Christina Cusumano

One of my favorite things to do for clients is get creative, and watch a concept come to reality. In this instance I wanted to create a useful item out of the well-loved characters of Salesforce. Check out how I went from stock concept to actual items. Promotional products can be so powerful when they are well thought out. Working with Salesforce for over 10 years, I know how beloved these character are, now I just need to find the perfect event to brings these to life. Please pass this presentation along to anyone you know at Salesforce! #salesforce #eventswag

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5 ways to build a top-performing SDR team. Here’s what worked for us: 1. Fundamentals Simplifying your team dashboard is a great place to start. For my team, we focused on: - Cold Calls - Emails Data around these fundamentals will highlight coaching opportunities lie. 2. Leadership Provide your reps with opportunties to lead. My reps do this by: - Leading Gong call review sessions - Organizing email messaging workshops - Hosting cross-functional partners on our team calls The buy-in that comes with leadership drives accountability. Accountability to each other and yourself. 3. Relationships My team focuses on building strong relationships with their: - Prospects - Field team - Teammates Authenticity and vulnerability are crucial for this section. 4. Career It’s hard to stay motivated if you don’t know where you’re heading. Encourage your team to explore different roles. Help them build their network by making warm intros. 5. Fun The SDR role is tough! Creating a culture of hard work and fun is extremely important. What’s worked for you?

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The key to setting realistic targets for SDR/BDR teams goes beyond reverse-engineering pipeline goals from outbound efforts. It's about recognizing that your team should be able to: * Hit 50% of quota with basic effort, using industry-standard cold calls and semi-personalized + automated email sequences targeted at the right prospects. 🏃🏻‍♂️ * Achieve 75% of quota through consistent hard work—this includes a solid volume of cold calls paired with personalized emails. 🔫 * Meet or exceed 100% of quota through creativity and effort, involving targeted, well-researched cold calls, video prospecting, hyper-personalized emails, and active social media engagement with prospects.💯 If your quota is set so high that even your good reps are clawing to reach 75%, you’re not just missing numbers—you’re killing morale faster than a bad cold call! #quota #targets #sdr #bdr #businessdevelopment #pipeline #saas

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📣 Big news for social marketers AND customer service teams! 📣 Hootsuite just dropped Social Customer Care — a Salesforce integration that can streamline, simplify, and even automate social messaging across your entire org. ✨DMs get automatically routed to the right team and person. 💡 Support peeps can see message history in context and reply right from Salesforce. 🤖 There’s even chatbot integration to automate replies to FAQs across your social channels. You’ve gotta see it: https://ow.ly/HVnO50TzyVF

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Hey SDRs and SDR Leaders. important update of skills you must have Software Defined Radio Sustainability Disclosure Requirement keep an eye here for more tounge and cheek hints.

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42Chat's GradBot 🤖 will turn your Frequently Asked Questions into Frequently Answered Questions So you and your team can focus on other priorities. ▪ ▪ Are you looking for a communication solution that boasts a 98% correct response rate and a <1% opt out rate, connecting you with your community and ensuring continued, trusted engagement? If so let's chat!

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Who You Gonna Call?🚔👻📱 Your Backlog's large and it don't look good🧀👮🏻‍♂️ MSAB's Frontline Kiosk Solution💯🔥 Is the backlog-busting kit designed just for you, featuring proven XRY mobile forensic software in a turnkey terminal. 👻Simplified touch screen guides users through step-by-step extractions. 👻Customisable workflows tailored to your department’s unique needs. 👻Quick, consistent extractions with minimal training. 👻Meets ISO 17025 and 27037:2012 standards with locked-down configuration and automatic audit logging. 👮‍♂️ Let’s free up your forensic experts to tackle the most challenging cases together. Get in touch with us today and say I ain't afraid of no phones.👻📱 #Policing #LawEnforcement #Efficiency #DFIR

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A ton of sales tool out there. Each with their own bit of good data and not so good data. Want to highlight ZoomInfo for a moment as I just made a cold call. The person I called confirmed I had in fact reached the right person. They asked where I did I get their number from. I learned something from this call. 1. Cold calling ☎ is NOT DEAD. (All the non-MD's 🏥 out there keep prematurely pronouncing it dead.) 2. Zoominfo, old reliable. I have used several tools since 2021 and come back to this one, still has goodish info. 3. Share your tech stack when asked. Why? Why not? Learn a thing or two about what they use and share what you use. Free exchange of info. Boom 💥

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Onboarding Bootcamp Complete ✔️ Shout out to Elena, Joana, Gurpal, and 🪭Michelle for delivering the sessions throughout the week. Biggest takeaway: There is nothing that replaces roleplaying, watching gong videos, and debating best practice for getting into the swing of things. What's your go-to for onboarding?

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📣 Big news for social marketers AND customer service teams! 📣 Hootsuite just dropped Social Customer Care — a Salesforce integration that can streamline, simplify, and even automate social messaging across your entire org. ✨DMs get automatically routed to the right team and person. 💡 Support peeps can see message history in context and reply right from Salesforce. 🤖 There’s even chatbot integration to automate replies to FAQs across your social channels. You’ve gotta see it: https://ow.ly/hjKh50TpsTe

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ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Book a demo: https://lnkd.in/eviVZiWj #ZoomInfoCopilot

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Great discussion with my team this morning on show-up rates for booked meetings. Traditionally, our org followed a two-step SDR > AE sales process. However, the new crew I'm leading are full cycle — these AEs now handle their own prospecting, and that's the best part of the job! As AEs take on more responsibility for building pipeline, we're focusing on early call structure, setting expectations, and offering clear value to lock in the next steps. Every conversation is a mini sale — we aim for full buy-in at every step. Ghosted meetings lead to calendar bloat and endless follow-ups, so it's crucial to drive urgency and clarity. Are you a Full Cycle AE or have experience leading a FC process? Share your key pillars for driving up show-up rates! #Sales #FullCycleAE #saassales #softwaresales #smbsales #mmsales #enterprisesales #aelife #sdr #salesdevelopment #salespipeline

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If you're looking for job in tech sales, Start with these two tools: RepVue and G2. RepVue is a site where you can anonymously review your sales org. Once you do this, You get access to detailed reviews for ALL other sales orgs on the site. You can see ratings for companies across many different metrics such as: Culture and leadership Compensation Professional Development and Training Diversity and inclusion Etc. They also give companies aggregate ratings called a "RepVue Score" which they use to rank all sales orgs on the site. I like to start by sorting by RepVue Score and then I work my way down the list. G2 is a similar concept, But the reviews are product-based rather than sales org-based. You can find peer reviews for every software product you can think of on G2. This is important because it's much easier to sell a world-class product than a mediocre one. Your chances of success go up substantially if you're selling a great product. I like to start with G2's list of the 100 best software products for the current year. This allows me to check out each company on the list to see which ones are hiring. Remember, just like companies are evaluating you for a sales role, You're also evaluating them. This means you need to do your research before you even apply. Don't waste your time interviewing for a company that has a weak sales org or a bad product. You'd just be setting yourself up to fail.

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A few hot outbound prospecting takes on this crisp and cool Thursday from a full-cycle AE: 1. I do not really use sequences/cadences anymore for my outbound, I use manual emails and follow up tasks.. It doesn't take me more than 3-4 touches to get a response. Cadence/sequence simply keeps me organized and so things don't slip through the cracks. 2. I also think the idea of needing "12-14" touches to get a response is absurd. This is a lie you were sold on and forced you to do "outreach at scale with automation" *if your messaging was relevant and problem focused, it wouldn't take you that many touches to get a response* 3. I also think most people use sequences/cadences as a crutch and end up forgetting to complete their later stage tasks any way 4. Automation in sequences/cadences rarely works anymore 5. And lastly, you can get a response on the first few touches if you: a.) Understand prospects do not care about your featues but do care if you can help them solve a problem b.) Understand prospects only care about personalization if it's relevant in context to the problem you can help them solve (aka a trigger) c.) Understand and empathize with how much spam your prospects get and be thoughtful in how you reach out to them d.) Stop listening to everyone else's advice and A/B test to find what works for you. (like me using manual emails and not sequences :) ) That's all. Thank you. 🔥

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As an SDR, you have to be meticulous about optimizing your work flow. Find ways to scale thoughtful activity, whether you consistently mark bad numbers, save easily accessible content, create templates of common power messages etc. As you execute tasks that take up time and are frequently done throughout the day, you should be thinking to yourself “how can I be more efficient or spend less time doing this.”

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Hey LinkedIn Fam 👋 As we continue to look towards expanding our team here at RingCentral Events, I am hoping to connect personally with a few exceptional, outbound-focused Account Executives. If you’re passionate about driving mid-market and enterprise growth and are ready to make a big impact, I want to talk to you! At RingCentral, we pride ourselves on innovation and excellence and as an Account Executive on my team, you’ll be a key player in our growth strategy, working on an emerging product within an established company. ➡️ What Makes a Top Performer on my team? Self-Starter 🏃‍♂️‍➡️: You’re driven by success and take initiative. You don’t wait for opportunities; you create them. You have an entrepreneurial mindset, constantly seeking out new ways to drive growth and improve performance. Pipeline Driver 📈: Always outbounding, you consistently exceed KPIs in lead generation and pipeline development. Your ability to maintain a robust pipeline ensures that you’re always ready to close the next big deal. Process Builder 👷: You excel at developing and implementing scalable processes, ensuring efficiency and consistency in your approach. You understand that great sales teams are built on strong, repeatable processes. Results-Oriented 🏆: Your track record speaks for itself. You consistently meet and exceed sales targets, with a focus on high conversion rates and closing big deals. Your strategic approach to sales, combined with your ability to close high-value deals, ensures that you’re always at the top of the leaderboard. Emerging Product Enthusiast 🎉: You’re excited to work on an innovative product and contribute to its growth within an established company like RingCentral. ➡️ Why should you be interested? Last quarter, my entire team hit over 100% of their quotas, and year after year, our reps have consistently exceeded 200% to quota. I truly believe this is a testament to our relentless drive for excellence and our commitment to creating an environment where top performers thrive. As a previous individual contributor, I understand the challenges and triumphs that come with a career in sales. I am fiercely passionate about providing the support, resources, and opportunities that my team needs to succeed. I am an in-the-trenches leader who isn’t afraid to roll up my sleeves and get involved. I don’t just manage from the sidelines; I actively engage in the sales process, joining my reps on calls, providing hands-on coaching, and sharing strategies that have proven successful. I believe that the best leaders are those who lead by example. Joining RingCentral Events means you’ll be part of a dynamic team that’s shaping the future of the events industry. You’ll have the opportunity to work on an emerging product within an established company, and you’ll be backed by a leader who is fully invested in your success. Ready to take your career to the next level and be part of a high-performing team? I want to hear from you!

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The average SDR is making $85,000 The average SMB AE is making $130,000 a year. The average MM AE is making $165,000 a year. If you crush it as an SDR, are at a company that actually promotes top talent, and continue to perform as an AE you can literally double your income in just a few years. How cool is that? I teamed up with RepVue and put together a few resources with some more details on salaries based on roles... check it out. SDR salaries & a list of high paying SDR Roles: https://lnkd.in/gqfUbnqR SMB AE salaries & a list of high paying SMB Roles: https://lnkd.in/gcpnQ_Xt Mid-Market AE salaries & a list of high paying MM Roles: https://lnkd.in/gPd-RHCb Ent AE salaries & a list of high paying Ent Roles: https://lnkd.in/gibqD9Gv

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What would you add here? Wednesday afternoon is our weekly RevPartners Pipeline Review call for our RP Sales team. Here are the key data points I look for when prepping Wednesday morning, as a #salesmanager. ⭐Forecast Category: Pipeline, Best Case, Most Likely, Commit ◼️Why: Rolls up into the Revenue Forecast of where we will land end of month/quarter. This also puts my focus on certain deals, to support our reps. ◼️Consider: to invest extra time on certain deals, the deal should have an elevated forecast category, otherwise there is a mismatch of effort and probability ⭐Next Steps: In format "<Date> - <Description>" ◼️Why: Forcing function for reps to think through their next action ◼️Consider: Provides manager and all sales reps visibility into next steps "at a glance" ⭐Close Date: Is this accurate, based on your most recent interaction w/ prospect? ◼️Why: Rolls up into Revenue Forecast of where we will land ◼️Consider: Close Dates change mid-deal. It's important to keep listening and keep asking questions to help you determine whether close date is accurate. Questions like: "Providing you give approval this week, are there other steps that need to happen internally before signing?" ⭐Close Plan: What's the qualitative plan you're using to serve the prospect? ⭐Recent Activity: Is there a steady cadence of bi-directional activity? ⭐Next Meeting Booked: Yes/No? We use deal tags and a report on our dashboard to ID this quickly ☕Pro-Tip: Pipeline Review prep is best done over a latte. And when your latte art turns out like this in the morning, you know it's going to be a good day!

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Well, tomorrow marks my last day at BigCommerce. To say these last few weeks have been bittersweet is putting it too mildly. Gut wrenching & nauseating might be more accurate because leaving this incredible company and top top team was no easy decision. Definitely lost some sleep over this. 4 years came and went in a flash. I had the privilege of working with the top experts in the ecommerce space - be it agency partners, internal teammates, technology partners, or merchants - and am beyond thankful for the opportunities, experiences, friendships, friction, wins, losses, and the many, many opportunities to share a karaoke stage at conferences/events. There's far too many people to thank individually but I'm contractually obligated (hyperbole) to shoutout Sam Biel, CPA for bringing me into BC back in 2020 - in his words and as he often reminded me at every milestone over the years - "I owe it all to him". But now we look to the future and my departure opens up a potentially life changing role (not hyperbole) within our Channel Org. Working with Leaders like Daniel Fertig, Lauryn Spence, and Jonathan Rodgers. If you'll indulge a shameless plug; my cohort of partners on the West Coast are top notch and the territory is humming with activity and potential. And if you need more convincing - Lauryn Spence is an Industry best People Leader and will likely be your new best friend/mentor. DM me if there is any interest as I would be happy to speak more to my experiences/answer any questions/provide karaoke videos upon request.

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