Adil Dittmer

Manta

I help organizations understand their data to make better decisions and measure their impact. 

As part of Equal Opportunity Ventures, we believe helping organizations learn and apply data science will unlock economic opportunity and close opportunity gaps across America.

Head of Customer Success

Success in Black

Success in Black is a community platform promoting Diversity, Equity and Inclusion while elevating Black Customer Success professionals to help them advance their careers.

Founding Team - Content Editor

NCAA

NCAAW Basketball Referee

TestBox

TestBox gives your customers reliable, personalized, AI-generated product demos and instant sandboxes so they can quickly get a hands-on experience with your products solutions

Tropic

Director of Customer Experience

Director of Customer Success

Senior Customer Success Manager

On Deck

On Deck Customer Success (ODCS) is a continuous community for senior CS leaders and operators.

On Deck Customer Success - Founding Fellow

Signal Vine, a Modern Campus Company

FY '20 - 124% NRR (#1 Team Attainment)
FY '19 - 109% NRR

Account Manager

Customer Success Manager

Inside Higher Ed

Account Development Representative, Careers Platform

Phi Gamma Delta

Change Management Consultant/Field Secretary

Virginia Tech

Supervisor, Recreational Sports Intramurals

Experienced Customer Success leader focused on providing strategic value for software companies. My professional interests include leadership theory, revenue growth, fundraising, start-ups, and building community through my work.

CS Consultant

Allma provides a suite of tools that allow companies to seamlessly manage and deploy AI to their employees to ensure consistent and optimal use of AI templates to help accomplish their daily tasks. The Allma platform offers companies the power to save, refine, and collaboratively employ AI templates across their teams.

Dimmo

I will change the way people evaluate and buy software. www.dimmo.ai

Chief Executive Officer

Two Dads in Tech

Listen now on YouTube, Spotify, Apple, and everywhere you listen to podcasts.

Interested in sponsoring? Email daniel@twodadsintech.com

Host

Proofpoint

- Broke into 6/9 accounts at the C-Level from prospecting efforts in the first 5 months. These accounts have never been Proofpoint customers and 3 of them haven't chatted with us in over 3 years.
- Generated 2.3M in pipeline in 5 months. All new logos.
- 226% of quota

Sr. Named Account Executive (Large Enterprise)

Refurl

Founder (Acquired)

metadata.io

Q1 - 280%
Q2 - 172%
Q3 - 72% (completely my fault. had my first kid and let 2 momentum deals slip)
Q4 - 96%

- closed the largest net new logo deal
- set record for fastest rep to hit first two quarters
- trained 6 reps 
- most outbound deals closed

Enterprise Account Executive

Vocul

Founded a platform that created personal interactions between business influencers with their following. Brought on a base of influencers that had more than 12M followers.

Dremio

Account Executive

MongoDB

Q1:
- 138% of quota
- Most professional services sold on the sales floor 
- Only in the seat for 2 months this quarter

Q2 -
- Responsible for training new hires how to ramp efficiently
- 184% of quarterly quota
- created “Table Talk” which was a weekly discussion of strategic thinkers moving deals through the pipe 

Q3
- 153% of quarterly quota 
- Exceeded annual quota 3 quarters in 

Q4
- 116% of Quota 
- focused on net new logos

Symantec

	Average 65 calls daily to grow the region by acquiring net new customers and providing them with a presentation of the company’s value
	Demonstrate leadership and initiative by sharing successful methods to the sales floor and educating teammates if needed
	Achieve quarterly quotas averaging 120% attainment and $160,000 of net new revenue per quarter
	Probe to clearly understand the pain points and leverage engineers to assist with creating technical security strategies
	Build rapport with existing customers and implement cross selling to expand their Symantec portfolio

Named Account Executive

	Generated over $1.2M in NACV and grew the new customer business by 22% year over year
	Received the Inside GHE MVP for the fiscal year by leading the team in net new business
	Accomplished creating 39 opportunities from 43 greenfield meetings in Q4 resulting in $1.2m of qualified pipeline
	Created a greenfield talk-track and objection list that the Vice President of Sales recognized and rolled out to the sales floor as a standard

Territory Account Executive (SLED)

Apple

	Generated $864,865 in the last fiscal year which resulted in me leading all part-time sales specialists
	Brought in over $50,000 of business revenue last fiscal year and exceeded the business introduction quota by 185%
	Work alongside business partners to fabricate technological solutions for their business and assist with account management

Sales Specialist

Troy Munson

This pisses me off. 

My friend signed an offer: $330K. 

OTE of course. 
 
It's one of those nightmare stories. 

My best friend accepted an enterprise sales role for $330k OTE. 

Several months in, he said “3 reps out of 50 hit quota they’re planning to hire 30 more reps in the next 12 months”

They closed 3 funding rounds in 12 months so they HAD to scale headcount. 

BUT THIS SHIT IS MIND BOGGLING?!?!?! 

How do you plan to make any seller happy with attainment like this?

It’s SO easy to get blinded by high OTEs. 

I fell into this trap before. Never again.

Here are all the companies that will trap you into stuff like this, and companies where you will actually hit quota: https://lnkd.in/de3-Q4FJ

if you don’t wake up at 4am 

or around 4am 

i don’t blame you 

ive been doing it for several years now 

and it still sucks 

you can tell by the bags under my eyes 

the only thing for me is the pros > the cons 

pros: 

- i go to the gym - does loads for my mental health + we only have 1 body, take care of it 

- i get alone time for 2 hours (some of that includes the gym) 

outside of that, i would have no alone time. 

no time to just sit in my thoughts, plan, strategize, breathe, etc.. 

so if you don’t wake up at 4am, i don’t blame you. 

but i do encourage you to find 1-2 hours a day where you can be completely alone. 

preferably doing an activity of some sort.

7 days ago i made a tiktok account

today i have 478k views, 2,500+ followers, and 18.4k likes...

i imagine this will make $1-4k/mo in 3 months. 

so what's the tiktok about?

i review chicken wings

on a hunt to find THE BEST chicken wings in wisconsin

and documenting it all. 

here's my plan for it: 
- for lunch + on weekends go to tons of wing places
- make a video review 
- collect emails for people wanting wings recs 
- take the transcript, turn it into a detailed review for a newsletter
- get ad placements for restaurants + wing companies 
- make passive income all from eating food 

i'm building this all on beehiiv.. 

the site, the newsletter, the email strategy, the ad placements.. all with beehiiv.

this makes it to where i don't have to spend much time at all on email acquisition + monetization 

i've already had 4 wing restaurants offer free wings for a review. 

who doesn't like free food? 

it took me 1 minute to think of "i want to eat food for money" then about 2 minutes to create a new email, create the tiktok account, and start posting about it. 



remember, there's a shit ton of opportunity out there. 

you just gotta create it.

CEO @ Dimmo - The Trusted GTM Tech Partner. | Host of Two Dads in Tech on All Podcast Platforms

texted Travis (met him on LinkedIn) 

said let’s run, but I forgot my running shoes.. 

zero excuse there 

but you still gotta get it in so we did a lift instead 

he wasn’t as strong as I thought 

strong heart tho 

go meet good ppl

No alternative text description for this image

My mindset:

I can break into literally any account you want me to break into. 

That will always my mindset.

everyone should read this

doesn’t matter your job title 





your time is limited. 

make the most.

An outbound cadence that’s been working well for me: 

Day 1: Call 

Day 1: Send LI request 

Day 1: Send a prospecting email with research. Here's an example: 

"Hey Name, since you're focusing on [project you learned from research], it makes sense to make you aware of [X challenges]. 

[Customer] was able to avoid that by [Problem you solve for]. 

Worth learning more?"
---------------

Day 3: Call 
Day 3: Send LinkedIn message if they accepted: 

“Hey Troy, sent you an email with the subject line “[Subject Line]”

Putting a face to the name 
---------------

Day 4: Reply on the same email thread. Here's what to do:

Use a whiteboard, take a selfie, and send the picture to them. I usually write "Open to a quick intro?" or "Any interest" on the whiteboard. Nothing else with the picture. If you want a higher response rate, try drawing their logo.
---------------

Day 5&6: Call

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

 
Day 7-8: Reply on the same thread once more saying this: 

"Was my drawing really that bad Name? 

Or is now just not the right time to solve for [Challenge]?"
---------------

I've been doing this for a bit now and have seen consistent success and want to see others get success from it to. 

The last response was: "The fact you took the time to draw the logo that well I feel warrants at least an introduction call. How's your calendar end of next week?"

Got questions about it? lmk

was on a call with 4 SaaS CEO's yesterday

here's what's working in outbound for us: 

cold calls (if you're doing it) 

and one off manual emails. 

we all have complex AI workflows set up 

we're all doing what linkedin shoves down your throat

but at the end of the day 

it's manually reaching out. 

one CEO said "my founding AE switched to manual emails this week and has booked double the meetings" 



counterintuitive with all the advice you see on here

food for thought.

Me: “This discount ends at the end of the quarter” 

Also me:

Before you send that prospecting email, less is more.

just signed up for a 401k. 

lil nervous, will be my longest run yet.

I got asked: "how did you break into cybersecurity personas?" Here's how I booked 4 meetings with multibillion dollar accounts: 

Number 1
Persona: C-Level
Source: Google 
How I got the meeting: I googled their name and their previous company. Several articles popped up, one being a 22 page research paper he wrote. I read most of the research paper and emailed him my opinions and tied it back to value I can provide. The subject line was the name of the research paper. 

Number 2
Persona: VP 
Source: LinkedIn 
How I got the meeting: This person posted one of his security training recordings on LinkedIn. It was an hour long. I listened to all of it and emailed him what I learned from the training. I asked if he'd be open to learning what we had to offer. I responded to the email thread the day after saying "bubbling this up in case you missed it" and this booked the meeting. 

Number 3
Persona: C-Level
Source: LinkedIn
How I got the meeting: The CIO wrote about how he was a sports fanatic on LinkedIn. I emailed him inviting him to an NFL game. He declined but intro'd me to the correct C-Level executive I needed to talk to (who didn't respond to any of my emails for months). We booked a meeting within 2 weeks. 

Number 4: 
Persona: Senior Director 
Source: Marketing
How I got the meeting: I invited her to a "Women Who Cyber" event that our company hosted. She went and said it was an incredible event. This then led to us emailing back and forth and meeting up for lunch to discuss their 2024 plans. 



One thing I tell every single company or rep I help: 

There is no silver bullet. 

Literally none.

Your reps need to be doing research. 

Your reps need to be standing out. 

One thing they can do to increase conversions is ensure their writing is clear and simple. 

There's so many ways to book a meeting, you just have to do the dirty work and find the right way for the right person.

Sachee Katre 👾 is hands down the best prospector i know..

she's insanely creative, she does genuine research, and she makes it extremely easy to work with her. 

started working with her and LoopLabs Co  about a year ago to edit the entire two dads in tech podcast & create short form clips. 

they've been amazing to work with and very understanding (like when i send them a 1 hour podcast recording that needs to go live in 8 hours, they get it done)

but don't do that ^ 

horrible practice and that falls on daniel and i. 

anyways, will continue to use them for video editing + podcast editing for anything moving forward. 

<3

use linkedin, meet good people, become friends. see you monday Travis

graphical user interface, text, application, chat or text message

Before running Dimmo, I was breaking into massive enterprise accounts consistently. Here's what I did to understand the account: 

1. Create an Org Chat

I want to understand the lay of the land from a people perspective. 
→ C-Level
→ Any relevant VP
→ All Directors
→ Relevant Managers
→ Relevant Practitioners

2. Create an Account Plan. 

An account plan is key for large accounts and top prospects.
→ Overview
→ Investor Relations
→ 10k Information (if public)
→ Growth Insights
→ Recent news (are they doing well? bad?)
→ Job openings
→ Challenges
→ Concerns
→ Risk
→ How they make money
→ How do they go to market?
→ Their competitors
→ Their industry trends
→ Have ChatGPT summarize this info & why they're a good fit

There's more you can do, but this is a great start.

3. Persona Information

I did deep research on people - at a minimum Director level and above.
→ Podcast features
→ Article/Blog features
→ Accomplishments from current/previous roles
→ Video features
→ Twitter info
→ LinkedIn posts/likes
→ Any other relevant info when you type in their name and title in Google or ChatGPT

A great prompt in Gemini, or ChatGPT Deep Research can get this for you.

4. Use Multiple Channels

Do a multi-channel approach:
→ LinkedIn
→ Email
→ Cold Calls
→ In-person events
→ Your current network

Within these areas, get creative. 

5. Signals

I focused on 'warm' areas first. 
→ Job changes
→ Industry changes
→ Intent (though most of this is eh)
→ People who open emails multiple times
→ People that click on links
→ Companies that are in growth mode

Also use signals relevant to your industry. 

If you prevent breaches, use recent breaches as a signal. 

Do these things, you'll break into enterprise accounts in no time.

I don't care if you're a seller.
I don't care if you're a marketer. 
I don't care if you're a sales leader. 

You need workflows to grow your business steadily. 

Three workflows I use that help me grow Dimmo + generate more revenue: 

1. Cold call transcript -> Analyze -> CRM 

This takes every single conversation I have with prospects, understands the sentiment, updates my CRM, and automatically tags them as interested or not. 

Now I know where to focus for nuturing and follow ups. 

2. Discovery Call -> Tech Stack Recommendation Doc

What I do is simple: I listen to peoples challenges for an hour, understand their stack, and recommend how to make it more efficient/save money. All for free. This recommendation doc is very detailed.

I've created structure that I follow for every single recommendation doc so as soon as I hop off of a discovery call, without doing anything, the transcript is analyzed, a Google Doc is created, and it's entirely filled out for me. 


3. Email Journey 

For Dimmo's Newsletter, when someone signs up, they get a welcome email. 

Based on their actions, they get zapped into a different journey. If they respond to something about Gong, they get a recommendation for alternatives. Etc.. 

All done automatically. 

I dont do a dang thing. 

All of these workflows I have built in Zapier. 

Go build a workflow: https://bit.ly/4ooQhlb

If you need me to help you think of workflows, just DM me. 

No cost of course.

A step by step guide on how to build an audience on LinkedIn, without having to spend a penny: 

A 'masterclass' if you will.

bear with me.. this is a long post but it's all you need.

→ Engagement Piece:

1. In the beginning, make 15-25 meaningful comments a day.
2. Send meaningful/purposeful connections daily
3. Send a note to every new connection, voice notes for more brownie points
4. Support their posts.
5. Avoid engagement pods those are weird and fake

→ Content Creation Piece:

1. Write down 3 or 4 things you're passionate about/good at.
2. Break those down into smaller subsections.
3. Break those down into examples.
4. Break those down into personal experiences.
5. Recycle the top posts but change how you phrase it/present it.

→ Here's one example for me:

1. Prospecting
2. Video prospecting, cold emails, social selling, creative prospecting.
3. Do this for each subsection above but I'll only focus on one here which is Video Prospecting. Here's what I can talk about + I would add personal experiences to each:

- How I structure a good prospecting video
- A deal that closed that started from video
- A recent win from a video
- New things I'm trying with videos
- What I avoid in videos
- Ways I grab attention with the thumbnail

I now have a minimum of 6 different things to post about. Do this for each subsection. Chances are you have multiple personal experiences which = more content.

→ How to start a post:

❌ The other day I was prospecting and decided to use video for a change and when I sent a ...... blah. blah. blah.

✅ I closed a 208k deal last quarter that started from a prospecting video.

→ How to write body of the post:

Make it easy to read.

People skim on LinkedIn.

So write it like this if you can.


......and just like that.

You have 30+ pieces of content.
30+ really = 90+ if you repurpose it.
You have active engagement.
You're creating eye-catching post.

Now you're rich and famous!!!!!!

my biggest red flag is that cash feels like free money.. does that make sense?

To sales nav users, and sales nav users only:

taplio

The Battle

Adil Dittmer

Troy Munson

Followers

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taplio

The Battle

Adil Dittmer

Troy Munson

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);}Troy Munson's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreTroy Munson's LinkedIn Performance