Martin Dalberg-Andersen

The first time this worked on me 😤 I did listen to a voice note out of curiosity. But when every second SDR does that - do not expect high conversion. You can mass DM people with AI-generated voice notes. Yes. But sales is about quality, not quantity 🙌 Steps I would suggest taking: • Follow your prospect's Company profile • Analyze their current business needs • Connect with a personalized note • DM a relevant question Do you use voice messages on Linkedin? 👇 💬

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Are you about to invest in a CRM, or have you already invested in a CRM and are wondering how to get the most out of your investment? The Sourcefit Webinar on "How to turn your CRM into a profit center" on Tuesday morning, July 23rd (11:00 - 11:30 CET) is for you. We'll be presenting numerous cases and experiences, and answering this question with the help of our experts: Leslie Dickinson (Booking.com, Pierre & Vacances, Ankorstore) and Philippe LECERF (Sourcefit, Unbabel, TELUS, Zendesk integrator). Join us for this interactive session and share your feedback on this common challenge. ✍ 💡At the heart of the discussions: ➡️ Developing customer knowledge and measuring NPS more effectively. ➡️ The place for AI in CRM: how to implement it effectively? ➡️ Deploying CRM in a constrained environment subject to urgency and financial imperatives. 👀 Need best practices to boost the efficiency of your CRM tools? It's happening on July 23rd! There are still a few places left, so register now  https://lnkd.in/ds-5vTeD

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3 years ago I was an overpaid sales leader. Now I run Europe's fastest growing boastwriting agency. Here are three mindset shifts that helped me do this. 1. Lying is an underrated skill. → People bang on about authenticity all the time, but the actual key to growing your personal brand is to lie, strategically and regularly, about how successful you are on LinkedIn. 10x those multi-6-figure returns. 2. You have to get past humility. → You need to get over that nagging feeling or voice in the back of your head that says you should behave in a humble way. The people you look up to only post about humility because it helps grow their brand. Self-promotion matters. 3. You're worth what you say you're worth. → Forget about how much money your business actually brings in. Forget about adding more value or working harder to justify yourself. You're as successful as people think you are, so simply add several zeroes to your revenue figures. Why? Because you're worth it. Becoming an award-winning, multi-7-figure boastwriter can be extremely hard. → But it's way easier if you have a somewhat casual relationship with the truth. PS. Interested in finding out more? Comment GONAD below 👇 --------------- ♻️ Repost if you found this useful 🔥 Follow me for more boastwriting tips 🤖 This post was written using EwanGPT #LowQualityContent #DigitalGonad #Boastwriter

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🙀 Commercial teams have the highest turnover rate of all departments. Why? And how do we fix it? Ravio and Harvard Business Review data shows that turnover in commercial functions — especially sales — is up to 27% higher than other functions. So are Sales people just flaky? Or are Commercial leaders missing the mark when it comes to retaining their people? Having worked in sales for 8+ years, here are some of the top reasons I see for why sales people leave: 💰 Non-competitive salary Employees leave when they’re not paid competitively (base, OTE + benefits) or struggle to achieve their (often unachievable) quotas. I’ve included a graphic for a benchmark, and a link to free Ravio benchmarks in the comments, so you can see what the right base + variable is for your team. 🍃 Culture & growth Are people building the right learning and growth opportunities? Creating healthy competition but not an elbow-culture? ⚖️ Gender pay gap On average, commercial teams have a 50% gender split 👩‍🔬 . However, men are paid between 4-20% more than women at the same level for base salary. I wouldn’t be surprised if a lot of the attrition in commercial teams is driven by great women learning they’re not paid the same as peers, so choosing to leave... Dominic Klingberg and I discussed more in Sales & Pepper | Interviews on how to motivate your sales team! ⬇ link in the comments #sales #salesleadership #genderpaygap #compensation #salespodcasts

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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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🚀 Are scattered leads and missed follow-ups hindering your digital sales growth? Leadport is here to empower your sales team and transform your strategy! Our all-in-one platform offers a powerful combination of simplicity and data-driven insights, helping you streamline lead management, boost conversion rates, and close deals faster. 🌟 Unleash the Power of Lead Centralization Say goodbye to fragmented data and scattered leads. Leadport consolidates leads from online and offline channels into one centralized hub, ensuring no potential customer slips through the cracks. This streamlined approach simplifies lead management and frees up your team to focus on closing deals. ⚡ Instant Response: The Golden Moment for Sales Success In the fast-paced world of digital sales, timing is everything. Leadport's Golden Moment Call feature allows you to respond to leads instantly, significantly increasing your chances of conversion. This prompt action demonstrates your responsiveness and builds trust with potential customers, putting you ahead of the competition. 🔄 Never Miss a Follow-Up Again Regular follow-ups are crucial for nurturing leads and converting them into loyal customers. Leadport automates follow-up reminders, ensuring you never miss a beat. This consistent communication builds stronger relationships and helps you close more deals. 💡 Knowledge is Power: Empowering Your Team with Customer Insights Leadport provides your team with easy access to a customer's complete history at the click of a button. This valuable knowledge empowers new members to learn from past interactions and personalize their approach for each customer. It fosters stronger relationships and increases customer satisfaction. 🌐 Remote Team Efficiency: Collaboration Made Easy Managing a remote sales team can be challenging. Leadport bridges the geographical gap by facilitating seamless collaboration. Track performance metrics, share best practices, and ensure your entire team operates as a cohesive unit, regardless of location. 📊 Beyond the Sale: Continuous Improvement with Data-Driven Insights Leadport analyzes your sales data, including both successful deals and rejections. These insights help you identify trends, understand customer behavior, and optimize your sales strategy for maximum impact. You can tailor your marketing efforts, improve your lead-to-sale ratio, and achieve sustained growth. Leadport: Elevate Your Sales Game and Drive Results Leadport is the ultimate weapon in your digital sales arsenal. Our platform equips you with the tools to streamline your workflow, maximize efficiency, and close deals with confidence. Ready to unlock the full potential of your digital sales strategy? Try Leadport for free! 👉 https://leadport.app/en #Sales #LeadManagement #SalesStrategy #DigitalSales #Leadport #SalesGrowth #SalesEfficiency #Leadportmagic #CRM #SaaS #Growth #DigitalSalesAssistant #DigitalMarketing #Callback #InstantCallback #InstantLeadCallback #LeadGeneration

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In sales, what you do and what you say really matter. And even signing off your emails with the wrong thing can kill a deal. Check this mistake I used to make: As passionate software founders, knowing how to keep strong client relationships is essential. Just one slip-up in managing these relationships can cost us some great clients and big opportunities. That's why being good at keeping clients isn't just important—it's essential for long-term success. This week on the Scale Your SaaS Podcast, I was joined by Richard Weylman. Richard knows all about building lasting client relationships. He's not just an expert—he's a highly experienced business consultant, a Hall of Fame keynote speaker, and a best-selling author. In particular, we discussed: ✅ Ways to stand out by offering exceptional customer experiences. ✅ How to talk effectively, making sure you come across as thoughtful, kind, and caring. ✅ Tips on making your client interactions more personal Richard's tips on how simple changes in our communication can deeply affect client loyalty really opened my eyes. His advice, like using more personal email sign-offs, shows just how much small details matter in building lasting relationships. Check out the clip here for a sample from the episode. Then see the discussion below for the entire video of the conversation. 👇 #mattschats

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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. 𝗨𝘀�� 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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I wish I had known that before I started a company! When we started SDRs of Germany we had a clear roadmap. The next 3 years were sorted (so we thought... 😅). And then... our value proposition evolved based on customer feedback. Our sales cycle evolved based on our deal analysis. Our team grew based on the revenue we made and the need we had. Within less than 12 months we had built a completely different version of our company than we first had imagined. By then we have spent money on long-term contracts and wasted energy on making things work with the wrong tools. If you're working for a start-up or are planning to start one, learn from our mistakes. Set yourself up for success by allowing yourself to stay flexible. That's why I am such a big fan of softwares like Pipedrive that allows Start-Ups like us to grow, adapt and change where needed while staying flexible on the way. You're looking for the right solution for your business? Awesome! Feel free to dm me or check out the link below for more infos on our CRM. #salestech #inspo #2024

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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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One of the biggest challenges I see for RevOps professionals in Europe when looking for a new job! I've spoken to hundreds if not thousands of RevOps pros and this comes up... a lot! So, you're looking for a new job and you're in RevOps? "Great, easy, RevOps is growing in the European market, there's lots of demand for my skillsets" And you'd be right in thinking this. However, there is a big factor you'd need to consider... The companies who are being told they need RevOps without knowing what it is.. 🚩 (Red Flag) Other examples of this: - Doesn't know what RevOps is, full stop - Thinks their Revenue will suddenly double from £10m-20m 😂 - Class room style interview, "tell us about RevOps, why do we need it?" Why is this a red flag to candidates? - Uphill battle internally, possible resistance - Having to heavily educate the company on RevOps and the value it brings - No backing from C-level execs (budgets, conflicts, new tooling) Don't get me wrong, not all businesses will be like this, but it's worth doing your due diligence. Number 1 question to ask the company in interviews: - What is your understanding of Revenue Operations?...

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I might be wrong but I doubt it The Sales Team of The Future Will Look Very Different → The inbound SDR will be replaced by AI → Transactional Sales Reps will be non Existent → A Highly Paid GTM Expert will be in charge of leveraging AI driven research and automations to drive in lead flow. Sales Teams will be doing more with less making them much leaner. Sales reps will drive in more leads through content. There will be more cold calling in the future as it gets harder to drive in leads from email. This is why so many cold calling tools are blowing up right now. It's the fastest, simplest way to book a meeting. What are your thoughts?

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🤔 How a Systematic Approach and Modern Cold Sales Techniques Help Achieve Outstanding Results I remember the confusion I felt in the first weeks as Head of CSM and Sales: what to tackle first, what to prioritize. But only a systematic approach worked. Step 1: Customer Base Analysis and Segmentation ▶ Conducted an analysis of the existing customer base, segmented it, and held a series of interviews to understand why customers choose our product. ▶ Result: Created a detailed ICP, identified accounts with churn risk, and opportunities for cross/up-sell. Step 2: Competitor and Market Penetration Analysis ▶ Analyzed competitors and the market penetration level of our product. ▶ Result: Gained an understanding of our market position and identified promising regions and industries for growth. Step 3: Funnel and Churn Analysis ▶ Analyzed the existing sales funnel and reasons for customer churn. ▶ Result: Reviewed the current #pipeline and identified #weak #points. Step 4: Removing Pipeline Blockers ▶ Identified and eliminated obstacles in the sales pipeline, such as lengthy proposal preparation, sales team distractions, and lack of technical expertise. ▶ Result: Created a knowledge base for sales, and conducted more detailed client #segmentation. Step 5: Building Customer Acquisition Channels ▶ Established channels for attracting customers: cold calls, cold outreach, mailings, etc. ▶ Result: Determined the focus for each #ICP segment. ✅ Cold Sales – Not a Magic Box of Customers Cold sales are just one of many channels. To achieve success, analysis, strategy, and market understanding are necessary. Here’s why you might not have sales: ▶ Lack of #valueproposition ▶ Lack of #strategy ▶ Lack of market understanding ▶ Lack of competitor #analysis ▶ Poor #delivery ▶ Lack of account management ▶ Poor pre-sale/post-sale processes If you have leads but no contracts, analyze the bottlenecks in the sales funnel: ▶ Poor pre-sale: Technical support is needed. (Product adaptation) ▶ Poor follow-ups: Add value in each follow-up email. ▶ Sales team distractions: Segment clients and focus on the right leads. ▶ Complex offers: Simplify the decision-making process. ▶ Lack of interaction with decision-makers. ▶ Lack of understanding of customer needs. Improving lead quality, enhancing customer communication, and offering flexibility can significantly increase sales efficiency. ✅ Intent Sales: The Modern Trend in Cold Sales Modern cold sales are based on intent sales, which allows more precise targeting of customers and increasing conversion rates. This approach tracks customer intentions and uses them for more accurate targeting. Tools: - #6Sense and #Bambora: Powerful but expensive solutions for tracking intents. - Reply.io: A more affordable option with a wide range of tools for tracking various intents. Conclusion These steps and approaches helped me and my team achieve significant results and move forward confidently 🚀 #coldoutreach #directsales #sales #csm

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Cold called the CEO of a small company two days ago Almost a classic in Germany: CEO: "Marcus" Me: "Hey Marcus, it is Patrick calling from Taskbase, hello" CEO: "Hi Patrick" Me: "We do not know each other Marcus, calling out of the blue. Do you mind giving me 30 seconds so that I can explain why I call you right now?" CEO: "First you tell me where you got my number from?" Me: "Yeah sure. I got it from Lusha. Do you know the tool?" CEO: "Yes I do and I really don't like when you use that data for sales purposes. We will stop the call right here" Me: "I saw on LinkedIn that you employ 6 salespeople. Are they not using data to call people?" CEO: "They do not call CEOs on their mobile phone" Me: "Okee" Bip Bip Bip Bip Five minutes later, I found in our CRM that we actually talked to the CTO already I called him and booked a meeting 🤷🏼‍♂️ Not everybody likes what we do 😅 But every other person does 😃

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Yesterday marked 2 months as Head of Sales. Here's my review. The past two months with the incredible SDRs of Germany team were A LOT. A lot of learning. A lot of mistakes. A lot of hard work. A lot of fun. 💙 Joining a start-up always sounds fun and games, but jumping from a rather structured schedule with heavily regulated processes into the everyday chaos of a small company was a tough experience. 😳 Mistakenly, I believed that my role was basically "a glorified AE role with a nicer title", but... I could have not been more wrong. Fortunately. 😂 Instead, I get to wear lots of hats at the same time. From SDR work in the trenches to developing strategies and visions for the future - I've done it all by now. And it's been such a humbling, educational, and motivational journey. 💪 Here are my 5 key learnings: 1. Embrace failure. Fail every day. Fail fast. Get up and try again right away. (still struggling with this one, but it's getting better) 2. Your input equals your output. If you don't hunker down to prospect and generate pipeline, you won't have deals to close. Do it. 3. Structure your days, but make use of the flexibility you have. Daily prospecting blockers? You bet. Lunch blocker? Nah, let's be flexible. Early starts to have gym time in the afternoon? No prob. 4. Experiment. Dare to change things and challenge processes. Nothing is set in stone. 5. Commit to the TEAM. We learn from each other, but also hold one another accountable, have a chat, a drink, and a stern finance review. Sometimes all in one day. Joining the amazing environment Helena Klaus and Mattia Schaper have created at SDRs of Germany is a blessing. Wouldn't trade it for the world. So far, so good. Let's see what the next months will bring. I have the feeling, the ball just got rolling... 🚀 #sales #headofsales #leadership #startup #sdrsofgermany

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Fact: Every great sales rep has faced rejection 🚫 Reality check: Rejection stings 💔 Solution: Let AI role plays build up your confidence, improve your skills and get you on your way to closing more deals! Start now with our Sales Product Pitch simulation https://hubs.li/Q02zv5ld0

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Help me to find my leads 🙏 Joint my LinkedIN live today 11h00 am CET Stop your frustration! Together we will: 1) Find out what is wrong 2) Understand what we can do 3) Define where we start This session is purpose developed for  SaaS, Tech, and software development. Hope to see you there! https://lnkd.in/d7DxAHuS #LeadGeneration #SaaS #TechSales #BusinessGrowth #SalesStrategy

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🚫 **Why Overselling Could Be Your Downfall in Customer Success** As Customer Success Managers, we all know our main job is to keep our clients happy and invested in our products. But there's a big trap some of us fall into—overselling. And trust me, it can do more harm than good. **Here's why overselling isn't worth it:** 1. **Trust Takes a Hit**: If we promise the moon but deliver only a handful of stars, our clients will feel let down. Once trust is broken, it's really tough to rebuild. 2. **Quick Wins Lead to Long Losses**: Sure, overselling might look good on this quarter’s results, but what about next year? Customers who feel tricked are unlikely to renew their contracts or say good things about us. 3. **Hello, Customer Churn**: When expectations aren't met, customers leave—it's that simple. And their parting words could deter new customers. 4. **Team Tension**: If we sell something the team can't deliver, it puts everyone in a tight spot, causing stress and frustration across the board. **What should we do instead?** Stay honest and keep things real. When we set realistic expectations, we build trust and show the real value of what we offer. This approach helps us forge stronger, longer-lasting relationships. ✨ Let’s focus on being the trusted partners our clients deserve. That way, we build a reputation that attracts more business, not drives it away. #CustomerSuccess #CSM #Trust #Integrity #Growth Photo Credit: Markus Rentsch

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Here is one of the most successful strategies that helped my teams book meetings with C-level First, we did the usual Cadences with cold calls, emails and LinkedIn messages, videos & voicemails With one twist: We asked a lot of people for referrals But not the usual way How we did it before: Reach out to a person who has an interesting contact on LinkedIn And ask: "You are connected to person X. Can you give me an introduction to that person?" My experience with this approach usually was that the people needed to do too much work and often did not act Even if I sent them an email template So we were looking for an easier way And started to ask: "I saw you are connected to person X. Would you be opposed if I send that person your best wishes? I plan to reach out and discuss Our offering with them." A simple "No" does the trick (got that from Chris Voss) The reply rate was much higher than before Then, I would write the following email: -- Subject line: Greetings from Andrea Dear Lucas First of all, I would like to send you a very warm greeting from Andrea. We were thinking this topic could be interesting for you as well: e-Learning platforms we work with struggled with the automated evaluation and feedback on answers for open-ended exercises Evaluating hundreds of such exercises efficiently is difficult. GPT, by itself, falls short as adjusting the prompt won't ever get you to >90% accuracy. Taskbase developed an AI-Engine capable of evaluating vast numbers of student responses to open-ended questions with a method that adheres to predetermined learning goals. Teachers save time evaluating responses, and students engage in analytical thinking, improving learning outcomes by 1.8 times. Interesting enough to discuss? Best regards from Zurich Patrick -- The best way to use that email is with referrals from existing clients or prospects But you can do this with all kinds of people And adjust the email accordingly PS: Many other people also reported success with that approach - give it a try

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