Sales Success Club

How many engaged contacts do your reps actually have in accounts that are supposed to close this year? This question stops sales leaders in their tracks. It’s easy to assume your reps are covering their accounts effectively, but when we dig into the data, we often find a startling reality 👉 Most accounts are under-mapped, under-engaged, and underperforming. 📌 Here’s why that matters: - Multithreading drives results. Accounts with 14 or more engaged contacts have a dramatically higher probability of closing. - Single-threaded deals have 480% lower win rates. Reps with strong relationships in their accounts are 804% more effective during the sales process. 📌 In my Path to Expansion Workshop, I help sales teams uncover these gaps and immediately take steps to fill them. You can do this on your own. Start with this simple exercise: 1. Ask your reps to pick one key account. 2. Count how many contacts your reps have in the CRM for that account. 3. Then ask: how many of those contacts have engaged with your team in the last 90 days? This exercise reveals what’s missing. When I run this exercise with teams, we find that reps have 1-5 engaged contacts per account. To maximize the probability of deals closing, you need to aim for 8-14. That's a BIG gap, but, it opens the door to action. 📌 Reps leave the workshop knowing how to: - Start building account maps with decision-makers, influencers, and users. - Ideas to start developing targeted outreach to connect with more stakeholders. - Knowing exactly how important it is to multithread their top accounts. If you're interested in empowering your reps with strategies to overcome the status quo during your sales kick-off, DM me to see if it would work to collaborate.

Your outreach is failing because your messaging is all wrong—here’s how to fix it If your team’s outreach isn’t getting responses, it’s not because they’re sending too few emails. Trust me. The answer is not MORE. The answer is better messaging. Earlier this year I had the chance to speak to a group of sellers at Dale Dupree Totality Event in Tennessee. The attendees got vulnerable about why their outreach wasn't working. What they uncovered is that too many of their emails were "I, I, I" focused. I review hundreds of emails a year and it's a common mistake. We write seller-centric emails and expect the reader to care. It doesn't work. Buyers don't respond because the emails don’t feel relevant or valuable to them. 📌 Here are the 3 most common mistakes and how to fix them: 1. Lead with relevance When you open with something specific and meaningful to the buyer, it shows you’ve done your homework and understand their world. This builds credibility in seconds. Most Common Mistake: Starting emails with generic statements like “We help companies like yours…” or vague claims that don’t connect to the prospect’s world. ✅ The Fix: Research one specific change, challenge, or initiative the prospect is facing and tailor your opening to reflect it. 2. Focus on outcomes, not features Buyers don’t care about what your product does—they care about what it can do for them. Messaging that highlights potential results or benefits sparks interest and demonstrates the value of continuing the conversation. Most Common Mistake: Listing product features without explaining how they solve a problem or deliver meaningful results. Buyers aren’t interested in what your product does—they care about what it can do for them. ✅ The Fix: Translate features into benefits. Ask yourself: How does this help the buyer overcome challenges or achieve a goal? 3. Ask for one simple, actionable next step Many emails fail because the CTA is unclear or feels like too big a commitment. A quick, low-effort action—like a short call—lowers resistance and increases response rates. Most Common Mistake: Making CTAs too vague (“Let me know if this interests you”) or including multiple CTAs that confuse the reader. ✅ The Fix: Review your team’s CTAs. Are they actionable and specific? Make sure they create momentum without overwhelming the recipient. Messaging matters. By avoiding these common mistakes, your team can craft emails that prospects actually want to respond to. 👉 What’s one change you’ve made to your outreach strategy that’s helped improve response rates? P.S. If you want to talk about effective sales messaging during your SKO, I would love to lead this workshop for your team. Snag 15 minutes for us to see if there's a fit: https://lnkd.in/gZfytTHq

The 3 most frustrating feelings as a founder: Knowing you have the "it" factor. Believing in yourself the way they say you're supposed to. Being all-in on becoming the next big thing. ...But it feels like no one else sees it. It's what starts turning the "it" feeling into an "isn't" feeling. What chips away at your self-belief. What makes you question if all-in was the right move. These emotions and this 'am I / aren't I?' dynamic are the story captured (with a little bit of levity) in the songs "The NXT", and "STILL The NXT (The NXT Remix)". After 14 months on audio streaming platforms, I'm excited to share the first official music video from GOAT to Market -- and it's a double feature (throwing it back to music videos of the early 2000s). We started shooting this at 730am on a Saturday morning in October when it was 46 degrees outside. The scenes where you see me in the 'yard' required scaling an 8 ft wall, jumping through a broken window, and trespassing onto abandoned church grounds. We filmed the entire morning and thankfully by the time we made it onto the basketball court the temperature had climbed to 70. Sometimes you gada scale walls, figuratively and literally, when you're The NXT. Startup Hypeman #BelieveTheHype #GOATtoMarket

Top 9 intent topics top-performing sales teams leveraged in 2024 to win more deals. If you are not using signals (intent) to direct your outbound in 2025, you will get passed by your competition. No gatekeeping here (intent defined): Intent topics are search signals that show when companies are actively researching specific products, services, or solutions. They're a window into what your prospects care about TODAY. 👉 By knowing which companies are researching what, you can: - Build hyper-targeted lists. - Prioritize outreach to high-value prospects. - Start conversations with insights that actually matter to them. Using tools like ZoomInfo CoPilot, you can search for intent topics directly and segment your outreach lists based on buyer behavior. Having access to intent data isn’t enough. To make it work, you must combine intent data with #ValueBasedSegmentation. 📌 Here’s how to win more deals in 2025 in 3 steps: 1. Define Value Look at your past wins and determine the attributes of your highest-value customers. 2. Overlay Intent Use ZoomInfo to identify which companies are actively searching for the products or services you offer. 3. Tailor Your Outreach Craft messaging that speaks directly to the challenges or opportunities they’re researching. When you align what your buyers value with what they’re searching for, it makes it easier to reach out with messaging that matters TO THEM. 👉 Want to get ahead of the competition for 2025? Check out the 9 top performing 2024 sales intent topics:  https://lnkd.in/gCeWvNzQ How are you using intent data in your sales process? #ZoomInfoPartner #SignalBasedSelling #IntentTopics #SalesStrategy

My friend Jason Hasenberg cares, deeply. He cares about getting it right. He cares about making an impact. He cares about amplifying the voices of women. I know this is a post about all of the bad*ss women in sales, but I want to take a moment to say thank you to SalesIntel.io Manoj Ramnani & Jason Hasenberg for spending money with Women-Owned Businesses like mine and for amplifying our voices. 📌 To the ladies - CONGRATS!!!!!!!!!!! Special shoutout to the 7 of the women who I nominated who were accepted and included on this prestigious list. Sonia Dumas 📣💻🎯 Esther 🌱 Ayorinde (ENFP) Monica Stewart Meghann Misiak Celeste Berke Knisely, MTA ✨Shannon P. Melinda Mathews - I cherish you. Thank you for being such a powerful voice and showing all of us what excellence looks like. 👉 Dear Reader, I beg of you. Share this list. Every time you seem somebody on LinkedIn talking about how they simply cannot find women to follow, share it. Every time you see a list that is the top 10 XYZ and it's only dudes, drop this link - say our names. As nice as it is to be recognized. If the only people who recognize these women are other women, it's a bit of an exercise in futility. So comment on this post. Reshare it to your network. Forward it along. Drop it in the comments of other posts. Be an ally in actions. Here is the link to the full list: https://hubs.ly/Q02_mMZb0

The # 1 skill that will change how you handle objections—guaranteed. Handling objections is not about winning or losing the argument. That win/lose attitude towards selling is a relic of the past. The top 1 % of sellers today know that "overcoming" objections is actually about earning trust and keeping the conversation going. During a recent workshop with a team of SDRs, I shared my 3C Mindset Approach: ⚡ Curiosity > Conversation > Conclusion ⚡ These three pillars completely shifted how this sales team handles objections. Here’s what they learned: They pivoted their mindset to viewing objections as a gift and feeling gratitude towards them. The team started seeing objections as opportunities instead of hurdles. They realized even when you don't "overcome" an objection, there is a lot you can learn about your prospect, your product, and even your pitch. How does your team reframe objections into opportunities? 👉 Snag my 50 + page Guide to Objections Workbook for free here: https://lnkd.in/ghTryZhb

I've dreamed of writing a book since I was a child. I wrote quite a few short stories. As an adult, I thought maybe I'd write a cookbook or a fictional mystery in retirement. It was a dream, but not a goal. Five years ago, it became a goal. A passion. Five years ago, Andy Paul asked me when I was going to write a book. I sheepishly giggled and said, "Me? Hasn't everything that already needs to be said about sales been written?" Andy patiently guided me to the realization that a lot of sales books have been written, but none by me. He challenged me to pull all the sales & business books off my shelves and identify which were written by women or even had a female co-author. Color me embarrassed. It was 10%, maybe 15% of the books on my shelf. I sat with that dual realization. First, acknowledging that while I was claiming to be an advocate for women in sales, I was still consuming too little content written by women. *** This was actually the catalyst to start Business Book Club, which highlights historically underrepresented authors and is starting its 4th year in 2025 *** Second, that I do have a unique POV. One I had recently started gently exploring by sharing a few one-off posts on LinkedIn, but that I'd already shared with hundreds of sellers (both my own reps and the teams I was training via my side hustle). Years earlier, I'd started developing #EarnTheRight as my sales philosophy. It was the best way to describe how I approached sales and encouraged others to see sales as an honorable profession—a true craft. Working with external sales teams pushed me to do more naming—naming my frameworks, mindsets, and overall approach to selling. I continued to refine EARN but didn't think it would become a book. At the time, I was writing a book called The Art of Trying Again. It was my first attempt at non-fiction writing. It turned out to be the wrong book. Maybe Future Leslie will find this project again. I tried again in 2023, but the outcome felt more like a playbook. I wanted a B2C product but couldn't get my head around selling a sales course to teach other sellers how to sell... Instead, I launched Revenue Revelry to create a B2B play. Which, like #BusinessBookClub, amplifies the voices of folks who have been historically underrepresented on the stage at B2B sales events. In Jan 2024, I committed to writing a book that shared my unique POV as an IC, Sales Leader, & Founder. I knew the topic was how to apply EARN to Top of Funnel activities. The combination of my absolute passion for outbound and my deep belief that there is a better way to do it. It was years in the making. Many false starts. Book aspirations that turned into other projects that fill my cup and finally last month I delivered an 82,000-word manuscript to my publisher. I can't wait to share it with you in 2025. If you want to be part of the launch, sign up here: https://lnkd.in/gUNigKpU

I've dreamed of writing a book since I was a child. I wrote quite a few short stories. As an adult, I thought maybe I'd write a cookbook or a fictional mystery in retirement. It was a dream, but not a goal. Five years ago, it became a goal. A passion. Five years ago, Andy Paul asked me when I was going to write a book. I sheepishly giggled and said, "Me? Hasn't everything that already needs to be said about sales been written?" Andy patiently guided me to the realization that a lot of sales books have been written, but none by me. He challenged me to pull all the sales & business books off my shelves and identify which were written by women or even had a female co-author. Color me embarrassed. It was 10%, maybe 15% of the books on my shelf. I sat with that dual realization. First, acknowledging that while I was claiming to be an advocate for women in sales, I was still consuming too little content written by women. *** This was actually the catalyst to start Business Book Club, which highlights historically underrepresented authors and is starting its 4th year in 2025 *** Second, that I do have a unique POV. One I had recently started gently exploring by sharing a few one-off posts on LinkedIn, but that I'd already shared with hundreds of sellers (both my own reps and the teams I was training via my side hustle). Years earlier, I'd started developing #EarnTheRight as my sales philosophy. It was the best way to describe how I approached sales and encouraged others to see sales as an honorable profession—a true craft. Working with external sales teams pushed me to do more naming—naming my frameworks, mindsets, and overall approach to selling. I continued to refine EARN but didn't think it would become a book. At the time, I was writing a book called The Art of Trying Again. It was my first attempt at non-fiction writing. It turned out to be the wrong book. Maybe Future Leslie will find this project again. I tried again in 2023, but the outcome felt more like a playbook. I wanted a B2C product but couldn't get my head around selling a sales course to teach other sellers how to sell... Instead, I launched Revenue Revelry to create a B2B play. Which, like #BusinessBookClub, amplifies the voices of folks who have been historically underrepresented on the stage at B2B sales events. In Jan 2024, I committed to writing a book that shared my unique POV as an IC, Sales Leader, & Founder. I knew the topic was how to apply EARN to Top of Funnel activities. The combination of my absolute passion for outbound and my deep belief that there is a better way to do it. It was years in the making. Many false starts. Book aspirations that turned into other projects that fill my cup and finally last month I delivered an 82,000-word manuscript to my publisher. I can't wait to share it with you in 2025. If you want to be part of the launch, sign up here: https://lnkd.in/gUNigKpU

Your dreams may be what's holding you back. Sales professionals are ambitious by nature. They have big dreams, whether it’s exceeding quota, hitting accelerators, or advancing their careers. Dreams are not the same as goals. Too many folks have big dreams and when they don’t have a clear path to execution, they remain confused about why their dreams never come true. During my PATH Goal Setting workshop, I often start by asking: Is your team aligning their actions with their aspirations? For many, the answer is no. Without a framework, it’s easy for reps to lose focus, feel overwhelmed, or chase goals that aren’t realistic or actionable. That’s why I developed the PATH framework. PATH takes reps from "I have an aspiration" to "I have a specific set of daily and weekly actions that guarantee I will achieve my goal." The difference is incredible. This workshop is more than inspirational—it’s practical. Your team will walk away with tools they can use immediately, like backcasting techniques to break big goals into manageable steps and strategies to stay accountable to micro-actions. By the end of the session, reps leave feeling clear, confident and focused on what they need to do to achieve their goals. They’ll have a plan they can start implementing right away—one that feels both exciting and achievable. 📌 Looking for an inspirational topic for your SKO? My PATH Goal Setting workshop is a hit. I’ve shared this framework at events like Surf and Sales, Women in Sales Retreat, Revenue Revelry Yoga x Goal Setting workshop, and many corporate meetings. DM me if you’d like to talk about how to empower your team to align their actions with their aspirations.

Your prospects don’t care about you. Most sales emails fail because they’re too focused on the sender’s product, company, or pitch. You have to #EarnTheRight to ask your prospects to care about you, your product, and your company. You can’t start from email one expecting them to give a heck. ***I've gotten feedback (from SDRs) that I'm being too hard on them when I say that their prospects don't care about them. If I have to be the "bad guy" to get sellers to realize selling is not about them, I will be. The emails we write need to center on our buyers, not us.*** During my How to Write Emails That Get Replies workshop, one seller had this exact realization: “I never thought about whether I’d earned the right to ask for my prospect’s time.” 📌 We reframed their approach using the Features-Advantages-Benefits (FABs) framework: FEATURE: What is it? ADVANTAGE: How does it work? Benefit: Why does it matter to the prospect? 🫨 80% of emails don't make it past feature dropping. Top sellers often talk about advantages in their emails, but they generally stop at how those features save time & money. Only the BEST sales email copywriters take the time to explain why those advantages matter to the prospect. This is top 1% shizz. If your team takes these steps, they'll be writing top 1% emails in 2025. 👉 Here’s why this shift matters: - FABs keep the focus on the recipient. Prospects need to see what’s in it for them—not what you’re trying to sell. - Benefits build trust. By solving a real problem or addressing a clear need, you create a natural path for engagement. - It’s actionable. Writing emails this way forces reps to think about the recipient’s perspective, not just their product features. How to Write Emails that Get Replies is one of my favorite Keynote decks. I am passionate about B2B outbound sales email copy. If you'd like me to share that passion and present this topic at your SKO, email me at leslie@salesledgtm.com so we can schedule a call.