Tara K.
Salt Lake City Metropolitan Area
3K followers
500+ connections
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Elizabeth Klebba
The worst part of sales is when the CFO opens your Docusign and doesn’t sign. *Immediately get a Slack from leadership asking when they will sign* The best part of working in sales is when the CFO signs the Docusign and the deal converts. One of the things I learned years ago is to always add the buying committee on Slack so that you can meet your customer where they are. I had the CFO on Slack and he told me he was going to sign today so I confidently responded with a screenshot of my Slack message. Key takeaways: - Stay calm - Add your customers on Slack - Get everything in writing - Trust the process Happy End of Quarter to all the AEs out there. You got this!! 👊🏼👊🏼
824 Comments -
Michael Rosales
I don’t typically post here, but I wanted to share a project that I’m extremely proud of. Over the past few months, I took on the biggest project of my career: building a fully custom Project Management tool for Aplos inside Salesforce. Our Professional Services team needed a solution to streamline processes, eliminate data silos, and improve the customer experience—and we delivered. With the help of Andrea J., and others, we built a centralized PSA (Professional Services Automation) tool that brings project management, client services, and data insights into one seamless platform. Here's what we created: - 6 Custom Objects tailored to our team’s workflows - 30+ Complex Workflows automating key tasks, communication and updates - 150+ Custom Fields providing real-time data insights - Custom Page Layouts to ensure a user-friendly interface - Training Programs to equip our team for success with this new tool This isn’t just a tool for today; it’s built to be scalable and future-proof, ensuring we can grow and adapt as our needs evolve. The new PSA streamlines the handoff from Sales to Professional Services, ensuring all customer data is in one place. This gives us valuable insights from the start of every project, allowing our team to focus on what matters most—driving results and delivering exceptional customer experiences. Months of planning and testing have paid off, and seeing it in action makes it all worthwhile. I can’t wait to see the positive impact it will have on our clients, team, and Aplos .
7011 Comments -
Apoorva A.
🔄 The Rollercoaster of Closing Deals in US Staffing! Ever had one of those weeks where closing a deal feels like trying to solve a Rubik’s cube blindfolded? Yep, that was me recently in the wild world of US staffing. Here’s the saga: 1. **Candidate Found**: Perfect match. Skills? Check. Experience? Check. Enthusiasm? Double check. 2. **Client Call**: They loved the candidate! 🎉 3. **Background Check**: Passed with flying colors. 4. **Offer Extended**: All good to go, right? Wrong. Cue the plot twist: - **Counter offer**: Candidate’s current employer swoops in with an irresistible counter offer. - **Negotiation Dance**: Back and forth, countless phone calls, and more coffee than a human should consume. - **Unexpected Hurdle**: Client’s budget suddenly tightens. 🤦 Just when I thought it was all slipping away, persistence (and maybe a bit of charm) won the day. Re-negotiated terms, re-pitched the role, and finally...DEAL CLOSED! 🎉 Moral of the story? In US staffing, perseverance is key. Every twist and turn teaches something valuable. Here’s to more challenges and even sweeter victories ahead! #RecruitmentStruggles #PersistencePaysOff
354 Comments -
Tessa Greenleaf
I’m currently hiring for my West SDR team at Grafana (locations outlined in the listing below). In addition to the details on the job listing, I’d like to share a bit about my hiring philosophy for my team. If you’re someone who has tech experience - cool. If you’re someone who has SDR experience - also cool. If you can make 100+ cold calls a day - cool, and also, ick. None of those are required, nor do they automatically move you to the top of the candidate pool. Keep reading for more details… On my team we embrace: - Extreme Ownership: read the book, or at least the spark notes. - Selflessness: sales is a team sport, we have no tolerance for hero ball. - Consistency: 90% QoQ means more to us than 200% one quarter and 50% the next. - Collaboration: lone wolves need not apply. As of today, with one week left in our fiscal quarter, over half of my current team has hit or exceeded their Q1 number. Numbers are important, but how we get there is even more important. A core pillar of the SDR organization globally is the ability to hit your number in the right way. We don’t game the system here - we measure success based on not just number of opportunities, but the quality of those opportunities that progress into the funnel to support our company as a whole. If this sounds like a team you want to join and contribute to - please apply below. https://lnkd.in/ebVEbybT
9713 Comments -
Jc Pollard
I have interviewed over 30 Candidates for the MM AE Role here at Gong over the past weeks and wow... I have heard some horror stories. Here are just a few. 'I closed $200,000 more than I did last year and my W2 was 30% less this year because they changed the comp structure so much' ... brutal 'I have had 5 different managers in the last year' ... also brutal 'I got tasked with selling our new product and it literally didn't even work' ... extra brutal 'I was let go after taking time off due to a death in the family' - genuinely awful Some of these stories have made me realize how lucky I am to work at a company with a strong and strategic sales culture. It also highlights how important it is to do a LOT of digging into a company before you join. Here are a few things I would encourage everyone to do before joining a new company. 1. Use the resources you have available like Glassdoor and RepVue to get some initial intel on the quality of the culture. 2. Directly reach out to 2-3 reps that currently work at that org, offer them lunch or a coffee in exchange for some time, and ask them the hard questions about the reality of working at that organization. 3. Go on Linkedin and check out a bunch of their leaders and reps' profiles, look for the following - Have the leaders been there a while? - Have the reps consistently been promoted? - What is the average tenure of the reps? 4. Ask them to connect you with one of their investors. Ask them about the future of the business/ where they see it headed. Here is the full truth... The vast majority of my success comes from the fact that I joined a rocketship of a company. I can take credit for very little of it. Gong deserves the lion's share of the praise. Where you go next could be your Gong... or it could be a critical mistake in the story of your career. Do your best to sus it all out before you sign that letter, trust me I have made the mistake of not doing that in the past :) I teamed up with RepVue and made a list of open sales roles at companies with really high ratings... it's kind of like Yelp for sales organizations... this is a really good place to start looking. https://lnkd.in/gYWKbXpw
48543 Comments -
Jc Pollard
There is a chance that Q3 ends up being one of the toughest quarters I have ever had. I have really strong pipeline and am super excited about some of my deals, but it's halfway through the quarter and I am sitting at 4% of my number. So yeah... there is a big gap to close. But I have a plan. And it all boils down to this quote I am obsessed with: "Give me six hours to chop down a tree and I will spend the first four sharpening the ax.” - Honest Abe In reflection, I think I have been using a dull ax in a few areas, so I have spent some time sharpening it... here is what that entails. 1. Building Q4 Pipeline with gifts - Even though I have a long way to go for Q3 I don't want to take my foot off the gas when it comes to building pipeline for Q4 - I have seen a lot of recent success with physical gifting and videos so I will keep using those sharp-ax tactics - One thing that's really helping me sharpen my ax is actually ensuring I have accurate mobile numbers, there is no duller ax than spending 50 cold calls on inaccurate numbers FullEnrich has been game-changing here. 2. Ruthless Execution on Open Pipeline - I am sure I won't win all of the deals I am working on, but I will 100% commit to not losing any deals due to a lack of effort or work ethic. - I want to go above and beyond and make it as easy as it can possibly be for my prospects to buy Gong. 3. Fully buying in to MEDDICC - My manager Tanner Robinson has been drilling the importance of MEDDICC recently and for the first time I have finally realized that it isn't just a list of annoying CRM fields to fill out, it's actually the best guide a seller can have for derisking their deals. - I want to be able to understand each element of MEDDICC in each of my deals, I have a long way to go on this but it's about progress over perfection 4. Asking the hard questions - There is no sharper ax than asking the questions that scare you most "If it were up to you would you buy Gong?" "If this deal falls apart what would the reason be?" etc etc So there is my plan. Time to sharpen the ax.
14718 Comments -
Scott Wiggins
This is exactly what has been missing in sales development. With the challenges organizations are now facing to strategically outbound target companies, sales leaders are blind to the invisible funnel. Decoding B2B outreach is the path forward. #salesdevelopment #outbound
164 Comments -
Destiny 💲 Brandt
The day is done 9 zoom calls, tons of emails Two new b2b enterprise contacts signed Exhausted 😩 Then I hear the ice cream person for the first time this year May be 58 degrees in Seattle but it’s giving summer 😅🤪 I run out (without shoes because I swear I am 10 years old) The ice cream sales person goes “I remember you, you like the cotton candy ones, I’ll give you a few free ones” He then gives me a fat stack, for a crisp $20 asked him if I could pay him to start showing up to my #techclients, and paying him a retainer to give out treats He said yes! So now It's Destiny Recruiting will be sending this special type of experience to our clients in the summer (for anyone still forced to go to an office - outreach see you soon) A little treat (and personalized experience) can make any day better The type of service can go a long way What has happened recently to make your day a little sweeter? Or what have you done to get noticed/build connections in a sea of sequenced emails? #youareenough #workforit #liltreat #selfcareinsales #workforit #startup
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Jc Pollard
Sunday Checklist id recommend for AEs 1. Send out meeting reminder emails for all of your Monday and Tuesday meetings. Pro Tip: Add some value other than just saying “I’m looking forward to our meeting.” Consider including a case study, or something of interest, and briefly tease the agenda to ensure they know what the point of the meeting is. 2. Prep for all of your Customer Facing Monday Meetings. Make sure you have researched the person, the business, and have a clear idea of what the goal of the meeting is. If it’s a meeting with an account you have met with before spend some time reviewing the previous conversations so you’re fully prepared. 3. Eliminate pointless meetings. Comb through your meetings for the week and make sure there aren’t any time wasting meetings on your calendar. If there’s anything that can be reduced to an email, take it off your calendar. Your time is your money. 4. Inbox 0. This is new for me but I’ve recently become an inbox 0 guy and it’s been a phenomenal decision. I feel so much more organized. I’d highly recommend walking into Monday with 0 unread emails. 5. Write out your to do list. I get the Sunday scaries all the time, Mondays can feel overwhelming, especially if you don’t have a plan. Going into Monday with a solid game plan for how you’ll attack the day will help you sleep better Sunday night. What am I not doing that I should be?
17440 Comments -
Jordan Seward
💎 "Wow. this is…wow. This is a really slick looking program.” 💎 "Out of the gate, I did in 20 minutes what would have taken me 2 hours.” 💎 "I downloaded this on Friday and I had an agreement I had to review right after. I opened up Spellbook with it, and within a few minutes, I was already sold on it. You’ve already won me as a customer.” 💎 "Wow. This is exactly what I was looking for.” 💎 "Every time I open a word document now, the first thing I do is open Spellbook and let it start working its magic.” After my first week at Spellbook, I can’t even count how many times I heard similar comments and actually saw the "aha moment" when we are showing our tool to lawyers and legal professionals and when they get to try it out for themselves. Our tool lives is MS Word, so you don’t need to change your workflow. It’s secure, so you don’t need to worry about data integrity. It’s easy to use, and you can download it and start using it within minutes. If you are interested in seeing what we can do (no cost, no commitment), drop me a message and I’d be happy to get a call setup.
421 Comment -
Jane M Howard
Want to know how you can personalize every demo for every persona every time? Try a branching demo! Your customers can personalize their experience while giving you insights into their needs, behaviors, and role in the buying process. Try one today and see how demo automation can help with every stage of the sales cycle. Watch your own branching demo now! https://lnkd.in/eb7qXA7a #buyerenablement #demoatscale #demoautomation
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Natalie H.
Ever get the feeling you're swimming in a sea of paperwork while the real leader in you is gasping for air? Dive into this new guide from Paycor that tackles the everyday chaos faced by HR pros and offers some genius tips to rescue your leadership mojo. It's time to trade that life raft for a captain's hat! #HRlife #leadership #burnout
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Danielle Bartone M.S.Ed
You’ve done the research, mastered your talk track, and memorized every feature and benefit. You’re the AE who’s got it all together. 💪 But here’s the truth: if you're reaching out too late in the buyer journey, none of that will matter. Discover the top timing challenges sales teams face — and how advanced signals and AI can help you stay ahead: bit.ly/3YMHy1f
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David Ashe
Sales & Enablement Leaders: 🃏 Just hit the blackjack table and feeling lucky! 🎰 The dealer asked me, "What's your strategy for success?" I said, "Easy! Doubling Down on the Allego Sales Success Summit!" 🎫📈 Speaking of doubling down, I've got TWO FREE tickets to this game-changing event that I'm ready to deal out! 🎟️🎟️ If you are interested in attending the sales success summit on June 5th & 6th at the Westin, Boston Seaport District, DM me with the answer to the question below. What movie was based on Allego's CEO Yuchun Lee's group at MIT? Get ready to split your time between learning from the best and networking like a high roller at the #AllegoSalesSuccessSummit! 🤑🎉 #SalesBlackjack #SuccessDealer
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Jc Pollard
Since being back at Gong I have closed two $130,000 + ARR Deals, both were multi-product, multi-year agreements. Both were very complicated buying cycles. Both had tons of stakeholders involved. Both required building strong champions. Both relied on being multithreaded and building a strong buying committee. It's become clear to me that as you move up-market and deals get bigger the following things become critical: - Staying organized - Empowering your champions to sell for you - Doing everything you can to differentiate yourself as a seller from the competition I have been using Aligned for 6 months now and I am genuinely obsessed. If you take a look below you will see all of my Aligned pages sorted by the most activity in the page, the top two are the two six-figure deals that closed, and two of the other top 5 are also now closed won. If you want to check out Aligned you can try out a few pages for free using this link: https://lnkd.in/gpgJ-buJ I swear by it.
18314 Comments -
Ali Mujeeb
A fat pipeline is the path to quota right? (wrong!) A QUALIFIED pipeline is. What if you looked at the perspective of qualified pipeline... and applied it to your LIFE? --- Business Impact --- Travel the World --- Serve Customers --- Have Date Nights --- Create Experiences If you were writing the plot to your book or movie. What does GOOD look like? With your.... --- Health --- Family --- Finances --- Spirituality --- Experiences --- Job and Career --- Learning and Creativity Let's "Build our Life Resumes" (shout out to Jesse Itzler for preaching this) MORE... --- Passion --- Alignment --- Fulfillment --- Deep Work --- Intentionality LESS... --- Busyness --- Perfection --- Overthinking --- Expectations --- Promises for Tomorrow "Life is not about waiting for the storm to pass, but about learning to dance in the rain." ~Vivian Greene Follow #leadwithmeaning for more content like this. #mindset #coach #psychology #growthmindset #philosophy Seeking clarity, purpose or alignment? 📌DM me to connect 🔔Follow me and learn more ♻️Found this helpful, repost for others
9 -
Monica Scott
Want to break into the exciting world of tech sales? Or interested in accelerating and growing your sales career? Catch a replay of our "Insider Insights: Career Advice from Salesforce Women in Tech Sales," panel — streaming exclusively on LinkedIn. You'll learn from a group of all-star saleswomen building exciting careers as they share their favorite pieces of career advice, and what brought them to Salesforce.
2 -
Ben Harper
Did you know? - 82% of businesses report payroll errors affecting employee trust. - 70% of staffing agencies say disjointed systems slow down billing and compliance. - Manual payroll processes take 15+ hours a week for the average team. Payroll and Invoicing shouldn’t be this hard. mywage simplifies it all with: ✅ Seamless integration of timesheets, payroll, and invoicing. ✅ Real-time data for complete visibility. ✅ Automation to eliminate errors and save hours every week. Focus less on admin and more on growth. #PayAndBill #EfficiencyMatters #MyWageSolutions #mywage
161 Comment -
Brian LaManna
Saw this on Reddit: Does Gong make employees post on LinkedIn? Imagine if the Reddit users saw our internal KPI dashboard with all our posts, likes, and impressions. Sales Managers every Forecast meeting: "You haven't posted yet today, Brian. You committed 5 posts by EOW." [Kidding] Can't speak for others but I'll peel it back for me. Why: ➟ I post for me - they are reflections + reminders ➟ I post for you - I've learned valuable lessons (positive + negative) in my 5 years in sales. I know they can help others. Who: ➟ Sellers ➟ Aspiring sellers What: ➟ Usually sales content but anything I'm going through How/Where: ➟ Short-form: 1x LinkedIn, 3x Twitter [daily] ➟ Long-form: 1x Newsletter [Each Monday] ➟ Playbooks: ClosedWon [2 paid, 4 free] Them: So then what's your long game here? Me: I am 2 years in and it's already changed my life. What bigger game is there than that? 🤔 🦙 P.S. Join 12,985 sellers choosing to level up on the (free) weekly newsletter: https://lnkd.in/gjeVd_U8 So close to 13K! :)
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