Charlie Apter

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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People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

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Good SDR leaders help their SDRs understand how many calls they need to hit quota. Great SDR leaders enable their SDRs to hit quota with the least amount of calls possible.

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This is absolute creative gold! Calling on ALL Sales Leaders, BDR Leaders, and sales reps to take a look at this video. 6sense can help you. #Salesintelligence #accountdata #salesai #predictive #accountprioritization #outboundsales https://lnkd.in/gEc_cv5Q

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5 strategies to automatically increase your win rate 👇🏼 Very interesting and accionable from Gong 1. Double down on backup 2. Give buyers time to think 3. Make sure reps talk money 4. Require next steps 5. Emphasize value, not features

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Exciting to see how NetSuite continues to evolve with these new AI capabilities! The enhanced analytics will undoubtedly empower businesses to make smarter, data-driven decisions faster. Looking forward to seeing how this impacts operational efficiency for organizations across industries. #AI #ERP #NetSuite

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Missing sales quotas? Despite best efforts, a lot of sales teams are set up to struggle. So, sales leaders need to identify and address the root cause. One of the main reasons sellers don't hit quota is inefficient prospecting. Many sellers are bogged down by time spent targeting low-value accounts, as well as scrambling to knit together information about accounts so they can reach the right people and tailor their pitch. These time-sinks steal opportunities to actually SELL. The key lies in shifting focus from merely increasing the number of leads and activities to maximizing the value of activities. Concentrating on quality and qualification rather than quantity empowers sales reps to improve performance and consistently meet their targets. See how better data and AI can help you create leaps in efficiency and ROI: https://okt.to/RxcyLQ

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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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5 new AI capabilities for Gong!

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Mark Kosoglow says the Great Ignore has begun for buyers. Unleashed engagement automation has created so much noise that buyers are ignoring sellers. I’d argue a similar thing is happening internally. In which the sellers are ignoring sales enablement. “How can we CREATE more things for the sellers to consume?” is the wrong (and dangerous) question. It is leading us to a similar version of the Great Ignore… “How do we REMOVE more barriers for the sellers to perform?” is a better question. — Which question is your #SalesEnablement team asking?

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11 things world-class sales development teams DO—and what the worst teams DON’T Insights from... → Outbound Squad's experience working with world-class teams at Gong, Shopify, Rippling, and more → Orum's 2024 State of Sales Development report Commentary on how the best sales development teams... ✅ Use AI responsibly ✅ Retain top talent SDRs ✅ Align with AEs ✅ Deal with low-pick up rates ✅ And plenty more 👇 P.S. Watch this video for our full commentary: https://lnkd.in/eBFYfnU3

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Improved ramp time for new reps by 40% Some CROs see the value and still want to wait for the “right time” (ie. after SKO, after year end) Other CROs like Brent Thurrell see the value and move fast knowing now is the only time. A big reason why he’s running a half a billion ARR revenue org. Decisive and knows the moves he made earlier in the year start paying off in Q4 and in Q1. Your next year starts now. #TOP #Sales #Training

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Consistent SaaS Sales: knowing your buyer... Experienced sales pros see hundred (maybe thousands) of deals over the years so they understand the ebbs and flows, the give-and-takes, and the standard processes for purchasing solutions within an organization. And a lot of times, I have taken that for granted. I'll assume that the person across the table from me knows how to buy software for example, and often times they do. But it's a good idea to really evaluate how well your prospect knows their internal processes to buy, how price negotiation goes down, and who else needs to be involved in the purchasing process. Otherwise, you could end up with a deal stuck in a dead end. A few questions that can help figure that out: - Have you bought a solution like this before? - How many times have you done that? - What were some unexpected roadblocks that came up last time? - What is the process to gain approvals and ultimately authorization on an agreement like this? - Who will own this contract within your organization? There's more; I'm sure. What would you add? #sales #selling #saasSales #b2bsales

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Sales is something we should do WITH people, not TO people. That's the fundamental animating principle of Carole Mahoney's "Buyer First Selling." Buyers are opting out. Figuratively and literally. Various data tells an alarming story: - 30-60% of reps consistently missing quota - 40% of deals ending in no decision And anecdotes reinforce the concerns: - too few meetings - lower success rates in prospecting - diminished digital marketing lead generation Carole offers some powerful insights into how to improve your sales outcomes and how to have more fun doing it. Check out our full conversation here - https://lnkd.in/e_CvSP6E #WomenInSales #B2BSales #Prospecting #OutboundSales #BuyerFirstSelling #SalesProcess

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⚡ POWER UP: SALES ABM BUY-IN ⚡ Want your ABM strategy to be successful? The key is strong alignment between marketing and sales. During a #LevelUp webinar, experts Nancy Naretto from QAD, Nate Spurgess from Service Express, and 6sense's own Mac Conn shared their tips to get ABM buy-in from sales: ➡️ Find an executive champion. ➡️ Loop in sales from the start and collaborate. ➡️ Prove success with the data to back it up. ➡️ Leverage tech (like 6sense) that helps prioritize sales activity and enhances an existing tech stack. Keep reading for more takeaways from this webinar: https://okt.to/mXisRc

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Tip of the Day 🎥 Classic: Differentiating Value Through Education. There are many different sources of insights we can bring to the table and this will serve as a point of difference potentially vs the other sales reps vying for the business because let's face it: it comes down to you vs the other sellers. #differentiation #tipoftheday #b2bsales #valuebasedselling

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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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Join us for an exclusive look into Salesforce’s journey through our own data and AI transformations, similar to that of many enterprise companies happening on July 31st. Learn how we foster a data-driven culture by integrating people, processes, and products together. You’ll hear about: 🔹Analytics Adoption: strategies to bring teams together. 🔸Change Management: key lessons and insights. 🔹User Enablement: best practices on empowering decision making with data. Don’t miss out on understanding how Salesforce leverages Tableau to enhance enterprise operations! https://lnkd.in/guZjRVkU

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