Emily Stamm

Ok, I'm getting on the SDR discussion train, but not in the same vein as a lot of the conversation going around over the last few days. 🌶 Hot take: SDRs shouldn't be an entry-level job. 🌶 If you take what many GTM leaders out there are saying about what SDRs should be doing, it's not a skill set for kids fresh out of school in their first professional job. Sorry, y'all. It's just not. The role of an SDR, when executed to match 2024 buying environments, takes professionalism, finesse, drive, sales technology navigate, market awareness, and many other skills that take years to develop and hone. And if you're selling enterprise deals to the C-suite, I promise not a one of them enjoys being cold-called by a 23-year-old who knows little to nothing about their business or the industry. SDRs are a niche form of sellers and should be a secondary track developed in a sales org alongside AEs. They shouldn't be 'beneath' AEs and they also should be compensated in a much more evolved structure than the BS call volume or meetings booked metrics. At a bare minimum, they should be comped on pipeline generation, but the comp side could be a whole separate post. "But Fiiioooonnna, how will our company get entry-level folks?" You know where everyone should start in a SaaS company? Customer support. Learn the product, learn the customers, learn the culture, work hard and fail fast with a safety net more experienced colleagues. Imagine how good an SDR would be if they'd spent 6-12 months supporting customers? Thoughts?

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Complaint ➡️ My SDRs aren't having enough conversations Assumed “solution" ➡️ Make more calls Hold on. ✋ More calls is not the answer. ↳ Not UNTIL your engagement metrics are strong. Stuck with single-digit answer rates? Fix that first. Then layer on more calls. PhoneBurner just notched its 4th straight month of increasing answer rates. Our customers average double-digit answer rates, with 1/3 of customers > 20% answer rates. What's better than more calls? ↳ More meetings booked, with fewer calls. The path lies in your answer rates. We can help.

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To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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Did you know- 70% of sales reps struggle to handle objections? Crazy, right? 🤯 Sales teams are more diverse than ever. This makes training a real challenge. What works for one rep might not work for another. Baby Boomers like in-person training. Millennials love interactive modules. Gen Z? They are all about short videos and games. How can sales leaders help everyone learn?  #SalesTraining #SalesCoaching #SalesTips #ObjectionHandling #AICoaching #AIRolePlays #LearningAndDevelopment #SalesPerformance #SmartWinnr 

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Top-performing SDRs What they don't do: 1. Juggle too many accounts 2. Skip out on social selling 3. Dial endlessly with no strategy 4. Blame poor leads on marketing 5. Complain about their AEs 6. Give up on accounts too quickly 7. Spam DMs with copy-paste messages 8. Rely on mass automation 9. Work under managers who ignore mental well-being What they do instead: 1. Make thoughtful, strategic calls (4-5 hours/day) 2. Build relationships through social engagement 3. Use LinkedIn to foster trust 4. Share regular feedback with marketing 5. Craft hyperpersionalised emails (50/day) 6. Focus on fewer, higher-potential accounts 7. Nurture accounts until they've heard multiple “no’s” 8. Align closely with AEs on next steps 9. Work with managers who prioritize their mental health The right mindset can make all the difference. #ai #saas #b2b #coldemail #india

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"You don't need to jump on a call for every client issue." Controversial? Maybe. Smart? Absolutely. I've watched countless CS teams burn out trying to be everything to everyone. There's a better way to scale. Here's how to support 3x more clients without sacrificing quality: The Scaling Framework: Tech-Touch for simple wins → Automated onboarding sequences → Knowledge base for common questions → Regular health-check surveys Light-Touch for the middle ground → Group training sessions → Community-led support → Templated check-ins High-Touch for strategic moments → Quarterly business reviews → Strategic planning → Crisis management The secret sauce? Let clients choose their path: Self-service warriors get their independence Community lovers get their network High-touch seekers get their dedicated time But here's what most miss: Scaling isn't about doing less. It's about doing right. Your CSMs should focus on: →Strategic conversations →Complex problem-solving →Relationship building →Revenue expansion →Not password resets. The result? → Happier clients → Energized CSMs → Better retention → Higher profits Stop drowning your CSMs in low-impact tasks. Start scaling smart.

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Here’s how SDRs and AEs can compound pipeline growth 👇 With nurture campaigns, post objection. 90% of SDRs and AEs forget a prospect after the first objection. These objections can be anything: 1. “We’re all set” 2. “Using another provider” 3. “Not the right time” 4. “Don’t have enough budget” 5. “We have other priorities” Even though your prospect is saying no – it doesn’t mean that won’t change. This is where you come in with your ask: “No worries, [Name]. Would you be open if I send you an email maybe once a month sharing any product updates and customer stories? It’ll be from me – not an automated newsletter.” From our findings, 75% of prospects will give you the permission as long as they’re interested in your content. Instead of another “closed” lead – you now have someone in your warm nurture pipeline. Doing this consistently with leads that object builds a large pool of warm leads. Which eventually leads to meetings. #warmleads #nuture #pipeline #coldoutreach

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SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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Have you heard of the Challenger and Jolt sales theories? It’s not just about selling a solution; it’s about delivering real value, challenging the way things have always been done, and helping dealers see opportunities they may have overlooked. One quote that drives me: “The best salespeople don't just build relationships; they challenge them.” This line from The Challenger Sale is a reminder that my role isn’t just to be a partner. I’m here to push dealers to think differently, leverage their data more effectivly, and take bold steps that lead to REAL results. My personal mantra? "In everything you do, work to make the community around you better." (I've been living by this as a guiding value since 2007) It’s not just about "closing deals". It’s about having a meaningful impact. When we help a dealer increase their sales by 20%, and they turn that success into charitable donations or even hiring more people, we’re not just moving metal - we’re driving real change. We're helping the local humane society get more pets adopted, helping clean up our parks and oceans, and we're helping families put food on the table and get their kids through college. Ok, that seems sappy - but it's how I operate, and I wouldn't have it any other way. Here's a pic of one of our amazing CSMs, Lauren Chappo, and myself at our newest Buick GMC client - they're moving the needle in their community and we're helping them do that at Fullpath #Fullpath #AutomotiveSales #ChallengerSale #JoltEffect #SalesStrategy #CommunityImpact #ContinuousLearning

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Most SDRs will: - Send generic emails - Use basic tools - Follow outdated scripts - Struggle to hit targets - Feel overwhelmed with tasks Most SDRs will not excel. They will play it safe. Do as they're told. So many SDRs are not reaching their full potential. They feel STUCK. → My message to you: Please STOP using outdated methods. The world of sales is evolving. There’s never been a better time to invest in NEW STRATEGIES. Do it before you have to: - Leverage LinkedIn Sales Navigator → find quality leads - Use intent data → target prospects ready to buy - Personalise outreach → stand out in crowded inboxes - Streamline pipeline management → use the right tools - Foster teamwork → collaborate with the team - Enhance skills → attend industry webinars and role-play Maximise your success. Don't just stick to old habits. → Take control of YOUR growth. → Take control of YOUR success. Investing in new strategies is the BEST way to excel. It will give you RESULTS and more opportunities. → Get started today. ♻️ Repost this to help get better #SDR results 📥 Save this for later

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A strong SDR strategy isn’t just about calls—it’s about timing. Ever wonder why some calls lead to instant connections while others fall flat? The secret is timing. Hypercall’s data-backed approach ensures that outreach happens when your prospects are most receptive. Here’s why timing matters: ↳ Increased Engagement: Calls made at optimal times see up to 50% higher response rates. ↳ Better Conversion: Strategic timing means more calls turning into meaningful conversations. ↳ Smart Outreach: Our SDRs use insights to schedule calls and LinkedIn outreach that fit decision-makers’ peak availability. The result? More booked meetings, more qualified leads, and a sales team that spends less time chasing and more time closing. #SDR #SalesDevelopment #LeadGeneration #OutboundSales #SalesGrowth #Hypercall #ColdCalling #DataDrivenSales

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🔖 Bite-sized Bookmarks for Sales Pros! ""Our outbound team isn't performing." But let's get real for a moment: Firing someone is rarely the answer. Here's a good checklist for figuring out why your BDR team isn't performing."

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📣 Big news for social marketers AND customer service teams! 📣 Hootsuite just dropped Social Customer Care — a Salesforce integration that can streamline, simplify, and even automate social messaging across your entire org. ✨DMs get automatically routed to the right team and person. 💡 Support peeps can see message history in context and reply right from Salesforce. 🤖 There’s even chatbot integration to automate replies to FAQs across your social channels. You’ve gotta see it: https://ow.ly/BouF50TqOwP

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How strong of a salesperson are you? Are you a public speaker who tries to sell from the stage? Join host Rich Trigger Bontrager and special guest Author, Speaker, and GTM Transformation Leader - Roderick Jefferson as they explore sales enablement and more on Rock The Stage Show, Sunday, July 21st. Join the live premiere and chat party for Living 2% Mentality Life and Sales Career. Join us here: YouTube Show LInk https://lnkd.in/eDHssWJX #Salespractices #Senior_Executives #Sales_Enablement #TalkShow #GTM_Transformation

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People that care about UX and productivity for sales people: SDR Managers (god bless you wonderful folks). I do find that most direct managers in Sales aren't polling their employees--especially AE's to find out what's not working, what they are putting up with and not complaining about. There are tons of tools that sales folks are buying on their own dime like Scratchpad, Superhuman, etc. We all care about "giving developers the right tools to stay in flow".. but your revenue team? Sure, leaders need our forecasting tools and enablement systems (maybe)--but ask your team "what sucks about this CRM layout, how does thing work on your mobile device, what things are getting in your way, how much time do you spend clicking around poorly designed tooling interfaces---and what would move the needle for you". As an AE-centric leader, i'm working to put things in place that sure--make folks more productive--but that they don't hate using. What say you? whats sucks in your world? what tools do you buy on your own to deal with your day? or even how should the world work for a day-to-day SDR/AE/Account Manager, etc

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📣 𝗟𝗮𝘀𝘁 𝗰𝗮𝗹𝗹 📣 Today our revenue team, featuring SDR Manager Jack Wauson, SDR Lead Brandon Butron, Senior Account Executive Morgan Wible, and Renewals Team Manager Jane Kissler will share Mixmax tips & tricks and best practices. 📌 How to personalize Sequences and incorporate videos for interested prospects. 📌 Best practices for a successful cold-calling block. 📌 Multi-threading when prospecting and throughout the deal cycle. 📌 Mixmax shortcuts and inbox-centric tips. 📌 How to protect your calendar as a CSM and standardize your outreach. 📌 How to engage customers and build stronger relationships. 📌 Essential automation rules our team relies on. 👀 you there! https://lnkd.in/dXNJ4sjK And even if you can’t make it, sign up, and we’ll send you the recording. #sales #salesengagement

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SDRs = Calling 📞 Marketing & Rev Ops = Cadence Tools & Automations Save your org $$$s by getting your SDRs out of cadence tools and back into the #CRM focussed on dialing Leave automated outreach and multi-touch sequences to marketing, and guess what? Then you only need one cadence tool licence! I chatted to Mark Bedard who clearly lays out the path to streamlining your outbound motion #sales #salestips #bdr #sdr #outbound #calling #coldcalling

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Conversational discovery is what sets great AEs apart. This involves identifying a prospect's needs and challenges through interactive dialogue during the demo phase. Here's why it works: ▶ Discovery is not a one-way street. You ask questions, actively listen to your prospect's responses, and tailor the demo to their unique situation. ▶ The goal isn't to showcase every feature but to illustrate how your product directly addresses their pain points. ▶ Through conversation, you go beyond the initial use case identified in early discovery and find any missed challenges and opportunities. According to Akash, that is how your prospect sees you as a trusted partner, and not just a vendor. Check out the full PreSales Collective x Storylane webinar on How to Expand Your Presales Without Expanding Your Team, featuring Shawn Taylor, Tom Josephson, Akash Bansal, and Chris Mabry. Link in the comments👇 #Storylane #InteractiveDemos #PreSalesCollective #Presales

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