Modern Day Sales

Are you an SDR or AE looking to book 60% more meetings in the next 30 days?

Founder

Payscale

They laid off all their new hires including me :-)

Mid-Market Account Executive

ZoomInfo

YTD 2024 105% to quota
H1 2024 - 117% to quota

Mid-Market Account Manager

Presidents Club 2023
H2 2023 - 100% to quota
Q4 2023 - 105% to quota

Corporate Account Executive

Q3 2023 - 110% to quota
H1 2023 - 153% to quota
Q2 2023 - 116% to quota
Q1 2023 - 405% to quota

Commercial Account Executive

Sales Enabled Podcast

Co-host

Coursera

- 2022 Q3 100% to quota
- 2022 Q2 108% to quota 
- 2022 Q1 600% to quota

Enterprise Sales Development Representative

memoryBlue

Sales Development Representative

Gigamon

Gigamon is the recognized market-leader in network visibility, analytics, threat detection and response for critical performance and security needs. We enable your organization to run fast, stay secure and innovate. We are the first company to deliver unified network visibility and analytics on all data-in-transit. Across your physical, virtual and cloud infrastructure, we aggregate, transform and analyze your network traffic to meet your critical performance, rapid threat detection and response needs, freeing your organization to drive digital innovation. Global 5000 companies and government agencies rely on Gigamon solutions to increase the efficiency of their security stack, reduce complexity and save costs.

KingCollector LLC

- Achieved monthly sales of 4k for the last year
- Consistent ROI of 500% per month selling collectible items
- Established excellent rapport to keep a consistent flow of customers
- Communicated with customers to resolve any issues and to provide further information of the products being sold on multiple platforms (facebook, amazon, ebay, offerup, or in person)

American Medical Response

Emergency Medical Technician

In 2021, I got into Dominican University for Physician Assistant (PA) school. I quit my EMT job, and took a break for 3 months. During this break, I realized all I was doing was fulfilling my immigrant parents "American Dream". 

I decided to reject my acceptance to find my own version of the "American Dream" and broke into tech sales as a first gen Latino-American. 

Since then I've surpassed my quotas (>100%), brought in over 2M ACV Closed Won deals, spear-headed the company-wide implementation of an auto-dialing tool, & mentored aspiring SDR's. 

I plan to empower non-traditional backgrounds in tech sales by talking about my own challenges, successes, & learnings.

This is my story📚

Dear Prospects,

I’d much rather get a fast no rather than be ghosted.

Best,

A Sales Rep

Elmer Lopez 🏆

In 2021, I got into Dominican University for Physician Assistant (PA) school. I quit my EMT job, and took a break for 3 months. During this break, I realized all I was doing was fulfilling my immigrant parents "American Dream". 

I decided to reject my acceptance to find my own version of the "American Dream" and broke into tech sales as a first gen Latino-American. 

Since then I've surpassed my quotas (>100%), brought in over 500k ACV Closed Won deals, spear-headed the company-wide implementation of an auto-dialing tool, & mentored aspiring SDR's. 

I plan to empower non-traditional backgrounds in tech sales by talking about my own challenges, successes, & learnings.

This is my story📚

Account Executive @ Popl | 1x Presidents Club

Popl is hiring! We just came off our best Quarter ever. Join us 👇 

Account Executive
💰 $130K - $170K + Equity

Customer Success Manager
💰 $90K - $145K + Equity

Account Manager
💰 $120K - $160K + Equity

🌎 fully remote
💰 competitive salary
💎 meaningful equity
🩺 full insurance
🏝 unlimited PTO 
🧘🏿‍♀️ $250 monthly wellness credit

See all job posts in the first comment below!

By the way, I’ve been getting hounded with DM’s about this already.

Here’s my advice:

1. Find a unique way to stand out.
2. Send your accolades in your message (presidents club, quota %, etc.)

A lot of the DM’s are the same thing:

“Who’s the hiring manager over there?”

“Can you refer me?”

“How do I get hired?”

Before you send a message think, “If I send this, will they actually open it after getting 100+ DM’s?”

Anyways, hit that apply button!!

Never be afraid to change careers.

If it feels like the right path, then do it.

& if you don’t like it, at least now you know.

Last week, I had the chance to attend 30 Minutes to President's Club’s 1st event in LA!

I was super glad to have finally met the legend Nick Cegelski in person.

(Forgot to take a pic with him though lol)

The vibes at the event were absolutely immaculate.

You put 40+ sellers in a room, we’re all going to be talking your ear off.

It was cool to see how many people recognized me from Linkedin & TikTok alone.

I also loved hearing how happy these sellers are at their companies.

Especially since Linkedin can feel so negative at times.

Hopefully, more companies start to host events out here in LA.

& if you do, don’t forget to invite me 😤

Day in the life in tech sales.

The last few weeks have been hectic with traveling to our conferences & our company retreat.

Now that things are slowing down a bit, its time to fill up the pipeline with some cold outbound.

One of my strongest channels lately has been Linkedin.

I’ve brought in around 8 meetings from Linkedin within the last couple weeks.

& honestly, what I’ve been doing has been no secret.

I’m an avid pitch slapper lol. 

After connecting for a day, I’ll send a brief pitch explaining the pain points people within their position usually deal with, then I talk about how we solve it. 

Typically, I’ll include a booking link to remove any friction.

This is probably going to go against everything you’ve heard from sales gurus.

But if you have a large TAM like I do, then feel free to replicate this strategy.

After doing cold outbound for the day, I was just about ready to log off, that was until I got this email notification from Aligned. 

I was in shock, especially because this was someone I demo’d literally 2 months ago.

I checked the aligned room, & there it was, 50 minutes spent looking at the proposal, our past demo, the pitch deck, & our 2 minute explainer video. 

Right away, I called + emailed the prospect & got a quick 25 minute follow up booked with all the stakeholders.

To be honest, if it weren’t for Aligned, this sales cycle would’ve probably been delayed even further since I’d have to refresh the prospects memory on everything we talked about 2 months ago.

Big shout out to Aligned, & stay tuned to see if this deal gets closed.

Peace out everyone!

Try Aligned for free here:

https://lnkd.in/g5vi2Qhc

Brand partnership • Account Executive @ Popl | 1x Presidents Club

Salespeople, the voice notes era is cooked.

I used to preach voice notes until I started getting them myself.

I agree that it helps you standout but nobody wants to sit there & listen to a 1 minute voice note.

Just give me the tldr…

Once I see a 1 minute voice note, i swipe away because I need to move on to my next task.

In my opinion, a linkedin text dm that is highly relevant (doesn’t always have to be personalized) beats all.

I’m starting to think voice notes are no longer it for cold outreach….

Welcome to a day in the life in tech sales.

Tonight we’re hopping on a redeye to Costa Rica.

For what?

Well, I work at a startup & we get to have a yearly company retreat outside of the country. 

Which is pretty cool.

My girlfriend dropped me off at the airport around 9pm.

I was supposed to land in Costa Rica by 6am but then…the craziest thing happened.

Something I couldn’t have ever expected.

Right when we were about to land in costa rica, I noticed something strange.

On the map, it showed that we were just going in circles around the airport we were supposed to land in.

A few minutes go by.

Then finally the Pilot makes an announcement.

“We will not be landing in Costa Rica due to some issues with the air traffic control

We will now be landing in Guatemala.”

All I could think was, Damn…
 
I haven’t slept all day.

So, sleeping at a nice 5 star hotel sounded really nice.

But oh well, things don’t always go as planned.

A couple hours later, we landed in Guatemala & we got put into a random hotel until we could take the next flight to Costa Rica at 8pm.

& sure the whole situation sucked but I truly think everything happens for a reason.

Because at the end of the day, as corny as this sounds, being a part of a team means overcoming challenges together.

& the fact that we overcame this one, was a big trauma bonding experience.

What’s funny is that the rest of the trip went so smooth.

& Costa Rica was absolutely beautiful.

We got to do some ziplining & a ton of other bonding activities.

I’m honestly pumped to see where we go next year for our company retreat.

Hopefully no roadblocks though haha.

Peace!

Live booked demo at a conference.

Before working at Popl, I had been to 0 conferences in my lifetime.

Now, I can say that I’ve been to 2 big ones.

The 2 that I went to, just showed me how important in person sales is.

For 1, you create a real human connection.

For 2, its harder for them to say no to a demo when you’re right there in front of them LOL.

For 3, everyone’s inboxes are filled with AI.

At conferences, you have all the opportunity to chat & book everyone thats a good fit.

Personally think that most companies will be increasing their events/conferences budgets within the next few years.
 
Does your team go to conferences today?

What I wish I knew in the first 90 days as an SDR

1. Go straight into cold calling

2. Listen to SDR’s cold calls

3. Listen to AE demo’s

4. 1:1’s with top performing sdr’s

5. Creat a No shows/Cancels report

6. Calendar block
    * Block times for cold calls
    * Emails
    * Li outreach
    * Prospecting

What did I miss?

Day in the life in tech sales.

With the Thanksgiving around the corner, things are starting to slow down a bit in tech.

I truly don’t think prospects in the US are thinking, “Ooo let me take this demo on the week of thanksgiving”.

But let me let you in on a little secret how to still hit quota during the holidays. 

If the product you sell is global, focus all your outreach on the countries outside of the US.

Now you have prospects that will actually show up, & the chances of you hitting quota also go up.

You’re welcome!

After taking some internal meetings, i got this message from a new hire. 

Funny enough, this isn’t the first time I’ve received this message.

So instead of repeating myself every time a new hire comes around.

I created a quick walkthrough with Tango.

Tango makes it nice & easy to create training guides that your colleagues will actually follow.

I’d much rather watch a step by step walkthrough of how to do something instead of watching an old video guide that hasn’t been updated in years.

Anyways, happy thanksgiving y’all.

Peace!

Happy Thanksgiving, y'all!! 

Don't forget to actually take some time away from the laptop and enjoy that time with family 🦃

❌️ Things I'm not falling for (sales edition)

🔹️”We’re good to sign by the end of the month”

🔹️"I can make a decision on this on my own”

🔹️"We’re not looking at any competitors”

🔹️"Pricing won’t be an issue”

🔹️"Just send some times over email”

🔹️"Send me a proposal & we’ll get back to you"

Salespeople - What's on your "not falling for it" list?

Welcome to a day in the life in tech sales.

Today we’re going to the Sema conference in Las Vegas.

Funny enough, I was not supposed to go to this conference at all.

But last minute our BDR Manager hit me up and told me they needed someone to man the booth. 

& of course I couldn’t say no.

Right when we got there, we started to set up our booth.

That’s before we realized that we had 0 instructions on how to set up the stand for our banner.

Thankfully my coworker Spencer had the brilliant idea to just match the letters together.

& boom, we were finally able to get it all set up.

I’ll be honest when I signed up for this conference, I honestly har no idea what to expecet.

As I walked around to find some coffee, I was shocked to find out that this was one of the biggest conferences in the U.S.

& its not even a tech conference, its an automotive conference haha.

Just absolutely crazy cars everywhere. We're talking super old-style car builds to monster trucks to McLarens, Ferraris, etc. 

And I'm going to be real with you. I don't know a lot about cars, but I sure did learn a lot more about them at this conference. 

After grabbing my coffee, it was time to head back to the booth.

Within a few minutes of being there, this guy waves his popl card at me & says, “love the product brotha”.

Gotta love being at a startup that has some sort of brand recognition.

I knew it was a great opportunity to pitch him our event lead capture which helps enrich contact data from just a scan of a full name & company on a conference badge. 

This was pretty cool, because it happened 4 more times throughout that day of the conference.

Overall, I’d say that sema was a successful conference.

Especially since our BDR’s booked 73 demos in 1 day.

Until next time. 

Peace out everyone.

Dear salespeople,

Don’t be that sales rep who updates their whole pipeline 1 hour before the forecasting call.

At that point, you’ve most likely forgotten important details about the calls you had 3 days ago.

Then you have to jump in-between tools just to grasp what happened (CRM, email, call recorder, notes).

I mean, I get it, as sales reps we’re stacked with things to do.

This is why learning to manage your time efficiently is everything.

& when I found out about Reevo, I was mind-blown…

It’s the all in one tool that uses AI to handle:
👉🏽CRM updates
👉🏽Call transcripts
👉🏽Personalized follow up emails

At that point, I’ve reduced 90% of my clicks.
 
Which of course leads to more time selling —> more revenue for the company —> more money in my pocket.

That way, you’re not freaking out & scrambling every-time a forecasting call shows up on your calendar.

Have you tried using an all in one tool like Reevo?

(P.S. they just announced $80M in funding, definitely check them out)

What’s the best perk a company can offer? 
(besides pay of course)

I’ll go first:

1. Remote work
2. Unlimited PTO
3. WeWork access
4. Health, vision, dental ins.
5. 401k match
6. Metlife Legal (my fave)

What did I miss?

VP of Marketing: We’re going to scale back our Events budget for 2026.
Event Marketer: So we’ll be going to fewer events/conferences?

VP of Marketing: No, we’re actually going to go the same amount

Event Marketer: So you’re asking me to do more with less?

VP of Marketing: No, I’m asking you to find the conferences where we didn’t perform as well & replace them with better ones. 

Event Marketer: We don’t have the attribution data to track the ROI of these conferences.

VP of Marketing: We’re not tracking the ROI of the conferences we spend over $500k per year on???

Event Marketer: Well right now we’re buying the badge scanning devices for every conference we go to & they don’t have the best attibution data.

They don’t even connect to the CRM at times.

VP of Marketing: Looks like we have a bigger problem here

How much do we spend on badge scanning devices per year?

Event Marketer: Well, we have to buy them for each conference & we go to 20 conferences per year.

So around $1k per conference which comes with 5 users/devices.

VP of Marketing: We’re spending $20k per year on those badge scanning devices & they don’t give us attribution data?

Event Marketer: Some of them don’t even connect to our CRM

VP of Marketing: There has to be a better solution to this. 

& luckily there is…

Every time I show Popl to Event Marketers, all their reactions are the same.

“Where have you guys been all this time?”

With Popl, all you have to do is scan a conference badge or paper business card 

(all you need is full name & company)

Then it automatically:

➡️ Enriches all contact & company data

➡️ Tags all the leads with the event/
conference for ROI tracking

➡️ Pushes all the data straight to your CRM along with lead qualifiers & notes

➡️  Emails the prospects

All while you’re still on the conference floor…

Stop wasting $$ on badge scanners that don’t even give you the data you need.

Start getting the ROI out of conferences: https://hubs.ly/Q03Wx0jD0

Out of office season is here….

Most of the emails I sent out yesterday received an automatic OOO response.

The holidays are a tough time for sales….that’s why we have to get creative.

So far, my creative take is reaching out to prospects who reside in countries that don’t celebrate Christmas.

What’s your creative take on booking meetings during the holidays?

I self-sourced over 100 meetings through email as an AE. 

(Copy my template) 

Instead of spraying & praying or even worse.

Letting AI write your emails.

Focus on:

1. The trigger
2. The Pain
3. Low ask CTA

Use a tool like lemlist to help you automate.

Because at the end of the day relevance at scale wins all day.

Here’s the framework:

[Subject line]

Hi [name], I noticed [Relevant trigger]

Most [job title] that [Relevant trigger] 
struggle with [Relevant Pain]

[Your company] has been helping [their competitor] solve that by [Your solution]

[Call to Action]

The relevant trigger could be funding, them hiring for a specific department, etc..

Try it out & let me know how it goes 🫡

Do you think relevance beats personalization?

I graduated with a Bio-Physiology degree & a minor in chemistry. 

And it was the BEST thing I’ve ever done.

Even though I ended up not using my degree.

Those classes taught me discipline.

From having multiple sleepless nights studying for exams.

To working together with classmates on projects.

Discipline + teamwork, all things that have made me a better seller :)

College isn’t for everyone but it definitely sets you up for success, 1 way or another!

What did you do before tech?

SDR’s, if you want to get moved up to an AE, this is for you.

Find the gaps in your org.

Noticed that no ones cold calling in your org?

Become a master at cold calling and teach it to your teammates.

Use something like Fireflies.ai to record those calls.

& send them over to your team slack 

(especially since Fireflies.ai has a seamless integration with slack)

Working from home and feeling alone?

Set up cold calling blitz with your team.

There’s a lot you can learn from each other.

Noticing your AE’s letting the smaller deals slip away?

Ask if you can work them (if org allows of course)

Then use Fireflies.ai live assist to help you overcome the objections that come up on the calls.

You’ll get quick prompts while you’re live on the call. 

That way you always know what to say next.

& get real hands-on AE experience.

The list of gaps you can fill, goes on & on.

But management truly notices these kinds of things.

I did this at my last org and managed to use the gaps I closed as leverage to get my first AE role at ZI.

What gaps do you think you can close today?

taplio

Elmer Lopez 🏆's Linkedin Analytics

Elmer Lopez 🏆

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taplio

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