Tom McHale

3-step framework to nailing your demos. 1. Frame the broader problem Ex) Most sales leaders I work with are really struggling to understand where the risk in their pipeline is 2. Frame their problem Ex) You just told me you are 100% reliant on your CRM to try and sus out risk in deals 3. Tell a story of how your solution can solve this (don't feature dump, make it punchy) Ex) Now with XYZ you will know exactly what is happening in every single one of your deals. Tonight at 5:00 PST we are hosting a session on nailing your demos! Shoot us a message if you are interested in joining.

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🌟 Exploring the benefits of an outsourced SDR team for your business? Here's how it can be a cost-effective strategy: Speed to Market: An experienced SDR team can begin delivering leads within the first week, minimising any gaps in your lead generation process. Reduced Overhead: Outsourcing eliminates the need for internal management and staffing costs—all included in your campaign charge. Data Inclusion: When you partner with Think Pipeline, essential data is already included, so there's no extra expense or effort needed to acquire it. Guaranteed Results: We offer a guaranteed lead Service Level Agreement (SLA), ensuring you receive tangible outcomes within a specified timeframe. Understanding these key points can help your business make informed decisions about lead generation strategies. 💡📊 #BusinessInsights #SDRTeam #ThinkPipeline #LeadGenerationTips

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🚀 Salespeople reveal what they're thinking in 2024…👀🚀 We've just released our latest report, in which we asked hundreds of AEs and sales leaders for their views on everything from their sales process and tooling to their confidence in the year ahead. Some eye-openers such as: 🔍 Only 9% of AEs think their company’s buying process is very good—meaning there's a huge opportunity to make impactful improvements that could set your team apart. 🤝 1 in 2 AEs lost a deal during the handover to Customer Success. But, when these teams collaborate effectively, customer churn plummets. 🧵 78% of AEs find it difficult to multithread beyond their champion—highlighting an opportunity to improve and learn how to strengthen relationships across the buying team. From refreshing onboarding practices to tackling stakeholder visibility, we’re sharing what sellers really want (and need) to win.. This report is for anyone involved in driving sales success—from those on the front lines of sales to strategic leadership. These insights give you a peek under the bonnet of what’s really going on in the minds of Account Executives and revenue leaders. 👉 In the spirit of buyer enablement we’re not even harvesting your email address and flooding you with sales emails…simply download the full report, in peace, in the comments #SalesInsights #trumpet #SalesStrategy #AccountExecutives

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Next on The Sales Dojo Podcast - Special Episode. Paul Atherton, the UK’s No.1 Direct Sales Coach, is joining us soon! Discover how to inspire the buy in today’s market. Follow us for the episode release and transform your approach to direct sales. 

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For Andrew Gray, Head of Revenue Enablement at Sanity, Relationship Map is a key tool to help his sellers multi-thread and close deals. Here’s how one of his sellers recently closed a deal using Relationship Map. ⤵ “One of our reps in EMEA had built his Relationship Map in Sales Navigator, screenshot it and put it on a deal review. He was able to see where he was lacking relationships, what he was missing to be multi-threaded, where he needed more exposure – everything that’s key for relationship mapping,” said Gray. What surprised Andrew about the Relationship Map was that his seller was able to build it directly within Sales Navigator. “Normally our sellers build out some sort of relationship map inside of Excel, a Miro Board, Google Drawings, or some other application. But the fact that he was able to do this inside of Sales Navigator made me think this should be our new standard moving forward.” After using Relationship Map, the seller focused his efforts on the missing key relationships that could help him close the deal. He then used LinkedIn to get an introduction to a key contact who was a champion for moving that deal forward. And best of all, that seller closed the deal a few months later. “Would he have won the deal without the Relationship Map? Maybe.” Gray reflected. “But do I know for a fact that he sat and looked at his Relationship Map, and used it to map out a strategy that ultimately won him that deal? 100%.” Learn more about Relationship Map here: https://lnkd.in/RelationshipMap #SalesNavigator #sales #B2Bsales

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📅 8th October 2024 - Mark your calendar. Getting compensation right is critical when it comes to attracting and retaining top SaaS sales talent. If your packages aren’t competitive, you’re not just losing out on great people - you’re putting your growth at risk. That's why, on Tuesday next week, we’re releasing our salary benchmark report for SaaS sales roles across Germany. Stay tuned if you want to know how your compensation stacks up - or if you're losing talent to better offers. 👀 DM Liam Peoples or Robin Guth for priority access. 🐺💜 #sales #hiring #recruitment

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Is manual dialling stopping you from scaling your sales pipeline? 😓 Not anymore! JustCall X Apollo.io have joined hands to help you — find leads, auto-dial, close deals in a matter of seconds. Here’s how this integration helps your sales team: SDRs & BDRs: 🤖 Auto dial qualified leads: Find perfect leads with Apollo, then dial them instantly with JustCall. 📝 Log calls & details automatically: Find time for what matters - selling! ✍🏻 Personalize your pitch: Use Apollo's rich data to tailor your pitches and connect with leads on a deeper level. 📅 Never miss a follow-up: Automate workflows to ensure timely follow-ups. Sales Ops & Rev Ops: 🔀 Unify your data: JustCall & Apollo sync seamlessly with your CRM, creating a single source of truth. 📊 Create smarter reports: Get a clear picture of your entire sales funnel with consolidated data from all platforms. 📺 Marketing and sales: Leverage data insights from Apollo.io & Sales Dialer analytics to personalize marketing campaigns and target high-quality leads. ⏳ Find time for strategic work: With automated workflows and minimal setup time, you get more time to focus. Managers & Business Owners: 🚀 Boost team efficiency: Streamline workflows to empower your reps to sell smarter, not harder. 👀 Get real-time visibility into sales: Track individual & team performance with clear, consolidated data. 🧑‍🏫 Easier coaching: Use call recordings & AI insights to give personalized feedback and improve your team's performance. ⛹🏻‍♂️ Reduce workload on your team: Let generate AI call summaries and free your to team for what they do best — selling. 🌱 Scale your pipeline with confidence: Be sharp in optimization, know what’s working and what’s not. If this excites you and you’re ready to crush your quota, click this link to get started: https://lnkd.in/g_pM7fAU

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Want to supercharge your SDR team’s performance? Eddie Galvan, CEO of Xcellerate Labs, is hosting a webinar where he’ll dive into 5 key strategies to help you get the most out of your sales development efforts. 📅 Mark your calendar for Thursday, 24th October 2024, at 3:00 PM UK time. Packed with actionable insights, this session is perfect for anyone serious about driving growth and hitting targets. Ready to take your team to the next level? Don’t miss out! 💼 #SDR #SalesDevelopment #XcellerateLabs #Webinar #SalesGrowth #TeamSuccess

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A UK Tech Plan. What does the next Government need to do to support the digital sector? Last year Axiologik hosted a roundtable with techUK to launch the UK Tech Plan, a blueprint for the next Government on the focus needed to support the sector. It was a fantastic debate which showed how organisations are keen to work together to ensure that technology benefits everyone. Some of the key opportunities highlighted were: 👩‍🏫 The digital skills gap 🔐 Online security and trust 🏥 Access to healthcare 🤖 AI and future technology 💡 Innovation and global reach ➡ Regional collaboration and hubs You can find more here: https://lnkd.in/gU_ZGh-D https://lnkd.in/gU_ZGh-D #technology #digital #leadership

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The Cost of Inaccurate Data for SDRs: If you have an SDR Team, you will know that outbound connect rates have dropped to 2 – 4% across the B2B space, meaning that an SDR making a typical 50 – 100 calls per day is only speaking with 1 – 4 people. Accurate data will not only save you money in the long run, but it will also prevent your SDRs from spending most of their day talking to no one. Read more here - https://lnkd.in/dQ_SBmmF

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Reduce your cold calling costs by 90% Our AI agents can help you reduce your cold calling costs by 90% and improve your results by 200%, heres how. All sales people want to prioritise speaking to prospects who are prequalified and serious. Thats where our AI agents come in, the interact will all new enquiries no matter from where or at what time. Our agents prequalify the prospects by asking a series of questions and then based on the answers our agents will arrange a call for the prospect to speak with a member of your sales team, in this way your sales team are only speaking to prequalified prospects who are serious. We don't stop there, our AI agents also reach out to your cold, old and dead data to revive them, answer any questions and then arrange a call for the prospect to speak with a member of your sales team. The best bit is - you only pay us on results DM for more information

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'The Role of the BDR in 2024 & Revolutionising Sales Strategies' In 2024, the Business Development Representative (BDR) plays a crucial role in reshaping sales strategies. Their ability to identify opportunities, nurture leads, and drive revenue growth is more vital than ever. The BDR's strategic approach and understanding of market dynamics are key in adapting to the evolving sales landscape. Embracing technology and data-driven insights will be instrumental in achieving success. Click here to watch the full episode: https://buff.ly/3HZGgbc Learn more about the Bearded Sales Guy and how to Walk Digital Corridors - A Better Future For Sales, subscribe to my newsletter here: https://buff.ly/4aFFoFL #WalkingDigitalCorridors #SocialSelling #MentalHealthMatters #PersonalBrand #SocialNetworking #SalesTransformation #PersonalChange #DigitalSelling

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"60% of clients churn yearly" Stats from the Recruitment CRM giant themselves Bullhorn What are you doing to ensure spot business isn't the standard? Hinterview's customers are reporting a 62% increase in repeat business since embedding the platform in their client's processes. How much untapped revenue sits in your database? #videoforrecruitment #exclusivebusiness #retainedbusiness #repeatbusiness https://lnkd.in/dn5KNW2M

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𝗔𝘀 𝘄𝗲 𝘀𝘁𝗲𝗽 𝗶𝗻𝘁𝗼 𝗤𝟰 𝟮𝟬𝟮𝟰 It’s clear that the UK IT landscape is evolving rapidly. From the rise of hybrid and multi-cloud strategies to the obvious AI explosion, businesses across the UK are generating and processing more data than ever before. Titan Data Solutions is not just focused on distributing hardware and software - we actively collaborate with partners to create customised data storage solutions that address the data complexity seen within today. Supporting businesses through these data transformations through ensuring secure, scalable, and efficient access to their data. Feel free to reach out if you'd like to learn how Titan is at the forefront of the Data Revolution! 👨‍💻 #DataGrowth #CloudSolutions #HybridCloud #DataStorage #DataManagement

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Our hot 'Sales tool' summer is in full swing 💅 and what a way to enter Q3 with a bang 42 G2 badges including... 👉 #1 Digital Sales Room in the UK 👉 #1 tool delivering the best ROI for sellers 👉 #1 Easiest tool to setup and get started Plus, just to toot our own trumpet a little more We've been rated high performers across EMEA and for Enterprise customers 🚀 So much love to our customers who left some standout reviews 👇 "Hands down one of the best sales tools I've utilised in the past few years as a seller - Trumpet is game-changing. The UI is night & day compared with any similar tool on the market, it's easy to use, modern, hyper-personalised and customisable." – Annie P, Account Manager at Figma "Back and forth emails. Lost PDF's. Endless threads with key information hidden in every mail. Emails bouncing when you want to send rich media. I've had it all. Trumpet has changed the way I interact with customers, and makes sure my daily touches with customers are all tracked in one place." – Josh S, Director of Sales at Channext "I love that clients only need to remember one link that contains all they'll need to have the internal conversations. Selling in 2024 is as much about the calls you're on than it is arming your champions with an easy-to-digest business case for internal meetings you're not on." – Harry N, Senior Account Executive at Thirdfort And a huge shoutout to our incredible Sales, CS, Product and Dev teams who absolutely bring it everyday to give our customers the best possible experience 💜 Main character moment over, back to building ⚙️

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