Carly Horwitz

Manual prospecting drains time. Automated prospecting builds pipeline. Teams embracing outbound automation aren’t just working faster—they’re compounding smarter. The difference? A repeatable flow that feeds your reps warm, high-intent conversations every single week. #OutboundAutomation #RevOps #FutureOfSales

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SDR managers talk a lot about activity and efficiency. But most teams aren't tracking the metric that matters: held demos per 100 calls. Most SDRs sit between 0.5–1.2 demos held per 100 calls. Good teams find ways to push that to 2–3. Here’s how we help clients do it: • Tighten your call market , go deeper on fewer personas • Ditch the full pitch , sell the conversation, not the whole platform • Measure show rate weekly , optimize scripts and CTAs accordingly • Get fast attribution on held demos , what list, what persona, what trigger More calls is not the answer. 100 smart calls will always beat 500 lazy ones.

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Rep uses the same email template for every persona. CFO gets the same pitch as an SDR manager. Reply rates tank. Different buyers respond to different approaches. A technical buyer wants proof and details. An exec wants ROI and speed. Using one framework for all kills conversion. Spray and pray with templates = low reply rates across the board. Advent Calendar Tip 7 (of 12) 🎄🎅 Better: Test different email frameworks by persona • Problem-Agitate-Solution (call out pain, make it urgent, offer fix) • Before-After-Bridge (show current state vs. ideal state) • AIDA (hook attention, build interest, create urgency, clear CTA) Run A/B tests on 100+ emails per framework. Track reply rates by persona. What works for founders won't work for VPs. Test, measure, adapt.

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Your SDRs are hitting their numbers, but your AEs are still frustrated. Why? Because meeting quotas don’t equal pipeline quality. If you reward volume, you’ll get volume, even if it’s unqualified. But if you want closed revenue, it’s time to rethink how you incentivize. Here’s what actually works: - Tie SDR comp to deal progression or closed revenue - Track meeting-to-close conversion rates - Promote based on quality, not tenure - Build feedback loops between SDRs and AEs Want to boost both quality and outcomes? Give your SDRs the tools to prospect smarter. Learn more! https://bit.ly/4hmf9bj

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How My Sales Development Strategy Supports Customer Support to Drive Revenue Growth in EdTech 📈 Most EdTech firms focus on closing enrollments. Few focus on what actually protects and multiplies revenue after the close. Here’s my unpopular truth 👇 Revenue growth in EdTech doesn’t happen in Sales alone. It happens at the intersection of Sales Development and Customer Support. Why I Treat Customer Support as a Revenue Partner (Not a Cost Center) Customer Support sits closest to: Candidate confusion Onboarding friction Payment anxiety Program expectation gaps As a Sales Development Specialist, I intentionally collaborate with Support to turn these insights into better sales conversations, smoother onboarding, and stronger retention. Retention = Revenue. And retention starts before Day One. 1️⃣ Fixing the Sales-to-Support Handoff (Where Revenue Often Leaks) One of the biggest revenue killers in EdTech is a broken handoff after payment. Working with Customer Support, I helped: Define a clear post-payment onboarding flow Align messaging between what Sales promises and what Support delivers Ensure candidates receive clarity within the first 24 hours 📉 Result: fewer drop-offs, fewer refunds, fewer “I didn’t know…” complaints. 2️⃣ Using Support Feedback to Sell Smarter (Not Harder) Customer Support hears objections after enrollment. Sales hears objections before enrollment. When these insights are shared: Discovery calls become sharper Objections are handled proactively Candidates enroll with clarity, not pressure This leads to higher-quality enrollments—not just higher numbers. 3️⃣ Proactive Onboarding = Revenue Protection In EdTech, revenue isn’t secured at payment. It’s secured when the learner is confident, informed, and activated. By aligning closely with Customer Support, I help ensure: Clear next steps after enrollment Transparent program expectations Reduced anxiety before cohort start 💡 Engaged learners stay longer, complete programs, and refer others. 4️⃣ Building a Shared Growth Mindset Sales closes the deal. Customer Support sustains the relationship. Together, they scale revenue. When Sales Development actively supports Customer Support: Feedback loops tighten Customer Lifetime Value increases Brand trust compounds In a competitive EdTech market, that collaboration becomes a growth advantage. Final Thought 💭 EdTech revenue growth isn’t just about acquiring more learners. It’s about aligning Sales and Support to create confident, successful learners. When those teams collaborate intentionally, growth becomes: ✅ Predictable ✅ Scalable ✅ Sustainable 💬 Question for you:

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In sales, a slow response is a silent deal-killer 💀 Stop overcomplicating your lead flow. In Rob Birch's blog, he breaks down a few straightforward RevOps practices that can make all the difference to your bottom line. Full blog in the comments!

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SDR teams book 2.7× more meetings when they stop treating outbound like manual labor. And… They build their system with Salesfinity. This is what it looks like: #1 Fix the data problem first. Waterfall enrichment pulls contacts from 6+ providers, so reps actually have the right mobile numbers. #2 Create more live conversations. The AI dialer runs parallel calls and only connects reps when a human answers. #3 Automate the follow-up. Nurture AI categorizes calls, schedules the next touch, and suggests the message. With this, your list doesn’t shrink; it gets warmer. Here is the truth: outbound shouldn’t feel like a grind. It should feel like compound growth. Curious what that looks like in practice? Watch the full video.

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"I now get in one click what used to take 5 different tools." That's Lynn Powers, Enterprise Sales Director, Clari. Before Salesmotion, enterprise reps juggled 5 different tools just to prep for calls. Now? Key signals surfaced in one click. And quota fell 6 months early. Here's what changed for the Clari team: → Annual quota hit in 6 months → 5 tools consolidated into 1 → Key signals surfaced in one click No more juggling 5 different tools. No more missing signals in enterprise accounts. No more leaving quota on the table. One click. Complete context. More pipeline. Read the full story → salesmotion.io

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🚨 Bad sales data is quietly destroying SDR performance. If your SDRs are: • Busy all day but booking weak meetings • Spending hours cleaning lists • Chasing prospects that go nowhere • Burning out faster than expected This isn’t a coaching problem. It’s a data problem. We just published Part 2 of our series: 👉 The Hidden Cost of Bad Sales Data on SDR Performance Inside, we break down: • How much SDR time is wasted on bad data • Why volume-based prospecting backfires • The pipeline damage leaders don’t see • What top teams do differently 📖 Read it here: https://lnkd.in/ei9QuRZ3 Question for sales leaders: How much of your SDR team’s time do you think is spent on non-selling work? #SalesLeadership #SDR #B2BSales #RevOps #SalesIntelligence #AIinSales #FACIntelligence

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