Jason Brickell

Some sales reps are scared to get a no for a mid to late stage deal. Why? The best sales reps are always trying to get to no. I think it’s probably because then your pipeline will look weak to your leadership or you thought the early stage conversations went so well that you started to count your commission checks. Or you flat out just don’t want to get back to Ground Zero and start prospecting again. Whatever the reason is you need to stop holding onto things that aren’t progressing. They know where to find you if they start to buy. They’re not going to forget about you, so keep them in your tickler and do your due diligence but turn the page on people that are not coming back at you. #sales

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How to know if you have a good comp plan? Ask your GTM team what type of revenue it's motivating them to close, and why. The revenue that earns a seller the highest commission rate should be the revenue that is best for the business. "I earn the highest commission rate on 3-year contracts in the pharmaceutical industry because we're trying to drive long-term relationships in pharma." If your marketer/BDR/AE/AM can't give you that sentence, your comp plan isn't driving their performance in real-time. And at that point, your comp plan isn't doing its job.

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

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"Effective sales reps don't sell to buyers. They sell with them." Book 21: 'Sell with: The art of selling with champions to shape internal buying conversations & close enterprise deals' by Nate Nasralla Some interesting points in this book from Nate Nasralla around champion building, account mapping and writing compelling problem statements. Here are some of my takeaways: 🛣 Enterprise account mapping should have the flow of information and the priorities, metrics and incentives each person cares about. 🚧 There are three levels of consequences: functional problems, strategic problems and personal problems. 📝 Good writing is clear thinking made visible. 💚 When you are champion building, what you are really doing is trust building. What book are you reading this week?

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Salesforce State of #Sales report is finally out and DAMNNNN the proof is in the pudding folks!!!! Conclusive data showing the shocking truth about the state of the sales profession... Company revenue is WILDLY UP and quota attainment is still WILDLY DOWN... 🤬 The full report is like +30 pages but I'm here to give ya some of the highlights. I CANNOT RECOMMEND ENOUGH TO READ THIS! Salesforce is one of the few companies with enough data to actually pinpoint what's going on in the sales profession. What was most shocking to you? - Growth is back - Quota attainment is now that bad - How many reps actually get 1:1s - Reps are finally getting paid fairly - #1 reason why reps are jumping ship Or something else entirely? Lemme know in the comments! #deathtofluff ☠️ --- Get your hands on the full report here: https://lnkd.in/dFGrQRSU

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Every sales leader I know has a goal to "be more data driven." Those same sales leaders work constantly in ungoverned, stale spreadsheets and manual edits. Why do they do this? 1. Salesforce is never 100% up to date or accurate 2. Leaders have their own context to add 3. Aggregate views for forecasting require more tempering than a deal by deal roll up Sigma saves our sales leadership team tens of hours per week in forecasting alone. See how my boss Mike Gerardi had a hand in building our process here:

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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Many sales organizations spend days or weeks on account prioritization and territory planning exercises. There's got to be a better way... If you're heading to Gartner CSO next week, don't miss Ami Arad's presentation on May 21 at 2:05pm! He'll contrast the traditional ways sellers prioritize their accounts and the new way made possible through buyer intent and predictive models. Get the details here: https://okt.to/GhFXdQ

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Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

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How did ZoomInfo Copilot help Account Manager Dave Howell close a $195,000 deal? 🤔 From surfacing insights about customer sentiment and product interest to identifying a C-level decision-maker who helped seal the deal, Copilot empowered Dave with everything he needed to win his client's business. Watch the full story below. ⬇️ #ZoomInfoCopilot #sellbetter #gtm #zoominfo

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Mega dealers vs the rest I’ve spent the best part of the last decade working in hyper growth SaaS (Salesforce & ServiceNow) In that time I’ve worked with & led some incredible sellers, and studied them Here’s what sets the true big deal giants (high 7 and 8 figure ACV deals) apart: 1) Belief They believe almost fanatically in their pursuit and ability to help their customer fix big problems They inherently also understand that they must focus. This is important as it shows 2) It’s on them - they take FULL responsibility They show up, and understand that the buck stops with them No excuses 3) They go together, not alone. They understand that an unfair share of resource on their customer will lead to oversized reward As such they recruit people (at all levels) to their cause Lead without authority And orchestrate for success Whether the markets good, or bad these people deliver time & time again Right now I think there’s a lot to learn in this!

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EOY Sales Tip - How to create "urgency" in deals: 𝗥𝗲𝗮𝗹 𝘂𝗿𝗴𝗲𝗻𝗰𝘆 Tied to a compelling event that a buyer cares about. 𝗙𝗮𝗸𝗲 𝘂𝗿𝗴𝗲𝗻𝗰𝘆 Tied to a compelling event that a seller cares about. 1 works significantly better than the other.

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To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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The biggest time sap as a seller? Spending time on people that can't/won't buy 🫠 What was the biggest change I made as I became a more Senior AE? Qualifying out Focus on: ✅ Your core buyers/ICP accounts ✅ Harder hitting questions ✅ Challenge prospects that are time wasting ✅ Match prospects urgency the quicker you focus on these points, the quicker you'll have a pipeline of real deals #sales

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Sales Compensation: Does your sales comp plan punish or motivate your salespeople? How to tell if your current sales comp plan is motivating or blocking your salespeople to sell more? Here's the checklist: 1-Do you and the sales people share in the upside once they've broken even on their fully-loaded comp plan, including variable compensation, benefits, marketing expense and overhead? y/n? 2-Does your comp plan treat your salesperson as CEO of their own revenue unit and compensate them accordingly? y/n? 3-Does your comp plan protect the company from the financial risks of an underperforming salesperson, incentivize the salesperson to sell more month-over-month, quarter-over-quarter, year-over-year, and protect the customer? If you didn't answer YES to all three questions, you're burning/leaving money on the table with your sales team. #CEO #Salescomp Struggling with sales comp or sales? DM me REV & let's chat.

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Consistent SaaS Sales: getting in front of your economic buyer (EB) before you do a total cost of ownership (TCO) can increase your close rate to 90%. If your champion is not getting you in front of the EB before you create your TCO, then they are likely a coach (or a friend) and not your champion. Building the TCO with your EB is the sweet spot that brings your deals to a close and with larger margins. #sales #selling #enterprisesales #saassales

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