When AEs aren’t hitting their quotas, you’ll often find that the culprits are pretty much the same… Bad product-market fit, unrealistic quotas, or simply an underproductive salesperson. But what if there was another way to think about this issue? That’s what we chat about with Michelle Pietsch, VP of Revenue at Dooly, on this episode of The Revenue Playbook. Michelle delves into the less obvious reasons why AEs don’t hit their targets. She also shares tips on how to teach AEs to streamline their sales process and how to set realistic quotas. Listen to find out: How an AE’s day-to-day can affect their productivity The importance of product market fit Why context switching poses a distraction How to teach AEs to structure their selling process How to use sales enablement more effectively How to be realistic with quotas Michelle’s advice to AEs striving to hit and surpass their quotas Did you know that 41% of a rep's time isn’t spent selling? What does that mean for their careers, their well-being, and the success of the company? We surveyed 600+ sales professionals to better understand the sales role amid a pandemic. Check out the Sales Happiness Index Report: https://www.dooly.ai/report/sales-happiness-index/ (https://www.dooly.ai/report/sales-happiness-index/)

When it comes to closing deals, collaboration is gold. Gathering an army of individuals with different areas of expertise creates a more thorough and effective sales process. Joining Diego Pineda, Dooly’s Community and Content Marketing Manager, is Dooly’s CEO & Co-Founder, Kris Hartvigsen. Kris discusses the key benefits of connected selling and outlines how it could close you 2.5x more deals. Kris also explains why ego-driven sales are often ineffective and dissects the mindset needed to be a great sales leader in 2022. Dooly's connected workspace improves CRM hygiene, guides reps through the sales process, and eliminates low-value work. Before founding Dooly, Kris held senior consulting and management positions in sales for companies like Mobify and led Vision Critical as their EVP Sales from its early startup days to revenues in excess of $100 million. Listen to learn: Why connected selling works Whether the more people involved in the deal, the better The risks of ego-driven selling How other salespeople’s up-to-date information helps Why modern sales leaders need a coach’s mindset What the goal of any salesperson should be Why collaboration across departments is beneficial How do you get more people involved in your deals? With Dooly for Slack – you can win more deals, together. Dooly for Slack makes it easy to get key stakeholders involved in your deals, get answers to questions when you need it most, and keep people informed of deals as they go. Curious? Find out more here: https://www.dooly.ai/blog/dooly-for-slack/

What does an account manager really do, and is it time to hire one? Joining this episode of The Revenue Playbook is Tyler Meckes, Account Manager at Dooly, who sheds some light on what it means to be a great account manager. Tyler explains how his role fits into the wider revenue team and how he’s able to build and maintain long-term relationships with clients. Tyler shares his take on when the right time to hire an account manager is and what doing so can bring to the table. He explains why collaboration and following consistent processes are both fundamental skills needed for account managers.  Listen to learn: What an account manager does Why you need to understand why people buy When to bring on new account managers to your team Tactics that customer success and sales teams can use in a recession How to build credibility as an account manager Skills to look for when hiring an account manager Why you should avoid looking at sales and marketing as separate silos Want to retain and expand your current customer base? See how Dooly helped ThoughtExchange improve customer retention by 26.8% in 1 year with better sales notes and handoffs. Schedule a Dooly demo: https://www.dooly.ai/demo/ (https://www.dooly.ai/demo/)

LinkedIn might feel impossible to master, but like it or not, it’s a vital tool for sales reps. The good news is that with a few simple steps, you can level up your LinkedIn game and skyrocket your outbound responses. So, if you’ve been a bit of a LinkedIn lurker up until now and want to change that, tune in to this episode of The Revenue Playbook with Daniel Ryan. Daniel sits down again for a LinkedIn live stream with Daniel Disney on The Daily Sales show. The two Daniels swap their tips for LinkedIn success and explain why you need to prioritize engagement and building connections over the dreaded “pitch slap” that makes prospects switch off. They explore the dos and don’ts, and Daniel Ryan explains how becoming a familiar face on LinkedIn means that his cold emails are no longer cold. Want a cheat code for prospecting on LinkedIn? Use https://chrome.google.com/webstore/detail/dooly/pikicdbgibedakbonekcjbidijgkibkf?hl=en (Dooly's Chrome extension) to add contacts and convert leads from LinkedIn, email, and more. Listen to learn: Why you should start with your own LinkedIn profile Why LinkedIn is all about connecting (not pitch-slapping people) How your engagement on LinkedIn can broaden your reach beyond your followers How to go from lurker to posting your own content The dos and don’ts of LinkedIn Inbound and outbound sales tactics How Daniel uses LinkedIn for prospecting Why Daniel decided to ramp up his LinkedIn game Schedule a Dooly demo: https://www.dooly.ai/demo/ (https://www.dooly.ai/demo/) Connect with Daniel Ryan: https://www.linkedin.com/in/danieldoessales/ (https://www.linkedin.com/in/danieldoessales/) The Daily Sales: http://www.thedailysales.net/home (http://www.thedailysales.net/home)

Building a sales team, a marketing team, a customer experience team…these are all standard steps for any startup looking to scale. But an issue that some companies run into is they have all these teams working in parallel but separately when really, they should be closely aligned. One example of a company that’s fully aligned its teams into one united front is Divvy, the free, fully automated spending and expense management app. Divvy has a revenue team which is an alignment of sales, marketing, operations, customer success, and more because, at the end of the day, the overarching goal for everyone at Divvy is to drive revenue. We welcomed the Chief Revenue Officer of Divvy, Sterling Snow, to The Revenue Playbook to give us a glimpse at how he manages his team and why alignment is so important to success. Listen to learn: What a CRO does Why marketing, sales and other departments should align Sterling’s experience moving from Head of Marketing to CRO Why you need to understand how your funnel works before scaling How to know you’ve found a good product market fit Sterling’s advice to other CROs Schedule a Dooly demo: https://www.dooly.ai/demo/ (https://www.dooly.ai/demo/) Connect with Sterling: https://www.linkedin.com/in/sterling-snow-051baab5/ (https://www.linkedin.com/in/sterling-snow-051baab5/) Divvy: https://getdivvy.com/ (https://getdivvy.com/)

Cold emails are a tricky thing to get right. By now, we’ve all become more than used to opening our inboxes and deleting emails indiscriminately. So, how do you save your sales email from the virtual trash can? That’s what we discussed in this episode of The Revenue Playbook. Will Allred, Co-Founder and COO of Lavender, joined to share his expertise and advice on the dos and don’ts of cold emails. Lavender is a sales email assistant that helps you write more impactful emails with the power of AI. As someone who’s seen a lot of cold emails done poorly, Will explains why we need to shift focus from getting a sale or triggering an action to building a conversation and relationship instead. Listen to learn: The common problems with cold emails Why we need to change our mindset around what we want cold emails to achieve The best practices for subject lines How to start an email for maximum success How call to action vs. call to engage lines achieve different results Schedule a Dooly demo: https://www.dooly.ai/demo/ (https://www.dooly.ai/demo/) Connect with Will on LinkedIn: https://www.linkedin.com/in/williamallred/ (https://www.linkedin.com/in/williamallred/) Lavender.ai: https://www.lavender.ai/ (https://www.lavender.ai/)

What does it take to train the BDRs of the future? Saad Khan, Dooly’s Business Development Manager, joins The Revenue Playbook to let us in on his secrets for training and coaching people to become successful BDRs. He explains why training alone is not enough. Coaching is the key to help BDRs not only learn the ropes but fit into their role and make it their own. Saad explains what he looks for in BDRs, why he prefers a more holistic approach to selling, and he also takes us through his typical onboarding process for new BDRs. Listen to learn: How Dooly defines BDRs Why we should train BDRs to be sellers, not just order takers Traits needed to be a successful BDR How Saad onboards new BDRs The difference between training and coaching How to analyze sales calls with new reps and BDRs Why a healthy work-life balance is so important in the sales world Schedule a Dooly demo: https://www.dooly.ai/demo/ (https://www.dooly.ai/demo/) Connect with Saad on LinkedIn: https://www.linkedin.com/in/saad-khan-73329013b/ (https://www.linkedin.com/in/saad-khan-73329013b/)

Can you really get more done in less time? Never has this theory been put to the test quite as well as during the pandemic lockdowns. Many organizations reduced working hours with furlough schemes or went fully remote. Sales Consultant Theodor Zätterström found that even though his working hours reduced by 20%, his output dramatically increased. He joins The Revenue Playbook to give some insight into why his performance saw a boost and how he goes about managing his time and workday. Listen to learn: How Theodor’s output increased while working fewer hours How he structures his day and the different tactics he uses for different tasks Why Theodor hates admin How Theodor manages his ADHD within his working life Why sales and sports are not so different Why anyone can sell How to structure your workday  Schedule a Dooly demo: https://www.dooly.ai/demo/ (https://www.dooly.ai/demo/) Connect with Theodor on LinkedIn: https://www.linkedin.com/in/tzatterstrom/ (https://www.linkedin.com/in/tzatterstrom/)

How do you get prospects to open your cold emails? Sending cold emails is one of the toughest jobs for a sales rep because let’s face it, we’re all used to deleting countless random emails a day.   But as a sales rep, it’s your job to not only save your email from the trash bin, but also get the prospect to open, read it, and then follow through with whatever you’re asking.   In this The Daily Sales live session, Daniel Disney speaks with Daniel Ryan, an Account Executive at Dooly, to get his take on the best cold outreach tactics. Daniel explains why he focuses on sender names over subject lines, the best ways to get people to open an email, how to end an email without coming across as a needy sales rep, and much more. Give your reps a clear path to success with https://www.dooly.ai/demo/ (Dooly). Listen to learn: Why subject lines aren’t the first thing people look at How to make your sender name recognizable How to get prospects to open an email The delicate balance between personalization and automated emails The best way to close an email How often you should follow up on prospects The best practices for using video in your sales emails Why cold outreach isn’t about selling, it’s about starting a conversation Schedule a https://www.dooly.ai/demo/ (Dooly demo) Connect with Daniel on https://www.linkedin.com/in/danieldoessales/ (LinkedIn)

Crushing your quota and becoming a top-performing sales rep isn’t about sleepless nights and being glued to the phone. In fact, according to this week’s The Revenue Playbook guest, the secret to becoming a top performer is taking care of yourself first and foremost.  Anthony Natoli, Commercial Account Executive at Outreach, joins the podcast to impart some words of advice for any sales rep struggling to find a bit of balance in their lives. In Anthony’s view, top performers are hyper-focused, prioritize prospecting, and they also have a fulfilling personal life.  As someone who has generated 1.2M in pipeline in nine months, working fewer than 40 hours a week and hitting 100% of his quota, he’s got plenty of wisdom to share in this episode. Listen to learn: The secrets to being a top sales rep Why Anthony batches tasks and is a big fan of the 80/20 rule Why Anthony likes to hyper-focus on a small number of deals Anthony’s approach to managing his calendar and workday Tips for prospecting successfully Why the top sales reps are always prospecting How to move deals forward The importance of getting potential customer micro agreements Why you need to take care of yourself and shift your mindset on closing deals How to deal with failure Schedule a Dooly demo Follow Anthony on https://www.linkedin.com/in/anthony-natoli/ (LinkedIn)

Do you have dreams of becoming a sales leader one day? Making the move from sales rep to sales leader can be a big leap (bigger than you might think!) What you love about being a sales rep doesn’t always translate at the leadership level. A sales leadership role is an entirely different beast, but it might just be the best career move you make. Michelle Pietsch, VP of Revenue at Dooly, joins The Daily Sales LinkedIn Live session to discuss how account executives can make the transition to sales leader (and whether they should). Give your reps a clear path to success with https://www.dooly.ai/demo/ (Dooly). Listen to learn: Whether top sales reps can become great leaders The traits of top performers Potential roadblocks stopping top performers becoming leaders What makes a great leader? How to build a case for yourself Signs you’re ready for leadership Is leadership the right path for you? Schedule a Dooly demo Check out http://www.thedailysales.net/ (The Daily Sales) Follow Michelle on https://www.linkedin.com/in/michelleheaney/ (LinkedIn)

How do you structure your sales workday for maximum efficiency? With so many prospecting calls, emails, demos, meetings, and a busy sales pipeline waiting for your attention, it can be tough to stay on top of everything. We asked Nick Cegelski, Senior Account Executive at Time by Ping, and Founder and host of 30 Minutes to President’s Club, to share his secrets in the second episode of The Revenue Playbook. Subscribe to https://www.30mpc.com/ (30 Minutes to President’s Club) with Nick and Armand. For more sales productivity tips, follow Dooly and subscribe to The Revenue Playbook podcast to catch upcoming episodes. Listen to learn: Why how you start and end the day is key to a successful workday Why you should “eat the frog” The importance of protecting your focus time How calendar blocking tasks reduces context-switching Why email can sometimes be a big time-waster Nick’s four Ds for filtering emails How to prioritize your sales leads Why you shouldn’t be afraid to have awkward talks with prospects Schedule a Dooly demo Check out https://www.30mpc.com/ (30 Minutes to President’s Club) Follow 30 Minutes to President’s Club on https://www.linkedin.com/company/30-minutes-to-president-s-club/ (LinkedIn) Connect with Nick on https://www.linkedin.com/in/nick-cegelski/ (LinkedIn)

In sales, it can feel like a dog-eat-dog world out there. Some sales reps may be breezing through their quotas and pocketing big bonuses, others get left behind.  While that may be all well and good for sales reps hitting 100% - is it good for the business as a whole? In Tyler Bennett’s eyes, no one wins unless everyone wins. He believes that companies should aim to get 100% of their sales team to those 100% quotas – not 50%, not 99%. Tyler is the Head of Sales at BEE Free – a drag-and-drop email builder for designing mobile-responsive emails. He joined us on the very first episode of The Revenue Playbook podcast to explain why he wants everyone hitting their quotas and shares some invaluable insights into managing sales teams, using effective tools, and fine-tuning pipelines. The Revenue Playbook is a brand new podcast from Dooly, which dives into the secrets behind what makes the top-performing sales reps so successful. We take a look into the revenue playbooks of high-performing sales reps, leaders, and teams to get their insights and practical strategies for success. For help ramping those sales reps faster, check out https://www.dooly.ai/demo/ (Dooly) today. Listen to learn: Why teams often manage success the wrong way How Tyler turned his sales team on its head with great results What big quotas mean for performance How to coach people in the right way What wastes sales reps’ time and what to focus on instead Why sales reps need to really care about their quotas Resources: Schedule a Dooly demo Check out https://beefree.io/ (BEE Free) Follow BEE Free on https://twitter.com/beefreeio (Twitter) Connect with Tyler on https://www.linkedin.com/in/tylermbennett/ (LinkedIn)

What would you give to take a glimpse into the playbooks of top revenue teams? The super reps out there have laser focus and winning strategies that help them hit their targets every quarter. But what’s their secret to success? If you’re tired of sales vets teaching you unscalable tricks that worked five years ago or advice that just skims the surface and tells you what you already know…. then this show is for you. We take an inside look into the revenue playbooks of high-performing sales reps, leaders, and teams. Tune in to The Revenue Playbook podcast for actionable advice and frameworks to help you level up.