Kevin Norman

Almost halfway through 2024 and the year remains uncertain. To adapt and win in this competitive environment, CROs are making these 5 changes. Check out "The State of Revenue" highlights report to learn more.

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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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Onboarding Bootcamp Complete ✔️ Shout out to Elena, Joana, Gurpal, and 🪭Michelle for delivering the sessions throughout the week. Biggest takeaway: There is nothing that replaces roleplaying, watching gong videos, and debating best practice for getting into the swing of things. What's your go-to for onboarding?

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In sales, facing adversity is part of the journey. The key to overcoming challenges is staying adaptable and learning from every experience. Every 'no' is an opportunity to reframe, rethink, and push forward. How do you turn obstacles into opportunities in your sales career?

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🚨 The uncomfortable truth about sales leadership 🚨 Sales managers obsess over data, forecasts, and quotas. Sales reps chase autonomy and quick wins. But the buyer? They just want their problems solved. See the disconnect? If your sales team isn’t leading buyers through their journey, you’re not closing deals—you’re becoming just another vendor. Let’s get real. Are we enabling reps to be buyer mentors, or are we stuck managing quotas? Drop your thoughts in the comments 👇 #SalesStrategy #BuyersJourney #CustomerCentricity #SalesTransformation #ComplexSales #HeroJourney

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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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We often talk about health equity and access. The last 3 years I've had more conversations about how can survey data and processes improve to include more of a voice of the minority. Here's the interesting thing - surveys inherently include the vocal minority, so the goal is to expand reach with your surveys by making them more accessible and expanding reach beyond surveys. That being said, University of Utah Health shared how their more accessible survey administration is leading to new voices being heard. - ⬆ 31% unique patient voices - ⬆ 98% non-English speakers - ⬆ 38% representation - ⬆ 125% narrative responses Check out the slide below for more details but think about what this data could mean to you. In healthcare we see that the length of narrative responses is much longer and richer on average than any other industry. Think about the positive feedback and recognition you could share with your care teams more regularly with that type of increase in volume of feedback. Let's chat about modernizing your program and the cascading benefits this has for your health system. #patientexperience #experiencemanagement #healthequity

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The secret to winning buyers in a complex B2B buyer landscape? Cross-functional alignment. Get this Forrester handbook for strategies to build and strengthen alignment within marketing and across B2B functions.

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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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I've observed that certain Sales Managers tend to favor one-way communication, directing goal achievement without soliciting input from their team. While this tactic may yield short term results, a balanced approach that values both personal expertise and team feedback is crucial. This article provides some broader thinking. #SalesManagement #EffectiveLeadership #SalesSuccess

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As a revenue leader, I get to see so much great work across the organization. Here are some quick examples: 🌟 Our Marketing team drives programs and publishes content that educates and inspires our community! 🌟 Our SDR team delivers exceptional customer experiences for our prospect community. 🌟 Our Sales Advisors deliver speed-to-impact and unique insights to support decision-making. 🌟 Our Solutions Architects provide technical and tailored recommendations on strategy and tech-stack design. 🌟 Our RevOps team optimizes tech & processes, provides insights, and maintains data to drive sales productivity. 🌟 Our Services team delivers on customer outcomes that make a genuine impact. 🌟 Our Tech team optimizes our tech-enabled services and apps to drive scale and impact. 🌟 Our HR team creates an environment where our people are engaged and can grow. 🌟 Our IT and Operations team ensures we have the infrastructure, resources, and security to deliver at the highest industry standards. When teams are moving so fast to hit their goals and support their customers, revenue leaders often don’t take the time to recognize those efforts in a strategic way. And it doesn't always have to come from the CRO. One of the most impactful agenda items in our weekly revenue team meeting is when we use the AVI Method (Action, Value, Impact) of recognition to give each other thanks. In about 30 seconds each team member thanks a colleague, names the action they took, the value they demonstrated, and the impact it made. What is the outcome of this short exercise? 🤗 It connects 🏃‍♂️ It motivates 🎓 It educates All of these are critical things to help a revenue team succeed together. If you aren’t practicing strategic #employeerecognition within your #revenueteam, I highly recommend thinking about how you can integrate this practice in 2025 — it will help fuel your revenue performance. Shoutout to Alexandra Powell for evangelizing the AVI approach! ***Pro tip for strategic recognition in the video***

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Your communication strategy with clients, prospects and candidates is crucial to help drive better engagement and more revenue. Adding texting into the overall strategy helps to cut through the noise to boost those results. Check out our 2024 State of SMS Engagement for some helpful tips and tricks to consider for your team. https://lnkd.in/ekC8KYS8?

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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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Building a PG culture is not complicated but it’s hard. Earlier this year, Todd Busler let me know he wanted to codify the steps sales leaders need to take to foster an outbound culture in their orgs. I was happy to share lessons learned from my time at LinkedIn, Medallia, Oracle, and now Miro. You’ll find some of them - along with insights from ~10 other sales leaders - in Champify’s Guide to ‘Building an Outbound Culture’ (link in comments). If outbound is top of mind for you right now, it’s well worth checking out. Thanks for having me Todd Busler. #sales #salesleadership #pipelinegeneration #salesenablement

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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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Next week is Mile High Dreamin' here in Colorado - our regional, annual Salesforce conference! 👀 I'm beyond excited because I couldn't make it last year, so I'm making up for lost time and can't wait to see everyone in person! Thank you to all of our sponsors! https://buff.ly/4fOESb0 If you are link-averse / looking for a quick scan: airSlate: A global SaaS technology company that offers a suite of easy-to-use and quick-to-implement solutions that empower users to customize, collaborate, and scale their document workflows and marketing processes through the power of automation. Own: A leading data platform trusted by thousands of organizations to protect and activate SaaS data to transform their businesses.   HIKE2: A digital solutions consultancy and Salesforce Partner that delivers digital transformation solutions across various industries.   Thunder: A Salesforce consulting partner that helps customers achieve their most ambitious business goals by deploying their industry-leading expertise in Salesforce, business consulting, and human-centered change. Titan: An AI CRM that allows organizations to achieve customized and scalable processes with minimal maintenance. Formstack: A data capture and activation platform that makes automation workflows accessible to everyone. DBSync: A platform that unlocks the power of your data with intelligent process automation. FormAssembly: A data collection platform that transforms how organizations collect, connect, and protect data. DayBack Calendar: A scriptable scheduling platform for Salesforce. Metazoa Snapshot: A toolbox for Salesforce administrators and developers that removes technical debt, optimizes security, improves compliance, and lowers the cost of Org ownership. S-Docs: A document generation and e-signature solution on the Salesforce AppExchange. OneMerge: A record merge solution which extends standard Salesforce Duplicate Management features. SharinPix: Enables pro photo usage for users by granting access to a business-oriented image toolbox. Blackthorn.io: Creates Salesforce apps that engage stakeholders through events, online payments, SMS, and more. These sponsors offer a variety of products and services that can help you get the most out of Salesforce. Whether you're looking for a way to improve your sales process, automate your marketing campaigns, or manage your data more effectively, there's a sponsor at Mile High Dreamin' that can help you achieve your goals. If you are looking for one who can help you automate mundane, repeatable, time-consuming tasks so that you can work more of your magic, do not pass go; DM me and let's nerd out about activating data in the workflow to save time and money. #thankyou #sponsors #MHD24 #shamelessplug

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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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