Use-Cases

Does something seem to be going wrong with your CRM? You could submit a ticket, but you will often get a generic answer. In many cases, CRMs just sometimes simply lack the certain feature you are hoping for. Often there are workarounds that seasoned professionals such as myself know, but you will never get these answers from your Salesforce Rep. HubSpot has great customer support, but their agents can often only help you with one specific item, and cannot understand or advise you on your broader sales ecosystem. After working at 5 software companies I have used CRMs in every possible way imaginable and understand their strengths and limitations.

Most of your BDRs / ADRs are working at 30% efficiency. Are you curious about how your business development team is spending their time?

In the era of remote work, you may be wasting hundreds of thousands of dollars on employees who do not actively contribute to the success of your company.

Companies often measure variables such as login times, screen activity, and quantity of calls/emails generated as a way of measuring productivity, all of which are incredibly easy to circumvent.

As an example, I worked as a business development representative at a company with 200 BDRs, and I had the 6th largest pipeline in the entire company. In reality, I worked less than 10 hours/week to achieve these results.

Many of my colleagues who I personally knew put in even less effort than I due to a lack of accountability, motivation, and oversight.

I can help by giving you automated reports or spot analysis to monitor your sales team's performance.

• Did your ADRs generate 50 calls in the last 30 minutes of their workday?

• Did all of their emails come from a single sequence with no follow-ups?

• What percentage of inbound activity is your sales team following up on?

• What percent of their activities led to meetings?

• Is your Biz Dev team creating phantom meetings with no attendees?

• What is your Biz Dev team spending their time on?

• What percentage of meetings lead to opportunities

• Are your business development managers meeting with each BDR / ADR on a weekly basis?

• What are the habits of your most successful and least members of your Biz Dev team?

Most individuals in roles that monitor their sales team performance have shockingly little knowledge of how to truly monitor their own sales team’s performance besides reporting on opportunities generated per month.

Schedule a free 30-minute consultation, and I will be able to tell you how I can help your company increase its sales performance.

Your marketing efforts are complex and need to be looked at holistically. Your team is constantly jumping from one task to another and rarely has the time or energy to monitor all of your channels.

As an anecdote, one of my clients had a “chat now” button on their website, as most companies do. I discovered that in a 6 month period, the company had 136 inbound chats, of which 5 were replied to by the sales team. Marketing assumed everything was going just fine, but 2/3rds of the notifications were going to users email inboxes who were no longer with the company. The rest were being sent to spam inboxes. The sales team never knew this was an issue because they never got the notifications in the first place. The disconnect between sales and marketing caused the company to lose out on an estimated $600,000 in qualified pipeline.

Some specific questions I can answer for you include….

• Are your marketing email open and click rates up to industry standard?

• Are my subject lines ideal? There have actually been studies that determine the ideal length and content of subject lines, especially when it comes to what is able to be previewed from desktop and mobile versions. Unless your marketing team does continuous research, they may be out of date in terms of best practices

• Is your marketing team importing poor-quality leads?

• What percentage of prospects across all marketing campaigns are reporting your content as spam? Did you know that if over a certain percentage are reported as spam, email clients like Gmail and Outlook will automatically hide your email?

• Is your marketing team unknowingly sending prospect emails to well-established customers?

• What percentage of your marketing emails are being sent with the first name and company in ALL CAPS, decreasing credibility? Did you know there is an easy way to fix this?

• Do you have marketing channels that are woefully underperforming due to a simple, preventable mistake?

• Is your outbound marketing content in compliance with the CAN-SPAM act? Did you know that each separate email in violation is subject to a $50,120 fine?

Book a free 30-minute consultation to get an outside perspective on how you can increase your marketing effectiveness. My experience is most marketing departments do not experience the ROI they could due to a lack of expertise and understanding of how the sales and operations departments function. Being in both worlds, I can help you bridge this gap.

Knowing CRMs inside and out is a powerful skill. I can give you a visual or table representation of the data you want to see. Do you want to know what percentage of your stage 3 opportunities are generated by outbound ADR activities by region by quarter? No problem. Do you want to see what percentage of outbound activities lead to qualified meetings? Easy. Even if you want something abstract, such as a bar graph of your wort performing assets/people or employee improvement over time, I can give you that as well.

I have served in many roles at SaaS companies, and I am confident my approach is unique and effective. If you truly want to know if your marketing is where it should be, allow me to draft an email campaign and build a list of prospects for you. We can then compare the results of my campaign to the results of your marketing team. I specialize in generating net new meetings in territories you have a small footprint in, but want to expand in. I excel in understanding the buyer persona and creating effective messaging communicating the value of meeting with your company.

AI tools like Chat GPT are here to stay. Out of my network of industry colleagues, 40% use these tools according to a recent poll I conducted with 2,000 participants. Anecdotally, 90%+ of the top performers I know use Chat GPT.

This tool alone helped me increase my qualified pipeline by 40%.

The reality is that those who use these tools will increase their success, happiness, and longevity at your organization, and those who don’t will burn out or fail in this new competitive world of sales.

Here are some benefits and ways I can help your company increase it’s success.

• Train your sales and marketing team on how to use AI to create hyper-personalized effective email outreach and call scripts. For example, “Title” at “company” just downloaded “content”. Draft a compelling 3 email sequence explaining the value we could deliver to their organization within “industry”. The call to action is booking a meeting using “link”. You can also input recent news articles or earnings reports to enhance your message

• Tools like Chat GPT can be used to help your team enhance their product knowledge. Rather than expecting your team to look through endless training materiels and whitepapers, you team will have the ability to train an AI model to teach them everything they need to know.

• Decrease burnout and turnover. It can be difficult to join a new company and be expected to learn the ins and outs of a new product while being expected to grow your pipeline at the same. AI tools decrease the learning curve and time-to-value by helping you understand the competitive advantage of your product in the marketplace, as well as what certain industries and personas care about. As an example, there is not a single newly hired Biz Dev individual who truly understands/cares about what a CIO at a manufacturing company vs a procurement manager in the retail industry would want from a contract lifecycle management solution. AI tools can make this process enjoyable to learn, and simple to conduct outreach for.

Let’s face it, your data is ugly and it’s affecting your marketing and sales performance. Every time you send an email with the first name in ALL CAPS, it immediately sends a red flag to the prospect. Having your reps import leads is a good thing, but over time, duplicate accounts/leads and systematic errors are inevitably created. At several companies, I have worked for, 20-30% of CRM information was duplicated. Evey now and again, it is helpful for someone like me to come in and clean it up.

Business development can be a mundane and monotonous task. I don’t mind rolling up my sleeves and getting to work.

I can convert PDFs into CSVs and upload them to your system and assign leads to reps based on territory. I can even do the laborious work of finding email addresses and LinkedIn profiles so your reps can focus on generating more meetings for you. This is specifically useful for conferences. I can take your list and find the right contact info and have messaging all ready to go for when your team gets back. From my experience, the week before and after conferences always seem to be hectic and things often slip through the cracks.

Let me give you some peace of mind and take the chores off your plate.

I can also be given a list of 100 prospects and perform cold outreach myself to secure an introductory meeting with your team. Out of a list of 100 qualified contacts in target accounts, I can generally generate 3-4 meetings over a 3-week span (people rarely respond on the first touchpoint).

As of right now, I am not willing to perform CRM migrations.

My expertise is with the following systems: Salesforce, Hubspot, Pardot, LinkedIn Sales Navigator, Outreach, SalesLoft, Gmail, ZoomInfo, Constant Contact, Gong.io, Eloqua, Monday.com, Microsoft Outlook, Slack, Teams, Zoom, Excel, Google Sheets, Highrise, Consensus, and Highspot. If you don’t see your platforms on this list, feel free to ask since I may have lefts a few off.

I cannot work with SAP or Oracle