Sigi Garcia Jr.

SDRs and AEs spend way too much time trying to figure out how to make incrementally better cold emails and calls and way too little time trying to figure out how to make cold connections warm. Here's a super simple (but requires effort) way to warm up cold connections: 1. Build relationships with your company's CSMs/Account managers. They know all your happy customers. Your happy customers are the key to making cold connections warm. Do whatever you can to get these people to want to help you. 2. Go through your company's reference customers / success stories. 3. Search the key people on LinkedIn that are involved in them 4. Look through their connections and see who they are connected to at your target accounuts. 5. Send a note to your CSM that says "Hey - I noticed Pam at ACMECO is connected to Bob at CHARLIECO. Do you think she would be willing to introduce us? If not, would it be ok if I reference her in my outreach to them?" 6. Rather than send Bob one of the 1000 cold email templates that you downloaded, send Bob and email that says "Hey Bob - I noticed that you know Pam from ACMECO. They were struggling to PROBLEM STATEMENT and now they VALUE STATEMENT. Open to learning more?" Most people won't go through the effort of steps 1-5, so they can't do the easy part (6). Go the extra mile, no one is hanging out there.

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Utah has produced some of the top SMB / MM sales teams: Podium Route Divvy Canopy Lucid Pluralsight Brex Pinterest BambooHR and so many more here... Why? ⛪️ A huge percentage of saas sales reps start their sales career knocking doors. Selling Jesus. Nothing harder than that. Slam the door in your face? Go to the next smiling ear to ear. Oh, and do it for 2 years in a foreign country at 19 years old. Oh, and you pay for it yourself. Yes, I'll be making 'Utah, Selling Jesus & Saas' shirts soon. 🚪A HUGE percentage of these then go on to sell door-to-door with solar, pest, alarm, or whatever else you can sell door-to-door. It's what they are good at and know. 💵 Many then realize it's unrealistic to be 23, married and have their second kid on the way and still be making >$180k a year knocking doors only during the summer. So, the fastest path to $180k+ a year is selling saas. ⤴ The path to selling large enterprise is a journey and many fall out during the journey. So, sales teams naturally have a huge influx of SMB / MM talent that is top notch here to pull from 🎯 We're small. The community is still small and has the feel of 'everyone knows everyone'. This means your recruiting efforts have compounding effects. If you can steal a rep from company X, they likely went to school with, roomed with or worked with 3 others that want to follow them Regardless, I'm a believer. Selling to SMBs / MMs. No better place to build it than Utah. Shoot me a note, I'll tell you which companies to pick from. 😇

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If you want to hit $100M ARR (and position your company for true scale), you must master enterprise sales. Here are the 11 critical skills your team needs to consistently close 6, 7 and 8 figure deals: 1. Understanding fundamental differences between transactional selling and enterprise sales 2. Developing the right pricing strategies to align with your customer 3. True multi-stakeholder and multi-threaded sales processes 4. High impact account-based marketing strategies including dedicated virtual programming 5. Field sales support and in-person program development 6. Territory design and comp planning 7. Building the team including pre-sale architects, reps, and customer success 8. Aligning the organization and staffing new functions 9. Building out services to ensure your customers solve their problems 10. Mutual action planning built around client outcomes 11. Deal management at the Board level These are all fundamental skills Pavilion taught previously but the scope and intensity are different when it comes to true Enterprise sales. That’s why Enterprise GTM School is so important and it’s become a foundation of our educational curriculum. We’ll teach you the entire enterprise playbook, give you the workbooks, tools, and processes, and prepare you to hit true scale. The course is included FREE with Executive Membership. It's an absolute can’t miss! And it starts TOMORROW Apply here: https://lnkd.in/ezspvCZe P.S. Not a member yet? DM me to get 10% off Enterprise GTM School

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Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

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