Jordan Sanvictores

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 💜

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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 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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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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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?

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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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𝐈𝐬 𝐘𝐨𝐮𝐫 𝐒𝐚𝐚𝐒 𝐒𝐚𝐥𝐞𝐬 𝐓𝐞𝐚𝐦 𝐑𝐞𝐚𝐥𝐥𝐲 𝐑𝐞𝐚𝐝𝐲 𝐭𝐨 𝐂𝐥𝐨𝐬𝐞 𝐂𝐨𝐦𝐩𝐥𝐞𝐱 𝐃𝐞𝐚𝐥𝐬? 🧐 In today’s SaaS world, it’s not just about giving your reps product knowledge — it’s about making sure they’re fully equipped to navigate complex, multi-stakeholder deals. 😅 Fact: Teams that use sales enablement tools see 20% higher productivity. So, let’s break down how you can make sure your team is always ready to close! 💪 ⭐️ 𝐁𝐮𝐢𝐥𝐝 𝐚 𝐫𝐞𝐬𝐨𝐮𝐫𝐜𝐞 𝐥𝐢𝐛𝐫𝐚𝐫𝐲 - Provide your team with an on-demand library of battlecards, customer stories, and competitive comparisons. Use platforms like Guru or Showpad to keep everything organized and accessible. 🗂️ ⭐️ 𝐋𝐞𝐯𝐞𝐫𝐚𝐠𝐞 𝐀𝐈-𝐝𝐫𝐢𝐯𝐞𝐧 𝐜𝐨𝐚𝐜𝐡𝐢𝐧𝐠 - Tools like Gong can automatically analyze calls and offer insights on where reps need improvement. Instant feedback = faster growth. 📊 ⭐️ 𝐑𝐞𝐠𝐮𝐥𝐚𝐫𝐥𝐲 𝐮𝐩𝐝𝐚𝐭𝐞 𝐲𝐨𝐮𝐫 𝐩𝐥𝐚𝐲𝐛𝐨𝐨𝐤𝐬 - The market’s always changing! Make sure your team’s playbooks are up to date with new tactics, pricing, and customer objections. Use tools like Notion to keep things dynamic and collaborative. 📖 Are your reps prepared for complex deals? Let me know in the comments what sales enablement looks like for YOUR team! 💬👇 #SalesEnablement #SaaSSales #SalesTraining #B2BSales #SalesLeadership #SalesStrategy

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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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 97% of leaders admitted to experiencing challenges with their sales compensation plans. Here are 5 ways to mitigate these issues. 5️⃣ Focus on alignment. 39% of RevOps leaders said their comp plans fail to align with their key performance indicators. Avoid shaping your comp plan until your main business objectives are fully formed and agreed upon. 4️⃣ Test it. A high-level test involves applying last year's number to your proposed plan (you can do this in QuotaPath). Go deeper by scenario testing according to next year’s revenue assumptions. Then odentify the highest possible commission payout a rep can achieve on a deal. 3️⃣ Measure performance. Review attainment over time, revenue growth rate, earnings by plan component, and more. 2️⃣ Recognize that your comp plans require love and adjustments throughout the year. 1️⃣ Tailor elements of your compensation plan to account for specific roles, territories with varying sales cycles, or unique team dynamics. (A seasoned rep entering a new market shouldn't be on the same comp plan that they were on previously.) Full article here: https://lnkd.in/gbpqTDgd

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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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EQUITABLE ≠ FAIR Jamie Edwards, Head of GTM Ops & Tools at Gusto, illustrates this difference with the example of 2 types of sellers: 🤝 Relationship sellers: Super methodical reps who invest significant time to bringing in larger deals. ☎️ Quick sellers: Reps who strive on getting the quickest sale possible, and keep moving forward. Here's how the approach differs when you're assigning accounts: ⚖️ EQUITABLE: You assign an equal number of accounts to each seller. ✅ FAIR: You assign accounts based on the type of seller, i.e., more accounts for the quick seller as compared to the relationship seller. And this is how you help your reps hit their quotas 🎯 He also shared some interesting insights with Mike Groeneveld (Everstage) on: ✅ Why traditional geographic segmentation isn’t ideal ✅ The concept of attach rates in a SaaS context ✅ Techniques to boost productivity among sales reps Tune into the full conversation now 🎧 Spotify: https://lnkd.in/gvzBZtDT Google Podcasts: https://lnkd.in/g95kAFbf Apple Podcasts: https://lnkd.in/gsNU4GbV #podcast #gotomastersshow #revenueoperations

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Frontline sales management is the toughest job in the company. The most successful frontline leaders have a disciplined approach and consistent operating cadence. In the latest Building Elite Sales Teams episode, Dana Smith,Sr. shares why consistency is critical as a sales leader: Dana also discusses the importance of hiring well, being a genuine leader who can admit when you're wrong, and not 'watering the weeds' by moving on quickly from reps who aren't working out. Check out the full episode for more of Dana's advice on developing as a leader and building high-performing sales teams.

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Big disconnect right now between frontline sellers and Exec teams I posted yesterday about a few things that have come up recently with a few leaders that have reached out to me. From that post, I got a slew of front line sellers reach out to me and tell me they feel like their companies just dont understand what its like being on the frontline. This is a fundamental breakdown of communication between the frontline, middle and senior leadership teams. The good news though, this can be fixed pretty quickly. The responsibility sits with Director and VP level leaders. Understanding and communicating about the real challenges the sellers are facing on the frontline is essential. Taking that feedback and championing it with senior leadership cross functional is an essential role function of the Director and VP. Too often, the Director or VP are too focused on trying to execute what the business expects that they do not take the time and effort necessary to solve these challenges. If you struggle with this, you are not alone. Help is out there and coaching is available for those of you that want it. Its our responsibility to ensure our frontline folks are heard and supported! Lets all do better.

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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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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!

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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

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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

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