Matt Schalsey

#Enablement friends: We’ve all written our long posts about how most training gets shelved by our reps and never sees the light of day with real clients, and then becomes nearly impossible to have a proven impact on the business. Our LMSs and other tools are cool, and measure lots of things, but are they really viable as a source of adoption metrics? We need to stop assessing if trainings were good by sending surveys asking questions like “how did you feel before vs. after?" We need to stop assessing if taught skills are used by asking reps to give their managers calls to review. Half the time, you ask for a good and a bad call and get 2 great ones. (Hey, reps want to look good, I get it!) But most importantly, we need to stop looking at loose correlations between the output KPIs like win-rate and trainings, where we claim responsibility if it all numbers go up and blame other factors if it doesn’t. It’s not causation. This is why we need a Training Adoption Platform. So we can see, definitively, without a doubt, if reps practice, use taught skills with new clients, and if that changes both input and output KPIs. The folks over at Replicate Labs are solving this, with the world’s first Training Adoption Platform. If you haven’t seen it in action yet, you probably should. Hit up James Pursey and he can show you around 😉 —— 👋 Hi, I’m Fiona. I’m a sales enablement pro, who loves building scalable processes. On the side, I also coach job seekers to navigate the ups and downs of employment searching. Hit the ‘visit my website’ button to learn more!

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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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Lot of talk about Pipeline....heres how essentially every seller at 6sense approaches Pipeline Tuesday at 6sense. Pipe Gen: Have we engaged ATL buyers at our Tier 1's in the last 15 days? Have we reviewed the AE/BDR dashboard and have a plan with our BDR to drive mutual accountability? Have we reviewed LinkedIn to find new buyers at all prospects? People that come from our customers? Have we connected with our partners installed at our Tier 1's to understand the lay of the land and get introduced? Customer Base: Are there customers with no active upsell opps? Do we have a relationship with the CRO? CMO? Ops Leader? Have we used our model metrics / value metrics to discussion missed opportunity at the executive level? Have we run a report on the # of 6QA's that have been unworked in the last 30 days at X account? Are there additional people we should educate about our other offerings? Pipe Progression: Looking 1 quarter, 2 quarters out, do we have meetings booked with every opp? Looking 1 quarter, 2 quarters out, do we have active conversations with sales, marketing and ops? Looking 1 quarter, 2 quarters out, have we brought the CMO and CRO up to speed on our conversations and educated on where we see the opportunity to support their 2nd half efforts? Consolidation? Efficiency? Partners: Have we connected with our partners? How can we help them be more successful & sticky?

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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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Which topics are most likely to drive "next steps" during a sales cycle? Salespeople usually focus on two types of topics --> value based topics and feature based topics... The data suggests that focusing on value based topics is far more productive... Why does this matter? In sales, securing next steps are everything...

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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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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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For my colleagues in sales leadership, have you found that reps with a more positive mindset generally perform better than those with a negative one? There's a well-documented correlation between a positive mindset in salespeople and their performance. Several studies and anecdotal evidence suggest that salespeople with a positive attitude tend to perform better for the following reasons: a) Resilience: A positive mindset helps salespeople recover from rejection and setbacks more quickly, which is crucial in sales where rejection is common. b) Motivation: Positive salespeople are often more motivated, driven by optimism and a belief in their ability to succeed, which leads them to put in more effort and persist longer. c) Customer Interaction: A positive attitude can make salespeople more engaging and persuasive, leading to better customer relationships and higher conversion rates. d) Goal Setting: Positive salespeople are more likely to set challenging goals and believe they can achieve them, driving higher performance. e) Stress Management: A positive mindset helps in managing stress, which can prevent burnout and maintain consistent performance over time. On top of all that, with performance equal, would you rather have an optimist or pessimist on your team?

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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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Episode 5 Sales Enabled Podcast with Elmer Lopez 🏆 and myself. If you're facing challenges in landing a role in the current job market. This episode is for you. https://lnkd.in/gmE_CCAE

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SDRs & AEs - answer this question with honesty...When's the last time you reached out to your counterparts in marketing and asked them: -What recent campaigns were driving success for them? -How are they driving engagement with target accounts? -Are there opportunities to partner together on an ABM campaign? -What accounts of mine are engaging on your LinkedIn Ad Campaigns? -What do they think of these target accounts to potentially advertise to? -Is there an opportunity to create meaningful engagement via sales x marketing alignment? There's so much potential gold to be found in a strong sales and marketing alignment relationship. Want to do outbound effectively? It might worthwhile to start asking these questions.

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Looking for a better way to communicate with your team, coaches, and fans? We've created a playbook for sports team text messaging to help you! 💬 Whether you are a coach needing to communicate with players or a sales team looking to fill seats, this guide will show you how. Download our FREE playbook today! #SMS #fanengagement #texting #textmessaging #gameday #sports #sportsteams #sportsmarketing #NFL #collegesports #NCAA #NBA #NHL #MLB

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📣 Big news for social marketers AND customer service teams! 📣 Hootsuite just dropped Social Customer Care — a Salesforce integration that can streamline, simplify, and even automate social messaging across your entire org. ✨DMs get automatically routed to the right team and person. 💡 Support peeps can see message history in context and reply right from Salesforce. 🤖 There’s even chatbot integration to automate replies to FAQs across your social channels. You’ve gotta see it: https://ow.ly/hJBP50TuvRN

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Hey everyone - Joe Mclaughlin, Demand Generation Lead taking over here 👋 I’m an ex-SDR who now spends his time trying to help SDRs. I know how hard the role can be. And now, being on the other side of a lot of prospecting, I know how bad some outreach is 🥴 I made my fair share of mistakes. I’ve called people the wrong name, froze on the spot when someone unexpectedly answered, and sent emails that would have earned me a very low Lavendar score. Now, I get to speak to some of the top-performing SDRs and AEs out there. They’re a lot better than I was back in the day, so it’s awesome to take all this advice and mix it with my own experience to give SDRs tips they can actually use in their daily lives. So, if I could offer some advice from being on both sides of the phone: Enjoy the process 💪 I know my better calls were when I felt confident and had a smile on my face. Every top performer I speak to now loves the role and talking to new people. ‘Smile and dial’ may sound cliche, but you can feel it on the other side when the person brings positive energy. Keep testing 🧪 Proper testing means giving new ideas a chance. I was always guilty of chasing the next shiny tactic, and if it didn’t work straight away, I dropped it. There are so many ways to do well in this role; it’s about continuously building on an approach that suits you. Whenever you test something new, test it a lot and keep proper track of how it compares to your benchmarks. Phone first 📞 This market is tough, and there’s so much noise. Pretty much every top performer in this market I speak to is winning on the phone. Making that immediate connection, bringing your personality into it, and receiving instant feedback isn’t possible on other channels. That’s why we’re doing so much work on advice to help people with cold calling. It’s hard, but it’s working! Check out the latest Everything is Sales podcast ep with Nia Woodhouse. Coaching and why it’s so important was the big talking point here. The links are in the comments 👇

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With the amount of information available, final pre-call research used to take me hours the night before important meetings. It was a guaranteed way to cut through the noise and stand out against 15 other seller calls an exec had that day. Over-prepare, deliver with confidence, and the results will follow. It worked. Lately, I've been using ChatGPT to inform outreach and quickly make messaging more impactful -- building custom models for each account. This takes time to set up, but it's a no brainer for strategic customers or top prospects to cut down research time while improving relevancy. I'm evolving the strategy, but phase one looked like this: 1. Collect important investor materials → 10K, 10Q, Earnings transcripts, Investor Summit PDFs, Leadership bios, top news articles. 2. Create GPT → Upload docs and ask to familiarize with materials, your role, and mutual goals you're working towards with the customer 3. Draft a series of prompts → Provide clarity around your market, platform, and typical customer value points. Start simple:   • I work in sales for [x company] and we provide [x service]. Customers usually see value in these areas: [driver 1], [driver 2], [driver 3].  • Typically, our customers are most interested in solving [pain point 1], [pain point 2], or [pain point 3].  • Our website can be found at [website]. (helps to include individual product pages where applicable) • Based on the information shared, will plan to ask a series of follow up questions to validate how our solutions can benefit [x company]. Does this sound ok? 4. Save as [Customer Name] GPT Model  → Repeat for each customer and save in personal ChatGPT environment for future promoting. You now have unique GPT models, each with advanced knowledge of your top customers or prospects -- contextualized around your offerings. Let's test it out. Ask a few questions: • Knowing that I work in sales for [your company name], what opportunities should I focus on when talking with [customer/prospect company name]? • Given your knowledge of [your company name], what strategic initiatives could we most likely impact at [customer/prospect company name]? • What are some of the top risk factors challenging [customer/prospect company name] this year? Next time you have an EB or Go-No-Go call and need to understand positive business outcomes leadership could be evaluating them on... boom! Want to make sure your POV is targeted, based on C-Level strategic initiatives... here you go! Care to see if they were featured in any podcast, video, or interview... and what points may be useful... ask GPT! AI + Automation is changing the way we work, and sales is no exception. Sure beats my old method of CTRL + F searches on SeekingAlpha transcripts. 🔍 Give this a try and let me know what you think. Any other GPT tips for sales?

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How many coffee makers, tumblers, and useless swag do you have from winning sales competitions? Lol. I love our reward shop because it's designed in a way where we're working towards stuff we actually want, and not just from sales competitions but from all our little daily wins and doing what we should be doing. Besides compensation, how are you rewarded and appreciated in your workplace? #sales #salesmotivation #workculture #tech #techsales

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