Chase Tinkham

Did you hear the latest news in prospecting? With the new ZoomInfo and Clari Groove integration, you can now send leads from ZoomInfo directly into Groove Flows—no exports, no imports, no manual steps. Your team can engage top prospects faster than ever, using Salesforce synced data that’s accurate and ready for action. Curious how this can transform your prospecting? Read our blog for real-world examples and see how revenue teams are leveling up with this integration: https://bit.ly/3YvmFri

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CSMs, here's 7 ways to crush your quarterly business review before end-of-year Your QBR is a key step towards renewal. Here are 7 easy ways to make sure churn is not up for discussion. Make sure you've got: 1/ Overview 2/ Exec Summary 3/ Key Accomplishments 4/ Usage Data 5/ Objective Setting 6/ Action Plan 7/ CTA & Contact Info Include customer stories in your next follow-up. Sign up for Distribute, and you'll join 4200 sellers who get: - 50+ sales templates for following up with customer stories - Buyer engagement analytics - Integrated video and screen recorder 👉 —> Build an instant QBR page from your customer calls with this template: https://lnkd.in/gftRW7zJ

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GONG LABS DATA SAYS… Reps personalizing their outreach using company-based personalization TRIPLE their chances of a reply. Why does it work? These leaders are responsible for delivering on the big bets their organization makes. By reading through company news, press releases, and financial reports, sellers can identify how their offering can help them deliver on initiatives. How can you solve their pain? Help them deliver on those big bets? Exceed their goals? Connect the dots and close with a strong CTA clearly stating what’s in it for them.

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If your CSAT survey response rates are in the single digits, what are you actually learning about customer satisfaction? You're not hearing from the majority of your customers–unless you tap into your contact center conversation data. We'll show you how. Send us 10k customer interactions (call recordings or chats) and we'll score each one–and show you the biggest factors impacting satisfaction–using our CSATai. Get the details at deathofthesurvey.com. #CX #customerexperience #contactcenters #deathofthesurvey

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ZoomInfo is very clear about how sales roles are getting tougher: in 2020, the average sales cycle was 33 days. Now? It's 43 days — with an average of 56 days for deals involving companies with more than 1,000 employees. The expectation for AEs and BDRs to meet quotas and hit numbers keeps rising, but is that actually realistic? AEs don't think so; and we see the proof of that in the rise of new emerging Sales #technology to help take the pressure off a crushing sales cycle. Here are some cool new #Salestech platforms built for the modern AE. 1up — Immediate messaging based on your conversations (https://lnkd.in/eWTXZ-Yk) Letterdrop — Thought leadership automation for better social selling (https://lnkd.in/eJqegHiw) Dock — Sales deal rooms where sellers collaborate with buyers (https://lnkd.in/eXzMia_y) Common Room — Customer intelligence platforms with AI automation (https://lnkd.in/dK3KbdSg) Trellus (YC W22) — Auto-dialer that analyzes conversations and suggests improvements (https://lnkd.in/e2HcwJiK) Any of these sound interesting? Join the Emerging Sales #DimmoDay to see the demos live and get into the details of what's possible. https://lnkd.in/ezcU8Hy9

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What metrics do you track for your cold-calling efforts? Cold calling remains one of the most effective lead-generation tactics, but mastering it requires understanding the key metrics that indicate success. Many fractional SDRs miss out on key opportunities by not focusing on essential metrics. Learn how top-performing fractional SDRs use these metrics to refine their approach and maximize results: https://lnkd.in/dwxKtnUf #outboundsales #SDR #fractionalSDR #remotesalesjob #coldcalling #Glencoco

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GONG HACK ALERT 🫡 Take this tip from Gong Director of Strategy, Sunny Huang. “Steal this - ‘Summarize the key findings in 3 exec-facing headlines, and provide supporting quotes & examples for each one. Total words should be under 180’ ^Fool-proof prompt to build the perfect exec summary. They're most important part of any deck, ...but also the most time-consuming to build. This prompt = the ultimate procrastination killer Especially effective for... Reps, on discovery & end-of-pilot calls Strategy & Ops folks, on internal interviews Give it a try.” Boom.

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Is your call center training missing the mark? Without effective training, your agents are set up to fail, no matter how talented they are. We get it - creating a top-notch training program is hard work. Where do you even begin? This article offers 20 battle-tested best practices to level up your call center training. You'll discover tips on: Empowering your agents to deliver 5-star service Making your sessions fun - yes, fun! No more snore-fests Building confidence right out the gate with real-time call practice Give your agents the tools and knowledge to create raving fans, boost CSAT scores, and catapult your call center to new heights! Read 20 Best Practices for Call Center Agent Training from Aircall #CallCenter #CustomerService #AgentTraining #BusinessExcellence #CustomerExperience

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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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Feedback matters: 56% of contact centers communicate QA results in person when agents pass, while 71% do so when they fail. Clear and personal communication can significantly boost performance. Get the full report: https://hubs.li/Q02H6-9b0

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$4 trillion in revenue analyzed. Thousands of conversations with top revenue leaders. One transformative approach to enterprise sales. Clari’s Run Revenue Program is built to tackle the complexities of enterprise sales, empowering revenue leaders to drive scalable pipeline growth while aligning cross-functional teams. In our latest blog, Scott Peyser, Clari’s Chief RevOps Officer, breaks down how leading CROs leverage this program to: -Eliminate Revenue Leak -Build structured, repeatable Revenue Objectives -Achieve predictable growth with Revenue Cadences Ready to see how enterprise leaders are transforming their revenue growth? Read the full blog here: https://lnkd.in/g5fckbsh

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In today's competitive landscape, sales reps require a strategic advantage to consistently close deals. Aviso AI empowers your team to do more with less with AI-powered guidance, Intelligent automation, and by unifying sales and revenue workflows via its end-to-end revenue platform. But don't just take our word for it, see what our customers are saying about us on G2. Intrigued? Discover what Aviso can do for your business: https://lnkd.in/gg6_SZWg #CustomerTestimonials #G2Reviews #CustomerSuccess #CustomerExperience #RevenueForecast #RevenueForecasting

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CSM, get out of the hamster wheel before you burn out. ❌ Stop fire-fighting ❌ Stop with check-in calls ❌ Stop reacting to your inbox ❌ Stop taking support queries ❌ Stop ineffective repetitive tasks ❌ Stop solving for this month's number ❌ Stop emailing unresponsive contacts ❌ Stop only prioritising in-month renewals ❌ Stop manually doing what should be automated A ton of hard work. Very little to show for it. You'll never get out of the rat race if you keep working this way. Here's a different and better way of CSM-ing: ✅ Establish your customers' expected outcomes ✅ Build a Success Plan from day one ✅ Ensure they have the right set-up ✅ Hold customers accountable ✅ Report on and share results ✅ Ask if they intend to renew ✅ Monitor leading indicators ✅ Pick up the phone ✅ Multi-thread Proactive, strategic and consultative. 1000x better. If reading this makes you feel ashamed because you don't know where to start or overwhelmed because your current work situation is too chaotic to create the time for this, you're not alone. Thousands of CSMs feel exactly the same way. I know what you're thinking: -> You can't afford to stop right now -> You don't have time to make changes -> You only need to weather the storm and things will get better I've been there too. But these are the excuses that are holding you back. Nobody is coming to save you. You need to save yourself. So here's my advice: 🛑 Stop everything 🛑 Book 2 days "OOO" in your calendar. And do these 3 exercises: 1- Create a Calendar Blueprint: Set up a separate calendar from your current one. You'll use this to design a new calendar blueprint for yourself. You should add every single thing you need to do proactively in this calendar, it's the baseline for you to start changing the make-up of your working day. 📆 I'll link the one I designed for CSMs in the comments. 2- Book of Business Review: Do a full review of your customers and place them into one of the 4 buckets of priority. This way you can decide which customers to pay attention to and which ones to de-prioritise at this time. 🧰 Engagement prioritisation framework linked in the comments. 3- Calendar Planning Book or delete meetings based on customers you need to prioritise over the coming 6-8 weeks. Craft unique messages to send to these customers with compelling reasons why they should attend. 🤖 Use the T.A.V.U method I shared in the newsletter a few weeks ago + ChatGPT can help you be efficient here. Do these 3 things and I promise you that you'll: - get better results - transform your work-life - improve your mental health Create the space. 📥 If you're interested in improving your Customer Success skills, consider joining 10k+ CS Professionals who read my weekly newsletter on how to build and scale a CS Team [sign up in the comments section]. #csm #customersuccess #customerexperience #revops #saas

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👍🏿 Is Sales Right for You? Being a sales rep requires a lot more than just making phone calls and reading from scripts. Skills like active listening and traits like resilience and tenacity are must-haves. Discover eight (8) in-demand qualities that make a great salesperson. 1. Demonstrate resilience and persistence 2. Possess multichannel communication skills 3. Be tech-savvy or open to learning 4. Understand how data drives sales activities 5. Practice active listening 6. Capable of collaboration 7. Be receptive to coaching 8. Have extensive product or service knowledge Source: Elliott, J. (2022, Mar 15). 8 Personality Traits That Make a Great Salesperson. CO by U.S. Chamber of Commerce. . #cmet #entrepreneurship #startup #business #entrepreneur #training #accelerator #SalesGuru #ClosingDeals #TopSeller #ClientRelationsExpert #NegotiationMaster

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When it comes to leading sales reps, it's crucial to align their incentives with goals. If you want them to be hunting, but majority of their incentives are based on farming - they will likely adjust how they spend their time to reflect that. To learn more about comprehensive comp plans and incentives - listen to the full episode: https://hubs.la/Q02QQBzB0

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Looking to elevate your team's sales performance? Gong, the #1 revenue intelligence platform for B2B sales teams, leverages Sandler's methodology to lead with influence in customer conversations.  Read the case study and learn how to create a best-in-class buying experience for your clients. 🔗 https://bit.ly/4dC2wq6  #SandlerTraining #SalesSuccess #BusinessDevelopment

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