Chloe Crean

My Day 3 at ZoomInfo included a valuable 'Run Your Mind' session with Chris Hatfield from Sales Psych, focusing on stress and burnout prevention. Key takeaways: 1. Stress is a natural reaction, with our perceptions influencing how we manage it. 2. Burnout often results from neglecting our identities outside of work and overlooking our accomplishments. 3. It's crucial to pinpoint controllable stressors to effectively manage them. 4. Stay mindful of energy levels and prioritize proactive and reactive recharging strategies. Check out the pictures below for more insights!

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CS leaders ☝ What's stopping your teams from starting renewal conversations earlier? Something I’m hearing a lot recently from Customer Success leaders, is they are realising they need to be looking at renewals up to 6 months ahead if they want to make an impact on account health before it’s too late to save. Seems to be especially important right now as a high percentage of renewals tend to happen in Q4 as Sales love to get a last minute deal in! #customersuccess #csleaders #customersuccessleaders #csm

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📞 ℝ𝕖𝕥𝕙𝕚𝕟𝕜𝕚𝕟𝕘 ℂ𝕠𝕝𝕕 ℂ𝕒𝕝𝕝𝕚𝕟𝕘📞 🔁 Shifting from Transactions to 𝐂𝐨𝐧𝐧𝐞𝐜𝐭𝐢𝐨𝐧𝐬! Cold calling just isn’t what it used to be. With rising privacy regulations and the pushback from consumers against unsolicited calls, SDRs need to rethink their approach. Rather than viewing this as a limitation, it’s a great opportunity to elevate how we connect, focusing less on numbers and more on genuine, human interactions 👥 Today, prospects expect personalized engagement, which is where AI tools are truly game-changing. By leveraging data-driven insights, SDRs can understand a lead’s needs and preferences even before that first touchpoint, making initial outreach feel more like a warm introduction than a cold call. Lots of platforms leverage AI to enable SDRs to analyze previous conversations, track sentiment, and tailor their pitch to resonate better with each unique prospect. The goal now isn’t just to reach out—𝗶𝘁’𝘀 𝘁𝗼 𝗿𝗲𝗮𝗰𝗵 𝗼𝘂𝘁 𝗶𝗻 𝗮 𝘄𝗮𝘆 𝘁𝗵𝗮𝘁 𝗯𝘂𝗶𝗹𝗱𝘀 𝘁𝗿𝘂𝘀𝘁 𝗮𝗻𝗱 𝘀𝘁𝗮𝗿𝘁𝘀 𝗮 𝗿𝗲𝗮𝗹 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻. SDRs who take advantage of AI tools, gets the insights they need to engage authentically and position themselves as partners, not just salespeople. This shift lets us see beyond the transaction and embrace sales as an opportunity to connect with people in ways that matter. Embracing this change means SDRs can become more effective, trusted, and even appreciated in their role 👊 #SalesInnovation #AI #CustomerConnection #DataDrivenSales #FutureOfSelling

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Sales Lessons from Gareth Southgate and England at Euro 2024 ⚽   Anyone in sales or sales enablement knows the feeling. One minute you're celebrating a smashed quota, feeling like you're unstoppable 💪 The next, you're staring at a spreadsheet of missed targets, questioning every sales tactic you ever learned. It's a rollercoaster and sometimes it feels like the freefalls are never ending. 😭   This emotional pendulum swing reminds me a lot of Gareth Southgate and the England team so far at Euro 2024. Remember the heat he took after some shaky performances? The pundits were calling for his head, questioning every decision. Tactics? ❌ Lineup? ❌❌.   Then, Southgate did something bold yesterday. He subbed out his captain, Harry Kane, for a player, Ollie Watkins, that played ZERO minutes in the entire tournament. 😱 😱 A gamble some might say, but a gamble that paid off in spectacular fashion – Watkins bagged the winning goal against the Netherlands!   The lesson here? Even when the pressure's on, and the critics are circling, stay true to your strategy. Just because someone hasn't had their big moment yet doesn't mean they can't be your game-changer. So, the next time you're feeling like you're at the bottom of the sales well, take a deep breath, dust yourself off, and remember: 💠 Believe in your process. You got this far for a reason. Keep refining your approach, and the results will follow. 💠 Don't be afraid to make bold moves. Sometimes, shaking things up can lead to breakthroughs. 💠 There's always an "Ollie Watkins" out there. New ideas and approaches can come from unexpected places. Stay the course, and never lose sight of your self-belief. Let's go!!

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Just wrote an email to a prospect who has just implemented Gong to help them understand why Gong and Hive are the ultimate revenue driver when used together. Thought it'd make handy LinkedIn post so here ya go! 1. Gong can identify performance gaps, Hive can turn those insights into personalised training for your reps. ⭐This will ensure your reps actively improve on their skills gaps and will give sales managers time back from coaching to focus on more strategic priorities that will drive business performance in other important ways. 2. Gong highlights what top reps do well - Hive uses this info + your existing docs to provide structured onboarding to get new hires productive faster and training to get existing reps performing better. ⭐ We'll help you create a more impactful and automated onboarding process for new reps to help them hit their targets quicker ⭐Existing reps benefit from engaging AI-driven trainings and resources they can go back into with ease when needed ⭐Reps can pull company and product/service info quickly and easily through our integrated Slack AI app whilst they're on calls, meaning they are more likely to close the deal as they have the right info needed there and then. ⭐Hive will create customised learning content for you based on your existing PDFs and docs that aligns with your unique company needs, product info and ways of selling. 3. Gong surfaces areas for growth and Hive delivers ongoing, tailored skills development to close those gaps. ⭐Our integration with Gong and Hubspot uses the data and analytics from those platforms to create bespoke coaching scenarios for each rep that aligns to their weaker spots costing them deals (and therefore costing you revenue). Building skills in these areas will help them close more deals and help to grow your business. ⭐Both tools work seamlessly together, and Hive will integrate into your existing tech stack so there’s no disruption to daily operations. 4. Stronger ROI: Gong ensures sales teams know what to improve - Hive Perform ensures they know how. This is what will maximise the return on both investments. ⭐Gong and Hive Perform complement each other incredibly well, creating a system that not only identifies opportunities for skill growth but also ensures your sales team has the tools and training to act on them effectively. ⭐Call recording software with data insights alone won't develop the missing skills your reps have - that's where Hive comes in and that's what will help you grow the business. Let me help you hit your 2025 revenue goals - drop me a message to see a demo of Hive Perform! #salesenablement #revenuegrowth #2025goals

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I look at this AE report every day at the moment: This graph isn't ❌ - Meetings Booked - Calls Made - Pipeline Generated - Deals Won (These graphs are obviously much taller 📈) This chart measures the number *meaningful edits* reps have made to Opportunities. We're tackling Salesforce adoption at the source. This keeps us accountable to our working hypothesis 🔄 - Meaningful data fuels our go-to-market strategy - CRM processes generate this data so must be followed - RevOps ensures this by making Salesforce useable (no annoying errors or useless fields) - Tracking this makes adoption specific and measurable Anyone else report on this / similar datapoints can RevOps use to drive process adoption forward? #crm #adoption #visibility #revops

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The SDR function is dying. Heard this plenty of times on here. But like many other departments it isn’t dying it’s changing. We have to be focussed on showing how we deliver revenue, not just top of funnel activities. Booking lots of meetings, even creating lots of new ‘opportunities’ for AEs to work is great but if none of them turn into revenue then we are at risk. And this isn’t just for the SDR team to work out; it must run through the company. From marketing to CS, all focussed on revenue. And this month I got to celebrate my contribution with my first couple of closed won sourced deals. Darn Enterprise sales cycles making me wait this long. 😂 And appreciate the gift to celebrate Tom. As an SDR do you track your closed won sourced deals?

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How to book some really easy meetings... 1️⃣ Create Lead List in Sales Navigator (creative name optional) 2️⃣ Add New Customers When you sign a new customer, add the stakeholders to the lead list 3️⃣ Add 'Engaged' Prospects When you speak with prospects who gets the value prop of your solution, add them to the lead list. 4️⃣ Set up Alerts/Notifications Set up alerts by going to settings and toggling on the alerts for "a lead started a position at a new company". Alternatively you can set up filters on your SalesNav homepage to show the $$$ lead list & career changes. FINITO Now when a 'hot' prospect moves companies you'll be alerted & can start a conversation.

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🚀 Salespeople reveal what they're thinking in 2024…👀🚀 We've just released our latest report, in which we asked hundreds of AEs and sales leaders for their views on everything from their sales process and tooling to their confidence in the year ahead. Some eye-openers such as: 🔍 Only 9% of AEs think their company’s buying process is very good—meaning there's a huge opportunity to make impactful improvements that could set your team apart. 🤝 1 in 2 AEs lost a deal during the handover to Customer Success. But, when these teams collaborate effectively, customer churn plummets. 🧵 78% of AEs find it difficult to multithread beyond their champion—highlighting an opportunity to improve and learn how to strengthen relationships across the buying team. From refreshing onboarding practices to tackling stakeholder visibility, we’re sharing what sellers really want (and need) to win.. This report is for anyone involved in driving sales success—from those on the front lines of sales to strategic leadership. These insights give you a peek under the bonnet of what’s really going on in the minds of Account Executives and revenue leaders. 👉 In the spirit of buyer enablement we’re not even harvesting your email address and flooding you with sales emails…simply download the full report, in peace, in the comments #SalesInsights #trumpet #SalesStrategy #AccountExecutives

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“SDRs get stuck in the same call, day after day, slipping into a pattern that drains their energy.” Coaching SDRs is more than just teaching call scripts- it’s about shaking things up! In our latest I Used to Be Crap at Sales episode, Mark Ackers chats with Chris Dawson on how important it is to step back, reset, and add a bit of variety to keep the team energised. Leaders, are you keeping your SDRs fresh or letting them run on empty? Tune in to learn: • How to help SDRs break free from repetitive habits. • Why taking breaks and resetting is key. • Simple ways to refresh an SDR’s mindset. Full episode available now - link in the comments! #SDRLife #SalesCoaching #SalesLeadership

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Stop obsessing over OTE on its own. It's a vanity metric that doesn't really matter if loads of other factors aren't on point. I know a lot of AE's ''on €160k OTE'' who just earn their base salary. The achievability of the OTE and the impacting factors do matter: - Quality of leadership - Training & Coaching - Product Market Fit - % current team on target - Saturation of the sales team - Bonus Structure OTE is an important aspect of course, but all A players I speak with don't give much importance to the OTE figure on its own.

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‘We need an SDR who has at least 12 months SDR/BDR experience at a SaaS company’. This is a common hiring trend I see right now and whilst indeed, someone with that experience may work out for you and I understand the logic, there are a few potential flaws I wanted to share about that expectation/requirement that may be preventing you from hiring your next superstar... 1. A great SDR will generally be promoted after 12-18 months in the role. 2. More experience = more expensive. 3. Many of the best performing SDR’s we see are those with as little as 6-12 months sales experience from sectors such as customer service, retail & hospitality. 4. Motivation > Experience. A poorly motivated SDR with a high skill level rarely works out. Confident in your leadership, enablement and product? Hire someone on motivation and attitude. Use the interview process to qualify their basic skill set, appetite to put in the work required and aptitude for learning and developing over and above their current skill level as an SDR. Hiring someone with 12 months SDR experience may work for you and I’m not trying to communicate that they are bad candidates, but when you actually consider what makes an excellent SDR, this requirement may be holding you back from hiring your next pipeline building king or queen. Always curious to learn from SDR leaders. What are some of the experiences of the best SDR’s you’ve hired? David Wilkins curious on your thoughts along with the SDR Leaders of EMEA!

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Are you tired of the same old sales scripts and automated messages? 🥱 It's time to step out of the automation rut and bring back the human touch to your sales outreach 💥 Join us for an virtual webinar aimed at SDRs hearing insights from Mike Hamberg, Head of Pipeline at YuLife and Emma Ward 🌜, SDR Manager at Lunio as they'll be unpacking... 🚀Innovative Outreach Techniques: Discover new, creative strategies to connect with prospects that go beyond the typical automated messages 💪 Enhanced Autonomy: Learn how to take control of your sales process, making decisions that reflect your unique personality and style 🤝 Building Authentic Relationships: Master the art of building genuine connections with prospects that lead to lasting professional relationships 🔥 Boosted Engagement and Conversion: Understand how personalized, creative outreach can significantly increase your response rates and conversion metrics Secure your spot now: https://lnkd.in/eJDrxKBk #steppingoutsideofautomation  #SDRswebinar  #salestips

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We're well on track to beat our AE self sourced pipeline goal this Quarter 🤩 this is what we've been doing to beat goal: ✅ Structured focus blocks - in previous Quarters, we've been guilty of prioritising qualified pipeline calls over focus hours. We've now got mandatory blocks where AEs lock in to one task - personalised emails, cold calls, nurturing. ✅ Group shark days - our SDR team run pipeline days and often AEs wouldn't be required to get involved. Now we run this as a whole unit with everyone focusing on building pipeline. ✅ Purchasing the right tools - we've previously had a bloated tech stack with tools not focused on driving pipeline. Now we're using Reveal and Champify to find hot accounts/personas, Reachdesk to drive engagement from these accounts and Salesloft to stay structured with our day. ✅ Finding creative ways to drive pipeline - referrals from our CS team and our active deals, leveraging our partners to drive leads (we have an 85% increase in win rate when certain partners have been purchased), going bottom up in orgs that we know use competitors to spark conversations, staying on top of closed lost reasons (timing has been key for us) #saas #sales #startups #prospecting

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Dear SDR Leaders, Are you ahead of the curve? I’ve been under a rock since the last London Clay event - I know, I’ll come back. I’ve been busy helping David Wilkins to finish the first ever report of the topic of SDR Leadership in EMEA (amongst other things 😜). Guess what? It’s the best benchmark we’ve got in Europe. And Dave is hosting a walkthrough this Friday. You may want to join. Link in comments. #sdrleaders #sdr #commsor

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🚀 Sales Confidence 2.0: Get SDRs Who Hit the Ground Running! 🚀 Tired of spending weeks onboarding new SDRs, only to realise they aren’t a fit for your fast-paced team? I know the challenges of hiring SDRs—getting the right person who’s not just great on paper but ready to sell from day one can be tough. Let’s face it, traditional CVs don’t tell you if someone has the grit to go out there to the market and have conversations. We provide pre-trained and pre-screened SDR candidates, ensuring your next hire can deliver results immediately, without the lengthy training process. Our Sales Confidence 2.0 ranking system highlights the most proactive, self-taught talent, so you can skip the guesswork and bring on SDRs who are proven to thrive in sales. 🌟 Meet Our Top Talent of today🌟 Jalil- an experienced B2C sales professional with entrepreneurial passion, showcased resilience and bravery in handling tough objections during his role play. Enrike -A charismatic listener who builds trust with strong questions, creating powerful, results-driven conversations. Zuhair- An adaptable professional with retail experience, skilled at handling tough conversations and solving problems creatively. Ali - An aspiring sales professional who thrives on the thrill of winning deals, bringing energy and enthusiasm to every prospecting challenge. Jiya - A versatile professional with a strong background in events, her energy and bubbly character from the role play can allow her to use humour to establish trust. Avishai- A future leader with a background in music, is a well-spoken and articulate professional who excels at getting to the point and handling objections with ease. If you are hiring reach out, remember 50% reduction fee.

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The job of sales is NOT to sell at all costs. It’s to sell to customers that can realise the value you promise. The best Sales Reps: 🕵🏼 Understand the customer’s needs 🙋🏻‍♀️ Qualify their leads effectively 🤑 Focus on value, not features ⚒️ Set the right expectations 🤝 Give honest feedback They are not afraid to walk away from a bad deal. But their job doesn't end here. Great Sales Reps want to make sure their customer is set up for success. So they work closely with Customer Success to ensure a seamless handoff and consistent support throughout the customer lifecycle. That means their business contribution is outsized: - Higher Retention - Expansion Deals - Higher LTV - Referrals A great sales rep is worth 10 mediocre ones. So if you have a good one, keep them! Show some love to your favourite salespeople here! 📥 If you're interested in building and scaling Customer Success Teams, consider joining 10k+ CS Professionals who read my weekly newsletter on how to build and scale a CS Team [sign up in the comments section]. #csm #customersuccess #customerexperience #gtm #revops

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