Jeff Kisylia

Whew. The last few years in SaaS sales have been turbulent. Longer deal cycles, disappearing budgets, HUGE buying committees, and so much "consolidation." Strategic sell betweens and ROI proof are now critical to every deal, no matter the size. Two-thirds of sellers (67%) said a deal of theirs has suffered or been slowed down because they couldn’t produce relevant, specific customer evidence in a timely manner. I'm THRILLED to announce that UserEvidence has launched UserEvidence ROI Studies to help folks get quantifiable proof, backed by real customer outcomes and third-party verification, without the hefty analyst price tag or long wait. Details in comments below.

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ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

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I am very excited to host a speaking panel at RevOpsAF in San Diego on May 30th. If you're a RevOps leader charged with moving your GTM execution faster -- this thought-leadership session is for you. In "Blood, Sweat & Sales People: Confessions from the Rev Ops Frontline", we dive deep into the trenches with RevOps experts Ayelet Germanski (PlexTrac) and Amie Weizer (Zensai), revealing their battle-tested strategies for success. Gain 3 crucial insights: 1. Scale with Speed: Master the art of GTM scaling – launching AND maintaining growth momentum. Discover how to thrive in a resource-constrained market through smart process streamlining and efficient workflows. 2. Adapt to Conquer: Learn how to react quickly to market shifts and build resilience for the unexpected. Uncover expert tactics for achieving growth even with limited resources. 3. RevOps Revolution: Optimize your RevOps journey. Identify the signs that you need a reboot, foster seamless collaboration across departments, and ensure your entire RevOps process aligns perfectly with your organization's goals. Big thanks to Matthew Volm, Camela Thompson and the RevOps Co-op team for organizing this wonderful event and inviting me to speak. Let's meet in person if you are attending - secure a time to chat here >>> https://lnkd.in/dmU7JY6K Use the discount code 'RAFDealHub10' to get 10% off your event ticket!

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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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SF has dramatically changed - but it’s still great. Though it’s not what it used to be, the AI concentration is obvious. I counted 11 billboards from SFO to the city with Enterprise or Gen AI on them. AI SDR billboards (pictured below) are everywhere. For us in sales, the world is changing very fast. Two questions come to mind: 1. How do sales teams adapt? 2. How are sales teams incorporating AI into your sales stack?

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95% of pipeline at Zensai has been inbound generated! 💪   Yes, you read that right.   A huge s/o to our marketing team before we dig into our plan to reach unicorn status 🦄  👏 👏 👏 As we shifted more effort to outbound, we knew this wasn't about cold calling.    Some important questions we considered as a commercial team    "How do I identify most optimal targets?" "How do I work closely with Marketing to warm up the right people so they recognize my brand when I do reach out?"   We want people to know who we are before we approach them about how Zensai will make their lives better.   It's all about optimizing Sales x Marketing collaboration -- easier said than done right? So thankful I have the amazing CMO, Mette Olesen, to collaborate with!   #SucceedLikeYou #HumanSuccess #SellLikeYou

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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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Ready to crush your sales goals? 💥 ZoomInfo Copilot uses AI to identify priority accounts and provide tailored recommendations for outreach — allowing you to sell more confidently. 💪 Hear from customers like Patricia Peral, Senior Director at Beeline, to learn how ZoomInfo Copilot will revolutionize the way you sell: bit.ly/3LicWP3 #ZoomInfoCopilot

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ZoomInfo Copilot is transforming the way sales teams work. Just ask Joy Rohde, Sales Director at Earnix. Leveraging customer intent data and AI, ZoomInfo Copilot helps sales teams focus on the best accounts and confidently reach out when they're ready to buy. ⏰ T-minus 24 hours until ZoomInfo Copilot is here — you don't want to miss it! #ZoomInfoCopilot

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Most sales leaders don't understand that sales ramp time is crucial for accurate forecasting. It measures how long new sales reps take to reach full productivity. Accurate data helps align hiring with revenue goals. Integrating CRM and HR data provides better insights. Avoid using only quota attainment to gauge ramp rate. Tailor ramp assumptions to your business for precision. Automating these calculations can save time and improve accuracy. Optimized sales ramp tracking can significantly impact planning.

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Hot Take… RIP #PLG, Long Live #SLG But before you throw shade, let me explain… 🔹 There are undoubtedly exceptions, I’m sure many will highlight monday.com, Freshworks, etc. 🔹 PLG works well for low ACV deals with low CAC… think SMB and mid-market customers. Target CAC payback <12 months 🔹 PLG is a fantastic top of funnel marketing channel for enterprise sales ⭐ But for 6-figure enterprise sales, you need enterprise salespeople pressing the flesh with customers

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“What do they do again?” is the kiss of death! “What do they do again?” is intellectually lazy! “What do they do again?” screams I didn't care enough to spend an ounce of time looking them up! “What do they do again?” is disrespectful to relationships who believe in you, recommend you, or advocate on your behalf. Read this post and then watch the podcast interview by Jason M. Lemkin and commit to yourself to never stop growing, learning, or losing your edge. https://lnkd.in/exuuntYg? #GreatSalesLeaders #LeadersWhoWantToSell #SaaStr #NeverStopGrowing

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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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With quota attainment at 42.7% in Q2-24 (RepVue data), your comp plans matter more than ever. We hosted Gabe Rothman on #RevOps Lab to chat about about comp planning for complex scenarios. CONTEXT Background on Rescale: - Consumption pricing - Margin on deals fluctuate - Customer buy credits over time - Spend fluctuate The context above can create very complicated comp plans. Instead, Gabe and his team choose to what he refers to 1st principles: - Limit complexity - Be outcome oriented - Don’t overcommit - Bend reality to your will The outcome 1. Comp on bookings (new logo, expansion, renewals) - Easy to understand - Transparent 2. Hedge P&L risk for company - Compensation isn't a contract - Opt-out clause for deals where margin creates business risks 3. Excellence in Ops & Finance - Finance & Ops predict margin via Deal Desk - Commission is based on key business fundamentals - Reduces complexity for AEs Any tips on comp plans worth sharing? Comment 👇 -- 🔊 Listen to the full episode - link to RevOps Lab in my profile ♻ Share with your friends Thanks for sharing those invaluable lessons w/ our audience, Gabe! #revops #saas

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True or False: You should scale sales quickly after achieving product-market fit? From my POV, this one’s false. Before you can scale your sales team, you need to spend some time in action with your customers. You need to learn from them, relieve friction, and craft repeatable GTM processes. In other words, when you build without laying the proper foundation, customers and deals can fall through the cracks. Do you agree with Sales Myth #10? Please let me know in the comments! #Sales #GTM #GoToMarket

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It all starts with getting your company values right.

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🚀 **Unlocking Sales Excellence: The Game Changer** 🚀 What separates a good salesperson from a GREAT one? It’s not just the numbers—it’s the mindset. 1️⃣ **Curiosity**: The best salespeople ask questions that drive insights, not just sales. 2️⃣ **Adaptability**: In a world that’s constantly shifting, the ability to pivot and adjust strategies is crucial. 3️⃣ **Resilience**: Setbacks are part of the game. How you bounce back defines your path to excellence. 4️⃣ **Empathy**: Understanding your client's needs fosters lasting relationships and trust. Let’s move past the clichés—what’s your secret sauce for achieving sales excellence? Share your insights below! ⬇️💬 #SalesExcellence #SalesMindset #GrowthInsights

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Are you more likely to respond to outreach from a CEO/Exec or an SDR? Ghost prospecting is a new outbound approach that is taking off 🚀 An Outbound Growth Manager (OGM) quarterbacks the outbound plays and prospects as other identities in the business that have higher leverage profiles - Senior AEs, VPs, Execs, Founders/CEOs. I’ve had several folks ask me about the key skills & responsibilities of an OGM recently. Here’s a breakdown from having now built this model at several companies: 𝗗𝗮𝘁𝗮 🌐 → 𝙆𝙣𝙤𝙬𝙡𝙚𝙙𝙜𝙚 𝙤𝙛 𝘿𝙖𝙩𝙖 𝙎𝙤𝙪𝙧𝙘𝙚𝙨: Know the strengths & limitations of various data sources that you can leverage to build initial lead lists. Understand the coverage & depth of attributes captured in B2B databases like Apollo.io, LinkedIn Sales Nav, Ocean.io, ZoomInfo, Firmable etc. → 𝘿𝙖𝙩𝙖 𝙀𝙣𝙧𝙞𝙘𝙝𝙢𝙚𝙣𝙩 & 𝙈𝙖𝙣𝙞𝙥𝙪𝙡𝙖𝙩𝙞𝙤𝙣 𝙎𝙠𝙞𝙡𝙡𝙨: Be able to use a platform like Upbound.ai, Clay or Persana AI to run data clean-up, enrichment & research tasks. 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 🖋️ → 𝘾𝙤𝙥𝙮𝙬𝙧𝙞𝙩𝙞𝙣𝙜: Perfect the craft of copywriting for multi-channel sequences, for different identity types (i.e. whether the sequence is for a rep or for an exec), and for different buyer persona types. Be able to match the comms style of different industry & seniority levels of your prospects, using products like Lavender 💜 & Twain to help. → 𝙃𝙞𝙜𝙝 𝙫𝙖𝙡𝙪𝙚 𝙖𝙧𝙩𝙚𝙛𝙖𝙘𝙩 𝙘𝙧𝙚𝙖𝙩𝙞𝙤𝙣: Ideate & create lead magnets that you can utilize in your outreach to provide value before asking for time or a meeting. Build these in Canva, Google Sheets etc. 𝗗𝗲𝗹𝗶𝘃𝗲𝗿𝗮𝗯𝗶𝗹𝗶𝘁𝘆 👍 → 𝘼𝙗𝙞𝙡𝙞𝙩𝙮 𝙩𝙤 𝙗𝙪𝙞𝙡𝙙 & 𝙢𝙖𝙞𝙣𝙩𝙖𝙞𝙣 𝙙𝙚𝙡𝙞𝙫𝙚𝙧𝙖𝙗𝙞𝙡𝙞𝙩𝙮 𝙞𝙣𝙛𝙧𝙖𝙨𝙩𝙧𝙪𝙘𝙩𝙪𝙧𝙚: Spin up secondary domains and mailboxes, manage mailbox warm ups, monitor reply rates & signals for inbox rotation. Decide on deliverability infra depending on desired outbound channels, choosing from tools like: Instantly.ai, Smartlead, lemlist, La Growth Machine → 𝙋𝙧𝙤𝙨𝙥𝙚𝙘𝙩 𝙖𝙨 𝙙𝙞𝙛𝙛𝙚𝙧𝙚𝙣𝙩 𝙞𝙙𝙚𝙣𝙩𝙞𝙩𝙞𝙚𝙨 𝙞𝙣 𝙩𝙝𝙚 𝙗𝙪𝙨𝙞𝙣𝙚𝙨𝙨: Distribute & align campaigns to the relevant identities. Ensure smooth handoffs with the identity when responses come through. 𝙎𝙩𝙧𝙖𝙩𝙚𝙜𝙮 🗓️ → 𝙇𝙖𝙪𝙣𝙘𝙝 & 𝙢𝙤𝙣𝙞𝙩𝙤𝙧 𝙘𝙖𝙢𝙥𝙖𝙞𝙜𝙣 𝙚𝙭𝙥𝙚𝙧𝙞𝙢𝙚𝙣𝙩𝙨: Constantly iterate on your campaign experiments based off both data & intuition. Run a weekly cadence of reviewing & evolving your campaigns with key stakeholders. Scale your best campaigns with more advanced AI techniques and test new tools/workflows like RB2B & Sendspark. 🦾Eric Nowoslawski, Brendan Kazanjian, Michel Lieben 🧠, Scott Martinis - you guys are pros at this, what have I missed?

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💡 Great insight from Rob Rebholz and Superglue on the current state of sales tech. 😯 Sales teams today are overwhelmed by a flood of tools—from AI-powered analytics to data integrations with partners. 🛠️ Instead of layering on more tech and new workflows, let’s consider meeting Account Executives where they are. 💻 How about tech that seamlessly integrates into their daily routines, adding genuine value without complicating the process? 💰 Sales thrive on agility and seizing opportunities, while partnerships depend on steady, reliable connections. The magic lies in balancing innovation with simplicity, empowering teams without creating overload. #salestech #partnerships #salesenablement

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