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LinkedIn Sales Navigator is a crucial element of an ABM strategy. Here are 15 pillars of ABM data we use. ACCOUNT FILTERS Below are examples. 1. ICP Firmographics: location - United Kingdom. Team size: 1k - 5k employees. 2. Tech Stack: use Dealfront 3. Target Department Size: 100+ sales team 4. Sales Department Growth: >20% 5. Hiring a Function (Jobs): hiring an ABM manager. 6. Significant Events: Funding in the last 6 months. LEAD FILTERS FOR ACCOUNTS Lead filters help to streamline account research. 7. Have Function: companies that have employees with a specific title - VP of ABM 8. Tenure: a decision maker is in their role for 3-12 months 9. Following Your Company: companies that are aware of you. RELATIONSHIPS 10. Previous employee works at a target account 11. You're or your colleagues are connected to buyers in the target account 12. A previous customer or a power user hired by a target account 13. A customer is connected to a decision maker from a target account 14. Profile visits - notifications about people from target accounts visiting your profile. 15. Lead alerts for outreach triggers or conversation starters: recent post, job role change, events, etc.

I have had a lot of conversations lately about indicators and triggering events critical to prioritizing your ICP and showing reliable in-market intent. This is valuable to know..... whether you have an ABM technology platform or intent data to lean on, or not. YOU KNOW YOUR BUSINESS to understand what to look for. Here is another brilliant post from Andrei Zinkevich with Fullfunnel.io that I have to share. Andrei's review of the value of LinkedIN Sales Navigator in this process is something that every revenue team should be leveraging. And in this post he provides all the filters you need to think this through and make Sales Navigator actionable. So dust Sales Navigator off and start using it! #salesnavigator #icp #abmstrategy

In today’s fast-paced tech world, one thing remains constant: change, which also means the challenges that come with it. Discover how five standout sales teams embrace change to stay ahead of the curve. #Hiring #NowHiring

😎 Looking to get an unfair advantage over your competitors for 2024 and beyond? 𝐇𝐢𝐫𝐢𝐧𝐠 𝐚 𝐆𝐨-𝐓𝐨-𝐌𝐚𝐫𝐤𝐞𝐭 𝐬𝐚𝐥𝐞𝐬 𝐩𝐞𝐫𝐬𝐨𝐧 𝐜𝐨𝐮𝐥𝐝 𝐛𝐞 𝐭𝐡𝐞 𝐤𝐞𝐲. As an expert in designing and executing strategies for bringing your product or service to market successfully, a GTM sales person offers a combination of sales expertise, market knowledge and strategic planning to drive the adoption and revenue growth of your offering. They can help your business to: ⭐ Analyse the market and your competitors. ⭐ Plan your long-term sales strategy. ⭐ Improve your customer engagement. ⭐ Measure your performance and drive long-term growth. Want to learn more about why hiring a GTM professional should be one of your key priorities this year - and where you should begin? Read our latest article written by our experienced Senior Talent Manager Lauren Patterson: https://lnkd.in/dijx-iiS. #GTM #Recruitment #ThinkSpinks | Spinks on Site | Lauren Patterson

A mistake I see when building outbound teams is expecting BDRs to only be in seat 12 months. You can't scale with this model. Here's what we do: ~ 20% of reps promoted in 12 months ~ 50% of reps promoted in 24 months ~ 30% rep attrition To be clear, not all promotions go immediately to AE. - Promotion 1 = Sr. BDR - Promotion 2 = AE/Manager/CSM etc. We support this model by hiring ~30% of reps that have 1-2 years of prior tech sales experience. These people have a track record of success and will want to be promoted quickly. Then you take chances on less experienced people. I look for: - sales people looking to get into tech/SaaS - accountants looking to sell (our industry) - college graduates - former athletes This is how you find people with longer development horizons and potential to be top performers. Experienced reps help develop the less experienced. The flywheel starts.

HIRING ALERT: DIRECTOR OF SALES ENABLEMENT!!! Hiring a solid sales enablement director is one of the most critical roles you can hire for, especially in 2024. When people talk about “AI”, nine times out of ten what they’re really referring to is sales enablement (combined with rev ops). It’s because in order to have any AI functionality within your company you first need to have two things: 1) A clearly defined sales process and workflows 2) Strong customer-facing resources If you know someone who is a brilliant sales enablement director, or you yourself fit this description, please send me a DM so I can tell your more about this role!! REFERRALS PEOPLE!! It’s how you get a job!!

The rapid growth in hiring for Commercial Account Executives in the IT & Tech (incl SaaS) sector can be attributed to several factors: 📈 Increased demand for technology solutions: This drives the need for more sales professionals who can effectively sell these solutions to businesses. 🖥 Growing IT industry: With advancements in areas such as cloud computing, cybersecurity, artificial intelligence, and data analytics, there is a continuous influx of new products and services that require skilled salespeople to bring them to market. 🌏 Economic recovery: This leads to an increase in IT spending and, consequently, a higher demand for sales professionals who can manage commercial accounts and drive revenue growth. ℹ Specialised sales skills: The ability to understand client needs, offer tailored solutions, and negotiate contracts is highly valued in the tech industry, where products and services can be complex and require a consultative sales approach. 👩💻 Growth of tech companies: Requirement for a robust sales force to establish and grow their market share. 🤝 Focus on client relationships: Commercial Account Executives play a key role in managing relationships, ensuring customer satisfaction, and fostering long-term loyalty, which is vital for sustained business growth. Are you an IT, Software or Tech sales professional? Or are you looking to hire someone that is? Get in touch with our GTM team today. We connect ambitious companies with the brightest minds 🧠 #TechSales #CommercialSales #SaaS #GTM #HalcyonKnights

Almost all founders (including myself) make dumb decisions with their first sales hires. My personal track record includes - Hiring too early (three times); - Hiring big-co salespeople to do early-stage sales (twice); - Hiring SDRs without a proper playbook and onboarding (once); - Hiring a head of sales when SDRs are not yet producing (once); To help fellow founders avoid some of the mistakes, team Wisnio built a practical evaluation scorecard and interview guide you can follow to make better decisions when hiring your first Head of Sales. Hope this helps.

Sending the perfect email to the wrong person? Waste of time. Nail down your Ideal Customer Profile (ICP), and you’ll know exactly who that is. The goal is to go deep with targeting 👉 First Pass: SaaS Companies. 👉 Level Up: SaaS companies with a sales team. SaaS companies without a sales team. 👉 Go Deeper: SaaS companies with sales teams > 100 employees. SaaS companies with sales teams < 50 employees. SaaS companies without a sales team but hiring sales roles. 👉 Hyper-Targeted: AI-focused SaaS with no sales team, actively hiring. Healthcare SaaS companies with large, established sales teams. Fintech SaaS, investor-backed, hiring sales reps. Get it? Each level peels back the layers, hitting a new set of pain points. That’s how you turn “just another email” into the email that resonates, drives real conversations, and pushes deals forward. You want results? Go deep. #sales #sdr #coldemail #prospecting

🚀 Navigating Challenges in Sales Hiring 🚀 The world of sales is dynamic, and so are the challenges in finding the right talent to drive business growth. Here are some critical hurdles faced in sales recruitment : 1️⃣ Identifying Top Performers : Pinpointing individuals with a track record of success in sales can be tricky. Relying solely on resumes might not reveal the full spectrum of an individual's capabilities. 2️⃣ Cultural Fit & Adaptibility : Sales teams thrive on synergy and adaptibility. Finding candidates who not only possess the necessary skills but also resonate with the company culture is crucial for long-term success. 3️⃣ Retention Strategies : High turnover rates in sales are common. Establishing robust retention strategies that encompass growth opportunities , incentives, and a supportive work environment is essential. 4️⃣ Tech-Savvy Professionals : With the integration of technology in sales, finding individuals comfortable with CRM tools, analytics, and digital selling methodologies is paramount. Addressing these challenges requires a multifaceted approach, from leveraging data-driven assessments to fostering a culture that encourages both individual and team success. Let's engage and share insights on overcoming these hurdles to build stronger, more effective sales teams !!! #salesrecruitment #salesrecruiters #salesrecruiter #saleshiring #hiringchallenges #hiringstrategy #salesexecutive #salesmanager