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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#flip-the-script KPI systems (part 2)

For your lunch break!


Part 2/2 of "Back of the Bus" for the Flip the Script Tour where Scott BarkerJosh Braun  + myself go deep into the 2nd half of KPI systems, how to build one that drives the right behaviors among your SDR team & pays them out idoneously.


Forewarning, this one gets a little more heated than Part 1.


Love to hear anyone & everyone's th...

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Becc Holland
Head of Sales Development at Chorus.ai
Bravo
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Cooper Wright
Business Development Representative at Nylas
Bravo
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Jordan Browne commented on
#flip-the-script KPI systems

When it comes to Sales Development, from my perspective, the most important conversation you can possibly have is one that centers on how you’re measuring, KPIing & comping your SDRs.


Before you talk about talk tracks, personalization at scale, competitors, playbooks, objection handling, enablement, training, buyer personas, battle cards, SPIFFs, PIPs, activi...

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Becc Holland
Head of Sales Development at Chorus.ai
Bravo
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Jordan Browne
Senior Account Executive at Siteimprove
This is great Becc!  Curious to hear your thoughts on KPIs / Comp Plans for Outbound BDRs...?
Bravo
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9 days ago
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Outbounding the Virtual Conference.

I have caught myself daydreaming about tech conferences recently...


If you're like me, you're missing the days where you spent 14 hours networking with supernova energy and shaking the hands of founders and innovators.


I'm impressed with the innovation from virtual conferences so far, but their in-app features aren't enough for an outbound team to pull Dreamfo...

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Cooper Wright
Business Development Representative at Nylas
Bravo
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#flip-the-script When sales peeps call me at 9am

When sales peeps call me at 9am when I’m weak (before I’ve had coffee) & “multi-value prop” me with 9 or 10 things their company does before I can figure out who the heck is calling... it makes me think of the “Julienne Fries” guy in Aladdin... Amirite?

Becc Holland
Head of Sales Development at Chorus.ai
Bravo
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Joshua Girard commented on
Don’t know who needs to hear this… But...

Don’t know who needs to hear this… But tomorrow on Juneteenth is not a great day to be “Crushing dials”.


Also I feel like it’s worth mentioning that crushing cans of Bud Light on your forehead after you close that "sick deal" & “crush quota” is ALSO not a good idea. :)

Becc Holland
Head of Sales Development at Chorus.ai
Bravo
Joshua Girard
Senior Account Executive at Informatica
Lucky for us, it's a company holiday in observation of Juneteenth.
Bravo
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15 days ago
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Brian Corcoran commented on
I feel like there’s a special spot in...

I feel like there’s a special spot in Sales Hades for all of the “Quid Pro Quoers” of the SaaS sales world. No Karen… I do NOT want to swap “demo for a demo”.

Becc Holland
Head of Sales Development at Chorus.ai
Bravo
Brian Corcoran
Account Executive at 3rd Road Consulting
Preach, Becc. This practice drives me BANANAS. It shows no commitment to giving 5 minutes of your time to learn about someone else in order to build a connection with them. 

Would love to know the rest of this "Karenization at Scale" cadence. Don't tell me...
1. "Follow up and check-in email" with no deposit
2. Social proof email with an logo that is ...
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Bravo
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17 days ago
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Becc Holland commented on
Webinar Tomorrow: How to Book Meetings & Win Deals

I've genuinely written this post 87 times trying to figure out how to creatively "advertise" for this webinar tomorrow WITHOUT coming off like a tired weight-loss commercial...


But apparently my brain is indefinitely out to lunch right now & I've got a meeting in 13 minutes, so I'm just going to let 'er rip.


Are you looking for a fun, effective, NEW, & scalabl...

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Becc Holland
Head of Sales Development at Chorus.ai
Bravo
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Becc Holland
Head of Sales Development at Chorus.ai
Alison Vacovec ^^ Link is above for the replay and let me know if you'd like the deck to follow along!
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18 days ago
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May
20
Wed, May 20, 2020, 12:30 PM - Wed, May 20, 2020, 1:31 PM PST
How to Build a Lethal Personalized Playbook & Close the Paralyzing Gap Between Marketing and Sales as a Result

Mark Roberge, everyone.

Mark. Freaking. Roberge.


Thrilled to announce that for some reason, the Sales “Powers That Be” have smiled upon me… And next Wednesday @ 12:30p PT, I’ll get the chance to speak before THE Mark Roberge on the “Own Your Own Growth” Summit by Predictable Revenue™ Inc.

Like… Senior Lecturer at Harvard, former CRO at Hubspot, Managing Director at Stage 2 Capital, Author of "The Sales Acceleration Formula", and in my head… the off record Godfather of content marketing, Mark Roberge.

That’s it.

Just wanted to say his name for good sales karmic juju.

Becc Holland
Head of Sales Development at Chorus.ai
Bravo
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Alex Meade commented on
7x Bookings in 7 days: Becc Holland’s Wizardry Applied IRL

On 4/22/20 I had the great pleasure of attending “Personalized & Scalable: The Winning Playbook of Sequences That Just Work” hosted by Becc + Sarah Hicks @ Predictable Revenue. 


I was so excited to test out the play(s) discussed that, after summarizing the video and deck sent out to attendees the next day (see bottom of this post for links), I sat with my tea...

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Steven Brady
Head of Sales at Interseller
Bravo
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Steven Brady
Head of Sales at Interseller
Here is the SOP I created for internal use with the exact campaign ran in the example in my post - hope this is helpful!  https://www.notion.so/interseller/SOP-Personalized-outbound-using-LinkedIn-posts-2817372f3ac14631a4a98379d2ef3618
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about 2 months ago
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