Jessica Cortez

Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Prospecting just got FASTER 🚀 With the new ZoomInfo and Clari Groove integration, you can add leads from ZoomInfo directly into Groove Flows. NO exporting, NO importing, NO manual steps. Now, your team can engage high-potential prospects instantly with accurate, Salesforce-synced data. Want to learn more? Check out our blog to explore real-world use cases and see how this integration transforms prospecting for revenue teams: https://bit.ly/3YvmFri

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Unlock the power of revenue intelligence with Chorus by ZoomInfo. 🔓 From identifying risk factors to tracking essential communications, Chorus helps you stay on top of every opportunity and prioritize your accounts. Watch as Solutions Consultant Anthony Cruz shows how to gain key insights into your deals and optimize your sales strategy with Chorus. ⬇️

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Engaging the right buyers at the right time is critical to sales success. ZoomInfo Copilot's Target Account Digests alert you when your most promising suspects are showing the right buying signals. 🔔 Get personalized daily digests — delivered via Slack or email — with AI-powered recommendations for next steps. Never miss a sales opportunity with ZoomInfo Copilot: bit.ly/3yxBNes #ZoomInfoCopilot

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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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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

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Unlock the power of revenue intelligence with Chorus by ZoomInfo. 🔓 From identifying risk factors to tracking essential communications, Chorus helps you stay on top of every opportunity and prioritize your accounts. Watch as Solutions Consultant Anthony Cruz shows how to gain key insights into your deals and optimize your sales strategy with Chorus. ⬇️

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Gong moving crazy fast as usual giving the people what they want!! Don't want to create account handoff docs from SDR --> AEs, or AEs --> CSMs? ✅ Don't want to listen to 30 min calls to score disco calls? ✅ Don't want to leave Gmail to get full context into the accounts you're prospecting? ✅

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Nearly three-quarters of sales professionals say their role feels more like consulting today. That means sellers need to be true experts — not just in their products, but in their prospects’ needs and challenges. 🧠 To win, you need a sales enablement strategy that empowers reps to dive deeper, learn faster, and deliver more value in every conversation. Check out our five-step framework to build a winning sales enablement program that drives real results: bit.ly/4d14zCK

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Nearly three-quarters of sales professionals say their role feels more like consulting today. That means sellers need to be true experts — not just in their products, but in their prospects’ needs and challenges. 🧠 To win, you need a sales enablement strategy that empowers reps to dive deeper, learn faster, and deliver more value in every conversation. Check out our five-step framework to build a winning sales enablement program that drives real results: bit.ly/4d14zCK

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Nearly three-quarters of sales professionals say their role feels more like consulting today. That means sellers need to be true experts — not just in their products, but in their prospects’ needs and challenges. 🧠 To win, you need a sales enablement strategy that empowers reps to dive deeper, learn faster, and deliver more value in every conversation. Check out our five-step framework to build a winning sales enablement program that drives real results: bit.ly/4d14zCK

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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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Your AEs not generating enough pipeline? Too dependent on SDRs? Some thoughts and suggested actions: ➡ Insufficient Training & Enablement Outbounding and selling are distinct skills, and over 80% of reps aren't proficient in both. Without a compelling talk track, AEs won't confidently pick up the phone. Solid email coaching is essential for generating responses. Action: Create a practical playbook for AEs and offer weekly or bi-weekly training sessions on the latest best practices. ➡ Lack of Accountability Outbound efforts are challenging and often unpleasant, much like exercising. Accountability is crucial as most people won't do it on their own. Action: Schedule weekly 1-hour blocks dedicated to pipeline generation. Assign a team lead or a rep with leadership qualities to ensure adherence and report on daily results. ➡ Misguided Sales Math Avoid setting arbitrary activity targets. Instead, help reps determine the precise outbound activities needed to hit their sales targets. Action: Calculate the necessary outbound activities starting from revenue and deals closed to the number of meetings needed. ➡ Inadequate Coaching & Feedback Pipeline and deal reviews dominate most managers' 1-on-1s and team calls, leaving little room for pipeline generation discussions. Provide guidance on target accounts, approach strategies, and messaging feedback. Action: Dedicate 10-15 minutes of your weekly 1-on-1s to focus solely on pipeline generation. What did I miss? #sales #outbound #pipeline #salestips #outboundsales

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Unlock the power of revenue intelligence with Chorus by ZoomInfo. 🔓 From identifying risk factors to tracking essential communications, Chorus helps you stay on top of every opportunity and prioritize your accounts. Watch as Solutions Consultant Anthony Cruz shows how to gain key insights into your deals and optimize your sales strategy with Chorus. ⬇️

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Introducing Madison Logic’s new integration with Gong 🚀 In today's competitive landscape, marketing and sales teams face challenges such as larger buying committees, tighter budgets, and longer sales cycles. Our partnership connects Madison Logic insights with Gong’s revenue intelligence, giving sellers deeper visibility into account journeys and engagement. This collaboration empowers revenue teams to drive more impactful conversations and close deals faster. Discover how this integration can benefit your team: https://lnkd.in/gURtuKMn #MadisonLogic #Gong #Marketing #Sales #Integration #PersonalizedExperiences #ConvertAccountsFaster

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Big news from Gong! 🍾🥳 It’s inspiring to see how these innovations are giving teams better ways to manage their pipelines, forecast, and coach—all while staying focused on what matters most. Can’t wait to hear from industry leaders about how they’re using these tools to transform their businesses! 🚀

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SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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Ready to be a Mixmax pro?!?! Join us today at 11am PDT! Whether you're an SDR, AE, or CSM... We're covering all the best practices to how you can be most successful with Mixmax! Not using Mixmax yet, but curious... This masterclass is also for you 👈

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