BuyerExperience

win/loss should generate revenue, not just insights. We turn lost deals into a revenue stream with our AI driven revenue recovery system

Account Executive

Kargo

Full cycle AE 

Prospecting, outbound strategy, custom presentations, in-person client meetings, manage procurement/security processes, complex deal cycles with enterprise brands.

Marpipe

Full Cycle AE

45 meetings booked in 6 months
2023: 118% to goal
Q1 2023 84%- ramp goal (14 closed won, 9 outbound)
Q2 2023 74% (13 closed won, 9 outbound)
Q3 2023: 112% (18 closed won, 9 outbound)
Q4 2023: 198% (25 closed won, 5 outbound)

Documented and created all SDR team processes

80 outbound meetings booked from August-December
2022 August 400%
2022 Sept 167% 
2022 Oct 115% 

Promoted to AE 2023

Senior SDR

Smartly.io

Top SDR on the team
- Q1 2022: 100%, 80% from outbound 
- Q2 2022: 120%, 88% from outbound 
- Most meetings booked on the team in 2022- Q1 30 meetings booked  Q2 35 meetings booked, primarily outbound

Hero of Year Award Winner (2021): awarded to the member of the global sales org who contributes in the most ways beyond new revenue

Sales Development Representative

Guidepoint

Top Associate on the Private Equity team- recruiting consultants for projects

- Top ranked associate based on high recruiting numbers 
- Handled 15-25+ projects at once
- Strong phone skills, outreach skills, and ability to connect with clients and advisors alike

Client Service Associate

Morley Darien

Highest sales (sold $260K in 7 months), reached out to clients, moved inventory, remerchandised the store, implemented a new POS system, conducted sales analyses, trained new employees.

Assistant Manager

Exceeded monthly sales goals by 40%, stylist, upsell, closed sales over 4K with add-ons, created end-of-day reports, promoted customer loyalty.

Retail Sales Specialist and Stylist 

The Corebev Group

Created the 2020 internship program: overseeing 15 interns in Graphic Design, Marketing, and PR.

Launched 5 new products: label design, consumer taste tests, press releases, SWOT, brand stories, brand themes.

Marketing Manager

Cylinder Vodka

Created original video proposals, photoshoot concepts, website upgrades, and ‘story’ ideas that were later implemented on official Cylinder media.

Facilitated business partnerships between Cylinder and MixMag/ JoyRide Studio by setting up a feature in their respective monthly events

Analyzed and reported on beverage marketing plans.

Created marketing plans, content calendars, and used Google Analytics data to craft and design real-life marketing initiatives.

Marketing Intern

Denison University

I managed and supervised 20+ intramural employees. Promoted from First Aid Responder (2 years in this role)

Intramural Sports Coordinator

BRS/ GAGE

Intern

slAy E 💅

78% of pipeline ends in closed-lost, we turn it into a repeatable revenue channel 

Learn why you lose, identify who can be won back, engage with relevance, track as a funnel

Get a closed-lost audit here to see how much revenue you can win back with a "win-back" system: https://www.send.co/a/closed-lost-audit-website-EBwVfDvO

does anyone ever make outreach copy and you're like WOWWW IT'S SO GOOD

then the next day you're like I HATE THIS LET ME REWRITE EVERYTHING

because same 🥲

Julia Carter

feeling #powerful to be featured in Demandbase's 100 list 🤸‍♀️ 🤸‍♀️ 🤸‍♀️

The list features everyone from SDRs-Execs who are making an impact in the sales world.... lets goooo!!! 

follow for more tipz on how to win back lost deals + LI trolling ✌️

List features a ton of great follows: https://lnkd.in/eHfkjqy2

Recently I’ve been participating in seize the day Sunday vs Sunday scaries, 10/10 would recommend 

The key is to just DO, wake up and GO!!! my strategy has been to not use my blackout curtains so I actually wake up at a normal hour, chug an LMNT, go outside, get a treat, and do something with friends even if that means forcing them to join you haha (walk, football, cook, shop, etc.)

Yesterday was a fab Sunday in NYC:
⭐️Run in Central Park 
⭐️Halloween dog parade in the east village 
⭐️Dinner party + football with friends 

Now…. Another week begins!!!

No alternative text description for this image

just got back from London (post closing a deal too... YAY!), here's how I am reviving myself to avoid post-travel scaries!🎉

1. immediately unpack suitcase, like right when you get home. just do it!!!

2. Order takeout and do nothing- I ordered indian food + watched 4 mission impossibles yesterday, it was great.... although I did watch them out of order lol

3. Force yourself to a workout class in the AM (if jetlag permits, otherwise PM) 

4. Grocery shop and eat a vegetable- after eating out for 5 days my body felt very #blessed to eat spinach today 

5. Organize!!! Clean your inbox, look at your meetings for the week, make a to-do list..... do it!! 

voila, that is all- big week this week with 1 onboarding, 2 follow up convos, 2 partner convos, and 2 net new meetings.... LET'S GO!! 🤩

**NEW CLAYBOOK**!!! Using Clay to build an automated revenue recovery system, aka: win back lost deals 

Goal of this: identify lost deals you can win back, uncover reason why they lost, route winnable deals to reps, measure pipeline 

How to: 
1. Lost deal list gets contacted for direct buyer feedback (through BuyerExperience) 
they answer why they didn't buy and if they want you to reach back out again and when 

2. Leads get tiered out 
Tier 1= buyers who directly said "yes reach back out  at X time, this is why I didn't buy and what's changed" 

Tier 2= did not answer survey, use Gong transcripts to identify opps who have the highest urgency to buy within the next 3 months

Tier 3= did not answer survey, low buying urgency 

3. Automatically push Tier 1 and Tier 2 leads to reps via Slack and Salesforce when the time is right, with the deal context on what's changed + why now, and a pre-written message they can use (or not)

4. Measure it as a funnel --> track entire thing like one would inbound/outbound 

This is the new way to revive lost deals, relying on *real* first party signals from buyers- giving reps full context + actual warm leads when the time is right, vs. have them dig through CRM lost reasons or transcripts on their own time 

#claypartner

4 outbound meetings booked this week and here's how for each!! Goes to show how you have to be creative these days and a sequence alone just won't cut it 🤷‍♀️

My strategy is to have a cadence running in the background and then I will spend my time sending manual DMs based on LI posts/slack groups/ etc. that I come across --> I'll message based on what I find 

1️⃣ Slack group (manual)
- saw a post in a slack community, connected w/ a message based on that, followed w/ examples 

2️⃣ Email (auto)
- good ole fashioned sequence, 3rd email w/ visual example got a reply 

3️⃣ Email (auto)
- good ole fashioned sequence, knew our founder 

4️⃣ Linkedin DM (manual)
- was messaged about a role and then I shot my shot with a pitch while the convo was in motion 

all very different, none from a consistent playbook, all got to the end goal of having a convo 

Can we make it 5????? or maybe 6 if we are feeling crazy???? 🤪

need to hit quota??? look to closed-lost deals- they are a gold mine!!! 

here's our process of figuring out which lost deals are worth targeting, b/c lets be real it can be an overwhelming sea of "where do I start"

Who is worth targeting: 
⭐️ we use buyer opt in (they LITERALLY say yes reach out to me) + AI analyze Gong transcripts to identify who has urgency to buy **buyer opt in is collected through win/loss buyer surveys- BuyerExperience**
⭐️If you don't have either of those, 'no-decision' or 'timing' is a good place to start! those are 'fake' reasons so you can take a new angle to get them back 

When to reach back out? 
⭐️ buyer surveys explicitly say when, transcripts can give hints --> again, we use AI to surface these deals at the right time 
⭐️ If you don't have that --> 3 months post loss is a good time frame

What to say?
⭐️ use AI to analyze buyer feedback + call transcripts to draft up what to say: addressing their real concerns, what's changed, and why now 
⭐️ If you're working off CRM notes, do some quick account research w/ AI to try and get some nugget of intel to mention- or you can look to the "everyone is facing this" assumption, like an EOQ scramble or 2026 planning 

Is this working........???? 
⭐️ we analyze lost deals like it's own funnel, we call it "Rebound": measuring # deals are lost, # interested again, # back in pipe, # won back
⭐️ if you don't measure 'rebound' --> manually look through your won opps and calc how many are 'rebound' deals 

at BuyerExperience we have a full service program to win back revenue by surfacing the right deals, at the right time, with the right thing to say- measured. No implementation needed, tool to learn, or risk- just send a CSV

why we chose Attio as our CRM vs traditional players 🎉

As a startup, we needed a few things: 
1. easy to use
2. AI first
3. won't cost an arm and a leg 

Other players had packages for startups that honestly...... were abysmal..... and most of the time you need to plug in god knows how many extensions to do basic tasks + they are SO complicated for no reason 

Attio has been: 
1. easy to use........ SO EASY. 

2. you just have to connect your Gmail and then it's all setup.... data gets enriched automatically 

3. everything sits in one place and Attio's AI can work across it- aka it can take unstructured data across emails, calls + merge that into a CRM record

4. Collaborative --> we can look at each others notes, calls, reports, deals, tasks, etc. in one spot (dont have to log into dif spots like a call recorder, task manager, crm, etc. to actually figure out what I need to know) 

5. does not cost an arm and a leg- v startup friendly!!!

We 💖 Attio!!! It's been a breath of fresh air after working in traditional CRMs for the 4 years- so much easier to use

#attiopartner

I’d love to see an ad campaign for SaaS companies set like political ads where they  roast eachother like the candidates do with the most wild editing and accusations…. it would be so good

SEIZE THE DAY SUNDAY!!!! Except this Sunday it was just variations of me eating food and watching TV (still seized the day tho obvi) 

⭐️ Central Park run 
⭐️ Sweet treat 
⭐️ Grocery haul for the week
⭐️ CHEESE!!!!! + football
⭐️ Take out (Indian food obvi) 
⭐️ Watched ghostbusters to feel spooky!! 

10/10 Sunday no notes…. Next Sunday though is going to be incredible because it’s the New York City Marathon!!! Best day of the year!! 

They were setting up the finish line this week… can’t wait to cheer + celebrate next weekend! My posters are pretty incredible so everyone mentally prepare 🕺

Plz tell me how you seized the day

Most AEs don't touch lost deals once they're gone.... if they do, they spend their time digging through lost reasons/ call transcripts/ CRM notes to craft their POV, or just use a generic nurture cadence 

Lost deals= LOTS of potential revenue.... 80% of pipeline lives here (SaaS standard is 20% win rate)

Despite this tho- most orgs treat them as an afterthought, and if they do touch them it's usually something done out of desperation for more pipeline 🫣

Instead of looking to lost deals during last min EOQ pushes, winning back lost deals *should* be apart of your evergreen strategy, after all they are quick wins and suprisingly 54% of the time the buyer is open to re-engaging with you 🤩

There are plenty of reasons a buyer may want to chat again, maybe they didn't have a good sales experience (happens 17% of the time), they regret picking a competitor, or they have new priorities on their plate... none of these are CRM lost reasons, these are real reasons from the buyers themselves 

We tell you which deals are in-market and can be won back- prioritizing deals that are *actually* winnable + measure # back in pipeline and # revenue is recovered

How:
1. We interview and survey your buyers on why you win/lose/churn 
2. "Rebound" deals are identified: a lead selects "yes reach back out to me"
3. Rebound leads auto-routed to AEs
4. Deals who don't answer survey --> call transcript analyzed w/ AI 
5.  Transcript leads get routed to AEs if there's urgency to close that quarter
6. Measure: # lost deals, # interested in you again, # back in pipe, # closed 

All the insights buyers give on why you win/lose/churn get packaged up in a nice QBR deck that leadership can clearly identify what's happening from the buyers perspective, what the team is doing about it, and how much revenue you can win back 

Winning back lost deals should be proactive, not reactive, and with BuyerExperience this is possible without needing to have the team adopt another tool, b/c lets be real no one wants to add anything to their tech stack

Surprising reasons we see companies lose deals that they were completely unaware of 🤔:

For context, most orgs look at CRM drop downs to evaluate why you win/lose- problem is, these are vague and don't reflect the truth. "I didn't multithread enough" is not a CRM reason, but "no decision" is..... see what I'm saying?

According to buyers, here is why they didn't buy (not reflected in any internal data until they ran buyer feedback):

1️⃣ Sales experience:
• "Started with a strong rep who left mid-process. Replacement rep didn't take time to understand our business or challenges"

2️⃣ Competitor regret 
• “We went with X, but in onboarding they didn't have the actual capabilities they promised us in the sales process”

3️⃣ Speed to meet: 
• "I wanted to book a meeting for March 6, but there weren't any meeting times until March 25 so I evaluated other vendors"

4️⃣ Inability to differentiate: 
•"We liked X, but there was just not enough of a difference to warrant going through the process of switching"

The common theme here, all these deals were marked as "no decision", "timing", "went dark", and "pricing"........ but that was not the reason in any case. When following up, typically companies go off the CRM reason, and then wonder why they get little re-engagement, it's b/c it's going off incorrect reasoning

The interesting part tho is nearly all of these were open to re-engaging with the company again!!!

W/ BuyerExperience, we collect this feedback, analyze it, and send rebound deals (deals that can be won back) to reps. Buyer validated feedback is the strongest signal on the market- both for reps to identify which deals are really worth their time, and to understand what's really going on behind the scenes

How do you prioritize which lost deals to come back to?

CRM lost reasons= generic
CRM notes= rely on AE input
Signals= messy 
Reminders= manual 

All of these are a recipe for why so much pipeline remains untouched- there is no real rhyme or reason to reach back out outside of discretion

You *should* have an evergreen process to revive lost deals that isn't a nurture cadence (generic) or manual task reminder (inconsistent)

We've created "the rebound funnel" a way to consistently identify in-market buyers and reach out to them at the right time with the right thing to say, measured to improve 

How we do this: 
1. Don't rely on signals, rely on the actual buyer: website visits and clicks don't mean much, actual buyer feedback tells you really why they didn't buy (often does not align with CRM notes) 

2. Identify winnable deals: in the feedback survey, buyers are asked if they want to be re-engaged, they can answer yes, wait 3 months, no, or other (open text)

3. Winnable deals get routed to AEs with survey + deal context + what to say based on their answers 

4. Now, what happens when they don't answer a survey? Then we analyze call transcripts and identify deals who have urgency to buy that quarter, same process: route to reps w/ context + what to say 

5. Measure as a funnel: # lost, # who want to re-engage, # back in pipe, # won back 

Now, you have 3 revenue sources: inbound, outbound, and rebound- check out the rebound funnel here https://lnkd.in/efJUDNHF

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