Jenna Caffrey

RepVue CEO Ryan Walsh explains why CEOs should love writing big checks to their sales team 💰 See where sales pros are hitting quota and getting paid: https://lnkd.in/gsd3Dz9Y

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Your outbound calling team just burned through 50,000 numbers last month. Only 847 people picked up the phone. Here's what nobody tells you about why your connect rates are dying (and how SIM-based calling can save them): Picture this scenario: Your sales manager walks into the Monday morning meeting with that look. You know the one. We dialed 12,000 numbers last week. Got 180 connections. That's a 1.5% connect rate. Sound familiar? Here's the brutal truth most sales leaders won't admit: Your numbers are getting flagged as spam faster than your reps can dial them. But here's what I discovered after analyzing hundreds of outbound campaigns... The companies crushing their connect rates aren't using better scripts. They're not hiring silver-tongued reps. They're playing a completely different game. They're using SIM-based call management System. → Clients don't answer virtual numbers because they scream "SPAM" → Your team calls from their personal SIM numbers—pickup rates shoot up, but now compliance and monitoring systems are nowhere to be found → It's like being stuck between a rock and a hard place No matter which route you choose, you're setting yourself up to lose. Smart sales teams figured this out years ago. They started rotating local caller IDs by geography. They began warming up tough lists with SMS before calling. They implemented AI to track connect rates by time of day. The result? One client went from 1.2% to 78% connect rates in 6 weeks. Same reps. Same lists. Same scripts. Different approach. But here's where most teams mess this up: ❌ They don't enforce compliance by default ❌ They ignore DND/consent pre-dial scrubbing ❌ They set up predictive dialing without abandonment guardrails ❌ They never A/B test their calling windows The companies winning at outbound calling in 2025 follow these 10 principles: 1. Start where it hurts most (high-volume cold outreach first) 2. Map local numbers to specific personas & regions 3. Dial with discipline using predictive/preview modes 4. Prioritize best-time-to-call based on connect rate data 5. Control after-call work to under 90 seconds 6. Enforce compliance by default with instant opt-out logging 7. Run weekly experiments on openers and list treatments 8. Right-size staffing to match peak connect times 9. Publish team scorecards showing cost per conversation 10. Scale what works, drop what doesn't—fast Your current approach isn't broken because you're bad at sales. It's broken because the game changed, and nobody told you the new rules. The question isn't whether you should upgrade your calling infrastructure. The question is: how much revenue are you losing every month while you wait? What's been your biggest challenge with outbound calling connect rates? Drop a comment below - let's solve this together.

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Be honest: how much of your CPQ setup is just…workarounds? Pricing rules layered five-deep. Approval paths no one remembers creating. Manual steps patched in after every launch. What started as a clean, efficient system is now holding too much together. CPQ hasn’t kept up with how revenue management has evolved. Revenue Cloud Advanced (RCA) gives teams a way to realign and adapt—without starting from scratch. On Sept 17, join Coastal, ideaHelix, and Salesforce to learn: - Where CPQ complexity shows up first - What to watch for in an RCA migration - Tools that reduce risk and shorten timelines 📅 Secure your spot → https://lnkd.in/g8f6xkEF

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100 Sales Metrics to Track (that aren’t obvious) The best-performing teams don’t just look at quota and revenue. They track what actually drives performance. Want the high-resolution PDF version of this cheat sheet? 👉 Follow, Like & Comment to get it. 𝗧𝗵𝗲𝗻 𝗴𝗿𝗮𝗯 𝗶𝘁 𝗵𝗲𝗿𝗲: https://lnkd.in/eKnkZiTB What’s inside? We broke down 100 overlooked sales metrics across 4 categories: 📊 Rep-Level Metrics 🧠 Team-Level Metrics 📈 Forecast Metrics ⚙️ Revenue Ops Metrics These hese are real KPIs that reveal pipeline health, deal velocity, rep coaching needs, and more. Examples: • Avg. time to 1st meaningful touch • % of deals with multi-threading • Manager 1:1 coverage vs team size • Forecast slippage (month to month) • Data hygiene score (by login/activity) • Sequence conversion by persona If you’re in sales leadership, ops, or enablement - this will give you serious visibility. 👉 Download the high-res version here: https://lnkd.in/ePXEm42Q

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“JUST SHUT UP.” – Sunny Huang, Gong’s Director of Strategy Harsh? A little. Helpful? ABSOLUTELY. When Sunny joined Gong, he pulled his own call data and noticed a pattern: The best conversations started with patience. So he focused on one thing: pausing longer before responding. His average pause time nearly doubled (0.58 → 1.13 seconds) and the ripple effects were huge: 📈 Customer talk time went up 22% 🎯 His talk time dropped into the golden <45% zone 🙊 Monologuing dropped by 14% ❓ And reps asked more questions – without losing interactivity The takeaway? Pausing is a power move. Try it. Thanks for the lesson, Sunny.

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NiCE have just announced a $955 million deal to acquire Cognigy! 🤝 Live from Cognigy's office in Germany, President of NiCE CX, Barry Cooper, sat down for an exclusive interview with Xander Freeman to dive into greater detail on this breaking news. During their conversation they discuss: 🔵 What the acquisition adds to NiCE's product range. 🔵 The benefits to both consumers and partners. 🔵 When we can expect to see further integration between NiCE and Cognigy. 🔵 What's next on the horizon for NiCE. The deal is expected to close in the fourth quarter of 2025, pending regulatory approvals. For more from this exclusive interview, and to see initial reactions on this news from industry analysts, click here 👇 https://lnkd.in/eSYhKVWW #NiCE #Cognigy #CX #ConversationalAI #CustomerContact

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Still cold calling? Here’s how to actually drive pipeline with it! You know cold calling is one of the last true differentiators in an age of templated sequences and overstuffed inboxes. In fact, top performers can achieve a 6.7% conversion for booked meetings, Cognism reports. But leaders like you appreciate that cold calling isn’t easy. When it doesn’t work, it’s not because it’s the wrong strategy. It’s because teams approach cold calling with inconsistency, fear, and outdated methods. We see these challenges again and again: 🚫 Reps winging it without a framework 😬 Reluctance to pick up the headset (and stay on it) 🕒 Too much time prepping, not enough time calling 🤖 Uncertainty around the future of AI The good news? These challenges are fixable with the right strategy. Take a look at our Cold Calling eBook for step-by-step frameworks, objection handling tips, example scripts, and more! 👉 https://lnkd.in/eYAbHk9Z

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Incentive compensation isn’t just for sales anymore – it’s a strategic lever for growth, alignment and retention. The right #ICM solution cuts admin work, boosts sales performance and unites HR, Finance, Ops, and Leadership around shared goals. When incentives are clear and connected, your workforce doesn’t just perform – they thrive. Read more: https://bit.ly/42oYpd0 #IncentiveCompensationManagement #SalesPerformance #SPM #BusinessGrowth #Sales

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"It's like throwing a boy scout in the woods without a compass." That's how Unisys described giving sales teams account lists without intent data. Here's what changed when they implemented buying group intent: 𝗕𝗲𝗳𝗼𝗿𝗲: → 14 salespeople managing endless account lists → Unpredictable pipeline → No visibility into account readiness 𝗔𝗳𝘁𝗲𝗿: → 40% of qualified pipeline from marketing → 150% of revenue goal achieved → 3X increase in new logo wins → $48M deal won by understanding research interests 𝗧𝗵𝗲 𝗯𝗿𝗲𝗮𝗸𝘁𝗵𝗿𝗼𝘂𝗴𝗵: Moving beyond individual lead scoring to buying group behavior. Unisys now identifies which accounts are actively researching, what they care about, and even wins back closed-lost deals by monitoring renewed interest signals. Learn more: https://lnkd.in/e_Tt5Qfe #B2BMarketing #IntentData #ABM #BuyingGroups

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