Aaron Reeves

@vinmatano I've heard such good things about the South of France, enjoy it my man!

Celebrating a successful Cannes Lions in the South of France

2 years ago, I started as an SDR: - No idea what to do - No idea what worked - No idea if I'd be successful But I showed up daily, 2 years later: - Never missed quota - Promoted to AE in 11 months - Helped 250+ SaaS sellers hit quota The secret is to start. “You could be great today, yet you choose tomorrow” Go make it happen ✌️ Enjoy this? ♻️ Repost it to and follow me for more

@willfalkenborg switching the content over here haha

@AaronReevesOS Don’t forget the copy on the posts is 🔥🔥🔥🔥

As an AE I self sourced $100,000+ in qualified pipeline in 2 months prospecting 2h a day with this tech stack When I was an AE I was full cycle so did everything from the first touch, to the discovery, to demo, to closing, to onboarding to upselling. I didn’t have the luxury of having SDRs feeding me leads so had to make it work myself. Tech allowed me to book dozens of calls in only a few hours work, here's the blueprint. 1. LinkedIn Sales Navigator ($99 but normally free) The single BEST database provider in the entire game. Most companies will give you this, but very few reps use it to the max here’s y process: - Set up your personas; this will save you SO much time when prospecting - Use filters; narrow down your accounts with info like firmographics etc - Save searches; save your best lists to get automatic updates - Lead lists; add prospects to lists to track activity Sales nav can do so so much, so really dive into the details. So always start with this, the better you list the easier your prospecting will be. 2. Clay ($149) This is the most important tool in my entire stack and one I could not live without. Sales nav is great but Clay does everything else from: - Finding hyper specific triggers like; job role openings, product lauches - Finding prospects; with the find people to identify decision makers - Finding emails / numbers; with the waterfall enrichment process Salesnav is the base of data, but clay allows me to orchestrate that how I like. I can create relevant campaigns at scale, but more importantly fill the gaps sales nav leaves of, if a company is a true ICP or if I can’t find a great POV. To win in 2025 you need to be relevant, you need to stand out, in my opinion Clay is the best way to set yourself up to do that. 3. A Sequencer ($99 but normally free) Now you have who to target and a clear reason of why, all that’s left is to execute. For calls you don’t need a fancy dialer, just pick up the phone for 2h a day and get it in. For LinkedIn you don’t need a crazy automation work flow, you need to DM 25 people a day. Emails is the only channel where I would use something to automate. Main reason you can get huge leverage by sending great relevant copy at scale. Most companies have this with Outreach, Slalesloft etc but if they don’t invest in one. Woodpecker, Instantly & Smartlead all have options for less than $100 per month and the returns you can get back on this are infinite. This is a stack for $347 but realistically in most orgs you’d just need to get clay for $149. This is a sponsored post about Clay, and I’m SO happy about that as it was the tool that saved me life as an AE. This process is simple & works because the focus is on your prospects, not on how fancy your workflow is. AI won’t replace sellers, but the sellers using AI will replace the ones who don’t adapt. What are the best tools in your stack?

📌 109 prospects 41 replies = 38%, I didn’t update the positive replies in the tool though

My LinkedIn sequence had a 38% reply rate Here's the blueprint Most reps don’t use LinkedIn the right way. if you structure it correctly it can book you 10+ of meetings every month. Here is how I had a 85% connect rate & a 26% reply rate. (Proof in the comments) Step 1: Your Profile Make your profile clear on how you help, who’s your ICP & what desired results do you help them achieve. If you are in cyber it could be “I help SaaS companies avoid malicious attacks” Step 2: Triggers Go after the “low hanging fruit” people who have; been to your website, downloaded resources, attended an event, closed lost etc. Step 3: Persona & ICP To get great replies, you need a hyper specific list. Make sure everyone is in the same persona so their pains resonate, and make sure they are at similar companies for better social proof. Step 4: Connection Request Send it blank, don’t over complicate it. The goal is to get accepted so we can message without needing an Inmail. Step 4: The First Message Send them a voice note linking the trigger to a potential issue, then show how you helped others fix it. These work great as 9/10 people just send text DMs. Step 5: Follow Ups Don’t spam them, be thoughtful, offer resources, send relevant blogs, give them things that actually help them out in their day to day. This exact sequence crushed for me and build me 5 figures of pipeline in a few weeks. LinkedIn doesn’t have to be hard, just do the basics very well. #SDR #Outbound #Sales #SaaS

How I handle the “can you call be back” objection. (It works 8/10 times) I never just say, “Okay, when can I call back” Because let’s be real, it's more often than not just a brush off because your call is unexpected. Here’s what I say instead: "Mind if I explain in 30 seconds why I was giving you a call, then if it’s not relevant we can leave it there?" This does two things: Forces them to think instead of autopilot rejecting me. Gets me a second chance to get into my problem statement If they say okay sure I lean straight into my problem statement The structure of this would look like: “I’ve been speaking to a lot of [title] like [name] over at [company] and what I typically find is they have two of the same major issues. Either [main prospect issue & the negative outcome for the business] Or [second prospect issue & the negative outcome for the business] Does that resonate or am I off base here?” This keeps the conversation open without being pushy. Sometimes they realise that they have a pain they weren’t even thinking out. P.S. How would you approach this objection? Let me know below 👇 #SDR #Outbound #Sales #SaaS

Person: So what do you do? Old me: Ahhh erm… i’m actually in sales 😅 I use to think sales was a dirty word. I was embarrassed when people asked what I did. I immediately was judged and people had an opinion. "Oh, so you just force people to buy stuff they don’t need?" "Oh, so you trick people into giving you their money?" "Oh, so you just manipulate people everyday?" But the I realized sales wasn’t a bad thing, we ↳ Truly care about the prospects we serve ↳ Truly listen to what people actually need. ↳ Truly want to help people solve issues ↳ Truly believe in the solutions we offer. Sales isn’t a dirty word. You’re building a skillset that will help across all aspects of your life. Don’t sell yourself short. Be proud of what you do. P.S Being in sales is what allows me to live life on my own terms in a country I love, it’s worth it ✌️

If I started as an SDR tomorrow, I wouldn't bother reading sales books to ramp up. 1. Learn your ICP (to you know who to target). 2. Learn my personas (to understand their pains). 3. Listen to call recordings (to hear the best scripts). 4. Write email & call scripts (to sharpen my messaging). 5. Talk to the top performers on my team (to level up faster). Execution > Education.

I never missed quota as a rep. Hitting your quota should be simple - Look at your top customers - Find look-alikes of them - Get their contact info - Research for a POV - Send cold emails - Make cold calls Rinse & repeat.

I’ve listened to 200+ cold calls in 2024 Here are my 3 biggest take aways 1) Tonality is key So much goes into this like: - Tone of voice - How fast you talk - Voice fluctuation Try to be calm and talk as if it is a friend 2) Inputs > Outputs The top res don’t take a no personally. If they get knocked off the horse. They jump straight back on it. They don’t let a no affect their attitude. 3) Pains > Features They have a tendency to lead with pains - What’s the situation - What are the potential issues - What is the potential impact of that THEN they introduce features So remember this - Keep tabs on your tonality - Always focus on your inputs - Talk about pains, not features Let me know your biggest advice on cold calling.

Everybody wants to make presidents club. But nobody wants to make cold calls everyday.

What people think being in sales is: - Sending a few emails and having a full pipeline - Closing every single prospect you pitch - No team, only you crushing it What it actually is is: - Prospecting daily to keep your pipeline filled - Working strategically with your team - Struggling to close deals It isn’t easy, but that doesn’t mean it’s not worth it. Work with your team and focus on your inputs daily. That is how you’ll win ✌️

How my email sequences have a 9%+ reply rate in 5 steps Email can be one of the best channels if done correctly Email sequences were consistently the biggest channel for new meetings for me as an SDR & AE. This is how in 5 steps. 1) Get the right data There is no point writing the best emails if your prospect never sees it. If you have poor data than you can miss out on hundreds of responses and dozens of deals. I use FullEnrich to get valid, verified emails (This alone increased my positive replies by 1%+) 2) Do messaging per persona Different people are about different things. Focus on showing how you can help that person hit their KPIs and their personal goals, for example: - CFOs - care about finance and bottom lines - COOs - Care about speed and the efficiency of the ops - CSOs - Care about the overall security of the business So use different messaging for each persona 3) Always have a reason to reach out Stating someones job title is not good enough in 2024. Timing is crucial so what has changed in their world to make now possible a good time. Examples of triggers can be: - Recent job changes - Current job openings - The company is hiring Always lead with your trigger 4) COI is crucial Show people what happens if they stay the same. I love to use BAB to show the cost of inaction, for example: - Before (their current negative situation) - After (where they can get to / how you’ve helped others) - Bridge (how your solution is the way to get there) This is such a simple way to paint the story to your prospect 5) Follow up 40% of replies come after step 8, the money is in the follow up Now this doesn’t mean spam your prospect but give value: - 3rd party blog posts - Resources from your company Always lead with things that can help your prospect. My biggest piece of advice. Just get a sequence out there You don’t have to be great to start, but you have to start to be great What are your top tips for outbound emails?

I sent 1000 emails and got 1 reply. I was ready to just quit. This is when I was a new rep. My head of sales had just given me a list of accounts. But this was my first sequence and I had no idea what to do. So I: - Blasted the whole list - Spoke about my product - Used the same messaging for everyone 1000 emails got me 1 reply….. which was a no. I didn’t think I’d be able to come back and perform. I didn’t think I’d ever be good at cold email. So I started learning about cold email. I had a process of learning, then writing, then learning then writing. And what Happened? A few months later I was - Averaging a 8% reply rate - Hitting 170% of my quota in a month - Booking the most meetings through email Email can work and does work if you do it right.

Reps on PIP vs Reps that get promoted There truly isn’t much difference Here are the 3 biggest things I’ve seen from coaching 100+ reps Reps on PIP: Work hard on the wrong things, like admin Reps that get promoted: Work hard on the right things, like making calls Reps on PIP: Don’t try to improve their skillset Reps that get promoted: Constantly seek coaching to keep improving Reps on PIP: Don’t focus on their numbers and guess how much to do Reps that get promoted: Have a dialed-in system and hit their input goals So remember… There truly isn’t much that separates reps at the top vs reps at the bottom 1. Focus on revenue-generating tasks 2. Put in MASSIVE input 3. Keep improving What else do you want to know?

How 99% of sales reps operate: - They scroll their phones or check slack every morning - They have no structure when it comes to their days - They prospect whenever they have extra time - They don’t prepare for meetings - They work constantly - They are reactive How the best 1% operate: - They make cold calls 1st thing in the morning - They time block revenue generating tasks - They make sure to prospect every day - They prep meetings way in advance - They finish work to have a life - They are proactive If you want to be in the top 1% you have to have 1 thing. Habits. The ability to control your day. The ability to manage your time. The ability to manage your energy. What else would you say top reps do?

@elmerlopeztech Referrals are always the second best A warm intro makes it 10x easier

Live cold call as an Account Executive. I didn’t get to dig into the pain points as much since I was running around getting the right person lol. Also, it’s my last week of onboarding! So I should be good to hit the ground running once I can take inbound demos next week🫡.

Cold Call #1: No answer. Cold Call #2: Not interested. Cold Call #3: Voicemail. . . . Cold Call #53: 2nd meeting booked. This is the reality of cold calling. Sales isn't a game of quick wins, it's about compounding your effort. Remember that we will have tons of NO's before those few YES's we're looking for. This is the sales game: - Be persistent. - Be disciplined. - Have a system. - Execute your strategy Who agrees!

As a new SDR I felt completely LOST I didn’t think tech sales was for me There were so many tasks with such little guidance I had worked in sales before but neevr in tech sales But these 2 steps are the foundation I used to get my shit together 1) Focused on the key tasks first Do the things that get me closer to my goals There are so many random tasks we do and convince ourselves we’re being productive POE = Pipeline over everything As an SDR my job was to book meetings So I ONLY focused on the activities that booked me meetings: - Finding new prospects - Enriching their details - Adding them in sequences - Reaching out That is what made me $$$ so that is what got my focus. Make your life as easy as possible Cut the fluff 2) Hitting all my tasks Consistent input = consistent output Your tasks should be done every single day The only way to get any results is by putting in the necessary work: - Make the cold calls - Send the emails - Send the LinkedIn DMs Detach from the outcome Who cares if that one call is a yes or a no Make 100 more and you’ll get some meetings on the board. With so many tasks and things to steal our attention Just focus on the basics Double down on the actions that will get you closer to your goal