Jason Sweet

Looking to expand your territory and crush your quota? 👊 In this episode of In Your Corner, our CEO and Founder, Henry Schuck, shows how enterprise account executives can identify new accounts to target in just a few clicks. Using ZoomInfo's Advanced Search, sellers can easily find accounts within their territory that aren't existing customers and connect with contacts who are most likely to engage. Watch below to see how it works. ⬇️

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In the latest episode of #TheEnablementEdge, hosts Steve Watt and Amber Mellano are joined by Ashton Williams, Director of Slack Enablement at Salesforce. 🎙️ In this episode, you'll learn: 🔐 How to align leadership with consistent buy-in 🚀 How Ashton's team achieved lasting sales success for a product that has continued to grow 📝 About the importance of alignment and data-driven decisions in enablement functions Listen to the full episode ➡️ https://lnkd.in/eqt_SmcK ​

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Have you ever heard of an Enterprise prospecting strategy that takes one hour to complete and actual sales reps say helps them gain access to their decision makers 79% of the time? Years of customer feedback from Emissary's customers identify one: talking to a former company exec from the target account who is willing to coach your strategy. Enterprise prospecting can feel like using a dial up modem. Just so you know — we've got broadband over here. #enterprise

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Ongoing social, economic and geopolitical disruptions and changing customer behaviors are leaving sellers frustrated, exhausted and overwhelmed. In fact, nearly 90% of sellers report feeling burned out from work. 😶 To be successful in today’s B2B environment, reps need less responsibility, not more. There are 2 actions that can set sellers up for success... Gartner for Sales | #GartnerSales #SalesMotivation

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Seismic leads the way in G2's Spring 2024 Grid® Report for Sales Enablement for Enterprise Businesses — for the ninth year in a row! 🏆 The best part? Rankings are based solely on real reviews from real customers. If you're curious about how we stack up against the competition, check out the G2 Enterprise Spring 2024 Grid® Report at the link below.

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People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

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You had a call with your prospect today. You set the next call. For a week from today. What do you do in between? The in between is where you really win the deals. Are you prepping? Are you figuring out ways that the next call is going to be unbelievably on the mark? Are you giving your customer periodic information during that week? Are you recapping key areas from the past call that you want them to understand? What are you doing in between the calls? Because that’s where you win. #sales

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💡 22% - Sellers with strong leadership support achieve 22% higher quota attainment [6sense, BDR Benchmark Report] ⏩ 2X - Companies leveraging AI-driven account prioritisation experience up to twice the sales velocity: deals close faster and at significantly higher conversion rates. [6sense, Annual Report] 🚀 $66M - Implementing an AI-based revenue strategy helped clients like Marathon Health generate $66M in new pipeline, unlocking quality leads and faster revenue growth. [6sense, 2023 Case Study] Discover how improved data and AI can significantly boost efficiency and ROI: https://okt.to/RkejuP

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The best salespeople know that selling isn’t about pushing products—it’s about understanding and solving the buyer’s complete problem.  This approach builds lasting relationships and exceeds quotas.  To do this effectively, you must understand the outcomes your buyer wants, both professionally and personally. That’s where great discovery questions come in. We asked top sellers in our "How I Sell" series to share their favorite discovery questions. Here are some highlights: 1️⃣ How important is this problem to solve? How important is this problem to solve right now? Jen Allen-Knuth, Founder at DemandJen, uses this two-part question to help gauge the urgency and relevance of the problem, compared to other priorities they might have. 2️⃣ How will the proposed change impact you personally? This question is a favorite of Lisa Earle McLeod, Founder of McLeod & More, Inc. It helps reveal personal stakes in the buying process, address any hesitations, and build a genuine connection with buyers. 3️⃣ Can you walk me through the last time you made an investment in your business? Kimberly Dieter, SVP of Sales at HubSpot, loves to ask this question because it uncovers decision-making processes and criteria, which allows you to tailor your sales approach. These questions, coupled with active listening, are key to understanding the buyer’s psychology and motivations. The best sellers don’t just address business needs—they delve into personal motivations to truly connect and provide value. Mastering this skill can significantly boost your sales success. Check out 7 more favorite discovery questions used by top performers here: https://lnkd.in/euseq5Q6 #sales #salesstrategy #discoverycalls #b2bsales #salestips

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Is your CRM ready to support your busiest time of year? 🚀 Follow these 3️⃣ best practices so that when your key event arrives, your solution and teams are prepared to navigate through it seamlessly.

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🎯 Want to fully leverage your RevOps capabilities? Begin by assessing your operational maturity. Our self-assessment tool helps you gauge your team's current position and offers customized advice for elevating your performance. https://gag.gl/Oz6aNn #RevOps #DataQuality #Automation

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One of the most significant topics in discussions with Chief Revenue Officers right now is the consolidation of the sales tech stack. While some of this is driven by cost considerations—especially in the current environment where budgets are tighter than ever—the other crucial factor is the impact on our sellers' productivity. Our teams are not just managing sales; they're navigating a huge amount of technology that can sometimes hinder more than help. As a result, they become overwhelmed. They're spending valuable time switching between platforms instead of doing what they do best—selling. Therefore, consolidating our tech stack isn't just about reducing costs; it's about streamlining operations to empower our teams. Now our sellers can focus on building relationships and closing deals.

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Ready to drive more meaningful engagement with your prospects? ZoomInfo Copilot helps you to identify key decision-makers at new accounts and tells you everything you need to know before reaching out. Watch as Will Frattini demonstrates how sellers can use ZoomInfo Copilot to: 🔍 Discover and engage with the right prospects 💡 Access real-time, relevant insights about their business 📧 Craft personalized outreach in a matter of seconds No more guesswork — just actionable insights that help you connect at the right time with the right message. Want to learn more? Request a demo or connect with our team: bit.ly/3YYl5A7 #ZoomInfoCopilot

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AI promises to transform everything about the sales process — onboarding, sales training, coaching, meeting prep, content personalization, and so much more. 🤖 But it's hard to know where to start and even harder to know how to use AI for sales training most effectively. Learn how to use AI to scale and improve sales training, here ➡️ https://bit.ly/4cYKf5y ​

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90% of top-performing companies use incentive programs to reward their sales associates, but manually managing complex incentive compensation plans can be difficult and time-consuming. Today, Salesforce announces the immediate availability of the Salesforce Spiff incentive compensation management add-on for Sales Cloud. With Spiff, revenue professionals can get a handle on complex incentive compensation plans and quickly understand the factors influencing revenue performance. Learn more:

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Missing sales quotas? Despite best efforts, a lot of sales teams are set up to struggle. So, sales leaders need to identify and address the root cause. One of the main reasons sellers don't hit quota is inefficient prospecting. Many sellers are bogged down by time spent targeting low-value accounts, as well as scrambling to knit together information about accounts so they can reach the right people and tailor their pitch. These time-sinks steal opportunities to actually SELL. The key lies in shifting focus from merely increasing the number of leads and activities to maximizing the value of activities. Concentrating on quality and qualification rather than quantity empowers sales reps to improve performance and consistently meet their targets. See how better data and AI can help you create leaps in efficiency and ROI: https://okt.to/0YLrvS

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We'd like to introduce you to #GenerationEnablement. 👋 They're not defined by their age or their titles, but by their outsized impact on go-to-market strategy, behaviors, and yes, results too. Learn more about Gen E.

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Ravi is spot on. Successful and impactful Partnerships aren’t built in a day just like Rome. Most of us know and understand that there’s a lot of pressure on sales reps to deliver and drive revenue. The channel can be a force mulptier if you spend time, energy, and effort developing relationships/partnerships. I’ve worked and do work with amazing people and sales professionals that have a wonderful reputation in the channel (yes, I’m aware that I’m lucky). It’s not rocket science but every now and again I have to remind people that partnerships are a two way street. In a world where partners are bombarded by hundreds if not thousands of vendors wanting their time, my advice to vendor reps is to bring value to the partners and don’t come with your hands out. We are all in the business to help clients solve their pressing challenges that result to positive business outcomes and we do it better and faster through positive business relationships/partnerships.

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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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