Mark Hendrickx

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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The revenue teams I talk to don’t want a dozen solutions. They want a single platform that does it all. - Forecasting - Call recordings - Sales engagement When these features exist in an isolated, one-off solution, the switching costs are huge. Reps spend hours each week clicking back-and-forth. Tech fatigue takes over. Costs go through the roof. That’s why we’re positioning Clari as a one-stop shop. Everything reps to execs need - all available on a single Revenue Platform. Throw in next-level AI and the largest revenue database on the market, and that’s a winning formula. If you want to learn more about Clari, chat with my team here: https://lnkd.in/gUjW9Y2z 

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Ready to unlock the full potential of ZoomInfo? "For 17 years I’ve had the vision for what is today ZoomInfo Copilot, but it wasn’t until GenerativeAI’s power was able to be harnessed that we could actually deliver it." - Henry Schuck ZoomInfo Copilot will mine pure gold buyer intent signals from your CRM and our best-in-class B2B data, then deliver you tailored engagement recommendations, and AI-powered personalized outreach. Learn more here 👉 https://lnkd.in/gwGPjDf6 #ZoomInfoCopilot

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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

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Today on FiredUp!, we talk to Gong VP of GTM Enablement, Stacey Justice about how to equip sales and customer success teams with the tools they need. As you get traction, how do you scale that success to create a repeatable process that is aligned and consistent but also adapts as customer needs develop. How do you get leadership buy-in? How do you measure the effectiveness of your enablement efforts. Gong is clearly a great platform to help with that GTM alignment - so this is a chance to learn from the Stacey who is leading their enablement efforts. https://lnkd.in/g_YdV6pf

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3 key insights from enablement practitioners, addressing the challenging subject of sales onboarding. - When should you start the onboarding process? - What's the best practice for time spend 'in-person' when onboarding new sellers? - How can you help your 100% remote sellers feel more connected to the organization's culture? If you’re looking for a strategic sales onboarding toolkit - that goes beyond the simplified content in standard onboarding checklists - then take a look at the Sales Enablement Collective’s Onboarding Masters Course, available here -> https://lnkd.in/ejHaMQVm #salesenablement #salesexcellence

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Meetings are where deals are won and lost 🤝 They're so important that sellers spend roughly 70% of their time either preparing, presenting, or following up on them. Learn how to make the most of your meeting prep, here ➡️ https://bit.ly/4bGn8v7 ​

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Speed + Efficiency + Scale

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I've been around intent data for the better part of a decade (developing and selling it at G2 and using it ever since). There are two factors I'm hearing from sales leaders that are currently driving intent discussions: 1) People are looking for more efficient ways to prospect because spray and pray doesn't work and conversion rates continue to drop 2) New players are popping up claiming they can do more / better (ZoomInfo, RB2B, etc.) Here's what we are currently experimenting with: > Social "Intent" < We track who likes/comments on our posts, who follows our company, and who is engaged with content that resonates with our value prop. The benefit to this method is that its personal. We can reach out and get generally good responses because they clearly know who we are and we can send customized executive outreach. The hard part about this is twofold: 1) its very manual - though we've used a combination of process, systems, and outsourcing to help 2) there's a reason why I put the word "Intent" in quotes. As with any signal, not everyone is a qualified prospect. > Website visitors < We've tried all the reveal products. They work (ish). It can mix up spouses who both work from home - one product showed my mom was on our website, when it was actually my dad. True story, 👋 mom. So the good news is you now can get person level data making the outreach more cut and dry. However, we've seen limited success in response rates. Our hypothesis is that many people on our site are simply reading a blog or poking around. They may not be an ICP fit or not ready to buy. The outreach cant hurt but it hasn't been as fruitful as first hoped. Couple that with the reminder that good reveal products show ~20% of your visitors, great ones maybe 30-40%. That means that a majority of your visitors aren't being shown, no matter what provider you are using. > 2nd and 3rd Party < Tools like G2 and 6Sense have shown success. But its important to make sure we are placing their value in the right place. These platforms are great for top of the funnel educational outreach. I'd use these tools in conjunction with ads, target account outreach, and social engagement to "strike while the iron is hot." The good news is intent is getting more dialed in. The bad news is there is no silver bullet. IMO the only way to actually see success is to marry these intent data inputs into a larger model that includes other 1st party data which scores the signals and then kickstarts campaigns (automated or not) towards high-intent accounts. Unfortunately, the signals, systems, and plays that need to be set up to make this work effectively are not trivial. So get a good Rev Ops pro, good intent data, and a good strategy and you should be all set :)

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Revenue Enablement = Prospecting Enablement If you are in rev ops, and you’re not laser focused on helping sales people, prospect, one of the three things is happening: 🔘 you are in a business were prospecting is not important 🔘 you have too much pipeline already 🔘 you are distracted from possibly the most important part of revenue enablement- enabling sellers to drive new revenue If it’s one of the first two bullets, never mind. If it’s the third, that was a great time to refocus efforts on enabling pipeline development. I’ll be running some free webinars soon on prospecting best practices. They are ideal for both sales leaders and revenue enablement leaders. Stay tuned. #Prospecting #prospectingaccelerator #revenueenablement

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Our latest survey offers a comprehensive look at the current state of selling, featuring insights from 800 front-line sellers. A standout finding: 3 out of 4 respondents believe they could save at least an hour by eliminating the task of creating personalized emails for prospects. While personalization is essential for connecting with prospects, it’s also incredibly time-consuming. Sellers understand its importance, but those hours quickly add up. We know time is money, and we’re dedicated to providing today’s sellers with the tools they need to personalize efficiently and effectively. Additionally, we asked sellers, “What specific tasks in your role do you think would benefit most from AI and automation?” The top three responses were: 1. Follow-up and engagement tracking 2. Reporting and performance analytics 3. Data entry and CRM updating Our survey uncovers valuable insights into the future of sales. Discover how AI can revolutionize your sales process: https://lnkd.in/gMr_3UNA

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What is the number 1 thing the top sales rep at Gong focuses on in demos? 🛑 Its not building rapport 🛑 Its not showing off the coolest features ✅ Its Aligning to a strategic priority. People don't make budgets for new priorities. But there is always budget for existing ones. Especially ones that are driven from the top down. My last quarter at Chili Piper I jumped back into sales and carried a quota. I knew I had to knock off some rust quick and my first stop for quality sales content was none other than the 30MPC podcast. Listening to Brian LaManna's episode I was able to grab 4 key takeaways from this 4x President's Club winner: 1 - Come with a point of view on what their top priorities might be. It might sound something like "Hey Nick, I was doing some research and noticed you were rolling out MEDDIC methodology to the sales team. Is that the #1 priority for you all or does anything else trump that?" 2 - Never ask "any questions?" Instead => reframe it to "what has stood out the most so far?" Put someone on the spot to think of a question creates a ton of friction. Asking them to share their experience so far lets them speak to what they are feeling and opens up the conversation. 3 - For any secondary calls start with a "What I've learned Slide" Bullet out points that share where they are at today And begin to map out the desired future state that you uncovered in the first call It creates a great baseline to pick up the conversation and see if anything has changed in terms of priorities. 4 - End call with “On a scale of 1-10, how compelling is what you saw today?” Understand where they sit after your demo. And follow up by asking "what would make it a 10 in terms of priority?" This episode was littered with sales nuggets that I was able to implement right away (and helped me hit 280% of my quarterly number) It's also a full circle moment now that we have become partners with 30MPC and helps our mission of levelling up the b2b sales community! #sales #b2bsales #30MPCxAligned

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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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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

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Tenured, forward thinking SVP of Sales for a large manufacturer that leads a tenured outside sales team...... "I didn't buy Map Map My Customers to have my reps get turn by directions to each of their accounts. They know how to get to the accounts they have. "I bought Map My Customers to highlight all of the accounts that they continue to not pay attention to." "I didn't buy Map My Customers to police where my reps are throughout the day." "I bought Map My Customers so I can plainly and easily, visually display for them where they should be spending their time." #outsidesales #fieldsales

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Want to nearly double your chances of exceeding quota? Or, risk being more than six-times more likely to miss it? We have the data-backed playbook for you. In it, we outline the deep sales habits proven to nearly double your chances of crushing quota. We found the sellers who regularly adopt these habits – i.e. deep sellers – were twice as likely to exceed their quota, compared to everyone else. But, unfortunately, deep sellers make up just 18% of the sales population. Conversely, 46% of sellers ignore these habits; we call them shallow sellers. And they were more than six-times more likely to miss their quota. Imagine the difference it would make if all sellers were deep sellers? In this playbook, learn how to adopt the habits of deep sellers, and chart your path past quota. Plus, see where AI can fit into your sales process – that’s only becoming more important, as 75% of sellers who exceeded quota used AI. Oh, and sales leaders, we also provide the steps you need to build these habits into your whole team. See the infographic below to get a taste of our biggest findings. Or dive into the full report to get all the answers: https://lnkd.in/deepsales2024 #deepsales #sales

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

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