Salman Ladha

Need to transform your SDR team’s performance? How to help your sales team achieve results that will earn you trust and budget. First, audit your content arsenal. Are your SDRs armed with the right tools? Invest time in creating or curating great collateral that addresses your Ideal Customer Profile’s (ICP) pain points and your solutions. Convert the best-performing material into templates. If budget allows, invest in intent tracking tools like ZoomInfo. Provide your SDRs with real-time intelligence on potential leads. This could involve identifying companies visiting key pages of your site or using tools that detect general intent based on topics. Now, launch micro-campaigns. Develop industry-specific value propositions and targeted landing pages. Your SDRs need ammunition that speaks directly to each vertical. Always measure & optimize. Track response rates, meeting conversions, and pipeline velocity. Use these insights to refine your approach. Don’t fear failure – it’s the only way to hit the target. Make small changes based on what works and what doesn’t. What’s working for your SDR enablement? While it can be an overwhelming project, it’s crucial for establishing the foundation for solid growth. #B2BMarketing #SalesEnablement #CMO #Leadership

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demandDrive, the industry-leading integrated sales and marketing agency, is transforming their prospecting efforts with the help of ZoomInfo. 🤝 🏁 ☀ AJ Alonzo, Director of Marketing at demandDrive and ZoomInfo Champion, shares how ZoomInfo WebSights helps his team uncover insights about website visitors' behavior — allowing them to personalize outbound efforts and improve their prioritization processes. The result? Millions of dollars in ARR. Learn how demandDrive is turning page views into pipeline with ZoomInfo: bit.ly/4dgBN1G

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🚨🎟 Countdown to Pavilion’s Montreal Event: Only 10 Spots Left! 🎟🚨 #Montreal’s GTM leaders, the clock is ticking!⏰ We're just days away from what promises to be one of the standout professional gatherings of the year, right here in our own city! 🌟🍁 📆 Event Details: Date: Thursday, May 30th - 5@7 Location: Stay22 Offices, Montreal Join us as we dive into the cutting-edge topic of "#GenerativeAI in GTM Content" with peers, notably with my Co-Chapter Heads Vyara Ndejuru & Sylvain Bergeron! It's your chance to explore what’s working, uncover new strategies, and participate in rich discussions with peers who are shaping the future of our field. 🤖💼 DM or email me at [email protected] to RSVP 🔥 Why You Can’t Miss This:👇 - Exclusive #Networking: Connect with top GTM professionals and broaden your industry contacts. - Insightful Discussions: Bring back valuable #insights that could change how you approach your strategies. - Complimentary Refreshments: Enjoy snacks and drinks on us—perfect for casual chats between the engaging sessions. (if the weather cooperates, we'll hit the terrasse!!) ☀️ 👥 This event is designed for GTM leaders looking to push the boundaries of what's possible in their careers and organizations. Whether you're a Pavilion member or not, this is your opportunity to be part of an elite community focused on networking, learning, and excelling together. 🚀 Spaces are filling fast, and with only 10 spots left, now’s the time to claim your seat. Don’t miss out on the chance to be part of this dynamic gathering. Secure your spot and be ready to get inspired! #PavilionMontreal #GTMLeaders #GenerativeAI #NetworkingEvent #MontrealProfessionals #Stay22 #BusinessGrowth #TechInnovation

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The AEs and SDRs from 5 years ago are the CROs and VPs today. This may sound somewhat self-serving, but here it goes. It’s been cool to see the goodwill I created with those AEs and SDRs over the years turn into meaningful opportunities, pipeline, and revenue for Copy.ai. This has never been the primary intent of my presence or content here. But I will say, it’s a nice benefit. Build trust, provide value, be kind, build your network. It’s worth it for many reasons. #sales #sdr #gtmai

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What’s the best use of Generative AI for revenue teams? Here’s my take: Generative AI is a powerful productivity tool for modern reps. Today, we can take common tasks that reps need to do on a daily basis and we can simplify with AI. Consider: I’m a sales rep and I’m on a call with a prospect. I want to record the call and send a summary at the end of it. And I want an email ready to go with notes and follow-up actions. Before AI, I’d spend hours pulling together this information. With AI, I spent minutes. With the right AI strategy, revenue orgs can automate and organize everyday tasks. And, in the process, free up rep time for relationship building, strategizing, and more. How is your company deploying Generative AI?

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AI dialler gets you coverage, at best, on 8-12% of your market. Human-assisted dialling gets you 40-55%. PipelineHeroes use Human assisted...

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As we move deeper into 2024, tracking the right metrics is critical for scaling a SaaS business. This insightful guide outlines the top metrics to watch and includes valuable benchmarks to keep you on track. Whether you’re focused on ARR, CAC, or CLTV, understanding where your company stands is key to driving sustainable growth. Check out the article for a comprehensive look into the latest SaaS trends and metrics! #SaaS #BusinessGrowth #Metrics

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YOUR WIN/LOSS DATA IS BS – AND THE LIGHTSPEED 2024 REPORT PROVES IT Take a close look at the Lightspeed 2024 Sales Benchmark Report. It highlights “inaction” (53%) and “economic uncertainty” (47%) as top reasons for losing deals, and “product features” (68%) plus “prior experience” (39%) for winning. But if these are the only insights in your CRM, you’re missing the strategic value hidden in your deal data. –– THE UNSTRUCTURED DATA PROBLEM –– Your GTM stack is overflowing with unstructured data — calls, meetings, emails, etc. Even if you’re using platforms for call recording and coaching, that alone DOES NOT STRUCTURE your data for strategic analysis. If you rely on reps to tag “budget” or “ghosting,” or AI-summaries, you lose critical, nuanced details that drive strategic decisions. Real Win/Loss insights require instant visibility into buyer pains, success criteria, and competitor references (straight from calls, emails etc). They also require a robust gap analysis (think MEDDICC done right), so you see exactly how far the buyer is from their ideal outcome — and how you close that distance. If this data is NOT STRUCTURED in your CRM, you’ll only see “lost due to inaction,” missing the pain you never addressed or the budget holder you never validated. –– WHY STRUCTURED DATA MATTERS –– Without it, you can't get to the real insight that can transform how you sell. Marketing can’t craft competitive messaging if they can't analyse why another vendor beat you. Sales can’t coach effectively if the excuse is always “no champion.” If this data is not structured in your CRM, it can't be actioned and monitored. Result? Your entire org is FLYING BLIND. –– THE GAP ANALYSIS (MEDDICC etc.) –– Gap analysis maps the buyer’s current state to their desired future state. If these details aren’t structured in your CRM, you’ll stay stuck with generic “budget” or “timing” excuses. –– WHY THIS DATA MUST LIVE IN CRM –– Everyone — Sales, Product, Marketing, CS — relies on the CRM for real-time insights. By structuring conversational data into MEDDICC elements, quantifying them into numbers for strength of each element and combining with activity metrics, sales can finally FORECAST, and use resources efficiently. CRM should guide the full journey (sale, retention, upsell), revealing which ICP segments thrive and which might churn — so you can tailor product, messaging, and resources. –– THE FINAL WORD –– If you’re fine with “economic uncertainty” or “prospect went silent”, keep letting unstructured data go to waste. But if you want to truly improve and use your data as a competitive advantage, you need to systematically structure and monitor deal data by leveraging Epicbrief to autonomously pull data from your existing tools like Gong or SalesLoft or similar, structure and populate data in your CRM. No UI. Zero effort from reps. Turn your data into a strategic weapon for growth. ————— Curious how Epicbrief does this? DM me. #b2b #sales

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The HubSpot co-win train continues full steam ahead. This time around ---> small Canadian manufacturing company with just 10 outside sales reps. The HubSpot community is a special one. This particular partnership took place only because Justine Gaignard-Parent knew the HubSpot partnership ecosystem so well that when one of her Customers needed a mobile first mapping solution with a native integration to HubSpot, she knew where to go. :) Justine not only knew the customer's needs through and through, she was clearly viewed as a trusted team member. Not advisor, not consultant - a team member. She cares. - mobile first ✅ - easy to use ✅✅ - native integration with HubSpot ✅ - fast ramp / onboarding time ✅ If you're in the market for a HubSpot partner AND want to admire someone rocking the French language, Justine has my full endorsement. :) #outsidesales #fieldsales

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A poorly executed #customersuccess strategy will kill your #NRR for years to come. I've seen it first-hand too many times over the years. Here is how you deliver a well-executed CS strategy to drive great NRR and ultimately, business growth: 🛣️ 𝐔𝐬𝐞 𝐭𝐡𝐞 𝗗𝘆𝗻𝗮𝗺𝗶𝗰 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 & 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐉𝐨𝐮𝐫𝐧𝐞𝐲 The first step in any customer success strategy is understanding the full & dynamic revenue & customer journey. This means not just knowing what your customers do, but why they do it. How and why did they buy your services? How do they move through their journey with you (rarely ina straight line!)? By understanding their motivations, you can better anticipate their needs and deliver solutions that truly add value. And don't forget, the old-school customer journey is not the standard anymore, you need to use the full, dynamic revenue & customer journey to get the full picture. This stretches from pre-sale to post-sale and allows for the customer to move in and out of journey phases/stages dynamically. 📈 𝐏𝐫𝐨𝐚𝐜𝐭𝐢𝐯𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 Customer success is not a reactive function. It's about being proactive, anticipating customer needs, and addressing them before they become issues. You have to ensure that your strategy is aligned around, and fosters, a proactive CS culture and process that allows your team to execute effectively. This not only improves customer satisfaction, but also reduces churn, and creates more expansion opportunities. Both key factors in improving NRR. 📊 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐌𝐚𝐤𝐢𝐧𝐠 In the #SaaS & #CS world, we have access to a wealth of data. By leveraging this data, we can make informed decisions that drive customer success. This could be anything from identifying usage patterns to predict churn, to understanding which features drive the most value for customers and beyond. And it needs to go beyond telemetry, usage etc. Also capture, track and understand customer goals and other qualitative data points. One problem is that this data is often siloed or hard to access, so make sure you have systems (like RevSetter) that can bridge that gap and allows CSMs to effectively action the data & insights. 🤝 𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐚 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫-𝐂𝐞𝐧𝐭𝐫𝐢𝐜 𝐂𝐮𝐥𝐭𝐮𝐫𝐞 Customer success should not be the responsibility of a single department. It should be ingrained in the company culture. When everyone in the organization understands the value of customer success, it becomes a strategic priority that drives business growth. This is why the dynamic revenue & customer journey, the engagement focus, and the proactive mindset are so important. When those are present - and a strategic & customer-centric approach is adopted by the CEO & leadership - the sky is the limit. Leverage these four building blocks and your CS strategy and execution will thank you for it ✅ *** 🛎️ If you enjoy my content, follow me for more ♻️ Repost to share with your network

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Pipeline Heroes use scripts in cold calls. Scripts that induce: Curiosity Dont target the meeting as the only purpose of the call Scale follow-ups and next actions for those in ICP, but not in market Treat conversations as reconnaissance and a cornerstone of a relationship with a stranger PipelineHeroes use scripts because they are professionals and want to be Accountable Measurable Scientific

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Every Tuesday, I host an exclusive live event for our Pro Community, The AI Report, where we explore the latest tools and strategies in automation. Last week, I sat down with Louis Shulman of Orbit Marketing to discuss how to maximize the potential of GoHighLevel.ca for CRM automation. Here are some of the key highlights: 🔹 Go High Level for CRM Automation: Discover how Go High Level’s native automation capabilities streamline business processes, from lead nurturing to appointment confirmations. 🔹 Pre-Built Workflows & Templates: Learn how to import pre-built solutions from independent sellers and customize workflows for your business needs. 🔹 Personalization with AI: See how AI tools like GPT can be integrated into Go High Level to personalize and optimize your automations. If you’re part of our Pro Community and missed the live event, you can still watch the recording in Skool. Not a member yet? Join us today and gain access to these valuable insights. 👉 Join the Pro Community: https://bit.ly/4dDmH6R #Automation #CRM #GoHighLevel #AI #Personalization #AutomationTools #BusinessAutomation #ProCommunity #OrbitMarketing #Skool

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For Immediate Release: Exit Five on a Tear; B2B Media Business Posts Record Growth in the First Half of 2024 Burlington, VT -- Exit Five, the top community for B2B marketers that want to advance their skills and grow their careers, today announced record growth after the first half of 2024. Team Growth: From One to Five Exit Five entered the year with one person full-time (the same guy writing this press release; hey it's me Dave). Today, Exit Five has a full-time team of five with team members in Vermont, Arizona, Canada, Texas, and Massachusetts. It's all about the people; the business part is easy. And the people have made the biggest difference with Exit Five to date. There could be plans to hire more in 2025. Leading Through Content and Community Exit Five's business has two parts: content and community. On the content side, there's a popular podcast, newsletter, and webinar series. New contacts grew 43% to 20,224; more than 4,000 marketers registered for a webinar session in 1H, and the podcast grew 16% to 107,411 downloads. MRR growth for Exit Five's paid community followed this trend, growing 45% and overall revenue is on pace to grow 100% year over year. There are now 3,848 members in the community - up 42% vs. last year, and engagement continues to climb: monthly active users are up 71% vs. this time last year and now consistently hovers around 40% MAU. Exit Five also announced - and sold out - 200 tickets for the company's first in-person event September 11-12 in Burlington, VT called "Drive." *** Our mission at Exit Five is to help B2B marketers advance their skills and grow their careers. We do that through our content and community. Thanks to a 12 years in B2B SaaS working in marketing, and our growing team with Dan, Matt, Danielle, and Anna. For Press Inquiries: Reach out to Dave Gerhardt, from DG PR. To learn more about Exit Five and join the community, check out the company's website. *** Thanks for reading. I'm having a blast building this company, and I can promise you it's only the beginning. There's also a rumor that Exit Five might expand beyond Marketing in the future. But we can't confirm or deny that rumor right now.

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The foundation of every great discovery call isn’t just about asking the right questions. It’s about being fully present and engaged. When you’re in sales for the right reasons—to help others solve complex problems and drive real outcomes—being present is easy. True presence requires genuine curiosity, and that curiosity is rooted in a desire to make a positive impact. To be truly effective in sales, you need to genuinely care about the person on the other side of the call. And to do that, you have to believe in what you’re selling. It’s not about pushing a product; it’s about solving real challenges with solutions you trust. That’s where the magic happens. PS, at Iterable we are looking to hire A players with enterprise experience. Can be remote or hybrid (offices in NYC, SF, and Denver). DM me if you're interested or know someone who may be.

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Yes, I couldn’t agree more. I have been a seller, an entrepreneur and now have found my way working in customer success. So the vantage point I have bee able to see from these experiences has allowed me to understand the importance of operating businesses in particular ways. Just like our emotions when you have the right tools in the tool belt, you are able to use them when needed and can navigate situations with an anchor, because you have the right foundations. And that breeds confidence and assurance in any pathway forward.

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We are hiring a Marketer to join the Exit Five team now. Just opened this position yesterday. Exit Five is hiring a Marketing Assistant. Salary $75,000/year. Remote, but US and Canada only. This is an entry-level position—but it’s not your typical entry-level job. We're building a small team of athletes. People who can do more than what their job description is on paper, as we build Exit Five into the top community for B2B marketers (already is that) but also the Media Company (events, content, courses). You'll join me, Dan, Matt, Anna, Danielle and become the sixth member of our small and powerful team. We'll do $3M in revenue in 2025. We're putting on four in-person events. 25 virtual events. We're creating loads of new website content to help marketers. We launched a new CMO club. We're profitable and bootstrapped and work remotely. This is an awesome place to join and begin your career in marketing and learn at an accelerated rate if you can handle the pace and style of work (but if you can, a lot of freedom/flex are possible, with a lot of upside to begin your career). We don’t care what your previous experience looks like, where you went to college (or even if you went to college). You will be trained, coached and learn the skills you need to be successful in the role. What we do care about these three things: - You’re smart, self-aware, and have a team-first mindset. - You’re hungry to prove yourself and learn B2B marketing. - You’re a leader—regardless of job title, age, or years of experience. To apply, go here: exitfive.com/join-the-team

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Ready to transform your customer success strategy with cutting-edge insights? Dive into this episode of Scale Your Sales, where Emma Lo unpacks the latest trends in customer success and AI-driven personalization. Emma, the onboard czar at Noibu and leader of Canada's thriving CS in Focus community, shares golden nuggets on predictive analytics, the importance of customer advisory boards, and the true meaning of personalization at scale. You don't want to miss this episode; it's a blueprint for game-changing growth! https://lnkd.in/ehqgZB7R #scaleyoursales #customergrowth #techleadership #technology #AI #sales

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Outbound Sequences can do more harm than good for SDRs. (I think when used appropriately, they can be a massive help, but most teams use & abuse them -- completely missing the point of them & wonder why they can't land in the primary inbox & get no responses) I think the days of the traditional 27 day sequence are over. We need change. Most tasks get long overdue anyway and end up not being completed. Here's the issue with them: Often, SDRs are reactive to their sequences/cadences... When in reality, you should be pro-active. Let me explain: Imagine you send your first initial email and it gets opened 5+ times. Or you send a LI connect request and they accept it + look at your profile. Most SDRs will move onto their next task and ignore the intent signal. Instead, use prospect engagement as a way to be more pro-active. IE: do not wait 3 days from the day you sent your first email if there's a ton of engagement. Try calling them same day, bumping your email the next day and throwing a connect request on LI. You should try and switch your messaging up based on prospect engagement, too. IE: your cold call opener should be different for someone who has accepted your LI request + looked at your profile / opened your email a bunch vs someone who hasn't engaged at all. Be the quarterback of your sequences.. Don't let them control you! Second issue: most sequences end up piling up overdue tasks.. This is because sequences have way too many steps. If you liked this, I share 1 free outbound prospecting tip that 4200+ SDRs and AEs read every week. https://lnkd.in/e2cJkJqr

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The key to delivering a better customer experience? Breaking 👏 down 👏 silos James Kaikis chatted with Lexi Bohonnon from Roam on The New GTM Playbook about how she’s consolidating the SE & CS teams at Yext and is driving more than just efficiency. She’s taking steps to deliver a seamless, customer-first experience. Want to hear more? Head to the link the comments to catch her episode. It’s a good one! 

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