Paul Swiencicki

As a #RevOps professional I could not be more excited about what is coming tomorrow! ZoomInfo Copilot delivers on what other Sales AI tools have promised for years but failed to realize. Harnessing AI to unite and analyze thousands of data points, 20,000 early ZoomInfo Copilot users across 500 different companies reported saving significant time on manual prospecting tasks and uncovering more opportunities to win business. Copilot predicted half of their existing pipeline. Seriously. Tomorrow, every seller becomes your best seller. Stay tuned! #ZoomInfoCopilot

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Salesforce lost $50 billion in market cap. Sales in 2024 = smaller + longer deals. Is "Signal-led sales" the saviour? Here's how to stay afloat 👇 Build a system that looks at strategic value, not volume. If you think AI and fully automated SDRing will land you more deals, you're wrong. Everyone else is doing it. It only adds to the noise. There are 28 moments of influence on the buyer's journey, 4 of them have to do with your company directly... so if you're just blasting those 4 channels, you'll quickly exhaust anyone who even remotely cares. Instead? Consider this workflow: 1) Leverage a tool like Common Room to identify community, product, social, marketing, website, engagement and more from potential buyers. 2) Enrich contact data with tools like Apollo.io - 3rd party data is still critical to building out your CRM and getting high-level details. 3) Identify a partner presence with Reveal to further prioritize accounts based on partner signals. 4) Consolidate this into Clay and run the plays based on how you've aggregated all of your data and prioritized accordingly. 5) Bring everything into Aligned while you're actively selling to deliver the right relevancy. Examples of signals: - Marketing webpage visits - Increased social engagement - New customer won by partners - Recent community engagement - Visiting your partner's marketplace - Activity status within the tool (if free) - New opportunities opened by partners - Attending a webinar (ideally partnered) Examples signals we use internally. We: - Have a tiered free user base - Leverage real-time platform usage data - Aggregate marketing engagement (content + events) - Use 3rd party data like "recent funding announcement" - Generate reports + messaging for good health customers of partners - Pull in partners' data right into our CRM, like module purchases, account health, account activity, etc. Here's your old world vs new world comparison: 𝐎𝐥𝐝 𝐰𝐨𝐫𝐥𝐝 𝐰𝐢𝐭𝐡𝐨𝐮𝐭 𝐭𝐡𝐞 𝐚𝐛𝐨𝐯𝐞 = spray and pray, maybe getting a lead list of super high-level market signals, and likely using automated personalization with no real relevancy. 𝐍𝐞𝐰 𝐰𝐨𝐫𝐥𝐝 𝐰𝐢𝐭𝐡 𝐭𝐡𝐞 𝐚𝐛𝐨𝐯𝐞 = specific targets that are actually showing intent, have already engaged with your ecosystem, and you target them with a well-defined message of relevant value. Who would you rather buy from? And realistically... how would you prefer to sell? Conversations that MAYBE convert? Or high quality, relevant calls much more likely to convert? BTW - Catch Superglue's latest newsletter about partner signals? If you're in #partnerships the same applies. Route signals to the right people at the right time with the right information. I'm a big fan of Superglue for partner teams to stay on-trend with signal-led selling. If you don't leverage signals, you'll be left behind & you'll be delivering less value to clients. The customer is your boss. Treat them accordingly. #sales #nearbound

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This week on SDR, we're getting into the nitty-gritty of making your Service Department profitable. We're talking five game-changing steps that can turn things around fast. We'll cover everything from getting a handle on your financials to pricing that actually makes sense. Plus, we'll show you how to set up systems that don't just look good on paper, but actually get results. If you're tired of barely breaking even, or just want to take your already good department to great, you'll want to catch this one >> https://swiy.co/PE-O

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48 Sales Books for Top Performers (The Complete List) • The Art of Selling - Tom Hopkins • Fanatical Prospecting - Jeb Blount • Great at Work - Morten T. Hansen • New Sales Simplified - Mike Weinberg • The Qualified Sales Leader - John McMahon • Closing The Sales - Zig Ziglar • Inside the Mind of Sales - Derek Borthwick - Coaching Training Author • The Challenger Sale - Matt Dixon & Brent Adamson  • Virtual Selling - Jeb Blount • From Failure to Success - Frank Bettger • Exactly What You Say - Phil M Jones • Never Split the Difference - Christopher Voss • 7 Habits of Highly Effective People - Stephen Covey • The Inner Game of Selling - Ron Willingham • Addicted to the Process - 🏄‍♂️ Scott Leese • Insight Selling - Mike Schultz , John E. Doerr , et al. • High-Profit Prospecting - Mark Hunter • The Lost Art of Closing - Anthony Iannarino  • Attraction Selling - Justin Michael • Selling with - Nate Nasralla • Sales Secrets - Brandon Bornancin • The Ultimate Sales Machine - Chet Holmes , Amanda Holmes, Michael Gerber, et al. • Spin Selling - Neil Rackham • The Seller’s Journey - Richard Harris™ • Gap Selling - Keenan . • To Sell is Human - Daniel Pink • The Ultimate LinkedIn Messaging Guide - Daniel Disney • The Sales Bible - Jeffrey Gitomer • The SaaS Sales Method for AEs - 🐶 Jacco van der Kooij, Fernando Pizarro, et al. • MEDDICC - Andy Whyte • B2B Sales Mentors - Scott Ingram • Winning Complex Enterprise Sales - Bud Suse • Sales Differentiation - Lee Salz • Pick Up The Damn Phone - Joanne Black • Selling is Hard. Buying is Harder - Garin Hess • Problem Prospecting - Richard Smith & Mark Ackers • Mega Deal Secrets - Jamal Reimer • The Work Before The Work - Paul M. Caffrey • Sell Without Selling Out - Andy Paul • Big Companies - Jill Konrath • Endless Referrals - Bob Burg • Emotional Intelligence - Colleen Stanley, CEO • The Job Nobody Dreams Of - Bill Becker • Solution Selling - Michael T. Bosworth   • Conversations That Win The Complex Sale - Erik Peterson & Tim Riesterer • The New Strategic Selling - Robert B Miller & Stephen E Heiman et al. • Hope Is Not a Strategy - Rick Page P.S. Join 2,349+ sellers who read my daily newsletter: https://buff.ly/3Xp3399 + get direct access to all lists, cheatsheets, and templates

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Sam Jacobs has it right! Enterprise sales is not easy and never will be, but making a difference for a team, business, industry can be really FUN and fulfilling! In my opinion, there is no better feeling than picking up the newspaper (remember those?) and seeing a headline you had a small part in. The power line is KEY and where value can be delivered or lost. If you're able to understand or triage pain and deliver outcomes to stakeholders effectively, you're a star. For any enterprise seller, I recommend joining Pavilion and getting your team involved. Here are a few personal favorites to get started! (feel free to DM me to get connected) Revenue Architecture (Winning by Design) Mega Deal Secrets for Sales Leaders (Jamal Reimer) GTM 2024 in Austin on October 14-16th Sandler NYC (David Fischer) GTM Leadership Accelerator The holy grail of B2B sales is mastering the enterprise sales game – it’s where the largest deals and greatest revenue growth opportunities are. But, it’s the toughest nut to crack. Many sales leaders advance into management without the personal experience of landing large enterprise deals themselves and struggle to coach their teams and guide their organizations in advanced enterprise sales. As top enterprise sellers...we know the grind.

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Sell something people want to buy. 5-years ago a few former SDRs and Santa Barbara Vaqueros/Gauchos convinced a couple Stanford Engineering adjunct professors to help them build a dream product for salespeople. The world's first AI sales phone system built specifically for the SDR / outbound workflow. Something to help us hit our goals as SDRs. We had all felt the grueling work needed to succeed as Sales Professionals. The day in and day out with no guarantee you will make 50% of your salary as a commissioned rep. How can we make that life easier? How can we help ourselves and our peers impact our markets more? Let's build something we would want to buy and improve our own lives. 5-years later and thanks to the 130+ people and 1k+ customers who have joined to make this happen, we're once again named a G2 Market Leader for B2B Sales Phone solutions! Go Orum, Go! And we're just getting started!! #ColdCall #sales #Prospecting

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This article is yet another data point demonstrating that, in today's hyper-competitive business landscape, a well-crafted partner ecosystem strategy isn't just beneficial—it's essential. Here's why: 📈 Customer-Centric Approach: A robust ecosystem equips you with comprehensive solutions, reducing customer fatigue by anticipating and proactively addressing their needs. 📈 Paradigm Shift: Many sales leaders cling to outdated tactics, believing that intensifying traditional methods (more calls, emails, activities) will drive results. In reality, we're playing an entirely new game with different rules. 📈 Quality Over Quantity: Merely increasing volume often leads to one outcome: burnout. It's time to shift from "more" to "better." Strategic Thinking: We've long advocated for working "smarter, not harder." Yet, our default often remains "harder, not smarter." It's time to bridge this gap between intention and action. 📈 Ecosystem Leverage: When properly utilized, a partner ecosystem becomes your secret weapon, providing innovative solutions and opening new avenues for growth. The future belongs to those who can harness the power of ecosystems and foster collaboration over competition. #SalesStrategy #PartnerEcosystem #BusinessInnovation #LeadershipInsights

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The one deal we missed, ended up costing $6 millions in lost annual revenue. As a VP of Sales, I had a habit. Every Friday, I’d review the numbers—celebrating the wins but obsess over the misses. I've been called negative, but I’m inherently wired to see what went wrong. I wasn't just negative, I ran the numbers. If every rep on my 10-person team was missing just one deal per week? It's painful: 10 missed deals a week. $1,000 monthly invoice per deal. Annual revenue loss: 520×12,000=$6,240,000 One deal a week was costing us over $6 million in annual revenue—gone. Not because the product wasn’t good. Not because the market wasn’t there. But because we weren’t closing just 1 opportunity we should have. Some people rationalize it: "We’ll get ’em next week." But for me, every time I opened the CRM, all I saw deals in the “lost” column. If you’ve ever watched Nick Saban lose his mind on the sideline—when his team is up by 20 in the fourth quarter—you get it. It’s not the scoreboard. It’s the execution. Because when you let one deal slip, it’s never just one. And those missed deals? They add up fast. ++++++++++++++++++++++++++ If your team could benefit from one more deal, I'm offering fractional CRO/VP of Sales, Business Development services, let’s talk. 𝗖𝗮𝗿𝗲𝗲𝗿 𝗛𝗶𝗴𝗵𝗹𝗶𝗴𝗵𝘁𝘀: 25 years of B2B sales last 15 in automotive technology space. Successfully built, managed and mentored high-performance sales teams. Grew first auto SaaS from 0-2,500 dealers in 5 years. Guided 3 automotive tech firms to successful acquisitions. Participated and helped raise Seed and Funding rounds. Extensive network and contacts that can be leveraged.

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Day 19 of my 2 cents... Deal Reviews: Less Talk, More Action You know that moment in a deal review when the sales rep starts explaining... and explaining... and explaining? And 15 minutes later, you’re still waiting for the point? Yeah, that's usually the sign the deal’s on shaky ground. 😬 Here’s the deal (pun intended): the longer the explanation, the less likely that deal is to close. Why? Because long-winded deal reviews often hide uncertainty, lack of clarity, or worse—desperation. When companies get deal reviews wrong, they focus on the noise instead of what really matters. The rep starts recounting every email, every conversation, every “maybe” from the prospect. But here’s the truth: if it’s not in the CRM and it’s not moving the deal forward, it’s just noise. Deal reviews should be clean, concise, and laser-focused on the metrics that matter: o Decision-makers identified? o Champions in place? o Pain understood and tied to business outcomes & executive priorities? o Buying process understood? o Next steps clearly defined? If a rep can’t tick off these boxes in under 2 minutes, you’re in trouble. Reps need to focus on the critical path to close and stop drowning everyone in irrelevant details. The goal isn’t to talk about the deal for 30 minutes, it’s to get the deal closed in 30 days. Training Idea: Deal Review Bootcamp: Develop a training program where reps have to pitch their deal reviews in under 5 minutes. Each rep should present only the core elements of their deal: decision-makers, pain points, timeline, and risk factors. Use real deal scenarios and have leadership play the role of tough investors—think Shark Tank, but for sales. This builds discipline around focusing on what’s actionable rather than spinning long stories. Be Careful Of: Overloading with Irrelevant Details: Be careful not to encourage reps to turn deal reviews into story time. If a rep spends 10 minutes explaining the background of the company or how many times they’ve emailed the prospect, you’ve already lost. Keep them focused on the meat of the deal—who is buying, why, and what’s standing in the way of closing. And reps, don’t hide behind jargon or fancy slides; if your deal isn’t moving, admit it. The sooner you identify a problem, the faster you can solve it. Bottom line: Keep your deal reviews short, sweet, and packed with actionable insights. The more concise you are, the clearer the path to closing. If you can’t summarize your deal in two minutes or less, it’s time to rethink your strategy. #RevenueEnablement #B2BSales #salesenablement #RevenueEnablementSociety

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These are 5 qualities every sales leader at a pre-IPO tech company should have 👏 Building sales teams at pre-IPO tech companies is hard. I know and after building sales teams at 8 startups, these are the 5 qualities I figured out that all high performing sales leaders should have. Hire for these. 1️⃣ NO FEAR OF FAILURE Sales leaders have to be willing to fail. We don't know what's around the next corner. We must take our best shot and learn from what doesn't work. Every leader at a startup is not only comfortable with that notion, but they embrace it. We never lose, we win or we learn. 2️⃣ DATA DRIVEN Obvious right? Yeah, but I know not all of your leaders are really data driven. Every leader at a startup is adept at assessing information and turning information into action. Many of them are spreadsheet jockeys. 3️⃣ MISSION ORIENTED Every leader at a startup has created a clear vision for what they want to achieve. Usually at startups, we're moving so fast that the CEO isn't going to do this. Sales Leaders must create it for your team. What is your team mission and does your team know it? 4️⃣ HIGH PERSEVERANCE The thought of not always progressing towards their goals is more painful than giving up. Armed with this desire, they are unstoppable. Every day is hard at a startup...Having perseverance keeps us moving forward daily. 5️⃣ STRONG COMMUNICATOR Again, obvious. Without good communication skills, it's impossible to paint the vision for others. Have you created really clear expectations for your team....in writing? Great leaders communicate their mission, vision and expectations in no uncertain terms. 💡Learning Lesson: If you focus on hiring sales leaders at your startup that have these 5 qualities, you'll be well on your way to building a high performing sales team. What do you think? What qualities are missing? If you found this post helpful - here's something else that can help you. Figure out if your new Head of Sales is going to work out or not with my free guide: https://lnkd.in/gtUG5-Qa

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Prospecting tips you can't ignore + 3 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 𝗰𝗵𝗲𝗮𝘁𝘀𝗵𝗲𝗲𝘁𝘀: https://buff.ly/4da1bpn • Florin Tatulea: Simple play that not enough reps are using to break into their accounts → https://buff.ly/3ZcnJSH • Tanveer Mostafa: I just hit my 2024 quota in 7 months → https://buff.ly/3ZjsrOy • David Rolls: I've been trying to add some variety to my outreach channels → https://buff.ly/3yUjXD6 • Tom Alaimo: More meetings in less time using the 3 P's → https://buff.ly/4ecx5SY • Gabi Sayah 💻🌎: how I booked a meeting last week using Sendspark and RB2B → https://buff.ly/3ZdHauz • Maggie Maloney: Do you need to be a solution expert to launch calls? → https://buff.ly/4ecx6X2 • Mark Kosoglow: Want to be more effective building pipeline? → https://buff.ly/3yWLcgj • Dom Odoguardi: "Become the CEO of your pipeline" - But how? → https://buff.ly/3ZeayB0 • Morgan Shelly: this month i closed the BIGGEST DEAL OF MY CAREER → https://buff.ly/4cNQAjy • Harry Monkhouse: How I am using AI to help with account research → https://buff.ly/4ecx6Gw • Gabe Lullo 😎: Own Your Outreach, Own Your World → https://buff.ly/3ZdHfhR • ☠️ Belal Batrawy:  I rarely did account research over my sales career and was still pretty successful → https://buff.ly/4ecx7dy • Adem Manderovic: Segment those lookalikes into personality traits → https://buff.ly/3Z7RwMw • Tyler Meckes, MS: Have you been receiving more personalized messages? → https://buff.ly/3ZdNfr4 • 🏄‍♂️ Scott Leese: Outbound sales, as we know it, is dead → https://buff.ly/3ZvErNp • Darren McKee: I am deep in 5 sustainability reports → https://buff.ly/4cTKsGk • Adam Weekes: Struggling to gain info on private companies? → https://buff.ly/3yVSctT • Gabriele H. Don't complicate B2B sales, keep it simple → https://buff.ly/3Zf9e0y • Siva Pentakota: High performers know this → https://buff.ly/3B0um0m • Mike Gallardo: How to set next steps like my best AEs → https://buff.ly/3yVS7q5 • Dale Dupree: Make more in-person cold calls → https://buff.ly/4cY1CTk • Marcus Chan: Time block your IPAs → https://buff.ly/3ZeCy7C • Chris Marin: Surprising way to cut through the noise → https://buff.ly/4cWbexQ • Jack Frimston: This has been a game-changer when it comes to prospecting → https://buff.ly/3B0BF8k • Cipriano Martins: The most important fact about prospecting… → https://buff.ly/3ZdNa6K • Augusto Ferreira🌴: Here are my top 3 tips → https://buff.ly/3yXvgue • Nick Ross: What’s the closest path to a booking? → https://buff.ly/3ZbDeKE • Jim Breton: I might have something else → https://buff.ly/4ecx7KA P.S. Grab your prospecting cheat sheets here https://buff.ly/4da1bpn

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I think they way 99% of companies handle inbound leads might be broken... ...“Thanks for inquiry - a sales rep will reach out soon” Sounds familiar? Companies might still get away with this in 2024, but by 2025 if you’re still sending these emails, you will lose deals. Here’s what companies do today that is causing major deal leakage. TODAY 1. Drive people to your website 2. Optimize website for ‘form fills’ 3. Force people to fill out a structured inquiry form 4. Send them an automated ‘someone will be in touch with you’ email + a similar drip sequence of nothing-burger emails. 5. Typically hours or days later a sales rep reaches out and hopes to catch them at their desk …this was a winning approach for decades! In fact, companies like Hubspot emerged to dial this process in with advanced automation and drip-campaigns. But AI has changed everything. Why is this approach imperfect? 1. It misses actually engaging the lead when they are at the highest intent 2. It is impersonal - every lead gets the same auto-responder drip 3. It puts the responsibility on busy sales reps to reach out to leads who might be unqualified So what does a winning strategy look like in 2025? 1. Drive people to your website 2. Optimize the website to encourage conversational engagement 3. Have branded AI sales reps at the ready to engage and qualify your leads 4. Once qualified, either have your AI complete the sale OR hand-over to a sales rep who steps into a qualified conversation And what about the user interface? Forget old-school chatbot pop-ups. Think about IMMERSIVE experiences that take over the entire screen. Imagine clicking a button and having an immediate video call with an AI agent. That is the future. Agree/Disagree?

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Salesloft is in the business of helping companies create durable revenue growth, which inevitably means helping companies scale. Far and away the most common misstep I see leaders make in the scale phase is a failure to scale process and planning alongside headcount and revenue projections. It’s an absolutely critical step for business longevity. Smaller companies have the benefit of agility, but as businesses grow, it becomes increasingly difficult to make adjustments on the fly. It’s like steering a big ship – it just turns slowly. Adjusting to this new timeline can be difficult, especially for companies that have scaled quickly and within a different market dynamic than what we face today. They need to take a page from the book of their publicly owned peers and set goals for 6 or more quarters out, then work backwards to identify what needs to happen today. Every choice you make must be framed around the question, “Is this the most important body of work for our customer base, our ability to scale, and our ability to differentiate and win?” This also extends to software investments and digital transformation planning. Companies that intend to scale need to evaluate the platforms they’re considering through the lens of 2-5 years. That means making sure the option you choose not only solves the problem you face right now but can grow and adapt as your business evolves. Platform investments need to drive speed of execution, mitigate risk, and provide innovation that increases the return on investment in the future years. If you don’t trust your vendor to outpace your growth with their own innovations – or help you anticipate the challenges that will come with growth and prepare for the methodical turn toward them – then it’s not the right choice. Keep that in mind as you optimize your growth and investment strategy. #salestech #revtech #B2Btech #revenueorchestration

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How to close enterprise deals:  • Salman Mohiuddin: My biggest blunder came at Salesforce on a $400,000 upsell → https://buff.ly/4a4OTNW • Jordan Novak: 2 of the scariest words in enterprise sales → https://buff.ly/3Kexnf5 • Mike Fiascone: Breaking into enterprise accounts is hard → https://buff.ly/3wOQLfv • Brandon Fluharty 🐝: Winning nine 7-figure deals in 19 months taught me this → https://buff.ly/4bvQg9f • Gavin Kowalski: The 5 commission killing mistakes we make trying to sell to the C-Suite → https://buff.ly/3KeORIg • Shivam Sandilya: Enterprise Selling is a Team Sport  → https://buff.ly/3QZ9tYF • Cassy Olson: Success isn't about winning every deal → https://buff.ly/4bHeHk0 • Kevin Meyer: Balancing strategy and daily tasks in enterprise sales → https://buff.ly/3KiEeE4 • Dom Urniezius interviews Nikita Balanov: Unlocking Enterprise sales success → https://buff.ly/3Kg2RkQ • Simon Tort: Find your champion → https://buff.ly/3wUze5x • Christi Civalier: 3 Keys to Becoming a Top Enterprise Account Executive → https://buff.ly/3UWbXbs • Jamal Reimer: 4-step process for working with SDRs as an enterprise seller → https://buff.ly/3UUpvnT • Debasish Mishra: Dear enterprise sales people… → https://buff.ly/3US2OAO • Roy Itzhaki: how we're booking meetings with top-tier firms → https://buff.ly/3URGlUj • Nate Nasralla: Here's the 1 exercise I give new enterprise AE’s. → https://buff.ly/4bqSOp6 • Ian Koniak: When it comes to Enterprise sales, less is more. → https://buff.ly/4bunVAg • Vugar Nadzhafov: What really makes a good enterprise seller? → https://buff.ly/3USgX0P • Raja Singh: Enterprise salespeople are spending too much time selling internally → https://buff.ly/3QWqRNG • Jacob Karp: I’ve never closed a strategic deal that didn’t include multi-threading → https://buff.ly/4bwUjCg • Jen Allen-Knuth: COI is agnostic of our product/solution. → https://buff.ly/3SQcUB6 • Zeb Couch 🤜🤛: Walkthrough of an example we used last year to win a $160,000 deal → https://buff.ly/3KdL8e4 • Patrick Sheehan: they are like kids in a candy store… → https://buff.ly/3QSMEpK • Damian Tommasino: You don’t sell to one person in the enterprise…ever. → https://buff.ly/3QYmX78 • James Thompson: Toughest challenge in Enterprise Sales? → https://buff.ly/3yvMJtb • Dan (Daniil) Gridin: My new step-by-step framework for engaging tier-1 accounts → https://buff.ly/3URZp54 • Mark Phinick: Pick up the phone. → https://buff.ly/3UNxGSW • Bob S. Key strategies to keep your reps focused & deals moving forward. → https://buff.ly/3Kcy48v • David Ooley: Two “big deal” realities you can leverage → https://buff.ly/3UPnAB7 ********************************************** Get daily sales tips with my newsletter: https://buff.ly/3SgnwJo  **********************************************

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A CEO asked me, "We're ready to grow our sales team, which model is better for selling to dealers, SDRs with AE or full cycle AEs? Here's my advice. Both models can be effective. Both can fail miserably. With the SDR model, the handoff is the choke point. SDR books an appointment, dealer doesn't show. This compounds with incentivizing SDR for booking and showing appointments. A full-cycle AE on the other has an opportunity to transition right into a demo when the dealer shows interest. I could sound like this..."Are you in front of your computer?" "I just shot you a link, I can show you..." I like the full-cycle AE because so much is dependent on relationships when selling to dealers. Full-cycle AEs create deeper trust and long-term loyalty. The downside is it's stressful and burnout happens. If I had a commodity product with heavy competition, I'd suggest SDRs. Also for a startup looking to scale fast. But a complex solution I favor full-cycle AEs. Regardless of the model, you need the right players on the bus. ________________ I like to work with companies that need help with my strengths: Cold outreach, booking appointments, and generating new revenue in automotive. I accept all meeting requests so if you want to talk, use the link in my profile or DM.

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Are you an SDR or AE in SaaS sales looking for ways to improve your cold call conversion rate to book more meetings? I had a great conversation with Gong AE Jc Pollard where we dig into his cold calling mindset & step by step cold calling frameworks which generated 80% of his pipeline & got him promoted from SDR to AE in record time. Check out the video linked in the comments below & steal his secrets to become the top cold caller & pipeline generator at your SaaS company. ⏲Timestamps: 0:00 - 2:50 - Intro & video overview & resources 2:50 - 3:14 - Working 4 hr days as an SDR 3:14 - 3:45 - Why cold calling is more important than ever 3:45 - 5:00 - How JC prepared to become a great cold caller 5:00 - 5:31 - Using cold emails to warm up cold calls 5:31 - 6:56 - Believing in your product is critical to cold calling success 6:56 - 9:22 - Why Friday is the best day to cold call 9:22 - 11:04 - Winning the first 30 seconds of the cold call 11:04 - 11:36 - Make & listen to more calls than your teammates 11:36 - 13:38 - Step 1: Permission based opener (examples & why it works) 13:38 - 17:51 - Step 2: The 3YU framework (90% of SDRs & AEs don't do this) 17:51 - 22:39 - Step 3: Prepping for & tailoring your pitch to each persona 22:39 - 23:46 - Objection handling mindset (understanding Vs handling) 23:46 - 25:17 - How to handle the objection "I'm not interested" 25:17 - 29:39 - Step 4: Use the 1+1=2 method to set the meeting 29:39 - 30:55 - How JC broke through to a 48% cold calling conversion rate 30:55 - End - Outro & additional resources I encourage you to take notes, make these frameworks your own, and make more cold calls (especially on Fridays) to book more meeting & build more pipeline! Happy selling & happy living, Chris #coldcalling #saassales #salesdevelopment

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Empty pipeline? Try this: • Salman Mohiuddin: Working with 200+ sales reps on outbound → https://buff.ly/3yGrZyL • Leslie Venetz: A single-threaded account only has a 5% chance of closing → https://buff.ly/4522PXA • Shahjad Khan: 6-step strategy that has helped me achieve 100% year on year → https://buff.ly/3wKfPEE • Sarah Brazier: just got off a call discussing multi-threading → https://buff.ly/3yGrZPh • Dale Dupree: Stop making people feel like you’re bribing them for a meeting → https://buff.ly/3X9p2ki • Grayson Hogard: Rule number 1 of prospecting → https://buff.ly/456dCjC • Kayla Fenske: One thing that I consistently see in top-performing SDRs → https://buff.ly/3yDMqMO • Charles Muhlbauer: 7 lesser known insights for better prospecting → https://buff.ly/3R6csyI • Anthony Iannarino: Understanding Pipeline Dynamics in B2B Sales → https://buff.ly/3Vo7DmZ • Alexander Stefansson: Empty Pipeline? → https://buff.ly/4bFcwxp • Jc Pollard: Framework I use to consistently build a pipeline as AE → https://buff.ly/3X65Q79 • Jake Wolpert: I haven’t answered a cold call in a few weeks. → https://buff.ly/3Vm2uM4 • Chad Baker: But what is really important on a cold call? → https://buff.ly/4bFBigZ • Mark Hunter: Don't let prospecting stress you out anymore → https://buff.ly/3X1LtI8 • Gautam Mane: Still chasing prospects the old way? → https://buff.ly/450uCHT • Alexe Jugaru: 12 lessons from 12 months in sales → https://buff.ly/3VkJOfw Get the 101 best sales tips I learned on LinkedIn → https://buff.ly/3SgnwJo • Michael Alexander: There's a lot of change in cold outreach... → https://buff.ly/3R5FHBE • Dom Odoguardi: So you just booked a meeting... Great! → https://buff.ly/3WYgU6p • Jesse Woodbury: An AE or SDR isn’t really a CEO → https://buff.ly/3VjvLag • Hessam Vahedi Kashi: Relying on just one prospecting channel won’t work it in 2024 → https://buff.ly/4bE8B4a • Chris Muldoon 🚀: You're never too successful or too senior to stop prospecting → https://buff.ly/3VhRY8x • 👋Ashleigh Early: Do you know what prospecting channel/method is dead in 2024? → https://buff.ly/4bKnmm8 • Keith Laughner: step-by-step guide that will give you a leg up in your prospecting → https://buff.ly/4bE3BMU • Harry Monkhouse: A simple and repeatable prospecting workflow → https://buff.ly/3WZhNLN • Mike Pinkel: Outbound success has more to do with the foundation → https://buff.ly/3wMtpHB • Armand Farrokh: Keep your prospecting activity commitment exactly the same → https://buff.ly/3WXG8Sk • Ricky Pearl: Split your outreach into channels. → https://buff.ly/3WXG3hu • Joseph Huizenga 📞: Old-school sales warriors will survive.  → https://buff.ly/3R7SL9w • James O'Callaghan: little productivity hack that helps me with prospecting. → https://buff.ly/3yJUjAw P.S. Tomorrow, I’ll share one amazing prospecting framework in my newsletter → https://buff.ly/3SgnwJo

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There is so much data available to sellers today and so many tools to help increase productivity. But none of that is actually translating into better sales performance. For 17 years I’ve had the vision for what is today ZoomInfo Copilot, but it wasn’t until GenerativeAI’s power was able to be harnessed that we could actually deliver it. ZoomInfo Copilot helps you to find those nuggets of gold in your data turning luck into repeatable motions. It centralizes all of your buyer signals and data in one place and lets sellers focus on actually selling. Imagine if you could make every seller your best seller. 1 month until the gold rush. Learn more in the comments👇 #ZoomInfoCopilot

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The Enterprise buyers you’re cold calling are a lot better informed on tech than you realize. Which makes cold calls/emailsDMs about your Better Technology not just boring, but mildly insulting. Case in point - the US nuclear missile system relied on 8” floppy disks until 4.5 years ago. Do you think the DoD didn’t realize there was better tech? Of course they did. They lived with the problem everyday. But they also understood what a massive and risky headache it was to swap in something more modern and capable. Your prospects are no different. They know there’s better tech out there. No duh. But they also feel that swapping tech isn’t worth the personal political capital, expense, integration pain, re-writing internal training materials, project management, months of extra meetings, and more. Cold outbound to executives does 1 thing — start a conversation that maybe the trade-offs are worth it after all. And you lose that conversation immediately if your prospect can tell you don’t deeply respect that those tradeoffs exist for them. #enterprise

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