Julie Fox

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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I was asked what is the fasted way to win new business for sales - get warm introductions in your target accounts. Here are 7 steps that I think will help you get radically more pipeline fast:🔥📈 Inboxes are overflowing, cold outreach is losing its punch. Warm introductions are the key to breaking through the noise and accelerating your sales pipeline. 1. Define Target Accounts 🎯 Zero in on accounts that align with your ideal customer profile. Know their challenges, and understand how your solution uniquely solves them. Focus on a subset you’re confident about – don’t let analysis paralysis slow you down. Key: Don’t get stuck on the first step; just go for it! 2. Identify Connectors in Your Network 🕸️ Expand your network (or automate this with platforms like https://lnkd.in/e-XsFVmR) to match up with contacts who have trusted relationships with key players in your target accounts. Look for people with deep industry and solution experience- they’ll help boost your credibility.  3. Engage with Value First 💬 When requesting an intro, lead with value. Show why the intro matters to their connection and how it benefits them. Remember, your Trusted Advisor isn’t your sales rep – they’re a facilitator of value for their network. Offer insights, unique perspectives, and collaborate in a knowledge exchange. This will set you apart as more than “just another sales rep.” 4. Personalize Your Outreach to the New Contact 🧑‍💼 After a warm into, skip the canned pitch. Reference your mutual connection, then tailor your message to your target accounts needs. Tap into your advisor’s inside knowledge on what truly matters, from active projects to key priorities. This approach makes you relevant, aware, and genuinely interesting. 5. Nurture the Relationship, Not Just the Opportunity 🤝 Warm intros open doors, but it’s the relationships that close deals. Focus on building trust, actively listening, and providing value. Even if there’s no immediate sale. 6. Don’t Forget Your Sales Process 🚀 Whether it’s Solution Selling, MEDDICC, or MEDDPICC, stick to your process to stay on track. Use your advisor’s insights to set you apart, but also to qualify out quickly – if it’s not a fit, pivot to protect your credibility and the trust of your connection. 7. Reward Your Trusted Advisor 🏆 Recognize your advisor’s role in your success! A thoughtful gesture, creative reward, or a few percentage points on the deal can make a significant impact. It shows appreciation, strengthens the partnership, and sets the stage for future collaboration. Warm introductions are your ticket to stronger connections, faster cycles, and higher close rates. Are you tapping into them? 🔑 And if you want to make this easy, check out https://lnkd.in/e-XsFVmR – the first platform designed to automate and scale your ability to find and leverage warm introductions into all of your target accounts. 🔗 #SalesTips #Sales #SDR #SalesPipeline #WarmIntroductions #ForceEquals

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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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A quick tip for improving sales prospecting - clean your CRM data. Out of date and duplicate information is the biggest hurdle to sales team effectiveness. Your CRM has likely never been purged of inaccurate or duplicate info, which leads to: - Sending emails to the wrong people - Contacting people who no longer work at your organization - Confusing your lead routing technology - Preventing accurate reassignment of territories Now, instead of manually combing through your CRM, use tools built to address this specific problem. Technology can perform mass updates, remove duplicate records, and update existing CRM records with little human intervention. Healthcare companies can remove 10,000 duplicate CRM contacts in one go. This means sellers reach the right person more often and get inbound leads more quickly. How have you cleaned your CRM data?

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Sales teams need to be the MOST competitive. But they need to support each other more. Bill McGovern highlights how “collaborative competition” drives sales success: 💡 Share winning tactics to elevate the entire team. 🔥 Foster healthy rivalry to push results higher. 🤝 Build relationships that keep your team focused and motivated. 👉 Read more sales secrets at the SalesMail blog!

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Selling Outcomes vs. Features What’s Driving Your Sales? If you’re focused on listing features instead of highlighting outcomes, you’re leaving money on the table. Buyers don’t just want a product or service—they want results. Let’s break this down. Why Outcomes Sell Better 📌Features: Tell prospects what your product is. 📌Example: "Our software offers real-time analytics and customizable dashboards." 📌The problem: This feels technical and uninspiring. 📌Outcomes: Show prospects what they get. 📌Example: "Make faster decisions with instant insights tailored to your business goals." 📌The impact: This connects emotionally and paints a picture of success. Buyers care about how your solution improves their life, work, or business. Outcomes trigger the “yes, this is what I need” reaction. Feature-Based vs. Outcome-Based Pitch Examples 1️⃣CRM Tool 📌Feature-Based: "Our CRM integrates with multiple platforms and offers lead scoring." 📌Outcome-Based: "Effortlessly track and close your best leads, saving hours of manual work every week." 2️⃣Marketing Agency 📌Feature-Based: "We provide social media management and ad optimization services." 📌Outcome-Based: "We’ll help you double your engagement and turn clicks into customers with data-driven campaigns." 3️⃣Consulting Services 📌Feature-Based: "We offer strategy sessions and custom reports." 📌Outcome-Based: "We’ll create a roadmap to scale your business to 7-figures with actionable, clear steps." How to Shift from Features to Outcomes 💡 Step 1: Identify Their Pain Points What challenges are they trying to solve? 💡 Step 2: Highlight the Transformation Where will they be after using your solution? 💡 Step 3: Use Specific Metrics Quantify the benefits when possible: time saved, money earned, or productivity improved. The Bottom Line Stop telling people what your product does. Start showing them what’s in it for them. 👉 Focus on outcomes. Speak to emotions, aspirations, and goals. That’s how you drive conversions. 🚀 What outcomes are you selling today? Drop them in the comments! #smm #digitalmarketing #socialmediamarketing #seo #socialmedia #marketing #branding #contentmarketing #business #ppc #emailmarketing #smo #onlinemarketing #webdesign #entrepreneur #startup #instagram #smallbusiness #success #digitalmarketingagency #sem #socialmediamanagement #advertising #graphicdesign #socialmediamanager

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"Let’s be real—most home improvement deals don’t close on the first try. If you’re not following up, you might as well be leaving cash on the table! 💸 Here’s the drill 🛠️: That first chat? Just the foundation. 🏗️ Follow-ups? They show you’re serious about sealing the deal. 🤝 A structured plan? Keeps you memorable AND profitable. 💡 Ready to build a follow-up strategy that actually works? Visit https://lnkd.in/en_vFpJZ today. #HomeImprovement #ContractorLife #FollowUp #SalesTips #LeadGeneration #ClosingDeals"

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📣 𝗟𝗮𝘀𝘁 𝗰𝗮𝗹𝗹 📣 Today our revenue team, featuring SDR Manager Jack Wauson, SDR Lead Brandon Butron, Senior Account Executive Morgan Wible, and Renewals Team Manager Jane Kissler will share Mixmax tips & tricks and best practices. 📌 How to personalize Sequences and incorporate videos for interested prospects. 📌 Best practices for a successful cold-calling block. 📌 Multi-threading when prospecting and throughout the deal cycle. 📌 Mixmax shortcuts and inbox-centric tips. 📌 How to protect your calendar as a CSM and standardize your outreach. 📌 How to engage customers and build stronger relationships. 📌 Essential automation rules our team relies on. 👀 you there! https://lnkd.in/dXNJ4sjK And even if you can’t make it, sign up, and we’ll send you the recording. #sales #salesengagement

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Multi-threading is no longer optional. It's essential. Yet, most AE's rely too heavily on a single champion. The Risk? - They go dark, and your deal goes with them. - Your internal champion leaves the company. - Your one person struggles to gain consensus. What happens next? Your deal stalls, leaving you chasing for updates. What you should 𝗡𝗢𝗧 do: Don’t wait until you lose momentum. → Start connecting with multiple stakeholders. If you’re relying on one point of contact, you’re making your deal fragile. What you 𝗦𝗛𝗢𝗨𝗟𝗗 do: From the beginning, make an effort to multi-thread. → Engage with people across typical departments. Build a network of advocates. 𝗠𝘂𝗹𝘁𝗶-𝘁𝗵𝗿𝗲𝗮𝗱𝗶𝗻𝗴: ↳Strengthens your deal ↳Mitigates risk ↳Gives you a full view of the customer’s needs. Don’t leave your deal in the hands of just one person. Make sure you’re connected to the entire buying group. - -------------------------------------- 🔔 Follow me James Bissell for more on sales ♻ Repost & share to help reps that don't get training

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A few differences I’ve noticed between SaaS sales and staffing & recruiting: SaaS companies, in the early days, CAN help many, but really should only help the perfect ICP. Sellers are taught to sell by any means and find a way in somehow as opposed to genuinely trying to help. At Bullpen there’s an emphasis on turning away business when we feel it’s not the right fit or time for the client. At the same time, I’m not shy about pounding on the table when there’s a perfect fit. Being a resource to people, whether that results in a sale or not, will inherently keep people coming back.

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Why You and I Should Partner: 1. I care about your success. 2. RentSearch achieves a 150% higher click-through rate than the industry average. 3. Rent’s first-party data reaches 50X more in-market renters. 4. Short-staffed? Your agents should focus 100% on in-person interactions, like tours, which are more likely to convert. **RentEngage** supports this by converting phone leads into appointments. Our AI voice assistant, Charlie, captures 100% of calls and successfully resolves 65%. 5. RentMarketplace is the only network that automates the management of your Google Business Profile — a critical factor for local SEO ranking. The results speak for themselves:   - 67% more impressions   - 112% increase in actions taken   - 41% more requests for driving directions Let’s connect and see how we can take your business to the next level!

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Stop expecting your new hires to "figure it out." Invest 👏 in 👏 training 👏 Why? Even the best salespeople need coaching. Great enablement is the difference between: 👀 "We're still ramping up" VS 📈 "We just hit quota!" Remember: A new hire who hits quota 5 weeks in isn't just talented. They're well-enabled. Sales enablement is an investment. Not a cost center you defer. Invest in your new hires. Your targets will thank you ✌️

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🎄 Sales isn’t a solo sport—it’s more like a caroling choir. 🔥 How Mixmax helps: - Share templates, sequences, and tracking insights across the team. - Collaborate on deals with a shared email view and unified activity log. - Align everyone on one tool to save time and avoid confusion. 🎁 Click the link in the comments to grab your Mixmax gift ↓ #SalesCollaboration #CustomerSuccess #Mixmax #12DaysOfWinning

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Sales Leaders - why should sales reps care? When looking at your internal meeting calendar in 2025 - ask yourself those hard questions. Salespeople are money motivated and time is money. Use it wisely!

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How to know if you have a good comp plan? Ask your GTM team what type of revenue it's motivating them to close, and why. The revenue that earns a seller the highest commission rate should be the revenue that is best for the business. "I earn the highest commission rate on 3-year contracts in the pharmaceutical industry because we're trying to drive long-term relationships in pharma." If your marketer/BDR/AE/AM can't give you that sentence, your comp plan isn't driving their performance in real-time. And at that point, your comp plan isn't doing its job.

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Stalled Deals? We share ways to reignite stagnant deals and create urgency with the customer - particularly as we push through to the end of year. Check out the below resources to help get things back on track! https://hubs.la/Q02PSNPV0 https://hubs.la/Q02PSDlT0 #b2bsales #saassales #saas #salesenablement

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There is no such thing as a perfect sales compensation plan. But that shouldn't stop executives from getting as close to perfect as possible by constantly refining comp plans to align with company goals. Pressing sales compensation questions for leadership include whether to cap commissions, what the payout should be on bluebird deals, and how to set quotas and handle commissions during a new hire ramp-up period. Technology practice leads Chris Semain and Andrea Farinelli Mindel recently answered a few of these questions along with additional FAQs in an article with The Circle by Founders Circle Capital. Read the full article: https://lnkd.in/gsVGcxJx #Technology #SalesComp #SalesCompensation

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