Core to Cloud

As Head of Business Development at Core to Cloud, I lead the SDR and BDM teams, focusing on improving sales performance, refining processes, and driving sustainable growth. My role combines coaching, process optimisation, and strategic improvements to help the team exceed targets and deliver results.

Key Achievements so far:

Reducing Deal Losses:
Last financial year, deals were lost due to unmet requirements, resulting in significant lost revenue. By refining the sales process and working closely with technical teams, I reduced these losses by 42% in the first quarter of the financial year.

Shortening the Sales Cycle:
Addressed delays across sales stages by improving discovery, tightening qualification, and encouraging multi-threading into accounts. These changes reduced the average sales cycle, which resulted in a 40% improvement and enabled faster deal closures.

Increasing Close Rates:
Multi-threading into accounts has strengthened engagement with Economic Buyers and technical decision-makers, significantly improving close rates across key opportunities.

Streamlining the Sales Process:
Introduced a new discovery step to strengthen qualification alongside tailored discovery, demo, and cold-calling scripts aligned with our ICP. Implemented Gong.io to improve forecasting and deal management, enabling the team to focus on high-value opportunities.

Driving Team Performance:
Delivered 1:1 coaching, MEDPICC training, and improved SDR-to-BDM handovers to ensure collaboration and high-quality opportunities. These changes have helped the team have a better chance of hitting their targets.

I've created a scalable system that delivers results by refining processes, focusing on multi-threading and supporting the team with practical tools like Gong.io. I always focus on driving growth by reducing the sales cycle, increasing close rates, and empowering the team to succeed.

Head of Business Development

Sales Enablement Society

The Sales Enablement Society is a volunteer organization founded in January 2016, by a diverse group of like-minded sales and marketing professionals based in the Washington, D.C. area. The SES's overall mission identifies best practices for successful outcomes, clarifies the operations for the sales enablement business, and develops the criteria for sales enablement roles within successful organizations

Member

Bigtincan

- Leading a high-performing sales team to deliver Bigtincan's Sales Enablement solutions to prospective new customers.

- Under my leadership, the EMEA team significantly enhanced regional sales strategies, achieving a 2.5x higher revenue per Sales Qualified Lead (SQL) than the US over the last two fiscal years.

- My leadership approach is characterised by empathy, adaptability, and a commitment to excellence. By leading by example, understanding individual motivations, and fostering an environment of trust and support, I aim to drive high performance and cultivate a culture of success and well-being.

- By doing the above, it has helped collaborate with the AE's to optimise Discovery and Demo calls, utilising MEDDPIC Sales Methodology

- Partnering with the SDR team to create engaging messaging and set achievable goals

- Working closely with the VP of Sales and senior management to refine Go-To-Market strategies

- Recruiting and onboarding top sales talent

- Contributing to EMEA's growth by securing new business logos and renewing existing contracts

- Over £3 million in net new logos and £1.5 million in renewed business

- President's Club Winner

To explore how Sales Enablement Software can help your customer-facing teams, visit our website: www.bigtincan.com

Sales Leader EMEA

- Collaborating with AE's to optimise Discovery and Demo calls, utilising MEDDPIC Sales Methodology

- Partnering with the SDR team to create engaging messaging and set achievable goals

- Built strong relationships with key decision-makers, securing deals with industry leaders across EMEA

- Delivered high-impact presentations and product demonstrations to C-level executives

- Collaborated with Customer Success and Marketing teams to improve client satisfaction and reduce churn rate

- Attended industry conferences and events to network with potential clients and expand the Bigtincan brand

- "Most Valued Sales Rep" winner 2020/2021

Regional Sales Manager EMEA

- Contributing to EMEA's growth by securing new business logos and renewing existing contracts

- Built strong relationships with key decision-makers, securing deals with industry leaders across EMEA

- Delivered high-impact presentations and product demonstrations to C-level executives

- Collaborated with Customer Success and Marketing teams to improve client satisfaction and reduce churn rate

- Attended industry conferences and events to network with potential clients and expand the Bigtincan brand

Enterprise Account Executive

RevGenius

RevGenius is a group of revenue generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family!

Cyance

Cyance solves the biggest challenge marketing and sales teams around the world face...

Which companies do you target? When do you target them? What are they interested in?

Our buying intent technology shines a light on the companies that are actively trending around your keywords online. Our customers then use this data to fuel their campaigns from ABM to general lead generation and pipeline creation. 

As Business Development Manager I am responsible for identifying the challenge our customers face globally and solving the problem to ensure higher conversion for less cost, time and resource.

Senior Account Executive EMEA

Clearvision

The Clearvision mission is to bring about a more efficient, collaborative and cost-effective software development industry – and most importantly, to show companies how they can save time and money without having to compromise on quality. Discover better software solutions with world leading Atlassian Experts.

With offices in the UK, USA, India and Ireland, Clearvision has a global enterprise client base that includes leaders in the SaaS, banking, pharmaceutical, manufacturing, government and telecoms industries. As well as the Atlassian suite, Clearvision's expert consultants can help with Git, Subversion, Zendesk and Agile working. 

Clearvision also offers the whole range wraparound professional services, including training, managed hosting, branding, support and more. Find out more about how you can benefit from working with Clearvision by visiting: www.clearvision-cm.com

Other areas that we cover are: 

Licensing | Training | Consultancy | JIRA | BitBucket | Confluence | Hipchat

Senior Business Development Manager

Account Manager

Inbox Insight

Inbox Insight are now one of the market leaders in Digital B2B Demand Generation, offering a range of products that enable organisations to generate high quality leads through our content-driven marketing solutions.

Our B2B bulletins, digital surveys, lead nurturing solutions and content creation team enable us to execute our client’s strategic demand generation requirements across EMEA. Our approach enables our clients to supplement their inbound marketing strategies with a demand generation partner focused on results, data driven intelligence and compelling content. Our priority is hitting conversion metrics, deadlines and offering outstanding customer service.

Our growth is rapid which makes for a dynamic, fun and professional working environment as well as enabling us to provide on-going development opportunities for our talented team. We continually strive to develop and improve our business model in order to add more value for our customers, subscribers and employees alike.

Media Consultant EMEA

Lead Forensics

Lead Forensics is intelligent B2B insight software which challenges traditional lead generation techniques, enabling you to uncover new and lost sales opportunities from your website.

Lead Forensics uses IP tracking technology to identify businesses that visit your website and provides full contact details of those visitors, including company name, telephone number, industry/SIC code, number of employees, and how they found you. This is a web analytic tool that can give you a return on investment like no other.

Senior Client Manager

Matchtech

Recruiting for the Building Structures market in Matchtech's Property team. We work closely with leading consultancies including Mott Macdonald, Atkins, WSP and Waterman Group. 

Our diverse portfolio of clients ranges from blue chip, international organisations to SMEs. Likewise, the projects we support range in size and scope, from single office units to larger housing estates and developments.

We have a team of 8 dedicated consultants within this team, specialising in both contract and permanent, often very niche roles for this industry sector. Their combined experience of over 15 years means they have the industry knowledge and expertise to offer a fully consultative service to our clients. This in turn has enhanced our strong reputation as a service provider to the property industry

Recruitment Consultant

Detect Fire & Security Ltd

Detect Fire & Security has been providing Fire & Security solutions to customers across the South since 2003.

Our continued steady rise exemplifies the very best of a regional based business.

"We work hard for our customers and our people, to build a business to create enduring value that goes beyond the bottom line."

Chris Ellis, Co-founderCouncils, Health Authorities, Housing Associations, blue chip and local businesses have all benefited from our bespoke designed and fitted Fire & Security systems to afford protection to their properties and those that either live, work or visit them.

In order for Fire & Security Systems to be truly effective, we passionately believe that it is our duty to ascertain what your problems, needs and expectations are so we can we really provide the correct solution to you

Sales and Service Consultant

🚀Sales Leader EMEA | Sales Enablement | Bigtincan | Army Veteran🚀

My journey has been anything but ordinary, from the British Army to Cyber Security. 

Now, as Head of Business Development at Core to Cloud, I have come in to transform their sales processes and drive growth in the cybersecurity space.

Leading Core to Cloud’s mission to provide businesses with trusted cybersecurity solutions. By focusing on innovation, collaboration, and client success, I’m dedicated to shaping a secure digital future for organisations worldwide.

Core to Cloud is a trusted name in cybersecurity. Our mission is to provide businesses with personalised solutions to complex security challenges, ensuring every organisation feels protected and supported in today’s digital world. 

By focusing on trust, collaboration, and innovation, we empower teams to deliver exceptional client outcomes.

Feel free to reach out to me on here or visit our website: www.coretocloud.co.uk

Adam Weekes

Sales Upskill

Founder

Creator

Ρrοѕреο

Partner & Growth Lead

Head of Growth

Founder Led Sales

Co-Founder

meritt.

Ambassador

Strategic Launch

Advisor

Twain

Supporting the Twain community to book more meetings, get better replies and build more pipeline.

Community & Growth

Product Advisor

Thomas

Director, Global Sales Development

Global App Testing

SDR Manager

Plant an App

Working on Growth initiatives with Sales, Partnership & Marketing.

Leading the sales effort with outbound and inbound. Focusing on Go-To-Market strategies and building out the playbook.

Sales Leader

Founder @ Sales Upskill & Founder Led Sales | Head of Growth @ Prospeo.io

Matthew Putnam

Outbound Personalisation has entered a new realm...

What do you rate this out of ten? 

Some ideas to try next time you are struggling with an email opener:

1.) Hows your mother doing?
2.) Say hello your father for me, he will know what I mean...
3.) Love that new front doormat btw. Its real cute
4.) Tell Mike he still owes me money.
5.) Omg miss you so much xx. Anyway reason for the email...
6.) (Your turn 🫵 )

---

What I would really do instead:

Make it personal by making it relevant. Look for signals that show intent, not trivia:

1.) New leadership in the department you sell to
2.) Multiple open roles titled like the problem you solve
3.) Fresh funding or a hiring spike in a specific function
4.) Public signs of tool consolidation or replacement
5.) Turn the signal into a clear hypothesis about their current priorities, then outreach.

Fire up lemlist 

List: one ICP, one department, one signal

Step 1 - email: observation, 1 line outcome, 1 soft CTA
Step 2 - LinkedIn connect referencing the same observation
Step 3 - Create AI voicenotes in lemlist that restates the outcome in plain English(this feature is wild)
Step 4 - reply bump asking if timing is off
Step 5 - Value step with a one-pager or loom under 60 seconds

Matthew Putnam 🔵

Helping Reps book 20+ Meetings per month by targeting contact data that’s valid | Head of Sales | Prospeo.io | Co-Founder of Growth Magnet, Sales Upskill & Founder Lead Sales

120 meetings later. Over 80% of my pipeline and revenue comes from Linkedin.

You just need to stop sending email looking messages as DMs

I spent 2 months creating 2 guides to help you book some darn good meetings on Linkedin. 

➡️  Like, and comment LI and I'll send it your way!  ⬅️ 

Covers a few things: 
- How to get your Linkedin to look cool AF(from your prospects perspective)
- How to grow your audience so you are surrounded by your ICP
- How to write effective DMs 
- Ive even added a posting guide if you want to go to the next level. 

This is also about experimenting so you know what works with your audience. These guides will take you through all that.

This means when you are ready to scale, you can do it with confidence 👍 

You then take your message, use Snov.io 

Target your ICP, let it handle your LinkedIn outreach on autopilot  

Linkedin is a very powerful sales channel. 


Soooo. Like, and comment LI and I'll send it your way!

This is one of the biggest unsolved human behaviour mysteries 👇 


Your prospect is in big trouble. You are the way out...

Yet:

They do nothing?

My advice: 

1) Go back through your calls and see where you may have missed opportunities to go deeper into the pain. Could be useful for other calls, plus their contract will finish at some point.

2) On the contract ending topic. Get the date, nurture them, position yourself so you speak as they begin new buying process. 

3) Look at your other closed won deals, how similar are they? Are they your actual ICP?

Use all this information. 

Refine your ICP, understand timings and signals of that persona, use Prospeo.io (The best quality contact data out there of course). Reach out accordingly. 

PS......

We have some huge news coming soon from Prospeo 👀 It will be exciting.

You’re stuck, and your manager shows up only to spit out some legendary bullshit instead of support. Here are some of my favourites 👇 

1. “Back in my day, I had to cold call out of the Yellow Pages. No CRM, no internet, just grit.”
 
Translation: Yes...I believe you

2. “If you want the deal enough, you’ll make it happen. Simple.”

Translation: Ah yes, the magical universe powers of wanting, will give them new budget. 

3. “I closed million-dollar accounts using nothing but a phone and a smile.”
 
Also: forgot to mention that they worked at Microsoft in 1988

4. “You think your territory is tough? Mine was full of people who didn’t even speak my language.”

Thank you. That helps I will go hit target now. 

Sneaky Bonus Quote:

“We never discounted. Ever. Customers just paid what I told them to.”

Lol, okay. 

Surely I am not the only one who has experience this kind of overconfident delusion. 

What ridiculous stuff have you heard before?

Lies that Sales Managers Tell

Sales people. Has Chat-GPT cooked with this email? Or am I screwed?

Here is the thing if you are using Chat-GPT or anything for outbound 👇 

Context is everything. These tools now have memory sooooooo.....

Give it the good sh*t.  

Prompt it with your rules. Give it good rules and it will output something amazing. Like in the image. 

Stop with the: Write me a cold email for Head of Bakery persona. 

If you need help with prompt writing, me and a few others have worked with lemlist to build an ever growing prompt list. 

It has everything for so many personas, lots of different situations. 

We have a total of 297 prompts so far. 

Let us know if you want them an I can share the link 🤙

27 Lead Magnets = 19,000 Leads. I've put all the lessons into a full guide. 

→ How to get it:

1.) Like post
2.) Comment Magnet or 🧲

Me, Seth DeHart 🧲, Himani Sheth and GrowthMagnet.io, have been studying & creating lead magnets for our own communities, our sponsors, and clients. 

The stats are ridiculous:

Communities grew from 800 to 5,000+ people in one quarter. 

1,000s of leads for our sponsors, creating value-first educational resources.

I have broken down all the steps so you can do the same thing. 

1) Where to Start.
2) Assess your ICP, Their Problem, your Solution.
3) How to draft Value-first Ideas your prospects want.
4) Guide Format selection to best suit your topic ideas
5) Design checklist

Comment Magnet or 🧲 ill send it your way. 

----------------------------

Also in the works right now is a distribution guide on how to leverage every channel with these resources.

The only way to get your email response rate over 5%:

Your cold email copy is useless if your data is wrong. I learned this the hard way-don’t repeat my mistake.

You can write the most clever email ever.

But if your data sucks? You’re in spam jail.

Send to many to quickly? You’re in spam jail.

Happened to me. Sent 300 “bangers” to a list-half the emails bounced. Google got mad. Deliverability tanked. I got one reply (and it was a “please stop”).

Painful.

Here’s what keeps you out of spam jail:

- Infrastructure
- Data
- Copy

Miss one, everything collapses.

Let’s break it down.

Infrastructure

- Use multiple domains (e.g. trysalesupskill(dot)com, trialsalesupskill(dot)com)
- Three mailboxes per domain (mattp@, matt@, mp@)
- Warm up mailboxes for 30 days before sending
- Max 30 emails per mailbox per day

Data

- Target only people who actually buy from you (your real ICP)
- Always verify emails first (bounces = pain)
- Only send to verified addresses

Copy

- Under 90 words
- F-shape formatting (make it skimmable)
- Write like you’re 13
- No spammy words
- Make it about them, not you

Here’s the formula: 3 mailboxes x 4 domains x 30 emails = 360/day. No spam jail (if your message doesn’t suck).

But don’t scale this until you know your email works. Otherwise you’re just automating failure.

Sadly Salesloft doesnt even allow for multiple mailboxes, Outreach allows for max 2. 

Big MEh 💩 

Snov.io however are leaning into this hard! More deliverability, More Opens...

More Replies!
Your document has finished loading

Email Set up

Nothing like a slap in the face to get me interested in your service.

Come on Larry. This is a fantastic example of lazy outreach. Lets dive in. 

The filters and outreach rules Larry has used for this: 

- Founder: If Yes → Send Generic message

What I would suggest: 

1st, create three messages: 

1) For Founders not posting much
- We can suggest that we can create tailored posts for them and their ICP using best practises. Done for you blah blah blah. Focus being on getting more eyes on them and their services. 

2) For Founders who post but low engagement. 
- We suggest that we optimise what they are already doing to get more engagement and in turn more eyes on them. 

3) For Founders who post and have high engagement(My arrogant ego puts me here lol) 
- We suggest that we have studied all your posts and have created look a-like variations of those that have worked, saving you a tonne of time.

And then....
I would pull a list of Founders, use the filter on Sales Nav for posting = Yes/No

Then I would put the tiniest amount of effort into putting them into these three buckets.

What I would also do is practise what I preach so if someone looked at my profile it would reassure them.

Larry hasnt posted in 6 months. 

Yes I am taking the piss here but, think about how you reach out. 

Have you put effort into tailoring it to them? 

Do you have the info available to back up your claims once you've peaked their interest. 

If No then stop and work on the above. 

Happy Friday Legends, finish the week strong and have a nice weekend.

taplio

The Battle

Adam Weekes

Matthew Putnam

Followers

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Performance ScoreMatthew Putnam's LinkedIn Performance

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taplio

The Battle

Adam Weekes

Matthew Putnam

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Matthew Putnam's LinkedIn Performance

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