{"id":5588,"date":"2023-03-08T04:30:50","date_gmt":"2023-03-08T10:30:50","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=5588"},"modified":"2023-03-07T21:25:28","modified_gmt":"2023-03-08T03:25:28","slug":"sales-tip-1486-lynn-doing-lynn-things-lynn-powers","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1486-lynn-doing-lynn-things-lynn-powers\/","title":{"rendered":"Sales Tip 1486: Lynn Doing Lynn Things – Lynn Powers"},"content":{"rendered":"

\"\"“As soon as I took the time to teach him messaging, my thought process around things, his activation was almost seamless after that.” – Lynn Powers in today’s Tip 1486<\/strong><\/p>\n

How do you help your SDR?<\/b><\/p>\n

Join the conversation below<\/a> and learn more about Lynn!<\/p>\n

Lynn Powers on LinkedIn<\/a>
\nLynn Powers on Sales Success Stories Interview<\/a>
\nGrit & Tenacity For The Win! \u2013 Lynn Powers (Summit Presentation)<\/a>
\n2023 Sales Success Summit<\/a>
\nSubmit a Sales Tip<\/a><\/p>\n

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442<\/strong> or Email: scott@top1.fm<\/strong><\/p>\n

Transcript<\/h3>\n

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I\u2019ve got a really special treat for you. This is a clip from a Sales Success Community session we did last week with Lynn Powers, Clari\u2019s top AE who just finished another year in the #1 spot. This was a piece of the conversation where we were talking about how she works with her SDR. Listen to this:<\/p>\n

Scott Ingram: Two things, probably the same thing. You typed in your chat that one of your big wins was helping your SDR get to the P Club. And you also mentioned you allow them to shadow you and you have them observe Lynn doing Lynn things. I guess just generally talk more about that SDR relationship. What is Lynn doing Lynn things?<\/p>\n

Lynn Powers: It’s my favorite topic. My SDR, we’re at a pivotal point at Clari where we’re running on efficiency. There’s not a lot of promotions that are happening in the SDR world at the moment. But my goal as his rep is to make sure that he’s already a rep and primed for whenever the time comes, he’s the first one up. And so the way that I have him shadow me or the activities that I have him shadow me on are multi-threaded. We have probably like three meetings a day but are very focused on certain things. So one of them is just understanding who’s important and why do we go after them. And so coming up with target list, coming up with how to build those lists, how to interact with those lists, at what point are we interacting, what types of messages.<\/p>\n

The second is the messages, the content. So he’s responsible to help me build things like the resources in my mutual action plans or summaries within my deals. And so he starts to understand how I’m pitching, how certain folks are resonating with certain messages. And then with Clari’s conversational intelligence tool, what we are able to do is bookmark certain parts of calls. And so I’ll go in while I’m live on a call, I’m bookmarking. As I’m bookmarking, he’s already listening to the call, taking down those action items. And so coming out of the call within 30 minutes of my meetings that close out, he’ll send me my bulleted list of here were the action items you had on your last call. Here’s three recommendations and resources I would say would be helpful for you and your follow-up. That turns me into a machine because I’m not going back and I’m not listening to that. I have my own notes that I can take personal things from and then be able to execute as soon as I get out of those meetings.<\/p>\n

My window ratio to moving through calls and then getting something out is really great for him. The win for him is, Okay, well, we are prospecting. There’s other folks that his job is naturally to build me pipeline. In those calls, I’m teasing out specific questions. It’s like, Who else is there? What other folks might be interested in this? And that’s where he’s taking names off of. And after every call, we summarize three important initiatives that we heard or are working towards or can resonate with. And that becomes a message we’re creating to then go out to those other people that were mentioned. And so we have this machine running, where it’s a list of people, it’s accounts, it’s social threads that we’re watching, it’s follow-up meetings, people that are talking, cadence that are set up in order for us to not have to manually track any of this in our minds on a timeline.<\/p>\n

So it’s a lot of organization, but we’ve worked together now, I think our one year was in January, and so we are like full-blown on machine, like cranking out message playbooks and everything at this point. But yeah, he’ll shadow me on prospecting calls and then cold calls. We do sprints every other day around a list and that list is auto-generated from a report that we pull and then gets updated to us and then we get alerts on it. And so I’m constantly like, we are two brains of the same thing at this point. But it’s great because when he first started, he was super green, had no idea what he was doing. But as soon as I took the time to teach him messaging, my thought process around things, his activation was almost seamless after that.<\/p>\n

Scott Ingram: For links to connect with Lynn, her full interview<\/a> on the Sales Success Stories podcast, and her presentation<\/a> at last year\u2019s Sales Success Summit, just click over to DailySales.Tips\/1486<\/a>. Once you\u2019ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"

“As soon as I took the time to teach him messaging, my thought process around things, his activation was almost seamless after that.” – Lynn Powers in today’s Tip 1486 How do you help your SDR? Join the conversation below and learn more about Lynn! Lynn Powers on LinkedIn Lynn Powers on Sales Success Stories…<\/p>\n","protected":false},"author":2,"featured_media":5251,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":"","tve_updated_post":"","tve_custom_css":"","tve_user_custom_css":"","tve_globals":{},"tcb2_ready":0,"tcb_editor_enabled":0,"tve_landing_page":"","_tve_header":"","_tve_footer":""},"categories":[40],"tags":[],"class_list":["post-5588","post","type-post","status-publish","format-standard","has-post-thumbnail","category-daily-sales-tips","entry"],"yoast_head":"\nSales Tip 1486: Lynn Doing Lynn Things - Lynn Powers - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1486-lynn-doing-lynn-things-lynn-powers\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 1486: Lynn Doing Lynn Things - Lynn Powers - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"“As soon as I took the time to teach him messaging, my thought process around things, his activation was almost seamless after that.” – Lynn Powers in today’s Tip 1486 How do you help your SDR? 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