Erin Mathurin

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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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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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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Looking to expand your territory and crush your quota? 👊 In this episode of In Your Corner, our CEO and Founder, Henry Schuck, shows how enterprise account executives can identify new accounts to target in just a few clicks. Using ZoomInfo's Advanced Search, sellers can easily find accounts within their territory that aren't existing customers and connect with contacts who are most likely to engage. Watch below to see how it works. ⬇️

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Prospecting doesn't have to be painful. ZoomInfo Copilot connects you to the right buyers at the right time, eliminating questions about which leads you should prioritize and pursue next. Hear from Lightpath's Barrett Brown on how ZoomInfo Copilot helps them spend less time searching and more time selling. 👇 #ZoomInfoCopilot

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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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AN INCREASE IN SALES TURNOVER According to SiriusDecisions data almost half (45 percent) of B2B sales organizations have average turnover rates above 30 percent. It’s because of the competitive nature of sales. As companies grow, their need for additional salespeople also increases. Now that sellers can work from almost everywhere, the competition for talent has skyrocketed. Are you struggling to keep your sales team fully staffed? If yes, let’s talk. With over 34 years of experience placing top sales talent with our world class clients, we look forward to helping you build and retain an over quota sales team. Go ahead and schedule time on my calendar if you’d like to learn how we can help you meet your sales goals. My Calendar: https://lnkd.in/g2RE8AX

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"The Great CRM Chase: A Sales VP’s Odyssey" It’s Monday morning, and Dave, the VP of Sales, opens the CRM. Instead of a well-oiled pipeline, it’s chaos: Deals with no next steps. Notes like “Follow up…eventually?” A $100K opportunity marked “probably happening, IDK 🤷.” Dave sighs. Time to hunt down his team. Scene 1: The Chase Begins Dave finds Sarah, the star rep. Dave: “Where are the notes for the Anderson deal?” Sarah: “Oh, they’re on a sticky note somewhere. I’ll log them…later.” Next, rookie Jake. Dave: “Why is this $50K deal still open?!” Jake: “Oh, I closed that last week. Forgot to update the CRM.” Dave: “Jake, forgetting CRM updates is how forecasting dies.” Scene 2: The Lightbulb Moment After chasing reps all day, Dave realizes: yelling isn’t working. Time to gamify. A leaderboard goes up in the office: “Top CRM Champs.” Challenges begin: “Log 15 follow-ups by Friday = free coffee!” The mantra changes to: “Clean CRM, Bigger Bonus!” Suddenly, Sarah’s sticky notes disappear. Jake updates his deals immediately. Even the grumpy reps want leaderboard glory. The Moral Chasing reps is exhausting. Gamification? That’s how you win the CRM battle. Dave smiles at his updated dashboard, sipping his coffee like a general who just won the war. Your turn: What’s your trick for making CRM updates painless? Let’s swap ideas! 🚀 4o

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Steven Bryerton, SVP of Sales at ZoomInfo, shared this cold-calling tip 👇 You need to come with a strong hypothesis on what you think the prospect is focused on. I call this a reverse pitch. Instead of pitching your solution within 60 seconds of meeting someone, you pitch the problem. What you hear every single one of their peers working on. This sounds like: "In a few recent conversations with Logistics leaders at companies like A & B, we're seeing a theme around two challenges: 1) Reliable Capacity. Securing affordable capacity in an uncertain marketplace to stay under our transportation budget. 2) Visibility. Get better freight visibility in transit to improve predictability and overall customer experience." You can layer in more relevance based on your research. But those are the nuts & bolts of a great reverse pitch. ⛔️ What to do if none of this resonates with your prospect This is where Steven's tip comes into play. Don't make a big deal about it. Keep moving. This sounds like: "That's interesting, Steven. That's all the logistics leaders are sharing in the last three conversations I've had. What's #1 or #2 for you?" ~~~ Make your best educated guess. Show you did your homework. That will activate the law of reciprocity to work in your favor. Put in the work and, even if you're wrong, the prospect will put in the work to correct you.

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Ready to turn your networking efforts into real revenue? 💸 Account Executive Marcus Williams shows how ZoomInfo Copilot's Chrome Extension quickly uncovers the contact info you need to connect with a prospect. Once you’ve got that, Copilot takes it a step further — helping you craft personalized email outreach and surfacing AI-driven insights about your prospect’s business, so you’re fully prepared when it’s time to meet. Watch the demo and discover how to turn your next conversation into a closed deal. ⬇️ #ZoomInfoCopilot

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11 things world-class sales development teams DO—and what the worst teams DON’T Insights from... → Outbound Squad's experience working with world-class teams at Gong, Shopify, Rippling, and more → Orum's 2024 State of Sales Development report Commentary on how the best sales development teams... ✅ Use AI responsibly ✅ Retain top talent SDRs ✅ Align with AEs ✅ Deal with low-pick up rates ✅ And plenty more 👇 P.S. Watch this video for our full commentary: https://lnkd.in/eBFYfnU3

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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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If you are a Sales Navigator user, you have to read this post from Andre Marcel Mendes!

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VP's and Directors of Sales - Managing Deal Velocity ◾ A slowing sales cycle is every VP’s nightmare—it impacts forecasts and morale. ◾ Pushing deals harder won’t work if internal or customer-side blockers remain. Quick Tip: 🔷 Dig into data. Where exactly are deals stalling? 🔷 Equip your team with better tools and messaging for each stage of the customer’s journey. 🔷 Collaborate cross-functionally. Often, blockers originate outside the sales team. 🔷 Speed isn’t just about moving faster—it’s about removing obstacles. Where do you see the most friction in your deals? What has been your best strategy for this? Share

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According to Gartner, up to 85% of deals are closed by the first seller to engage with a prospect. But, 60% of the buyer’s journey is already over by the time your sellers are able to engage. That gives sellers an almost microscopic window of opportunity. GTM teams are missing out on vital opportunities by failing to target the “hidden” buyers. With ZoomInfo Copilot, GTM teams can identify prospects who are ready to buy right now. By leveraging the power of AI, Copilot gathers and analyzes millions of B2B data points and combines it with our best-in-class third-party company and contact data, as well as your CRM data, to unmask hidden buyers, shorten sales cycles, and increase win rates. Read more about how Copilot can help you close the opportunity gap 👉 bit.ly/3AdvxZX #ZoomInfoCopilot

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What sets the most successful sales reps apart? 💡 One key difference is BOOKS! Here are a few recommendations... ➡️ "The Challenger Sale" by Matthew Dixon & Brent Adamson - Teach, tailor, and take control of customer conversations. ➡️ "SPIN Selling" by Neil Rackham - Master the art of asking the right questions. ➡️ "Sell with a Story" by Paul Smith - Harness storytelling to connect with clients. ➡️ "Fanatical Prospecting" by Jeb Blount - Fill your pipeline and avoid sales slumps. ➡️ "To Sell is Human" by Daniel H. Pink - Understand the psychology behind selling. Have you read some of these? 📖 What books have impacted your success? #SalesTips #ProfessionalDevelopment

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Ready to crush your sales goals? 💥 ZoomInfo Copilot uses AI to identify priority accounts and provide tailored recommendations for outreach — allowing you to sell more confidently. 💪 Hear from customers like Patricia Peral, Senior Director at Beeline, to learn how ZoomInfo Copilot will revolutionize the way you sell: bit.ly/3LicWP3 #ZoomInfoCopilot

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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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"Past performance is one of the best predictors of future success" This is why I Use Behavioral Questions as a Sales Recruiter Sales is not only hitting quotas (although important). It’s about resilience, strategic thinking, and the ability to navigate complex situations. Behavioral questions help me uncover how a candidate operates when the pressure is on, when deals fall apart, or when they need to pivot strategies to close new business. For example, I might ask: “Tell me about a time you landed a major deal with a tough client. How did you approach it?” “Describe a time when you faced rejection repeatedly. What did you do to stay motivated?” “Can you share how you’ve managed competing priorities while building your pipeline?” These questions show adaptability, creativity, and grit, which are crucial for success in sales roles. When working with hiring managers, I ensure that candidates not only have the right experience but also the mindset to thrive in their environment. Behavioral questions give me those deeper insights to make better matches for both candidates and companies. What’s your go-to approach for assessing top talent? Let’s exchange ideas! #Recruiting #SalesTalent #BehavioralInterviewing Talentfoot Executive Search and Staffing

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