Andy Steenstra

Sales leaders don't wake up knowing exactly which report they need. Sometimes the biggest breakthroughs come from unexpected questions. Which objection is becoming more common among enterprise prospects?  Which reps consistently convert despite having lower-quality leads?  What do our top performers do differently during Discovery? With Ask Zip, every sales conversation becomes searchable. Not by keywords. By meaning. Sometimes one unexpected question uncovers the insight that changes an entire sales strategy. The next revenue opportunity might already be sitting inside your call recordings.

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𝗪𝗵𝗲𝗻 𝗬𝗼𝘂𝗿 𝗕𝗲𝘀𝘁 𝗦𝗮𝗹𝗲𝘀𝗽𝗲𝗿𝘀𝗼𝗻 𝗤𝘂𝗶𝘁𝘀 One phone call. And suddenly half your revenue feels at risk. This is what happens when your sales process lives inside one person's head. 𝗜𝗳 𝘆𝗼𝘂𝗿 𝘁𝗼𝗽 𝘀𝗮𝗹𝗲𝘀𝗽𝗲𝗿𝘀𝗼𝗻 𝘄𝗮𝗹𝗸𝘀 𝗼𝘂𝘁 𝘁𝗼𝗺𝗼𝗿𝗿𝗼𝘄, 𝗰𝗮𝗻 𝘀𝗼𝗺𝗲𝗼𝗻𝗲 𝗲𝗹𝘀𝗲 𝘀𝘁𝗲𝗽 𝗶𝗻 𝗮𝗻𝗱 𝗰𝗹𝗼𝘀𝗲 𝗱𝗲𝗮𝗹𝘀? Do you have scripts, objection handlers, customer history, and pipeline visibility documented anywhere? Most small businesses don't. And when that person leaves, they take the system with them because there was no system, only habits. 𝗦𝗮𝗹𝗲𝘀 𝗲𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁 𝗶𝘀 𝗮𝗯𝗼𝘂𝘁 𝗺𝗮𝗸𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗹𝗲𝘀𝘀 𝗱𝗲𝗽𝗲𝗻𝗱𝗲𝗻𝘁 𝗼𝗻 𝗮𝗻𝘆 𝘀𝗶𝗻𝗴𝗹𝗲 𝗽𝗲𝗿𝘀𝗼𝗻. It means capturing what works and turning it into a repeatable process the whole team can follow. Start documenting today. Even one page of your best salesperson's approach is a starting point. #Bikree #SalesSystems #FamilyBusinessIndia

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Admitting your SDR function isn't currently working doesn't mean you need to eliminate it entirely. And it definitely doesn't mean you can just keep doing what you're doing. Fix it.

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Your SDRs aren’t just deal generators, they’re your future leaders in training. Invest in their growth, build their grit, and watch them become the backbone of your sales organization. The best leaders start in the trenches. #SalesLeadership #SDRs #FutureLeaders #SalesGrowth #SalesTeam #CareerDevelopment David Wilkins SDR Leaders of USA Joe Fontana 🐘

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Most founders calculate SDR ROI based on salary alone. They miss the hidden "burn multiplier." When you factor in tool stacks, data costs, management overhead, and the ramp curve, a $60k hire actually costs the business ~$105k before generating a single dollar of qualified pipeline. The math breaks because the Breakeven Horizon (Month 7) is dangerously close to the average Attrition Point (Month 11-14). If you don't own the infrastructure, you lose the asset when the person leaves. Here is the unit economics reality check most projections miss. Swipe through → #Sales2Code #SDR #FounderLedSales

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When sales teams take on logistics, three things happen: 1️⃣ Deals slow down because prospecting takes a back seat. 2️⃣ Events underdeliver because details are missed. 3️⃣ Teams burn out trying to do two full-time jobs. A better model: ✅ Keep sales focused on relationship-building. ✅ Keep execution handled by people who think in timelines, budgets, and vendor negotiations. Separating sales from logistics is not a luxury, it is a growth requirement. #Logistics #BusinessDevelopmentEvents #BusinessDevelopment

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How do you get salespeople to actually use the CRM? Ask any sales leader and it is near the top of their complaint list. Here is how the cycle usually goes: a manager spots empty deals. RevOps reacts by adding five new required dropdowns to enforce better habits. Reps immediately type "n/a" or "." into every single box just to bypass the gate and get back on the phone. Enablement gets asked to fix the compliance problem, but policing reps into doing unpaid data entry never works. If you want accurate deal notes, you have to make the CRM a byproduct of normal selling: ⚙️ 𝗔𝘂𝘁𝗼𝗺𝗮𝘁𝗲 𝘁𝗵𝗲 𝗯𝘂𝘀𝘆𝘄𝗼𝗿𝗸: Stop asking reps to log things software already tracks. Sync your email and call recorders directly into the opportunity record so tools capture attendees and timestamps automatically. ✂️ 𝗖𝘂𝘁 𝘁𝗵𝗲 𝗿𝗲𝗾𝘂𝗶𝗿𝗲𝗱 𝗳𝗶𝗲𝗹𝗱𝘀: Go through every single mandatory field with Ops. If a field does not change how leadership forecasts or runs pipeline reviews, get rid of it. 🎯 𝗖𝗼𝗮𝗰𝗵 𝗶𝗻𝘀𝘁𝗲𝗮𝗱 𝗼𝗳 𝗶𝗻𝘀𝗽𝗲𝗰𝘁𝗶𝗼𝗻: Use deal reviews for strategy, not data audits. When pipeline check-ins feel like interrogations, reps write the bare minimum to stay out of trouble. When you talk deal strategy, reps quickly see that missing notes leave them unprepared on calls. #RevenueEnablement #SalesEnablement #RevGaze

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Outbound problems aren’t random. They come from a broken system that asks reps to do too much, manually, with too little context. Here’s the pattern we kept seeing: Sales reps spend hours researching accounts, then get ghosted. They write the same cold message over and over, and still miss. They chase “in-market” leads but have no way to tell who’s actually ready. We built this tool to fix that at the source. It’s free. It’s fast. And it shows how context-first prospecting should actually work. You set your ICP. You describe the problem you solve. We return: • Accounts that match • People who matter • Messaging that’s already written This is just a preview of how Prospectory helps teams get better results with less guesswork. Try it for free → https://lnkd.in/gSvSEwsz Video demo below 👇

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What’s the role of the sales rep in the age of AI? Ashby VP of Sales Mike Clapson shared his thoughts in a recent conversation with RepVue. His take: bringing clarity to the conversation. See why Ashby has a 90.15 RepVue Score (Top 5% of Companies): https://lnkd.in/gXnkBKqK

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