Isaac Taylor

Sellers who have "need for approval" from their prospects are 35% less effective (RAIN Group). It's not your job to make your prospect feel "good" all the time and here's a prime example: When Spencer Ivey is asked for a discount, he simply nods his head and says "....Okay..." He doesn't jump to justify his pricing. He doesn't immediately start negotiating. He lets the silence linger. No doubt, this makes the prospect who just asked him for a discount feel somewhat uncomfortable (Ironic, since that's what they were trying to do to HIM when they demanded a discount!). 𝐓𝐡𝐞 𝐟𝐚𝐜𝐭 𝐭𝐡𝐞𝐲 𝐝𝐨𝐧'𝐭 𝐰𝐚𝐧𝐭 𝐭𝐨 𝐩𝐚𝐲 𝐟𝐮𝐥𝐥 𝐩𝐫𝐢𝐜𝐞 𝐢𝐬𝐧'𝐭 𝐡𝐢𝐬 𝐩𝐫𝐨𝐛𝐥𝐞𝐦 𝐭𝐨 𝐬𝐨𝐥𝐯𝐞, 𝐢𝐭'𝐬 𝐭𝐡𝐞𝐢𝐫𝐬. Salespeople that want their prospects to like them (need for approval) will immediately jump to problem solving mode when they get asked for a discount. But the best? They're ok with a little discomfort, even if it means they're less "likable". They know that the discomfort will compel the other party to justify their ask with more information (information is your greatest ally in a negotiation).  

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To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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Sell More High-Ticket Offers with These 10 ChatGPT Prompts   High-ticket offers require a lot more effort than standard sales.   The stakes are higher, the questions tougher, and the objections more significant.   Without a clear and personalized approach, you could lose deals.   Or worse, leave prospects feeling uncertain about your value.   It's time to introduce ChatGPT to your sales approach.   Here are 10 ChatGPT prompts to close more high-ticket sales.   --- ♻️ Please repost to help someone who needs this. #ChatGPT #AI #ArtificialIntelligence

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I’m all about AI—it’s exposing all those sales reps that need to be replaced. Let’s just call them Autobots…. If you're one of those SDRs or BDRs cranking out hundreds of generic messages a day, hoping that sheer volume will get you a reply, I've got some news for you: AI is coming for your job. Your latest 'bumping this up' or ‘catchy email’ isn't fooling anyone. If your outreach highlights a job switch or where someone went to school instead of delivering actual value—like insights on real problems your prospects are facing or a unique perspective on an industry trend—you're not selling, you're spamming. Here's what a good message looks like: Hey [Prospect Name], we’ve noticed a lot of companies in your space struggling with [specific challenge]. Recently, we helped [another company in their industry] address this by [solution]. If this is something you're dealing with, I can share how we approached it and the results we’ve seen. Lazy, automated outreach isn’t just annoying; it’s a ticket to obsolescence. AI is great at one thing: exposing who’s playing the numbers game and who’s actually bringing expertise to the table. If you're just another autobot, it might be time to update that resume. Or, better yet, start learning how to become a true industry expert who can offer real solutions and insights that matter. The choice is yours: evolve or get replaced.

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SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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𝐇𝐨𝐰 𝐭𝐨 𝐦𝐚𝐤𝐞 𝐲𝐨𝐮𝐫 𝐰𝐞𝐛𝐬𝐢𝐭𝐞 𝐟𝐨𝐫𝐦𝐬 𝐰𝐨𝐫𝐤 𝐟𝐨𝐫 𝐲𝐨𝐮. (With 4 optimization tips.) 👇 𝟏 — 𝐑𝐞𝐪𝐮𝐢𝐫𝐞 𝐚𝐬 𝐥𝐢𝐭𝐭𝐥𝐞 𝐢𝐧𝐟𝐨 𝐚𝐬 𝐩𝐨𝐬𝐬𝐢𝐛𝐥𝐞. Name, Email, Notes should suffice. Filling in other relevant fields can be part of your sales process; research before jumping on a call. Remember, with each question you ask, you're raising the barrier to action. Keep this barrier low. 𝟐 — 𝐌𝐚𝐤𝐞 𝐢𝐭 𝐚 𝐥𝐨𝐰-𝐥𝐞𝐯𝐞𝐥 𝐜𝐨𝐦𝐦𝐢𝐭𝐦𝐞𝐧𝐭. Asking prospects & visitors for a 1-hour call is intimidating. A 15min to 20min ask is much more likely to lead to #conversions. Keep in mind, they are paying you with time — so make it count and make it low risk. 𝟑 — 𝐈𝐟 𝐬𝐞𝐭𝐭𝐢𝐧𝐠 𝐚𝐩𝐩𝐨𝐢𝐧𝐭𝐦𝐞𝐧𝐭𝐬, 𝐟𝐚𝐯𝐨𝐫 𝐬𝐜𝐡𝐞𝐝𝐮𝐥𝐢𝐧𝐠 𝐚𝐩𝐩𝐬. Calendar booking links are increasingly common and also expected. A site visitor the 25-45 age range is more likely to book if they know it's easy to do so without having a lengthy back-and-forth to schedule. 𝟒 — 𝐓𝐡𝐞 𝐝𝐞𝐦𝐨𝐠𝐫𝐚𝐩𝐡𝐢𝐜 𝐢𝐧𝐟𝐨𝐫𝐦𝐬 𝐜𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧 𝐦𝐞𝐝𝐢𝐮𝐦. Generally speaking... 18-25 audiences prefer texting/video calls. 25-45 audiences prefer email/video calls. 45+ audiences prefer phone calls. Understand your specific audience, tailor your #channels to them, tailor your contact info & forms for those channels. 𝐁𝐎𝐍𝐔𝐒 𝐓𝐈𝐏 — 𝐅𝐨𝐫𝐦𝐬 𝐃𝐎𝐍'𝐓 𝐫𝐞𝐩𝐥𝐚𝐜𝐞 𝐬𝐞𝐫𝐯𝐢𝐜𝐞! If you already have their info, do the job of #scheduling them with an email or text. Leave the booking link as an option, but personalize the service. They'll appreciate it WAY more than getting kicked off to a #website form to do the work themselves. #website #websitework #email #websitedevelopment #websitetips

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A question for Sales Leaders re: quotas - A friend in Medical sales just got their quota...halfway through May (almost halfway through the year). As a territory manager they hustled in 2023 and achieved 111% to quota. They were #4 in Canada and #1 in Ontario. Great, right? Wrong... As a reward, they were gifted with a 12% increase in quota not from previous year's quota, but from previous year's achievement, and to me this just doesn't make sense. 👉 This type of quota calculation rewards those who achieved 90% (or even lower ) 👉 Demotivates those high achievers - They used their relationships to get orders in before quarter/year end and those doctors won't be needing those products perhaps for 18 months 👉 Promotes #quietquitting - doing the minimum requirements of one's job and putting in no more time, effort, or enthusiasm than absolutely necessary 👉 Promotes mediocrity - the more I sell the more will be expected of me next year My friend is understandably demotivated. They are the first ones to help with any events, often being away from home on a weekly basis to help other colleagues with their events/sales. They no longer want to put in any extra work and are questioning the company and whether it may be time to leave. I would love to hear from Sales Leaders out there as to how you calculate quotas, what systems/products you use, and how you deal with employees who have questions.

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Ready to pocket an extra $1M in commissions over the next 5 years? 💰 I’ve got a killer sales tip that starts with just one simple question to make sure you’re talking to the right person. 🤔 Curious what that question is?

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Don’t trust Shopify or Triple Whale sales numbers at face value. Here’s the issue: Their "sales" reports are misleading. Why? Because they include sales tax—and that’s not your money. Let me say it again: Sales tax is NOT your money. It’s a pass-through cost owed to the government, not revenue for your business. Using these inflated numbers to make decisions— Like inventory buys or hiring—can be risky at best and disastrous at worst. Including sales tax inflates revenue and can even overstate ROAS, leading to a false sense of profitability. And because sales tax is a liability, it belongs on your balance sheet, not on your P&L. -- Hi, I'm Jon Blair founder of the DTC Finance and Accounting firm Free to Grow CFO. Want more tips on growing a profit-focused DTC brand? Give me a follow. Want to learn more about how Free to Grow's Accountants and CFO's can help you increase profit and cash flow as you scale? Shoot me a DM. Until next time, scale on! 

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The #1 mistake SDRs make: → They forget to build trust with prospects. • Pitch straight away in the DMs • Pitch as soon as anyone responds • Pitch as soon as the prospect answers The problem? Not enough trust between you and them. We've all been there... Pressure makes you feel like you need to ''ask for the meeting'' in every outreach. Buuuut...most prospects aren't ready for it. ---- Here's how to do it instead [Email Example]: 1. Take 1x observation I've seen about the prospect and use for my 1st line 2. Share my POV about the prospects situation and a problem they likely have. 3. Tell a short story about solving that problem. 4. Ask a 3-4 word closed question. ''John - noticed you're hiring 2 BDRs. Bet you're thinking about how to ramp them fast. VP Sales at X, used my bespoke team training course to get the team ramped and decreased ramp-time from 5 to 2.5 months. Worth a chat''? ---- - My observation show research = trust. - My POV shows understanding = trust. - My story shows expertise = trust. You're not trying to book meetings fast. You're trying to build trust & relationships. Whoever is able to stockpile trust, wins. And to do that, ALL your messages should be focused on answering: ''will this build trust''? ...Or are you just pitching again. Use the cold prospect funnel [below] as your guide: Start Convo > Build trust > Deepen the relationship > Book the meeting. Patience, my dear SDR friends. ♻️ Reshare this for other SDRs to benefit. PS. Ready to transform your SDR game? Follow me, Chris Ritson for more content like this.

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𝐓𝐡𝐞 𝐅𝐮𝐭𝐮𝐫𝐞 𝐨𝐟 𝐁𝐃𝐑/𝐒𝐃𝐑𝐬: 𝐌𝐨𝐫𝐞 𝐐𝐮𝐚𝐥𝐢𝐟𝐢𝐞𝐝 𝐌𝐞𝐞𝐭𝐢𝐧𝐠𝐬, 𝐋𝐞𝐬𝐬 𝐀𝐝𝐦𝐢𝐧 𝐖𝐨𝐫𝐤 Your SDRs are spending 2-5 hours a day on 𝐧𝐨𝐧-𝐫𝐞𝐯𝐞𝐧𝐮𝐞-𝐠𝐞𝐧𝐞𝐫𝐚𝐭𝐢𝐧𝐠 𝐭𝐚𝐬𝐤𝐬-    - List building: Finding leads manually.   - Data enrichment: Updating incomplete or inaccurate prospect data.   - Data validation: Checking for duplicate or outdated information.   - Prospect research: Searching for relevant contacts and companies.   - Data normalization: Making sure data is consistent across platforms.   - Data formatting: Preparing data for upload into the CRM.   - Data extraction: Pulling data from various sources to consolidate.   - Data upload: Manually importing data into the CRM.  𝐓𝐡𝐚𝐭’𝐬 𝐡𝐚𝐥𝐟 𝐭𝐡𝐞 𝐝𝐚𝐲 𝐠𝐨𝐧𝐞 𝐨𝐧 𝐭𝐚𝐬𝐤𝐬 𝐭𝐡𝐚𝐭 𝐝𝐨𝐧’𝐭 𝐛𝐮𝐢𝐥𝐝 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞. And, there’s more…they still have to…   - Cold call - Cold email   - LinkedIn outreach   - Qualification calls - Meet with their AEs 💡𝐁𝐮𝐭 𝐰𝐡𝐚𝐭 𝐢𝐟 𝐭𝐡𝐞𝐫𝐞 𝐰𝐚𝐬 𝐚 𝐛𝐞𝐭𝐭𝐞𝐫 𝐰𝐚𝐲… With the right tech stack, BDR/SDRs can offload admin work and focus more of their time on revenue-driving activities. 𝐖𝐡𝐚𝐭 𝐜𝐚𝐧 𝐀𝐈 𝐀𝐮𝐭𝐨𝐦𝐚𝐭𝐢𝐨𝐧 𝐜𝐚𝐧 𝐭𝐚𝐤𝐞 𝐨𝐟𝐟 𝐭𝐡𝐞𝐢𝐫 𝐩𝐥𝐚𝐭𝐞? - List building: AI tools create data-rich lists in minutes.   - Data enrichment & validation: No more manual updates—automate it.   - Data extraction, formatting & uploading: Let AI handle the data pipeline end-to-end. The result?   - More conversations.   - More qualified leads.   - More time spent on what actually grows pipeline. Sales leaders who adopt this approach will see faster results, stronger pipelines, and SDRs who are excited to do their jobs. Start by auditing your team’s daily tasks: What can be automated or outsourced? The SDRs of the future won’t be bogged down by admin—they’ll be too busy closing deals.

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Public PSA to sales reps with EOY: If you’ve already offered your prospect a discount to sign by X date once or twice… and they haven’t… don’t do it again. Your “promotion” lacks all credibility. Value sell, value sell, value sell. Understand your clients timeline from the very first call you have with them. Micro close them every single interaction you have + then hold contract value because you’re actually aligned on the buying cycle and priorities. 😘🚀 #discounts #eoy #sales #accountexecutives #valueselling

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If you decide your sales team needs to help with renewals make sure they are incentivized correctly (I usually see a 70% new bookings goal and a 30% renewal / upsell goal). If you don't incentivize hunting, sales tend to farm too much and your growth will slow.

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→ Winning practice: Hire sales reps with a history of selling products/services that are harder to sell than yours. → Questionable practice: Hire sales reps from branded market leaders whose products were easier to sell than yours. Start-ups can’t afford order takers in sales.

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Modern Sellers DON'T: ❌ Spend their day making hundreds of calls. ❌ Abandon accounts after a single attempt. ❌ Chase high activity without strategy. ❌ Focus on quantity over impact. ❌ Grumble about their manager's expectations. ❌ Blame the lack of leads on marketing. ❌ Skip dedicated time for prospecting. ❌ Blast out mass, impersonal emails. ❌ Agree with every objection just to please. ❌ Use cookie-cutter emails with zero personalization. WHAT THEY DO: 🗸 Follow up consistently (at least 3 times before moving on). 🗸 Craft personalized messages that speak to the prospect's needs. 🗸 Research thoroughly to understand their target's challenges. 🗸 Send 15-30 meaningful, targeted emails each day. 🗸 Focus on quality of outreach, not sheer volume. 🗸 Manage fewer accounts but with more intention. 🗸 Master discovery calls and demos with confidence. 🗸 Make 25-30 well-thought-out calls daily. 🗸 Build genuine relationships that last. 🗸 Hone their negotiation skills for better outcomes. REMEMBER: → It’s not about just doing "more" because you need to! → Sending more emails, making more calls, or rushing through deals doesn’t guarantee success. That’s the biggest misconception in sales! → More doesn’t mean better → Working smart beats working more. In the end, less really is more! ------------------------------- P.S. When else can you add to this? Let’s make it happen! #resourcinHub #rposervices #talentsourcing #cvsourcing #resourcer #marketmapping #headhunting #leadgeneration #rpo #applicanttrackingsystem #crm #cvformatting

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This is a mistake I've made multiple times. Imagine you're at a young emerging company and you're trying to build out your sales team. Naturally, you look at top performers from market leaders. → If you’re in the CRM space, you hire a rep from Salesforce. → If you’re in cloud computing, you hire someone from AWS. These reps have impressive resumes and tremendous performance behind them. But when you bring them into the company, you realize the hard truth: They were just order takers. They had all the advantages of being the market leader. Everything about the process was easier: → Every email was responded to more easily → Every demo people attended more regularly.  → The conversion rate from demo to sale was much higher. In some ways, it was so easy that they didn't really have to sell. But when you're in an emerging company environment, you're usually cracking into a market. People don't know you. You don't have any of those advantages. And so I wouldn't overweight someone who's been at a market leader because they've had success and put up big numbers. Instead, look for people who outperformed their peers in tough environments. If they had to: → Hustle for every lead → Write strong outreach emails → Listen closely during prospect meetings Those are signs that they’ve developed the habits that will serve your startup well.

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By simplifying their Quotes, we saved over $300K for our first client at RevSolutions. If you’re a VP, you know that: Accurate quotes close deals. But getting them right is a major challenge. Sales teams often struggle with: → Inconsistent pricing, → Manual errors, and → Lengthy approval processes. These issues erode trust and can cost you business. That’s where the Q of the CPQ system comes in handy; Especially if you’ve complex pricing structures. CPQ tools make the quoting process efficient, ensuring consistency and accuracy across the board. → Automate complex pricing calculations → Standardize discounting practices → Speed up quote approval times With accurate quotes, you build trust with your clients. They know they can rely on your pricing, which makes them more likely to do business with you. Moreover, your sales team can respond faster, turning leads into customers with minimal friction. Accuracy in quoting means credibility and efficiency. How reliable are your quotes? #cpq #quote #pricing

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Unpopular opinion : The entrepreneurship hustle culture has damaged how agency owners look at outbound and client acquisition. Let’s talk about why. 📉 There's a common belief that if you do it wrong enough times, you’ll eventually get results. You’ve probably heard it: 'Make 1,000 cold calls, and you might get lucky with a few!' But how many of those calls end in frustration? How many potential clients are lost because the approach was wrong? I don’t believe in building my business on luck. I believe in being good at what I do, and that starts with dialing in your outbound strategy. Imagine the difference between making 1,000 cold calls with no clear strategy versus having a focused, effective approach. Failed cold calls waste time, energy, and resources. They can demoralize your team and damage your reputation. Instead of hoping for luck, why not ensure each call has a higher chance of success? A well-defined outbound strategy not only saves time but also increases your chances of success. When you’re clear about your approach, you can focus on quality over quantity, ensuring each interaction is meaningful and effective. This mindset shift is the first step to having an A1 sales process. For those looking to refine their outbound strategy and achieve consistent results, our founder John Danes who acquired 750 clients with his agency has compiled his insights and strategies into an 18-page PDF. This guide will help you build a robust client acquisition system. Comment below and I’ll send it over to you!

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