Chris Witry

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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Sales reps today are overwhelmed — large books of business leave little time for prospecting, making it tough to drive growth. But with ZoomInfo Copilot, five minutes is all you need to check in with existing accounts, start an expansion conversation, and engage with a new, likely-to-buy prospect. Watch our own Jake Lehman demo ZoomInfo Copilot’s prioritized accounts, signals, and buying groups features. Coupled with the AI emailer, Jake crafts high-quality personalized outreach to three companies in the time it takes to make a cup of coffee. #ZoomInfoCopilot

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I think sales leaderboards are genius for so many reasons. But I also don’t want to get hung up on the numbers. I think it’s easy to feel the urgency to up your numbers. But I feel like that’s how you get commission breath. I think about this a lot. And I just gotta trust that the urgency should be on the activities and not the numbers. The numbers are just a result of the activities. If I continue to: -Connect with more people through outreach -Ask inquisitive and purposeful questions -Seek to understand the person -Prioritize the relationship -Provide great service I see no other option but to believe that if I continue to do all of those things… ...everything will take care of itself. And I feel like this is true for everything and for every goal. Winners and losers have the same goals. It’s their habits and actions that differentiate them. It’s mastering the basics.

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To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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How did ZoomInfo Copilot help Account Manager Dave Howell close a $195,000 deal? 🤔 From surfacing insights about customer sentiment and product interest to identifying a C-level decision-maker who helped seal the deal, Copilot empowered Dave with everything he needed to win his client's business. Watch the full story below. ⬇️ #ZoomInfoCopilot

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85% of deals are won by the seller who engages first 🏎️ 🏁 ZoomInfo Copilot’s sophisticated AI delivers real first-mover advantage. It identifies prospective buyers in your ICP who are also ready to speak with you — before your competitors know about it. Get real-time recommendations that connect you with motivated buyers at the optimum time. Learn more on the blog 🔗: bit.ly/3XWIaCH

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How did ZoomInfo Copilot help Account Manager Dave Howell close a $195,000 deal? 🤔 From surfacing insights about customer sentiment and product interest to identifying a C-level decision-maker who helped seal the deal, Copilot empowered Dave with everything he needed to win his client's business. Watch the full story below. ⬇️ #ZoomInfoCopilot #sellbetter #gtm #zoominfo

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New sales ops hires have no idea what they are getting into with Salesforce. Here's why: Imagine you’re building a deck. And you are given the keys to a Home Depot. You have access to unlimited equipment and supplies. But you get no instructions on what deck you are building or how to build it. This is what situation most sales ops roles are in with Salesforce. Without training in its full capabilities, admins will be stuck and overwhelmed. This is why I created the Salesforce Accidental Admin Accelerator for sales admins. I recently did a webinar on YouTube that talks about how we are helping SalesOps and sales administrators with Salesforce. You can view it here: https://lnkd.in/g297XegA

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As a sales person, leadership should focus on removing roadblocks and coaching their people to be more effective. How have sales leaders made you better?

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The decision to use ZoomInfo has never been easier. 🚀 But just in case you're still on the fence, hear it straight from the source! Check out the customer testimonials at the link below.

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🚨 The uncomfortable truth about sales leadership 🚨 Sales managers obsess over data, forecasts, and quotas. Sales reps chase autonomy and quick wins. But the buyer? They just want their problems solved. See the disconnect? If your sales team isn’t leading buyers through their journey, you’re not closing deals—you’re becoming just another vendor. Let’s get real. Are we enabling reps to be buyer mentors, or are we stuck managing quotas? Drop your thoughts in the comments 👇 #SalesStrategy #BuyersJourney #CustomerCentricity #SalesTransformation #ComplexSales #HeroJourney

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Ready to be a Mixmax pro?!?! Join us today at 11am PDT! Whether you're an SDR, AE, or CSM... We're covering all the best practices to how you can be most successful with Mixmax! Not using Mixmax yet, but curious... This masterclass is also for you 👈

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Sales & Enablement Leaders: 🃏 Just hit the blackjack table and feeling lucky! 🎰 The dealer asked me, "What's your strategy for success?" I said, "Easy! Doubling Down on the Allego Sales Success Summit!" 🎫📈 Speaking of doubling down, I've got TWO FREE tickets to this game-changing event that I'm ready to deal out! 🎟️🎟️ If you are interested in attending the sales success summit on June 5th & 6th at the Westin, Boston Seaport District, DM me with the answer to the question below. What movie was based on Allego's CEO Yuchun Lee's group at MIT? Get ready to split your time between learning from the best and networking like a high roller at the #AllegoSalesSuccessSummit! 🤑🎉 #SalesBlackjack #SuccessDealer

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Inbound representatives convert existing demand into revenue. Outbound representatives create new demand. Inbound reps are tasked with disqualifying leads. Outbound reps focus on qualifying leads. There’s a significant difference between these roles: The approach to the job, The skills required, The mindset needed. Recruiting Account Executives from product based companies like Salesforce, Hubspot. Most of these hires, around 90%, were used to inbound and cross-selling approaches. For outbound Account Executive positions in a scaling company, this wasn’t ideal 🤦🏼‍♂️. I wouldn’t recommend it 😅.

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Stay in the flow of work without sacrificing sales. 💸 With ZoomInfo Copilot's Chrome Extension, you don't need to switch tools to find buyer or account information. You're just one click away from actionable insights and recommended next steps. Request a demo to see ZoomInfo Copilot in action: bit.ly/3XTtpAm #ZoomInfoCopilot

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Tired of prospecting like it’s 1849?  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.  It’s like hitting the go-to-market motherlode. 💰 ZoomInfo Copilot turns every seller into your best seller. T-minus 30 days! Learn more here 👉 https://lnkd.in/e8JJguW9 #ZoomInfoCopilot

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Tired of prospecting like it’s 1849?  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.  It’s like hitting the go-to-market motherlode. 💰 ZoomInfo Copilot turns every seller into your best seller. T-minus 30 days! Learn more here 👉 https://lnkd.in/gRuyJYdf #ZoomInfoCopilot

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This was an incredible interview of Chad Peets with Harry Stebbings of 20VC If you are a sales leader or your hire sales people or involved in building GTM teams in anyway, then there is some great value in this one! Chad work with Chris Degnan the CRO Snowflake in the early days to build the sales team and as well as being an early investor there, and the stragies and tactics used to build at scale are great to hear. In particular, it was super interesting to hear how the recruitment process was streamlined for efficiency and the dislike for 'Hiring Panels' (as everybody should)! - The decision should be binary: you either want to hire them or you don’t. - Anyone not uniquely qualified to qualify or sell should not be a part of the interview process. - Having a sales engineer on the panel is risky & slows everything down. According to LinkedIn Chad was MD at Sutter Hill Ventures and now is Managing Partner Riverpoint Capital where he has been an early investor in Snowflake, AppDynamics, Lacework, Clumio, Sigma Computing etc.... Please from the link below; https://lnkd.in/dRY8X4Yb #CRO #Revenue #GTM #software #sales #recruiting #recruitment #hiring

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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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