Tatiana Kalinina

Measurement isn’t about counting clicks, it’s about building a healthy funnel 🔑 The Evaluate & Maximize phase gives you the tools to look beyond surface metrics, connect activity to ROI, and keep your pipeline strong. Hear from leading global marketing executives, including Personio’s Alex Venus, and learn how smart reporting and experimentation fuel long-term growth: https://lnkd.in/e9gFqwXK

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OUT NOW........................ We sit down with Madina Biryukov, VP of Global Sales Development at Harness, to break down everything you need to know about starting a career in tech sales as a Sales Development Representative (SDR). Madina shares insights into the essential skills for success, how to assess if a company's SDR program is right for you, and the critical role SDRs play in generating pipeline and driving revenue. We also discuss practical advice on how to stand out during the application process, the importance of a growth mindset, and why the "gift of the gab" isn't the only path to a successful sales career. East Coast Elite Episode 8 is available now: YouTube: https://lnkd.in/eyMwcMG9 Spotify: https://lnkd.in/ehdTdqdn Apple Podcasts: https://lnkd.in/e8qupeDb With thanks to our sponsors PG:AI and SELR.ai #SDR #TechSales #CareerGrowth #HuntersAndUnicorns #Playbook Ollie Kuehne Simon Kouttis

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Prospecting in DACH? Here’s how to do it right 👇 Cognism’s Enterprise SDR, Kaan Gökhan, shares his top 3 tips to boost your prospecting success in the DACH market. 1. Personalisation is key. Research your prospects, reference specific pain points and show you understand their business. 2. A multichannel approach is a must. Combine LinkedIn, calls and email for better engagement. 3. Position yourself as an expert to build trust with buyers. To dive deeper into winning outbound strategies in DACH, check out the full blog here: 🔗 https://lnkd.in/eY5SB58p

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Booking sales demos for fintech products shouldn’t feel impossible—but most teams fall into the same 3 traps. 3 reasons why outbound sales often fails for fintech sales teams ⤵  ➡ Targeting the wrong ICP and building lead lists full of irrelevant prospects.   ➡ Failing to reach the right ICP on the right channel, at the right time.   ➡ Sending the wrong message that doesn’t resonate with your audience.  If you’re nodding along, it’s time to rethink your approach.  With tools like SmartReach.io, your sales teams can ⤵    ✅ Use AI-email generator to craft the perfect message tailored to your ICP.   ✅ Use multichannel conditional drips campaigns to engage your audience in the channels they’re most active.   ✅ Optimize timing with timezone-based sending to maximize email response rates.  Simple changes = big impact 💹 👉 Try SmartReach.io FREE for 14 days → https://lnkd.in/gvJRtZyK 🔗 No credit card required. #FintechSales #OutboundSales #SalesAutomation #SmartReach #B2BSales #BookMoreDemos #Fintech

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The Bowtie Framework: The Next Evolution Beyond the Demand Waterfall? The SiriusDecisions framework revolutionized B2B marketing by introducing structure to demand generation and GTM teams. But in today’s world of recurring revenue and customer-centric growth, the Bowtie Framework is essential to meet the needs of modern Go-To-Market (GTM) teams. Here’s why the Bowtie is gaining momentum: 💡 Beyond the Funnel: Unlike the linear funnel, the Bowtie puts equal emphasis on post-sale stages, focusing on driving growth through retention, expansion, and advocacy. ⚙️ Aligned Revenue Engine: It integrates Marketing, Sales, Customer Success, and Operations to break silos and create a seamless customer experience. 📈 Revenue as a Continuous Journey: With recurring revenue models, customers don’t just buy once—they continue to engage, expand, and advocate for your solution. The Bowtie enables teams to maximize this potential. As we embrace AI to power GTM efficiency in 2025, the Bowtie’s design perfectly aligns with leveraging intelligent tools across lead generation, sales acceleration, onboarding, and customer retention—fueling growth at every stage. If you’re still operating with a traditional funnel mindset, now is the time to rethink. The Bowtie Model isn’t just the “new Demand Waterfall”—it’s a blueprint for sustainable, scalable, and customer-centric growth. We love seeing The Bowtie Model being recognized as the modern evolution of the SiriusDecisions Demand Waterfall, as highlighted in Inflection.io's insightful blog (linked in comments). 💬 What’s your take? How are you evolving your GTM approach to drive efficiency and growth? #GoToMarket #RevenueGrowth #BowtieFramework #CustomerSuccess #SaaS #RevenueArchitecture

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𝗘𝘅𝗽𝗲𝗿𝘁𝘀 𝗛𝗶𝗴𝗵𝗹𝗶𝗴𝗵𝘁 𝗙𝗶𝘃𝗲 𝗪𝗮𝘆𝘀 𝗔𝗜 𝗜𝘀 𝗖𝗵𝗮𝗻𝗴𝗶𝗻𝗴 𝗦𝗮𝗮𝗦 𝗦𝗮𝗹𝗲𝘀 𝗙𝗼𝗿𝗲𝘃𝗲𝗿 𝗦𝗵𝗮𝗿𝗲 𝘆𝗼𝘂𝗿 𝗽𝗲𝗿𝘀𝗽𝗲𝗰𝘁𝗶𝘃𝗲 𝗶𝗻 𝘁𝗵𝗲 𝗰𝗼𝗺𝗺𝗲𝗻𝘁𝘀 𝗯𝗲𝗹𝗼𝘄 𝗼𝗻 𝗵𝗼𝘄 𝗔𝗜 𝗶𝘀 𝘀𝗵𝗮𝗽𝗶𝗻𝗴 𝘁𝗵𝗲 𝗳𝘂𝘁𝘂𝗿𝗲 𝗼𝗳 𝘆𝗼𝘂𝗿 𝘀𝗮𝗹𝗲𝘀 𝗽𝗿𝗼𝗰𝗲𝘀𝘀𝗲𝘀. AI is no longer just a tool in SaaS sales, it’s fundamentally transforming the way deals are won and managed. At SaaStr Annual, a conversation with Perplexity’s CBO Dmitry Shevelenko and SaaStr CRO Confidential host Sam Blond revealed that the impact of AI has moved far beyond theory into practical, everyday reality. According to Shevelenko, AI enables sales teams to achieve near-expert-level understanding across multiple domains, allowing reps to approach clients with deeper insights and more focused questions. What once required extensive research and consultation can now be accomplished in minutes, fundamentally changing how discovery calls and internal reviews are conducted. Meanwhile, Blond emphasized how AI is eliminating friction in transactional sales. Routine purchases no longer require human intervention, freeing sales professionals to concentrate on complex, consultative deals where human judgment and relationship-building matter most. AI-driven recommendations are also building trust by providing unbiased guidance tailored to buyers’ needs. Pipeline management is undergoing a similar revolution. By analyzing all customer interactions, AI delivers accurate forecasts and actionable insights, replacing subjective assessments with data-driven predictions. This capability allows teams to respond proactively, identify risks, and seize opportunities before they become apparent. The pace of preparation for meetings has also accelerated dramatically. Sales teams can now enter discussions with strategic knowledge and live, AI-supported insights, enhancing credibility and value in every client interaction. Similarly, proactive sales intelligence powered by AI ensures that teams are alerted to key changes in prospects’ businesses, new executives, competitor activity, or market shifts before they impact decision-making. The broader implication is clear AI is not just augmenting sales, it is transforming the culture and strategy of SaaS organizations. Companies that embrace these changes are accelerating research, building trust, and driving value through human-AI collaboration. Those that treat AI as a “nice-to-have” risk falling behind. The transformation is already underway. The tools exist, the strategies are proven, and the competitive advantage is clear. The question for SaaS sales leaders is no longer if AI will change their business, but how quickly they can adapt and lead the way. #SaaS #AI #Sales #SalesTech #DigitalTransformation #B2B #FutureOfSales #AIinBusiness #B2BMarketing #ColedaB2B

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Outbound sales isn't about volume, it's about precision. Personalised messages have a 202% higher impact (HubSpot report), but SDRs often struggle balancing detailed research with outreach speed. Our latest blog breaks down the art of effective prospecting, including: ✅ Identifying high-value trigger events ✅ Tailoring messages that resonate with each stakeholder ✅ Navigating multi-channel outreach effectively ✅ Leveraging AI to streamline your workflow Read the full blog here: https://lnkd.in/egQSu4kv #WeAreInterlink

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🚩 Red Flags in Your CRM Setup A weak CRM setup can cost you players, revenue, and efficiency. Kateryna Pozdnysheva, Chief Client Officer, breaks down the biggest pitfalls operators face. Don’t miss this insider tip to avoid falling into these traps. GR8 Tech CRM Tutorials are coming soon —stay tuned!

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If your Account-Based Marketing program isn’t driving real pipeline growth, it’s likely not the strategy - it’s the execution. Here are 5 common ABM pitfalls holding teams back in 2025 and what to do instead: ✅ Poor targeting with shallow data ✅ Sales & marketing misalignment ✅ Generic messaging for complex buyers ✅ Missing mid-funnel engagement ✅ Weak measurement and attribution Swipe through this carousel to upgrade your ABM approach - from vanity metrics to verified impact. 💼 Need help turning intent into revenue? Let Acceligize help you build a smarter ABM engine. 𝐂𝐨𝐧𝐭𝐚𝐜𝐭 𝐔𝐬:🔗 https://lnkd.in/dEn4Yf4E #ABM #AccountBasedMarketing #B2BMarketing #GTMStrategy #PipelineAcceleration #RevenueMarketing #Attribution

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No B2B enterprise buyer wants to receive your outbound cadence. Here is an enterprise account-based sales playbook we ran with Magali to engage 35 of 130 target enterprise accounts ($100k+ deals). 1. IDENTIFIED TWO CIRCLES IN EACH ACCOUNT. A wider circle: 8-10 people who can amplify your visibility and trust within the account. A core circle: 2-3 key decision makers at HQ and subsidiaries. 2. CREATED VISIBILITY IN THESE MICRO-COMMUNITIES. Instead of mass outreach, she focused on: - Identifying what channels and communities our target buyers use for education - Map out who they follow and engage with - Consistently show up where they hang out with value-added engagement 3. BUILT CREDIBILITY WITH THOUGHTFUL ENGAGEMENT. Magali's activities included: - Commenting on posts related to their business challenges and priorities - Sharing relevant insights from similar customer success stories - Publishing 3-5 content pieces per week focused on their industry pain points - Running industry podcasts with their peers to tap into existing trust 4. FOCUSED ON BUYER INTERESTS. "We value their knowledge and expertise," she explained. "And naturally, they want to know what their peers and competitors are doing." All conversations focus on what they care about: - Jobs-to-be-done and daily challenges of the target buyer persona - KPIs they need to hit and associated challenges - Strategic business goals and priorities 5. FOCUSED ENGAGEMENT. Magali targeted 7-10 accounts (engaging director+ level, avoiding individual contributor) per 2-month period. If there was no engagement, she kept them on radar but switched focus. As she said: "If there is no immediate buying signal, I don't give up completely. I keep them on my radar. I want them to still see me." WHAT'S DIFFERENT FROM CONVENTIONAL ABM PLAYBOOK? No automated cold outreach and follow ups. No mass targeting, small batches of 7-10 priority accounts. No product content, only peer insights and case studies. No one-off follow ups, consistent 2-month engagement campaigns. Key mantra: Building the lasting relationships with the target buyers that continue even if they're not ready to buy. --- You can't push B2B buyers to make six-figure buying decisions. But you can stay top of their mind, consistently engaging with what they care about, and earn the right to be considered when they're ready to buy. --- Learn more at our Full-Funnel Summit: https://lnkd.in/ddZ6Qyk8

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From scripts to signals, the outbound SDR role is evolving fast. In 2025, SDRs are leveling up with AI and multichannel strategies. Why it matters: ⏱️ Speedy follow-up makes leads 9× more likely to convert 🎯 Personalized outreach drives 2–3× higher reply rates 🔍 Intent data targets buyers actively researching solutions Explore the shift in outbound sales. 👉 https://lnkd.in/dRb6zVHu #OutboundSales #SDR #SalesStrategy #AIinSales #SalesEnablement #LeadGeneration #B2BSales #SalesTips #SalesTech #PersonalizedOutreach

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Selling SaaS is tough. You’re up against thousands of competitors. Your buyers have high expectations—and even higher demands. Long sales cycles, complex products, and a crowded market make it harder than ever to stand out. So, how do top SaaS sales teams win? They master the nuances of SaaS selling—knowing when to automate, when to personalize, and how to continuously improve performance. In our Ultimate Guide to SaaS Sales, we break down everything you need to know, including: ✅ How SaaS sales differs from traditional B2B selling ✅ The three SaaS sales models and when to use them ✅ A step-by-step breakdown of the SaaS sales process ✅ Proven strategies for closing more deals and reducing churn If you’re in SaaS sales, this guide is for you. Get it here: https://lnkd.in/g-kUNiyT

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30% of deals will run through Digital Sales Rooms by 2026 Is your sales team ready for this shift? Companies using DSRs are already seeing two HUGE benefits: ✅ Significant reductions in admin time ✅ Faster deal progression 🎺 Rory Sadler reveals why Digital Sales Rooms aren't just nice-to-have – they're becoming essential. Get the complete playbook in our 2025 B2B Sales Trends Report: https://bit.ly/3CY8hAz #B2BSales #SalesTech

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Think your sales process could use a tune-up? If deals are stalling or your pipeline feels like it’s stuck in first gear, it might be time to give your sales velocity a boost 🚦 We’ve pulled together 8 smart, actionable tips to help you speed up your SaaS sales cycle—from spotting high-quality leads faster to improving post-demo follow-ups (and yes, even your tech stack). No fluff, no filler—just real ways to help your sales team close more, faster. 👉 Full blog here: https://hubs.ly/Q03dmK8n0 #SalesVelocity #SaaSTips #B2BSales #CloudShare #WorkSmarter

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Goodbye Lists. Hello Buyer Intent. The new ABM frontier. Static lists? They’re dead. ❌ They freeze in time while your market keeps moving. ❌ They lump “everyone in SaaS” into one bucket, ignoring who’s actually in-market. ❌ They keep SDRs busy chasing names, not buyers. The new ABM frontier isn’t about a static database. It’s about dynamic intent. Today’s campaigns surge ahead by tracking prospect's digital footprints: - The blogs they read - The posts they engage - The tech tools they adopt - The webinars they attend - The signals that say, “We’re exploring change.” That’s how you stop shouting into the void and start showing up where buyers are already leaning in. Static lists create noise. Buyer intent creates pipeline. Welcome to ABM🚀 #ABM #BuyerIntent #SalesStrategy #Outbound #B2BSaaS

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