Anthony Frattali

🏄🏼‍♂️ Scott Leese has insane startup chops: 12x 🦄, 13x 🚪, and advisor to 150+ startups on GTM and exit strategy. What are his secrets to hiring your first sales role as you scale? 🤫 Adam Robinson uncovers these simple tricks on the latest Unf•ck My Startup: https://lnkd.in/gpGHqAhP

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Lead Scoring Flashback. I was fortunate to work with some really sharp RevOps professionals who built a simple but powerful 4x4 ICP Fit vs. Intent/Timing matrix, then updated that score on each CRM lead record to help BDRs and AEs focus their time where it matters most. It looked something like this 👇 The challenging part is defining what truly represents A, B, C, D on Account Fit and 1, 2, 3, 4 on Timing/Intent. If you’re building something similar, my recommendation is to let the data guide your definitions. Assign high scores to the scenarios and attributes that have historically driven the best bookings-to-quota ratios, across a meaningful sample size. A couple examples: D1: High intent, but low potential. Maybe a small buyer that’s ready now but won’t expand. A3: A perfect-fit account type (great historical win rates, average sales price, and sales cycle time), but still early in their buyer's journey. This kind of framework can bring greater focus and consistency in your go-to-market execution. Have you seen a version of this work well in your org? What did you do differently?

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Outbound teams don't need more volume. They need more precision. Over the past few weeks, we've been in deep conversations with founders, SDR leaders, and GTM teams across SaaS, IT, and B2B services. One pattern keeps showing up: The teams winning in 2025 aren't sending the most messages. They're sending the right messages to the right people at the right time. Here's what precise outbound actually looks like: 1. ICP Slicing – Not everyone deserves a sequence. You don't need a massive list. You need 3-5 micro-segments with clear triggers, specific pains, and defined outcomes. Precision creates relevance. Relevance drives replies. 2. Contextual Messaging – Speak to what buyers are feeling today. The best messages don't try to impress. They reflect reality: Stalled pipeline. Messy handoffs. Broken follow-up systems. Unclear messaging. When your message mirrors their current experience, replies happen naturally. 3. Micro-Yes Offers – Build momentum before asking for meetings. Outreach should reduce friction, not create it. Small commitments convert: → Answer a 10-second question → Confirm a pattern you're seeing → Share quick feedback → Review a one-line insight These micro-actions lead to real conversations. 4. Fast Experimentation – Turn data into predictability Test weekly: Different openers ICP variations CTA formats Sequence timing Messaging patterns This turns outbound from guesswork into a repeatable system with compounding results. This is how we build outbound at Sales2Code: Repeatable. Predictable. Pipeline-generating. Not spray-and-pray. Not volume for volume's sake. Just smart systems that work. If your outbound activity is high but outcomes are low, precision is the missing piece. What part of your outbound process feels least predictable right now? #Sales2Code #OutboundSales #B2BSales #LeadGeneration #GTM

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“My CRO doesn’t get enablement” is something 100% of enablement practitioners have said at some point. This often comes with a heavy dose of frustration, but I think empathy is a more helpful angle. The average CRO -did 100%+ as an AE for 5+ years -ran a team that exceed plan for 5-10 years -probably successfully ran an international region at some point They never needed enablement, they just figured it out as they went. So, it kinda makes sense that they don’t understand the value of enablement. It was never for them, it was for the other 95% of people you need to run a successful org.

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What’s really sinking your SDR budget isn’t on the balance sheet. We broke it down in one graphic: The hidden costs lurking beneath every in-house SDR team: ✔ Churn that erases momentum ✔ Tools collecting dust ✔ Managers micromanaging instead of motivating ✔ Productivity gaps you can’t see ✔ Training that never sticks And the fix? A lean, outsourced SDR model that flips those liabilities into pipeline growth. See the infographic below, then dive deeper into the full breakdown here: https://lnkd.in/g459EY-8 #B2BSales #LeadGeneration #SalesDevelopment #SalesStrategy #SDROutsourcing

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Sellers don’t pause for holidays. Investors who understand this don’t either. December isn’t about pushing deals - It’s about logging intent, qualifying motivation, and building January pipelines before everyone else wakes up. The strongest Q1 closings usually start with Q4 conversations. If seller follow-up or qualification is your bottleneck, that’s where systems matter. #RealEstateInvesting #LeadGeneration #SalesSystems #BusinessGrowth #ColdCalling

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Your CRM has the answer to why quota got missed. Nobody's pulled it yet. Sculptor changes that. Here's how we use it: 1️⃣ Import closed-lost deals into a table 2️⃣ Pull in call transcripts from Gong 3️⃣ Classify the loss reason for each deal 4️⃣ Run Sculptor's Analyst mode across all deals 5️⃣ Download the report straight into Notion

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More leads will not fix a broken pipeline.​ If deals are not converting, adding volume only hides the real issue.​ ​ The real work starts after the opportunity is created, where clarity, urgency, and direction determine whether a deal moves or stalls.​ ​ Teams that understand this outperform consistently. The rest keep chasing the top of the funnel.​ ​ This workshop focuses on fixing what happens inside your pipeline.​ ​ Deal Acceleration Workshop​ May 5, 2026​ 3 hours, live​ Early rate: $149 until April 25​ Standard price: $199​ ​ Register here: https://lnkd.in/ghj4WwqW ​ ​ ​ #SalesStrategy #PipelineManagement #B2BSales #RevenueGrowth #SalesLeadership #DealAcceleration #SalesEnablement​ ​

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How does RevOps measure success during a merger and acquisition?    There’s no one KPI that determines whether or not you’re successful. Instead, here’s what Joe Caliendo, Director of Revenue Operations at Markforged, says you can look for.    Want more tactics and insights on mergers and acquisitions for RevOps? Hear more from Joe by visiting our YouTube channel.    #revops #salesforce #orgmerge

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Too often, sales risks hide in plain sight during due diligence. Miss it before close, and it becomes a costly problem on Day 1. Here are 3 of the biggest GTM red flags PE firms should be on the lookout for and NEVER ignore: 🚩 Overreliance on a Few Key Accounts 🚩 Weak Pipeline Quality 🚩 Misaligned GTM Structure At SFE Partners, our Pre-Acquisition Sales Diligence process digs deep into these areas, giving PE firms a clear, evidence-based picture of what they're acquiring. We help you uncover these risks early so you can plan for returns... not surprises Learn more about our approach to sales diligence at https://bit.ly/3JB6rJv #SalesDiligence #PrivateEquity #GTMStrategy #RevenueGrowth #SFEInsights

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“5x output per seller, AI handles the transactional, and only high-leverage reps remain.” "If your team is spending 1.2 hours per day on average on external calls, then we need to fire half of our sales team, give that pipeline to the top 50%, and increase their quotas by at least 5x." "AI should allow them to do that now. They should be taking 4 to 5 hours of external calls a day. Maybe AI replaces sellers, maybe it doesn’t. Maybe the number of sellers increases, but we need to 5x their quotas." "If it’s purely transactional sales, it’s very simple; AI should do it. You don’t need a human. They can just buy it online." Sahil Aggarwal (Co-Founder & CEO, Von) at the Agentic OS Summit with Seth Marrs (CSO, Sandler)

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Sales leaders are flying blind. The metrics they track don’t show what’s really happening in the moment. Most focus on lagging numbers: • Pipeline • Activity • Quota attainment But none of these reveal seller performance as it happens. Seller maturity analytics does. It exposes skill gaps in real time so leaders can coach on the spot and close the gap faster. Come see what we are doing in Databook 2.0. www.databook.com

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Most AEs are doing the right thing: focusing on active deals. Closed-lost only gets attention when the quarter is ending and pressure is high. The problem is when teams follow up. They work closed-lost on the seller’s schedule, not the buyer’s. This clip explains why most closed-lost programs never get off the ground and why timing matters more than volume.

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This isn't a recession problem. It's a playbook problem. We surveyed 450 GTM leaders across SaaS, manufacturing, and services. The results challenge everything we thought we knew about sales performance. But here's the twist: The top 10% are hitting 110% quota attainment. The difference? They've abandoned pipeline coverage for proof velocity. They don't chase 3x coverage—they deliver peer validation in under 48 hours. 📊 Get the full "Proof-to-Performance Gap" report to discover: Why legacy GTM models are breaking down The 4 new performance levers that matter Your proof ops maturity assessment Tactical frameworks you can implement today Download the research that's reshaping B2B revenue strategy → https://lnkd.in/eFRzzVEZ Quick gut check: What % of your team hit quota last year? #B2BSales #SalesLeadership #GTMStrategy #RevenueGrowth #SalesEnablement #CRO #SalesPerformance #GTM2026 #B2BMarketing

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Sales Pipeline on Autopilot A mid-market IT firm faced a hidden time drain: SDRs were spending 25+ hours/week on manual follow-ups. The result? Missed opportunities. Stalled deals. Burnt-out reps. Then they switched to RiseLogic. AI agents took over nurturing + follow-ups automatically. SDR productivity skyrocketed by 60%—without adding new hires. Now their pipeline grows on its own. Imagine your team focusing only on closing deals while AI handles the busywork. [ riselogic.ai ]

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ServiceTitan's CRO Ross Biestman on how its AI sales system maximizes revenue per sales rep: 1️⃣ Instead of round-robin lead distribution, AI routes each lead to the AE with highest propensity to close THAT specific deal type. 2️⃣ Monthly scoring on quota, close rates, demo quality → best performers get best leads next month. "It's like English Premier League relegation but for sales reps. 🚀 "If you get good, you got to stay good to be good" Meanwhile their customers use AI for automated dispatching - right technician, right job, minimal drive time, maximum close rate. Scale technicians without scaling dispatchers = better unit economics. Merit-based everything. 🔥

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“Crushed quota” doesn’t mean much if no one can prove it. Here’s how top reps get recruiter callbacks in 30 seconds: Most sales resumes sound the same. “100% to quota.” “Closed $500K SaaS deals.” “Top 10% of team.” But hiring managers don’t know what’s real—and what’s fluffed. I’ve spent years in tech sales. Good reps get ignored. Flashy resumes get interviews. It’s broken. Then I started logging my wins on VeriDeal. Each closed deal gets verified. Recruiters see what I’ve sold, who I’ve sold to, and how often I’ve won. Now, instead of explaining why I’m good, I show receipts. It flips the script: - No more guessing. - No more fights with ATS bots. - No more “talking your way in.” It’s free. It takes 2 minutes per deal. Start with your last big win. Log it today. Then update your VeriDeal profile on your next application. You’ll stand out before saying a word.

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