Chase Wright

SDRs are the backbone of every sales engine—but outdated scripts, vague processes, and one-size-fits-all outreach leave even the best SDRs frustrated and prospects cold. If your SDRs aren't hitting quota, this blog explores what makes a winning SDR strategy—from precision targeting to hands-on enablement—and demonstrates how a modern, growing playbook can open motivation, pipeline growth, and increased revenue. Check out: https://lnkd.in/gJgJG6QP #SDR #SalesDevelopment #SalesLeadership #PipelineGrowth #B2BSales #SalesPlaybook #BeyondCodes #SalesStrategy #ModernSelling

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Thinking about outsourcing your SDR function? Before you evaluate vendors, download this. The new Buyer’s Guide for Sales Outsourcing (2025) walks you through everything you need to plan smarter and choose the right partner. What’s inside: -A pre-RFP checklist to align internal stakeholders -A customizable RFP template covering 11 key evaluation areas -Vendor selection tips based on performance, not just price -Insights on global scale, compliance, onboarding, and ROI This is the guide we wish every buyer had before they start vendor conversations. Grab your copy https://bit.ly/4lyNVzU #SalesDevelopment #B2BSales #LeadGeneration #SalesEnablement #OutsourcedSales

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If your sales ops team is still building comp plans in Excel, it might be time to ask yourself some questions. 🟦 How much time are you spending updating formulas instead of improving performance? 🟦 What’s the cost of every payout dispute that delays trust, or worse, payment? 🟦 Can your current tools scale as your business evolves? 🟦 Are you making decisions based on real-time insight, or chasing last quarter’s numbers? #SalesCompensation #SalesOps #NoCode #EnterpriseAutomation #Optymyze

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With Xactly, LinkedIn gained the flexibility to pivot fast—making 3x more comp plan changes year over year. ✅ Improved exec visibility into sales performance ⏱️ Cut 120+ hours/month of manual ICM work down to minutes 🔒 Stayed SOX compliant with full auditability 🙌 Empowered teams and accelerated career growth As Sheppard puts it: “There’s a whole team that wouldn’t be getting the level of recognition we are now without Xactly.” https://xact.ly/uiqEa

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Sales email cadences often exist between two extremes: manual disorder and automated precision.    Manual follow-ups risk missed opportunities, wasted time, and inconsistent messaging.    In contrast, automating your sales email cadence transforms the process by delivering consistent, timely, and personalized outreach at scale.    The benefits of automation are clear:  ↳ Consistency enhances response rates and strengthens customer relationships  ↳ Personalized messaging maintains relevance across high volumes  ↳ Automation frees your sales team to focus on strategic high impact activities  ↳ The outcome is improved ROI and sustained revenue growth    Eliminate manual inefficiencies.     Elevate your sales approach with an automated cadence designed to deliver measurable results.    For fresh B2B marketing insights,   Hit the follow button!UnboundB2B    #EmailCadence #B2B #B2BSales #B2BMarketing 

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Ai success in the contact center starts with the right foundation. Dialpad’s interactive guide helps CX and IT leaders assess system readiness, workflow maturity, and team alignment—then map out a clear crawl-walk-run path to scale Ai with confidence. ✅ Score your current state across systems, data, and workflows ✅ Uncover gaps in CRM integration, automation, and team alignment ✅ Follow a crawl-walk-run rollout plan to scale Ai confidently No fluff. No hype. Just a practical blueprint to move from insight to action. 📥 Get your copy of the guide in the first comment below.

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SaaS is getting harder to manage. What’s happening beneath the surface is changing how teams manage spend, renewals, and risk. Full findings in the 2026 SaaS Management Index, out tomorrow.

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DSO industry partner sales reps… what if waiting was the wrong strategy? 🚦 What if the green light from your marketing team never comes? Sometimes in the world of industry partners, it feels like sales reps are waiting on the green light from marketing; waiting to be given perfect leads who are ready to listen and ready to buy. But what if we flipped the script? Here are a few proactive things to consider. ⬇️ First, lead with value. No strings attached. I get it, trust me. It’s hard when you have expectations from your company around performance and a quota to hit. Especially if your recent results aren’t trending in the direction you want. Could your job be on the line? Is another company potentially a better fit for you? It extremely stressful and a full-time job itself to manage the anxiety and all the other emotions you feel….. and you don’t paid for it. In fact if lef unchecked it can rob you and leave potential deals on the table. Here’s the hard truth…. DSOs don’t care about your emotional state. They care that you show up with the intention to understand them, their pains and needs and the outcomes they want to accomplish. When you share something useful without expecting anything back, you’re not just another sales rep. You’re a trusted voice. Over time, that trust pays off when the DSO is ready to move. According to The Challenger Sale, the most effective reps teach, tailor, and take control. They focus on educating customers and offering unique insights rather than just pitching a product. Next, think about how you connect. Not everyone’s hanging out in the same digital spaces. Maybe it’s a genuine comment on their LinkedIn post. Or a thoughtful voicemail. Tailoring your approach to who they are and where they engage makes a world of difference. 💡 Little consistent efforts, done right, will go further. Finally, it’s about building a relationship not a transaction. Not the surface kind. A real one. One where they trust you enough to let you help shape the buying journey. The Challenger Sale, found that 53% of customer loyalty is driven not by brand, price, or product… but by the sales experience itself. When reps guide buyers through complexity and help them make sense of their options, that’s what earns trust. That’s what sticks. For the other industry partners out there—what’s something you’ve done that either built incredible trust… or totally backfired? 👀 Curious what’s worked (and what hasn’t) as you’ve tried to lead, not just sell. #dental #dso #dental

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💡 The Role of AI in Driving Sales Efficiency Sales leaders: Ready to scale coaching and boost team performance? 📥 Download the Sales Coaching with AI Handbook to explore how AI-driven tools like predictive analytics, conversation intelligence, and personalized learning paths are transforming the way sales teams coach, train, and win. 62% of revenue enablement leaders already use AI to supercharge sales, shorten cycles, and increase productivity. Unlock practical strategies to coach smarter—not harder 🔗: https://lnkd.in/eyypCBq3 #SalesEfficiency #AIDrivenSales #AIInSales #SalesCoaching #SalesTraining

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Every sales professional will face lost deals—but what sets top performers apart is how quickly they recover. The difference often comes down to the strength of their pipeline. When your pipeline is full, a single setback doesn’t disrupt momentum. It creates confidence, options, and the ability to stay focused on delivering value. That’s why high performers treat prospecting not as a task, but as a discipline—fueling new conversations every day. #learninganddevelopment #trainingnaddevelopment #salestraining #salesdevelopment #saleschallenges #sales

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Stop treating enterprise like SMB. Your fastest reps aren’t always your best reps. At ZoomInfo, Steven noticed something: reps closing quick deals were hitting quota... but missing the bigger picture. So they made a bold move: → Segmented SMB and enterprise → Tracked win rates by time cohort (T0, T1, T2) → Slowed down enterprise cycles on purpose The result? ASPs climbed, multithreading improved, and reps needed fewer deals to hit their number. This episode is a tactical roadmap for sales leaders ready to level up their pipeline and close bigger, higher-quality deals. 🎧 Head over to our Youtube channel to watch the full breakdown.

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Is Your CPQ Holding You Back? RLM Moves You Forward. Traditional CPQ tools weren’t built for today’s complex sales cycles, recurring revenue models, and audit-ready financials. If your team is juggling spreadsheets, workarounds, and disconnected systems, it may be time to rethink your revenue tech stack. In this article, Abhijeet Andrews Baneka, Associate Vice President - Salesforce, shares how the shift unlocks agility, compliance, and real-time visibility across your quote-to-cash process. 🔗 https://lnkd.in/d9dmq9iJ #SalesforcePartner #SalesforceRLM #JadeGlobal Tom Valaika Raja Sekhar Rajaraman Anandha Krishnan Ankur Birla Rajesh Wani Jagdish Lohar

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The #1 reason your outbound team isn’t scaling? It’s not your SDRs. It’s how you manage them. ❌ More tech won’t fix a broken SDR team. ❌ More headcount won’t either. ✅ Better management will. If you want pipeline that compounds, you need SDR managers who know how to: ➡️ Coach consistently ➡️ Build repeatable processes ➡️ Set meaningful metrics ➡️ Balance activity with outcomes We unpacked where most companies go wrong, and how to fix it:  🔗 https://lnkd.in/gwFVPNV9 Worth a read if you own a pipeline target. #SalesLeadership #B2BSales #OutboundSales #SDR #PipelineGrowth #SalesManagement #RevenueLeadership #SalesCoaching #GoToMarket #SaaS

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4 signs your quoting process is slowing you down (and it’s not your reps 👇) 1️⃣ Reps are still piecing quotes together from scratch. 2️⃣ Deals keep stalling while approvals sit in inboxes. 3️⃣ Your CRM and quoting tool barely talk to each other. 4️⃣ Sales enablement spends more time fixing errors than enabling sales. If this feels familiar, it’s not a people problem. It’s a process problem. When your quoting system drags, your pipeline drags. And when pipeline slows… revenue follows. The good news? Teams that modernize their quoting see up to 36% higher close rates. We broke down how in our latest blog with the link in the comments ⬇️

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Your renewals aren’t unique. Every CS leader has heard the same churn reasons before: “Budget got cut” “Our champion left” “Priorities shifted” (just look at the chat responses from our program today on Understanding Renewal/Expansion Process and Overcoming Potential Obstacles) But here’s the hard truth: those aren’t the real reasons. At the core, customers don’t renew for one simple reason → they don’t see ROI. Even the “budget” excuse is really about value. There’s always budget for something, just not your tool. When new leadership comes in, they still might renew if your team educated them on the value. So, what can you do about it? 1. Define and align on value Not what you think the ROI is, what your customer would define as ROI. Every customer measures value differently: one might care about productivity gains, another about reducing costs. If you don’t align early and check-in quarterly on success metrics, you risk measuring “adoption,” while they’re measuring “revenue impact.” That gap kills renewals. 2. Multi-thread your relationships A champion is great, but they’re often not the budget holder. If they leave, you’re exposed. *Map the org: who controls the budget, who influences strategy, who owns execution? For example, if you only know the Director of Ops, but the CFO doesn’t know you exist, your renewal is fragile. Multi-threading builds resilience. 3. Address risks early If you sense a problem, there probably is one. Don’t wait until QBRs to proactively surface concerns and offer a solution. If usage is dipping or sentiment shifts, flag it, escalate it, and involve your exec team early. A VP reaching out to their peer can turn a “churn risk” into a revitalized account. Silence, on the other hand, is often interpreted as indifference. 4. Secure executive alignment If your only line into the account is your MPOC, you’re vulnerable. Executive alignment creates air cover: it opens peer-to-peer conversations, gives you a path back in if things stall, and ensures the people holding the purse strings know the value you provide. Think of it as insurance - when deals get tough, those exec-to-exec connections can be the deciding factor. So the next time you hear “budget” or “turnover” as a churn reason, know this: The client just didn’t see enough value to fight for you. Retention = ROI. Period.

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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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