Mudit Garg’s Post

I'm curious to know from my network (and anyone who might be tagged). I work as an AE for Knowbl, which has a phenomenal solution for customers services self-help and can even generate revenue. We've been out here since before GPT was even a thing. I am very curious what you'd want to know as an executive or driver of innovation in your organization about Knowbl's solution? I don't want to be a "pushy" sales person, but when I come to a company who doesn't use our product, I cannot explain my personal frustration when I know better solutions exist at Knowbl for a fraction of the cost! Someone help me out here?

I got 3 emails and 1 voice message from SDRs this morning. I have no idea whether they were automated or not but if it was a person, I totally respect the hustle of someone grinding on a Saturday morning. The problem, I believe, is the outcome of this is not being well-considered. Best case scenario, you get me to answer and maybe by some tremendous odds, you caught me at a time I’m willing and able to discuss the problem your product can solve for me. What is far more likely is that you piss me off and make me want to avoid your company when there is such a lack of common sense. We’re all talking about how the robots should get the customer meetings. If you are an SDR reading this, remember why you’re better than a robot. You have critical thinking skills and empathy for your customers. Leverage those abilities in your outreach strategy and you can achieve the outcomes you need for you and your company. Don’t cut corners. Grow authentic relations, provide value, and prove you’re a good use of someone’s time. Not only will that lead to success now, but it’s the building blocks that will develop into a great career in GTM.

In the past 18 months, have you... - Threatened to replace SDRs with AI + Robots? - Moved SDR from sales to mktg / vice versa? - Changed management for the SDR team? - Switched tools for data providers? - Switched tools for emails? - Lost half the team? When Sales Development is not working, these tend to be the go-to moves. But what if we actually have a different issue? I think what appears to be a "sales development problem" is usually a systems and process problem. Or a product-market fit problem. Or a market-message fit problem. Or a vitamin vs. painkiller problem. Or an incentives problem. Check these root causes first. Don't just treat symptoms; or you'll never get off that merry go round of new SDR leaders and constant reboots.

📣 Calling all World Class GTM Leaders in my network: 🏆 One of my favorite companies A.Team and founder, Raphael Ouzan, is scaling and seeking a Visionary Head of Sales. About A.Team: A.Team’s AI-driven platform to form scalable elite fractional teams with hundreds of startups and Fortune 500. A.Team’s Team Graph network gathers thousands of the world’s most seasoned product builders, from independent experts to Architects and CxOs, assembling to build transformative products – from developing AI, to healthcare, to making education and financial services user-friendly, to rethinking transportation, energy, and more. At a time of unprecedented change, with rising expectations for companies to deliver more with less, they are rapidly expanding across industries and customer segments. With $60M in funding, they are not just a startup; they are defining a new category of work. 🔥  https://lnkd.in/dYATRvaZ

Exciting updates below! Do not read if you don't care about scrappy startups finding success in a strange market. It's not for you. 😎 This is my 4th experience starting from the ground floor. No doubt this is the hardest. But I couldn't appreciate the team more, including, but obviously not limited to, Sanchit Garg & Vishnu Khandelwal. And given this is a brand new industry for me, I've greatly appreciated all of the help and support from communities like Sales Enablement Collective, Modern Sales Pros, RevGenius, RevOps Co-op and The Enablement Squad. 🙏 Update # 1. We're officially out of our design phase. Super proud of the team for all the hard work - it's going to be worth it. 💪 Check out our new site: https://bit.ly/3Pllrez Do not check it out if you're not interested in how you can make all of your sales reps perform like your best sales reps without introducing new tools. 🤳 Update # 2. We're nearing the end of Q1 and I'm getting close to my goal of 100 conversations with sales, revenue & enablement leaders. 75 chats and counting. 📊 Update # 3. We onboarded some great new customers such as Versa Networks, Bureau and Skit.ai. Best practice (playbook) adoption > 70%. Win rates +8%. And we're just getting started. 📈 If you're too busy, have no budget, already have too many tools, etc. I'm happy to connect you with these folks to explain how working with us is different. 🤑 Put some time on my calendar (https://bit.ly/3TlbUoO) so we can all hit our goals. Always looking for feedback. DM or book time if you want to see what we are building.

Your tech stack won't make you better at sales. Yes - it may make you more efficient. But it won't help you move up the leaderboard. And if it's driving sales through the roof, guess what??? There may not be a need for your role for much longer. If you've made it thus far, remember that sales is ultimately a people business. It doesn't matter how advanced our technology gets... That won't change. Well, not in my or your time. People buy from people. So - if you are thinking about adding another tech tool. Think again. That money could be better spent....perhaps on a book about human psychology. Or if you are a big organization, maybe on training on better human conversations. End of rant. #personalization #sales #fliptheodds

I once helped a startup go from a 6-month dry spell to record-breaking deals closed in 90 days. Here’s how we did it: First, let’s lay out what wasn’t working for them: → New salespeople were not given any onboarding outside of product → Non-Sales background executive put in charge of the sales team → Founder was completely removed from sales ops & processes → No company-wide documentation of who their customers are → Not a single metric being logged, tracked or analyzed So yeah, it might be glaringly obvious why the company was struggling to close deals. But here’s the thing: With enough agility and determination, things can turn around pretty quickly. They gave me full range to implement the changes required.  ↳ So we came up with a plan: 1. Begin Sales Training immediately 2. Develop the ICP & Sales Motion 3. Implement KPI logging + tracking 4. Weekly accountability checks 5. Sales Management Training The results? → Full pipeline in 1.5 months → closed-won deals record beat in 2 months → Sales leaders equipped + fueled to drive growth in 3 months The silver lining in all of this is that: It’s when things are going terribly wrong that you can achieve the greatest increments of success, Because often times with sales, Making (the right) minor adjustments to your technique, process or strategy is all it takes to start seeing better results. So what’s one adjustment you know you have to make, but haven’t yet? — #Sales #SalesLeadership #SalesSuccess

Is it possible for a sales team to become 'over-saturated' in tech? I think it is. Sales leaders sign up to so many platforms they never use. Which means the problem is one of implementation. No tech can save you if it doesn't get used. More tech isn't the hack, like so many sales leaders pray it will be. Action is the hack. And that will never change. #sales #actiontaking #leadmeasures

😬 Founder-led sales to Sales-led sales. It's most company's kryptonite. But why? As founders, we're often the first salesperson in our company. We dreamt it, built it, and with great purpose, we passionately conveyed our vision to early customers. Usually, this goes on for far too long. We must evolve. The transition from founder-led to sales-led is crucial for scalable growth - and we all know this. But it's not without challenges. Letting go of direct control 🤐, trusting a team to carry forward your vision, and building a structured sales process is terrifying. The key? It's about finding the right balance between maintaining your vision and empowering a dedicated sales team. Have you experienced this or are you experiencing this right now? Founders, what have you done to overcome this in your organization? #SalesTransformation #FounderToSalesLed #Revuhnew #revops

If you're an early stage dev founder, you must learn how to do sales. Why? or why not hire a Sales guy? Well, it's the only way to truly understand your customers, talk to your customers and learn about their problems that you're looking to solve. What are your thoughts? comment below 👇🏻