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Mark Hoffman reposted thisThank you Bourne Partners for having Trey on the latest episode of the Bourne Report Deep Dive. Check out the full episode here: https://lnkd.in/e4awEKkuMark Hoffman reposted this🎙️ New Episode: The Bourne Report Deep Dive with Special Guest Trey Holterman of Tennr The latest episode of The Bourne Report Deep Dive is now available. In this conversation with Tennr's CEO and Co-founder, Trey Holterman, we discuss our latest report in the Home and Alternate Site Infusion Space and the evolving landscape of workflow automation and intelligent operations. If you’re curious about the next wave of automation, how emerging tech is shifting business strategy, or you just love hearing from leaders who are building what’s next, you won’t want to miss this one. 🖥️ Listen online here: https://lnkd.in/e4awEKku 🎧 Listen on Spotify: https://lnkd.in/emzhnNiA
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Mark Hoffman reposted thisMark Hoffman reposted thisDon't be like Judy. Prepare for the Blizzard with Tennr. https://lnkd.in/gjFhsPas
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Mark Hoffman reposted thisMark Hoffman reposted thisThrilled to officially announce our partnership with TwelveStone Health Partners. Jason Stone, TwelveStone's Director of IT & Infrastructure summed it up best: “Tennr is helping us strengthen the patient journey by automating key parts of our revenue cycle and intake processes. Their AI-driven workflows support efficiency, accuracy, and scalability—allowing our team to stay focused on what matters most: delivering compassionate, patient-centered care. We’re excited for the continued innovation this partnership will bring.”
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Mark Hoffman reposted thisMark Hoffman reposted thisThe Blizzard is coming. Don’t get buried in reauthorizations. Get Tennr. #theblizzardiscoming
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Mark Hoffman reposted thisMark Hoffman reposted thisParticipating in clinical research can be lucrative for AICs. But figuring out how to get started might be the hardest part. We’re hosting a panel discussion next week to dive into what it actually costs to stand up clinical trials and whether that lift is worth the reward. We’ll hear from AIC operators who have navigated clinical trials first-hand and gain an honest assessment of revenue potential versus expenditure required. Register here to join: https://lnkd.in/emY4DY-H
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Mark Hoffman reposted thisMark Hoffman reposted thisTennr was recognized as one of the 60 AI Disruptors to watch, invest in, and partner with by Greenfield Partners at TechCrunch Disrupt! https://lnkd.in/dikhki-7
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Mark Hoffman reposted thisMark Hoffman reposted thisEarlier this month, Bruna Dos Santos sat down with Nationwide Medical, Inc. CEO David Siegel and American Association for Homecare's Jay Witter to discuss the new competitive bidding proposal. The consensus: CMS’s latest competitive bidding proposal treats DMEs as product suppliers, not service providers. But decades of research show that when patients receive training and support from DMEs, adherence rises, costs drop, and outcomes improve. We broke down the facts in this report and outlined the action items DMEs can take to reshape how policymakers see them. Check it out here: https://shorturl.at/RxmnD
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Mark Hoffman liked thisMark Hoffman liked thisJoe Rivera is the service manager at Guaranteed Service. A year ago, he was spending half his day in dispatch, watching over the board. After deploying Probook, he removed himself from dispatch entirely. Lots of managers find themselves in Joe's position. They come up from the field and have strong opinions about the dispatching process, so they camp out next to it. It's usually well-intentioned. Either way, the role they actually got hired for sits empty. They should be out developing their techs and coaching them through the process. That's what moves average tickets. But most service managers never have the bandwidth for it. When Probook took the dispatch board off Joe's plate, he started investing his time with his technicians. Now he's running call-by-call. Quarterbacking trainings. The work he was hired to do. The obvious win from dispatch automation is getting the right tech on the right call. The less obvious win is getting your service manager back. If your service managers are still standing over the board half the day, happy to show you what changed for Joe.
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Mark Hoffman liked thisWe raised a $100M Series B led by Sequoia Capital, valuing Parallel Web Systems at $2.0B. Every existing investor doubled down: Index Ventures, Kleiner Perkins, Spark Capital, Khosla Ventures, First Round Capital, Terrain, and Abstract. When I considered what would have to be true for me to leave venture and join a portfolio company, my rubric was simple on the surface but exceedingly hard for any one company to clear: 1.) A Kleiner Perkins portfolio company, and if you took KP off the cap table, at least two other Midas List investors still on it. 2.) An infrastructure product that gets better as models get better, and isn't in the destruction path of how they make the majority of their revenue. 3.) Outsized traction for the stage, team size, and product maturity. I've seen enough companies to know product market fit is binary: you have it or you don't. 4.) Founders who treat GTM as a strategic advantage, not a necessary evil or something to reinvent from scratch. It took one week of working with Parag Agrawal, Travers Nisbet, and the team at Parallel to realize they hit all four. Three weeks later, I was full time. Hiring Sellers, Deployed Engineers, Ai Ops, Field Marketers, and more in SF and NYC. ⚡ 🌐 ⚡Mark Hoffman liked thisWe raised a $100M Series B led by Sequoia Capital, valuing Parallel Web Systems at $2.0B. Every existing investor doubled down: Index Ventures, Kleiner Perkins, Spark Capital, Khosla Ventures, First Round Capital, Terrain, and Abstract. Two years ago, the idea that the web's primary user would be AI, and that this would require new infrastructure, new interfaces, and new incentives, was a contrarian conviction. Today, agents are here. The web's second user is coming online. The pioneers building this future are our customers: Notion, Harvey, Rogo and countless category-leading AI-natives, Fortune 500s, and thousands of developers. They are shaping every corner of the economy through their work. We wouldn't be where we are without them. pioneers.parallel.ai
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Mark Hoffman liked thisMark Hoffman liked thisYesterday, a crew of us from Probook ran the Brooklyn Half Marathon. A month ago, I had never run more than 5 consecutive miles in my life and when the topic came up at the office, I kept uncharacteristically quiet. But a little social pressure later, I reluctantly signed up. Over the next few weeks, a core group of us ran together every Saturday, training and pushing each other to recruit more along the way. There's something truly energizing about being part of a group that challenges each other to be exceptional, not just in the office, but outside of it too. I'm excited to be part of this team as we continue to build the future of the home services industry. To many more milestones ahead! 🍻 📷: George Eliadis, Ben Cervantez
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Mark Hoffman reacted on thisMark Hoffman reacted on thisI’m excited to share that I’ve joined ICANotes as Head of Sales. Over the course of my career in healthcare, I’ve learned that the most impactful companies help providers navigate complexity while staying focused on care. That’s what stood out to me about ICANotes, a platform purpose-built for behavioral health that helps organizations reduce administrative burden through streamlined documentation, integrated practice management, billing, telehealth, and AI-powered workflow support. What excites me most is the opportunity to join such an exceptional leadership team and to lead a talented sales organization with a strong foundation already in place. I’m looking forward to building with this team, deepening customer partnerships, and helping more behavioral health providers access technology that truly supports their clinicians and patients. Excited for what’s ahead!! www.icanotes.comMental Health EHR & Behavioral Health EMR SoftwareMental Health EHR & Behavioral Health EMR Software
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Mark Hoffman liked thisMark Hoffman liked thisJust got back from the Redwood Leadership Summit this week, and I’ve got to say, it was an incredible experience from start to finish! Somewhere along the way, I ended up with my very own trading card… and Richard clearly has a good sense of humor. They made me look like Happy Gilmore, which gave me a good laugh considering I’ve been told more than a few times I resemble Adam Sandler. It actually got me thinking. Happy Gilmore jumped into the golf world from the outside, bringing a different style, energy, and mindset and somehow made it work. In a lot of ways, that mirrors my own start in this industry stepping into a GM role. Not the traditional path, but finding a way to compete, grow, and ultimately belong. Still working on proving out that theory 😬 All jokes aside, what stood out most was the level of detail and intention behind every part of the summit. From the content to the experience, it’s clear Redwood is focused on building next level teams. Grateful to be a part of it and looking forward to what’s ahead.
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Mark Hoffman liked thisMark Hoffman liked thisThis week Tom Ryan, Jay Witter, Josh Marx, David Siegel, and Cara Bachenheimer had a productive meeting with CMS Administrator Dr. Oz and CMS Deputy Administrator Kim Brandt to discuss critical issues impacting patients and providers. Conversations included exploring adjustments to the Competitive Bidding Program that could enhance competitiveness and create a more balanced marketplace, asking CMS to provide clarification around the moratorium so that responsible suppliers can continue growth and expansion to meet patient needs, and partnering on fraud and prevention by offering to collaborate with the administration on enhanced tools and strategies to identify and discourage fraudulent behavior. Dr. Oz was engaging and welcomed input from the industry. AAHomecare and stakeholders shared real world implications, data, and stories from the industry contributing to a positive meeting overall. Advocacy continues, and we remain committed to working with policymakers, partners, and stakeholders to advance solutions that put patients first. #Advocacy #AAHomecare #DME #HME
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Mark Hoffman liked thisMark Hoffman liked thisI've always hired for technical spikiness. But almost every engineer on our team has a 2nd spike that has nothing to do with engineering. Yibo Huang reached grandmaster in League of Legends. Muhammed Makhambetov nearly went pro in soccer. Michael Jiang became a professional piano player before he went to college. I didn't go looking for that pattern. But once I noticed it, I started thinking about why it mattered. Getting to a high level at anything, whether that's video games, a sport, or art, requires obsession. The kind where you're willing to spend years getting 1% better at something most people don't care about. That's the same obsession you need to be high-achieving at an early-stage startup. But the reason it's predictive isn't just the work ethic. It's that people who've spiked before know how to do it again. And when I hire, I'm optimizing for people who'll be here for the next 4-5 years. The bulk of the value they deliver comes after year 1, when they've built context and can slope up into bigger responsibilities. Spikiness tells me they've already done that once. They'll do it again at Probook.
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Mark Hoffman liked thisMark Hoffman liked thisEvery dispatcher I've ever met swears they dispatch on data. I believe them... I've also seen what happens when a tech walks in with a box of donuts. Suddenly, they're assigned to the best calls that week. And you can't even blame the dispatcher. When one tech has a rough week, and another shows up with Krispy Kreme, that's going to be top of mind as they build the board. That's just human nature. But it's also how the wrong techs end up on money calls. Shops that solve this build systems that assign jobs based on 6 months of performance data instead of whatever happened that week. That's how you take the Krispy Kreme run out of the equation. On a more serious note, I'll share a deeper analysis on gut feel in dispatch next.
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𝗧𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺 𝗶𝘀𝗻’𝘁 𝘆𝗼𝘂𝗿 𝗦𝗗𝗥 𝘁𝗲𝗮𝗺. 𝗜𝘁’𝘀 𝘆𝗼𝘂𝗿 𝘀𝗶𝗴𝗻𝗮𝗹. In most B2B orgs today, the real challenge isn’t effort or headcount, it's focus. • SDRs spend hours chasing leads that aren't in-market • Personalization often defaults to "Hi {First Name}" • Sales cycles are longer than ever, while buyer engagement is happening behind closed tabs 𝗧𝗵𝗲 𝗿𝗲𝘀𝘂𝗹𝘁? Wasted touches, burned budget, and pipelines that look full… until the quarter closes. 𝗡𝗼𝘄 𝗹𝗲𝘁’𝘀 𝗿𝗲𝗳𝗿𝗮𝗺𝗲 𝗶𝘁: 𝘄𝗵𝗮𝘁 𝗶𝗳 𝘆𝗼𝘂𝗿 𝗦𝗗𝗥 𝘁𝗲𝗮𝗺 𝗼𝗻𝗹𝘆 𝗳𝗼𝗰𝘂𝘀𝗲𝗱 𝗼𝗻 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝘀, 𝗮𝘁 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗺𝗼𝗺𝗲𝗻𝘁, 𝘄𝗶𝘁𝗵 𝗺𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴 𝘁𝗮𝗶𝗹𝗼𝗿𝗲𝗱 𝘁𝗼 𝘄𝗵𝗮𝘁 𝘁𝗵𝗲 𝗯𝘂𝘆𝗲𝗿 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗰𝗮𝗿𝗲𝘀 𝗮𝗯𝗼𝘂𝘁? This is where intent data becomes a revenue lever, not just another tool. According to Demand Gen Report: • Companies using intent data see 2.5x conversion rates • Sales cycles shrink by 28% • 68% of marketers say it’s critical for ABM performance At S2W Media, we help marketing leaders solve this with a full-funnel, intent-driven strategy: • 𝗜𝗻𝘁𝗲𝗻𝘁 + 𝗳𝗶𝗿𝘀𝘁-𝗽𝗮𝗿𝘁𝘆 𝗱𝗮𝘁𝗮 𝗳𝘂𝘀𝗶𝗼𝗻, pinpoint buyers already researching your solution or evaluating your competitors • 𝗣𝗿𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗹𝗲𝗮𝗱 𝘀𝗰𝗼𝗿𝗶𝗻𝗴, SDRs focus on verified, high-intent accounts • 𝗛𝘆𝗽𝗲𝗿-𝗿𝗲𝗹𝗲𝘃𝗮𝗻𝘁 𝗼𝘂𝘁𝗿𝗲𝗮𝗰𝗵, informed by real behavioral signals, not assumptions The outcome? Predictable pipeline. Faster velocity. Higher ROI. No more guessing games. No more wasted touches. As marketers, we don’t need "more leads."We need better intelligence to drive a meaningful pipeline. If you're ready to align sales & marketing on who to target, when to engage, and what to say, let’s connect. 𝗥𝗲𝗮𝗱 𝗳𝘂𝗹𝗹 𝗯𝗹𝗼𝗴 𝗵𝗲𝗿𝗲 - https://lnkd.in/dq3Qbvzt
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𝐖𝐡𝐲 𝐒𝐃𝐑𝐬 𝐒𝐡𝐨𝐮𝐥𝐝 𝐓𝐚𝐥𝐤 𝐋𝐞𝐬𝐬 𝐚𝐧𝐝 𝐋𝐢𝐬𝐭𝐞𝐧 𝐌𝐨𝐫𝐞 Most SDR conversations fail for one reason. They are optimized to push, not to understand. When reps lead with scripts, pitches, and premature value props, they miss the most important signal in the room. Buyer intent. 𝐖𝐡𝐚𝐭 𝐋𝐢𝐬𝐭𝐞𝐧𝐢𝐧𝐠 𝐀𝐜𝐭𝐮𝐚𝐥𝐥𝐲 𝐔𝐧𝐥𝐨𝐜𝐤𝐬 Clearer problem definition. Better qualification. Stronger handoffs to sales. Listening reveals timing, urgency, and internal dynamics that no talk track can surface. It turns discovery into insight, not interrogation. 𝐓𝐡𝐞 𝐁𝐞𝐡𝐚𝐯𝐢𝐨𝐫𝐚𝐥 𝐒𝐡𝐢𝐟𝐭 𝐓𝐡𝐚𝐭 𝐌𝐚𝐭𝐭𝐞𝐫𝐬 High-performing SDRs do not aim to impress. They aim to learn. They ask fewer questions, pause longer, and let buyers fill the silence. That is where real opportunity shows up. 𝐓𝐡𝐞 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐓𝐚𝐤𝐞𝐚𝐰𝐚𝐲 If your SDR team is measured only on activity, they will keep talking. If they are measured on insight quality, they will start listening. #marketwavegen #SalesDevelopment #B2BSales #RevenueStrategy
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SDRs are the backbone of every sales engine—but outdated scripts, vague processes, and one-size-fits-all outreach leave even the best SDRs frustrated and prospects cold. If your SDRs aren't hitting quota, this blog explores what makes a winning SDR strategy—from precision targeting to hands-on enablement—and demonstrates how a modern, growing playbook can open motivation, pipeline growth, and increased revenue. Check out: https://lnkd.in/gJgJG6QP #SDR #SalesDevelopment #SalesLeadership #PipelineGrowth #B2BSales #SalesPlaybook #BeyondCodes #SalesStrategy #ModernSelling
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Matt Angelo
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Most BDR teams don’t have a pipeline problem. They have an activity addiction. More emails. More calls. More sequences. None of it matters if it doesn’t convert. What actually drives pipeline: • Targeting the right accounts • Reaching the right people • Saying something that actually matters I’d take 20 high-quality touches over 200 generic ones every time. Because pipeline isn’t created by volume. It’s created by relevance. Most teams just haven’t made that shift yet.
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KickAaaS AI
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Your SDR team can't scale outbound because personalization breaks at volume. Writing custom emails for 200 prospects weekly is humanly impossible. So reps make a choice: send generic blasts that get 2% response rates, or cherry-pick 30 high-value accounts and leave pipeline on the table. Both options lose. The first trains prospects to ignore you. The second caps your growth at however many personalized touches one human can produce daily. The constraint isn't effort. It's that real personalization requires research, context synthesis, and message adaptation for every single prospect. Most teams can't operationalize that at scale, so they default to templates with merge tags and call it "personalized." Prospects see through it immediately. Enter This Week's Featured Agent: AiSDR AiSDR removes the personalization constraint entirely. It handles prospect research, contextual message writing, response management, and meeting coordination as a complete workflow. The agent researches each prospect across 323+ data sources, including recent LinkedIn activity, company news, job postings, tech stack changes, and funding rounds. It then writes messages that reference specific business context rather than generic pain points. When prospects reply, AiSDR responds within 10 minutes. If someone says "we're focused on other priorities right now," it doesn't mark them closed-lost. It schedules a follow-up for when their roadmap likely shifts. When they ask technical questions, it provides specific answers and moves the conversation toward a demo. When they raise objections, it handles them using your company's playbooks. The agent operates from your actual inbox through Gmail or Outlook integration, learns your messaging patterns through its persona builder, and maintains consistent positioning across every interaction. Your reps stop spending hours on email composition and sequence management. They focus on the conversations AiSDR has already warmed up. This fundamentally changes your outbound economics. The bottleneck shifts from "how many personalized emails can we write" to "how many qualified conversations can we handle." Your pipeline becomes a function of market size and offer strength, not human capacity to research and write. That's the unlock. Most SDR teams are productivity-constrained when they should be market-constrained.
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The SDR money pit is real. And your spreadsheets probably aren’t telling the full story. Hiring in-house SDRs feels like the "safe" bet — until hidden costs, missed ramp targets, and inconsistent pipeline start quietly draining your budget. We built a tool to help revenue leaders uncover the true cost of in-house vs. outsourced sales development — including factors most models overlook: -Ramp time -Management overhead -Lead conversion efficiency -Hidden tech & training costs -Pipeline impact Don’t guess. Calculate it. https://bit.ly/468xLHD #SalesDevelopment #PipelineGrowth #SDRstrategy #CRO #RevOps #OutsourcedSales #memoryBlue #B2Bsales #SalesROI #GoToMarket #RevenueGrowth
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Are you empowering your SDRs effectively? Most managers think more oversight means better results. But micromanaging actually stifles SDR growth and confidence. Here's what we've seen: SDRs who get clear priorities and trust ramp faster and perform more consistently. One manager cut corrective coaching by 40% by shifting from constant check-ins to focused 1:1 coaching that builds judgment. The key is teaching SDRs how to decide what matters daily, so they stop guessing and second-guessing. This reduces noise and builds execution fundamentals that last. Managers: stop managing every move. Instead, create clarity, set expectations, and empower reps to own their day. Your team will thank you—and your results will show it. How do you balance guidance without micromanaging your SDRs?
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Growifyr
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You don’t have a pipeline problem. You have signal-to-noise distortion. Outbound volume is rising. Sequences are firing. Ads are running. SDR dashboards look active. But reply to quality declines and sales cycles stretch. The root cause is noise saturation. When outreach targets broad persona assumptions instead of verified intent clusters, engagement metrics inflate while buyer seriousness declines. More conversations begin. Fewer deals mature. Activity without signal filtering creates pipeline pollution — opportunities that consume bandwidth but lack progression probability. The strategic correction is signal-first orchestration: intent data, behavioral triggers, and strict entry thresholds before human engagement. When noise is filtered before outreach begins, reply rates stabilize and velocity normalizes. Precision doesn’t increase volume. It increases signal density inside every conversation. #B2BSaaS #SalesStrategy #RevOps #PipelineOptimization #DemandGeneration #RevenueLeadership #OutboundStrategy #SaaSGrowth
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Salesfinity
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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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1 Comment -
Lunas Consulting
3K followers
Most SDR dashboards track vanity metrics. Winners track 15 specific indicators that predict success before it happens. Activity volume tells half the story. 50-60 quality dials beat 100 rushed ones. Talk time matters more than dial count. 25-30 personalized emails outperform 40 generic blasts by 3-5x. Research time (60-90 minutes daily) determines relevance. Quality metrics reveal truth. Email reply rates below 3% signal messaging problems. Cold call conversion under 2% means script issues. LinkedIn acceptance below 20% indicates poor targeting. Meeting show rates under 80% expose weak qualification. Efficiency metrics predict scale. Time to first meeting should be under 14 days. Speed kills deals. Touches to meeting (target 6-8) reveals targeting precision. Cost per meeting ($300-600 typical) improves through conversion, not volume. The metric that matters most? Meeting to opportunity conversion. One SDR booking 10 meetings at 30% conversion destroys another booking 20 at 5%. Quality compounds. Volume doesn't. Top performers generate $5M+ pipeline annually versus $3M average. The difference? They optimize the right metrics while others chase activity quotas. Teams measuring systematically see 23% higher meeting rates year-over-year. Those tracking randomly see turnover. Which metric would transform your team's performance? Read our latest blog on the complete SDR playbook here: https://lnkd.in/enETiTbA #SDRMetrics #SalesMetrics #B2BSales #SalesPerformance #RevenueOps
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Alice de Courcy
deC Growth Advisory • 30K followers
A CMO’s weekly/monthly insights cadence part 2. Next up: Pipeline Progression Call: Weekly. This is a Sales X Marketing X Ops call. Each pipeline generating team: marketing, partner, outbound SDR, outbound BDR, fills out a memo style overview of pipeline week on week progress as well as highlighting any challenges. Initially it felt like a weekly call to track pipeline may not yield much because it would be a little too frequent to uncover impact from initiatives the week prior, but actually this intense discipline and focus on weekly pipeline generation by team has been a big unlock. Cross functional issues get surfaced much earlier and get unblocked much faster. Ownership and accountability has improved tenfold. It got everyone focused on discussing the same data vs relying on different views on separate dashboards that made threading the needle of the problem more difficult to diagnose. Importantly this is not a call for marketing to defend their pipeline position and lay blame on coverage gaps with other teams. I see this call as the time to work out how Sales, Marketing & Operations can pick the next best set of actions that will improve our chances of hitting that weeks budget pipeline target & close any gaps that may have built up. Pipeline Monthly Review: Monthly. The set-up for this call is similar to the weekly cadence, but the focus is on looking and uncovering monthly trends that require correction in order to remain on track for that quarters budget number. Are we generating in month pipeline at the same rate as we previously were? Is there a pipeline generation team that has built up a gap? If so what’s the gap, what are the 1-2 biggest causes of that gap and importantly what is our plan for correcting it? For issues identified in the previous monthly pipeline review are we seeing corrective trends in the data as a result of the actions we prioritised in month? Budget Committee: Monthly. This is a marketing leadership call where we build our monthly budget deployment plan. We'll reconcile the previous months spend and performance and use this alongside trending historical data and required deeper investigations to provide the detailed rationale for how we allocate spend for the month ahead. I like these calls to be lively debated. I want my leaders to bring forward strong business cases for how the $ are best allocated in order to hit our goals and how the data shows this is the best approach. It should take us a few iterations before we land on a plan that everyone is aligned on and happy to proceed with. If there is no discussion or debate then I question if my leaders are challenging the data and the approach enough. LinkedIn limits mean I can't fit a review of our final meeting cadence, which is: Quarterly full business review. This call is a deep dive into all of our create and capture demand activities by region and segment. More on that another time. #demandgeneration #b2bmarketing
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Keith Lee
Bear Recruiting • 25K followers
If I ran an industrial sales team, here’s what I’d do Day 1: 1. Transparent comp - Public, clearly stated base & OTE. - No guessing. No surprises. - But make sure you’re at market rate. 2. Match comp to sales cycle - Long deals need long-term incentives. - Stop forcing short-term behavior. 3. Define success early - A 6–18 month roadmap. - Real milestones, not vague pressure. 4. Kill annual surprises - Quarterly check-ins. Real-time adjustments. - Good reps don’t wait a year. 5. Audit loyalty yearly - If comp is below market, fix it early. - Before someone else does. What would you do first as a leader of an industrial sales team? To be clear: I’ve never led an industrial sales team... I just talk to territory sales reps every day who tell me why they’re leaving. If this resonates and you’re hiring → feel free to DM me.
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DoneMaker
306 followers
High SDR turnover isn't just a staffing issue... ...It's a revenue killer. When SDRs leave, you lose more than just a team member. You lose pipeline momentum, incur recruitment costs, and risk demoralizing your remaining team. In the fast-paced world of B2B sales, SDRs are your frontline warriors, they generate leads, nurture relationships, and fuel your pipeline. Yet, many organizations struggle with a revolving door in this critical role. The cost isn’t just hiring and onboarding; it’s lost revenue, disrupted team dynamics, and wasted training investments. Why does this happen? Common reasons include: ✔ Lack of clear career progression – SDRs need visibility into their future. ✔ Insufficient compensation – If pay doesn’t match effort, they’ll look elsewhere. ✔ Burnout from unrealistic expectations – Overloading SDRs leads to quick exits. ✔ Poor onboarding experiences – Weak training sets them up for failure. ✔ Lack of recognition and support – Feeling undervalued drives disengagement. The good news? Turnover is preventable. Companies that invest in retention see higher productivity, better morale, and stronger revenue growth. Key Strategies to Retain Top SDR Talent: Establish Clear Career Paths – Show SDRs how they can grow into AEs or leaders. Offer Competitive Compensation – Benchmark against industry standards. Foster a Positive Work Environment – Culture matters as much as pay. Invest in Continuous Training – Upskill them beyond cold outreach. Implement Effective Onboarding – Set them up for success from day one. Recognize and Address Burnout – Monitor workload and encourage balance. Retention isn’t just about reducing costs, it’s about building a high-performing, loyal team that drives consistent revenue. Want to dive deeper into each strategy? We break down exact tactics, real-world examples, and measurable results in our full article. Link in comments!
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Rachael Nomburg, PHR 📍 San Francisco
Everyhire • 43K followers
If a sales rep can’t create their own pipeline, they’re not cut out for healthtech sales. Healthcare is a relationship-driven industry. If you need a BDR to fill your calendar, you won’t survive here. Healthtech sales is 6–18 months of relationship building, education, and multi-threading. You’re not just talking to your ICP, you’re navigating: • IT for security and compliance • Finance for budget approval • Clinical leaders for validation • Ops for workflow alignment This is full-stack selling. I’m all for BDRs supplementing outbound, but sellers in healthcare can’t depend on them for their entire pipeline.
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Samantha McKenna
#samsales Consulting • 139K followers
SDRs get comped on a variety of things: quantity of meetings, SALs, SQLs, pipeline generated, but what if we got a little smarter with how we designed the levers they can pull to hit quota? Those SDRs will (hopefully) perform and get promoted internally. And then what? They're chasing those same levers, capitalizing on those same learned behaviors. But if we instead added credit or comp for: - Meetings booked using Show Me You Know Me - Meetings booked with a higher caliber title vs. the standard - Meeting booked with a key mole that can help champion the deal - Multi-threading and piling on to the contacts we have with one deal - Meetings booked via strategic social selling (read: not blank connection requests) - Uncovering a piece of content that reinvigorates a ghosted or stalled deal - Tracking job changes and capitalizing on a buyer's new role Rather than just emphasizing the focus on volume, what if we also accelerated and incentivized based on all the behaviors we'll want to see and that they'll need when they're really in the quota-carrying fire? #samsales
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Dillon Zhang Forrest
Vercel • 1K followers
outbound tip: identify specific, observable problems your prospect faces right now. not theoretical pain points from a buyer persona doc. actual problems you can see from the outside. property managers in october need gutter work. SaaS companies hiring 10+ salespeople need pipeline infrastructure. companies with broken DMARC settings can't reach inboxes. these aren't assumptions. they're facts you can verify before sending a single email. when you can point to something real and urgent, your outreach stops feeling like spam and starts feeling like help.
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