To personalize or to scale. This was a dilemma sales outreach faced everyday.  To personalize every email meant investing a ton of time. And accepting that you could only engage a handful of prospects per day. To scale meant ramping up activity volume. It also meant blasting the same irrelevant messages across every prospect, tiring reps and prospects alike.  Until Sales Engagement Platforms walked in and said “ Why not do both?” The very essence of sales engagement tools is to resolve these conflicting needs: Reach out to a high volume of prospects everyday, yet sound personalized a ..read more

Traditionally, salespeople persuaded buyers to purchase a product or a service from the get-go. However, since the dawn of the information age, consumer behavior has changed widely. B2B Prospects spend around 27% of their buying journey researching independently before entering the sales funnel. New-age prospects don’t want contact with reps and delve into research instead of waiting for an intervention. Leaving fewer opportunities for salespeople to influence customer decisions. This has changed the way SDRs function: from selling to serving. Now more than ever, it is essential for SDRs to es ..read more

Your main goal as a salesperson is to book more meetings. So you perform more and more activities to get there. More emails. More calls. More tasks. More LinkedIn touches. More prospects. At one point, you burn through your list. The issue isn’t your activity volume — it’s that your target market is finite. Your lists are finite. And your ideal customers within these lists? Also finite. Some prospects may actively interact with you, so you capture their attention and book a meeting. But the rest of the list is forgotten. With the looming recession, you cannot afford to miss out on any prospect ..read more

Many organizations wait until something breaks to fix it. However, this may further stir up problems that could have been nipped in the bud. Because you’ve already lost revenue by the time a manager or a decision-maker discovers the existence. Catching this early on is the key to increasing your sales efficiency and decreasing your sales cycles. Here are 15 signs to indicate you’ve outgrown your current sales process: Table of Contents Data Unification 1) Switching Between Multiple Tools To Retrieve Data 2) Your Automation Tool Does Not Integrate With Other Tools on Your Tech Stack 3) You ..read more

When you prospect only one lead within an organization, you’re at a greater risk of losing the entire account. Because your outreach efforts come to a standstill when a prospect loses interest or leaves the company. This is especially true during times of uncertainty, like recessions, in which people are more likely to lose jobs. Additionally, when prospecting into bigger accounts, the success of your outreach is dependent on creating a shared alignment between champions, challengers, and decision-makers. And either of these could adversely affect your outreach. In such cases, it is important ..read more

As a salesperson, your hands are full at all times. You’re forced to juggle activities that build pipelines – like researching accounts, personalizing your outreach, and talking to prospects – with activities that waste time, like data entry, manually dialing prospects, or following up with each prospect one by one. These are just some of the long lines of tasks that cause friction in your day, draining valuable hours and distracting you from high-priority actions. By definition, friction is the resistance experienced by an object while moving over another, inevitably slowing down its motion ..read more

Sales teams in the past have typically followed their intuition when making decisions. But, you don’t have to shoot in the dark anymore. Your prospect base is a treasure trove of behavioral and intent data. You can set a hypothesis and test it. Approaching your sales cadences with an experimental mindset allows you to improve your communication methodically and helps you justify the changes with proven results. Experiments can help you identify engagement strategies that drive success and lead to increased sales revenue. Table of Contents Determine what to experiment 3 Ways to Experiment on ..read more

When you manage a large database of prospects, it can quickly become unmanageable when prospects are left unorganized. Over time it can snowball into a massive prospect pile that makes it impossible to reuse and nurture. This makes it difficult to assess which prospects can be contacted again and won over. And leads to burning through more prospect lists to meet quota. Importance of Organizing Your Prospecting Lists Creating a system to organize your prospects will be extremely beneficial. By neatly bucketing your prospects you can get insights into which buckets give you traction and identify ..read more

It all started with a question. Praveen, our Chief Revenue Officer, approached our sales team and asked, “What’s our prospecting mileage?” Uh-oh. Silence. “I mean, how many meetings do we book per 100 prospects?” We’d never considered this question before. When we revisited our cadences, lists, and reports, we were shocked at the result. Our meetings booked per 100 prospects were getting lower and lower. We couldn’t afford to burn through our prospect list just to book a few more meetings. So, we dug further into our cadences, metrics, and processes. That’s when we found a game-changing insigh ..read more

“Hey beautiful! What a smile. Would love to connect!” “Hi, It will be a privilege to add you to my professional network.” “Hi Amy, Would you be interested in checking out Xylex?” “Hi Maya,  I’d like to add you to my professional network on LinkedIn. – Jora Lellia” You don’t need a PhD in rocket science to know what’s wrong with these LinkedIn connection request messages. They are cringe, generic and salesy, respectively. But when it comes to writing a good one, even the best salespeople are at sixes and sevens. But relax! We’ve got you covered.  Here are 17 best LinkedIn connection r ..read more