pipeline coverage, 33% Close Rate, etc. - What needs improved in the Revenue Engine? - i.e. Reducing the Sales Cycle, improving retention 𝟮. 𝗜𝗱𝗲𝗻𝘁𝗶𝗳𝘆 𝗜𝗻𝗶𝘁𝗶𝗮𝘁𝗶𝘃𝗲𝘀 𝘁𝗼 𝗥𝗲𝗮𝗰𝗵 𝗚𝗼𝗮𝗹𝘀 - What can RevOps do to impact these goals? - i.e. What projects can help reduce Sales Cycle? 𝟯. 𝗚𝗲𝘁 𝗔𝗹𝗶𝗴𝗻𝗲𝗱 𝘄𝗶𝘁𝗵 𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 - Confirm understanding of goals - Present initiatives to help achieve them - Get leadership to review, modify, confirm - Get clear support to focus on strategic initiatives 𝟰. 𝗕𝘂𝗶𝗹𝗱 𝗮 𝗥𝗲𝘃𝗢𝗽𝘀 𝗥𝗼𝗮𝗱𝗺𝗮𝗽 - Outline this in one document - Share with leadership regularly - Reinforce alignment on priorities More on this in tomorrow’s 📰 𝗥𝗲𝘃𝗢𝗽𝘀 𝗪𝗲𝗲𝗸𝗹𝘆 📰 Sign up here to get it: https://bit.ly/3xgqF55

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