Jackson Adams

Most technical deals don't die because the prospect said no. They die because you stopped following up. The data backs this up:  - 80% of sales require 5+ touches to close  - 44% of reps give up after one attempt The average sale needs 8 touchpoints before conversion. But here's what makes technical sales different. Your buyers aren't ignoring you because they're uninterested. They're ignoring you because they're buried in deadlines, firmware bugs, and manufacturing timelines. The follow-up that works isn't "just checking in." It's: → Sharing a technical insight related to their architecture → Referencing a specific constraint they mentioned → Connecting your solution to a problem they're actively solving Every touchpoint should prove you understand their world better than the last rep who gave up. This is how we approach persistence at Bluebird: each follow-up earns attention by adding value, not asking for it. #B2BSales #TechnicalSales #SalesStrategy #OutboundSales #GTMStrategy #SalesLeadership #EmbeddedSystems #IoT #RevenueGrowth

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IRC Sales data: 92% of reps quit after 4 follow-ups, yet 60% of deals close after 5+ touches. This CEO's simple system generates 67% reply rates when most see <10%… 𝗧𝗵𝗲 𝘀𝗶𝗹𝗲𝗻𝘁 𝗸𝗶𝗹𝗹𝗲𝗿 𝗼𝗳 𝘆𝗼𝘂𝗿 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲: You crush the discovery call... Then send the same boring follow-up everyone else does... And watch as your prospect ghosts you. Sound familiar? 𝗪𝗵𝘆 𝗶𝘁 𝗺𝗮𝘁𝘁𝗲𝗿𝘀: Most reps send generic follow-ups that get buried in inboxes. Every "checking in" email costs you thousands in lost revenue. After seeing deals consistently stall post-discovery, Erdem Gelal, built a mini-system that: → Extracts specific value points from call transcripts → Identifies subtle buying signals you missed → Creates personalized follow-ups that demand responses This 5-minute workflow helped him achieve 67% reply rates. 𝗜𝗻 𝘁𝗼𝗺𝗼𝗿𝗿𝗼𝘄'𝘀 𝗻𝗲𝘄𝘀𝗹𝗲𝘁𝘁𝗲𝗿 I'm sharing his VAT (Value Added Touchpoints) system PLUS access to try the actual tool for free. Sign up in the comments

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41% of sellers are afraid to change how they do their job 🫢 ^ a real stat from a recent Gartner release on what CSOs need for a fast start in 26’ - Is the resistance to change because these sellers are consistently crushing their quota?? Unlikely - Change fatigue? YoY doing new training or expected to adopt new methodologies, new managers, new leaders, new unattainable targets? - Leadership not driving the change top down so initiatives fall flat? Reluctance to change comes from many areas... in my experience its been simple: Confidence. The best sellers I have worked with are extremely confident in their abilities. They are not afraid to fail, and their peers see them as resilient  Potential for things to get worse. Sure you may not want to adopt a new sales process, methodology or tool because what if the result is worse than your ‘safe’ results today Execution. You may know what you need to change, but in practice how do you execute in a seamless and consistent fashion Revenue orgs are asked to do more than ever before. My take on Gartner's sales imperatives for 26’: Drive a unified commercial strategy → Make it easy and unavoidable for revenue teams to follow the winning playbook you know work - across the entire customer journey. Build resilient sellers → Keep your sellers on the field, remove tedious admin work, and provide feedback early and often before deals slip, or stakeholders aren’t engaged. Most importantly, make it easy for your entire team to execute ‘what good looks like’ with confidence Embrace change leadership → Cliche, but the only constant is change, and if the past 5 years have taught me anything its this. But where do macro and micro changes fit into strategy. If every year you run your revenue team through new training at SKO and hand them their 20 page booklet/pdf/deck but don’t provide a clear framework to execute this change, you are going to fail. The kicker?? Based on what I have seen, and based on the 200+ sales leaders Gartner surveyed, only 12% maintained their productivity while going through transformation. This number is WILD. But not surprising. So how do you ensure you aren’t part of the 88% that are not successfully transforming their revenue orgs? - Set expectation clearly by creating playbooks based on what excellent execution looks like  - Enforce playbooks by building them into your teams flow of work  - What gets measured gets done. Objectively grade and action all activity How are you making sure you hit the ground running in 2026??!!

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AEs & SDRs -- don't overthink outbound this week after a long weekend. Try this: Step 1: Use the 5X5 Method -Pick 5-10 accounts and 3-5 prospects per account to focus on this week -SDRs & High-Velocity AEs → increase the volume. Or, use your sales math to determine the number! How? Use Sales Navigator and these filters: -Job change in the last 90 days (especially from former customers) -Job function + seniority -TeamLink connections Step 2: Know your prospect’s business inside out. -Before reaching out, check: -LinkedIn insights - headcount growth, AccountIQ -Past opps in your CRM, closed/lost notes, email & phone convos -Gong Calls -10Ks, funding, stock price, ChatGPT prompts -Podcasts, press releases, and recent hires (try listennotes) -Competitors & mutual customers -Intent data, Google news, -RepVue, Glassdoor, G2 Reviews Step 3: Sequence all 5 contacts using persona-based outreach. -Having a set number holds you accountable. -Build your sequence/cadence based on persona, not volume. -Use a 14 day mini sequence instead of the 28 day sequences that cause piles of overdue tasks. -Front-load your touches across channels Step 4: Personalize every message using this structure: 1️⃣ Relevance: Why you're reaching out 2️⃣ Problem Statement: One of three key challenges 3️⃣ Solution: How others solve it 4️⃣ CTA: Interest-based, not pushy No tool can help you if your messaging is off—make it buyer-centric and problem-focused. Bonus step: -Send 1 email to each contact -Send 1 connect request to each contact -Comment on 5 LinkedIn posts per day -Send 1 LinkedIn video / voice note after each connect request - not pitching just building problem awareness -Cold call :) -- We can't control a lot in sales, but we can control our effort & systems! Give it a go.

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Top performers in sales aren't just naturally gifted - they're methodical masters of their craft. • They manage 164% more pipeline • Excel at discovery, with 55% better performance • Experience 217% fewer late-stage slips • Win rates are 43% higher than average Why? Because they've turned key processes into disciplines: - Discovery isn't a phase, it's an ongoing practice - Qualification is a science, not a gut feeling - Stakeholder mapping is their secret weapon - Objection handling is rehearsed, not improvised Want to elevate your team's performance? DM me so you can share some details, and then I’ll share a specific plan to engineer success, not just hope for it. #SalesExcellence #PerformanceOptimization #RevenueGrowth

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If my AE starts the meeting with “so what prompted this,” the handoff failed. Not because they are a bad AE. Because I did not do my job on the call. A meeting is only as good as the handoff. If my notes are vague, the meeting resets to zero. And now the prospect has to repeat themselves, the AE is guessing, and the first 10 minutes are wasted. Here’s what I try to capture every single time, in plain language. 1) The problem What is broken in their world, in their words. Not “needs efficiency.” More like “Reps are updating three systems and forecasts are always wrong.” 2) Why it matters now What made this worth a calendar invite this week. Example: “New VP wants a clean pipeline number by end of month.” Or “They missed two deadlines last quarter because handoffs are messy.” 3) What they agreed to explore The exact lane the AE should stay in. Example: “They want to see how to automate routing and stop leads sitting untouched for 48 hours.” Not “wants a demo.” 4) Who will be there and what success looks like “Sales Ops + SDR Manager. Success equals leaving with a clear next step and ownership for data cleanup.” If I cannot write those four things, I did not earn the meeting.

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The best sales reps I’ve ever managed all share one trait. They never take anything at face value. They poke holes in everything, question your decisions, and show up to 1on1s with heat. Not just sales ideas, either. They’ll come at you with thoughts on marketing, CS, product, the whole ecosystem. They’re wired differently. Never fully satisfied. Always pushing. Always looking for the gaps. And when they know how to package that feedback into something clear and actionable, having them on your team is a gift. I’ve told these reps for years that even if 90 percent of their feedback isn’t aligned with where I’m headed, the 10 percent that is ends up changing how we operate as a team. Great leaders don’t resent that pressure. They recognize it for what it is: a competitive advantage. #saassales #leadership #sales #ecom #influencermarketing #affiliatemarketing

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If it's not inside your sales playbook - it really should be... There's an Option when selling to the Enterprise that is underused by average reps It's more so in the playbook of great sales reps That button/option EJECT - Get the hell out of there - - EJECT often has a positive ROI EJECT requires prioritization & a well understood pipeline of ops EJECT requires tremendous discipline EJECT is risky Finally EJECT could be the story of how you took down your Quota! #sales #salesteams #businessdevelopment #enterprisesales #ae #bdr #salesprocess #salesquota #salesleadership #salescoaching #salestraining #salesculture #salespipeline #closingdeals #startups #startupsales #salesopportunities #salesskills #salescycle #winningdeals #revenue #growth #complexselling #discipline #closedlost #focus #decisionmaking #risk #reward #salesplaybook #softwaredevelopment #b2bsales #saas #saassales #salesskills

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