Haley Miller

Territory design is crucial to setting up your sales team (and business!) for success. But with so many strategies to choose from, how do you decide on your approach? The folks over at RevOps Co-op get into the nitty gritty 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

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Most of the people I demo already have 1-2 ideas of how they can leverage interactive product demos. Website ✅ Feature Release ✅ My goal among others is to show them how we can help them with those use cases but also educate them on others they may not have thought of. My favorite thing to hear on a call other than “send the contract for sigs” is “wow I didn’t even think of that” Anywho here are the most common places we’ve seen customers leverage interactive demos / demo centers: ✅ Website ✅Feature Releases ✅Marketing Emails ✅Paid Ads ✅Organic Social ✅SDR/BDR cold outreach ✅ Pre Demo ✅ Post Demo ✅ Nurture content ✅ G2 / Trustradius Pages ✅ Knowledge Base ✅ Upsells Hit the DM’s if your interested in exploring one or multiple of these use cases and I’ll send you my Tourial Demo Center filled with interactive demos, examples, ROI stats and more. No call needed to casually explore our platform and see it in action 😇 #sdr #ae #salesleader

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❌ Manual errors are more common than you'd think, and when they occur, the blame game begins. Is it the AE who closed the deal without updating details in their CRM? Rev Ops for not validating the contract? Or Revenue Accounting for closing the books with incorrect data? The finger-pointing can be endless! 👉 Avoid the blame game entirely with Klarity's GenAI platform. Our advanced AI eliminates manual errors and automates complex tasks such as document review, data extraction, validation, and analysis (all while staying compliant with accounting standards 😉). ⚡ Let Klarity handle the details with precision, so your team can focus on what they do best. #accountingautomation #accounting #klarity #revenuerecognition #revops #contractreview #monthend

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If you're in sales you won't be missing out 😉 if you don't make it a priority to - Read - Capture - Commit to applying these 5 priceless insights by Chris Orlob With that out of the way, here is why I found Chris's post so timeous. Specifically Point 1 (read his post. it's very, very poignant) In the coffee lounge this week, a sales colleague (in my humble opinion sales star) was telling me about a deal they had signed the day before. The cherry - it was a competitor displacement who had been incumbent for 4yrs. As is my nature I was curious as to why the change and why us, which my colleague proceeded to confidently lay out. I then followed up with questions like "Why were these features of value compared to what they had?" "Why were they displacing a 4 Yr relationship?" "What frustrations were they experiencing with their incumbent that they saw our solutions easing for them?" "How did solving / removing these frustrations benefit the buyer/team/organisation?" This is where things got interesting as the answers were mainly started with "I think ... " and 'emphatic logical, vertical specific value statements'. These strongly indicate that the questions : May not have been asked or asked to a necessary depth; and that these answers have possibly been 'sold' to the buyer rather than the buyer truly selling these answers to us. Why does this topic evoke my passion? Because time and again I find that this discovery isn't happening(or happening to the level needed) which results in the sales team having to work far harder than required; experiencing painful, elongated sales cycles and more closed not won than they deserve. If you are in sales, do yourself this favour. Go back to your buyers who bought and ask the questions Chris lays out in his post. Happy selling! #Nexthink #Sales #Selling #customercentricselling #theartofquestioning

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It's not enough to know who your buyer is anymore — you need to know what they care about, exactly when they are in market, and what problems they’re facing right now. The world of sales & marketing has changed and the companies that introduce AI to their GTM strategy will beat out the competition. ZoomInfo Copilot is AI built specifically for B2B sales & marketing, and it is ready today. Come see how it can transform your business. #AI

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The SDR to AE-SE to CSM GTM model has been taken to an unpleasant extreme. I have been running a large number of procurement and negotiations processes for clients recently. The repeated handoffs to different seller roles: SDR to AE-SE to CSM does not build the relationship and trust that an all-in AE develops as the single point of contact through the entire process. When the AE has the buyer's trust, that AE has the winning advantage. I agree with Mark Kosoglow's assessment from the GTM team's view, and also from the buyer's view. GTM Team's should take a hard look at their SDR roles and GTM process, not just from an internal perspective, but from the buyer's as well.

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I recently ran a survey on Troy Munson's Slack community on "What are the top reasons for the enterprise deals getting stalled?" And it was no surprise to see that the top two reasons for the deal getting stalled were ❌ No Response - Ghosting ❌ No Budgets Now, how do we ensure we're not getting ourselves off the track and losing out on the big opportunities? Absorb this first - Enterprise selling is a Marathon, not a Sprint. Let's understand what might be happening behind the scenes. ❌ No Response 1️⃣ It's not an immediate requirement/ top priority 2️⃣ Uncertainty around your brand credibility 3️⃣ Your competitor has moved ahead in the game 4️⃣ Not getting internal buy-in ❌ No Budget I will not invest dollars for something that will benefit my business - said no CEO ever. We are probably not able to demonstrate 1️⃣ Business Impact 2️⃣ Return on Investment What's the solution? Enterprise Selling is a dynamic process that needs to be executed with a series of steps. It's not about the order of execution but a superior engagement experience for the buyer. ✅ Use of a combination of the below 3 documents is your ultimate savior. ☑ A Mutual Action plan - To bring more accountability ☑ An Executive Summary - To bring more visibility to the management ☑ An Internal Deal Review - Useful for understanding the context for the multi-threading in the account What else would you like to add? Share in comments. #EnterpriseSales #UncoverB2B #Ghosting -------------------------------------------------------------------- I have shared templates for each of the documents in my earlier posts. Please feel free to make a copy for yourself. 1. Mutual Action Plan - https://lnkd.in/gdgCjFjC 2. Executive Summary - https://lnkd.in/gixjCu_D 3. Internal Deal Review - https://lnkd.in/gncgVhpW

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𝟮 𝗺𝗮𝗷𝗼𝗿 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀 from more than 40 conversations with sales leaders in the last 2 months. 1. 𝗥𝗲𝘀𝗶𝘀𝘁𝗮𝗻𝗰𝗲 𝘁𝗼𝘄𝗮𝗿𝗱𝘀 𝘁𝗵𝗲 𝘀𝗮𝗺𝗲 𝘀𝗲𝗿𝘃𝗶𝗰𝗲 𝗳𝗼𝗿 𝗱𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁 𝗱𝗲𝗽𝗮𝗿𝘁𝗺𝗲𝗻𝘁𝘀 If a VP of Sales comes to a meeting we'll talk outbound. • Saving time of the SDR time by doing data research. • Using relevant data points that competitors don't have. • Finding info that doesn't exist in usual databases. • Cold call scripts based on sales triggers. What is a missed opportunity? • Data as a unified area between Sales and Marketing. • Finding the key conference attendees. • Enriching these companies with the right people. • Cleaning junk inbound leads from the CRM. • Updating inbound leads with the right Buyer Personas. 📛 Avoid the silos between sales and marketing!!! 📛 ✅ GTM should be a joint effort! ✅ Data should be approached holistically! 2. 𝗜𝗻𝘁𝗲𝗿𝗲𝘀𝘁 𝗶𝗻 𝗱𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁 𝘀𝗲𝗿𝘃𝗶𝗰𝗲𝘀 𝗳𝗼𝗿 𝘁𝗵𝗲 𝘀𝗮𝗺𝗲 𝗱𝗲𝗽𝗮𝗿𝘁𝗺𝗲𝗻𝘁 Many sales teams have not built their core systems. They look to outsource more than they should. Bad experiences with agencies as a result. At DataBees, we have our core service. But I'm often asked to move vertically. ➕ From lead gen to email infrastructure setup. ➕ From email setup to copywriting. ➕ From copywriting to booked meetings. ➕ From SQLs to Closed Won. I'm still of a thought the outbound core should be kept in-house. And only portions of outbound should be outsourced. Your thoughts? -- Follow for more sales talk - Radisa Radisic.

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Reach out to your prospects with confidence. 🤝 ZoomInfo Copilot's AI Emailer allows you to craft targeted, personalized emails at scale. Need to make edits? Emails can easily be adjusted for tone and length, allowing you to customize emails for any audience in a fraction of the time. 📧 Save time on manual tasks and boost your productivity with ZoomInfo Copilot: bit.ly/3KmUaVZ #ZoomInfoCopilot

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Save time on email outreach with ZoomInfo Copilot. 🕒 Derion McGriff, Business Development Manager at Apricorn, cut his typical outreach motion from two hours to just 20 minutes with the help of ZoomInfo Copilot's AI Email Assistant. And he’s not just sending more emails — he’s getting better responses. Read the full story to learn how ZoomInfo Copilot can help your sales reps win faster with AI: bit.ly/44RVc5Q #ZoomInfoCopilot

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Save time on email outreach with ZoomInfo Copilot. 🕒 Derion McGriff, Business Development Manager at Apricorn, cut his typical outreach motion from two hours to just 20 minutes with the help of ZoomInfo Copilot's AI Email Assistant. And he’s not just sending more emails — he’s getting better responses. Read the full story to learn how ZoomInfo Copilot can help your sales reps win faster with AI: bit.ly/44RVc5Q #ZoomInfoCopilot

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Lost, damaged, or stolen packages suck. But what sucks more? Losing customers over it. 💥 If your brand isn't crushing it with a solid plan here, you're leaving 💰💰💰 on the table. Here's why you need a slick process to handle these delivery issues: 🔍 Data Don't Lie: • 📊 70% of top DTC sites have clear steps for resolving delivery issues. • 🕒 Clear processes = 50% faster resolutions. • 🤝 87% of consumers love brands with robust post-purchase support. • 📈 Brands with clear delivery issue steps boost customer loyalty by 70%. 🏆 Pro Tips: • Lay it Out: Make the steps for lost/damaged/stolen packages clear as day. • Tech it Up: Integrate tools like ShipInsure for fast, hassle-free claims. • Empower: Let customers file claims easily, any way they want + multiple ways to file claims = happy customers. 🔗 Success Stories: • Less hassle for your support team. • Detailed FAQs + solid support = less stress, more repeat buyers. • ShipInsure empowered brands see 24-hour claim resolutions, saved revenue, and skyrocketing loyalty. Bottom line: If you're tired of lost, damaged, or stolen packages stompin' a mudhole in your customer satisfaction, it's time to step up. Make it easy, keep them happy, and watch your loyalty skyrocket. Don’t just fix problems - build trust. And that’s the bottom line, ’cause Stone Cold said so.

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As an SDR, staying focused during a call block can be a challenge with frequent distractions. Taking breaks every 45 minutes might sound counterproductive, but it's a game-changer! It's the perfect time to refocus and chat with other SDRs about what's working and what we can do better. Trust me, if you do nothing but call for 2 hours straight, the quality drops off massively. Pace yourself and stay sharp! What productivity hacks have helped you get your numbers up? Share below. #productivityhacks #SDRtips #sales #salesdevelopment #stayfocused

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I don't know about you but anytime I can have the opportunity to learn from Chris Voss, I am going to take advantage of it! Please join Salesloft for "Going All In On AI Powered Revenue" on July 18 where we'll focus on two key areas to help your team outperform: AI optimization and negotiation skills. We've got the world-renowned negotiation expert, Christopher Voss, joining us! 🎉 Voss, the author of "Never Split the Difference," will provide insights into mastering what AI can't do - negotiating with buyers. Imagine marrying AI's power to streamline your sales process with the negotiation prowess of Chris Voss. https://lnkd.in/gHEAQa8B

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Operational changes as a company grows are inevitable, and desired if you want the growth is to continue, but looking ahead and making the changes proactively is the challenge. Adam Robinson has nailed it. How are you adjusting your business operations to fit the changed (yes changed, not changing) landscape in your industry? #growthhacking #businessstrategy #marketing

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I LOVE representing a premium product 😍 While our price point might not always be the cheapest, our prospects clearly see the value. It's so fun to hear "You've checked all my boxes!" ✅ Here is what a couple of my prospect said on calls today: Prospect 1: "I was saying that based on everybody that I met with, you folks have everything that I wanted. You guys have my wish list: check, tick! And then it's reasonable, the price that you quoted us, it's within reason." ✅ Prospect 2: "Yeah, you checked all the boxes.... you definitely compared very strongly... And I think that right now, with pricing, the entire field is kind of matching out. As far as I can tell, I think that Simpplr is leaning a little more expensive in some ways but I do see other platforms kind of scrambling to keep up with different things that you've showed me, or they're just releasing it, or they're working on it right now. So I think that, it will be one of those things where it's like it might be high but eventually we're gonna be paying that, so we should take that into consideration." ✅ 💡 Simpplr is an amazing product and I'm having so much fun showing companies how much easier their lives could be. ❤️

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