Awin Global

We help marketing leaders increase their online sales through our global affiliate network. Part of the Axel Springer and United Internet Groups, with ShareASale and Commission Factory, Awin’s global affiliate network is powered by 15 offices worldwide, over 1,000 employees, 211,000 contributing publishers, and 15,200 advertisers.

Head of Global Sales Development

Global Sales Development Lead 

Hard Skill Exchange

Hard Skill Exchange is the first marketplace for top sales coaches who are real quota-carrying practitioners and leaders in the field.

On-Demand Sales Coach

Tactic

Tactic helps revenue leaders save countless hours of manual research and data entry by automating company and prospect research through a customisable data platform.

Advisor

Pavilion

Pavilion is a members-only community for senior revenue leaders across the globe. The organisation is designed to facilitate professional development and peer-to-peer collaboration with individuals working at hyper-growth companies.

Executive Member

Sales Development Leaders (SDL)

The SDL is a private members-only organisation for sales development or business development leaders based in London and wider Europe. Our mission is to inspire and empower leaders to become world-class in the field of sales and business development through sharing best practices, innovation, and developing new strategies.

Member

TripActions

TripActions is the leading cloud-based T&E platform that combines industry-first technology with best-in-class travel agency service. Investors include such visionaries as Andreessen Horowitz, Lightspeed Ventures, GreenOaks Capital, Zeev Ventures, with an upround valuation of $5B to help accelerate future growth plans.

Manager of Sales Development EMEA

ChurchDesk

We are changing the largest institution in the world through scalable technology. ChurchDesk is a leading cloud-based church management system, supporting the strategic objectives of dioceses, deaneries, and parishes worldwide. Founded in Copenhagen with financial backing from Mangrove Capital Partners who also back Skype, Wix and WalkMe.

Head of Sales (UK, DACH & Nordics)

Sales Manager UK

Account Executive Team Lead

Account Executive

Xactly Corp

Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. We address a critical business need: To incentivise employees and align their behaviour with company goals. Our solutions allow organisations to make more strategic decisions, increase employee performance, improve margins, and mitigate risk.

Interactive Space Ltd

Interactive Space optimise environments and create vibrant, inspirational places to work. Offering alternative solutions to difficult issues and, above all, improving organisational performance with well-designed office interior design schemes that are successfully implemented by workplace consultants, designers and project managers.

Business Development

Nixon Design

Nixon has over 25 years of expertise in creating positive change and transformation. We enable our clients to communicate more effectively, grow their market share, reach new audiences and increase their profile and profitability. Working in partnership with our clients we can offer all services in-house to create a world-class brand and compelling cross-platform marketing communications.

Communicator & Strategist 

🚀 Sales Leader & Strategist | Driving Revenue Growth

Battlefield promoted IC to sales leader, with a proven track record of leading high-performing revenue teams to exceed targets and deliver growth. Always learning, never complacent.

🌐 Professional Journey

As a former SDR, Account Executive, Head of Sales, and Head of Global Sales Development I have driven change in scrappy start-ups, and scale-up unicorns, to the world’s most valuable company with an average attainment of 113% over the most recent 5-year period.

❖First regional in-seat Account Executive
❖Scaled a Series-A SaaS company to profitability
❖Hired >60 salespeople, promoted 70% 
❖MEDDPICC & Sandler certified
❖Founded a Global Sales Development department, from €0 to >€18MM in annual pipeline

💡 Expertise In Building

Outbound GTM: Executing a 5-step strategic outbound GTM framework to exceed revenue targets. Skilled in delivering sales excellence and adapting strategies based on data-driven insights.

Team Leadership: Elite in building, motivating, and coaching high-performance sales teams. Recognised for creating a positive, goal-oriented culture that encourages continuous improvement and success.

Client Relationship Management: Ability to establish and build strong relationships with clients, understanding their needs, and providing tailored solutions that drive retention and advocacy.

🔗 Let's Connect

→ If you are a Founder or VP looking to hire your next outbound GTM sales leader
→ If you are an early-revenue start-up looking for an hourly advisor to help you scale 
→ If you are a new leader looking for a coach to help you go further faster

Wrapping up the week?

-Set an ambitious goal for the day
-Reward yourself for achieving it
-Reward yourself more for achieving it early

This will be weekend 15 of 52. 
 
Don’t forget to make time for the things you love outside of work. 

What does a good weekend include for you? 

📍 Mt. Snowdon, Snowdonia, North Wales
🏕 Hiking

Mike Hamberg

Unpopular opinion.

Taking time off should be encouraged by leadership.

People I like to follow were talking about time off recently, here's my £0.02.

I take time off to ensure that my career can span decades, not years.

I encourage my team to take time off as well.

However, taking time off CAN harm your results.

Here are a few ways I've learned to take time off, without the dip in performance. 

→ Plan it at the start of the year, and use it as motivation

→ Take time off before you're burnt out, not during burnout 

→ Be strategic, public holidays match when your prospects are also off

→ If you're an IC, automate a prospecting drip in your absence

→ If you're a leader, coach someone in the team to step up in your absence 

→ Communicate your time off in your email signature 2 weeks before departure

→ Before leaving, calendar your priorities for the week you are back

A long weekend, a mid-week day off.

It's all healthy in moderation.

What holiday do you have planned this year, let us know in the comments!  

p.s. When your phone doesn't recognise you, you might need a break 

#leadership #culture #timeoff #holiday #sales 

10 soft-serve CTAs for your outbound emails

🍦 Curious to hear more?
🍦 Worth exploring?
🍦 Could it help?
🍦 Opposed to having a look?
🍦 Open to learning more? 
🍦 Ever thought about it this way? 
🍦 Curious?
🍦 Is this a ridiculous idea? 
🍦 Curious if you can do the same?
🍦 Worth a chat?

*All have received replies.

#outbound #email #prospecting

As a first-time outbound SDR, I had no real training programme, no enablement, no rev-ops, and no community. Here's how I still bagged 147%.





🧠 Attitude 

-Accepting of failure
-Open to feedback
-Curious to learn
-Visualised success 
-Left my ego at the door

⏰ Behaviour 

-Asked my CEO  and SLT team questions every day
-Made calls pre 0900 and post 1800
-Moved within walking distance of the office
-Picked up the phone, especially when I was scared
-Took my full lunch break, keeping me focussed for longer
-Time-blocked and prioritised selling time
-Learned ICP and buying cycles from week 1
-Earned good relationships with colleagues who then supported me

👨🏻‍💻 Technique

-Made accurate notes in the CRM, and leveraged the data when following up
-Used relevant hooks in my call intros
-Used call-backs daily
-Attended industry events with a simple memorised script
-Asked for referrals every time I booked a meeting (2/10 would work out)
-I found it faster to hold the handset and dial instead of putting it back down each time, forcing more dials per hour

I wasn't a naturally gifted salesperson. I just turned up each day and tried new stuff until I found something that worked. I found shortcuts to repeatable tasks and asked my seniors for help when I was stuck.

The rest was luck.

What's one attitude, behaviour or technique that works for you? 

#outbound #coldcalling #prospecting

Leadership hack

Crack the code of when you should train your team, versus when you should coach them.

When choosing between coaching or training your team, consider asking yourself this question…

Is it about skill development? (coaching)

Or knowledge acquisition? (training)

Coaching suits immediate challenges and personalised guidance.

While training is better for broad skill enhancement or introducing new concepts.

- - - 

Lead Well newsletter 

Goes live every Tuesday at 0800 BST.

This week…

‘When to Coach and When to Train’

Are you a sales leader?

Subscribe for free tactics and insights.

#salesleadership #coaching #training #culture 


Can you guess my top 4 tips for getting replies on email?




1. Subject Line: Use one relevant and personalised trigger word
2. Preview Text: Skip 'Hi' and reference an observation, 'Mike, looks like...'
3. Body Copy: Limit it to 35 words
4. CTA: Go soft, and always make the '?' the last thing you see

💌 

#outbound #email #prospecting #prospectingtips 

How's your ancient Greek? 

Yeah, me neither. 

Empathy.

The word ‘empathy’ comes from the Greek em (in) and pathos (feeling).

In Discovery Calls, try leveraging feelings.

'Miss Prospect, it feels like you've been burned here before, is that the case?'

'Miss Prospect, how would you feel if this was no longer a challenge?'  

‘Miss Prospect, I get the feeling that you’re not 100% convinced at this stage, is that fair to say?’

Be human for a bit. 

Don’t underestimate how powerful that can be for keeping integrity and building connection.

#empathy #prospecting #prospectingtips #sales

Here's where sales leaders go wrong.

Hiring top talent is the most important thing a sales leader can do.

Yes, they are the steward of revenue, FTE: ROI etc. but it stems from hiring top talent. 

I like to invest more time on the way in, to avoid spending more time on the way out.

For me, the attrition numbers vs. target attainment prove a sound investment for the extra time.

For context, when I hire SDRs, it's usually 4 stages. 

It's time-consuming, but my time is here to be consumed by activities that move the needle, like hiring great salespeople.

I expect a fair amount of accountability from the candidate if they are serious about their application with me.

DISCLAIMER - this goes both ways.

As a hiring manager, I have to be deeply invested in the process.

This means, prepping for calls; Screening CVs, covering LinkedIn, preparing questions that relate to the candidate's background etc.

This has always helped me confidently win top talent, their feedback is that I care, and it sets an expectation of how I will lead.

I've also been in interview processes myself as the candidate where the hiring manager has not prepared and has not invested in the process.

You can tell in the first 5 minutes when that type of leader is in front of you.

They don't display any knowledge of your previous experience, questions are surface-level and conversations are short and dilute.

If you are a hiring manager reading this who thinks they are too busy to prepare for the best candidates, I encourage you to think again.

What if you are a candidate interviewing for your next role... 

Here are three questions you can ask your hiring manager to test if they've done the legwork:

🗒 How did you prepare for my interview?
😱 What surprised you about my application?
🤔 Which part of my application were you most curious about?

Shoddy sales leaders build shoddy cultures.

There are some positively life-changing leaders out there.

Join the ones who invest in you.

#leadership #salesleadership #sales


Here's a common question I see in coaching... How do I become more organised? 




Ask yourself this:

What evidence suggests that you're not organised?
Is your challenge attitude, behaviour or technique?
What are you organising, what are your priorities?

Try this:

Set specific, measurable goals for yourself in terms of prospecting activities, and KPIs. Having clear objectives helps you stay focused, and motivated – which is often half of the battle.

Use tools such as calendars, task lists, and time-blocking techniques to ensure you are dedicating sufficient time to priorities like prospecting, deal reviews, call coaching etc.

Get an accountability partner, get a coach. Get me.

I can be booked via Hard Skill Exchange.

Personal link in the comments.

#salescoaching #coaching #personaldevelopment

Stop skipping wow-moments in demos...

Scenario

Sales Rep: Mrs prospect, during the discovery call you said how X is challenging for you.

[rep shows how the solution can solve X]

Prospect: Wow, that’s great!

Sales Rep: Awesome, I’m glad to hear it!

[rep moves on to another area of demo] 

The positive endorphin hit is often enough for reps to feel like they’ve won, and move on.   

Instead of moving on, always discover why ‘that’s great!’
 
It’s critical because:

-You typically only get 1-3 wow-moments in a successful demo
-Without discovering you’re assuming
-You will need the details as leverage later in the process

Here are three questions you can ask:

-Tell me more, why does this sound great?
-I’m glad it sounds great. How might you quantify the impact of this?
-To play devil's advocate, why might other stakeholders not see this as great?

Bonus tip: UPOW

Use (the) prospect’s own words. 

After gathering this information, when you follow up after the meeting, use the prospect's own words – verbatim.

‘It's great because we’ll save >30% more time, and our CFO can stop working weekends on the additional admin.’

The value will become much more sticky, relative and agreeable internally than if you use your own vocabulary.

Follow for more 🔔 

#outboundsales #sales #prospecting


Here's six summer socials to share 😎 ⛱ ☀ 




📍 Hawksmoor Wood Wharf
Nearest station: Canary Wharf
Vibe: When you want lights, camera, action.  

📍Fairgame
Nearest station: Canary Wharf
Vibe: When you're looking for competitive fun.

📍Clays
Nearest station: Moorgate
Vibe: When you're looking for casual fun and some shade.

📍Dishoom King's Cross
Nearest station: King's Cross
Vibe: When it's gone 10pm and you want to buzz of Bombay. 

📍Seabird, Hoxton Southwark
Nearest station: Southwark
Vibe: When you need panoramic views and Mediterranean flare.

Save it for later!  

What should the sixth one be?

#culture #london #salesteam #sales #socials #leadership 

When I started in sales, a senior colleague used to joke about his smoking habit. 

‘I’m no quitter’, he’d rasp. 

Sometimes quitting (whatever it is) is important, but the hardest part is knowing when to quit. 

In the workplace, this can be particularly tough.

There’s a real taboo around quitting in our line of work.

 I get it.

Even writing on this topic could trigger the wrong response.

We’re change-makers in tip-of-the-spear companies.

Salespeople are meant to be resilient.

You might want to quit at several points, and sometimes that’s when you are at the brink of success.

Occasionally, however, there are times when you should quit.

How do you know when to quit?

We'll look at that tomorrow - Link in comments to join in! 📩 
 
- - -

Lead Well newsletter

Goes live every Tuesday at 0800 BST.

This week…

‘When Should You Quit?’

Are you a sales leader?

Subscribe for free tactics and insights.

#salesleadership #coaching #training #culture #email 

Shaping win probability starts with qualification.

It’s reasonably easy to qualify a prospect into your pipeline. 

But when should you qualify out?

Experienced reps can feel it in their intuition, but everyone gets burned here at some point.

Be conscious of these red flags in your opportunities.

When the prospect is…

-Not your current, or evolutional ICP (non-negotiable IMO)
-Unaffected by the principal pain you remove
-Unwilling to commit to micro-commitments
-Unwilling to engage in their own buying process
-Outside of the buying window

If you’ve already put some hours in, it can be hard to admit to these observations.

There’s an emotional attachment, a fear of loss. 

Do you remember Gollum in The Lord of The Rings? 

‘My precious’ [while clutching his poisonous treasure]

Spoiler alert; his emotional attachment ultimately leads to his death.

Metaphorically, it could lead to yours too.

Qualify out.

You can’t lose the deal if you never had it in the first place.

---

Across 2023, only 31% of sales reps exceeded quota.

The difference between top and average-performing reps was seen through five key areas:

📈 Pipeline generation

🔎 Qualification

👂🏻 Objection handling

💙 Relationship management

🤝 Deal management

I'm going to dedicate some time to what I've seen working in each bucket sporadically over the next few weeks. 

Hit the bell icon if you want to follow along 🔔

#prospectingtips #sales #saas 


Help: I’m looking forward to travelling to Bristol tomorrow for a client meeting, but I need #podcast recommendations – hit me!

Oh, the speed at which bubbles burst. 💭 💥 

12 months ago people were buying monkey jpgs for $250,000.

Now it's a struggle to sell business-critical software at a 5 X ROI multiple for £30,000.



Here's three ways to keep your personal economy booming:

→ Never stop prospecting, top sellers find >27% of  their pipeline themselves

→ Test your champion in every interaction, they owe you nothing

→ Always involve finance in deals, but be conscious of when they come in



#prospectingtips #sales #b2b 

Here's an honest snapshot of what you might expect to see moving from an individual contributor to a sales leader...

The Up-Side

- Satisfaction from fostering the growth of others
- Added responsibilities often come with increased basic compensation
- Recruiting and growing your squad - offering opportunity
- Owning the subculture you hire and grow
- Opportunity to steer business strategy
- Increased influence across various departments in your org
- Enhanced expertise in managing people and strategy

The Down-Side

- Accountable for things you can influence but not control
- A lack of immediate control over your variable
- Constantly shifting between tasks, sometimes set above you
- Navigating through organisational politics
- The reality that you might have to fire someone
- Mentally, and emotionally demanding
- Potential loneliness, or at least you'll have a smaller bench 

With all that being said, if you're ok with the above, it can be the best damn job you've ever had. 

Did I miss anything? 

#salesleadership #sales #culture #teambuilding

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