Jordan Zornes

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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Sales folks especially SDRs and AEs I will tell you a hack about how to achieve more in less time ↓ "Start blocking your calendar thoughtfully and strategically every single day" Working out of whims & fancies and adhocism will not get you the desired result you aspire to achieve. You need to have a plan for your day even before starting the day. Every time you block your calendar make sure you block it for a single activity and you define what output you want to achieve out of this activity. Have a time block for at least Prospecting, Identifying new accounts, and Follow-ups on a daily basis, the rest you can block based on your roles and KRAs. Remember: "You cannot control time but you can surely control how you want to spend the time"

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Today is a big day for Product Marketers who use Gong. Because today, Klue is launching our new Gong Integration. Here’s the scoop: ⬅️ Before: It was a challenge to track how often competitors come up over time ➡️ After: Gong tracker data is visualized within Klue so you can track competitor mentions ⬅️ Before: Deal support was reactive based on individual requests ➡️ After: Sort your calls by # of competitor mentions and prioritize deal that need support ⬅️ Before: The sales team was responsible for updating the competitive fields in the CRM ➡️ After: Automatically update these fields in your CRM based on competitor mentions ⬅️ Before: Klue content couldn’t be accessed in Gong ➡️ After: Sales can experience any Klue battlecard from Gong Engage Check out our landing page to learn more and test drive the product. Link will be in the comments.

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This is solid advice for CSM’s who feel “awkward” around selling. I recommended a new product to a customer this week and they stopped me mid sentence and asked, “Why are you recommending this to us?” (Before I had a chance to get there) I told them how the product fit for their end users, how it would save them time and money and shared an ROI calculation. They were appreciative that I understood their business enough to bring them new products that can save them time and money and improve their end user experience. Win/win. CSM’s should never shy away from commercial responsibility because I think we make some of the best “selling” decisions for our customers.

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The decision to use ZoomInfo has never been easier. 🚀 But just in case you're still on the fence, hear it straight from the source! Check out the customer testimonials at the link below.

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

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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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The job of your sales enablement tech isn't to drive product usage, give you more data, help you pass quizzes or beat bots. The job is to make you more money, by making your reps better. If you improve what your team says and how they say it, you'll generate more leads, close more deals, and boost retention rates. That's why 90% of GTM orgs invest in sales enablement tech. The upside of solving the real issue is huge. YET 90% of the things you teach reps never get used in front of clients. Your tech stack is failing you, and they're probably putting the blame on you rather than looking at themselves. Regardless of what tools you use, your reps don't practice, don't receive enough feedback and you likely have no idea if A) taught skills get used with actual clients and B) if it impacts your actual business. This is why we have struggled with how to describe what we're doing. Because AI Roleplay, Conversational Intelligence, Feedback Automation and even Learning Management Systems just don't cut it when it comes to doing those things. Our entire point of view is that you need 3 things. Practice, Feedback and Measurement. Think of it like an Enablement Trinity. If you solve for that, you unlock the full potential of every client interaction. Everybody wins. The job-to-be-done is not to use a product. The job-to-be-done is to actually adopt the things you're taught. We are creating the world's first Training Adoption Platform.

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SDRs = Calling 📞 Marketing & Rev Ops = Cadence Tools & Automations Save your org $$$s by getting your SDRs out of cadence tools and back into the #CRM focussed on dialing Leave automated outreach and multi-touch sequences to marketing, and guess what? Then you only need one cadence tool licence! I chatted to Mark Bedard who clearly lays out the path to streamlining your outbound motion #sales #salestips #bdr #sdr #outbound #calling #coldcalling

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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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What is the number 1 thing the top sales rep at Gong focuses on in demos? 🛑 Its not building rapport 🛑 Its not showing off the coolest features ✅ Its Aligning to a strategic priority. People don't make budgets for new priorities. But there is always budget for existing ones. Especially ones that are driven from the top down. My last quarter at Chili Piper I jumped back into sales and carried a quota. I knew I had to knock off some rust quick and my first stop for quality sales content was none other than the 30MPC podcast. Listening to Brian LaManna's episode I was able to grab 4 key takeaways from this 4x President's Club winner: 1 - Come with a point of view on what their top priorities might be. It might sound something like "Hey Nick, I was doing some research and noticed you were rolling out MEDDIC methodology to the sales team. Is that the #1 priority for you all or does anything else trump that?" 2 - Never ask "any questions?" Instead => reframe it to "what has stood out the most so far?" Put someone on the spot to think of a question creates a ton of friction. Asking them to share their experience so far lets them speak to what they are feeling and opens up the conversation. 3 - For any secondary calls start with a "What I've learned Slide" Bullet out points that share where they are at today And begin to map out the desired future state that you uncovered in the first call It creates a great baseline to pick up the conversation and see if anything has changed in terms of priorities. 4 - End call with “On a scale of 1-10, how compelling is what you saw today?” Understand where they sit after your demo. And follow up by asking "what would make it a 10 in terms of priority?" This episode was littered with sales nuggets that I was able to implement right away (and helped me hit 280% of my quarterly number) It's also a full circle moment now that we have become partners with 30MPC and helps our mission of levelling up the b2b sales community! #sales #b2bsales #30MPCxAligned

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Pipeline Heroes use scripts in cold calls. Scripts that induce: Curiosity Dont target the meeting as the only purpose of the call Scale follow-ups and next actions for those in ICP, but not in market Treat conversations as reconnaissance and a cornerstone of a relationship with a stranger PipelineHeroes use scripts because they are professionals and want to be Accountable Measurable Scientific

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Love these tips from Daphne to stop CSM’s being reactive and start being proactive

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Attention SDRs and Sales Reps🎙️ If you are not getting enough coaching, use Chat GPT to supplement the lack of support - P.S sorry you aren’t getting support 😥 Paste a transcript of your recorded call or role-play you did with a co-worker into ChatGPT (check with legal if you can do this) Ask ChatGPT to: • Analyze your call based on your call framework or script • Identify areas for improvement by asking Chat GPT (or whatever tool you may use) questions • Suggest alternative phrases to communicate value better Prompts you could use: "What did I do well on this call?” - Start off feeling good "What did I not do well?” "How could I have dug into the pain more? Please provide questions I could have asked?” “Can you give me 3 ways I could have handled the objections?” "Suggest alternative ways I could have gone for the close?” “Did I miss anything in the call that could have helped me go for the close?” A.I. will not replace you; the Reps who learn how to use it to help them improve will. If you are a sales or enablement leader and want to learn more about how you could leverage A.I. to help improve your team. Come to the Allego Sales Success Summit, where Sam Richter CSP, CPAE, will discuss how to use AI to help improve your sales team. https://lnkd.in/eKg3w7w2

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There’s something special about not just getting our Sales Dev team together but the whole GTM org in person once a quarter at Lattice. A pipeline opportunity created or a closed won hits different when you actually get to smash the gong (pun intended 😉) So why am I even more stoked on the future at Lattice after this week? ✨Sarah Franklin shared her vision for our product and how to bring it to market. When I see features that I KNOW will make my life easier as a people leader, I can only imagine how amp’d our buyers will be! ✨PMM laid out some stunning new positioning and I am giddy about writing new talk tracks for our calls (thank you Ross Gordon and others for the fuel!!) ✨We got a preview of our quarterly product release that’s dropping next week. 20+ new features!! It’s so much fun to sell for a company that is innovating. Thank you Kerry Wheeler and Amaury Sablon for kicking off the fun. ✨Gabrielle “GB” Blackwell ran her first BDR training for our team. The best advice I’ve gotten is hire leaders that are better than you #ironsharpensiron. Her outbound sales skills are out of this 🌎 and I can’t wait to see where she will take the entire sales team with her insights #gtmstrategy #salesdevelopment #hrtech

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I used to see this sequence play out way too often in early sales cycles... • Work tirelessly to research a top account • Collect company and stakeholder intel • Craft intelligent POV and internal prep • Deliver tailored pitch that seems to hit • Move to a choreographed product demo • Receive perfect feedback from buyers • Agree to "reconnect around next steps" • Follow up immediately and relentlessly • Realize you're being ghosted and move on Today, I have a better system to maintain mutual alignment through our evaluation together. We work closely, vendor and customer, during each stage and collectively unlock gates once certain information is gathered. Expectations and steps are laid out early, typically at the end of our first POV read out. Both parties can choose to stop or pause the evaluation at any point, for any reason. Until then, we partner hand-in-hand to drive the evaluation forward and include new team members from each side as we move through. This unlocks a level of mutual respect and accountability. It's typically been received well and appreciated by customers. We all have limited time, and this is a way to maintain focus so neither side is wasting hours. Give it a shot, and see how your mid-stage meeting numbers (and impact) grow. --- PS: I've been posting about sales motivation, mindset, and anything else relevant from my 15+ years selling SaaS. Follow for more. Pic from a morning garden view as I gathered thoughts for a sunny day ahead. 🌺🌞

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Pipeline Management and CRM hygiene are hard skills for sellers Hire for them

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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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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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