Kevin O'Connell

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:

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Revenue leaders are calling on sales enablement to train a workforce that can deliver higher win rates, increase revenue, perform consistently, and deliver standout customer experiences. That’s why at Gong we’re introducing three new AI capabilities this week to help do exactly that. These capabilities will bring rigor to pipeline management and coaching, with AI that gives enablement, RevOps, and frontline managers the trustworthy insights they need to: ✅ Improve forecast accuracy and pipeline conversion rates by using AI to automatically pinpoint gaps in adherence to sales methodologies ✅ Increase revenue per rep, with AI that automatically suggests answers to scorecard questions, helping managers coach reps consistently and at scale ✅ Increase data trust, with out-of-the-box Smart Trackers and assessment tools that make it easier to build, preview, and deploy accurate, comprehensive concept trackers Game changing for both revenue and enablement leaders. Get the full story about our latest release here:

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At ZoomInfo, we don’t settle for fool’s gold. Or bad data. And you shouldn’t either. With ZoomInfo Copilot, unrivaled buyer data and signals, tailored engagement recommendations, and AI-powered personalized outreach mean you’ll strike gold every time. 💰 Fueled by ZoomInfo’s best-in-class B2B data, ZoomInfo Copilot has the power to turn every seller into your best seller. DM me to learn more or visit our landing page 👉 https://lnkd.in/gJbMg4WZ #ZoomInfoCopilot 

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Spend MORE time selling, LESS time chasing signature - With deal context summaries and full approval chain histories, Ironclad Signature unblocks signers to help you close deals faster - the right way! See how @Ironclad Signature is doing just that. 

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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. Check out the G2 Enterprise Spring 2024 Grid® Report at the link below.

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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?

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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

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What is sales readiness? And why should you care about it even if you're not in sales? Making sure your sales reps are prepared to have thoughtful conversations with customers is essential, especially now that customers have a lower tolerance for inauthentic, rote buying experiences. Customers want to leave a conversation not only with a smile on their face, but with confidence that your company is right fit for them, for both the present and the future. And EVERYONE has a stake in that. So you need to make sure, in whichever way you can contribute, that your sales reps are ready to give customers that secure feeling. How are you contributing to your sellers' readiness? #salesreadiness #salesenablement #buyingexperience #guidedselling

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/eeVWViQz  

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Gong helps teams improve their 𝐏𝐫𝐨𝐝𝐮𝐜𝐭𝐢𝐯𝐢𝐭𝐲 and optimize key outcome metrics like 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 𝐩𝐞𝐫 𝐑𝐞𝐩 and 𝐑𝐚𝐦𝐩 𝐓𝐢𝐦𝐞. Learn more by checking out this nostalgic 80's themed video on 𝐓𝐞𝐚𝐦 𝐄𝐟𝐟𝐞𝐜𝐭𝐢𝐯𝐞𝐧𝐞𝐬𝐬 -- packed with tips & tricks for Revenue Teams of all shapes and sizes. Link in the comments 👇 .... Special shoutout to Sarah Uzelac Tim H. Samantha Kennedy McClure and our Customer Education team!

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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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ZoomInfo Copilot is here to turn every seller into your best seller! 🚀 ZoomInfo Copilot is a new version of our platform that applies AI to ZoomInfo’s world-leading B2B data. ZoomInfo Copilot brings together all your data with high-quality ZoomInfo data and applies generative AI to predict your pipeline.  You get powerful AI-guided recommendations about who to contact, when to engage, and even what to say.  It takes the data crunching and tedious research out of your selling process and lets you focus on what you do best – faster.  With ZoomInfo Copilot you’ll have everything you need to close deals at your fingertips, literally. 1️⃣ A digest delivered at your desired cadence of your top opportunities, and breaking alerts delivered to you through Slack that let you seize time sensitive opportunities 2️⃣ Clear, specific recommendations for what your next steps should be, and with whom, to set you up for the best chance of success 3️⃣ A GPT function that generates personalized email outreach – it’ll even send the email for you ZoomInfo Copilot is the next phase of modern go-to-market. To request a demo, DM me or head to our landing page; it has to be seen to be believed! 🔗 http://bit.ly/3UMYe6U  #ZoomInfoCopilot

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By uniting predictive, generative, and conversational AI at data, process, and user levels, sales organizations can maximize their B2B AI sales initiatives.

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Over the past 20+ years, I’ve led countless transformations across my teams. As revenue leaders, we invest so much time, energy, and resources into our strategic initiatives only to be left in the dark about whether they’re truly moving the needle. With the help of Gong’s AI, leaders can now track the adoption and adherence of these changes, reinforce best practices through coaching, and ultimately measure their impact. Today we’re launching three game-changing capabilities to give our customers unprecedented visibility into their teams’ execution: ✨ AI Methodology Playbooks  Methodologies like MEDDICC, SPICED, or Challenger give our sellers a roadmap for success but can often be hard to measure. That’s why, starting in July, you can add AI Methodology Playbooks to Gong Deal Boards. You can define your sales methodology of choice right in Gong, then rely on AI to detect whether or not important topics – like identifying a champion or economic buyer – were discussed and see how much your team is applying your methodology overall. ✨ AI Scorecard Suggestions Scorecards enable managers to measure performance and provide feedback in a consistent, clear way. But in all honesty, they are time-consuming and therefore hard to keep up with, leaving reps with sub-par coaching and managers scrambling for workarounds. Now with AI Scorecard Suggestions, managers can save the time traditionally spent on full call reviews and provide efficient, accurate feedback for reps to act on, raising performance in the process. ✨ Assessment Tools for AI Smart Trackers  Confidently track any large initiative or concept throughout every customer interaction. These new assessment tools help you quickly build accurate, reliable Smart Trackers, boost hit rate accuracy by 10%, and improve precision and recall. If you’re a revenue or ops leader looking to learn more, check out our latest release here: https://lnkd.in/gKaKfnSU

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Become an expert on any account in under 5 minutes! ⏰ ZoomInfo Copilot's AI Account Summaries tell you everything you need to know about a given account — including pain points, upcoming deals, important contacts, and more. Ready to optimize your sales strategy? Request a demo to see ZoomInfo Copilot in action: bit.ly/3VRm9E0 #ZoomInfoCopilot

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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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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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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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What are the root causes of poor GTM team alignment? Our recent survey sheds some light on what your revenue team Ops peers are saying. These comprehensive reports provide all the information. https://gag.gl/4YHwRD #RevOps #DataQuality #RevTeamAlignment

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