Kyle Del Francia

ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

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𝗚𝗧𝗠 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 & 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 separate Strategic CROs and RevOps Leaders from glorified sales managers and systems admins. Getting accurate metrics isn’t easy though. Getting real Insights from those metrics is even harder. You need to: 𝗜𝗱𝗲𝗻𝘁𝗶𝗳𝘆 𝘁𝗵𝗲 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗧𝗵𝗮𝘁 𝗠𝗮𝘁𝘁𝗲𝗿 Start by identifying the metrics that matter for your unique GTM motion. To help, our 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗮𝗻𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 will have a 𝗚𝗧𝗠 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗜𝗻𝗱𝗲𝘅 outlining the most common metrics in B2B SaaS and how to calculate them. 𝗗𝗲𝗳𝗶𝗻𝗲 P𝗿𝗼𝗰𝗲𝘀𝘀𝗲𝘀 𝘁𝗵𝗮𝘁 F𝗲𝗲𝗱 M𝗲𝘁𝗿𝗶𝗰𝘀 Metrics are only as accurate as the process being executed. If our salespeople don’t know how to qualify deals, for example, our Close Rate will tell us nothing. We have to clearly define processes, train the team, and drive them to adopt and execute in order to be a data-driven organization. 𝗨𝗻𝗯𝗹𝗲𝗻𝗱 𝘁𝗵𝗲 𝗙𝘂𝗻𝗻𝗲𝗹 It’s not enough to see our Lead Conversion Rate, or Close Rate, across our entire business. These numbers are blended together across different types of leads and lead sources, different segments (SMB, MM, ENT), geos, products, etc. To see what’s really happening, we have to unblend the funnel. More on this in our 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗮𝗻𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 𝗜𝗻𝘀𝗽𝗲𝗰𝘁 𝗗𝗮𝘁𝗮 𝗥𝗲𝗴𝘂𝗹𝗮𝗿𝗹𝘆 People only execute processes when held accountable. To get accurate data, we need to inspect the data regularly to be sure it’s accurate. To get real insights into our business, we need to analyze that data regularly to spot trends and take action. This requires the right person/people with the right skills and uninterrupted time to do “deep work.” CROs usually don’t have time to do this well and RevOps can’t if they’re constantly harassed with system admin requests. 𝗗𝗿𝗶𝘃𝗲 𝗔𝗻𝗻𝘂𝗮𝗹 𝗣𝗹𝗮𝗻𝗻𝗶𝗻𝗴 As we get to this part of the year, finalizing our annual plan, it’s a bit too late. We have dirty data and have to make some BIG assumptions. If we’re in this boat, we need fix this for next year. Additionally, Annual Plans aren’t set in stone. We need to track them and iterate as we hit or miss goals and milestones. More on this in our 𝗚𝗧𝗠 𝗠𝗲𝘁𝗿𝗶𝗰𝘀 𝗮𝗻𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 Subscribe to our Newsletter to get it tomorrow: https://bit.ly/49RCm0h If you want a high-res image, subscribe and get it tomorrow, or comment "High Res" below (and send me a connection request if we're not already connected) and I'll DM it to you. ✌️

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90% of top-performing companies use incentive programs to reward their sales associates, but manually managing complex incentive compensation plans can be difficult and time-consuming. Today, Salesforce announces the immediate availability of the Salesforce Spiff incentive compensation management add-on for Sales Cloud. With Spiff, revenue professionals can get a handle on complex incentive compensation plans and quickly understand the factors influencing revenue performance. Learn more:

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Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

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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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Doesn’t matter if you’re an SMB or an enterprise, you need Speed in Sales. But some factors kill your speed and eventually business deals. One of them is a sluggish “Quoting process”. As a founder who provides CPQ and RevOps services, I’ve seen firsthand how delays in the quoting process can frustrate potential customers and kill deals. Imagine this: a sales rep gathers all the necessary information, but then spends hours—or even days—creating a quote. The result? Lost momentum, customer dissatisfaction, and missed revenue opportunities. The problem isn’t complex though. We make it. You just need to have a better quoting process. But how? 1️⃣ Automate: Use CPQ systems to automate the creation of quotes. This reduces manual entry and minimizes errors. 2️⃣ Standardize: Develop templates for common quotes. This ensures consistency and speeds up the process. 3️⃣ Integrate: Connect your CPQ system with your CRM and ERP. This ensures all your data is synchronized and up-to-date. 4️⃣ Train: Equip your sales team with the skills to use these tools effectively. A well-trained team can leverage technology to its fullest potential. 5️⃣ Monitor: Regularly review and refine your quoting process. Continuous improvement is key to staying ahead. Solve one problem at a time. Speed up your quoting process. Close more deals faster. #sales #quotes #pricing

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5 new AI capabilities for Gong!

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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 reason why most people fail in software sales isn’t because they aren’t working hard enough or don’t want it bad. They simply don’t understand the skills and approach needed to perform at a high level. Most companies don’t have the time, energy, or resources to truly train their reps on modern and advanced selling techniques. They have them send canned emails, pitch product into the abyss, and tell them to “make more calls” and “activity = pipeline”. Then sales enablment shows you some cool new features that dont tie back to tangible business value. Oh, and then you know run BANT, fill out this mutual plan… yea, okay, sure. That may have worked 4 or 5 years ago - but the economy is too tough and the market is too competitive to rely on antiquated techniques. So, what happens? Sellers struggle, leadership fires reps, and then eventually re-hires more hoping this one will “figure it out.” The good news is that there are proven strategies, frameworks, and instructions on how to sell in 2024. The bad news is that most sales leaders don’t have the time, energy, or expertise to teach them. The best they can do is a $100 Amazon gift card spiff and a 500-word email template provided by someone not in the trenches selling every day. The good news is the elite sellers are still selling at a high level if they are armed with the right mindset, strategy, and knowledge. I used these frameworks to close a $13.75mm deal six months after the SVB collapse and become #1 in Net New revenue out of hundreds of reps. It’s the same technique I used to become a top 10 rep at Workday in all of North America within my first Q at the company DURING the SVB collapse. Similar to what I used to hit 734% of my number one month at Salesforce in GRB - but very much different at the same time. or to sell, idk, I think im close to 35 months selling over 100k+. And yes, I have the receipts. Don’t believe me? DM me. Start investing in yourself. You deserve it. It’s not your sales managers job to make you successful, their probably worried about keeping their own job. Q4 is here, or almost here depending on your FY. Invest in your skills, believe in yourself, or… Live off your base, stay the same, you know, same stuff, different day. Tell everybody you’re “living the dream”. The choice is yours. Both are hard and both are scary. Choose your path accordingly. Have a great Saturday ❤️

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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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Was hanging with Lightspeed India last week and Ray Carroll dropped this gem: "If Salesforce in their earnings call says they need 3x pipeline, how much do the rest of us need?" At Pipefy we modeled out 3.5x pipeline coverage. The questions I'm asking myself are "is that truly enough? Are we really that close to Salesforce?" The answer for most of us is no. So what we've done about it is focus on getting in person at every level of the funnel. I'm in the middle of a 24 day onsite roadshow. My current best answer to low pipeline and lower conversion rates is to be a road warrior. What's yours? What are your answers? #Sales #Marketing #gtm

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Prospecting just got FASTER 🚀 With the new ZoomInfo and Clari Groove integration, you can add leads from ZoomInfo directly into Groove Flows. NO exporting, NO importing, NO manual steps. Now, your team can engage high-potential prospects instantly with accurate, Salesforce-synced data. Want to learn more? Check out our blog to explore real-world use cases and see how this integration transforms prospecting for revenue teams: https://bit.ly/3YvmFri

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The Quoting Struggle is Real 😩 Let’s be real—how often have you had to tweak a quote manually because your CPQ just didn’t get it right? For Account Executives, quoting should be fast, flexible, and focused on the customer. But with most CPQs, it’s anything but. These tools are often too rigid, forcing you into templates and workflows that don’t reflect the actual deal you’re working on. And when quoting becomes a headache, deals slip through the cracks. It’s time to bring the focus back to the “Q” in CPQ.

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Want to level up your prospecting game? 🚀  The new ZoomInfo and Clari Groove integration lets you seamlessly add leads from ZoomInfo directly into Groove Flows—no exporting, importing, or manual work required. Your team can now reach top prospects faster with Salesforce-synced data that’s accurate and ready for instant engagement. Want to learn more? Read our blog to explore real-world use cases and see how this integration transforms prospecting for revenue teams: https://lnkd.in/gh58n2zt

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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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Ready to drive more meaningful engagement with your prospects? ZoomInfo Copilot helps you to identify key decision-makers at new accounts and tells you everything you need to know before reaching out. Watch as Will Frattini demonstrates how sellers can use ZoomInfo Copilot to: 🔍 Discover and engage with the right prospects 💡 Access real-time, relevant insights about their business 📧 Craft personalized outreach in a matter of seconds No more guesswork — just actionable insights that help you connect at the right time with the right message. Want to learn more? Request a demo or connect with our team: bit.ly/3YYl5A7 #ZoomInfoCopilot

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Looking to move beyond strategy calls and start running revenue like a pro? With Clari's Run Revenue Program, revenue leaders are able to tackle inefficiencies head-on, turning chaos into clarity and revenue risk into growth. You'll discover how to align your team, eliminate risks, and create a repeatable system for predictable success. We outlined it all for you in our Run Revenue Guide here: https://lnkd.in/gQt3wxkd

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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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