Acryl Data

Acryl Data’s vision is to bring clarity to your data through its next generation multi-cloud metadata management platform.

The Ruevy Project

Co-Founder and Sales Coach

Pavilion

Member

HyperCurrent.io

API monetization engine for the SaaS world.

As first sales hire established outbound sales process from scratch from ICP and persona development to tech stack and sales playbook. Tested and refined messaging and prospecting activities leading to 1.5 million in new pipeline within 5 months.

Sales Development Director

SoundCommerce

Omnichannel retail analytics platform.

Scaled BDR team from one to four and realigned activities to better support geographic territories. Rewrote and delivered new playbooks, call scripts and outbound messaging resulting in 140% increase in meetings and $3 million in new pipeline within the first 6 months. Implemented process playbook and KPI tracking along with SPIFF and compensation programs for the SDR team to drive/achieve results.

Director, Sales Development

Outlier AI (Acquired by SoundCommerce)

Analytics and machine learning software.

Grew SDR pipeline from $500k to over $6 million. Designed and implemented streamlined tech stack, created standards for KPI management and coached outbound technique resulting in 3x output and activities per rep.

Sr. Manager, Global Sales Development

Keysight Technologies

Focused on network security and cloud solutions.

Led team of 13 SDRs across North America covering both inbound and outbound. Developed and rolled-out new tools, coaching programs, and metric measurement processed resulting in 2x annual pipeline increases and team efficiencies. Consistently exceeded team pipeline generation targets, resulting in $5.1 million in new qualified opportunities in FY2019.

Regional Manager, Sales Development 

Growth advocate focused on cloud and AI.

Generated net new revenue of $1.5 million annually. Managed existing relationships renewing $4 million annually.

Strategic Account Executive, Analytics

Dimension Data

Grew base of 80 customer accounts from $600K actual cash value (ACV) to $1.2M, maintaining 200% quota of MRR. Built $4.5M ACV pipeline for enterprise cloud services and IT management through cold calling and prospecting techniques.

Account Manager, Enterprise Cloud

Coupa Software

Enterprise Sales Development, SaaS

DataHub Advocate | Challenger of Assumptions 🧐 | SDR Coach & Mentor 💪🏼 | Dog Lover 🐾

A data-obsessed sales leader, builder of outbound sales motions, from early stage startups to global enterprises. Passionate about coaching for success and empowering sales development orgs to crush their revenue and career goals.

No, I wasn't invited to the club of "smartest people in the world" who apparently met and agreed that the SDR role is dead...

BUT, I have been doing a combo of SDRing, closing deals as an AE, leading and scaling global SDR teams, and building out the SDR function for startups for the past 20 years- at giants like IBM and small 5-person startups alike.

SO, here's my take.

The SDR role has been misused and undervalued for too long. The traditional tactic of hiring SDR's at super low pay and giving them a sequencer, a script that marketing wrote and an insane quota isn't working anymore. And for most, it never really did.

Where the SDR role should not be used:
🚫 Qualifying inbound demo requests (give them to the AE)
🚫 Mass email campaigns (marketing does this)
🚫 Booking unqualified meetings (let these people self-educate)
🚫 Working against pointless activity metrics and KPIs

Where I see the evolved role working well, and what I left my "director" title to do as an IC for my director's salary:
✅ Working in lock-step with demand gen, marketing and product teams to evangelize the brand and educate prospects
✅ Using outbound to drive inbound
✅ Enabling prospects to SELF SERVE and educating them along the way
✅ Being paid for closed business and pipeline related KPIs

Would love to compare notes with anyone else who is trying some of the new "allbound" and "outbound led inbound" methods! 🤓 I'm really having so much fun.

#Salesdevelopment #SDR

Lydia Hutchison

Just because you don't listen to voice mails doesn't mean that no one else does. Just because you prefer an email over a DM doesn't mean everyone feels the same. Just because I answer every call that I can doesn't mean everyone else does.

Here's the truth, regardless of what all of the gurus have to say- every single person has different preferences for the way they like to communicate. And, as the tech landscape continues to evolve, so will those preferences.

So, stop putting yourself in a box because some cool guy told you to.

I've been selling for 20 years and I am STILL trying new things daily. No channel is dead.

Try all of the channels. Experiment with all of the formats. Do all of the things.

Happy Q2!

#Sales #Prospecting

Know what we need more of on LinkedIn?

More men who haven't actually prospected in ages (or ever), and who've only sold to other sales people, telling everyone how to prospect and then sharing lists of other men just like them that you just HAVE to follow.

🙄 

What other women should I be following, who spend their time in the trenches?

The bar is so low for outbound today. 

While everyone is using “AI” to do cold outreach, remember that we can all spot a message that has been automated and sprayed to thousands. 

Here’s how NOT to use irrelevant “personalization” attempts.

Instead, focus on actual issues with doing nothing about a known challenge. The cost of sticking with the status quo. The result of doing nothing. 

The bar is low my friends. Do better. 

#outbound #prospecting

There's a huge problem with tonality in most outreach.


Sellers assume that people want what they have. Most think and act like prospects aren't already getting the job done without their cool product.

Stop it 🛑 .

Instead, see if getting the job done the current way sucks bad enough to warrant learning about a new way. In most cases, you'r only job is to teach a new point of view. Highlight the challenges with the alternative and ASK if there could be a cost of doing nothing to change.

The real jaw dropper- there might not be! 🤯 Stop assuming that everyone wants to book time on your calendar.

#Prospecting #sales #Outbound

More prospecting tips, simplified: https://lnkd.in/gpHq6pVB

Lot's of talk about automation vs manual strategy. Many different opinions. Countless 'experts'.

Here's the thing- no single thing is going to work the same for everyone. Data has so much context and very few people share that context when they tout their amazing results, or slam the method they are not using.

Test and experiment until you find what works for you. Somewhere, there is a perfect balance between automating everything you can, and nothing that you shouldn't. Only you can find it!1

Here is something I have found: Poseidon. And no, I am not being paid for this. I just genuinely love the scale I now have with LinkedIn DMs and being able to have meaningful conversations with prospects in real time. Email is getting harder, and the phone won't work for every single prospect. So for me, I am focusing on highly personalized and relevant convos in the DM with Poseidon, when I am not dialing.

Test, iterate, execute. And then in a few weeks, do it all again.

Happy Friday!

#Sales #Outbound #Prospecting

Data quality, data discovery, and data governance aren’t just complementary, but mutually reinforce one another. 

Love being a part of a company like Acryl Data  that is constantly innovating and building for our customers. 

Check out our latest launch !👇

acryldata.io • 1 min read

Data Quality Should be Part of the Data Catalog - Introducing Acryl Observe

🚀”AI and Data: The LinkedIn Story” - Tune in to the DDL Show on April 11th at 9am US PT to find out more…

💡𝗛𝗼𝘄 𝗱𝗼𝗲𝘀 𝗟𝗶𝗻𝗸𝗲𝗱𝗜𝗻 𝗵𝗮𝗿𝗻𝗲𝘀𝘀 𝘁𝗵𝗲 𝗽𝗼𝘄𝗲𝗿 𝗼𝗳 𝗱𝗮𝘁𝗮 𝗮𝗻𝗱 𝗔𝗜? 

Join us for an in-depth session with Kapil Surlaker, VP of Engineering at LinkedIn, as he sits down with Shirshanka Das, CTO and Co-Founder at Acryl, to share insights from a decade of being at the forefront of LinkedIn’s engineering prowess in this area. Learn about LinkedIn’s data and AI stack, and how they have stayed at the cutting edge of innovation while ensuring quality and at scale.

𝗪𝗵𝗮𝘁 𝗪𝗲’𝗹𝗹 𝗖𝗼𝘃𝗲𝗿:
𝗧𝗵𝗲 𝗕𝗲𝗴𝗶𝗻𝗻𝗶𝗻𝗴𝘀: Projects that shaped LinkedIn and their contributions to the current wave of innovation
𝗧𝗵𝗲 𝗥𝗼𝗹𝗲 𝗼𝗳 𝗗𝗮𝘁𝗮 𝗧𝗲𝗮𝗺𝘀: How data science and engineering have demonstrated value to the business
𝗧𝗼𝗽𝗶𝗰𝘀: Infrastructure, scaling, consistency, data quality and metadata - we’ll explore them all.
𝗔𝗻𝗱 𝗳𝗶𝗻𝗮𝗹𝗹𝘆: Practical advice for companies transitioning from analytics-centric to AI-driven strategies.

Walk away with actionable knowledge, strategies for navigating challenges, and a forward-looking perspective on the role of data and AI in shaping business outcomes.

🌟Don’t miss this opportunity to fuel your data strategy with firsthand knowledge and expert advice.

#ArtificialIntelligence #AI #DataMesh #DataStrategy #LinkedIn

No channel is dead!

It all comes down to figuring out which methods work best for each prospect. And, until you do, you try them all. Strategically, intentionally and thoughtfully.

Had so much fun talking about this with Evan Dunn from ServiceBell! 

Check it out 👇 

https://lnkd.in/gTG7iNgD

#ColdCalling #Prospecting #Allbound

app.zync.ai

Zync - Launch your own show

For most sellers, cold email isn't working anymore. There are a few reasons for this, but the most common are that you can't get past spam filters, your copy sucks, you don't have the right infrastructure.

SO, you'd better lean into other channels. One of my favorites right now is the DM here on LinkedIn. However, most people have no clue how to write a compelling DM, they pitch-slap with no relevance or compelling reason to respond, they don't know how to say what they do in normal words.

I want to help.

Pitch slap me! Send me your DM. I'll re-write it and feature it (redacted if you prefer) in a live teardown and our next newsletter from The Ruevy Project.

 🏃‍♀️ And, go!

Cold call reluctance. 

It's the biggest challenge for most SDR Teams we talk with! But, it can totally be overcome by understanding why it happens and then working through those barriers.

Why are we afraid to pick up the phone and cold call?

🙈  Fear of rejection
🙊  Fear of sounding like a salesperson

While these fears are completely valid, you can work through them by getting out of your own way and setting yourself up with:

🔎 Knowing and understanding your ICP and personas- nail those pains and implications, position yourself against the status quo.
📜 Using a talk track (yes, seriously)- it's too easy to get thrown off without a proven framework to follow.
🧘‍♀️ Letting go of expectations - detach from the desperate need to book a meeting and just have a conversation.

Cold calling doesn't have to be scary. You just need to lay the right foundation. We break it down and enable you to start having more conversations with your prospects here: https://lnkd.in/gWQkPjXq

#prospecting #salesdevelopment #businessdevelopment #coldcalling

ruevyproject.thinkific.com • 1 min read

Attention anyone who needs to #prospect for new business, lead #BDR teams, and wants to learn new #outboundsales techniques. We need your help! We're working on creating an all new cold prospecting master class. We want to hear what we should cover, what we should skip.... help us create the best online class possible. 

Please fill out this quick survey https://lnkd.in/g-hsW7Ny. And we'll make sure you are the first to know when it's ready for prime time. 

docs.google.com • 1 min read

Cold Prospecting Master Class - Online Course Interest List & Questionnaire

Patience and consistency. 


Just as important in prospecting and sales as it is in potty training and leash training a puppy 😅. 


It’ll be fun, they said…

Taplio

Lydia Hutchison's Linkedin Analytics

Lydia Hutchison

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.css-1jgreyo{background-image:linear-gradient(284deg, rgba(39,43,72,1) 0%, rgba(33,47,183,1) 100%);color:transparent;-webkit-background-clip:text;background-clip:text;}Lydia Hutchison's Linkedin Analytics

Lydia Hutchison

What is Lydia talking about?

Lydia Hutchison's Best Posts .css-qqfgvy{font-size:var(--chakra-fontSizes-md);}(last 30 days)

Want to drive more opportunities from LinkedIn?

Lydia Hutchison's Linkedin Analytics

Lydia Hutchison's Best Posts (last 30 days)