Jeremy Cotton

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  

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Many sales organizations spend days or weeks on account prioritization and territory planning exercises. There's got to be a better way... If you're heading to Gartner CSO next week, don't miss Ami Arad's presentation on May 21 at 2:05pm! He'll contrast the traditional ways sellers prioritize their accounts and the new way made possible through buyer intent and predictive models. Get the details here: https://okt.to/GhFXdQ

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Excited to be representing OutSystems with Sergio A. at the upcoming Evanta, a Gartner Company, SoCal CIO Executive Summit tomorrow in Long Beach, CA. We look forward to seeing many SoCal Tech Leaders there! The marriage between AI and High Performance Low Code software is truly transforming organizations. Do NOT sleep on this evolution. #OutSystems #EvantaaGartnerCompany #CIOExecSummit #SoCal #AI #HighPerformanceLowCodePlatform #Software #DigitalTransformation #DevelopmentEvolution #EmergingTechnologies

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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

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If I asked your AEs or SDRs how they define excellence for their role at your company, what would they say? Would it vary by person? What about by manager? Clarity brings focus, focus brings excellence, excellence brings success. #ae #leadership #sdr #bdr

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Revenue pros need to get ahead of the renewal conversation. Don’t take your renewals for granted. Instead: (1) Understand what’s going on with the business. Where are they winning and where are they struggling? (2) Demonstrate the impact you’ve had on their business. Make the case for renewal plain and simple. (3) Bring a point of view to the renewal conversation. This may mean restructuring to find an agreement that works for everyone. How are you getting ahead of renewals?

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In the latest episode of #TheEnablementEdge, hosts Steve Watt and Heather Cole interview Kunal Pandya, VP of Global Revenue Enablement at Corsearch, and Founder & CEO of Sales Velocity Labs. 🎙️ In this episode, you'll learn: 🚨 The biggest challenge facing enablement today 🔑 The importance of benchmarking and obtaining leadership buy-in before implementing enablement programs 📝 Practical advice for enablers seeking to elevate their function within their organization Listen to the full episode ➡️ https://lnkd.in/d_G7gv6r ​

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Key takeaways from the most recent webinar by Betterworks provide HR leaders with a concrete guide to transform their strategies in talent and performance management. https://gag.gl/d5pZ5k

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The results are in! Gong has been named a leader in the new report, The Forrester Wave™: Revenue Orchestration Platforms, Q3 2024. In this report, Forrester analyzed and scored 12 top vendors in the market. Gong received the highest scores possible for more criteria than any other vendor, including:   ⭐ Innovation ⭐ AI and automation differentiators ⭐ Range of analytics insights ⭐ Platform UX and integration “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organization." Check out the full report here: https://lnkd.in/dzmzU62Y

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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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Sales Leaders and Sales AE- found this as an excellent reminder from Rory. We are all guilty of this and there is an art to the right amount of discovery. Prospects are pushing back more on the "discovery call". Exploration is needed but be careful on the right amount of questions upfront. Try: - Discovery through Demo. - Ask questions as you give the customer some value on what your product does/looks like. - As you build trust you will get more information. #sales leadership

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Seismic leads the way in G2's Spring 2024 Grid® Report for Sales Enablement for Enterprise Businesses — for the ninth year in a row! 🏆 The best part? Rankings are based solely on real reviews from real customers. Check out the G2 Enterprise Spring 2024 Grid® Report at the link below.

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Some sales reps are scared to get a no for a mid to late stage deal. Why? The best sales reps are always trying to get to no. I think it’s probably because then your pipeline will look weak to your leadership or you thought the early stage conversations went so well that you started to count your commission checks. Or you flat out just don’t want to get back to Ground Zero and start prospecting again. Whatever the reason is you need to stop holding onto things that aren’t progressing. They know where to find you if they start to buy. They’re not going to forget about you, so keep them in your tickler and do your due diligence but turn the page on people that are not coming back at you. #sales

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SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

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In the latest episode of #TheEnablementEdge, hosts Steve Watt and Amber Mellano are joined by Ashton Williams, Director of Slack Enablement at Salesforce. 🎙️ In this episode, you'll learn: 🔐 How to align leadership with consistent buy-in 🚀 How Ashton's team achieved lasting sales success for a product that has continued to grow 📝 About the importance of alignment and data-driven decisions in enablement functions Listen to the full episode ➡️ https://lnkd.in/eqt_SmcK ​

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Great article on SE burnout and how you can work to avoid it: Demo Automation helps alleviate some of the strain and can help reps recover from burnout. Read more now. https://lnkd.in/gnmg2ev8 #buyerenablement #consensus #demoautomation #presales #scalingpresales

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When it comes to new business leads, we know speed matters, but if you’re not truly optimizing the hand off between your SDRs and AEs, you might be missing a huge opportunity. And not just where you think. At ZoomInfo, we’ve spent years developing and refining our model for this function. We have a 5-level scoring system that takes into account everything from inbound channel, to job title and firmographics. We’re not just solving for the highest possible win rates and ASP. We’re actively matching the inbounding prospect with the rep who is the most equipped to provide the best possible customer experience at that precise moment – down to the minute. And here’s the kicker – this isn’t just great for our customers. It’s great for our reps. With this process, we can balance lead flow across AEs to give everyone an equal opportunity to hit their number. We can also track rep's performance against the expected outcomes of the leads they receive, enabling coaching and segment adjustments. The goal is to optimize not just "speed to lead to close," but overall efficiency and outcomes, matching the right leads to the right reps at the right time. Check out Brian Vital's Speed to Lead insights from the SDR perspective here 👉  https://lnkd.in/gW3s7ccS   

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How are other organizations preparing for the future? The UC Irvine team generously shared all their hot tips and expertise in this insightful webinar. From not overlooking “silent skills” and empowering employees to manage their careers there was lots of great advice! Learn more about why UC Irvine chose Fuel50 to help grow their people and ultimately their organization too. Carve out an hour and watch here: https://hubs.la/Q02BQFx50 . #Fuel50 #TalentMobility

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People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

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