Evan Heby

Dear fellow salespeople: If you have friends, family, clients, or colleagues in the LA area, please extend a little extra kindness right now; they’re likely not doing okay. Press pause on calling your California prospects and instead take a moment to check in with them. A quick message or thoughtful gesture can go a long way in offering support during tough times. Let's prioritize empathy and genuine connections in our work. After all, sales is not just about closing deals; it's about building relationships that matter. Stay safe, everyone 💜

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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

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Pipeline Heroes use scripts in cold calls. Scripts that induce: Curiosity Dont target the meeting as the only purpose of the call Scale follow-ups and next actions for those in ICP, but not in market Treat conversations as reconnaissance and a cornerstone of a relationship with a stranger PipelineHeroes use scripts because they are professionals and want to be Accountable Measurable Scientific

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Engaging the right buyers at the right time is critical to sales success. ZoomInfo Copilot's Target Account Digests alert you when your most promising suspects are showing the right buying signals. 🔔 Get personalized daily digests — delivered via Slack or email — with AI-powered recommendations for next steps. Never miss a sales opportunity with ZoomInfo Copilot: bit.ly/3yxBNes #ZoomInfoCopilot

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Gong moving crazy fast as usual giving the people what they want!! Don't want to create account handoff docs from SDR --> AEs, or AEs --> CSMs? ✅ Don't want to listen to 30 min calls to score disco calls? ✅ Don't want to leave Gmail to get full context into the accounts you're prospecting? ✅

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❌ Manual errors are more common than you'd think, and when they occur, the blame game begins. Is it the AE who closed the deal without updating details in their CRM? Rev Ops for not validating the contract? Or Revenue Accounting for closing the books with incorrect data? The finger-pointing can be endless! 👉 Avoid the blame game entirely with Klarity's GenAI platform. Our advanced AI eliminates manual errors and automates complex tasks such as document review, data extraction, validation, and analysis (all while staying compliant with accounting standards 😉). ⚡ Let Klarity handle the details with precision, so your team can focus on what they do best. #accountingautomation #accounting #klarity #revenuerecognition #revops #contractreview #monthend

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I was lucky enough to catch Udi Ledergor 🏳‍🌈's post offering 30 minutes to chat with marketers, and man, am I glad I did! As someone who used Gong as a sales rep back in the day (felt like an appropriate time to throw in that phrase 😂 ), I was super curious about how it could be a game-changer for us marketers. Udi, Gong's awesome former CMO and current Chief Evangelist, dropped some amazing tips and tricks: 1️⃣ Nailing New Sales Messaging: You can literally use Gong to help see how new messaging is being picked up and fine-tuned in real time. (No more waiting on Sales to get back to you with feedback) 2️⃣ Event Impact Magic: With Gong, we can actually measure how our events hit the mark and what really clicks with our audience. Game-changer! 3️⃣ Prospect Pain Points: Gong lets us dive into conversations to understand how our prospects talk about their challenges. This means we can tweak our messaging to hit all the right notes. This conversation was a total game-changer for me (and Gong the recording was sent to the rest of my marketing team, so them too!). Big thanks to Udi and the Gong team for being so innovative and supportive! I can't wait to put these insights to work. #Marketing #SalesEnablement #Gong

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What we know about Saas sales: 💡 The traditional BDR model is broken. The volume-based, headcount intensive spray-and-pray model is expensive and doesn't generally generate enough meaningful pipeline to warrant the costs. 💡 In order to close more deals, AEs need to listen more, be thoughtful and actually help buyers buy instead of blindly following their scripts or the steps laid out in their rigid playbook. 💡 Sales leaders and revenue orgs need to shift from a "growth at all costs" mindset to a "profitable, efficient growth" approach. Why are these such novel realizations in 2024? Strong sellers and successful revenue organizations have known this and operated this way for a long time. "Selling" has been buyer-led, especially in B2B, for a long time. Yet, when we look for talent, we often prioritize previous experience selling the same product, in the same industry, at the same company stage, at the same ACV. Shouldn't we instead be prioritizing underlying skill sets like customer centricity, intellectual curiosity, helpfulness and business acumen?

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Cloudinary CRO Allison Metcalfe joins the GTM Podcast from GTMnow to share a variety of insights on building a great SaaS business: from customer stories as an incredibly powerful growth lever to balancing product led with enterprise sales motions. Give it a listen: https://okt.to/x2YpUj

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You know what sucks? Telling an incredible BDR - "Thanks, but no thanks." I just had a multi-week interaction with an amazing BDR that understood my challenges and provided a few great teasers on why I should connect on a call and discuss how we could work together. 💪 Outreach: Superb 📲 Communication: Excellent 🖥 Demo: Fantastic 😇 Personality: Phenomenal 📈 Fit for our needs: Spot on ⌛ Timing: Terrible 💲 Cost: Not feasible today Even if you do everything right, the answer can still be 'no' due to factors outside of your control. When faced with rejection the BDR said something to the effect of "When should I circle back to turn that 'no' into a 'maybe'? What can I do in the coming weeks and months to showcase the value our platform can bring to Callvu? We want to be a business partner for you instead of just another software vendor". They were selling past the "no" and they didn't dump me into a disqualified stage of their funnel prematurely. They were passionate about their technology and genuinely wanted to help us overcome our obstacles and have committed to staying in touch through 2024 - not through some nurture campaign, but through real human connection. We're grabbing some beers in a few weeks. 🍻 They will 100% win my business when the time is right. Hopefully they’ll be the AE for the account when that time comes. 🤑 Be passionate. Be helpful. Be human. 

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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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The people winning in B2B SaaS aren’t the ones chasing low-effort campaigns or copy-paste strategies. 🚫 They’re the ones doubling down on data-driven decisions and customer-first messaging. 💡 Sustainable growth isn’t luck—it’s a choice. 🚀

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We live in a world where great tools are abundant, but well-utilized tools are rare. With the current speed of innovation, every shiny new tool promises a life-changing workflow to boost your productivity—but it comes with a big ask: changing your habits. That's where things get tricky. Changing the habits of one person is hard enough; now imagine doing it for hundreds or thousands of people across an organization. That's why I love the idea of meeting users where they are. Instead of asking them to rip off their entire existing workflows and move over to a new tool, we integrate our product into their existing workflows and enhance their productivity with minimal habit changes. Gong is a great tool. And Gong Anywhere helps bring this great tool to more people with minimal friction. Starting first with Gmail and Salesforce, Gong Anywhere is promised to bring the power of Gong to even more places, where sellers already work from. Learn more about it in this blog post: https://lnkd.in/ezDxvFQS

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I’m proud to share that ZoomInfo has been recognized as a Leader in the 2024 Gartner® Magic Quadrant™ for ABM Platforms. 🚀 Since launching ZoomInfo Marketing in 2022, we’ve come a long way. Momentum favors the bold and innovative, and here at ZoomInfo being innovative is a core value we don't take lightly. How did we go from a Niche Player in 2022 to a Leader in 2024? We listened to our customers. They wanted fast onboarding, comprehensive integrations, and a unified platform with the best B2B data. ZoomInfo Marketing delivers all that and then some. Our vision for ABM goes beyond accounts—it’s about knowing your buyers and delivering real-time, actionable signals to both marketing and sales teams. While historically ABM has focused on intent data, at ZI we knew that there were so many more valuable buying signals that marketers could harness. With so many more relevant signals and context, you’re now creating demand instead of just capturing demand. This is just the beginning. I’m excited for what’s next as we continue to advance in the ABM space and bring actual sales and marketing alignment a reality. This is what ZoomInfo customers experience when they use our ZoomInfo Marketing and Copilot solutions! A new era of AI for GTM teams is being ushered in, and it's awesome leading that charge. 💪 I have a LOT of thoughts on this topic, so I wrote a blog post. Check it out here: bit.ly/4hO56vd 

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There's a major gap between activity metrics and outcome metrics Sales leaders only have access to data from two ends of the spectrum: Top of the Funnel (Activity metrics): calls, emails, meetings run, etc. Bottom of the Funnel (Outcome metrics): quota attainment, win rates, average sales cycle length, etc. But what about the middle of the funnel? 🤔 The critical missing pieces: • How are reps selling? • When are they executing key actions or behaviors in the sales process? • Why are deals won or lost—as a result of how reps are selling and when they are executing these actions? 🎯 Why This Matters: Activity metrics show effort, but they don’t explain effectiveness. Outcome metrics show results but not the process behind them. Understanding the middle of the funnel enables personalized coaching and scalable success, resulting in increased sales effectiveness. How do you measure the middle of your funnel? #ForRepsByReps #SalesMetrics #SalesLeadership #SalesSuccess

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Josh & I get to have insightful discussions with RevOps leaders each week. We want to give back by sharing this wisdom more broadly. We are launching our webinar series, Aim for Excellence (see what we did there?). Each episode is an interview with RevOps and GTM leaders we admire about their advice on GTM ops, strategy, and career paths. We had the great pleasure to kick this off with Katherine Zhang recently. Katherine has led RevOps teams at sizable companies like Project44, Relativity, Cognex, and Dell EMC. A few of my favorite highlights from our conversation: - A clarifying definition of RevOps that helps teams ensure they are always working on impactful initiatives - How to turn RevOps from being “order takers” into a strategic function - The importance of trusted (but not perfect!) data - How to get a seat at the table as a RevOps leader Take a listen to our discussion (links in comments) and let us know what you think!

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It's SKO season - a huge investment for organizations & enablement teams. When executed well, a sales kickoff is a critical platform for enabling sellers on big bets, new strategies, and high-priority initiatives. It’s a crucial investment, and it pays dividends in the form of an aligned sales force, who are ready to execute. At Highspot, we focus on actionable approaches to planning content and event design that ensure the event is driving the right behaviors and the right results. 🚀 Impactful Pre-Work: To ensure we can maximize the time investment of our SKO, we prepare materials to tee up the initiatives & key themes before the event, including Sales Plays, Courses, and Learning Paths. 🚀 Integrated Event Based Learning: We make the event feel seamless, regardless of whether you are attending our in-person viewing parties or remotely via Zoom. Our Event Based Learning in embedded into a single Learning Path, keeping pre-work, event registration and post-event certifications all in one spot. 🚀 Actionable templates: We are laser focused on ensuring that our sellers can hit the ground running with an initiative by providing ready-to-use Digital Room, AutoDocs, and Pitch templates. 🚀 Crisp Calls To Action: We want each role to leave our SKO with clear calls to action to apply the new information they've heard and practiced. Leveraging Sales Play guidance, we align with GTM leaders on crisp calls to action that can be measured and tracked. As we gear up for an exciting new year and our own Momentum SKO event, we’re thrilled to invite you to our 2025 Sales Kickoff Webinar on January 16th at 9am PT ✨ Mackenzie Dixon helps lead our internal Highspot x Highspot SKO strategy and she will share ways we are leveraging Highspot to make our SKO most impactful. It's a can't miss. Save your spot now 👇

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Big day at Gong! We're INTRODUCING: 5 new major AI Capabilities for the Gong Revenue AI Platform ✨ They’re designed to unify revenue teams with new levels of automation, actionable customer insights, and knowledge sharing across the entire organization. Now, with Gong’s latest #AI enhancements, you can: ✨ Create smoother collaboration workflows across teams ✨ Make coaching more efficient and consistent ✨ Deploy pre-trained Smart Trackers ✨ Centralize processes, systems, and data ✨ Bring AI-powered context to your sellers Check out the press release to learn more: https://lnkd.in/gaYZ-fcN

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