Tal Baker-Phillips

lemlist

Helping lemlist's top clients solve problems.

Customer Success Lead

Sales Lead

Partoo

12 BDRs managed across all Europe, LATAM and MENA 🌍

- Define territory prospection strategy along with Team Leads
- Coach and challenge team leaders under direct management
- Ensure targets are being met
- Influence and manage new processes
- Influence strategic decisions taken by management
- Manage HR aspects: holidays, trial periods, monthly + annual reviews, pay rises, disciplinary issues
- Plan individual career growth
- Decision maker in recruitment process

2022 Target Reach
Jan: 112%
Feb: 122%
March: 99%
April: 87%
May: 108%
June: 133%
July: 107%
August: 104%
September: 103%
October: 80%
November: 76%
December: 100%

BDR Manager - Expansion

• Manage team of 9 BDRs prospecting in 4 languages across the UK, CEE, DACH, Middle East, Nordics, Brazil and LATAM;
• Built the prospection structure used for International outreach from scratch;
• Team pipe generation of €5,000,000+ (as of February 2021);
• Lead the international prospection process, with a tailored approach for each territory;
• Use tools including SalesNavigator and SalesLoft every day;
• Work closely with each BDR to always adapt and streamline the approach we use as an EXP team; 
• Interact with operations and marketing team to build the strategy we need to hit our weekly and monthly targets.

Team Lead BDR - Expansion

• Lead expansion in the Middle East, Brazil and UK;
• Pipe generation of €1,390,000+ (as of June 2021);
• Update and streamline the Business Development process;
• Personally carry out initial qualifying meetings, as well as participation in negotiations further down the line;
• Maintain daily communications with top companies and C-level representatives to discuss the details of Partoo's solution;
• Close relationship with Country Managers and Chief Sales Officer.

International BDR

Meero

• Responsible for prospection in Portugal and UK markets;
• Maintained consistent results - 82%, 171%, 134% of target for Q4;
• Prospected through calling, mailing and making use of Salesforce, SalesLoft and Sales Navigator;
• Created a weekly list of 20 high priority companies to prospect;
• Worked closely with KAM and team lead;
• Respected the daily targets and adapted to the rhythm demanded by the particular markets and startup environment;
• Contributed to the evolution of Meero.

Business Development 

Upwork

• Translation, Content Writing and Voice Over work for English, Spanish and Brazilian Portuguese.

Freelancer

Sidera Consult

• Attended events representing the company, including BRITCHAM Brasil and the Netherlands consulate-general;
• Assisted on Brazil – UK company relations;
• Provided assistance directly to the company’s CEO;
• Drafted weekly articles in English on International Trade and Market Expansion; 
• Worked closely with the European Union on a weekly basis to produce and translate financial business reports;
• Translated and interpreted documents in Portuguese and Spanish on a daily basis; 
• Maintained and updated social media and website content;
• Worked on a 10-month project with the Brazilian Ministry of Agriculture (MAPA), for which Sidera received its largest investment to date;
• Planned and implemented corporate events.

Corporate Communications

Superprof

•	Taught English to Portuguese speakers;
•	Clients ranged from absolute beginners to senior business partners, giving me proficiency in everything from slang and informal language to advanced business vocabulary.

Freelance Tutor

Book 10+ Meetings Every Week

Former BDR. 

Driving lempire from $20M to $100M. 

Fruit enthusiast.

I help 100+ ambitious sales teams write bloody good emails.
 
Can show you how in 15 minutes. 

Send me a DM 💙

Or click the link below for the document I share with our top performing clients 🎒

https://lempire.notion.site/Tal-s-KAM-Pack-d0bd402b3444401586eff66d53b5d4af

Sales Leader

I make videos.

Click the link below to watch one 💙

Astounded I received this cold email today, though it reminded me of one thing my mother used to tell me when I was just a boy:

Don't believe everything you read on LinkedIn.

One of the main reasons lemlist bought Claap was we quite liked the idea of being able to extract every piece of data from every call we've ever done.

Here's our top 2 use cases - Sales for SPICED/MEDDIC & my own Customer Success template 💎

Claap's data showed I gave 760 feedbacks to my team since June.

All comments on recorded meetings.

Because the best way to train a team / ramp up new reps isn’t shadowing calls live or doing role plays.

It’s to leave feedback in pure context. 

- record everyone’s calls (we use Claap)
- watch them back on 2-3x speed
- get to work leaving comments time stamped on an actual meeting.

p.s as Aleksandra Mladenović, Esteban Yanischevsky and Julie Abecassis know, it’s the most relaxing, enjoyable task in the whole world 💙🍿

$2.7k commission and worth every penny 💅🏼

Not every team should have a KAM

Here are the eligibility criteria we put in place

What problem are we solving here?

#1 cause of churn = bad fit clients...

Not quantifying numbers on a sales call is like a doctor letting a patient get away with saying ‘ah i don’t drink that much alcohol that’s not the issue….’

How many units per week?

“don’t know exactly but not many”

What do you drink may I ask?

“Just beer, rarely spirits”

Pints of beer or bottles?

« Pints yea »

How many times a week do you drink beer?

“not that often honestly that’s not the issue trust me”

Ok, so less than 5 times per week?

“No a bit more than that but not very often”

Ok so 10 times per week for beer, then once per week for spirits?

“Err i’d say two-3 beers after work maybe more on the weekend, then i’d maybe yea have a gin/tonic if it’s a birthday or event or after work so yea something like that”

And there were events in the past two months like this?

“Not really no”

Ok so 2 events per month where you’d go out and drink beer + spirits?

“Past two months yea, 4 actually it was a work event”

And you’d have a small gin or a large double shot normally?

« Er I would normally get a double to be honest! »

And may I ask a final question, what beer is it you go for?

« Stella Artois, so nothing too strong »

Ok so 10-15 beers during the week, weekend is 3 beers at an event + let’s say 2 gin tonics. An average of 2 per month in the past 2 months.

Stella is 4.5% =, one of the stronger lagers. So that works out at 2.5 units per pint. Gin is 2 units for a double. 

So that works out per week at an average of 25-37.5 units from beer per week, plus 1 unit per week average if you have 1 double shot of gin.

So 26-38.5 units per week. 

The recommended limit is a maximum of 14 units spread over 3+ days with 2 alcohol free days In the middle. So you’re at least 2x almost 3x over the recommended limit on an average week.

« Ah... »

Over and over and over and over and over and over and over until it becomes clear as crystal what the numbers are.

"We have a very specific ICP, very niche so it’s harder for prospecting"

EVERYONE says that :)

In fact, do yourselves a favour and get rid of that notion entirely from your mind

Instead, set in place reasonable targets that are lower

I’ll bet my house on the fact that more difficult to book meetings with ALSO means higher average op size, ADS and so therefore each app is more valuable

When my team was 12 BDRs, we prospected in 4 or 5 territories

LATAM is very easy to book meetings - target was 5 M1s per week. 

LATAM also had the lowest conversion rate from M1 -> opp, lowest ADS, lowest conversion rate from opp to close and so it was ‘easy’ to book meetings with them, but not really very valuable to the company.

DACH had a target off 2 M1s per week, because almost all the meetings turned into qualified opps, and when they did end up signing, which was often, the ADS was some of the highest.

So this argument is rooted in ‘we haven’t set our targets very well and are annoyed our emails don’t get replies’

Set your targets based on an ICP, a region, an industry, a persona and previous data mixed with your future targets, and stop moaning It’s hard.

It doesn’t work like that, focus on solving the tactical problems that will help you hit your North Star KPIs.

In fact, the more niche, the better. It means you should be able to REALLY dig down into the day to day specifics of the problems you’re solving for your clients.

Imagine the other way - having a broad ICP? Marketing personas at SEO companies? Sales VPs at tech companies? CEOs?

Then these same people would be complaining ‘We have a super broad ICP, everyone prospects them so hard to stand out….’

Scratch beneath the surface juuuuuust a tiny bit, you’ll find they’re doing plenty of things that are stopping their probability of success before we even get to targeting.

Tier 1 shit excuse :)

Heart warming to receive this email from the team?

Makes it all worth while when you see the impact you have!

WeTransact

Making Microsoft Marketplace feel like magic 🪄 (okay... just super simple).

At WeTransact, we help ISVs list, sell, and grow on the Microsoft Marketplace - minus the headaches.

🧠 Built by ex-Microsoft founders, we know the ecosystem inside out.
⚙️ From listing to closing deals, you’ll run it all in one platform.

Here’s how we help:

Integrations – Listing setup, CRM connections, setting private offers
Targeting – Search our database for customers, partners, and AEs
Marketplace Pro Training – 6-week program to master your GTM
Partnerships: Get everything needed to establish a strong partnership with microsoft (ip-cosell)
Campaign Automation – Run outreach campaigns without leaving the platform
Demand Generation – We fund and run campaigns to bring demand to your door 

👉 Book a demo to see how we can help you win on Marketplace - 

https://www.wetransact.io/utility-pages/talk-to-us

Marketing Lead

Amazon Web Services (AWS)

◆Proficient in creating registration pages, email campaigns, and invitations through platforms like Splashthat and Marketo.
◆Assisted in executing events and managed external advertising agency relationships.
◆Facilitated a seamless follow-up process with the sales team.
◆Meticulously managed records and campaign requests in Salesforce.
◆Responsible for overseeing and managing the "AWS Ready" solution catalog in an online environment.
◆Gained hands-on experience in event planning and email campaign management.
◆Developed skills in platform utilization, analytics, and team collaboration.

Field Marketing México

John Deere

◆ Supported John Deere distributors in the Laitn-American region.
◆Direct and frequent contact with 7 countries: Bolivia, Peru, Paraguay, Uruguay, Dominican Republic, Chile, and Ecuador.
◆Active involvement in marketing campaigns and strategies.
◆Gained expertise in cross-cultural communication.
◆Kept distributors updated with all communications, ensuring seamless information flow.
◆Managed the distribution of a newsletter to enhance engagement.
◆Successfully managed stakeholders, fostering strong relationships and collaboration.
◆Played a pivotal role in ensuring the distributors' success in their John Deere marketing campaigns.

Marketing and Communications Latin America

People and Sales Solutions

Social Media Marketing Internship with a focus on social media monitoring and content creation.

◆ Social media monitoring and content planning.
◆ Insights into audience engagement and data-driven content strategies.
◆ Worked on projects that led to increased engagement and audience growth.
◆ Contributed to crafting engaging and strategic content.

Marketing and Communications 

Skill Idiomas

◆ Teaching English to children aged 8-14.
◆ Creating engaging, child-centered lessons.
◆ Facilitated interactive classroom activities.

English Teacher

Julia Do Prado

WeTransact won Microsoft Startup of the Year France. 🇫🇷 

when I joined WeTransact, it was just me, Johan, Juan, and Joao.
four humans in one tiny office in Lisbon.

and a VERY tiny monitor where Juan pitched what he called “the biggest opportunity” lol.

I remember looking at the screen thinking: half of me smiling because I was excited…and the other half completely SHOCKED because out of every 5 words he said, I understood 1. (that’s the reality when you hear “Microsoft Marketplace” for the first time.)

jokes aside- it’s been a crazy ride since then. a lot of big achievements, new product features , new customers, new partnerships.

and now here we are :)  

winning a big recognition as Microsoft Startup of the Year France.

achieving something like this is huge. mainly because, watching from backstage, you see how every little detail adds up + how much goes into everything we do.

and mostly, how amazing the people here are and the whole ecosystem around us. every interaction with our partners, our customers, microsoft teams. that's what makes it all special.

I'm super proud to look back and know I’ve been part of this adventure 🎢 the people around me, the exciting stuff, the tiny moments of life. It's really cool. 

a feeling of gratitude! just like this pic of us being happy when the monitors arrived. 😄💜

and in case i haven’t said it: WeTransact IS MICROSOFT STARTUP OF THE YEAR FRANCE!

Microsoft-first GTM for ISVs (+50M billed through WeTransact) | Microsoft Marketplace

“Meu processo de venda é consultivo. Posso vender minha solução no Marketplace da Microsoft?”

A resposta é simples: claro que pode!

Essa é uma das perguntas que o Paulo Tonin, Gerente de Desenvolvimento de Parceiros na Microsoft Brasil, mais recebe. 

E no nosso segundo episódio de 'Marketplace Mythbusters' em português, falamos exatamente sobre isso.

A verdade é que o Marketplace não muda seu processo de venda.

Você continua vendendo da mesma forma.

O que muda? A parte operacional. E ela fica bem mais simples para você.

Assista ao episódio completo para entender como tudo funciona na prática. 

Paulo, obrigada pela presença!

E para os próximos convidados… nos vemos no próximo episódio 😉 Fabio Miranda, Elcio Favare, Lucila Oliveira!

WeTransact

something big is happening inside the Microsoft ecosystem,  and it’s all pointing in one direction → Marketplace is booming.

over the past year, Microsoft has been making some massive moves:

→ $1.5B investment + a shift toward corporate + SMB
 (the goal? surround customers with a strong partner ecosystem: services partners + ISVs + innovative solutions all in one place.)

→ the multiplying effect is real. IDC ran a full study on Microsoft’s ecosystem and the numbers are wild:

 • services partners earn $8.45 for every $1 of Microsoft revenue
 • software partners earn $10.93 for every $1 of Microsoft revenue 

no other ecosystem creates leverage like this.

→ Marketplace specifically? it’s exploding.
 • 163% increase in AI offers listed
 • 387% increase in customer purchases 

that’s not a trend that’s a shift in how companies buy.

Microsoft is putting real money, programs, perks, and support behind partners who want to grow through Marketplace.

(and yes, each program has a different name… but that’s another story lol.)

the real message?

Microsoft is betting big on Marketplace → because it’s where customers already are.

if you’re an ISV or services partner, this is your moment.

the ecosystem is built. the investment is made. now it’s about stepping into it.

are you already using Marketplace in your GTM, or still testing the waters?

taplio

The Battle

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Julia Do Prado

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taplio

The Battle

Tal Baker-Phillips

Julia Do Prado

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Engagements

Likes

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