SALESDOCk

Perhaps, you’ve heard lately that Nearbound is the new Outbound. No doubt, this is a bold statement. So, the question is: this is a future of b2b sales or yet another passing trend? Let’s dive deep into this topic together with 🤝Will Taylor,  Head of Partnerships at nearbound.com. On this episode of the SalesHead webinar, we’ll talk about: -What is Nearbound exactly -How can Nearbound help close the conversion gap  -Successful use of cases of Nearbound  -Where to start

Sales Rep 1: I hate this new training. Sales Rep 2: Same here. It’s just way too much. Sales Rep 1: Yeah, it’s not designed for how we actually work. I barely have 10 minutes a day for this, not 40 hours a month to read 50 slides of processes or positioning materials from marketing. Sales Rep 2: Exactly. It’s as if they've forgotten we’re supposed to be selling, not watching endless videos. No wonder the enablement manager still hits us that we spend on average 20 seconds in the enablement platform. Sales Rep 1: You know what’s funny? At my last company, we actually had a training I loved. Sales Rep 2: No way. I’ve never liked any training. Sales Rep 1: Yeah, it was super practical, real deal coaching, quick roleplays, focused sessions on live opportunities. Sales Rep 2: See, that’s the kind of training I’d actually pay attention to. You guys also did live deal reviews? Sales Rep 1: Yeah. We built a new sales process and refined our positioning together with leadership and marketing. Then, over the course of a few months, we had biweekly 2–3 hour sessions, always outside of main selling time, so I could keep up with my pipeline. Plus, we conducted role-plays every other week based on real-world use cases. Sales Rep 2: That actually sounds legit. Like something built with the reps, not just for them.

CEO: Why did we spend $25,000 on positioning & messaging when no sales rep is using it? Head of Sales: Well, it was created by marketers, for marketers. Looks great on a slide, but it doesn't help reps sell. CEO: Wait, what? Head of Sales: Every single positioning doc I've seen, including this one, was created to help build ad campaigns and homepage messaging. Not to help sellers sell. CEO: Ok you need to expand on this. Head of Sales: The way our new positioning/messaging is structured right now isn't aligned to how we sell. There's a lot of translation reps need to do themselves in order to adjust this to the buyer journey and our sales process. CEO: Go on… Head of Sales: On the homepage, you want to communicate pretty much everything. And in an ad, we usually focus on ONE value prop, feature, message… CEO: And in sales calls… Head of Sales: In sales calls, it all depends on the stage. During discovery, we need to align our positioning to pain points. During demos, to impact. During validation, to our differentiators and COI. CEO: So you're saying that for each different stage of the sales process, we should sort of have a very different, specific positioning doc? Head of Sales: Pretty much. CEO: Why can't the reps figure this out themselves? Head of Sales: They can, and they are doing it. But what you end up with then is what you've heard in those sales calls... Every rep telling a different story. CEO: Ok so how can we fix this? Head of Sales: We invest what we invested into *Marketing* positioning... into translating it into Sales positioning. CEO: Sounds like a lot for something we already paid for… Head of Sales: For this $25,000, we'll train the sellers how to use it, and reinforce it for months until it's muscle memory. Plus, the ROI will be as immediate as possible, unlike with marketing/homepage messaging. CEO: Quantify this ROI. Head of Sales: In my last org, we went through this process, it's more common than you think. By end of month 1, most reps were speaking the same (positioning) language, and by end of the Q each rep closed 1.3 more deals on average. Our ACV is $40,000 so if each of our 12 reps closes just 1 more deal, that's 12 x $40,000 = $480,000 in incremental revenue closed. CEO: You know what, you just closed me on this one. Let's go ahead with this. Head of Sales: Roger that. Sounds like we're aligned on our positioning 😉

A Head of Sales at a $10M ARR SaaS is the hardest job in the world, Exhibit B: 1) When you hit the targets, it's thanks to Product. When you miss targets, it's because of Sales. 2) The whole attribution system is rigged to get you into fights with Marketing, instead of being best allies. 3) Anyone more senior than you coming in (VP+) acts like a smartass, wants to rebuild everything. 4) Every week, the CEO forwards you emails/LinkedIn posts asking 'why aren't we doing this?'. 5) All the sales training your team needs is taught by people who closed their last deal a decade ago during the ZIRP era. 6) Your CEO gets his advice from VCs who've never sold, held a quota, or led reps. 7) This year, we all got the mandate to replace human SDRs with AI, expecting it'll actually work. 8) The CEO will ask you why no deals are being closed in August, while they're sipping cocktails at the beach. Join the therapy session in the comments 👇

In the last 3 months, I closed €180,000 in new sales. This came after 6 months of struggling with outbound (1,650 messages sent, only 30 replies), so I analysed first touchpoints of each deal for patterns: Deal 1: Connected with the Head of Sales through our Salesheads community. He joined our Tactic Swap session, then an event. Deal 2: Invited a champion to an executive dinner. We discussed their partner ecosystem, then he introduced me to their VP of Sales who I did a workshop with. Deal 3: Offered the CRO a free audit of their sales team performance. I reviewed 8 demos, provided detailed feedback and recommendations. Deal 4: Invited a sales leader to our Saleshead community, then met him and his 2 colleagues personally. Their challenge was low win rates, so I audited 6 demos of their sellers. ------- To me, the common thread here is value-based selling. In each of these interactions, I led with value (advice, free audit, community membership). Earlier this year, Salesdock went through a period of restructuring, and somehow we forgot to eat our own dog food and do value-based selling. And it reflected in our pipeline and bank accounts... Months of 'spray & pray' outbound resulted in only 10 relevant replies. Then, I hit the reset button and went back to basics: - Started posting on LinkedIn (540,644 impressions this year) - Organized 5 IRL events in Prague and Amsterdam - Launched Saleshead community for Head of Sales (158 members strong!) - Went back to living and breathing value-based selling Stay close to your customer > value-first > play the long game For us, it led to higher response rates, shorter sales cycles, and deals where trust is established from day 1. Eventually generated €180,000 in closed-won. For our clients, it's the same: - $1.3M in new qualified pipeline opps (through outbound) for a $2M ARR SaaS - Increasing meeting-to-deal CR from 28% to 48% for a $5M ARR SaaS - Lifting win rate by 130% for 18M ARR Saas  - 14% MoM Growth, Sustained For Over 12 Months And there are 400 clients proving that value-based selling is the only way forward. But yes, I sometimes need a reminder too…

We asked over 150 Heads of Sales in SaaS scaleups what has been keeping them up at night. Here’s what they said: 24% – Driving pipeline & predictable revenue 12% – Hiring, retention & team development 12% – Scaling processes & change management 14% – Market expansion & positioning 8% – Personal transitions & career moves Our take? Outbound efficiency and win rates are becoming make-or-break. Leaders who adapt their GTM strategy, lean into account-based approaches, and focus on enabling their teams are the ones scaling sustainably. Curious to see how top SaaS leaders tackle these challenges? Join SalesHeads, our community of 200+ Heads of Sales. Swap ideas, share what’s working, and connect with peers scaling SaaS revenue. (You’ll need to know 3+ people on your sales team to join.)

Event Alert for Sales Leaders! How do you build accountability and performance without micromanaging your team? Join us in 12 days (5PM CET) for an exclusive online event with two proven SaaS sales leaders: Ashling Reid 🇧🇪🇬🇧🇮🇪 Reid (Sales Director Europe, Cleverbridge) Topic: Trust-Based Leadership vs. Micromanagement Michel van den Berg (Former Head of EMEA Sales at Jamf, Xactly & BetterCloud) Topic: From Handholding to High-Performance Expect actionable frameworks, coaching strategies, and leadership lessons you can put into practice immediately. 📍 Free to attend – register via the link in the comments.

Amsterdam! What an incredible evening! Close to 30 SaaS sales leaders gathered under one roof - debating, exchanging hard-earned lessons, and exploring what it really takes to build world-class sales organizations. This is the spirit of SalesHeads: no fluff, no surface networking. Just honest conversations, new insights, and practical tactics you can put into play the next day. A big thank you to Eltjo Hofstee and Freek de Jonge for their powerful sessions, the discussions they sparked will stick with us. And we’re only getting started. 👉 Coming soon: 💻 Tactic SWAP (Online) — Trust-Based Leadership & The Belt Accountability Matrix: Building High-Performing Sales Teams 💻 Revenue Circle (Online) — AI-Powered Sales Tactics: Leveraging GPTs for Prospecting and Deal Closing Proud to see SalesDock driving this community forward.

Massive interest. Amsterdam is almost full. SalesHeads Amsterdam happens next Wednesday. We’ve increased the capacity to 40 participants, and 38 are already confirmed, leaving 2 spots available. On stage: Eltjo Hofstee on Email Deliverability & Pipeline Health Freek de Jonge (Jamf) on Mastering Complex SaaS Negotiations Around you: 40 SaaS sales leaders New Miro offices 3 hours of networking, drinks & bites Supported by EasyDMARC. Registration link in the comments.

Freek de Jonge invites you to SalesHeads in Amsterdam, September 10! Seats are almost gone - only 5 left! Freek will guide you through mastering complex SaaS sales negotiations to help you close bigger deals faster. This is perfect if you’re leading or scaling a SaaS sales team. And we’ll also cover: 👉 How to secure 10+ SDR meetings per month with Eltjo Hofstee 📍 Amsterdam, Miro Offices (Thank you for supporting us ❤️) 📅 September 10, 2025 at 5pm Big thanks to EasyDMARC for sponsoring this edition 🙌 Registration link in the comments