Lauren Mafi

Don't overburden your "virtual sales team" (referral partners) with too much info. They have a big "catalog" of connections to offer, and you need to keep it simple. Own exactly one piece of mental real estate, so they can - remember you at the time - relay your story - refer you Keep it simple, powerful, and "cask strength". (Join my solo consultants' positioning workshop tomorrow if you want to work on your message.)

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Have you ever heard of an Enterprise prospecting strategy that takes one hour to complete and actual sales reps say helps them gain access to their decision makers 79% of the time? Years of customer feedback from Emissary's customers identify one: talking to a former company exec from the target account who is willing to coach your strategy. Enterprise prospecting can feel like using a dial up modem. Just so you know — we've got broadband over here. #enterprise

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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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🛑 Don't Milli Vanilli your client demos 🛑 Pre-recorded demos are an excellent tool in your arsenal, but live demos bring a whole new dynamic to the table. They allow you to build rapport, gauge client interest in real time, and dive deeper into discovery. Custom demos tailored to a client's specific requirements can showcase the true value of your solution and highlight how you can resolve their unique challenges. #saleshumor #salesengineer #demo #sales #presales

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Property Managers/CAMs have lost all faith in Yelp & Google's reviews. If you're a commercial/HOA vendor in SoCal - we have the solution for this: discovervendors.com The 'Vendors' platform is built to protect good companies from unwarranted/fake reviews while making it easy for Managers to find the best vendor partners in their area. Only verified managers on our platform can leave reviews for companies they've worked. They can also easily send RFPs for any service they need in their properties/communities. Make the switch to the only review platform built for our industry, by our industry 🤙🏼

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After >10 years in the industry and a year of development… …we just launched our beta for 'Vendors' to Property Managers and Commercial Service Providers in SoCal. We make it easy for Property Managers to find quality, vetted service providers in their area. Conversely -> good, reputable vendors will leverage the platform to help differentiate themselves in the market while building trust and making it easier to be found by management companies. We have a searchable database with *most every* commercial service company in SoCal that you (property managers) can start using today to find local vendors to partner with while allowing you to rate experiences you've had with companies in the past. Think of it as Yelp or Angie's List, but just for the commercial services industry. Link in the comments to sign up! Few quick notes: Our platform is 1) still in beta testing and 2) focused on SoCal …so bear with us (this is a free tool we're offering for property managers) and give us any and all feedback you'd like. You can DM me personally. ALSO - if you're a vendor outside of SoCal, you can absolutely create a profile and start using it too. We just don't have much data outside of this area yet.

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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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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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Good morning! Over 75% of leasing teams are missing qualified leads. Explore how Rent. Solutions can assist in recovering these opportunities. Check out the article to learn more!

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"My CRM already has automation built in." That's great, but are you actually utilizing it, and how effective has it been for your sales teams? Many reps are constantly pressured by management to keep their pipelines clean and up to date. While it's true that reps should maintain accurate pipelines, imagine if they didn't have to waste time manually updating them at all. It's 2024! We live in an era where we can automate tasks that shouldn't burden reps, tasks that just waste valuable time. The beauty of ODIN AI is that we not only automate these tasks but also gather information in real time. For instance, from a recent discovery call, ODIN AI can draft an email with the promised resources based on the meeting transcript. Why let your reps drown in administrative tasks when they can focus on what truly matters – closing deals! #Salesautomation #CRM #SalesEfficiency #OdinAI #AI

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Stop Selling and start solving problems. Are you doing this? We want to but we fall into selling more than solving issues. Excellent video from John B.

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SDR's looking to level up in 2025? Powerlead and SDR Leader 1:1s are bringing you daily promotion tips from sales development leaders to help you secure that promotion in 2025!!. Tip #3 comes from Jill Bruno, Co-Head of Sales Development at AltiSales: Her promotion playbook includes: Perform tomorrow's job today - take on interviewing, mentoring, coaching, and training Document your impact on revenue and team culture Find both internal and external mentors Start career discussions early and ensure there's a clear promotion path 💡 Key takeaway: Don't wait for the title to start acting the part! #SDR #SalesDevelopment #Sales

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With Alation and Anomalo, Keller Williams Realty, Inc. gained robust data governance. The results? 💰 10X cost savings over single-vendor solutions ✅ 70+ TB of data governed and monitored 📊 250+ enterprise data lakehouse tables cataloged and monitored “We wanted to make our data available to people, to spread knowledge, and to provide availability to our team members so people know what we’ve got, what they can trust, and how everything is defined and layers together. We wanted a place where we could centralize all that information documentation. Alation seemed to nail that.” — Cliff Miller, Enterprise Data Architect, Keller Williams. Learn more about the power of partnership in this case study: https://lnkd.in/gt9MMg5g #alation #alationcustomers #powerofpartnership #datagovernance #casestudies

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Recognizing and acting on buying signals can mean the difference between a deal won and an opportunity missed. 🤝 When you tune into your prospects' intent and behaviors, you can provide highly personalized sales and marketing at the right time. Susan Killen shares how Scoops — buying signals offered by ZoomInfo — can help you sell smarter and turn signals into action at scale. Learn more on the blog ➡️ bit.ly/4b6poN1 #zoominfo #sellbetter #gtm

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Recognizing and acting on buying signals can mean the difference between a deal won and an opportunity missed. 🤝 When you tune into your prospects' intent and behaviors, you can provide highly personalized sales and marketing at the right time. Susan Killen shares how Scoops — buying signals offered by ZoomInfo — can help you sell smarter and turn signals into action at scale. Learn more on the blog ➡️ bit.ly/4b6poN1

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Challenge your buyers the right way (not with arbitrary pressure tactics) Most salespeople think about challenging their prospects because they hear it all the time, and holding buyers accountable for an agreed upon deadline/price/etc.  The problem is that this is often ineffective and too late. Sellers need to establish a pattern of setting an objective and hitting hit throughout the evaluation. This starts with the sales rep ensuring that meetings are valuable and worth the price of the 30-45 minutes. Over 90% of the time holding a buyer accountable comes from a thoughtful & empathetic question that truly makes them consider how they will answer. Using pressure tactics or guilt trips to force the behavior you want is the way of the past and needs to stop. Even if you get the sale (which is a big if), your new customer is going to have that lasting interaction in their mind and how will that play into their lifetime as a customer? Buyers want you to lead the way, do so confidently. Play the long game. #SaaS #contactcenterai

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Everyone talks about being consultative in sales. But many don't know just 𝙝𝙤𝙬 to do it. So here's one tip that can help. 👇 Because it's not so easy as just saying: "I'm going to be a consultative sales person now." It takes work and practice. And the knowledge of what to do. Here's one thing that can help that very few people know to do: When talking about and presenting your product, don't say "I" or "We" or "Our" As in "𝘞𝘦 have this feature that does this." Or "𝘖𝘶𝘳 service is excellent." Those words feel salesy because you are trying to get them to buy from you. Instead, refer to the product in the 3rd person: "Look at how Acme does this." OR "Did you see how Acme solved that challenge of yours?" This makes it feel like you're on the same side of the table as the prospect, and both looking at the product together trying to decide if it fits for them. Now you're an advisor talking about a potential solution. Instead of a salesperson trying to push their product. Give this a try and let me know how it goes. #mattschats

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