Saad Khan’s Post

Hey leaders are you hiring BDR's? The market is tough - its easy to just focus on folks with experience. Some of the greatest salespeople did not have a sales background before entering the career. Hot take: but the taboo of not hiring folks with sales experience says more about an org and their process to be able to train vs the rep without experience. One of my BEST EVER sales hires Matthew Perrott came from the hospitality industry! Teachers, waitresses, or retail employees have some of the greatest upside. Why? Because they’re willing to learn and understand hard work. So I put together a list of ‘non-sales people’ looking to land their first BDR role. Check it out here https://lnkd.in/gkhi3HzK #sales #khantent #hiring #management

97% of the market isn't actively searching for your tool. In comes Dimmo 🦖 allow buyers to evaluate and research your category...Without triggering a sales evaluation. DSR's are all the rage right now. Dimmo 🦖 (a demo marketplace) held its first People's Choice Award to crown the winner of the digital sales room category. Aligned finished #1 in the category!!!! Aligned is PLG - free to test. Test Aligned with 3 accounts - if you win deals and the buyers love you, the choice is your own. (no cc required). Still, most buyers are hesitant to sign up. - They want to see how others like them are using it - They want to see how the product works without talking to sales - They want to see and hear success stories of implementing your tool We are in the world of buyer enablement and async sales. Fancy terms aside - there must be a reason why this category is blowing up, no? That is why I think something like Dimmo fits under what we like to call buyer enablement: Empowering buyers to do as much of the buying and research process independently while supporting them in their evaluation once they do reach out to your company. Check out our product demo on Dimmo and see why we were crowned #1 in the Digital Sales Room Category => https://lnkd.in/gaj39t5X #sales #khantent #management

We scaled qualified pipeline by 454% in a year of being at Aligned and just had a 58% increase in outbound without adding any headcount. Wanna know how we did it? - Pt1 Built a Signal Led - Product Led Sales Machine! Step 1: Aligned Sales and Marketing. Aligned had a great advisor network but the issue with that play is that it always becomes a brand play vs a pipeline play. We decided to optimize for getting users's signed up and started calling and talking to EVERY SINGLE ONE OF THEM to close the loop. The learning? People that self serve don't always see true value and connect all the dots. I basically did user interview's with 100's of sign-ups. This also helped me evolve messaging, evolve use case and get rep's to help us get access to power. Step2: Created a funnel to track site traffic generated from content. Before investing in De-anonymization we prospected into all the companies on the website that were identified by Clearbit. Learning: this allowed me to understand who is looking at Aligned and then go explore the why behind it. The budget for deal rooms does not exist yet but for forecasting, multi-threading and better revenue metrics does!! Step 3: DID NOT HIRE ANY OUTBOUND AGENCY! I wanted to learn how to crawl , walk and then run. We invested in De-anonymization tech, optimized marketing budget for more PLG sign-ups's, created lookalike lists and hired Debdutta Saha 🧘♂️ to work all these leads after I figured out the messaging to convert them. Step4: Started to understand and internalize what Signal Led Sales mean. Consulted with experts like Alan Zhao (Click-Through King) 👑 , Adam Robinson and Kevin White. Learnings: A trigger is not a signal. A trigger aka website visitor becomes a signal when you start stacking other signals on top. AKA A website visitor that engaged with social content and is a sign-up is a much hotter signal than a website visitor who only engaged with social content. Back in 2019 I used to track activity on Marketo when I sold to lawyers and we basically created a modern system of tracking activity or signals! Will share the Common Room repository of signals you can stack. Step5: Site visitor + PLS prospecting. We ran sales assist call's with AE's, they'd win deals with Aligned and champion to their leaders! These leads converted to pipeline and revenue 37% faster. Outbound leads here have closed within 30 days and leads produced from this process have added a considerable chunk to our ARR. Step6: Above The Line messaging to sales leaders based on product usage data from their reps e.g Rep shared 2+ rooms with customers. Additional dashboards were created to track paywall triggers or vitality as another signal to prospect an org. Wildest part of all this - we lost emails as a channel all of last month and still smashed target! P.s You cant do this without an outbound orchestrator. Aligned room with playbook, messaging and repository will be shared tomorrow. #sales #khantent #management

This is not a product plug but Joshua Bailey 🦕⛵️ and the Saleboat team are producing some of the best and most hilarious b2b content on LinkedIn and they’re doing it in volume - thanks to the genius of Karen Bailey! Check ‘em out - thank me later :) #sales #khantent #management

End of Q2 Thoughts: Its in God's hands now 🙏 Happy Selling Sellers! #sales #khantent #management

Friday thoughts: I’m honestly incredibly lucky and grateful to have been involved with bringing 2 Rev Tech categories to life. Dooly, salesforce automation and pipeline management and now Aligned and the DSR+Buyer Enablement category. To get both to market we have had to innovate, write and adopt a playbook that hasn’t been industry standard but ended up becoming one, selling through content and earning trust with sales execs as a mean to build pipeline and faced fierce FIERCE rival competition from sellers and orgs I have tremendous respect for. TLDR: - Dooly was one of the first sales orgs that created content and music videos to get leads and generate pipeline - Dooly was the first org where we partnered with influencers and sales coaching houses like 30 Minutes to President's Club to presidents club and sell better - 3-4 years ago we started reaching out to all product signup leads to build pipeline. That was a taboo topic but we did it - we gated marketing collateral to build pipeline - Hot sauce challenges (yup we did It first after hot ones) ;) - at that time website visitor tracking did not exist so we drove traffic to the website through content and captured org level data to prospect - We basically tried to do everything gong did but our way - Everybody knows Aligned now and I’d like to believe a big part of that is because Aligned hired memebers of the core GTM team from Dooly and invested in similar strategies as our GTM motion I don’t know where my career will end in the next few years but I’ll always always remember this - all of this. Reflect on your wins and the story you are writing for yourself. That is all! P.s - I’ll come back to this message again and again Harry Sims! Game recognizes game and I have so much love and respect for you sending this over at a time I needed to reignite my confidence ❤️ #sales #khantent #management

Hey Sellers - i'll be on with Sarah Brazier and Daniel Ryan 🐨 today at 1pm EST and we'll be talking all about strategies, tactics and plays behind social selling! Join us - link in the comments. Bring Questions - i'll be bringing some slides :) #sales #khantent #management

I've literally never publicly said this about many AE's and trust me i've worked with A LOT (check career history) but Emma Dromiack and Aaron Rosenberg have been closing outbound opps within 30 days. I cant share detailed stats yet but lets just say they're winning deals over competitors and closing my outbound opps faster than anticipated. I'm a happy Sales Director. I've never worked with AE's where after the handoff - i'm actively working with our champions and AE's and trying to make the opp's become hotter, stronger and do whatever we can to get it to close. They've been taking calls way before start time, calls being booked last minute and working with Debdutta Saha 🧘♂️ to get the best qualified pipeline and and ARR results on the board. Customers are loving our sales process. We are winning because of our AE's and brilliant product of course! Yeah outbound deals at Aligned are closing and closing well and it has with the Alignment we have created amongst the sales team. Fun Fact: It helps that during Emma's ramp we bonded by playing Hell Divers together and now bringing ARR together. 1team1Dream! #sales #khantent #aligned

DSR's are hot! In a world where 75% of buyers prefer to self-serve, Troy Munson and Sarah Brazier launched a first-of-its-kind Demo Marketplace called Dimmo 🦖 and its currently voting for the best DSR. I enlisted my customer and friend Mike Gallardo from Deel for some support ;) DSR's can and will reduce your close time by giving you data about what the buying committee cares about and how they prefer to be sold. It shortens sales cycle time - Period! Imagine getting risk and intent data for your deals?! Top sellers have reduced their time to close. Vin Matano 🐝 brought his cycle time down by 15 days. Taken from Vin's post - With DSR's you can share and get access to: 1️⃣ Call Summaries A quick overview of what our prospect is looking to solve and how your solution can get them a certain outcome. (No more than 2-3 sentences) 2️⃣ Manage and Capture Stakeholders + Their Intent List all stakeholders that are involved or need to be involved in the sales cycle and be able to track analytics that help you move conversations along or pivot your strategy. 3️⃣ Resources This includes call recordings, case studies, support docs, etc. so your prospect can easily find documents they need. 4️⃣ Schedule Outline what has already been accomplished and what needs to be accomplished in order to get the deal done. Buying software can be daunting. DSR's put the buyer at ease and helps them sell internally. There are dozens of demos there already (including ours), check it out: https://lnkd.in/drb7E8Un #sales #khantent #management #teamAligned