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Equanax

@equanax_

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AI in Sales
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Get your sales reps to use the following 3 questions to determine whether you have a real opportunity or not:

Question one: “What’s the cost of doing nothing about this?”

This does 2 things, (a) it makes the buyer think about the problem more emotionally (which can help with closing) and (b) determines a source of urgency.

If you don’t have a source of urgency, you don’t have an opportunity as there’s no compelling reason to buy. Note, you can’t create a source of urgency too, only press on one.

In pipeline reviews you can ask “without selling again, what’s the bad thing that happens if they don’t move forward?” If the rep can’t answer properly- you know it’s not really an opportunity yet

Question two: “Who else needs to say yes?”

This enables you to do a few things: firstly it allows you to understand the buying process in the business. This is important because being able to meet new stakeholders and multithreading can help you win more complex deals- it can also help prevent silent blockers- people you’ve never met blocking your deals.

Question three: “What’s your timeline to make a decision?”

This enables you to build a sequence of events and ultimately build in “knock on effects” of deals slipping.

For example if someone says “we’re looking to buy in the next 3 months” and they answer question 1 as “we miss our Q4 target by 15%” then it enables you to objection handle by saying something like “not a problem- I assume if we need to push you’ve found a way to overcome your 15% revenue gap you mentioned you would have if you didn’t move forward?” Not a completely bulletproof objection handle, but gets the buyer to rethink.

#qualifyingdeals #revops #ai #sales #aiinsales by @equanax_

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Most businesses think they have a lead problem when actually they have a follow-up problem, and the worst part is they keep throwing more money at ads to fix it. If you’re running inbound and your cost per lead keeps climbing, this is probably what’s going on.

The first issue is speed.

Someone fills out a form on a Tuesday, nobody replies until Thursday, and by Friday they’ve already booked demos with three of your competitors. The lead was never bad, you just lost it. Studies have shown for years that responding within 5 minutes vs an hour drops your conversion rate off a cliff, and yet most teams still treat inbound like it can wait until someone has a free moment.

The second issue is what happens after that first reply.

Even when reps do reply quickly, there’s usually no sequence behind it. One email goes out, no response, and the lead just sits there going cold while the CRM has no idea anything is wrong. You need an automated follow-up sequence behind every inbound, and a CRM that actually surfaces who’s gone quiet so reps can re-engage before the lead is dead.

Then the founder logs into Meta Ads, sees a high cost per lead, and turns the budget up- which is the exact wrong move. You’re paying to refill a leaky bucket. Fix the bucket first.

The cheapest pipeline you’ll ever build is the one already sitting in your inbox. A five-minute reply, an automated sequence behind it, and a CRM that flags cold leads will outperform a budget increase every single time.

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#inboundmarketing #revops #salesautomation #ai #aiinsales aiinmarketing by @equanax_

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Your reps are not using the CRM, the hundreds of free text fields you make them fill in, all blank or NA (sorry to my first ever Sales Ops Admin for doing this to you!).

You are not getting value, they resent the 2-3 hours a day they waste in filling it in for you to not view it as you know the data is bad, but how do you solve it?

Automate your calls and meeting recordings to update your CRM for you. Start recording and transcribing calls (Fireflies is good, but there are so many free tools out there), automatically run it through an LLM, then upload into the CRM automatically for you.

Your data quality improves, your reps are no longer logging hundreds of CRM fields and even better- you can gather even more insight without needing more input from them- everyone is happy!

DM if you want to learn more!

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#CRMadmin #revops #ai #aiinsales #aiinmarketing by @equanax_

SaaS rep burnout has hit record levels, but companies are treating symptoms instead of the disease.

Everyone talks about work-life balance while ignoring the real killer: compensation structures that punish top performers and administrative burden that crushes productivity. Here’s the uncomfortable truth: your best reps hit quota early then coast because overachievement barely pays more than 100%. Meanwhile, they spend hours on data entry instead of selling.

The solution isn’t pizza parties or wellness programs. Smart RevOps teams are redesigning comp plans that reward sustained performance and building workflow automation that eliminates administrative waste. When your top performer spends 3 hours daily on CRM hygiene, that’s not a motivation problem - that’s a systems failure dressed up as burnout.

Sign up to our newsletter to learn more: link in bio by @equanax_

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#LinkedInSuccess #MeetAlfredOffer #UnlockPotential #LinkedInautomation #linkedinleadgeneration by @equanax_

Let’s talk data providers!

They all have their strengths, ZoomInfo is better for US data, Cognism for Europe but with all things considered our personal favourite is Apollo.io

It gives so much more than data, it includes sequences, AI to build your emails, intent data and lead data!

The link to read more is in the bio.
#dataprovider #b2bdata #leadgeneration by @equanax_

Normally an underused tool or even left behind but discover why HubSpot CMS might be the next content management tool you’re looking for!

#hubspotcms #hubspotcmshub #contentmanagementsystem #contentmanagementsystems #contentmanagementservices by @equanax_

Linkedin automation is one we talk a lot about with our clients. A lot of them tell us their best leads come from there but it’s time consuming to do it manually. In our most recent blog post we talk about why MeetAlfred is our preferred LinkedIn automation tool- plus get a 15% off using the code in the post!

#linkedinautomation #linkedinautomationtool #linkedinautomationtools #linkedin by @equanax_

What CRM should I use? This is something we see a lot of when speaking to clients, they’ve either overkilled and bought way too much or they’re still living off of spreadsheets and can’t grow. We personally recommend either HubSpot or Pipedrive depending on your requirements. Take a look at this article to discover why we feel that way link in bio!

#whatcrmdoyouuse #hubspot #pipedrive #revops #crmsoftware #growyourbusiness by @equanax_