Jason Kum

Sales reps today are overwhelmed — large books of business leave little time for prospecting, making it tough to drive growth. But with ZoomInfo Copilot, five minutes is all you need to check in with existing accounts, start an expansion conversation, and engage with a new, likely-to-buy prospect. Watch our own Jake Lehman demo ZoomInfo Copilot’s prioritized accounts, signals, and buying groups features. Coupled with the AI emailer, Jake crafts high-quality personalized outreach to three companies in the time it takes to make a cup of coffee. #ZoomInfoCopilot

5

1 Comment

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

7

The #Salesblazer community is launching NEW biweekly coffee chats and would love for you to join! 🎉 💙 Up first on June 18: How to make outbound sales work for you in 2024. Jason Bay, CEO of Outbound Squad with 15+ years of sales experience, will be taking the mic, so make sure you attend! 🙌 Here’s how to participate: 1. Join the #june-18-coffee-chat channel in the Salesblazer Community on Slack. Not a member of the Community yet? Fix that here: https://sforce.co/June18CC 2. Ask your outbound prospecting questions in the channel above before the coffee chat starts. 3. You’ll be notified to join the huddle when it kicks off June 18 @ 1pm ET. 4. Grab your coffee and join as soon as you’re notified — capacity is limited to 200, and it’s first come, first served.

30

4 Comments

2.8k SFCC stores do $1m+/yr. 1.4k do $5m+/yr 1k do $10m+/yr 704 do $50m+/yr 281 do $100m+/yr There are huge brands on Salesforce Commerce Cloud. Definitely a higher concentration of public brands than on Shopify. But the Shopify market is so much larger in the $1m - $100m segment. It’s still the greatest opportunity in eCom. #Shopify

60

17 Comments

The technology behind Databricks' #UnityCatalog supports a variety of business outcomes: faster innovation, cost reduction, compliance support and more.  Dive into some of the capabilities that make this possible, such as our data lineage, comprehensive monitoring + reporting, Feature Store and more.

8

Aaron Ross and Jason Lemkin know a thing or two about what it takes to rapidly grow a business. Ross helped grow Salesforce.com’s outbound sales efforts from $0 to $100 million in a few short years. Lemkin built and sold his company Echosign to Adobe for millions of dollars and now invests in other rap-idly growing companies. This book summary covers how they did it. To listen click on Wednesday-Thursday, https://lnkd.in/gwNMWbY #BusinessGrowth #Entrepreneurship #StartupSuccess #SalesStrategies #BookSummary #GrowthHacking

3

1 Comment

Discover the future of AI and data at Dreamforce 2024. Visit us at Booth #501 for live demos and expert insights. Don't miss our breakout sessions for in-depth learning from industry experts. See Gemini in action. See you at Dreamforce! Learn more! → : https://lnkd.in/g-DGxqcf #Salesforce #dreamforce #GoogleCloud #GoogleCloudPartners #innovation #partnership #datacloud #Gemini #datainsights #data #ai

1

Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

105

10 Comments

Exciting usecases with Snowflake + Salesforce Data Cloud : Retailers can now combine Commerce and Service Cloud data from Salesforce with point-of-sale and supply chain data in Snowflake to help troubleshoot customer challenges and pinpoint manufacturing issues. With a comprehensive single source of truth that combines ERP data with customer data, retailers can also run targeted campaigns that feature discounts for surplus inventory. CPG customers have heavy advertising budgets but lack first-party data due to indirect contact with customers. CPG customers must rely on secure data collaboration methods that allow them to gather data which allows them to run more effective ads more confidently. By sharing Salesforce Marketing Cloud and Sales Cloud data from Salesforce to Snowflake, unifying those data sets with their own financial and sales data, CPG customers can then use a data clean room to share data with their retail partners without exposing PII, to gather a more refined view of their advertising and marketing performance. This allows them to adjust strategies and better allocate ad spend to maximize ROI. Finally, CPG customers can then share refined audiences back to Salesforce to execute consistent, cross-channel campaigns through the Salesforce Marketing Cloud.

36

1 Comment

Speed to lead might sound simple, but the architecture behind it is anything but. ZoomInfo's demo routing is powered by Zoominfo Enrich, which we used to create a system of models and workflows for SDRs to connect prospects with closers (AEs). As always, our goal is to optimize outcomes while maintaining equitability for reps. Let's break it down: ⚖️ Balancing Model: Designed within Salesforce, this system prioritizes demo allocation by evaluating the number of eligible events over their event quota over a rolling period to ensure a fair distribution of leads among AE cohorts. 📏 5 Tier Prospect Scoring Model: Dynamically assesses and assigns prospects to a tier based on channel, segment, win rate model, and title department rating collected and enriched at the time a prospect fills out a form via ZI form complete.. 🏆 Win Rate Model: Leveraging ZI enriched data points, this model refines demo allocation by categorizing prospects and accounts into win rate cohorts based on thousands of ZoomInfo’s industry-specific and title data points, such as # of sales employees and recent funding activity all help pinpoint the best meeting. ✅ AE Tiering Eligibility: Based on segment and ACV quota, AEs are eligible from anywhere from 1 to 4 tiers of demos. The demo router matches eligible AEs to a prospect tier to determine whether or not an AE is best suited for this particular meeting. 🗓️ Availability Integration: Through direct integration with Google Free/Busy API, we prioritize speed to lead by matching AE availability with the time the SDR coordinated with the prospect. This way we can book more same-day and next day meetings. The magic is that an SDR simply has to hit a button to initiate this process and schedule a meeting, making the handoff and tracking practically seamless We're continuously refining our model to adapt to nuances like PTO, market changes, and shifting demands to keep our leads flowing as quickly and smoothly as possible. See what Steven Bryerton, our SVP of New Sales has to say about Speed to Lead 👉 https://lnkd.in/gSQ5JyrD 

31

5 Comments

The role of the BDR Team needs to change pretty dramatically to support a successful, account-based GTM strategy. What was once a more transactional prospecting role 🤖 dialing-for-dollars ☎ , a grueling numbers-game of luck 🍀 and tenacity, is now about building quality relationships 👫 , intelligence gathering 🧠 , and using sales signals, social media interaction, and intent signals 🎯 to drive more meetings and SQLs. This article is a must-read in that it proposes all of the ABM metrics and goals that BDRs need to be measured....spoiler alert, it isn't just # of meetings! This is a pretty big paradigm shift. Let me know your thoughts! #bdr #sdr #gtmstrategy #revenuegrowth

38

13 Comments

Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

13

Your deals don't close for likely one of the following reasons: 1. Wrong ICP 2. Poor Sales Process Discipline 3. Single-Threaded Engagements 4. Lack of Urgency in the Sales Cycle 5. Hyper Technical vs. Hyper Business Focus 6. Lack of Business Case and Value Alignment 7. Delayed or Lack of Access to Decision Makers Do this often enough and you'll end up like me in the pic below... You're ride is over and done, and you're about to fall, dreading the paddle back out because you're mentally and physically exhausted. PS - Down to 2 open slots left at Surf & Sales Nov 15-19th

110

21 Comments

I’ve helped 12+ AEs and SDRs transition into SE/SC roles. There’s no doubt that you can earn a lot as an AE. AEs can make $1,000,000+ in a good year - a very lucrative career path. But the reality is most AEs don’t get there. It takes an exceptional AE to earn consistently at high levels, year in and year out. (I personally would be a terrible AE 😅) A big reason why folks pivot to Sales Engineering is because the earning potential is solid and much more consistent. That’s what the data in the image shows: 36% avg quota attainment for AEs vs... 74% for SE from this same company, with similar OTE’s As an SE, you don’t always have the extreme upside* that your AE counterpart will, but your income is more stable. (*there are some companies that pay SEs similar to AEs, with SEs able to clear $1M+ in a great year, though this is more of the exception than the rule) As an SE, there’s also less pressure to hit quota, quarter after quarter. The roles are different, with different responsibilities and varying degrees of risk (and upside). Both paths can provide tremendous opportunities depending on your strengths and the type of work you enjoy. Hope this provides some perspective for those who are considering SE or AE career paths. #sales #presales #compensation (source: RepVue)

116

18 Comments

Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

17

4 Comments

Do not let your champion's 1st software purchase be from you. Less than 5% of AEs will ever ask this in deal cycles. It'll ensure your commit deals close. And on time. Question: ↳ "Have you purchased technology at this company before?" If yes: ↳ “Great. Can you walk me through that process in as much detail start to finish?" If no: ↳ "Oh, got it. Has your leader, Karen, purchased before? ↳ "Great. Are you open to a recommendation?" ↳ "Given she has, let's find time between the three of us to understand that process and align on how we partner through it. Agreed?" Getting a yes: Provides more confidence in your champion. Getting a no: Opens up the door to getting even wider. Win, win 💸 P.S. Launching a NEW discovery product on 8/20. 50 pages. Video mocks. Be the first to hear about it here: https://closedwon.xyz/

552

63 Comments

Sales Friends- How many times in a sales conversation do you qualify your prospect's level of interest? ReplayzIQ has unearthed that top sales reps will qualify their prospect's level of interest 3-5 times in a 45 minute Discovery or Demo call. What does 'qualifying their interest' mean exactly? It means taking a temperature check of your prospect throughout the call to see if they genuinely appear to be seeing value and whether they are identifying with the pain you are solving. Are they leaning in or out? Are they hot or cold on your solution's ability to solve their unique painpoints? Why is this important? None of us are mind readers. So why not just ask how your prospect is feeling about what you've unearthed so far? This gives you the ability to address what is on their mind right there and then. A lot of the time your prospect won't volunteer this info unless you ask. AND unless you ask in the right way. What can this sound like? "Based on what we've discussed so far, it sounds like our solution could immensely help you with ________ (insert the pain you identified here). What do you think?" "So is this feeling like a fit for you?" "How does this stack up with how you are doing it today?" "Is there anything you were hoping our solution would do that you haven't seen so far?" ReplayzIQ uses AI to analyze hundreds of sales calls per hour. We've trained ReplayzIQ to unearth the patterns that lead to success. This one skill consistently shows up as a differentiator of top-performing sales reps. What other qualification questions do you use? Weave in 3-5 of these gems in your next sales convos and you will see the difference. Crush it today my friends! 🙌 #sales

12

3 Comments

🌟 Key Lessons from Our Sales Compensation Webinar! 🌟 Thank you to Ryan and Graham at QuotaPath for an amazing, educational webinar on designing effective sales compensation plans. Here are the top five lessons we learned: ✅ Align Compensation with Corporate Goals: Ensure sales compensation plans are in line with overall corporate objectives to drive the right behaviors and outcomes. ✅ Keep Plans Simple and Motivating: Avoid overly complex plans. Use the “pizza topping rule” – too many components make it confusing and less effective. ✅ Incorporate Accelerators and Decelerators: Use these to reward overperformance and manage underperformance, maintaining motivation and fairness. ✅ Regularly Review and Adjust Plans: Sales environments change. Regularly assess the effectiveness of your sales compensation plans and adjust as necessary. ✅ Focus on Customer Profitability: Design plans that incentivize reps to close deals that lead to high customer lifetime value (LTV) and profitability. Takeaways 🚀 Implementing these strategies can significantly enhance the effectiveness of your sales compensation plans. A well-designed comp plan is not just about paying your sales team but about driving the right behaviors that align with your business goals. If you'd like to catch the replay and the amazing slides (great reference), you can find it in the Sales module of my No Fluff series. Grab it here: https://lnkd.in/gqtTrTDJ

9

2 Comments