Sarah Brazier🍀

SecondBody

Advisor

Aligned

Amplemarket

Chili Piper

Ramped

Sales Impact Academy

Instructor

Hard Skill Exchange

Need fresh eyes, new takes, or creative ideas because you're in a sales rut? I can help with that.

Coach

Gong

Bringing revenue intelligence to businesses in the finance sector.

Mid Market Account Executive, Business Finance

Mid Market Account Executive

2022 Q1 - 211% to quota
2021 Q4 - 167% to quota
2021 Q3 - 123% to quota

Senior Account Executive

2021 Q2 - 239% to quota
2021 Q1 - 144% to quota
2020 Q4 - 181% to quota
2020 Q3- 543% (ramp) / 127% (full) to quota

Account Executive

2020 Q2 129% to quota
2020 Q1 105% to quota
2019 President's Club 
2019 Q4 161% to quota - transitioned to ENT
2019 Q3 112% to quota - transitioned to MM

Senior Sales Development Representative

2019 Q2 142% to quota - promoted to Senior SDR
2019 Q1 136% to quota

Sales Development Representative

Freelance

I work with students and speech coaches to create unique, nuanced performances designed to succeed in speech and debate competitions.  

- Ohio and Iowa State finalists and champions + national qualifiers and out round finalists + national finalists 
- Worked with Holy Ghost Prep (Philadelphia, PA), James Logan High School (Union City, CA), The Golden State Academy (Fremont, CA), Dowling Catholic (Des Moines, IA), Wadsworth Senior High School (Wadsworth, OH), Saint Mary's Hall (San Antonio, TX), University of Northern Iowa (Cedar Rapids, IA), University of Texas at Austin (Austin, TX), Western Kentucky University (Bowling Green, KY).

Public Speaking Coach

SDR Nation

Being an SDR is rough. 
You're constantly getting kicked in the teeth, and when you get a win - it's huge. 

The biggest challenge? Figuring out how to get more wins, and less boots in the face. 

SDR Nation is the good stuff. Tactical tips to help you hit quota. Career coaches to level you up. A community of sales nerds who geek out when you book that DM you've been prospecting for 7+ months. 

It's a party. Join the ride. --> https://sdrnation.com/?via=sb

Founding Coach

Account Executive @ Gong

I wear many hats. I'm an educator, actor, and people mover who thrives in a fast-paced, competitive environment. I'm a nationally awarded speaker with experience in sales, social media marketing, event hosting, and education.

Hey friend -
If you’re running into objections at any point of your sales cycles,
Try framing your ‘why’ using 
The Cost of Inaction 
 
It requires some disco 
Or bare minimum customer research / understanding their world view 

But it works so well to motivate change 

Use it during a cold call
In an email
After initial disco 
As framing for a demo

The list goes on

We ran a session on this at Sales Impact Academy and it has been STUCK in my brain box ever sense 

See video for an explanation with examples 

🏃‍♀️👟 

Also, idk why when reps get product training this is not the default for explaining why product built a product

Makes way more sense than feature / benefit in sales training imo

After all, people are 3x more likely to buy to AVOID pain versus to experience some kind of GAIN

Also also
My hair is crazy but I didn’t feel like retaking this video so GET OVER IT haters

Here’s my real-a-second for just a millisecond break from my longstanding rule of not talking about LinkedIn on LinkedIn. 

The “anti-influencer” is more annoying than the actual “influencer.”

Most people dubbed influencer, for the most part, are genuinely nice people genuinely trying to help others. 

I’ve met a lot of them. They’re smart, charming, eager to please, and genuine. 

Sometimes they write posts that don’t resonate because they’re not /for/ me. I’m not the /intended audience/. I am unbothered, not fuming. 

Every once in a while, they over share. Who hasn’t? We’re all human. 

The anti-influencer only shows up to shit on the influencer. 

They talk about how they’re so much better. They can sell circles around the influencer.  They actually /do/ work. 

They’ve never seen the numbers the influencer puts up. They are, effectively, talking out of their ass.

They’re, at best whiney and jealous, at worst, bullies who, in anonymous forums write nasty, nasty, things that no one really deserves to be called … especially when the offense at hand is that someone who’s take on cold call’s worst quality is that it’s been said before. 

Most of sales is common sense. Sometimes, as sellers, we need to be reminded of it. We are known to over complicate to our own detriment. 

It’s been a while since I’ve been bullied for posting mundane sales thoughts… probably because now that I don’t work at a “big, hot” tech company, I’m boring. Or something. Idk. 

But I see things in LinkedIn and in other forums that are just base. And it deeply bothers me. And it’s not even about me. 

I guess my point is:

It hurts a grand total of no one to be kind.

Or to shut up and keep your least kind thoughts private. 

Or to give someone the benefit of the doubt that they’re not actually a shill and that they’re trying to do a good thing without burning out. 

If you’re an angry troll, get out of your mom’s basement and into therapy. 

The person who’s hurting you isn’t the SDR sharing the email template that booked their last meeting. 

It’s actually, highly likely, that the culprit… is probably you.

When the weather is nice, 1:1s should always be outside, walking, phone optional. 

Sunshine = best source of vitamin D
Low vitamin D side effects = fatigue and depression 

Or, ya know, make it an email. 

Why Zoom when you don’t have to? 😊 

☀️

Two slides that are useful in a follow up call after initial discovery. 

        1) What We Know 

        2) What We Don’t Know 

#1 confirms you’re tracking to the right business goals as you work on figuring out if there’s an actual case to buy.

#2 opens the conversation up to understand metrics and impact. It’s also an area where you can ask questions / pose scenarios that could increase scope (a la deal size), and introduce a natural way to multithread.

Such a fun time today with the Sell Better  team. 

Lotta jokes. Lotta hacks. Lotta tips.

Now watching Morgan J Ingram present at AMPed.

Getting all the LinkedIn hacks. 

(If you haven’t watched him present on tactical sales nav tips, you’re missing ooouuuuttt.)

#betterinbrooklyn #linkedin #sales #conferenceweek

If I worked at a competitor of Docusign & was comped extra for competitive rips,

I’d set up an alert for anytime someone casually mentions the docusign being signed on LinkedIn. 

Pretty strong chance they’re users. 

Check that search once / week and make a short list of target accounts. 

And that’s my thought about that.

Want to go viral on LinkedIn?
Post about SDRs being dead. 

Tl;dr - they got hacked to death by AI and then had a second coming as cyborgs. 

That post? Finna TAKE 👏 OFF 👏 

🔥 

#linkedinhacks #hackyourgrowth #buildabrand #onthehypetrain #hottakes #usuallyarenthot

Before tough conversations with prospects,

Negotiation 
Contentious moments -
“We agreed to have a decision by x date, it’s now y days past that.” -
Bad news:
“We can’t meet that ask.”

I’d call my manager and role play out the worst scenario.

Except, I’d play the prospect. 

I wanted to say everything I was afraid to hear,
And listen to someone confidently respond with a logical response. 

Then, we’d reverse it:

I could take the parts I heard and liked,
Modify to fit my style,
And rehearse, rehearse, rehearse. 

The best part? Half the time the prospect was way more chill than I expected. 

Public speaking & big presentations don’t scare me

It’s the cross examination and the idea that I might disappoint someone that does 

(Call it middle child syndrome, social conditioning, or just being a human)

Getting comfortable with the truly uncomfortable is something that is overcome with practice. 

You can listen to a million calls,
Read dozens of sales books,
But I still think that doing it is the best path to mastery. 

(And even if I’m not a master yet, it’s like, the best path to not pitting out or freezing up mid call.)

Tl;dr -
Role play. 
It’s good for you. 

#sales #practice #rehearsal #roleplay #gettinguncomfy #soyoucanbecomfy

Really nifty launch from Amplemarket this morning:

AI Replier - an in email assist that understands your inbound emails & crafts replies on your behalf, so you can book more sales meetings and quickly handle objections.

I like it because

#1 - speed of response in sales is crucial. There's tons of data (and common sense) that shows the longer you wait to respond to an email from a prospect, the less likely you are to win that deal,

and, 

#2 - it learns your writing / selling style and writes a reply draft for each prospect email that hits your inbox. All you have to do is proof read (at least I do, for my own sanity) and hit send.

(or just hit send, bb.)

I've already checked it out on Product Hunt and upvoted -- copy cat me if you wanna! https://lnkd.in/eHVsKZsU

#aireplier #gpt4 #generativeai #aiforsales #aiforall #aiemail

Stats to inform how you sell 👇 

👉  95% of buying happens without the seller (Gartner)
   
            ➡ You are not in the room where it happens, but, your champion is

👉 Organizations that implement buyer enablement report 30% higher win rates on sales deals (CSO Insights)

👉 Buyer enablement can lead to an average increase of 20% in deal size (Forrester)
       
           ➡ How you equip your champion throughout the sales cycle will make or break your deal. If you do it well, you will experience chunky(er) wins.

👉 Companies that focus on buyer enablement are 2.5 times more likely to be industry leaders (Bain & Company)

           ➡ If your company is already focused on the buying (vs selling) experience, you've picked a winner. If they don't, they better hurry on up.

                            ❓ What does Buyer Enablement look like ❓ 

you are the shadow player
the support person
the one in the background writing the business cases and building the decks on your champion's paper

you are on texting terms with the champion and multi-threaded AF

and you're aligned as all heck on a mutual action plan

to help THEM meat THEIR goals,
not your deadlines

                                              👇 Another Fun Stat 👇

👉  67% of the buyer’s journey is now done digitally, making digital buyer enablement more crucial than ever (SiriusDecisions)

                   ➡ Building a winning process means you have to have your collateral in a virtual space that works for your buyer,
                       not you.

I used Aligned for this
They also just launched their virtual co-pilot,
tl;dr - when stakeholders enter your virtual deal room at 2am to review Ts&Cs, or implementation timelines,
it acts as a liaison for you,
so they are actually, ya know, 
enabled with the answers they need, 
when they need them. 

➡ https://lnkd.in/gFQ9sd2Z

if you wanna check it out

Frustratingly hard part of outbound prospecting?

Before you say 
"email composition," 
or 
"objection handling," 

I’m’a stop you.

It’s getting the right data.

Every couple weeks, 
I’ll get a ping from a founding AE or SDR looking for a data provider, 
and I always put 

~*Lusha*~

on my list.

She’s accurate, easy to use, and if you read her case studies, saves time and delivers leads.

When I used her at Gong as an SDR, 

(and yes, I think of Lusha as a person, 
like my own little personal assistant grabbing cell phone numbers and emails for me),

our AEs were CONSTANTLY pinging us asking if we could find so-and-so’s email or phone number.

Lusha rarely, if ever, failed to deliver.

Little birdie (as in the pricing page) told me she’s got a free tier if you wanna take her for a test drive, 
and, 
if you’re like me doing the whole small-business-person-bootstrapping-my-life-away, 
she’s got v affordable month-to-month plans.

If you’re fixin’ ta give it a whirl -> https://lnkd.in/gY69JgjC

Want to avoid awkward transitions when presenting?

Add the first line of your next slide to the bottom of your speaker notes.

Used to do this in college Speech (except it was the first line of the next page in my black book). 

Great cheat for when I wasn’t fully memorized 😅 

#notsoprotip #presenting #speakernotes #publicspeaking101 #nowmakeyourslideslesswordsmorevisuals

Rules for writing emails:

Make them make sense 
Make them short
Make them purposeful

Get good at simple, then experiment.

Outtake from yesterday with Sell Better  

They’ll be continuing the trend of pretty baller content with Armand, Nick, Jason, and Sara  (& more??) later today

If you’re in NY - I’ll be at AudiencePlus’s Goldenhour!

Maybe see you there?

#betterinbrooklyn #goldenhour #whyiswilliamsburgsofaraway

when you prep for a presentation, 
prep out loud. 

/especially/ if you are working with written content

i.e. 
you have major bullet points to hit
you are working with a script
you have a deck you'll be sharing

i see (and have been) sellers slave away for hours on slides only to botch it in the delivery

we get bogged down by all the info we want to share
we stumble over type-o's in our speaker notes
when writing, we thought we made a ton of sense, but turns out, when read aloud, we make -52 amount of sense. 

+ an April 26 Atlantic article writes that not only does reading aloud prevent cognitive decline, improve sleep, and lower blood pressure, but it also increases our retention 

example: when i competed in collegiate speech & debate, I had 8 different 10 minute long speeches i'd perform at any given tournament 

to memorize my speeches, 
i'd print out a copy, 
mark it up with beats (pauses, emotive annotations, etc), 
and I'd tape it to the wall. 

then,
I'd read a single paragraph aloud a few times, turn around, and see if I could get the recitation correct.

then, 
do it again with the next paragraph 
then, 
string it together.

rinse & repeat until memorized.

during the speech season, I could memorize 10 minutes of written content, verbatim, in under an hour. 

(i can't do that no mo'. out of practice.)

they key was - 
standing up
reading aloud
repetition 
AND
attaching movement to different parts of the speech

(a gesture on an important word that looks like the word - raising a hand from the waist to the shoulder as one discusses "rising inflation," as an example)

if I did those things? that speech would be locked in my brain box for good. 

(for real, I can still recite parts speeches from 10 years ago)

so, in sum:

get the marbles out of your mouth
stand up
& 
rehearse

k, bye.

yo, i got a juicy piece of tech for you.

gamma.app 

you prompt it:

"build me an 8 slide deck on presentation best practices. emphasize the importance of coherent story telling, physical presence, and vocal control. break down the components of good story telling, with examples. include a diagram of power stances. use viewpoints theory to breakdown vocal control."

and it builds you a deck. in seconds.

here's the one it made me (with no edits) from the prompt I just wrote. 

sure, it can use some massaging - but it's there, with the stuff, in completion, and it took 30 seconds to build. 

you can also paste in text from your notes, an outline, existing content, and it will build slides for you, or import existing files 

(imagine taking a long form customer study & having it transformed it into a deck, or a business case you wrote turned into slides, without having to manually do it). 

oh, also, i built this /fo' free/.

enjoy.

gamma.app example

Idk about u, but my husband is my engagement pod 

#linkedin #hacks #engagement #internetwins #influencing #guruing #dopplstillhaveengagementpods?

wat'chu doin' tuesday?

wanna hang out? 

on the interwebs?

with some internet friends?

who will be hanging out, irl.... instead of ivl.
(the v stands for virtual)

i promise, it'll be fun. 
(& if your sales manager asks, tell them it's educational.)

some smarty smart pants + me are getting together to talk shop on all things cold outreach

with the goal of helping you to get
inspired, 
refreshed, 
schooled, 
in the know, 
and, most importantly, 
executing 
(as in, booking meetings & getting paid).

let's be internet frans. --> https://hubs.la/Q02spspT0 <-- to make sure you don't miss it :)

(or do & watch the recording)

hey, cold prospector - 
what's your most controversial hot take on cold outreach?

i wanna know.

i'm hanging out with 
Leslie Douglas, 
Will Aitken, 
Hamish Stephenson 🦘, 
Sara Plowman
Jed Mahrle
and
Charles Muhlbauer 
@ 
12 ET 
TUH-day

& we will, indeed, be shooting the shyt on all things cold outreach

i wanna know what the peoples are thinkin' out there. 
(& I will f'sure shout you out, you outreach guru, you.)

show here if you wanna join:

content.sellbetter.xyz • 1 min read

Prospecting Masterclass: A Guide to Effective Cold Outreach

waiting for the host to start the meeting, and zoom conveniently plays a case study for that company's product. 

case study also happens to be about a company that is in my city. 

(idk if that part was coincidence or they somehow were geolocating me).

pretty nifty feature. 

wdyt? 
love / hate / you could care less?

If you’re having a crisis of self over work and it’s incorporation into your life, Phil Putnam is the guy to follow. 

Gently reminding us that life =/= work, and vise versa, he shares much needed perspective on, well, how to put into perspective where work fits into how you life. 

Other lovely tips: 

Knowing and asking for what your worth
Self advocacy in the work place
Understanding what you want out of work and how to communicate that with leadership

And for the managers, directors, people leaders out there:
How to motivate your employees with things they actually find motivating 

A few mindset shifts and communication tactics can help you get what you want at work, sans guilt and workplace misery.

Tl;dr: follow Phil

Taplio

Sarah Brazier🍀's Linkedin Analytics

Sarah Brazier🍀

What is Sarah talking about?

Who is engaging with Sarah

Sarah Brazier🍀's Best Posts (last 30 days)

Want to drive more opportunities from LinkedIn?

Taplio

.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;}Sarah Brazier🍀's Linkedin Analytics

Sarah Brazier🍀

What is Sarah talking about?

Who is engaging with Sarah

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

Want to drive more opportunities from LinkedIn?

Sarah Brazier🍀's Linkedin Analytics

Sarah Brazier🍀's Best Posts (last 30 days)