Jeff Swank

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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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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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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What are the root causes of poor GTM team alignment? Our recent survey sheds some light on what your revenue team Ops peers are saying. These comprehensive reports provide all the information. https://gag.gl/4YHwRD #RevOps #DataQuality #RevTeamAlignment

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Gong moving crazy fast as usual giving the people what they want!! Don't want to create account handoff docs from SDR --> AEs, or AEs --> CSMs? ✅ Don't want to listen to 30 min calls to score disco calls? ✅ Don't want to leave Gmail to get full context into the accounts you're prospecting? ✅

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"I don't think I would recommend Bigtincan to any of our competitors because I want to maintain that leading edge in the industry. " Hear from Jasper Engines' Director of Marketing, Jason Hulsman, as he shares how his team achieves that competitive edge. From automated content updates for sellers to content ROI tracking and the ease of personalizing customer presentations, discover how Jasper Engines drives success. Congratulations to Jason and the teams at Jasper Engines on their impressive achievements! #marketing #sales #alignment #enablement #marketing #sales #alignment #enablement

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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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Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

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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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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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Your buyers are on a journey that starts long before they reach out to you. Most buyers have already researched potential solutions to their unique problems. They want social proof, and they know where to get it. Sites like G2 exist to strengthen the confidence a buyer can have by seeing actual reviews for software from actual customers. So, by adding interactive demos to your G2 profile, you have an additional leg up on the competition and more evidence for your future champion to take back to their buying team. Take 5 minutes to learn how to let customer see your fantastic product through G2! #buyerenablement #consensus #demoautomation #testimonial #voiceofthecustomer

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Segment design is one of my favorite parts of TigerEye. Cutting segments with simple rules is so incredibly powerful when you consider how each rule interacts with the others. When you're editing segments in TigerEye, you're generally working in a plan scenario. While you're developing the plan it doesn't change any production data - you're in a sandbox until you decide to publish the plan. This lets you see the impact of segmentation changes without messing up current account assignment or even showing your work to others. You can explore different ideas quickly and safely. We really believe that the reliance on manual work in spreadsheets is holding back operational teams - RevOps, SalesOps, MarketingOps, FinanceOps. These are critical strategic functions in modern business and we're building tools to help empower these teams to 10x their impact.

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RevOps professionals are constantly seeking ways to enhance their skills and advance in their careers. In collaboration with MarketingOps.com and RevOps Co-op, we've delved into these trends through our yearly State of RevOps survey. Discover the insights ⬇️ https://gag.gl/zgDVrY #RevOps #data

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Revenue Leak is a $2 Trillion silent killer. Every year, revenue teams lose hard-earned dollars to hidden leaks. The source? - Inefficient processes - Errant forecasts - Misaligned teams To equip revenue leaders to shut down leaks, Clari launched the 2024 Revenue Leak Report. This report features input from 420 revenue professionals across IT/Technology, retail, financial services, and more. Find out:  - Why 61% of companies missed their 2023 revenue target - Where revenue teams are investing their tech dollars  - How 26% annual Revenue Leak impacts your bottom line - And much more Grab your copy of the Revenue Leak Report and start shutting down leaks today: https://lnkd.in/g2qqVVhD 

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☁️ 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

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