Edward Benkendorfer

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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BIG COMMISSION CHECKS ARE NICE Consistently big commission checks are nicer. With Scratchpad sales teams have everything they need to maintain a healthy pipeline and close deals with speed and consistency. 📈 Zero Boards wipe out non-compliant opportunities 📈 No-code Automations for instant Salesforce updates 📈 Deal Rooms promote proactive collaboration on your biggest deals Check out all this and much more at the 🔗👇 #Sales #Revenue #GTM

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Raycaster (YC F24) is your private investigator for enterprise sales. It finds the hidden insights that close 6-figure deals - before your competitors even finish typing "congrats on the Series D! 🎉" Top enterprise sellers spend 20+ hours weekly doing deep research - digging through technical docs, regulatory filings, and LinkedIn posts. But most miss crucial signals buried in: - scientific publications (where it can spot a biotech company's scale-up plans) - obscure podcasts (where it discovered a CEO's strategic priorities) - API calls (where it found a prospect's search implementation issues) Raycaster's customers use these insights to break into dream accounts. For example, a multi-product company used Raycaster's website and API analysis to identify specific video streaming challenges across all their priority accounts. The founding team brings unique expertise to this deep research problem. Anthony Humay built intelligence systems at Meta & Apple, while Levi Lian developed enterprise LLMs and GTM motion at Uber and exited startups. They're building Raycaster to give enterprise sales teams an unfair advantage through deep research. Congrats to the team on the launch! 🚀 https://lnkd.in/gAHFfCXS

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How do you set Gen Z sellers up for succes? Calling all sales leaders! This is a must-listen to cap off your week: https://lnkd.in/gj9izm8M In case you missed it, we've just launched a new season of the Redefining Sales podcast. Listen to our first episode with our fantastic guests Lucy Lee and Danielle Dacunha-Howarth from PurplePatch, and stay tuned for new episodes dropping soon. #Sales #Podcast #AIinSales #Prospecting #SalesEnablement #SalesStrategy #SalesTraining

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Sales360's automated custom pricing changes the game and shortens turnaround times. Simply... 1) Enter details and get a quote 2) Send to the customer for DocuSign 3) Instant automated enrollments + confirmations Book a free demo. ➡️ https://hubs.ly/Q02D_M0l0 #energysales '#fastercontracting

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ICYMI This month, Gong was named a leader in The Forrester Wave™: Revenue Orchestration Platforms For B2B, Q3 2024 report. The report evaluated 12 ROPs providers across 29 criteria. Here’s how Gong stacked up: ✨ Top score in the current offering category ✨ Highest possible scores in more criteria than any other vendor evaluated ✨ Only vendor to earn top scores possible across the three AI criteria For context… Revenue orchestration platforms (ROPs) combine sales engagement, conversation intelligence, and revenue ops, serving as a key partner for GTM teams hoping to streamline workflows, save time, and drive growth. Hungry for more? Forrester’s report highlights what *exactly* revenue orchestration platform customers should look for from providers. Check it out here: https://lnkd.in/gUmxBBdq

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Our customers say it best. Emissary provides "insights from individuals on the ground at the organization - you can't find as relevant information anywhere else as quickly." See how Emissary helps enterprise sellers succeed. 🌟📈 #EmissaryKnowledge #SalesIntelligence

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It’s NOT EASY being in Sales 😰 You gotta deal with new rules & delve into a 36-page-long sales policy doc to make sure you’re sending the right quote. You’re enraged. And guess who’s on the receiving end of this rage? Yup, poor ol’ RevOps - the prophesized punching bag 🥊 But, RevOps absorbs the blow & delivers the max value. Every time. How does this magic happen? ✨ Read the story here 👉 https://lnkd.in/gSbVePvd #revops #notapunchingbag #closingthoughts

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Your #ICP needs to be on point. Here's how you can nail it: https://hubs.li/Q02DHF3S0 #sales #b2bsales #icp

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Discover #B2B Buyer Insights to Transform Your Sales Strategy! https://bit.ly/4aIu0rF Learn how to leverage #AI to read the room, identify key sentiments, and accelerate deal execution. #AIforSales #SalesTech

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Discover #B2B Buyer Insights to Transform Your Sales Strategy! https://bit.ly/4aIu0rF Learn how to leverage #AI to read the room, identify key sentiments, and accelerate deal execution. #AIforSales #SalesTech

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"We need our AEs to source more of their own pipeline." When we've brought together rooms of revenue leaders like this at Sales Assembly this year, this has been one of the topics brought up most often. So...what's a leader to do? Outside of setting clear expectations that inbound will only make up a fraction of a rep's pipeline going forward (and thus you'd need to self-source if you want a shot at, I dunno, making $$$), some ideas to consider include: - Consider higher commission rates for net-new, outbound-driven deals. This obviously rewards the harder work required for self-sourced deals. That said, avoid disincentivizing inbound leads (despite how attractive that idea might seem). - Structure contests and spiffs around outbound prospecting activities – calls made, connections requested, etc. Makes it a focused game. - Leadership needs to be consistent in clearly explainining the "why" behind self-sourcing expectations. Reps need to hear this is a priority. - Finally, and this one is critical: ensure sales enablement provides outbound prospecting training and resources to build rep skills and confidence. If you ain't giving them the tools, they won't be able to finish the job. FYI when I get hit up by leaders looking for new AEs to add to their team, the ability to self-source (and documented experience being able to) is near the top of the list of requirements. This expectation aint going anywhere anytime soon. PS - Matt has gracefully returned the keys to the Capchase LinkedIn account back to their rightful owners, so your feed will no longer be littered with his nonense! For now, at least. 😬

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Complaint ➡️ My SDRs aren't having enough conversations Assumed “solution" ➡️ Make more calls Hold on. ✋ More calls is not the answer. ↳ Not UNTIL your engagement metrics are strong. Stuck with single-digit answer rates? Fix that first. Then layer on more calls. PhoneBurner just notched its 4th straight month of increasing answer rates. Our customers average double-digit answer rates, with 1/3 of customers > 20% answer rates. What's better than more calls? ↳ More meetings booked, with fewer calls. The path lies in your answer rates. We can help.

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🔍 Why Today’s Top Sellers are Poised to Become Tomorrow's Great Sales Coaches For years, there’s been skepticism about top sellers transitioning into coaching roles. Historically, promoting top sellers into frontline management carried risks. But today, this dynamic is shifting. Top sellers are evolving from "push" to "pull" strategies. Instead of simply convincing buyers, they guide customers through the purchase process, adding value at each step. This shift is driven by more complex solution sales, multiple stakeholders, and increased scrutiny over purchase decisions. Key Skills for “Pull” Strategies: 🗺️ Call Planning 🕵️‍♂️ Needs Identification 🛠️ Solution Development 🧠 Managing Objections 🤝 Gaining Commitment These skills mirror effective sales coaching techniques, making today’s top sellers uniquely qualified to excel as High-Impact Sales Coaches. 🌟 Learn More: https://lnkd.in/gvdE_Mnc #SBI #SRG #SalesCoaching #SalesStrategy #B2BSales #Leadership #SalesManagement

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In case you missed it, we recently teamed up with Calendly on a new integration! Now, scheduling sales meetings just got a whole lot easier. Seamlessly connect with prospects, boost conversion rates and accelerate your pipeline -- all in one platform. Learn how. https://bit.ly/3UdXlUx #b2b #sales #AI

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🚀 Big news for sales teams everywhere! Clay just dropped a Salesforce package that's going to revolutionize your prospecting game Imagine this: One click in Salesforce, and BAM! 💥 You've got all the intel you need on any contact No more tab-switching madness or data-hunting nightmares Here's what you can do without ever leaving Salesforce: - Find the perfect contacts at any account - Get AI-powered web research on demand - Draft personalized emails that actually convert If you can dream it up in Clay, your SDRs can use it in Salesforce It's like giving your sales team superpowers! Over 100,000 GTM teams are already crushing it with Clay. Join them and watch your pipeline grow Check it out now to grow with Clay! ⬇️ https://www.clay.com/sdr

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The Sales Rep Time to Break Even Model is an underutilized yet crucial metric for evaluating sales efficiency and deciding when to hire more sales reps. Justin Kaufenberg explains how to think about using this model below. The break even model is one of the 'The Nine SaaS+ Financial Metrics Your CFO Needs to Know.' You can view the full article here: https://lnkd.in/gNf5kpBs

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SDRs are typically the ones reaching out to leads But if your SDRs can't convert leads into sales, your bottom line will suffer 📉 Here are 8 reasons why your SDRs aren't converting (and how AISDR help) 👇 https://hubs.la/Q02FyJL50 #SDRs #salestips #outboundsales #inboundsales

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