The Revenue Formula

How This AE Built a $1M Pipeline Through LinkedIn (With Laura Erdem)

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We've found a salesperson who's successfully sourcing 30% of her pipeline herself. How? Using LinkedIn.

Laura shares her playbook, giving you practical tips to get going and much more.

  • (00:00) - Introduction
  • (01:27) - Welcome
  • (02:53) - Challenges of Traditional Outbound Sales
  • (05:07) - The Shift to Social Selling
  • (05:57) - "You're not Gartner"
  • (10:40) - How much pipeline? And how do you calculate it?
  • (16:57) - Building a Social Selling Playbook
  • (20:32) - Getting founder support
  • (23:19) - Who to get on the team
  • (24:42) - How do we get started
  • (26:39) - Figure out the who and the what
  • (28:41) - Forget the POV
  • (31:54) - And now, book a demo!
  • (37:06) - But that deal is mine..
  • (41:25) - Laura's secret tricks
  • (45:54) - Concluding Thoughts and Final Tips

    • This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,

    You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.

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    The Revenue FormulaBy Toni Hohlbein & Mikkel Plaehn
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