Michael Brancato

Prospecting just got FASTER 🚀 With the new ZoomInfo and Clari Groove integration, you can add leads from ZoomInfo directly into Groove Flows. NO exporting, NO importing, NO manual steps. Now, your team can engage high-potential prospects instantly with accurate, Salesforce-synced data. Want to learn more? Check out our blog to explore real-world use cases and see how this integration transforms prospecting for revenue teams: https://bit.ly/3YvmFri

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Writing this Account Scoring Guide was a must because today, RevOps leaders need to do more with less. Account scoring is critical to cut through the noise and help teams focus on the highest-value accounts. I’ve seen first-hand how better scoring can shorten sales cycles and improve win rates. Want to get more strategic with your scoring? Check out the guide for the full breakdown: https://bit.ly/3ZzpERu 

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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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The results are in! 👀 Gong has been named a leader in the new report, The Forrester Wave™: Revenue Orchestration Platforms, Q3 2024. In this report, Forrester analyzed and scored 12 top vendors in the market. Gong received the highest scores possible for more criteria than any other vendor, including:   ⭐ Innovation ⭐ AI and automation differentiators ⭐ Range of analytics insights ⭐ Platform UX and integration “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organization." Check out the full report here: https://lnkd.in/d4VJcfXG

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Gong helps teams improve their 𝐏𝐫𝐨𝐝𝐮𝐜𝐭𝐢𝐯𝐢𝐭𝐲 and optimize key outcome metrics like 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 𝐩𝐞𝐫 𝐑𝐞𝐩 and 𝐑𝐚𝐦𝐩 𝐓𝐢𝐦𝐞. Learn more by checking out this nostalgic 80's themed video on 𝐓𝐞𝐚𝐦 𝐄𝐟𝐟𝐞𝐜𝐭𝐢𝐯𝐞𝐧𝐞𝐬𝐬 -- packed with tips & tricks for Revenue Teams of all shapes and sizes. Link in the comments 👇 .... Special shoutout to Sarah Uzelac Tim H. Samantha Kennedy McClure and our Customer Education team!

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Introducing ZoomInfo's new integration with Clari Groove! 🙌 Streamline your lead management and speed up your sales cycle with our latest integration. Now, ZoomInfo customers can sync contacts seamlessly between ZoomInfo, Salesforce, and Groove Flows — bridging the gap between lead identification and engagement. Save time, reduce manual entry, and focus on closing more deals. Head to the blog to learn how it works: bit.ly/4ffAMZ1

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In today's buyer's market, value is king. Shoppers are more price-conscious than ever, and deals are getting fiercer. The number of competitors mentioned during sales conversations has skyrocketed by 57% since 2022 (source: Gong). While your solution might have been a no-brainer before, buyers might now be open to cheaper alternatives that are "good enough." But here's the secret weapon: WHEN competitors are mentioned matters a lot. Early mentions are a good sign! It means the buyer is serious and has explored the market. They know your space and understand the problem you solve. In fact, deals with early competitor mentions are 32% more likely to close for big enterprises. This is your golden opportunity! Your sales rep needs to showcase what makes you unique and collaborate with the buyer's champion to build a rock-solid case for your solution. Late-stage mentions are red flags. They signal a deal at risk. The buyer might be using competition as a bargaining chip to squeeze your price. Here's how to win: - Uncover the buyer's hesitation. Is there something fixable on your end? Or are they just trying to get a lower price? - By understanding the context of these competitive situations, your sales team can close more deals and avoid price wars. Does this sound familiar? For more insights, check out the link in the comments. #innovation #management #digitalmarketing #ai

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🚀 Heading to INBOUND? Make sure to stop by the Clay and Gong booths! You’ll discover how to supercharge your post-meeting workflows with automation that delivers actionable insights, simplifies multi-threading, and keeps your CRM data spotless—all powered by Clay Gong and HubSpot. But that’s not all! I’ll also be hosting a webinar in the coming weeks where we’ll take a deep dive into these workflows and show you exactly how to set them up to drive results for your team. Don't miss out—check the info below to sign up for the webinar and learn how to take your workflow to the next level! https://lnkd.in/gDspq3s9 #automation #sales #revops #hubspot #crm #dataenrichment #salesops #inbound24 #clay #gong #slack #revops #gonimbly Go Nimbly Yash Tekriwal 🤔Erik Koland Kristi Park Clay Gong HubSpot Alex Lindahl Patrick Burke

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Gong's GTM teams love DealHub! We're geeking out over how Gong, the Revenue Intelligence leaders, are using DealHub.io to, well, rock their sales world! Their Deal Desk, RevOps, and Sales teams are all raving about the platform. Here's why DealHub is a hit at Gong: * Less Busywork, More High Fives: DealHub slashed manual work by 50%, freeing up time for what matters – closing those deals. * Crystal Clear Visibility: Say goodbye to pipeline mysteries! Everyone at Gong has a bird's eye view of the sales process. * Faster Sales Cycles: DealHub helped Gong accelerate their deal cycles, meaning quicker wins and happier customers. * Teamwork Makes the Dream Work: Collaboration is key! DealHub fosters seamless communication between all of Gong's awesome teams. Curious how DealHub can boost your RevOps magic? Check out the full story! https://okt.to/WeHlgw #RevOpsLife #SalesTeamWins #DealHubLove #CustomerSpotlight

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Navigate through the noise and streamline prospecting with ZoomInfo Copilot.  Copilot delivers personalized daily feeds of your top accounts — including high-quality signals, account summaries, buyer intent, competitive intel, and actionable next steps.  Get everything you want and need to know about your prospects or customers right at your fingertips.  Don't just take our word for it! Request a demo to see Copilot in action: bit.ly/3Kj4myP #ZoomInfoCopilot

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Gong has been named a leader in the new report, The Forrester Wave™: Revenue Orchestration Platforms, Q3 2024. In this report, Forrester analyzed and scored 12 top vendors in the market. Gong received the highest scores possible for more criteria than any other vendor, including:   ⭐ Innovation ⭐ AI and automation differentiators ⭐ Range of analytics insights ⭐ Platform UX and integration “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organization." Check out the full report here: https://lnkd.in/gNNFMaSi

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Introducing ZoomInfo's new integration with Clari Groove! 🙌 Streamline your lead management and speed up your sales cycle with our latest integration. Now, ZoomInfo customers can sync contacts seamlessly between ZoomInfo, Salesforce, and Groove Flows — bridging the gap between lead identification and engagement. Save time, reduce manual entry, and focus on closing more deals. Head to the blog to learn how it works: bit.ly/4ffAMZ1

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The more realistic enablement initiatives are, the better equipped reps are to do real-world selling. The less realistic they are, the more their confidence and productivity suffer. So how can you truly connect enablement with reality? It’s all about getting great data, modeling an ideal, and running realistic role-playing sessions with leaders involved. With these three essential strategies, you can ground your enablement initiatives in real-world scenarios that allow you to validate, iterate, and rehash based on how customers actually respond. To learn more, check out my latest piece for The Edge here:

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After years of working against GTM challenges, like poor insight into new initiatives and misaligned product and sales cycles, I’ve had tremendous success in using revenue AI to iterate on Intercom’s GTM approach. In fact, I never want to work without it again. Our revenue team has gained deeper visibility into our GTM performance, bridged the gap between product and sales, and iterated our strategies at lightning speed. Want to learn how? Watch this quick video or check out my article in The Edge where I share what’s behind our success. https://lnkd.in/gmtGF2H2

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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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Focus on the right accounts at the right time with ZoomInfo Copilot. Watch as Account Manager Karen H. reveals how she uses ZoomInfo Copilot to identify top-priority accounts based on real-time buying signals like research activity, hiring plans, or promotions. Ready to save time and drive stronger results? Request a Copilot demo: bit.ly/3YZMbpY #ZoomInfoCopilot

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B2B organizations face more pressure to be more productive across all their sales channels, especially in complex negotiated contracts. Successful offers must have the right products, at the right prices, with the right incentives, at the right time. Learn how the best of the best win more, and win faster. Join our webinar: From Chaos to Clarity: Using CPQ for Sales Success. It's set for Thu 18 Apr at 10a ET / 4p CET. https://lnkd.in/eHXbZmWm  

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Great salespeople know that a one-size-fits-all approach won't cut it when it comes to closing deals. As Jeff Hoffman says, "The greatest closers are planned, not canned." Instead of using rigid discovery question templates, successful sellers tap into their Discovery Brain to truly understand their buyers. Salesloft has partnered with Hoffman to bring you six concepts that will help you close more deals and win buyer trust. Check it out: https://lnkd.in/eSPPaTpm

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