Jon Fraser

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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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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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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Sales leaders in Q4 "Helping" 🤝 The oldest problem in sales? Time NOT spent selling. - Your AEs spending hours finding good leads - Your SDRs drowning in manual research - Your best closers doing data entry When they should be selling 💰 What your reps REALLY want in 2025? It's not a President's Club retreat. It's not more deal coaching. It's more TIME back to sell. How do you give them that? Give your reps an AI Sales Agent. Think of it as giving each rep their own "sales multiplier" One that works 24/7 to: 1️⃣ Research 1000s of qualified leads weekly 2️⃣ Personalize outreach at scale 3️⃣ Book 10-15 meetings monthly All while your team focuses on what they do best: Closing deals. P.S. Your 2025 tech stack needs an AI teammate. Not just another tool. The future of sales is human + AI. h/t RepVue for the meme 😂 Credit: Jeff Chen

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Scheduling time to do one role play with one seller is hard. Scheduling it for your entire team is nearly impossible. Find out how to get all your sellers the coaching they really need, on their schedule: https://okt.to/aiEqNg

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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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Most SDRs and AEs we talk to think they don’t hit quota because of the other... but it’s actually because they don’t do one thing well. The AE/SDR pairings that do this almost always hit quota! It’s Monthly/Quarterly planning… (wait for it)... TOGETHER. AEs - What are your SDRs' goals? SDRs - What are your AEs' goals? If you can’t answer those questions you’re doing it wrong. Here’s how your planning should look: Quarterly: 1. Review and set goals - Review last quarter's performance. - Set new goals and KPIs for the next quarter (ACV, Pipeline, Opps, Appts, etc.). 2. Strategic Planning - Discuss big plans and upcoming campaigns. - Identify target markets, key accounts, and any focus shifts. 3. Feedback and Improvements - Share insights and feedback from both sides. - Agree on areas for improvement and coaching (AE’s play a big role here and help your SDR level up). Monthly: 1. Pipeline Review - Evaluate current pipeline, identify bottlenecks, and plan to move deals forward. - Focus on the status of key accounts and prospects. 2. Performance Metrics - Review KPIs for both sides. - Address any big deviations from targets and course correct 3. Training and Development - Find any training needs or skill gaps. - Plan upcoming training sessions and share best practices. Weekly: 1. Lead Status Updates - Review the status of appointments set. - Identify any stalled accounts and align on next steps. 2. Prioritization and Focus - Review top-priority accounts for the week. - Align on the focus areas and initiatives. 3. Feedback Loop - SDRs share feedback on target accounts and trends. - AEs provide feedback on appts. Daily: 1. Goals and Priorities - Quick alignment on key tasks and priorities - Ensure everyone is clear on their immediate focus areas 2. Status Check - Discuss the status of any urgent accounts. - Address any immediate issues or roadblocks. 3. Quick Wins and Celebrations - Share wins or successes. - Motivate each other and share recognition. Be a partnership! It can feel like a lot, but it should only take an hour or two each week. The payoff will be worth it! ------------------------------------------------------------------------------ P.s. If you want help improving your AE or SDR motions by creating and closing more pipeline, fill out this form. We will see if we can help!  https://lnkd.in/gFy-dpyQ

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The best salespeople pass along key deal data to onboarding teams by doing this...🎥 The handoff from Sales to Onboarding is crucial. A poor handoff can lead to churn. Efficient teams have their CRM configured to make it easy for Sales to capture key data and pass it downstream. Watch the full webinar, "Nailing Customer Lifecycle Transitions: Part 2" with Jeff Kushmerek, to learn more strategies to successfully move customers from sales, to onboarding, to long-term success. ➡ https://bit.ly/3Wv1k1i

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WANT HIGHER WIN RATES? JUST *ASK* Deals today are COMPLEX. Buying groups are larger. Sales cycles are longer. And more executives are involved. Luckily, AI is here to make understanding all of these moving pieces easier than ever. New capabilities, like Gong’s Ask Anything, give sellers the ability to ask AI questions that surface vital information about their calls and opportunities. This gives them the knowledge they need to move deals toward the finish line. In fact, win rates in deals where Ask Anything was used by the selling team were 26% HIGHER.

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"What percentage of your reps are actually hitting quota?" This is one of the most important questions you can ask when interviewing for a sales role. We have often seen companies overpromise and underdeliver when it comes to compensation. In this episode, Ryan explains how to avoid this ➡️ https://hubs.la/Q02SqtG20

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Would your first sales job exist if there were AI SDRs back then? Sahil joined Kyle Norton on The Revenue Leadership Podcast episode out today! Here’s a peak at what they talked about: 📊 The State of Sales: Has quota attainment bounced back? 👨‍👩‍👧‍👦 The Human Element: Do Sales Leaders now lack human empathy? Tune in to the full episode to hear more. Available now on your favorite podcast platform. 🎧 #TheRevenueLeadershipPodcast #Topline Pavilion

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Join Airtable for their insightful webinar on December the 17th @4:30. It is all about building a successful career in 𝗘𝗻𝘁𝗲𝗿𝗽𝗿𝗶𝘀𝗲 𝗦𝗮𝗮𝗦 & 𝗔𝗜 𝗦𝗮𝗹𝗲𝘀. Featuring top industry experts! 👉 Don’t miss this chance to attend this webinar and expand your network. https://lnkd.in/eZ5KeA9x #SalesSuccess #EnterpriseSales #Webinar #ScalingSuccess

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Earning buyer trust will never be easy. But most B2B companies make it harder on their GTM teams with these internal roadblocks: ❌ Compensation plans designed for the "quota crusher" You can't expect Sales to be customer-obsessed when they're only incentive is to close deals quickly, for as much money as possible. While teams don’t have to rewrite their compensation plans to focus solely on customer fit, they can take steps to tie compensation to retention or longer-term customer goals. ❌ Lack of internal enablement Most companies train their employees, particularly Sales, on the product first when they *should* be shining a spotlight on the problems their product solves. If you care most about the solutions your product offers and the pain points it addresses, enable your people to care most about those things too. ❌ Misalignment between Product and GTM teams In a customer-obsessed company, especially PLG ones, there’s no “throwing something over the wall to the Product team or vice versa.” This means avoiding situations where the Product team is building for the sake of building or rushing features to close one deal. And instead, championing a clear consensus on the product or feature, why it's being built, and who it’s for. __________________________________ In the words of Jill Rowley, "GTM teams aren’t designing with and for the customer. Instead, they’re designing for their teams’ objectives and processes.” To truly be about the customer, you've gotta walk the walk with your internal ecosystem first. Then you can start talking the talk.

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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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Your team deserves value from the tools they use, not disruption. With the right platform in place, all your AEs can be your top AE. Data + your GTM team + SalesAI = business success. See how SalesAI simplifies your every day and increases the value of your existing tech stack: https://bit.ly/3QQHMkN #SalesTech #AI #GTM

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What are the best practices for working with ABM leads? Should BDR or AE teams handle them? Listen to the full conversation "Small Budgets, Big Ambitions. Starting ABM from the Trenches" here ➡️ https://ow.ly/SQvR50RjOwO

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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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True? Follow 🙏 Leadership Counts - B2B Revenue - The GTM podcast for CRO's and CMO's in the B2B world #sales #salesleadership

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