flip-the-script

Created by Becc Holland
A collaborative community for SD leaders to grow, share insights, and solve the biggest challenges that face modern day Sales Development.
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chat_bubble_outlineSahil Mansuri answered on
Kyle Phillips
Business Development Manager at Ai-Media
I prefer ending an email with a more direct question like "What would be a good time for us to talk?". My assumption is that I'm bringing something of value to their attention and they'll be interested in having a conversation with me, it's just a question of sorting out calendars. And I'm asking them a question so prompting them to respond.
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10 days ago
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chat_bubble_outlineRobert M. Gravely answered on
What are your stats re: local dialer?

When the big tools first came out with this feature-both as a rep and a manager I LOVED it.


However, at this point (three years down the line), if I receive a call from a local number (I live outside of my area code), I know it's a salesperson.


Everyone from "back home" is already saved in my phone.... so it's a big clue to me that a sales rep is reaching out.


Understanding my bias (I live in a big relocation city/Millenial with different phone habits), does anyone have recent stats in regards to using a local dialer?


AKA -- pickup rate over the past 6 months using a local dialer vs. pickup rate using your company's number?

Sam Schooley
SDR Consultant at Vendition
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Alicia Gunderman
Senior Account Executive at MRCC Solutions
I too am interested in this response - coming from a different angle. My satellite office was provided with phone numbers from our HQ across the country and we are trying to make a case for them to issue us local numbers instead because we are in fact local. Thoughts/stats on that? 
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3 months ago
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Daniil Krets
Sales Development Lead at ADURO Incorporated
So I agree with Becc and Sahil here but I was able to secure lots of meetings using localization. My rule is to make sure I do both of the following things: 1) make sure I'm not using a local dialer on my first call - only when I've done lots of research, sent highly personalized emails and I'm absolutely sure this company will benefit from the pro...See more
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2 months ago
Paul Dean
Sales Enablement Program Manager at PlanGrid
When I was selling into the construction space, it definitely increased our connect rates (don't have any hard data though). I think it starts less on a lie if you introduce the feature correctly as a competitive business advantage. However, this is coming from selling into an industry that hasn't hit critical mass in terms of technology or SaaS.

Ty...
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2 months ago
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chat_bubble_outlineSam Shelley answered on
Sign Up - Flip The Script National Bus Tour!!

Happy New Year everyone! Hope you had a nice break!


Becc Holland is bringing her wisdom to the masses in an amazing way... via a national FTS bus tour!


(Tues.) 2/4 Boston

(Wed.) 2/5 New York

(Thurs.) 2/6 Chicago

(Tues.)2/11 Atlanta

(Weds.) 2/12 Austin

(Thurs.) 2/13 Denver

(Tues.) 2/18 Salt Lake City

(Weds.) 2/19 Seattle

(Thurs.) 2/20 San Francisco


Sessions are 5:30-9pm. Who is attending?? I'll be speaking at Boston/Atlanta, attending NYC and SF!

Sahil Mansuri
CEO at Bravado
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Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
Wish you were coming to Florida - Orlando maybe!
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21 days ago
Samuel Palomares
Business Development at Bottle Rocket
No DFW love? : /
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17 days ago
Sam Shelley
SDR for Hire at Self
I'll be attending in NYC!  

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17 days ago
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chat_bubble_outlineBecc Holland answered on
Flip the Script North American Tour!

Hi Together!!


With more SDRs and AEs struggling to hit quota than ever before, I created a series called “Flip the Script” to drive tactical value and expertise through free educational webinars, articles and sessions with one goal in mind: to lower the staggering percentage of SDRs and AEs that are struggling to hit quota in the industry, and equip them with the phone and email training necessary to achieve goals.


I've taken it off the screen on onto stages of 9 cities across joined by Scott Barker and Josh Braun in a tour across the US in:

Each city will begin with ...

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Becc Holland
Head of Sales Development @ Chorus.ai at Chorus.ai
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Sonya Meloff
Founder at Sales Talent Agency
This looks awesome 👏👏can we connect to bring to Canada. Toronto and Vancouver ready for this
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19 days ago
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Tina Bean
Founder, VP Partnerships at KickFire
@Sahil, are you adding a second SF date?
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19 days ago
Cris Valderas
Regional Sales Director at RailComm
Looks great! I'll try to make it to Austin. 
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18 days ago
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chat_bubble_outlineKaty Huff answered on
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Becc Holland
Head of Sales Development @ Chorus.ai at Chorus.ai
Hi Michelle,  Wanted to drop in one more time and just make sure I haven't overstepped my bounds.  Given your _____(personalized), I thought it made sense to reach out.  Maybe it's me, but I'm getting the feeling that now is just not the best time for you to connect, did I get that right? If not, no worries, perhaps we can connect in the fu...See more
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7 months ago
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chat_bubble_outlineGilbert Joa answered on
How do you personalize follow-ups???

1st follow up - ask about the previous email

2nd follow up - does a fresh email = a new premise?

Also, when there's a lack of marketing materials, does passing along a link to a third party article really help?


Already signed up for your visit to NYC! Looking forward to it!

Alison Vacovec
US Director at HEROW
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Natasha Shifrin
Head of Sales Development & Strategy at CreatorIQ
Hey Alison
You can view each email as part of a story you are telling.  Each email should be of value which is part of a larger story as to how your product can make the prospects' life better.  It's almost like a one sided conversation to start.  We typically set 90 day cadences but a lot of the time the prospects are engaged within the first few w...
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26 days ago
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Gilbert Joa
Co-Founder and Director at Affluent Prospects
Hi Alison, 

Typically before I finish a meeting or a call, I attempt to get a mini-commitment from the prospect for the next meeting or the next time to circle back. 

If that is not an option, what I would suggest is to stay up to date with their company news as it could be used as a point of reference for picking up the conversation. You can also re...
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24 days ago
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chat_bubble_outlineJohn Barrows answered on
How to wake up my LinkedIn connections?

I have a lot of leads and potential customers among my LinkedIn connections. Most of them added me first. Sometimes after connection I senв a short message like 'Nice to meet you. How can I be useful?' And I have an answer to that, sometimes it leads to the sale.


But most of the time I didn't sent such a message ASAP, and now I'm looking for an approach and reason to start a conversation. Can I introduce myself? Ask about their work?


Do you have something in mind?

Alex Nigmatulin
CMO at PRNEWS.IO
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Asad Badruddin
Relationship Manager at LinkedIn
Engage them about something they have posted 
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about 2 months ago
Paul Dean
Sales Enablement Program Manager at PlanGrid
Linkedin has a (fairly) new feature around voicemail messages. I received one, and it was personalized. I took the call from Morgan Ingram who is with John Barrows Sales Training. They might be able to give you better insight here.

https://jbarrows.com/blog/linkedin-voice-messages/

Additionally, one of our Tech Services reps does a "Top Tip Tuesday....
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about 2 months ago
John Barrows
CEO at JBarrows
Don't just make a connection and say "i'd like to introduce myself and schedule some time to talk about how we can help each other" or some form of that.  I literally get hundreds of those and I don't respond to any of them.  Remember, time is everyone's most valuable asset so if you want my time you better show me that it will be worth it.  callin...See more
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about 2 months ago
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chat_bubble_outlineSam Schooley answered on
FTS meetup -- SF

Hey y'all--my favorite bar in the city (even though I don't drink) in the city is Pagan Idol. I'll be there January 9th at 7pm, and will buy the first 5 SDRs/Sales reps that show up a round to celebrate the new year!


Who's in? Let's bring in 2020 with some good spirited networking + a good time!


Comment below with your email and I'll send you an invite :)


Sam Schooley
SDR Consultant at Vendition
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Daniil Krets
Sales Development Lead at ADURO Incorporated
What's the next city? :)
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2 months ago
Huy Truong
Business Development at Solvvy
Hi Sam - it'd be a pleasure to meetup if you're still planning on this. Email is "truong.huy149@gmail.com". Thanks!
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about 2 months ago
Sam Schooley
SDR Consultant at Vendition
We're on!
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about 2 months ago
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New post
Benefits of a Certification Scorecard

SDRs love recognition. They love to show off the fruits of their labor, how they beat out their teammates in friendly competition, and how they strive daily to be their best. If they sit in a cube, it's often lined with pictures of them & their teammates, certificates of achievement, flair pins, and annual award plaques. Another feather in their cap is certifications. Being "certified" earns them bragging rights. But, more importantly, it shows achievement in skills that can be measured objectively. Using a scorecard as a tool provides the following benefits:


  • Provides a structure of what proficiency looks like
  • Promotes repetition (practice, practice practice)
  • Increases efficiency
  • Promotes credibility (knowing a skill vs. using a skill)


Certification scorecards are a great tool to provide structure and measure competency across a team. ...

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Teri Turner
Global Sales Enablement Director at Reltio
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chat_bubble_outlineJeremy Ross answered on
Compensation Package for Sales/Growth Advisor?

All,


I am thinking about taking a role (part time) as a growth advisor for an IT solutions firm (startup) that has quite a few Fortune 500 accounts. I would be helping them break into "mid-market" accounts with deal sizes ranging from 250K - 10 mil. Basically, I would set up their sales automation and help close deals until they find a VP of Sales and hire an actual sales team. As of now the company is composed of engineers who have leveraged their connections.


What does a typical compensation package look like for someone in this role? I am sure it varies widely.


Specifically, what is the typical commission % on gross profit?


Any feedback is welcomed and encouraged. Thanks in advance.


Will

Will Gordon
President/Founder at Search Partners
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Will Gordon
President/Founder at Search Partners
Bueller?
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3 months ago
Jeremy Ross
BDR Team Lead at LaunchDarkly
5%
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2 months ago
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