James Balesano

Every Sales Director should push for MarketTime's mtView. Are You Ready to Stop Guessing and Start Winning? How are you "really" tracking your performance across the country? Are your sales where they need to be, or are you just hoping for the best? You can’t afford to rely on gut feelings, rep conversations, and word of mouth. It’s time to get serious. The MarketTime Industry Index gives you the real data you need to win. Thank you to our partner, Tableau for helping us SEE the right data!! 🔍 Get real insights—see exactly where you stand against your competition. ✔️ Find growth opportunities—pinpoint areas to scale and dominate. ✔️ Customize your strategies—tailor your approach to each region, no guesswork. Stop hoping your strategy works—start knowing it will. The best in the game use data to stay on top. Are you ready to do the same? Don’t wait until your competition leaves you behind. This tool is your game-changer. Learn how to take your sales strategy to the next level with MarketTime. Schedule a demo with me: https://lnkd.in/gWiweHiu The clock is ticking. Let’s get started. #mtViewanalytics #datainspired #Markettimeindustryindex #wholesalesalestools #b2b #markettime #mtviewdemo

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Sellers with deep account knowledge are more successful, but finding the time to research every account is nearly impossible. 🧐 ZoomInfo Copilot summarizes the need-to-know (and nice-to-know) information for all your accounts — giving you a holistic view of each account's health, history, and opportunities. Get briefed, get aligned, and get selling with Copilot's AI Account Summaries: bit.ly/3Kj4myP #ZoomInfoCopilot #GTM #Zoominfo

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Sellers with deep account knowledge are more successful, but finding the time to research every account is nearly impossible. 🧐 ZoomInfo Copilot summarizes the need-to-know (and nice-to-know) information for all your accounts — giving you a holistic view of each account's health, history, and opportunities. Get briefed, get aligned, and get selling with ZoomInfo Copilot's AI Account Summaries: bit.ly/3Kj4myP #ZoomInfoCopilot

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Prospecting or cold calling was a tough business when it actually worked to some degree 20+ years ago. But honestly, ask yourself: How many unkown or unexpected calls do you take or read the spam that hits your inbox before doing a batch delete. Unless you are in a retail/transactional role, sales has always been a relationship based business.

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CROs: Run this outbound play to break into massive accounts 👇 Most CROs don't engage in deals. Or help reps break into ent/strat accounts. I've never been a CRO before—so I can't tell you whether that's good or bad. You have a lot of responsibilities as a CRO. But, I recently met a CRO who lands meetings with the C-Suite in MASSIVE accounts. The biggest companies you can think of in every category. The key principle: Power is more willing to engage with power. Leverage the C-suite title. Here's how it works: ✅ Pick 10 accounts to get started Choose the top 10 accounts that can make the quarter/year if you win them. The best accounts are ones that reps have worked but not been successful in breaking through. We'll assume you're already going after low-hanging fruit accounts where execs have existing relationships. So we won't count those as part of this exercise. ✅ Work in tandem with a great SDR Pick one of the top SDRs to help. Ideally, this is someone with great leadership potential that you want to promote at some point. ✅ Optional: Give the SDR access to your LinkedIn account This one will make you uncomfortable. You also have the option of creating a separate LinkedIn account as well. But give the SDR autonomy to send approved messages. ✅ Execute the outreach The SDR should do basic account research to find existing initiatives where your solution can add value. Then they need to research the individuals in the C-suite to find podcasts interviews, features, etc. if available. Pick 1-2 similar customers to mention in the message. This should be mentioned in the outreach, along with how you can add value. CTA: Ask for 10 minutes. Send via email and LinkedIn message or InMail. Here's what an example message could look like. --- Eric, Solid Q1, and congrats on the success of Nordy Club sales. Looks like membership growth is a key growth lever. I imagine member retention is a big focus. Our team has had tremendous success helping CVS, BestBuy, and Kohl's run world-class membership programs. Opposed to a quick 10-minute chat to learn more? Jason ✅ Run intro call These will likely go longer than 10 minutes. And the CEO will send you over to someone else in the C-suite. Run a solid intro call and make an offer to introduce key team members on your side. ~~~ The email/LI message should have all of the components of a great cold email: research, problem, social proof, and CTA. But the big difference is leveraging a c-suite title to get a meeting in the c-suite. I wish more CROs and execs in companies would leverage this approach. Agree or disagree? #sales #outbound

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You might think that selling to your friends or your network is the best way to get yourself out there...but there's a real danger to overrelying on your network in sales. Watch below for more 👇 #gotomarket #outboundsales #realsales #salesprocess #salesstrategy

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Here’s the #sales tip of the day you didn’t ask for #36 What if we took the principles of Elon Musk’s 5 steps to Problem Solving and applied it to Sales? Sales Edition Example 1. Simplify the Inputs —> 40 net new account cold calls per week 2. Remove non-value add steps —> stop tracking acct info in multiple platforms 3. Optimize —> gamify inputs and conversion rates 4. Speed it Up —> prep call info before starting the phone blitz 5. Automate —> implement cold outreach automation tools

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Hey sales people, be careful with ‘Gong’ advice. Because you don’t work for Gong. Gong had 6 funding rounds. Each time millions of people heard about Gong. Branding Familiarity Your company probably doesn’t have that level of awareness. When Gong sales people engage most decision makers already know what they’re calling about. People with in the prospect have probably already had a discussion about Gong. Gong is a great company with great people. But the branding makes it a lot easier to sell so take the advice with a grain of salt. Have a great Friday! #sales #ifurnotgong

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Three reasons your sales people aren’t selling. -they’re not talking to anyone -they’re calling on the wrong people or prospects -there’s a market/product fit issue. What’s another reason? #sales

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If I were the CEO, CRO, CSO, CMO, COO, or CFO and really wanted to increase sales without wasting money on expensive systems and sales methodologies from well-known consulting firms, I would simply start following Brian G. Burns (Brutal Truth Podcast). It would be enough to like and share his posts, and as if by magic, the company’s sales managers, seeing my wise recommendation, would dive into that content. The result would be a more efficient sales team and an increase in sales.

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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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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

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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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Feeling hesitant about making that next sales call? Cold calling can be tough, I get it. Questions like “What if I mess up my pitch?” or “What if they get upset?” are common. Remember, practice makes perfect. Keep calling, and you'll improve. Eventually, you'll connect with someone who says yes! Don't let fear hold you back from starting a conversation. Not taking action leads to no results, which should be the ultimate fear in sales. Don't let the fear of the unknown prevent you from trying something new and potentially achieving success!

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How do you know if your reps understand the sales process? There are two basic options: 1. Ride Alongs 2. Data-driven coaching 𝗥𝗶𝗱𝗲 𝗔𝗹𝗼𝗻𝗴𝘀 Whether sales leaders hop in the car or on the phone (or have Gong do it for them) we’re just popping in to see how reps manage their deals. This is a must-do activity but it has numerous challenges. 1. It’s unfocussed - You can’t be on every call - So how do you know where to focus 2. It’s slow - It takes a long time to uncover insights - Reps cherry pick calls to invite their mgrs - Mgrs don’t see the real issues they’re facing - It takes a long time before they get a full picture 𝗗𝗮𝘁𝗮-𝗗𝗿𝗶𝘃𝗲𝗻 𝗖𝗼𝗮𝗰𝗵𝗶𝗻𝗴 Data-driven coaching, on the other hand, is using the data in Salesforce and other tools to reinforce the sales process, by prompting reps to answer key questions at each stage in the process, and to pinpoint areas where improvement is needed most. 1. Are they building enough pipeline? 2. How does their Close Rate compare to others? 3. How does ASP and Sales Cycle compare to others? Where should managers dig deeper? Leveraging data allows managers to get to the heart of where each and every rep can and should improve most and then using the data to build a plan with them to hit and exceed quota. Why do you think so many sales teams still aren’t doing this well? 🤔 In yesterday’s 📰 𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰I broke down exactly how to do this, how top B2B SaaS companies like Salesforce use the data in Salesforce to help reps learn and grow faster. Get it here: https://bit.ly/3Tl8TWo ✌️

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To all my friends in sales or wanting to be in sales I highly encourage you to watch Sales Questions Brutally Honest Answers - PodCast To do B2B sales right for you and your clients it’s a craft to be worked on. You will hear bad advice from those that have little experience in sales. Ignore it. In the end you are graded on RESULTS not activities. ** Find someone who has “been there and done that” with a long sales career of over performance. They can be your guide! Take them out for coffee and ask questions.

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In sales and life, you have to lead people into making decisions. How you do it matters. Intention matters.

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You can make WAAAAAAAAAAY more money as a rep than as a VP of Sales. (OTE math below) 𝐓𝐡𝐞 𝐦𝐢𝐬𝐜𝐨𝐧𝐜𝐞𝐩𝐭𝐢𝐨𝐧 𝐡𝐚𝐩𝐩𝐞𝐧𝐬 𝐛𝐞𝐜𝐚𝐮𝐬𝐞 𝐭𝐡𝐞 𝐎𝐓𝐄 𝐢𝐬 𝐡𝐢𝐠𝐡𝐞𝐫 𝐚𝐬 𝐚 𝐕𝐏 𝐨𝐟 𝐒𝐚𝐥𝐞𝐬: - A top Enterprise AE will have a $300-350k OTE - A VP of Sales will have a $400-600k OTE   But the key is in the ability to **over-attain** as a rep. 𝐈𝐭 𝐰𝐨𝐮𝐥𝐝 𝐛𝐞 𝐚𝐛𝐬𝐨𝐥𝐮𝐭𝐞𝐥𝐲 𝐛𝐨𝐧𝐤𝐞𝐫𝐬 𝐭𝐨 𝐬𝐞𝐞 𝐚 𝐕𝐏 𝐨𝐟 𝐒𝐚𝐥𝐞𝐬 𝐝𝐨 𝟏𝟓𝟎% 𝐨𝐟 𝐭𝐡𝐞𝐢𝐫 𝐧𝐮𝐦𝐛𝐞𝐫. That's because that literally means the entire team blew out their quota by 150%, which probably means your board is either going to promote you to CEO, raise your quota, or call you a massive sandbagger (and raise your quota). 𝐁𝐮𝐭 𝐚𝐧 𝐞𝐧𝐭𝐞𝐫𝐩𝐫𝐢𝐬𝐞 𝐫𝐞𝐩 𝐜𝐚𝐧 𝐝𝐨 𝟑𝟎𝟎%+ 𝐨𝐟𝐟 𝐚 𝐬𝐢𝐧𝐠𝐥𝐞 𝐝𝐞𝐚𝐥 𝐚𝐧𝐝 𝐜𝐫𝐚𝐜𝐤 𝐚 𝟕-𝐟𝐢𝐠𝐮𝐫𝐞 𝐖𝟐. Ian Koniak (Salesforce's #1 all-time producer) told me a story about how he closed a $10M+ deal with Berkshire Hathaway on a couple-million-dollar quota or something like that. That's a lot of ARR in accelerators. Now you get way more *equity* as a VP of Sales, but you never know if that's gonna be real. Want cash? Want freedom? Want job security? Don't become a VP of Sales. Do it because you love the people and you love to build. #sales #leadership

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