Katie Moor ☁

Your CSM just renewed 95% of their book, but their expansion revenue was 3%. So you're paying someone $85K to be a really expensive customer support agent with a fancier title? Most CSM comp plans reward one thing: keeping customers from leaving. So that's exactly what you get. At the same time, more and more leaders are pushing their CSMs to focus on driving expansion revenue. If you want CSMs who actually drive growth, you need to pay them like growth matters. Instead of $75K base + 10% of renewals, try: - $65K base + 5% renewals + 15% expansion revenue. - $1K SPIFF for every expansion conversation that moves to proposal stage. - $500 bonus when they identify and introduce a new stakeholder to the AE. - Quarterly bonuses tied to account health scores that predict future expansion. Some teams add expansion readiness gates: - 80%+ of accounts with documented expansion opportunities unlocks 1.5x expansion multiplier. - <50% expansion pipeline coverage? Your renewal rate drops to 5%. With this structure (and the proper enablement), your CSMs will stop avoiding pricing conversations. They'll start thinking like account managers. They'll map org charts. They'll identify budget cycles. They'll become expansion hunters, not just churn preventers. One team we work with made this shift last year. Their CSM-driven expansion went from 12% to 43% of total growth. Same people, different incentives. If you pay CSMs to prevent churn, they'll prevent churn. If you pay them to drive growth, they'll start driving growth.

307

89 Comments

If outbound was that easy We'd all be millionaires You won't hear this from outbound gurus but cold sales are incredibly hard and here's why: 1. 95% are not on the market Doesn't matter what you do - it's just not the time 2. Outbound became easier to launch which means more competition. 3. Everyone sounds the same Use ChatGPT or copy-paste templates on LinkedIn Real life ≠ LinkedIn hooks There’s no template to steal to generate a 10% reply rate unless: 1. Your offer is ridiculously strong 2. You’re tying it to an industry event 3. You’re reaching out to warm leads 4. You’re running a regional campaign 5. You’re targeting a super-narrow niche 6. Everyone already knows you/your company Average numbers are 2%, and it means you're doing good. If you've never done outbound before, 99% you will fail your first campaign. And that’s ok. Because outbound isn’t about hacks, templates, or luck. It’s about: • A system you can repeat and scale • ICP clarity with tiers, signals, and exclusions • Constant testing, iterating, and killing what doesn’t work • A GTM strategy where sales and marketing work as one Outbound won’t save a weak offer or bad positioning. It amplifies what you already have. Agree/disagree?

169

106 Comments

Most sales reps HATE their CRMs. 40% of their time is lost in admin work. You know the drill: - Log every lead - Update every field - Report every tiny change But here’s what nobody likes to say out loud: → Salespeople want to SELL, not play data janitor 🤯 Almost HALF of your sales team’s work week is just… clicking, updating, moving stuff around in Hubspot, Pipedrive and other legacy CRMs. Wild. Now, imagine flipping that. Let’s do the math together (AI, hope you’re listening): 1/ Rep spends 40% of their time on admin work. 2/ Give them an AI Native CRM (like Breakcold 🧊🔨). 3/ That 40% is back in their pocket. All selling, zero admin. What happens? - More deals closed per rep - No need to hire extra salespeople to hit targets - Sales teams finally do what they’re paid for: sell The trick isn’t adding more “fluff AI” with fake features. It’s automating the boring stuff: → Lead movement? Automated → Task creation? Automated → Multichannel outreach? One dashboard (Email, LinkedIn, Telegram, WhatsApp) Now you get a happy rep, a happy founder, and a happy pipeline. People think the answer is hiring more salespeople. But you can already sell more with the people you have-if you give them back their time. --- That’s why we built Breakcold as the AI Native CRM for 2025, not 2010. What’s your biggest CRM headache right now?

76

32 Comments

Last week, Adam Robinson made a post about how many dials our SDRs make per day and then 500+ people called me stupid, liar, and said I don’t know what I’m doing. Here’s my response: Adam’s post was about a webinar I did with the RB2B team. On the webinar, I said we make a couple thousand dials per rep per day. That is true! The thing I want to clarify is the total number of dials. We make 1,000-1,600/per day per rep. Sometimes less if we have more conversations, sometimes more if we have less conversations. The 3,000-4,000 dials per rep number referenced in the post is not correct. I went back and listened to the podcast, there’s a bit of cross talk and I can see where that number came from. But for the Official LinkedIn Record™, I misspoke. We do not make 3-4K dials per day. But we ABSOLUTELY DO make 1,000 to 1,600 dials per day per rep and you probably should too. Here’s what people got heated about: 1. The math doesn’t math, liar! Most people seem to think you can only call one person ONCE. And that we dial one-by-one. A half-dozen people made posts about the math and how it’s wrong because there are not enough contacts in the world or hours in the day. That’s not true! Most of our highest ACV deals came from contacts that we were able to connect with after 5-6 dials. We are using a power/parallel dialer — nobody dials manually. If you’re committed, and have the right tech, you can absolutely make a lot of dials a day per rep and book a ton of meetings. 2. Just use signals it’s 2025, moron! A lot of the comments said “This is 2025, not 2019. Just use Signals.” I guarantee you there is not a single company that uses Signals alone to drive a considerable amount of pipeline every month. The alpha isn’t there. When there is a signal, dozens of other companies in your space already have that signal too. Am I saying don’t use them? Absolutely not. Stacking them helps, but it will only take you so far. If you want $100k, $500k or $1m revenue months, then you NEED volume. 3. You’re burning through your TAM, idiot! A lot of people said “they are burning their TAM.” But our largest deal to date was with a VP that told our rep to “F off.” Two months later, he picked up again, didn’t remember it, and booked a meeting. Nobody remembers one bad dial and refuses to do business with you. Your TAM is not static, it should expand. At first we were selling to SMB B2B SaaS at mid 5-figures, then we were selling to Enterprise B2B at low 6-figures, and now we are selling to 9 different verticals including banks, professional services, and tech, at much higher ACV. If you want to be high-growth B2B company, Volume needs to be built into your GTM. TAKEAWAY: Now, I love Linkedin pile-on as much as the next guy… But don’t underestimate how much volume it actually takes to grow fast. Signals help, but they’re not a strategy. They’re a supplement. If you want predictable pipeline at scale, you need conversations, and conversations come from dials.

110

32 Comments

Last 30 seconds of a Cold Call I listened to... SDR: ''We work with Natwest, HSBC, PWC, and Deloitte saving millions a year with our expenses management software''. Prospect: ''We're a lot smaller than those businesses''. SDR: ''We work with a lot of small businesses like you as well. Shall we set-up a call for later this week to talk more about our expenses management software''? Prospect: ''This isn't a priority for us this year, give me a call next year''. Phone went down. Most SDRs work really hard to get a pick-up, get past the initial objections and find a pain. Only to totally butcher the storytelling part with some generic ''big, cool irrelevant logos'' pitch. Here's how to tell a compelling story on a cold call: ''Thanks for sharing that with me. It's interesting you say that because the [insert job title] at [insert one similar size logo] had that [insert same challenge] when I first spoke to him 6 months ago. Since using our [insert product\feature] they've seen [insert result]. It would be interesting to explore if we could do similar for you on a next call''? 𝗪𝗵𝘆 𝗶𝘁 𝘄𝗼𝗿𝗸𝘀: 1. Thanking someone for sharing challenges re-enforces them to continue doing so. It'll help your next conversation. 2. Specificity sells. Using the ''one persona, one logo, one problem, one solution, one result'' framework makes the story relatable and specific. 3. Including a precise result is powerful social proof you have expertise. 4. Asking a closed question helps you get an understanding of whether they're compelled by your story or not to take action and book a next step. Logos don't sell. Problems and results do. Give this framework a try today, let me know how it goes. ♻️ Repost if you'd like to share with other SDRs or share it in your slack channels. PS. How do you tell stories on cold calls?

46

6 Comments

When you run cold calls, data quality is the most important thing you should look for! I’ve been saying it for a while now, and the latest test from Céan Greer and Mark Bangs only proves it again. They ran a head-to-head test: 100 contacts, same persona, same call block. Disclaimer: They are not affiliated with either company, and paid for the data themselves. Lusha - Easy list building directly from Linkedin + HubSpot integration But results included: retired people, landlines marked as mobiles, fax numbers, wrong geographies, inactive numbers… FullEnrich - Higher connect rate (and NEW Hubspot integration) Only “issue”: a few personal mobiles => still far more usable than dead numbers 👉 Conclusion: data quality >>> Integrations and convenience are nice, but if the data isn’t reliable, you’re just wasting time. And as of today, nothing beats FullEnrich on quality.

60

28 Comments

Only a fraction of SDRs master the sales cycle. Use the rhythm of outreach to win more. Why cycles matter? They keep you sharp. They help you focus. They drive real results. Here’s the real SDR playbook: ✓ Quarter 1: Plant the seeds. Go all in. Call, email, repeat. High volume, high energy. Fill your pipeline with as many prospects as you can. Don’t hold back. ✓ Quarter 2: Filter the field. Now, slow down. Look at your pipeline. Find the hottest accounts. Drop the dead weight. Focus on the best fits. Precision beats volume. ✓ Quarter 3: Harvest the wins. This is where you collect. It’s all about follow-ups and nurturing. Build trust. Stay top of mind. Turn warm leads into meeting. ✓ Quarter 4: Back to the grind. Time to prospect again. Fill the pipeline for next year. Set the stage for new growth. This is not a random hustle. It’s a system. It’s knowing when to push, when to pause, and when to collect. Massive outreach is not about spamming. It’s about learning who’s a good fit and who’s not. The best SDRs know when to slow down and focus on the right accounts. When you stop High volume you go from 80 calls for 1 meeting to 20 calls for 3 meetings. Quality over quantity is your goal. Being an SDR is about timing, focus, and discipline. That’s how you win quarter after quarter and never burn out. Master the cycle. Control your results. Stay ahead.

71

56 Comments