Sriharsha Guduguntla

CEO at Hyperbound (YC S23) | Helping marketing leaders build pipeline with AI at scale

Call me Sai! I'm the Co-Founder & CEO of Hyperbound. I'm a YCombinator Founder (S23) who's interested in startups and the intersection of AI and sales and marketing. Currently building next-generation GTM tools at https://hyperbound.ai. 🚀 

I'm a self-learned full-stack engineer and designer with experience building software for 12+ years.

http://sriharshaguduguntla.com

Member

🚀 Thrilled to welcome Ece Uyanik to Hyperbound as our Founding Mid-Market Account Executive.

It's only been a week, and she's absolutely crushing it.

She ran her first discovery call on her own just 3 DAYS in to the job!

A few fun facts about her:
- Ex-pro equestrian + show jumper (for 12 years) 🐎
- Amateur chef who's convinced she can cook pretty much anything at this point 👩‍🍳
- Proud rescue-pet parent to 2 cats and a border collie 🐱🐱🐶
- Moved from Istanbul to the U.S. at 18 🇹🇷

From Day 1, Ece impressed us with how quickly she understood both the product and the problems we’re solving for customers.

One week in:
- 3 new inbound deals already in her pipeline
- Running her first discovery call all on her own 3 days in
- Shadowed over 20 sales calls throughout the week
- Strategizing with our Account Managers on the sales to post-sales hand-off
- Getting ready to travel a ton with the team this year

This is exactly what founding AE energy looks like.

Can't wait to watch her continue to thrive and help shape how we sell and scale at Hyperbound.

👉🏽 Want to join the team? We're hiring for 2 Enterprise AEs to join us in our SF office right now! Apply here: https://lnkd.in/gEfuMHeh

CEO at Hyperbound (YC S23) | Building AI Sales Roleplay Simulations to upskill GTM teams

Last week, I made one of the most courageous marketing budget decisions in Hyperbound history: deploying the largest single marketing expense in 1 day, $280,000, as we double down on serving Enterprise and moving up-market. 

And this is just the beginning of a massive year ahead.

A year ago, spending this much on marketing in a single day would have been unthinkable. 

We were still earning trust, proving fundamentals, and making sure the product truly delivered. 

This year feels different. We're not afraid to make real bets.

We invested it into what will become the backbone of our 2026 marketing strategy.

Last year was about proving Hyperbound works in the real world. 

This year is about putting our customers at the center and letting outcomes speak because the outcomes are real.

Here are some of our top customer wins in the past year:

- Reduced ramp times by ~30–50%
- Increased meetings booked by nearly 300% for two customers within just 2 months of implementing Hyperbound
- Certified 2,500 reps on 27 new products across 5 different languages in a single month (vs ~6 months previously)
- Increased average win rates by ~7% across multiple customers
- Helped a Fortune 500 launched their biggest product in over a decade across 3,000 reps successfully
- Saved 10+ hours per month per manager for one of our earliest customers
- Cut sales hiring evaluation time by ~33% for a rapidly growing customer

These aren't vanity metrics. They're execution improvements that compound.

In 2026, it's all about how real teams, real operators, and how real results actually get built.

This investment isn't about being louder.

It's about being more confident in what our customers are accomplishing with us.

----
👉🏽 If you're curious about how enterprise teams are deploying Hyperbound at scale, DM me or book time with our team at https://lnkd.in/gGP-wTnW

Had a chance to speak at my alma mater yesterday, University of California, Berkeley at the quarterly UC Berkeley Sutardja Center for Entrepreneurship and Technology (SCET) BMOE Bootcamp led by Gigi Wang!

4.5 years ago, I was sitting in those same seats, hoping to become an entrepreneur one day, trying to absorb as much as I could from others that were years ahead of me. 

It was surreal being back telling my story over the last 2.5 years building Hyperbound with my co-founder, Atul Raghunathan, and the roller coaster ride that it's been. 

Hearing how students are thinking about their future and the evolution of entrepreneurship in the world of AI was also very eye opening.

The theme of the talk was around the importance of motivation behind entrepreneurship.

The #1 reason why startups die is lack of motivation, the founders lose conviction and it falls apart.

If there's one thing I've learned since starting this company, your resilience during the lowest moments is what sets you apart. 

And we're just getting started, we have big dreams we're chasing here!

#GoBears #Cal #UCBerkeley #SCET

🚨 We’re kicking off the new year on the lookout for 2 Enterprise Account Executives in San Francisco: $300K OTE + quarterly accelerators + real upside at Hyperbound (not remote)

Our AEs, ☠️ Belal Batrawy and Isaac Hong, were already over quota this year with a quarter still to go. Both have put up $1M+ months, are closing the largest Fortune 100 logos of their careers, hitting accelerators, and taking home 6-figure bonus checks along the way.

Since launching Hyperbound 23 months ago, we’ve:

- Grown almost entirely through inbound + word of mouth
- Raised a $15M Series A
- Posted back-to-back $1M months last quarter
- Closed Fortune 10 and Fortune 100 customers on 1,000+ seat enterprise rollouts
- Gone from $0 → 7-figure ARR in 11 months (founder-led sales, team of 4)
- Won 90%+ of competitive head-to-head deals
- Built a brand-new category of sales tech that didn’t exist pre-2024
- Scaled from 9 people at the start of the year to 20+ today, with 30 in sight

Who we’re looking for:
- 5+ years of closing experience, with a proven enterprise track record (and strong mid-market wins)
- Someone hungry to land Fortune 1000 accounts
- A strategic seller who wants to help shape the sales motion directly with the founders (Atul and me)
- Someone excited to help define the next major category in sales tech
- Willing to relocate to San Francisco if not already in the Bay Area

⚠️ This is an in-office role: 5 days/week in our SF office. Not remote.

We plan to fill both seats by the end of this month. DM me and apply here → https://lnkd.in/gEfuMHeh

Excited to welcome Luke Quesnell to Hyperbound as a Founding Mid-Market Account Executive, and he’s already off to an incredible start!

He'll be helping us build strong relationships with customers, traveling a lot with the team this year, and playing a key role in shaping how we sell as we scale.

When I first met Luke, he was willing to go to lengths to work hard, and he had a strong track record at Edpuzzle as one of their Founding AEs there. 

What stood out immediately was how quickly he grasped our product and how driven he was to jump in, even with all the unknowns that come with an early-stage company.

He took his very first inbound discovery call on day 1 completely solo and crushed it.

Just days in, he already has 2 qualified deals in his pipeline that he's running end to end.

A few fun facts about Luke:
- First thing he did as a legal adult: went skydiving
- Backpacked the Wonderland Trail in one continuous trek
- Collects and shoots with film cameras 📸

Can't wait to watch Luke grow into an elite seller here!

When Atul and I started Hyperbound, we were just entering the ocean, learning and adapting as quickly as we could in an unknown environment. 

Josh Norris 🐦‍🔥 was the first person who showed up early—before there was a playbook, before there was momentum. He was one of the first people willing to get his hands on the product, give real feedback, and help us wire together early systems. He helped stitch together a top tier lead enrichment workflow that has driven nearly every inbound lead for us till date. And he was also pivotal in iterating the ICP for the product, especially when it was so nascent in the market.

At the time, “marketing” was more of a question than a function. Over a few months, Josh turned that ambiguity into structure: getting the fundamentals in place across SEO, ads, attribution, messaging, and experimentation, and building the internal workflows that still power how we operate.

He took on a messy, undefined problem and gave it shape. That work created leverage for the entire team, and we wouldn’t be in the position we’re in today without it. Although his project has wrapped, we’re incredibly appreciative of the foundation he set for Hyperbound as we move into this next phase of the journey. 

Looking forward to seeing where he takes all of this next!

It's Jianna Ursitti appreciation day! It's been just over a quarter since she joined as a Founding BDR here at Hyperbound and in just the last month alone, she crushed it with booking 15 meetings in 1 month!! 

When I met Jianna, what stood out more than anything was her humble, but confident attitude. 

She was just a year into her BDR career, and she was eager to make the move out from SoCal to the San Francisco to be in the heart of the startup world. 

She wanted to be part of a rocketship where she could learn a ton and grow as quickly as possible, and she made the move out to SF within a week of getting the job!

That was all I need to know how committed she was. 

Out of the 45 BDRs I interviewed, she had by far the best take-home assessment, hitting every point and delivering her thoughts confidently. 

I listened to her mock AI roleplay that she did as a part of her interview as well, and it was well executed and I could tell she was not afraid of the phones even when the bot through objection after objection at her. 

Her calm demeanor even in tough situations sets her apart.

It makes me so happy to see her crush it out of the gate! 

Can't wait to see what she does in the coming months. 

------
👉🏽 If you're interested in joining the BDR team here, we are hiring right now! DM me and I'd love to see if there's a good fit!

Today was a nailbiting end to our fiscal year (in a good way), more details to come soon 👀, but everything is officially in, and it's the best feeling in the world when you exceed the insane goals you set for yourself!

All I can say is the team we've built here at Hyperbound is phenomenal 🎤🫳🏽 

Watch out 2026, here we come!

We're intentionally building a company that a vast majority of people would *not* enjoy working at.

Why Hyperbound isn't for everyone:
- 5 days a week, in office, in San Francisco --> We believe speed, trust, and craft are built in person
- High-intensity, high ownership --> If you see a problem, it’s already yours. There's nowhere to hide behind a role
- Real responsibility early --> You'll own things that matter and feel the weight of them
- Strong opinions, low ego --> Debate is encouraged. Truth beats comfort
- High standards, constant feedback --> "Good enough" doesn't last long here

Some people will read this and think, "No thanks." That’s the point.

In fact, we turn down great resumes every day because of culture.

Last couple months, the team spent real time asking:
- If Hyperbound grew 10x overnight, what cultural behaviors MUST be present?
- What behaviors would destroy Hyperbound if present?
- What cultural behaviors frustrate us or slow us down?
- What trait(s) do each of us bring to the team that we want Hyperbound to amplify?
- What kinds of disagreements make teams better?

What came out was a shared standard, shaped by the people building with us every single day:

1) No Passenger Mentality
===================

See a gap? Own it and drive outcomes. We bias toward action.

"Proactively solve problems you find and share feedback even if it’s not your task." - Thiago Costa

2) Low Ego = Truth Seeking
====================

We prioritize getting to the truth over protecting ego or opinions.

"Love the no-ego, high-standards culture. Disagreeing helps us cover the gaps." - Isaac Hong

3) Know When Details Are Important
===========================
 
Details aren't cosmetic — they're leverage, and knowing when the details are important is what sets us apart.

"Attention to detail, high ownership, and the courage to speak up define Hyperbound." - Saswat Mishra

4) Do Right By Everyone Around You
===========================
 
We optimize for collective impact, not individual wins.

"We can see our work directly influence deals, users, and growth." - Eugene Reuka

5) Problem Obsessed
================
 
The problem is always the source of truth. No clarity on the problem means the feature doesn't matter.

"Ability to push back and ask why — multiple times." - Keshav Balachandar

6) Extra-Mile Mindset
================

We take pride in the unglamorous work. Doing things that don't scale matters.

"Understanding what customers are actually dealing with is where real impact comes from." - ☠️ Belal Batrawy

These values weren't written in a vacuum. They were debated, refined, and lived by the team.

-------
If you want comfort and predictability, this probably isn't the place.

If you want real ownership, high standards, new challenges, and a team that actually lives its values—we're hiring for more than 9 open roles right now!

👉🏽 Build with us and apply here: https://lnkd.in/g9tCwh85

Hyperbound Cultural Values

Building sales teams and delighting customers at early stage hyper growth startups.

Mike Gallardo

How to structure an outbound sequence:

(steal these 6 steps today)

1. Value Props

You need two. Spend a lot of time researching and thinking through the core value propositions of your startup. You should know, in your own customer's words, exactly what their challenges are, what they're looking to accomplish and how you specifically help.

2. Triple Tap

Email, phone and social all on the same day to break the noise. Best strategy for getting attention and responses from busy prospects. Plus, you never know which channel your prospect is most likely to engage with.

3. Cold Emails

Two emails per value proposition. The first email you send plus a reply email. That's it. Anything more and you start risking getting marked as SPAM. Focus on quality over quantity.

5. Cold Calls

6 total. No matter what anyone says these work. Tied for first with LinkedIn outreach right now. And If you have a power dialer it can be a superpower. Do not sleep on the phones, friends.

6. Break up email

This is optional but I think it can be done well. A lot of people have strong beliefs here and whenever that's the case my advice is to test it out yourself. 


Bonus tip: Engage with their content on LinkedIn.


What did I miss?

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7

10 years sober.

Struggling to find the words.

If there's one thing I've learned it's that you really can do anything you set your mind to. No matter how hard or impossible it may seem at the time.

So set yourself an absolutely audacious goal for 2026. And give it everything you got. My money is on you figuring it out and making it happen.

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7

My favorite cold call opener 

(steal the exact script)

𝗛𝗲𝗿𝗲 𝗶𝘁 𝗶𝘀:

"Hey Jill - It's Mike from Deel. This is a cold call. But it's a well researched one about [insert research]. Do you have a moment? I promise to be brief."

𝗪𝗵𝘆 𝗜 𝗹𝗼𝘃𝗲 𝗶𝘁:

1. It's short.
2. Easy to understand.
3. Asks for permission first.
4. Has research and relevancy.
5. Doesn't ask if it's the right person.
6. Lets them know that it'll be a quick call.


Huge shoutout to ️ Batrawy for this gem!


- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

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Certified Public Accountant

Sales Director at Deel

The Best Sales Course

Wow I just promoted 15 people 🤯

Here they are:

1. SDR to AE (6)
2. SMB1 AE to SMB2 AE (4)
3. SMB2 AE to MM AE (3)
4. SMB2 AE to Sales Manager (2)

We run promotion cycles every 3 months at Deel.

The opportunities here are crazy.

Come join us! https://lnkd.in/gkG9ukRk

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7

How to run discovery calls better than 99% of AEs.

(In 5 simple steps)
 
 
 
𝟭. 𝗚𝗲𝘁 𝗗𝗼𝘄𝗻 𝘁𝗼 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 
 
Don't ask "Where are you calling in from?" 
 
Instead: 
 
 
Hey Jill, 
 
Appreciate you taking the time. 
 
I want to make sure we get the most out of our call today. 
 
So I'd like to start with my research, what I know about your business and how I think we may be able to help. 
 
How does that sound? 


The prospects you're speaking to are busy. They have problems they want to solve. They will respect and appreciate you not wasting their time. 

Sure, if it's someone that likes to chit chat change gears. But most of the time getting down to business is the optimal strategy.
 
 
𝟮. 𝗨𝘀𝗲 𝗕𝘂𝗰𝗸𝗲𝘁 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 
 
Don't ask "What brought you to Acme?" 
 
Example: 
 
 
Hey Jill, 
 
In my research I noticed XYZ. 
 
I speak with a lot of founders in your situation and usually, that means a focus on: 
 
1. Priority 1 
2. Priority 2 
 
Is that the case for you or is something else more important? 


𝟯. 𝗖𝗼𝗺𝗲 𝗽𝗿𝗲𝗽𝗮𝗿𝗲𝗱

Most AEs don't use SDR notes to formulate questions. Which makes prospects feel like they have to constantly repeat themselves.

Example:

Hey Jill,

I noticed from my colleagues note that [context]. 

Would you mind walking me through... [question].

 
𝟯. 𝗗𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁𝗶𝗮𝘁𝗲 𝗬𝗼𝘂𝗿𝘀𝗲𝗹𝗳
 
Once you learn their key priorities and problems. 
 
Explain the following: 
 
- How you'll specifically help 
- How your solution's different 
- Why those differences are important 
 
Have this be the cornerstone of your entire sales process. 
 
 
𝟰. 𝗦𝗲𝘁 𝗡𝗲𝘅𝘁 𝗦𝘁𝗲𝗽𝘀 
 
Don't ask "What next step makes sense?" 
 
Instead: 
 
- Make a recommendation 
- What will be covered on the call? 
- Why is that valuable to the customer? 
- Multi Thread with other stakeholders 
 
This takes at least 5 to 8 minutes to do. 

Watch the clock and don't be afraid to interrupt if needed.
 
Do these 5 things consistently and watch your confidence with discovery calls soar. 
 
What'd I miss, friends?

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7

My best AEs run a killer sales process.

(steal all their best moves)


𝟭. 𝗪𝗼𝗿𝗸 𝗕𝗮𝗰𝗸 𝗣𝗹𝗮𝗻𝘀
Get a firm timeline with an exact date. Then clearly communicate everything that needs to happen before that date. This ensures your buyer is truly committed. It helps them get the resources they need. And it prevents overcommitting and a poor experience.

𝟮. 𝗤𝘂𝗶𝗰𝗸 𝗥𝗲𝘀𝗽𝗼𝗻𝘀𝗲 𝗧𝗶𝗺𝗲𝘀
I can't emphasize this enough. Quick response times are one of the best ways to stand out as an Account Executive. Respond the same day at the very least. Shoot for within two to three hours. Responding fast builds trust. It provides a better experience. And you can easily win deals on this alone.

𝟯. 𝗦𝗲𝗹𝗹𝗶𝗻𝗴 𝗕𝗲𝘁𝘄𝗲𝗲𝗻 𝗠𝗲𝗲𝘁𝗶𝗻𝗴𝘀
Arm your buyer with the right tools, information and collateral, so they can make the strongest case possible internally. This is how you win complex deals. You create a shared space for all their resources and stakeholders. That way you never stop selling. Even when you’re not in the room.

𝟰. 𝗟𝗼𝗼𝗽𝗶𝗻𝗴 𝗶𝗻 𝗟𝗲𝗮𝗱𝗲𝗿𝘀
Do not wait to match power with power. Bring in your leadership early. It’s a great way to build confidence earlier than your competition. This also encourages your buyer to include other stakeholders from their side. Leaders can also add value and help get things done internally faster.

𝟱. 𝗛𝗲𝗹𝗽𝗶𝗻𝗴 𝗪𝗶𝘁𝗵 𝗜𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻
This is very underrated. Most salespeople just want a signature then throw the deal over the fence. The best AEs stay involved. They ensure implementation is a great experience. And they get a lot of referrals from their buyers. 

𝟲. 𝗦𝗲𝘁𝘁𝗶𝗻𝗴 𝗡𝗲𝘅𝘁 𝗦𝘁𝗲𝗽𝘀
Who would I be if I didn't mention next steps? The best reps watch the clock. They reserve enough time to discuss next steps without being rushed. And they make sure those steps are clear and invaluable. So the buyer is motivated to schedule the call as soon as possible.

𝟳. 𝗧𝗲𝘅𝘁𝗶𝗻𝗴 𝗪𝗶𝘁𝗵 𝗕𝘂𝘆𝗲𝗿𝘀
If you are not texting with your buyers you’re leaving money on the table. It's the best way to get information quickly, check in on how a call went or how things are going, and to be available for your buyers. Use this strategy to blow past your competition.


What would you add?

- Mike G

My best AEs crush it on LinkedIn.

Steal their 3-step process.


Step 1: Refer back to the email you sent.
Step 2: Provide value based on a trigger.
Step 3: Soft CTA offering to be a resource + social proof.

𝗠𝗲𝘀𝘀𝗮𝗴𝗲 𝗲𝘅𝗮𝗺𝗽𝗹𝗲𝘀:

Step 1:

Hey Jill, sending over an email shortly. Subj: “SKO Plans”. Wanted to connect
and put a face to the name.

Step 2:

Jill, It’s Q4 which means SKO is probably top of mind. Here’s a calculator that give you cost breakdowns by city: [link]

Thought you’d find it helpful.

Step 3:

When you start planning SKO happy to be a resource - Helped XYZ plan theirs
for 57 reps in Mexico City so feel free to shoot me questions anytime.


𝗜𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁:
- Keep it simple and don't overcomplicate it.
- Just quick/easy message with value and resources.
- And watch the responses come rolling in.


Good luck out there!
Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

90% of my team hit quota in Q4 🤯

Here’s how we use AI:


As you can see:

We’re all about working smarter, not harder :)


How we use AI:

1. First Touches
AI analyzes role, company, funding, job posts, and web activity to generate tailored openers. This drives way higher reply rates without burning hours on research.

2. Discovery Prep

AI surfaces likely pain points, key priorities and key details from previous convos. This allows AEs to come in as experts and focus on revenue driving activities.

3. Call Debriefs

AI summarizes real pain, decision criteria, power structure, and risks.
Follow ups get sharper and deals move faster.

4. Objection Handling

AI predicts legal, security, finance, and procurement pushback.
AEs easily get ahead of likely objections in conversations, decks and emails.

5. Battle Cards

AI generates specific positioning vs competitors in real time.
That way AEs are never caught off guard or have to circle back with answers.

6. Selling 24/7

AI can answer questions the customer (or new stakeholders) have at any time.
AEs keep deal momentum and keep selling even when they’re not there.

7. Deal Strategy

AI alerts AEs when new stakeholders engage, what content buyers are consuming, and where risk is building inside the deal. Reps instantly know what to focus on, how to adjust their strategy, and where to lean in to win through superior insight.


By the way…

We use Aligned for 6 and 7. 

I highly recommend checking them out (for free!) here: https://lnkd.in/gqNS6GRW


What's your opinion on AI?
- Mike G

Brand partnership • Sales Director at Deel

A simple cold call formula.

(4 easy steps)

 
𝟭. 𝗧𝗵𝗲 𝗢𝗽𝗲𝗻𝗲𝗿:
Keep it as simple and straightforward as possible. Provide a little context. Let them know the call will not be long.
 
Hey, this is Mike with Acme. Good morning. I’m reaching out about your X process. Do you have a moment? I’ll be brief. 
 
𝟮. 𝗧𝗵𝗲 "𝗣𝗶𝘁𝗰𝗵" 
Instead of sharing features describe the challenges that you help people like them solve. Ask them if those challenges are relevant.
 
Typically, when I talk to other Sales Leaders that are X, a couple of challenges are top of mind: 
 
- Challenge 1 
- Challenge 2 
 
Are either of those relevant to you or did I miss the mark? 
 
𝟯. 𝗧𝗵𝗲 𝗖𝗹𝗼𝘀𝗲 
As soon as you have some momentum or interest. Try and book the meeting. Don't be afraid to ask early and often.
 
That’s something I hear from a lot of the founders I speak with and how we can potentially help. 
 
For context, our platform [insert value prop]. 
 
Would you be opposed to taking a look to see if we can help you as well? 
 
𝟰. 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 
Save deeper discovery for after the call is booked. Try and get the information that will be most helpful for your Account Executive.
 
Before you hang up, do you have 20 seconds for a couple of quick questions so we make the most out of our time tomorrow? 
 

What'd I miss?
 
-Mike G 

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

A simple outbound sequence structure.

Only needs 6 things.

𝗪𝗵𝗮𝘁 𝘆𝗼𝘂 𝗻𝗲𝗲𝗱:

1. Value Props

You only need two.

Spend a lot of time researching and thinking through the core value propositions of your startup. You should know, in your own customer's words, exactly what their challenges are, what they're looking to accomplish and how you specifically help.

2. Triple Taps

Email, phone and social all on the same day to break the noise. No this is not annoying for most people. Oftentimes, they only see one of the three messages. You never know which channel is best for someone.

3. Cold Emails

Two emails per value proposition. The first email you send plus a reply email. That's it. Anything more and you start risking getting marked as SPAM imo. Plus, you really shouldn't need more emails than that (4 total).

5. Cold Calls

I have 6 in this sequence but you can add more if you'd like to. This is the second best channel right now. LinkedIn being the first. So don't sleep on it.

6. Break up email

This is OPTIONAL but I think it can be done well. A lot of people have strong beliefs here and whenever that's the case my advice is to test it out for yourself before making any assumptions.

What's your opinion on this structure?
What would you change?

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

End cold calls ~ 5 mins.

The entire point is to book the meeting.


So, once someone has interest.


𝗦𝘁𝗲𝗮𝗹 𝘁𝗵𝗶𝘀 𝘀𝗰𝗿𝗶𝗽𝘁:
 
"Hey Jill - Sounds like there's we could help with [priority/challenge]. Would you be open to taking a quick look and seeing how that would work?" 
 

That's it. 
 
Short, sweet and direct. 
 
Book the meeting and on to the next one.
 
 
𝗧𝗵𝗲 𝗘𝘅𝗰𝗲𝗽𝘁𝗶𝗼𝗻: 
 
You're really really good and are 𝘩𝘪𝘨𝘩𝘭𝘺 confident longer calls do not mess up your close rates. 
 
More the exception than the rule. Most of the time, the best play is just to go for the close.
 
- Mike G 

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

I've done 100+ promotions at Deel 🥳

Here they all are:

𝗧𝗵𝗲 𝗣𝗿𝗼𝗺𝗼𝘁𝗶𝗼𝗻𝘀: 
 
1. SDR > AE (31) 
2. AE I > AE II (10)
3. AE > Senior AE (25) 
4. Senior AE > MM AE (9) 
5. Senior AE > AM (1) 
6. Senior AE > Manager (10) 
7. Senior AE > SDR Manager (4) 
8. Manager > Senior Manager (5) 
9. Senior Manager > MM Manager (2) 
10. Senior Manager > SDR Director (1) 
11. AE > Enablement (1) 
12. AE > Revenue Operations (1) 
13. Sales Manager > Sales Director (1) 


And the best part?
I'm hiring AEs!

So if you're looking for a massive opportunity...

Apply here!:https://lnkd.in/gkG9ukRk

-Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

How to book meetings on Linkedin. 

(3 easy steps) 💙 
 
 
𝗦𝘁𝗲𝗽 𝟭. 𝗕𝗹𝗮𝗻𝗸 𝗖𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗼𝗻 𝗥𝗲𝗾𝘂𝗲𝘀𝘁 
 
My default is a blank connection request. 
 
But if that's not how you roll... 
 
Here's a template you can use: 
 
Hey Jill. Sending over a note shortly regarding SKO planning. Wanted to introduce myself and put a face to the name.
 
 
𝗦𝘁𝗲𝗽 𝟮. 𝗡𝗼𝘁𝗵𝗶𝗻𝗴 𝗕𝘂𝘁 𝗩𝗮𝗹𝘂𝗲 
 
Use external and internal resources: 
 
 
Hey Jill.

With Q4 underway, many sales leaders are starting to plan SKO.

Here is a calculator teams are using to compare costs across different cities. 

(link)

Thought you might find this helpful.

Cheers,
Mike G
 
 
𝗦𝘁𝗲𝗽 𝟯. 𝗩𝗼𝗶𝗰𝗲 𝗡𝗼𝘁𝗲𝘀 
 
Out of the 1000s of DMs I get... 

1% of them (or less) are voice notes.
 
Great way to pattern interrupt and get attention. 
 

Here's a template for ya: 

 
Hey Jill.

Hope the resources were helpful.

If you would ever like to connect on SKO planning and which locations tend to offer the best experience while keeping costs efficient, happy to share what we are seeing.

I also sent a note with the subject line “SKO Planning” if it is easier to reply there.
 
𝗕𝗼𝗻𝘂𝘀: Send a quick (45 second) video showing how your software would help with their most likely priority and/or challenge.


What'd I miss? 
 
- Mike G 

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

#1 Channel: LinkedIn
#2 Channel: Cold Calls
#3 Channel: Cold Emails


And the #1 strategy...
Using all 3 channels in your outbound.

Cold calls used to be #1.
But I think LinkedIn is where it's at right now.

What do you think?
- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7

How to start discovery calls strong.

(using a simple script)


It may seem like a small thing, but...

People don't like repeating themselves.

So if your SDR shares notes...

Make sure to use them!


𝗛𝗲𝗿𝗲'𝘀 𝗛𝗼𝘄:

Hey Jill,

Excited to connect today. I spoke with my colleague Sara, and she shared some context around [SDR notes].

Did I capture that correctly, and what is most important for me to understand about your business and what you're looking to accomplish?


Why this works:

1. Prospect doesn't have to repeat themself
2. Show that you're prepared
3. Focus on their priorities


It's the simple things that matter most,
Mike G


👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

Here's my best agenda structure.

Simple, easy, and direct.


𝗧𝗵𝗲 𝗦𝗰𝗿𝗶𝗽𝘁:

Hey Jill. Appreciate you taking the time.

To start, I will give a quick two minute overview of what we do at Acme so you have context on how we typically help our customers.

From there, I would love to learn more about you, what prompted you to take this meeting, and the key initiatives your team is currently focused on.

If there is alignment, we can walk through the platform and talk through how we could support your top priorities and goals.

Is there anything specific you would like to make sure we cover today?


3 tips:
1. Start with what you do (for outbound leads)
2. You can remove that (for inbound leads)
3. Give the people what they want (demo on first call)


𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻: On a scale of 1 to 10 what would you rate this agenda?


Double espresso kind of day,
Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

$56,000.

That’s what I made at my first startup.

Before that.

$96K as a tax supervisor.

I took a 𝟱𝟴 𝗽𝗲𝗿𝗰𝗲𝗻𝘁 𝗽𝗮𝘆 𝗰𝘂𝘁 to get into startup sales.

No safety net.
No guarantees.
Everyone thought I was out of my mind.

But I knew one thing.

If I wanted a chance of controlling over my financial future, I couldn’t play it safe forever. 

9 years.
3 unicorns later.

I crossed well over $200K in annual earnings.

The lesson:

Life's too short to play it small.

Dream big, make moves and take risks.

Best way to look back on life without regrets imo.

– Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

Max out your 401(k).

Starting today.

If that's not possible, no worries.

Just make it your #1 priority and focus. 

And be willing to make sacrifices (short term) to make it happen.

- No new car
- No buying a home
- No expensive vacations
- Grocery shop and cook most meals

It's legit the most important thing you can do for your future self.

It sounds easy.

But trust me it's hard.

Especially when in your 20s.

At least, that's how it was for me. 

Investing was the absolute last thing on my mind.

So I didn't invest much until much later in life (early/mid 30s).

If I could go back in time... 
This would literally be the one change I'd make.

So don't make the same mistake I did.
And start maxing out your 401(k) today.

I promise the sacrifice will be worth it,
- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

I get 1000s of DMs.

Not many have voice notes.


If you want to stand out.
Try adding them to your LI outreach.


𝗛𝗲𝗿𝗲'𝘀 𝗮 𝘀𝗰𝗿𝗶𝗽𝘁:

Hey Jill,

Thanks for connecting.

I’ve been talking with a lot of sales leaders lately who are planning their SKO in cities outside of Vegas. The goal is keeping costs under control while still creating a really strong experience for their teams.

I’ll send over a few helpful resources shortly. The planning process can get surprisingly time consuming, especially when you are coordinating travel, venues, and budgets for a large remote team.

Glad to be connected. If any questions come up, feel free to shoot them my way anytime.


PS. Gotta send them valuable resources too ;)

Question: Do you send a note with your connection request?


Stand out, book meetings, make money,
Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

Check this cold email out.

It's only 44 words.

Sometimes super simple is best:
- People are always busy
- They don't have time to read novels
- So get to the point and try to build interest


𝗖𝗼𝗹𝗱 𝗘𝗺𝗮𝗶𝗹 𝗧𝗲𝗺𝗽𝗹𝗮𝘁𝗲:

Jill, looks like you're hiring AEs.

How are you making sure your commission process scales with the team?

We helped Shopify automate their process. Reps saved 4 hours a month. Submitted less disputes. And spent more time selling instead.

Curious to take a look?


𝗕𝗼𝗻𝘂𝘀: The reply email can be a simple video showing how your platform solves their #1 problem. Just one sentence like: "Here's a quick 45 second video showing how we remove all the headaches from the commission process.


What do you think?

Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

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