Chris D.

Sandra C. im a fractional head of sales leader. Happy to share experience. Also, be sure to sign up for https://www.fractionaljobs.io/ newsletter

Mike C. howso?

It makes sense, but I don’t think I need Clay to do this. Clay primarily uses Zoominfo in Apollo for enrichment anyway. We are a small team and outside of Clay’s ICP. But I do appreciate the response

For a lot of startups or small companies, best practice is to narrow your ICP as much as possible. The example I use, when Facebook launched, their ICP was student with a Harvard.edu email, not all college students, no everyone, Harvard.edu. When you’re raising money, tell VCs the biggest TAM story in the world, when your trying to nail your GTM notion, find your Harvard.

Triage the unqualified opportunties. What do they have in common? often times it’s the messaging or not clearly defining and ICP / persona.

Winning by Design has a great blueprint for How to Demo. I think of the entry criteria and like this: What pain do you have? you can list this out P`, P2, P3 etc. What feature solves that pain? F1, F2, F3 What value does the feature bring to the company (emotion/rational value)? Impact - I1, I2, I3 So the rep should be able to say: P1 -> F1 -> I1 after the discovery call prior to the demo. e.g.: My prospect has a problem spending time on repetitive tasks, this is waisting 2 hours day (P1), so I’m going to show her our AI Agent automation flow (F1), this will save her 2 hours a day, relieve her frustrations, and allow her to focus on more value added task (i3 - technically, that could be I1,I2,I3). If the rep doesn’t know if the feature will solve a problem, don’t show it (save it for Onboarding)… and confirm solution fit prior to quantifying Impact the rest of exiting good stuff 🙂

Lewis C.

What kind of data are you looking for? Usually the payout depends on sales cycle / quota. Eg: enterprise is annual, smb may be quarterly or even monthly. I've paid on booking w clawbacks for churn, cancellation.