Jessica Smith

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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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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Building Weflow, I've spoken to 200+ #RevOps folks the last 12 months about common Salesforce data capture challenges. Here are things that come up: 1) Poor Salesforce adoption - Shadow tooling - Reps avoid Salesforce - 42% forecast in sheets 2) Poor activity capture - EAC not reportable, nor stored - Missing activities on opportunities - Limited insights based on activities 3) Missing contact data - No contact roles - Buying committees unclear - Multi-threading happening? 4) Process in-compliance - Missing stage entry/ exit criteria - MEDDIC (etc.) not populated - Close date pushed/ overdue 5) CRM bloat - Ops-debt (fields, integrations) - Over customization - Consolidation nightmares after acquisitions 6) Historical data - Opportunity snapshots missing - Process change, data worthless - No unlimited field history tracking Takeaway: Poor Salesforce data quality > missing insights > poor visibility > ineffective deal execution > low predictability > broken revenue engine. What would you add? Comment 👇 -- ➕ Follow me for RevOps content 🔊 Listen to the "RevOps Lab" podcast - link in profile 👀 Visit my free RevOps content library - link in profile ♻️ Share with your friends #RevOps #GTM #Sales

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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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In B2B sales, it’s not just about who you know—it’s about who THEY know. Relationships are more powerful than ever in prospecting. How are you leveraging your team’s relationship capital today to find your next big customer? I’ve used over 20 different revenue intelligence tools in my sales career: ✅Gong, Chorus ✅ZoomInfo, Apollo ✅Salesforce, HubSpot, Dynamics ✅6sense, Bombora ✅Salesloft, Outreach, Groove ✅Zoom, Calendly you name it, I’ve used it or tested it. There’s only one tool that has been a constant in every sales role I’ve had and I wouldn’t take a job at a company that doesn’t have it. 🧐Can you guess which one?🧐 Clue: they call me the “TeamLink” queen at work 😉 Ps: I’m always happy to chat about my experience with these tools and recommend which one is best for your type of business and use case as one size does not fit all, and most importantly not all of them integrate with your CRM! #Prospecting #DeepSales #SalesTips #dataquality #techstack

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The CRM space is ripe for innovation and disruption. I agree Hubspot has something special right now. Will they be able to hold onto that or just become another drone in Salesforce's shadow? They are currently disrupting things. Will that momentum continue over the next 2-5 years? As they push more enterprise, tools like ActiveCampaign have a tremendous opportunity to dominate theSMB CRM space, if we can improve our existing tool by 10%. AC's automation capabilities within our CRM are killer. I've used our own tool to facilitate tens of millions in sales. Tagged with tools like Zapier it's damn near unstoppable. However, CROs and other decision-makers want to simplify and seem to be moving back toward the all-in-one model that was popular circa 2012-2016. The opportunity is hidden in the ability to remove 3rd party integrations to make the data work properly. If this can be accomplished, I legitimately believe AC CRM can push out standalone CRMs of contention for #1 CRM in SMB.

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**Scaling your company? Don't make this HUGE mistake with your sales team!** Thinking about expanding to multiple ICPs? It seems like the logical next step for growth, right? But here's the catch - your existing salesforce might not be equipped to handle it. 🤯 On the latest Go-To-Market Lab, we dive deep into why this is a recipe for disaster (especially for companies in the $1-$200M ARR range). 🔥 👉 Tune in now to The Go-to-Market Lab podcast to learn more about: (1) The crucial conversation you need to have with your sales team BEFORE expanding your ICPs (2) How to leverage your sales team's existing strengths for maximum growth (3) Strategies for successfully navigating ICP pivots without sacrificing revenue 🎧 **Link in comments!** 👇 Don't forget to share your thoughts!

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It's not about getting more notes into Salesforce. It's about increasing your conversion rate through more detailed emails after in person meetings. It's about making sure when reps leave or change territories new reps have the information they need to know when to re-engage. It's about making sure management understands whether the forecast numbers are real or not. So next time your manager or RevOps is bugging you to update your pipeline remember why!

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Every week, we hear from a Revops leader complaining about support from their sales engagement vendor. But the problem isn't support. It's why they're seeking support. The real problem, they always reveal, is the Shadow CRM. Turns out, syncing a complex sales engagement app with Salesforce is a nasty engineering challenge that leads to chronic data issues. Why do reps care? How does it feel when they crush a day on the phones and manager, looking at Salesforce reports and sees no/low activity, asks the rep why they're not doing their job? Why does revops care? They spend hours maintaining and fixing broken integration pipes - playing plumber in a leaky system. That time should be spent on strategic projects to drive revenue. If you want to do revops and put away your rusty wrench, Revenue.io can help. More on how in the comments. #revops #salesforce #revenuegrowth #salesforce

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Mega dealers vs the rest I’ve spent the best part of the last decade working in hyper growth SaaS (Salesforce & ServiceNow) In that time I’ve worked with & led some incredible sellers, and studied them Here’s what sets the true big deal giants (high 7 and 8 figure ACV deals) apart: 1) Belief They believe almost fanatically in their pursuit and ability to help their customer fix big problems They inherently also understand that they must focus. This is important as it shows 2) It’s on them - they take FULL responsibility They show up, and understand that the buck stops with them No excuses 3) They go together, not alone. They understand that an unfair share of resource on their customer will lead to oversized reward As such they recruit people (at all levels) to their cause Lead without authority And orchestrate for success Whether the markets good, or bad these people deliver time & time again Right now I think there’s a lot to learn in this!

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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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How early should you hire revops? One of many topics in a great conversation with Will Martin on the FounderVideo podcast. Check out the link in comments!

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It's not uncommon in fractional sales to come across orgs that are asking for 10-15x pipeline coverage. Sales is hard. Sales isn't THAT hard. Reality check: about 6% of sellers account for 92% of ARR, and they all run processes that look a lot alike. If you haven't cracked sales yet, you're not alone. In fact, you are the 94%. BUT you can use the same process as the 6% and dramatically increase your revenue for a hell of a lot less than it will cost you to 10x your pipeline.

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🚀 Attention AEs seeking a position in the Enterprise space! I get asked a lot on LinkedIn like “what do I need to do to get to enterprise sales at Salesforce?” Here are some of my tips to elevate your sales game and secure your spot at Salesforce with these no-nonsense tips: 1. Network Like a Pro: Tap into your connections and expand your network within the enterprise market. Hustle hard, make meaningful connections, and leverage them to open doors. 2. Showcase Your Accolades: Don’t hold back on your resume – Let your track record speak for itself and demonstrate why you’re the top choice for the role. 3. Data-Driven Results: Back up your claims with hard numbers. Be clear and concise about your past successes, using metrics to illustrate your impact and effectiveness in driving sales. 4. Hustle Smart: In the competitive landscape of Enterprise sales, hustle isn’t enough – you need to hustle smart. Focus on high-value activities, prioritize your efforts, and maximize your impact. Take action now and position yourself for success at Salesforce! #Salesforce #EnterpriseSales

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Struggling to get your sales team to embrace new messaging? 🗣️📈 In the latest episode of Building Elite Sales Teams, guest Ed Lynes, Managing Partner at Woden, shares his playbook for successfully rolling out new sales narratives that stick. In this clip, Ed talks about celebrating early wins with your team. Ed recommends collaborating with a small group of reps who are either top performers or those who will see the most meaningful impact from the new messaging. Work with them closely to land some initial wins, then spotlight those successes to show the rest of the team what's possible. This approach can ignite a wave of motivation and success within your team. For more of Ed's advice on crafting sales messaging that resonates and motivates your team, check out the full episode via the link below! 🎧 #SalesMessaging #SalesLeadership #RevenueGrowth #Podcast

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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

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This article is yet another data point demonstrating that, in today's hyper-competitive business landscape, a well-crafted partner ecosystem strategy isn't just beneficial—it's essential. Here's why: 📈 Customer-Centric Approach: A robust ecosystem equips you with comprehensive solutions, reducing customer fatigue by anticipating and proactively addressing their needs. 📈 Paradigm Shift: Many sales leaders cling to outdated tactics, believing that intensifying traditional methods (more calls, emails, activities) will drive results. In reality, we're playing an entirely new game with different rules. 📈 Quality Over Quantity: Merely increasing volume often leads to one outcome: burnout. It's time to shift from "more" to "better." Strategic Thinking: We've long advocated for working "smarter, not harder." Yet, our default often remains "harder, not smarter." It's time to bridge this gap between intention and action. 📈 Ecosystem Leverage: When properly utilized, a partner ecosystem becomes your secret weapon, providing innovative solutions and opening new avenues for growth. The future belongs to those who can harness the power of ecosystems and foster collaboration over competition. #SalesStrategy #PartnerEcosystem #BusinessInnovation #LeadershipInsights

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What wins in a discovery conversation has changed. How do we know? Topics we typically only see *after* discovery, is now showing up *in* discovery calls that convert. Successful reps are now doing two things early: (1) Clearly describing their time-to-value advantage 104% more usage of talk tracks re: implementation, ease-of-integration, post-sales support in successful discovery calls. All else being equal, your ability to deliver *quicker* than your competitor is your advantage. (2) Being ultra-clear about customers' ability to pilot They need to know you can de-risk their investment by partnering with them on building a business case on real (not imagined) value demonstrated. Why? The CFO / Finance functions have gotten more involved in every purchase post the 2021-2022 sass downturn. No business case, no buy. 47% more usage of pilot & proof-of-concept talk tracks in successful discovery calls (Gong data, last 2 quarters)

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"I want my reps to live out of Salesforce" I've heard some version of this for over a decade, and I hate to break it to the leaders who are still trying to brute force this into reality, it just ain't happening. And I get it, you've dumped hundreds of thousands of dollars into your CRM, connecting data sources, consulting, data hygiene etc etc. But all the sunk cost in the world doesn't solve for the lack of usability & rep love. Tasks get ignored, leads slip between the cracks. Most sellers revert back to downloading their territory to a CSV report & building their own operating system out of a color coded google sheet. So we've set out to build a user experience that reps love, because when you enjoy using something you.....actually use it. Prospecting is the hardest part of the gig, but it doesn't have to completely suck. Our friends Sanity have discovered that surfacing granular data: -Website Signals (blog posts, pricing, technical documentation)  -Product Usage/Engagement data from Snowflake/Databricks/Big Query -2nd Party data from G2 category, competitor, and company landing pages In an intuitive UI unlocks rep's creativity and allows them to drive 50% of their outbound through Koala https://lnkd.in/gMhbthVv

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