Mike Fawkes

Tip of the Day 🎥 Classic: Differentiating Value Through Education. There are many different sources of insights we can bring to the table and this will serve as a point of difference potentially vs the other sales reps vying for the business because let's face it: it comes down to you vs the other sellers. #differentiation #tipoftheday #b2bsales #valuebasedselling

6

2 Comments

Sales reps spend just 20% of their time on the phone selling to prospective customers. New innovations from @Salesforce are designed to help sellers: ✅ generate call summaries ✅ identify actionable insights directly from their teams’ calls ✅ accelerate call preparation and follow-up through automated agendas and to-do lists Learn more:

10

I've been thinking a lot about the tough environment salespeople are in right now and how other parts of your business might be able to support them. This is the first of a few posts we have coming on how sales can get more support to boost performance. What are some of the performance challenges you are seeing with the team? What do you think would help them improve?

5

Questions: 1. Are your GTM ambitions matched by the performance of your sellers? 2. How do you bring speed, scale and efficiency while also reducing costs? 3. Is it time to re-write the old playbook?

2

Recognizing and acting on buying signals can mean the difference between a deal won and an opportunity missed. 🤝 When you tune into your prospects' intent and behaviors, you can provide highly personalized sales and marketing at the right time. Susan Killen shares how Scoops — buying signals offered by ZoomInfo — can help you sell smarter and turn signals into action at scale. Learn more on the blog ➡️ bit.ly/4b6poN1

38

2 Comments

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

1

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.

4

I've observed that certain Sales Managers tend to favor one-way communication, directing goal achievement without soliciting input from their team. While this tactic may yield short term results, a balanced approach that values both personal expertise and team feedback is crucial. This article provides some broader thinking. #SalesManagement #EffectiveLeadership #SalesSuccess

27

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

12

Sales reps spend just 20% of their time on the phone selling to prospective customers. New innovations from @Salesforce are designed to help sellers: ✅ generate call summaries ✅ identify actionable insights directly from their teams’ calls ✅ accelerate call preparation and follow-up through automated agendas and to-do lists Learn more:

8

Huge if true… ZoomInfo adds TrustRadius to the growing list of 3P signal partners integrated with SalesOS! Translation- you can now use ZoomInfo to find buyers at businesses looking for YOUR solutions on TrustRadius’s leading Customer Review platform! Taking #salesintelligence to the next level! #sales #zoominfo #trustradius #gotomarket #data #partnerships

20

It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

7

Many sales organizations spend days or weeks on account prioritization and territory planning exercises. There's got to be a better way... If you're heading to Gartner CSO next week, don't miss Ami Arad's presentation on May 21 at 2:05pm! He'll contrast the traditional ways sellers prioritize their accounts and the new way made possible through buyer intent and predictive models. Get the details here: https://okt.to/GhFXdQ

21

1 Comment

CSOs need to find a way to make critical data and insights more accessible and easily usable for sellers. Uncover how FedEx empowered sellers with accessible and actionable data through a purpose-built dashboard in this latest report by Gartner. #GartnerSales #B2B #Sales #SalesInnovation

2

Everyday I get to talk to revenue leaders who are working to create, convert, and close more pipeline 📈 Today Clari shares 5 unexpected learnings on how to best run revenue from a database of $4 trillion in revenue under management- more than any company on 🌎

28