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February 7, 2022
4 min read
Welcome back to The Weekly Pitch! Our mission is to cover news, offer insights, and profile rising stars in the sales community, like Issa Leconte.
In our Feature Story, we interview Issa as she walks us through her journey to SDR and shows us how to book a meeting using LinkedIn with five proven tips.
In The Closer, we highlight one Enterprise Account Executive and the one thing she needs to hear before ever talking "discount" with a potential customer.
Let's start with our Weekly Chart.
The Sales Happiness Index 2022 report from Dooly dropped this week. This stat, in particular, is alarming – 38% of our sales tech stack is underutilized.
From the looks of how she flows on LinkedIn, hitting that target will be easy peasy.
She took time out of her busy day to chat with The Weekly Pitch and share thoughts on this thread from connection to appointment booked!
Too many of us are eager to get the thread going immediately after a prospect accepts our connection. That's too predictable and a turnoff.
Three days later, Issa reached out to say she was talking about Irish beers with Eoin. Insert double take.
Uncover fit with any potential customer through the lens of making or saving them money. (Solid advice for the entire buyer's journey from discovery call to closed-won.) It's that simple.
Not surprisingly, the best meeting setters don't drag out LinkedIn threads infinitely. Get our prospects to take action after a few exchanges.
Time is always a sales pro's worst enemy. Don't let it slip away. Issa was back at it first thing Monday morning.
Issa wanted to get into tech sales, so she applied and was accepted into the SDR apprenticeship program with Prehired.
The 9-month program taught her about the sales development process like qualifying leads and learning about critical tech stack tools like Salesforce, Zoominfo, and Salesloft.
It's early, but she's ecstatic to be in the SDR role. Every day brings a new challenge.
Fun facts about Issa: I grew up in Haiti, enjoy traveling, woodworking, and eating cheese even though I’m lactose intolerant.
Our favorite Issa post on LinkedIn:
"A big believer that in life, you don't ask, you don't get."
Connect with her on LinkedIn to learn more about Correlated!
Morgan Melo is an Enterprise Account Executive with Pave, a company that offers end-to-end compensation planning solutions.
She was a recent guest on the 30 Minutes to President's Club podcast and provided several solid negotiation tactics.
Explore this 30-second clip to learn the one thing Morgan requires the prospect to say before entertaining a discount. This is next-level closing!
"I would not even start negotiation about price before I know we're their number one pick."
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