Matt Dougherty

Hey sales people, be careful with ‘Gong’ advice. Because you don’t work for Gong. Gong had 6 funding rounds. Each time millions of people heard about Gong. Branding Familiarity Your company probably doesn’t have that level of awareness. When Gong sales people engage most decision makers already know what they’re calling about. People with in the prospect have probably already had a discussion about Gong. Gong is a great company with great people. But the branding makes it a lot easier to sell so take the advice with a grain of salt. Have a great Friday! #sales #ifurnotgong

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Companies used to only consider deploying RevOps when they hit 40-50M in ARR. Why? A strong RevOps resource was simply cost prohibitive. This is changing and the fractional Rev Ops practitioner is making it happen. Now companies that are 15-20M ARR+ are bringing in RevOPs experts as part of their arsenal, and at a fraction of the cost. Don't get left behind.

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Shout out to Paycor for always keep HR teams in the know! Our Mid-year HR Compliance Webinar Series is a 100% must-attend if you want to avoid headaches (and potential fines 😬). Register now for essential updates, expert insights, and tips to stay on track! #HRcompliance #webinar

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Every Sales Director should push for MarketTime's mtView. Are You Ready to Stop Guessing and Start Winning? How are you "really" tracking your performance across the country? Are your sales where they need to be, or are you just hoping for the best? You can’t afford to rely on gut feelings, rep conversations, and word of mouth. It’s time to get serious. The MarketTime Industry Index gives you the real data you need to win. Thank you to our partner, Tableau for helping us SEE the right data!! 🔍 Get real insights—see exactly where you stand against your competition. ✔️ Find growth opportunities—pinpoint areas to scale and dominate. ✔️ Customize your strategies—tailor your approach to each region, no guesswork. Stop hoping your strategy works—start knowing it will. The best in the game use data to stay on top. Are you ready to do the same? Don’t wait until your competition leaves you behind. This tool is your game-changer. Learn how to take your sales strategy to the next level with MarketTime. Schedule a demo with me: https://lnkd.in/gWiweHiu The clock is ticking. Let’s get started. #mtViewanalytics #datainspired #Markettimeindustryindex #wholesalesalestools #b2b #markettime #mtviewdemo

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Why Sales Compensation Plans Can Make or Break Your Business 🎥 In just 50 seconds, Larry Satterfield breaks down one of the most underestimated aspects of sales success: the sales compensation plan. 💡 Key Insight: A well-designed comp plan isn’t just about numbers—it’s about behavior. It drives motivation, aligns individual goals with organizational objectives, and ultimately determines the success of your sales team. 🚩 The Problem: Misaligned or overly complex comp plans lead to: Confused sales teams. Lack of motivation. Missed revenue targets. ✅ The Solution: Build a sales compensation plan that is: Simple: Clear and easy to understand. Aligned: Directly tied to business outcomes. Motivating: Rewards the behaviors you want to see. What’s one lesson you’ve learned about creating effective sales comp plans? Or, if you are on the receiving end of a comp plan, what would you suggest companies do differently? — drop your thoughts below!

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A huge waste of effort for many sales reps is trying to figure out “How should I position [uncomfortable topic] with this prospect?” Here’s the thing… Of the few things entirely in your control, few matter more for your success than whether or not your prospect trusts you. And every time you spend effort trying to spin or hide or minimize something inconvenient, several things are happening: 🔻 You’re creating an opportunity for your prospect to lose trust, where none existed before 🔻 You’re NOT spending effort on how to thoughtfully address or resolve the real issue is (the one you’re trying to minimize) 🔻 You’re missing out on an opportunity to build trust by demonstrating that you’ll err on the side of transparency and candor This is all self-defeating. Totally understandable given how humans are wired and what fear does to our brains. But also still totally self-defeating. Next time you find yourself wondering or asking your manager some version of “How should I spin…”, “How should I position…”, etc, here’s a thought exercise: 💡 What would happen if you started the conversation being transparent? 🤝 How might you turn that into a conversation that builds trust and confidence instead of causing the issue you’re afraid of? Transparency and trust work.

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Tired of time-off headaches?😩 I can help! I work with businesses every day who struggle with inefficient time-off processes. Paycor's new features are the solution you've been looking for. Our automated approvals, balance forecasting, and seamless calendar integration streamline operations and prevent burnout. Let's connect to discuss how our solution can enhance your workforce.

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Sales + Confidence = Momentum Confident salespeople: 1. Build trust with customers. 2. Stay in control of the conversation. 3. Enhance the effectiveness of a pitch. Be confident. Build momentum.

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Why is 60-70% of SDRs missing quota? It's because their leadership is failing them. I had the pleasure of interviewing Sara Storm on the SDR Hire Podcast - a tenured SDR and Revenue leader with multiple successful teams behind her, countless lectures and trainings delivered. Sara has a very unique, no BS approach to sales and SDR leadership. In this episode she shared: • What's the current state of the SDR/BDR role • Why sales leaders are failing their sales teams AND their customers • How can SDRs take ownership of their careers?! • Should you even be in an SDR role? • How she used to close 7/10 cold calls she'd make Here's the full episode: https://lnkd.in/eCANhKGu Sara thank you for sharing your expertise and holding sales leaders everywhere accountable! Hope you all enjoy and subscribe! #sdr #bdr #salesdevelopment #techsales #career

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If you are approaching annual performance reviews this one's for you! Paycor's new article is 🔑 for crafting reviews that drive growth. Get tailored comments for skills like leadership, and productivity. Check it out.

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Join us for this live webinar to hear insights from Paycor leaders on the impact of burnout, something affecting over 50% of American workers. Let's tackle this challenge together!

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What sets the most successful sales reps apart? 💡 One key difference is BOOKS! Here are a few recommendations... ➡️ "The Challenger Sale" by Matthew Dixon & Brent Adamson - Teach, tailor, and take control of customer conversations. ➡️ "SPIN Selling" by Neil Rackham - Master the art of asking the right questions. ➡️ "Sell with a Story" by Paul Smith - Harness storytelling to connect with clients. ➡️ "Fanatical Prospecting" by Jeb Blount - Fill your pipeline and avoid sales slumps. ➡️ "To Sell is Human" by Daniel H. Pink - Understand the psychology behind selling. Have you read some of these? 📖 What books have impacted your success? #SalesTips #ProfessionalDevelopment

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How did ZoomInfo Copilot help Account Manager Dave Howell close a $195,000 deal? 🤔 From surfacing insights about customer sentiment and product interest to identifying a C-level decision-maker who helped seal the deal, Copilot empowered Dave with everything he needed to win his client's business. Watch the full story below. ⬇️ #ZoomInfoCopilot #sellbetter #gtm #zoominfo

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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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AccountIQ is a game changer for prospecting & pre/post call prep Now you can tie initiatives to "what you sell" and "what problems you solve" + competitive landscapes, recent news + more. The"what" + the "who" = how you're going to approach this account.

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