Jillian Deitle, MBA

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.

4

3 Comments

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 💜

58

1 Comment

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

102

12 Comments

Me and Carson V. Heady talked about the most indispensable sales technology we used. If someone took one tool away from you… which one would be the one that makes you riot?! For me, it is Gong Why? Touches every part of the organization What’s yours? #sales #technology #tools

9

1 Comment

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?

16

1 Comment

Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

61

10 Comments

I think sales leaderboards are genius for so many reasons. But I also don’t want to get hung up on the numbers. I think it’s easy to feel the urgency to up your numbers. But I feel like that’s how you get commission breath. I think about this a lot. And I just gotta trust that the urgency should be on the activities and not the numbers. The numbers are just a result of the activities. If I continue to: -Connect with more people through outreach -Ask inquisitive and purposeful questions -Seek to understand the person -Prioritize the relationship -Provide great service I see no other option but to believe that if I continue to do all of those things… ...everything will take care of itself. And I feel like this is true for everything and for every goal. Winners and losers have the same goals. It’s their habits and actions that differentiate them. It’s mastering the basics.

3

Want to learn more about success for #presales teams? Do you feel the need to listen to Brian Copeland's amazing advice? Brian talks about his book📖 and how it can help you #sales #salesengineer

3

1 Comment

Dear Salesperson, VERY few people actually have a consultative sales process. But everyone believes they do. What most people practice is this: A **conversion** process with a consultative style. Hear me out. - You know how to ask good questions - You know how to let the prospect do much of the talking - You identify what problem they want solved - You ask why that matters The catch is: Your line of questioning conveniently leads the prospect to your product or service. What this misses: The directional vision of the leader you’re working with. You can’t truly consult with someone if you don’t have a deep, clear understanding of what they’re trying to accomplish. Here’s how to make the shift: Bring out all the viable options that could resolve the issue at hand. Earnestly evaluate each. Discuss with them: - Doing nothing, leaving the problem alone - Using your competition  - Going an alternative path that doesn’t involve someone like you  - Using your company Run hard after the truth. Bring some subject matter expertise. Offer some real world stories that illustrate each of the above paths and get their feedback. Help people make good decisions. And here’s the great news: If you know who (the client) you’re looking for really is and what they actually care about... ...and work at a solid company... ...you won’t have anything to worry about. Lean hard into all the alternatives. Do it confidently. No one else will, and you'll help support some great decision making. ---- PS - Go Vols. And if anyone knows the guy in the background posing with me and Bob Kesling, please tag him in a comment.

56

14 Comments

Every AE ever - "I cannot find the information I need, and I need it now!" Sales Leaders, is it a common complaint from your teams that they cannot find the answers? They cannot find competitor information, that latest deck, or that marketing snippet. Do they lose time searching Salesforce, Sharepoint or name your company's resource of choice to find the information? We have the Answer! #Qlik Answers is a stand-alone GenAI (RAG) solution sitting over your unstructured data, every PowerPoint, PDF, email, and text field in your CRM, and so on. Allowing your team to ask a question and get the answer immediately. Demand your teams get the one tool they need!

53

More insightful thoughts from John Barrows. This is the reality we live in today!

7

Aspiring sales leader, is leadership right for you? I welcomed Kevin "KD" Dorsey, known as the Father of Modern Sales Leadership, to the SDR Game podcast to explore whether a leadership role in sales is the right path for you. In this episode, you'll discover: Self-Reflection - KD discusses the importance of introspection and offers 4 crucial questions to help you determine if you're suited for a leadership role. Career Transition - Learn about the shift from being an individual contributor to taking on your first role as a sales manager. Essential Skills - KD underlines the significance of having robust documentation, using checklists, and engaging in deliberate practice to excel in sales management. 90-Day Plan - Gain insights from KD’s strategic 90-day plan tailored for sales managers. Recommended Reading - KD suggests these four insightful books for sales leaders: - Radical Candor by Kim Scott - Sales Manager Survival Guide by David Brock - Cracking the Sales Management Code by Jason Jordan - The Connector Manager by Jaime Roca, and Sari Wilde Support and explore the episode: 1) Like this post! 2) Watch here: Link in the comments.

18

6 Comments

Inbound representatives convert existing demand into revenue. Outbound representatives create new demand. Inbound reps are tasked with disqualifying leads. Outbound reps focus on qualifying leads. There’s a significant difference between these roles: The approach to the job, The skills required, The mindset needed. Recruiting Account Executives from product based companies like Salesforce, Hubspot. Most of these hires, around 90%, were used to inbound and cross-selling approaches. For outbound Account Executive positions in a scaling company, this wasn’t ideal 🤦🏼‍♂️. I wouldn’t recommend it 😅.

2

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

2

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

65

27 Comments

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

6

2 Comments

The decision to use ZoomInfo has never been easier. 🚀 But just in case you're still on the fence, hear it straight from the source! Check out the customer testimonials at the link below.

1

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

1

☁️ Only 12% of sales leaders strongly believe their CRM delivers actionable insights ...an even more challenging stat .... 77% of sellers' time is spent on NON selling activities... like updating CRM 🤦‍♀️ 🫨 Find more insights like these from the just released ✨ ROAD TO REVENUE IN 2025 ✨ Hear the big bets revenue leaders are making next year and how they plan to win them with data from 1400+ organizations in Gong labs new report, The State of Revenue Growth 2025. Get your copy here: https://lnkd.in/ezy8VPX2

14