Dave Robertson

What should you do when a promising deal goes dark? 🧐 I have the pleasure of working directly with Sales Manager David Mansfield and here he shows how ZoomInfo Copilot can help you identify and re-engage with key contacts to get your deal back on track. Don't let a stalled opportunity mean a lost deal. Learn how ZoomInfo Copilot's AI capabilities make it easier to multi-thread, connect with decision-makers, and keep the momentum going. ⬇️ #ZoomInfoCopilot

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Is your sales team ready to sell better and sell faster. Who wants to be the best in the game, I know I do. Check out the video of 👋 Ryan Hart, MBA explaining how Copilot works and how it works for you. Let's set up a call today, send me a message. #zoominfo #gtm #sellbetter

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I've been around intent data for the better part of a decade (developing and selling it at G2 and using it ever since). There are two factors I'm hearing from sales leaders that are currently driving intent discussions: 1) People are looking for more efficient ways to prospect because spray and pray doesn't work and conversion rates continue to drop 2) New players are popping up claiming they can do more / better (ZoomInfo, RB2B, etc.) Here's what we are currently experimenting with: > Social "Intent" < We track who likes/comments on our posts, who follows our company, and who is engaged with content that resonates with our value prop. The benefit to this method is that its personal. We can reach out and get generally good responses because they clearly know who we are and we can send customized executive outreach. The hard part about this is twofold: 1) its very manual - though we've used a combination of process, systems, and outsourcing to help 2) there's a reason why I put the word "Intent" in quotes. As with any signal, not everyone is a qualified prospect. > Website visitors < We've tried all the reveal products. They work (ish). It can mix up spouses who both work from home - one product showed my mom was on our website, when it was actually my dad. True story, 👋 mom. So the good news is you now can get person level data making the outreach more cut and dry. However, we've seen limited success in response rates. Our hypothesis is that many people on our site are simply reading a blog or poking around. They may not be an ICP fit or not ready to buy. The outreach cant hurt but it hasn't been as fruitful as first hoped. Couple that with the reminder that good reveal products show ~20% of your visitors, great ones maybe 30-40%. That means that a majority of your visitors aren't being shown, no matter what provider you are using. > 2nd and 3rd Party < Tools like G2 and 6Sense have shown success. But its important to make sure we are placing their value in the right place. These platforms are great for top of the funnel educational outreach. I'd use these tools in conjunction with ads, target account outreach, and social engagement to "strike while the iron is hot." The good news is intent is getting more dialed in. The bad news is there is no silver bullet. IMO the only way to actually see success is to marry these intent data inputs into a larger model that includes other 1st party data which scores the signals and then kickstarts campaigns (automated or not) towards high-intent accounts. Unfortunately, the signals, systems, and plays that need to be set up to make this work effectively are not trivial. So get a good Rev Ops pro, good intent data, and a good strategy and you should be all set :)

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Before diving into passive real estate investing, here are 5 things to keep in mind: 1. Do your own research. - Check market trends. - Look at area demographics. - Consider economic forecasts. 2. Set your goals. - Are you after income, diversification, or long-term growth? 3. Choose the right investment for your goals. - Make sure the deal aligns with what you want. - Ask questions if you're unsure. 4. Organize your finances. - Set your budget. - Plan for unexpected expenses. - Explore financing options. 5. Find the right partner. - Make sure you're a good fit, not just financially, but personally too. So, if you're interested in Passive Real Estate Investing, check my website now to learn more and let's talk! https://lnkd.in/dkwFMHRS

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Your AEs not generating enough pipeline? Too dependent on SDRs? Some thoughts and suggested actions: ➡ Insufficient Training & Enablement Outbounding and selling are distinct skills, and over 80% of reps aren't proficient in both. Without a compelling talk track, AEs won't confidently pick up the phone. Solid email coaching is essential for generating responses. Action: Create a practical playbook for AEs and offer weekly or bi-weekly training sessions on the latest best practices. ➡ Lack of Accountability Outbound efforts are challenging and often unpleasant, much like exercising. Accountability is crucial as most people won't do it on their own. Action: Schedule weekly 1-hour blocks dedicated to pipeline generation. Assign a team lead or a rep with leadership qualities to ensure adherence and report on daily results. ➡ Misguided Sales Math Avoid setting arbitrary activity targets. Instead, help reps determine the precise outbound activities needed to hit their sales targets. Action: Calculate the necessary outbound activities starting from revenue and deals closed to the number of meetings needed. ➡ Inadequate Coaching & Feedback Pipeline and deal reviews dominate most managers' 1-on-1s and team calls, leaving little room for pipeline generation discussions. Provide guidance on target accounts, approach strategies, and messaging feedback. Action: Dedicate 10-15 minutes of your weekly 1-on-1s to focus solely on pipeline generation. What did I miss? #sales #outbound #pipeline #salestips #outboundsales

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