Shannon Franzen

Looking to expand your territory and crush your quota? 👊 In this episode of In Your Corner, our CEO and Founder, Henry Schuck, shows how enterprise account executives can identify new accounts to target in just a few clicks. Using ZoomInfo's Advanced Search, sellers can easily find accounts within their territory that aren't existing customers and connect with contacts who are most likely to engage. Watch below to see how it works. ⬇️

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Get up to speed on any account in 30 seconds with ZoomInfo Copilot. On the latest episode of In Your Corner, our CEO and Founder, Henry Schuck, shows how ZoomInfo Copilot is changing the game for AEs and AMs. ZoomInfo Copilot makes meeting prep and account research simple — surfacing everything you want and need to know about an account. From recent engagements and key contacts to upcoming deals, ZoomInfo Copilot's AI Account Summaries help frontline sellers prepare for any customer interaction. Have a question? Just click "Ask Copilot." See how it works. ⬇️ #ZoomInfoCopilot

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Great Place To Work® and Fortune magazine have honored Five9 as one of this year's Best Workplaces in the Bay Area. 🌟 This is Five9's second time being named to this prestigious list, coming in at No. 17. Earning a spot means that Five9 has surpassed rigorous benchmarks, establishing itself as one of the best workplaces among companies headquartered in the San Francisco Bay region. Learn more: #Five9 #BestPlacesToWork #CustomerExperience

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More data means more noise. 🗣️ Despite having more data at their disposal than ever before, GTM teams still struggle to connect with motivated buyers at the right moment. ZoomInfo Copilot uses AI to cut through the noise and identify intent signals that show a prospect is ready to buy. Portfolio Marketing SVP Jam Khan shares how ZoomInfo Copilot can uncover hidden buyers and boost win rates ➡️ bit.ly/3y9mada #ZoomInfoCopilot

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Want to drive sales success through technology? Learn how to effectively advocate for sales enablement within your organization with these expert tips from our own Enablement Expert, Beverlie Heyman. #salessuccess #ealesenablement #enablement

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Become an expert on any account in under 5 minutes! ⏰ ZoomInfo Copilot's AI Account Summaries tell you everything you need to know about a given account — including pain points, upcoming deals, important contacts, and more. Ready to optimize your sales strategy? Request a demo to see ZoomInfo Copilot in action: bit.ly/3VRm9E0 #ZoomInfoCopilot

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In today’s fast-paced sales environment, keeping sellers focused on what truly matters is key. 🔑 With ZoomInfo Copilot, your sales team can zero in on the right accounts at the right time, with AI-driven insights to streamline decision-making and maximize impact. Hear from Tessa Whittaker, VP of Revenue Operations at ZoomInfo, on how Copilot is helping sellers boost productivity and efficiency. ⬇️ #ZoomInfoCopilot

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Rev Ops / Sales Ops - I believe the toughest part of your job has more in common with parenting than it does with anything else. Follow my metaphor for a moment. The sales operations job is: - making sure the CRM is in order and connected to other sales tools - sales compensation - territory - ensuring sales process adherence - data hygiene - forecasting - sales analytics and many other things. As you look at that list it definitely lines up with somebody who is analytical and a systems thinker. Where it breaks down is once you have everything set up. Once you have the right processes and systems, the weak link is the people. And when the people are sales reps, that's a very weak link. Yes I know some of you hate that statement, but it's true. And that's coming from someone who prides himself on being a salesperson. I don't always do the stuff I'm supposed to do in the systems that revenue operations set up either. My colleague James Hemberg does a great job with tactful reminders. Here's one from last week: Hey team - If you are receiving this email, you are the owner of a non-flat renewal opportunity set to close this fiscal quarter. At this point, if it's not on the cusp of closing it should get pushed out to next quarter or moved to closed/lost. ------ I like the wording of his note. Way better than, "Update your opps you morons." That inspired me to ask the question: Got any bulletpoints on lessons learned from revops on how to get surly sales reps to actually do stuff? His reply: It’s like parenting and what I do to stop having to constantly remind my boys to do stuff: - create routines: be consistent with your expectations on when you ask them to do things and how you want it done. - keep the asks small: makes it manageable and shows you respect their time - lead with empathy and understanding: I know they don’t see personal value in every ask so I explain why the first time. - provide a means to avoid the ask: give them a dashboard or report they have access to at all times so they can proactively avoid having to do the asks. Gives them the ability to do it on their time. ___________ Great advice from someone who is technically and analytically competent, while at the same time understands the human element as a father of two boys. Sales operations people how do you handle sales reps when it's difficult to get them to do stuff? #revenueoperations #salesoperations #salesteam #routine #habit

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Everyone in your revenue org has a different view of what's going on. Learn how to leverage it: VPs: “We’re tracking behind on our Q3 revenue target. We need to increase our ACV by doubling down on Enterprise opportunities.” Sales Managers: “We’re tracking behind our Q3 revenue target. We don’t have enough opportunities to double down on. We need to increase our outbound activity to drive pipeline.” Account Executives: “I’m behind on my Q3 target. Building more pipeline isn’t going to help me this quarter. I need to close at least 50% of my open opportunities to get back on track (even though my average is 25%).” Same Problem. 3 Completely Different Approaches. If you work in revenue enablement, you have the unique opportunity to be a bridge between team members at every level. Here’s what that sounds like… To VP’s: “If we want to increase our team’s ACV by moving up market, we’ll need to audit how we qualify opportunities and make sure we’re getting the right stakeholders involved in discovery. Do you have time to collaborate on a new rubric for our SDR’s and AE’s to qualify champions? I’d expect this to take about 3 months before we start seeing consistent results. Is there any opportunity to focus on mid-market win rate in the meantime?” [Once approved, go to your sales managers] To Sales Managers: “I understand we need more activity, but until our reps are identifying the right people to get on a call, it’s going to be wasted effort. Leadership is working on a new qualification framework for next quarter, but in the meantime, you can still hit your target by focusing on moving more of your existing pipeline in S2 & S3 into later stages in the sales cycle. What are some high-value deals that you feel are stuck right now?” [Then, go to your reps] To Sellers: “Your managers have identified some deals that are stuck in the early stages of the sales cycle. In the past, I’ve noticed you tend to use discounts as a lever to push deals through faster. How would you go about advancing these deals if you weren’t able to discount them at all?” By taking the time to listen to different perspectives from across the org, Enablement becomes a force multiplier that get’s everyone moving towards the same goal.

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If you live in San Jose, then you’re in luck…. 🍀 The most forward-thinking minds in California’s financial landscape are coming together on February 25-26 at FP&A Summit San Jose. They will be exploring cutting-edge strategies & solutions for the industry's most relevant issues. Join other experts from companies like Google, Amazon, and HP as they share exclusive insights to help benchmark your processes and rejuvenate your procedures to future-proof your FP&A strategy. Delve into our series of insightful sessions: ✅ Transforming data with visualization: Making financial insights accessible ✅ Panel: Enhancing financial forecasting: Techniques for accurate, adaptive planning ✅ FP&A unleashed: Crafting strategic impact across every stage of growth ✅ Navigating FP&A career progression: Skills for the future ✅ Managing conversations with the C-Suite: communicating impactfully Join 150+ Finance leaders and optimize financial planning processes, build agile, high-performing teams, and accelerate your career in a data-driven finance environment. We can’t wait to see you there. Download your brochure: https://lnkd.in/ee_QNKSY #fpna #Sanjose #finance

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Want to nerd out with me on Revenue Operations comp plans?? 🤓 If you've been considering revamping your RevOps team compensation and want to add in a spicy new variable comp to better align with the business outcomes you're striving for and reward your team for their contributions, then check out this quick read: https://lnkd.in/gDFmh3jT

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This conference (while it's for those in Human Resources) looks kinda cool. How can you go wrong with a Beatles themed event?! I got a sneak peak at the list of 50+ sessions and whether your focus is Culture & Recruiting, Employment Law, Total Rewards, Public Sector, or HR Essentials, this conference is going to cover it. Have you been to one of their events?

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Want to learn from enablement experts? At Sales Enablement Summit Boston, you'll find up-to-date case studies, best practices, and learn everything you need to know about the current state of sales enablement. At the event Ryan Mathers and Justin Hill will show how putting AI sales assistants into practice boosts team results. Register with the following link: https://bit.ly/47O4H7v #enablement #salesenablement #ai

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“The cave you fear to enter holds the treasure you seek.” 💡✨ Attending SaaStr 2024 in San Mateo for the first time felt like stepping into the unknown, unsure of what I’d find or how it would change me. But wow—what an incredible and transformative experience! 🚀 I had the privilege of connecting with hundreds of amazing companies from the SaaS and tech ecosystem, both from California and across the US. From passionate discussions about design, digital experiences, and truly connecting with users to creating products that have a real impact on people’s lives, every conversation was a treasure of its own. 🎨💻💬 What struck me most is that we all share the same passion and understanding of how vital design and user experience are. It’s not just about aesthetics—it’s about solving real problems, creating meaningful connections, and making people’s lives simpler and better. 💫💖 So grateful for this experience, and for all the treasure I found along the way! 🗝️🏆 #SaaStr2024 #DesignMatters #UserExperience #DigitalInnovation #Grateful #TechCommunity

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What is sales readiness? And why should you care about it even if you're not in sales? Making sure your sales reps are prepared to have thoughtful conversations with customers is essential, especially now that customers have a lower tolerance for inauthentic, rote buying experiences. Customers want to leave a conversation not only with a smile on their face, but with confidence that your company is right fit for them, for both the present and the future. And EVERYONE has a stake in that. So you need to make sure, in whichever way you can contribute, that your sales reps are ready to give customers that secure feeling. How are you contributing to your sellers' readiness? #salesreadiness #salesenablement #buyingexperience #guidedselling

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Top H1 takeaway from QBR's about our Rev Org: "We're an ecosystem, not a hierarchy." (h/t Alexandra B.) We collaborate, everyone's voice matters, and we strive to put people in roles they love so they can be madly successful. Hearing this statement was validation that what we are building in the Revenue Org at LibraryPass is unique, and scalable, and contagious. And we have roles coming soon! So if you're interested in being part of an ecosystem, let's chat. Here's to an even better H2!

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Say goodbye to time-consuming account research. 👋 With ZoomInfo Copilot, you can get an overview of your customer's account health in seconds. No more bouncing between your CRM, conversational intelligence, and sales automation tools. ZoomInfo Copilot's Account AI tells you everything you need to know about customer utilization and churn risk all in one place. Account Manager Eros Perez shows how it works. 👇 #ZoomInfoCopilot

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Finding the right accounts to target can be a time-consuming process. ⏳ ZoomInfo Copilot's AI Account Prioritization delivers the right accounts directly to you — allowing you to focus on building relationships and closing deals. Cut through the noise and quickly identify the accounts that matter with ZoomInfo Copilot: bit.ly/3KdA6W4 #ZoomInfoCopilot

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Who's ready for a how-to with Henry? Watch as our CEO and Founder, Henry Schuck, demos how to quickly and easily build a new customer segment using ZoomInfo's Advanced Search. Advanced Search allows you to create complex micro audiences for better prospecting in a matter of minutes. Instead of going to various vendors for funding data, people data, company hierarchy data, etc., ZoomInfo pulls together all of the data you need in one place. The best part? You can combine that data with your CRM data and filter out existing customers with one click. See how it works on the latest episode of In Your Corner. ⬇️

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