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Ali Z. Syed’s Post
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I was a bit disappointed last week when I posted this..... It had no engagement, what's worse it had virtually no impressions. I'm reposting, because, IMO there is a ton a value in what I'm sharing here today, that will absolutely add value in how you operate your business as a Sales Leader, Account Manager or Account Executive! So this time I'm putting some context below, because it has had a material impact to the performance of my team: 🌏 Master Territory Planning: I own a very large book of business, that would normally in any business simply be split by total $Dollars over the number of IC's in the team. I went deeper, and analysed the performance and skillset of each team member, and assigned specific accounts (based on their history with us) that suited their skillset. ⭐ Quantitative Goal Setting: Your goals are your north star. be aggressive, ambitious, but realistic too. for GTM your goal usually based on your set business target. In reality business targets are designed to achieve business objectives, not your personal objectives, so ask yourself the question, do I need to set my personal goal to be more aggressive than the one set for me. The likely case is no, but the beauty is that your personal objective will always require you to over deliver on a set target, so plan and track your goal against your maximum accelerators! 📈 Segment Your Pipeline into 3rds: For sales leaders it's really easy to get stuck in the weeds at a deal level, which inevitably ends up with you losing sight of the bigger picture. Ask your reps to segment their pipeline into big bets (slower velocity deals); core deals (what the business expects), and final 3rd are quick wins (in-month or faster velocity deals). This will give you a better understanding as to where and how to focus your time, where you see risks and to ultimately forecast much better. 🎥 Call in SLT for Big Deals: Senior leaders are like Movie Stars, they give impact, weight and meaning to a deal. Most managers and reps hate pulling them into deals, but it is the single best thing you can do to help secure deals. Give them an executive briefing document, set a role for them to play in the motion, and they will move blockers like a bulldozer with road rage!! 📢 Set Weekly Tasks: A Friday prep document creates alignment amongst leaders, managers and IC's. The document enables a clear view of actions that are required in order to move deals forward. I read my teams "Friday Rep Prep" over the weekend to get ready for 1:1's. It keeps are discussions tight, avoiding following the breadcrumb conversations, driving actionable outcomes.
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Kevin "KD" Dorsey featured on the 30 Minutes to President's Club newsletter on how to run 1:1's. I have implemented for my team, and is making a material impact to our 1:1's. check the comments for the details
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I felt like 💩 in June! I screwed up and cost us a high value deal 🤦♂️ Despite spending hours researching: Reading and analysing the companies financial reports, Listening to strategic statements & earnings calls, Understanding their products, Their current GTM motion, Pain identification and quantification, Preparing a POV to share with them, Building out an org chart for multi-threading We lost out. Because I IGNORED the specific problem the CMO was looking to solve and instead focused on the problem we had identified at a company wide level - thinking, the bigger problem the bigger the dollars! The learning for me and my team is that following a system and process is massively important in the deal cycle, and not missing the signals Don't get blinded by your own ambition No one cares about how much hard work you put into a deal Be humble enough to pivot based on the captive audiences needs Check out the list of incredible voices on Linkedin that I read and listen to regularly to keep mine and my teams skills sharp: Chris Orlob - Sales process and pain identification and quantification Jamal Reimer - Running an enterprise sales cycles Armand Farrokh - GTM execution Christopher Voss - Negotiation Have you lost any deals that your open to sharing that we can tear-down together to learn from?
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🏁 Grit. Resilience. Consistency. 🚀 Lewis Hamilton's win after 2.5 years. What a story. It’s got me thinking about sales. Picture this: 2.5 years of pushing, striving, and falling short. Race after race, coming so close but not quite there. Hamilton could’ve given up. But he didn’t. And neither should we. Setbacks? Part of the game. Rejection? Fuel for the fire. 1. Grit 💪 Imagine every race is a tough sales month. You face tough competitors and difficult clients. Every ‘no’? Just a step closer to ‘yes.’ Each rejection, a challenge to improve. 2. Resilience 🌟 Down but never out. Hamilton used his losing streak to get better. We need to do the same. Learn from each lost deal. Adapt your strategy. Come back stronger. 3. Consistency ⏳ Daily grind. Small wins. Big results. Hamilton’s consistent effort, day in and day out, led to his victory. In sales, every call, email, and meeting builds towards success. Every day counts. Struggling with targets? Think of Hamilton. Every race wasn’t a win, but he kept going. Push harder. Stay resilient. Trust the process. Your victory lap is near. Drive forward. Always. 🚀 #Sales #B2BSales #Resilience #Grit #Consistency #LewisHamilton #Motivation #Zoominfo #Success --- Got a story of bouncing back? Share it. Let’s inspire each other. 🚀
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This is a no brainer! One of the best events out there.
Who's ready to rock Vegas together? Grab your #Money2020USA pass before June 28 and save $400 on your pass! Gain connections, tools, knowledge and access to the innovations of the future: https://lnkd.in/gTmp22mY Money20/20
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GET OUT OF THE WAITING AREA. Find one thing you can do every day with or for your MPOC's, that is more than just the "any updates" email! For some it's the end of half this week. Go well and fight hard.
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Absolutely love this ad! Genius work Teamwork.com
“I’ve got changes” - the words none of us want to hear. Can you relate? 🫠 #TheClient
Because clients gonna client…
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I'll be in Amsterdam attending Money20/20 this week representing ZoomInfo. Looking forward to meeting with old colleagues and making new connections! #money2020
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