Lauren Elsner, MBA

I absolutely love Gail Greenfield's Pay Equity Deep Dive Series! 🙌 It’s got some really practical advice on everything from tackling pay disparities to navigating the ins and outs of pay transparency. If pay equity is on your radar, this series is a great place to start digging deeper! #PayEquity #FairPay #Trusaic

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Want to break into the exciting world of tech sales? Or interested in accelerating and growing your sales career? Catch a replay of our "Insider Insights: Career Advice from Salesforce Women in Tech Sales," panel — streaming exclusively on LinkedIn. You'll learn from a group of all-star saleswomen building exciting careers as they share their favorite pieces of career advice, and what brought them to Salesforce.

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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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When I was a BDR at Zendesk I was a top user of 6sense BUT I received 0 training on the platform so I was extremely skeptical. I had no idea where the data was coming from, what the buying stages meant, or what best practices looked like. That's why I'm never surprised when I receive a daily DM from an AE or BDR who wants to learn how to use 6sense... sadly I can't train everyone (ya know, I got a bag to carry). UNTIL NOW. Our Next-Gen Sales Certification answers all your questions about 6sense. (Plus you can speed things up and listen to me, Ami, Ernest Owusu at 2x) Sellers, want a fighting chance at hitting quota? Get certified. Sales leaders, don't want to get fired for having a team that misses quota? Get your team certified: https://lnkd.in/dGTpkF3X Ami Arad doesn't need any more praise but he poured his (tiny rotting) heart and soul into this and it shows... this is a creative, funny, engaging masterpiece.

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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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Imagine you have 30 minutes to make your "pitch" to a senior executive... How should you be thinking about the meeting? What should you prepare? Where should you sit? A highly relevant article for the sellers in my network...

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Every seller I know is looking to elevate their 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.  Check out the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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We’re hiring for a new AE and my direct report here at Offsite. During the most chaotic month we have had in a while. So many people are trying to plan last minute offsites (Someone just asked about December 4th, 2024 EEEK). We’re booking quickly through Q1 and all hands are on deck. I am thankful and grateful that Jared has helped me tremendously, while I am closing one of my biggest deals. At Offsite, we have a team of people who don’t think that a task is beneath them - we all pitch in here. As CEO, Jared has highly strategic priorities, which one can argue can be hiring, but in this phase of the business he’s helped me out a ton by: → Screening resumes for the best candidates. → Initiating first round interviews.  → Being the one man show in TA. I couldn’t be more grateful. With his help I am able to dive into a candidate pool that has been vetted and approved by the CEO. While it may make the hiring process more complex, it means that we are hiring top quality talent here at Offsite. Teamwork really does make the dream work here at Offsite. Feeling #grateful this week? Give thanks to someone in the comments who has helped you out this week!

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Did you know that HubSpot prioritizes employee well-being in the workplace by offering coaching and therapy sessions as a global benefit with our partner, Modern Health? May marks Mental Health Awareness Month, and our culture team has curated a month filled with mental health programs and resources for all HubSpot employees. Keeping our mental health optimized as we dig into our work is essential!💚 Curious to learn more about our benefits? Check them out here: https://lnkd.in/eYCPXcRU #HubSpot #MentalHealthAwarenessMonth #MentalHealth #WellBeing #GrowBetter

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Had the pleasure of joining 👨‍🍳 Elric Legloire on the SDR Game podcast! I absolutely LOVED sharing my tips & tricks in hopes it helps others who are just getting started in the sales world or want to level up their game. Find out how I lead with a quality > quantity approach and prioritize my accounts for the month (based on my "oh shit" moments 😉). Give it a listen to learn more! #sales #sdr #bdr #salesleaders #saas #techsales #outbound #prospecting #salestrategy #outboundstrategy

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🚀 It’s been a busy and successful year at EliseAI, and our SDR org has seen a ton of growth and success! Our SDRs at EliseAI are not just crushing quotas—they’re pioneering new roles and developing quickly into Account Executive positions! We’re looking for hungry and talented individuals to join our team as we expand even further in 2025. A big shout-out to some of our high-performing SDRs who have set new standards, exceeded their goals, and earned well-deserved Account Executive promotions this year: 🎉Jordan Greenspun & Hannah Dienstag: Both consistently crushed their goals as SDRs, helping us break into the SMB segment and earning their way to become our first-ever SMB Account Executives. They’ve set a high bar and blazed a trail for future SDRs! 🎉 Elizabeth de Campos: Crushed her goals and helped take our expansion efforts to a new level; Liz’s drive and contributions helped pioneer a brand-new role—Regional Account Manager. She now supports our Strategic Account Executives, acting as an AE within our active customer base and driving expansion within existing customers. 🌟 And it doesn’t stop there! Beyond these promotions, several SDRs have advanced to Senior SDR roles (Josh Mauriello / Michael Rapoport), building a strong talent bench as we look to expand these teams even further next year. We’ve also seen SDRs transition into specialized segments (Will McGuire / Morgan Devine / Kai Hirschmann Salerno), such as dedicated Expansion Reps and Change of Management Specialists. This highlights how, at EliseAI, you’ll be part of a team that truly invests in its SDRs, offering opportunities to pioneer and shape brand-new departments. If you strive to exceed your goals, quickly grow into Senior and Account Executive roles (or help create a new one), and help shape the future of EliseAI, I'd love to chat with you! 👉 Join a fast-growing startup and be part of a winning culture with proven success to grow within the business: https://lnkd.in/eayA95xS #hiring #SDR #salesdevelopment #sales #growth #careeropportunity #startup #teamgrowth #EliseAI

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Sunday Checklist id recommend for AEs 1. Send out meeting reminder emails for all of your Monday and Tuesday meetings. Pro Tip: Add some value other than just saying “I’m looking forward to our meeting.” Consider including a case study, or something of interest, and briefly tease the agenda to ensure they know what the point of the meeting is. 2. Prep for all of your Customer Facing Monday Meetings. Make sure you have researched the person, the business, and have a clear idea of what the goal of the meeting is. If it’s a meeting with an account you have met with before spend some time reviewing the previous conversations so you’re fully prepared. 3. Eliminate pointless meetings. Comb through your meetings for the week and make sure there aren’t any time wasting meetings on your calendar. If there’s anything that can be reduced to an email, take it off your calendar. Your time is your money. 4. Inbox 0. This is new for me but I’ve recently become an inbox 0 guy and it’s been a phenomenal decision. I feel so much more organized. I’d highly recommend walking into Monday with 0 unread emails. 5. Write out your to do list. I get the Sunday scaries all the time, Mondays can feel overwhelming, especially if you don’t have a plan. Going into Monday with a solid game plan for how you’ll attack the day will help you sleep better Sunday night. What am I not doing that I should be?

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This is AWESOME!!!!! Hey Janko! Check out our GSD / ROI. Feel free to share this. With your help, we have literally changed our entire business over the last three years! 3 AE’s and 1 Sales Director total comp paid - salary plus commissions over the last 3 years = $2.2M. Total sales in that same 3 year period = $15.6M ARR. You suggested that we set quotas at about 5.5x of OTE and we are actually much higher than that! We are at 7.1x sales to comp! What is even better is that our average contract length is 3 years and we pay commissions up front. So the ROI is really much higher than that. In our previous 6 years we did a total of just under $6M total. We are now cash flow positive and have not taken on any outside funding. It’s time to expand. Please send me a meeting link so we can set up a game plan! #hiring #recruiterlife #recruiting #saassales #gsd #agsd #sales #startup #founder #ceo

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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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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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SDR Leaders A little trick to share for teams is to insure a 90/10 balance of work vs social time. A little bit of fun and personality will push a team further than 100% business focus. We spend too much time at work to not have a little bit of fun. this is especially true for remote teams. #SDRLeader #teamhacks

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Service is one of the biggest differentiators in today's highly competitive markets. If you can make your customers feel heard at every stage of their journey, retaining them and growing your advocate base becomes easier. But if you’re a CSM, delivering good service isn’t just about asking customers how their weekend was; it’s about showing that you genuinely understand their pains and motivations. Yes, small talk and rapport-building are important, but what turns customers into real fans is 1️⃣ Making them feel heard and understood 2️⃣ Showing that you want to learn their challenges  3️⃣ Proving that you’re invested in finding a way to solve them To do that, you need to start digging deep. Don’t just stop at asking, “What are your challenges?” and “What’s causing these problems?” Dive into how these challenges are impacting them on the organization, team, and individual levels. This is the key to great service and establishes you and your organization as truly customer-centric.

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