Daniel Zamudio

AE two VP #AE #VP #Sales #SalesLeaderShip Get the template for this and more - link in bio #Sales #salestips #salesleader #salesleadertips #ceo #owner #salesemails #salesscripts #prospecting #ae #sdr

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While we often focus on what sales prospects say, their nonverbal cues - accounting for up to 90% of communication - offer crucial insights. Learn how understanding body language can boost your sales success: https://hubs.li/Q02MZXJ40 #SalesTraining #SalesSuccess #SellingSkills

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Want to know how Tanveer Mostafa because the #1 AE in quota attainment across the entire North American - Healthcare Life Science business at Salesforce for 2 years in a row? He shifted from an inward focused seller to an outward focused seller. Are you tired of the constant stress and pressure of sales? Imagine transforming your approach and achieving greater success while genuinely helping your clients. Join us for our next Transformation Tuesday on July 16th at 1:00 PM, where we dive into “The Inward to Outward Shift for Effortless Sales Growth” with the incredible Tanveer Mostafa.    Tanveer is the head of sales at Untap Your Sales Potential and incredibly passionate about this training because it transformed his own career and life. He once struggled with so much stress that it affected his health, even landing him in the hospital. But by adopting an outward-focused sales approach, he turned everything around and qualified for President's Club twice!   Here’s what you can look forward to during the training: - A New Sales Mindset: Learn how shifting your focus from closing sales to truly helping clients can reduce stress and make you a more effective salesperson. - Practical Strategies: Tanveer will share actionable tips and real-life examples on how to implement this outward-focused approach in your daily sales activities. - Inspiring Stories: Hear success stories of sales professionals who have adopted this mindset and seen incredible results.    This session is all about making sales more enjoyable and sustainable. Tanveer’s insights are sure to provide you with a fresh perspective and valuable tools to enhance your sales performance. Don’t miss this opportunity to learn from one of the best! As a bonus for attending, you’ll get exclusive access to an on-demand training session where I share how I became the #1 Enterprise AE at Salesforce. Event Details: Webinar Title: The Inward to Outward Shift for Effortless Sales Growth  Date & Time: July 16th, 2024, at 1:00 PM EST  Bonus for Attendees: Exclusive On-Demand Training - Discover How Ian Became The #1 Enterprise AE At Salesforce Looking forward to seeing you there! Join here: https://lnkd.in/gKdgtUHv

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When it comes to annual territory planning, a #sales ops bias can really shake things up in the wrong way. This mindset can lead to inefficiencies, imbalanced and unfair #territory assignments, and a lot of frustration among the sales team. On the flip side, this article explains how a RevOps approach sets the stage for optimized territories and encourages productive connections and collaborations across all teams involved in generating revenue. It’s a win-win for everyone! Read more! https://lnkd.in/g7ccjRAZ Fullcast, The Go-to-Market Cloud Brad Warnock #revops #salesops #gotomarketcloud #gotomarket Dylan Ferguson Alyssa Suchy Amy Osmond Cook, Ph.D. Susan Macomber Amanda Fletcher Ryan Christensen #revopsleadership #gtm #revenueoperations

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EXPEDITE THE CALL REVIEW PROCESS In our latest blog, Gong AE extraordinaire Sam Levis shares how he uses Gong’s Ask Anything functionality to quickly: ✅ Get up to speed on previous buyer conversations ✅ Gather and log key conversation details ✅ Keep his manager and sales leadership in the loop on active deals Get Sam’s call review playbook 👀 https://lnkd.in/gKzca3Zs

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🚀Transforming Enterprise Sales with Vieu🚀 As an AE, you're no stranger to the chaos of manually drawing org charts, and trying to identify the elusive buying committee. Hours wasted, frustration mounting, and still no clear path to the decision-makers. But the game has changed. Enter Vieu – your ultimate Enterprise Sales ally. Vieu provides precise stakeholder maps, cutting through the noise and guiding you straight to the key members of the buying committee. No more wasted time, no more guesswork. The result? More closed deals, less frustration. Because in Enterprise Sales, it’s all about precision and efficiency. Ready to revolutionize your sales approach? Embrace Vieu and turn chaos into clarity. #enterprisesales #salesintelligence #vieu #AE #accountexecutive #didyouknow

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How do you set Gen Z sellers up for succes? Calling all sales leaders! This is a must-listen to cap off your week: https://lnkd.in/gj9izm8M In case you missed it, we've just launched a new season of the Redefining Sales podcast. Listen to our first episode with our fantastic guests Lucy Lee and Danielle Dacunha-Howarth from PurplePatch, and stay tuned for new episodes dropping soon. #Sales #Podcast #AIinSales #Prospecting #SalesEnablement #SalesStrategy #SalesTraining

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I did an informal poll on CSM vs Sales commission splits. I was pleasantly shocked to see that over 95% of companies do not have Sales take a commission on renewals unless it’s a particularly challenging one; the AE is there to help with it as a “bounty renewal”. in this case, the AE gets a % but is not taken from the CSM. Other interesting data points: "Commission on upsells and renewal made up 30% of the total compensation package. However, the exact commission % was determined by dividing the 30% by $$$ into the total ARR managed by the CSM." What metrics should this be based on? Most followed this model to Typically, companies that are earlier in their CS maturity will base this off a few leading indicators (adoption milestones, EBRs, etc.), and then move to comping on lagging indicators (retention, expansion, NRR, etc.) once their leading indicator activities have been proven. The following are examples of metrics you can use, not an exhaustive list: Leading: QBRs and/or EBRs (attained vs scheduled) Product adoption milestones (product dependent) Lagging: Net Revenue Retention (NRR) - this is likely the most common Retention Expansion Advocacy (hard to make this scale across large teams and mixed portfolios - this is better as a SPIFF or annual metric to Bonus on) From there, you can determine the weight of each metric on the bonus. I'll give an example using a bonus that is achieved by a renewal retention goal and an NRR goal. Criteria for 100% Bonus Attainment: 90% Renewal Retention (50% weight) 125% Net Revenue Retention (50% weight) "This keeps it pretty simple with two priorities. Retain and Expand Revenue. The Retention goal being assessed separately ensures CSMs don't have significant churn masked by massive upsells. In this example, if a CSM had 85% Retention and 115% NRR, they'd end up at 93.22% to goal for their overall commission/variable comp."

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I did an informal poll on CSM vs Sales commission splits. I was pleasantly shocked to see that over 95% of companies do not have Sales take a commission on renewals unless it’s a particularly challenging one; the AE is there to help with it as a “bounty renewal”. in this case, the AE gets a % but is not taken from the CSM. Other interesting data points: "Commission on upsells and renewal made up 30% of the total compensation package. However, the exact commission % was determined by dividing the 30% by $$$ into the total ARR managed by the CSM." What metrics should this be based on? Most followed this model to Typically, companies that are earlier in their CS maturity will base this off a few leading indicators (adoption milestones, EBRs, etc.), and then move to comping on lagging indicators (retention, expansion, NRR, etc.) once their leading indicator activities have been proven. The following are examples of metrics you can use, not an exhaustive list: Leading: QBRs and/or EBRs (attained vs scheduled) Product adoption milestones (product dependent) Lagging: Net Revenue Retention (NRR) - this is likely the most common Retention Expansion Advocacy (hard to make this scale across large teams and mixed portfolios - this is better as a SPIFF or annual metric to Bonus on) From there, you can determine the weight of each metric on the bonus. I'll give an example using a bonus that is achieved by a renewal retention goal and an NRR goal. Criteria for 100% Bonus Attainment: 90% Renewal Retention (50% weight) 125% Net Revenue Retention (50% weight) "This keeps it pretty simple with two priorities. Retain and Expand Revenue. The Retention goal being assessed separately ensures CSMs don't have significant churn masked by massive upsells. In this example, if a CSM had 85% Retention and 115% NRR, they'd end up at 93.22% to goal for their overall commission/variable comp."

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Most sales professionals are losing 75% of qualified sales opportunities (SaaS Alliance). There are a multitude of reasons why this is, but here are the 2 I see most often: 1. Your prospects are not qualified 2. Your teams are not prepared to serve buyers. To learn more about these 2 issues, how to overcome them and increase your win rates again, click the link. https://hubs.ly/Q02Tr_mQ0 #RevenueEnablement #DemandProgression #WinRates

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Do not read this post if your quota attainment per seller is >70%, Average Deal Sizes have grown >2x in the last year and if you don't need more Sales Pipeline. For those of you that do, I'm proud to announce a revolutionary way for your GTM teams to drive productivity with DatabookGPT. But, don't listen to me, listen to our customers: “As we pilot the new DatabookGPT, we find it’s driving down the creation of our initial account plans from seven weeks to seven minutes,” said Chris Smith, Chief Strategy Officer at Grant Thornton. “It's a game changer." "Every AE at Databricks lives by our value of 'customer obsessed.' Understanding the value the Data Intelligence Platform delivers for every customer is essential. DatabookGPT was built on Databricks and supports our sellers by giving them that account intelligence," said Ron Gabrisko, Chief Revenue Officer at Databricks. "Through our teams' use of Databook, we saw our average deal size increase by 54.8% in FY24", said Kirsty Mundy, WW Field Enablement Microsoft, Industry Solutions Delivery Learn more at www.databook.com. It's Generally Available now for companies looking to grow their deal sizes, shorten their sales cycles, and grow pipeline. #accountintelligence #enterprisesales #strategicrelationshipmanagement

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To transition from founder led sales you need a repeatable sales motion.   The right sales team can help you achieve this. But where should you start? AE, VP of Sales, or somewhere in between? In this article, Matthew Codd talks about how to justify the investment, why you should avoid hiring a VP of Sales too soon, and why you should definitely avoid hiring one too late! Checl out the article below. https://lnkd.in/e_sUd-uf

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🚀 Transform Your Sales Team with the 30x30 Sales Program by Nazeer Aval 🚀 Are you a Business Owner frustrated with low sales conversions, constant hiring and firing of salespeople, and inconsistent sales performance? Are you a Sales Professional struggling to close deals, missing targets, and feeling unsure about your sales approach? 👉 Introducing the 30x30 Sales Program – A Revolutionary Approach to Sales Success! 📅 Launch Date: 6th January 2025 – Start the New Year with a focused, proven, and results-driven sales strategy. 💼 What is the 30x30 Program? 📚 Morning Session (30 mins daily): Learn 1 powerful sales concept every day via Zoom. 🧠 Evening Debrief (30 mins daily): Reflect, discuss, and reinforce the day’s learning with your sales team. 📈 The Outcome: Enhance your sales conversations by at least 30% and drive measurable results. 🌟 Why Trust Nazeer Aval? ✅ 25+ years of global sales experience across diverse industries. ✅ Internationally trained sales expert with proven methodologies. ✅ Certified SPIN Selling Practitioner – Globally recognized sales framework. ✅ A track record of coaching high-performing sales teams and driving sustainable growth. 🎯 Who Should Join? Business Owners: Spend more time strategizing and less time firefighting sales issues. Sales Professionals: Elevate your confidence, sharpen your skills, and close more deals. 💰 Investment: Just $100 per person per month (paid upfront). 🎁 Special Offers: Quarterly Payment (Upfront): Get 10% OFF Annual Payment (Upfront): Get 20% OFF 🚀 The time for change is NOW. Make 2025 your best sales year yet! 📲 DM me or Comment '30x30' below to get started or 🔗 Click Here to Register Now https://lnkd.in/dXVP-WBN ✨ Your team deserves the best coaching. Your business deserves unstoppable growth. Let’s build it together! 🚀 #SalesTraining #SalesCoaching #BusinessGrowth #30x30Program #SalesSuccess #Leadership #SalesStrategy #SPINSelling #NazeerAval #SalesTeamDevelopment #2025Success

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Let's get real. Most sales strategies barely scratch the surface when it comes to actually closing qualified pipeline. To uncover proven plays to create, convert, and close more revenue, Clari gathered the best advice from Kevin "KD" Dorsey, founder of the Sales Leadership Academy, and Derek Antti, Sr. Manager, Revenue Development at Clari, in a brand new playbook. Discover how to: 🔥 Create new meetings using my KPIC Method 🔥 Convert by ensuring prospects see you everywhere 🔥 Close more pipeline by aligning on business outcomes Don't let this opportunity to capture more revenue slip by. Grab the “Create, Convert, and Close: 3 Sales Plays to Capture More Revenue” playbook here: https://lnkd.in/g9nevVee Happy closing.

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Sales360's automated custom pricing changes the game and shortens turnaround times. Simply... 1) Enter details and get a quote 2) Send to the customer for DocuSign 3) Instant automated enrollments + confirmations Book a free demo. ➡️ https://hubs.ly/Q02D_M0l0 #energysales '#fastercontracting

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How many CSMs have experienced a handover conversation like this? To be clear, this is NOT about coming down on sales reps. Creating a strategy and process and setting expectations is on leadership. It’s on leadership to set AEs, CSMs, and clients up for success at every stage of the buyer and customer journey. So, if this handoff conversation looks familiar, don’t waste time or breath complaining about your sales counterparts. Instead, advocate your leadership to create a sales-to-CS handoff process that is efficient for sales and effective for CS and clients. Tie your case to revenue. Check out my post from yesterday on handoff tips, and check back here tomorrow for more tips on the handoff. P.S. Shout out to the Sales Engineers, who are often the unsung heroes and often step in to fill in gaps. #sales #customersuccess #gotomarket

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🔥Tech Stack for Your Entire GTM Sales Funnel🔥 Top – Middle – Bottom In today's era of advanced sales tech, it can be challenging to determine which tools to use at each stage of your GTM funnel. Here's some good suggestions: -- Top of funnel -- → Clay - Great for pulling and enriching lead lists for cold outbound → ListKit - Also great for finding valid B2B contacts → Common Room - Real buyer Intent signals and integrations → Instantly.ai - Sending platform and DFY domain set-up → Trigify.io - Social signals from Linkedin → LeadMagic - Find valid B2B email adresses and identify mx records -- Middle of funnel -- → Vector 👻 - Off site buyer intent + onsite lead identification → Distribute - Digital sales rooms → RB2B - Website visitor identification and enrichment → Calendly - Meeting book and pre call flows -- Bottom of funnel -- → Fathom - AI Meeting Assistant - Auto generate summaries of sales meeting and record content → Airtable - CRM and data reporting ----- What's your favourite part of the funnel to operate in? ___________________________________________ ✅ We share the latest AI & No-Code Automation contents every day! Follow Best AI Tools Finder  for more AI updates! ♻️ Repost to share this update with everyone! Brilliant share by: Louis Young 👋𝐇𝐞𝐥𝐥𝐨, 𝐋𝐨𝐨𝐤𝐢𝐧𝐠 𝐭𝐨 𝐝𝐫𝐢𝐯𝐞 𝐦𝐨𝐫𝐞 𝐭𝐫𝐚𝐟𝐟𝐢𝐜 𝐭𝐨 𝐲𝐨𝐮𝐫 𝐀𝐈/𝐒𝐚𝐚𝐒 𝐭𝐨𝐨𝐥𝐬? 𝐒𝐞𝐧𝐝 𝐮𝐬 𝐚 𝐃𝐌!👆 ___________________________________________  #chatgpt #nocodeautomation #SaaS #aitools #bestaitools2025 #bestaitool #bestaitools #2025trendingaitools #2025aitools #newaitools2025 #aitools2025 #bestaitools2025

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Universal messaging doesn’t exist when in sales. Nuances do exist, even if we (PMMs) believe one doc speaks for everyone. That’s kinda hard when in sales. Because, the best sellers listen more than they speak. - Ask questions for thoughtful dialogue - Suspend pre-existing assumptions - Be curious about the buyer’s world Sellers don’t just talk about product; they listen for cues on ‘why’ it might pique interest. That’s why one messaging doc isn’t enough in sales. (A lesson I learned fast, when I first started smiling ‘n dialing.) Because, even great messaging needs context for new buyers on a sales call. Context being “how does this relate to me today?” Context = better seller credibility Here are three fast buckets I find that context for faster sales credibility: 1. Know the buyer: Use Perplexity to gather public testimonials about your product. Better when what’s said matches job title and industry. 2. Market: Use Perplexity (again) to find three key insights related to your product’s market category, from the buyer’s perspective. Example being Dropbox can be both “digital cloud storage” or “remote collaboration”, depending on buyer POV. 3. Competition: When you know the appropriate category, easier to narrow scope on key competitors. Should be no more than 2-3 in any competitive deal for B2B. Review win-loss opps, ask sellers “what common competitors get mentioned?”, and use Perplexity to fill the gaps. I mentioned Perplexity three times. If you’re not familiar, it’s an AI model ideal for market and competitive research. Gives you the direct source link for every fact cited. Objective research makes for more credible sellers too. 😉. But back to messaging! Great product messaging shows how to talk about it. But, listening matters more in sales. And sometimes, great messaging doesn’t show what to listen for (on a sales call). Even great messaging needs context in sales. Listen for it, don’t just talk about it. —————— This post was inspired from latest 1-hour convo on We're Not Marketers 💀 with Robert Kaminski 🎯. Listen while you’re working out at the gym. No timer needed. 🏋🏾‍♂️

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