Zach Hawtof’s Post

Most deals are lost to indecision and the status quo. The reason why can likely be traced back to what happened (or didn't happen) in discovery. Looking forward to discussing this topic with the Apollo.io Sales Community!

Should you discuss price on a discovery call? Drop your thoughts below. 💥 ⬇️ This week inside our Slack community, join Hannah Ajikawo, CEO of Revenue Funnel and LinkedIn Top Sales Voice, as she shares her top 5 tips for nailing the discovery call. 🔍 Everything from: —Crafting compelling openings —Uncovering customer pain points —Building trust —Closing with confidence When: July 9th at 8am PT / 11am ET Where: Join via the link in the comments (you’ll get the replay, too!)

The time has come for the launch of our new community! This is a really important moment in my career, and I'd love to have you all there with me! On March 7th at 4:30pm EST we will be hosting an Open House to announce details about our brand new slack community for sales and marketing leaders, The Redwood Grove! We will talk all about the community: What it is, it's benefits, who it's for, and much more! Here are some things that are worth knowing before you even consider attending: 👉 We will NEVER try to sell or even send any sales and marketing communication to members and those who attend the event. We are only collecting email addresses in order to send the meeting link invite. That's it. 👉 Part of the benefits of the community are the member-exclusive resources. Our goal for those is that they will always be ACTIONABLE, meaning you'll be able to do something positive after attending a webinar or receiving a playbook. 👉 The goal is to build this WITH our audience, and not FOR our audience, so please give us as much feedback as you want. This is for you! I am beyond excited to finally have the Redwood Grove go live, and I can't wait to interact with everyone that joins as well. I don't really like asking things from you guys, but for this one I'd love it if you could all show our new community some love, either by joining us on March 7th, or by sharing this event with others if you're not who the community is meant for! I'd mean the world to me and our team at Growth! I hope to see you guys there! 🙏🏼 #community #b2bmarketing #b2bsales #communitybuilding

Offering Data with Intelligence; connect with me to find out how @ZoomInfo may help you to upscale your Buissines and unlock the secret to sales success 🙌

Join me (and others!) at The Gather Community Winter Celebration 2023. My talk title is From Leads to Sales: Tracking Tools and Templates to Make it Seamless Paula will share: - The ultimate Lead Generation Tracking System to make sure your hot leads don't fall through the cracks - How to set up you year so there's Always a Next Thing to enroll your clients into - A Client Onboarding Toolkit that will wow and delight your new clients ❄️ Link is in first comment below ❄️

Join me (and others!) at The Gather Community Winter Celebration 2023. My talk title is From Leads to Sales: Tracking Tools and Templates to Make it Seamless Paula will share: - The ultimate Lead Generation Tracking System to make sure your hot leads don't fall through the cracks - How to set up you year so there's Always a Next Thing to enroll your clients into - A Client Onboarding Toolkit that will wow and delight your new clients ❄️ Link is in first comment below ❄️

Join me (and others!) at The Gather Community Winter Celebration 2023. My talk title is From Leads to Sales: Tracking Tools and Templates to Make it Seamless Paula will share: - The ultimate Lead Generation Tracking System to make sure your hot leads don't fall through the cracks - How to set up you year so there's Always a Next Thing to enroll your clients into - A Client Onboarding Toolkit that will wow and delight your new clients ❄️ Link is in first comment below ❄️

Join me (and others!) at The Gather Community Winter Celebration 2023. My talk title is From Leads to Sales: Tracking Tools and Templates to Make it Seamless Paula will share: - The ultimate Lead Generation Tracking System to make sure your hot leads don't fall through the cracks - How to set up you year so there's Always a Next Thing to enroll your clients into - A Client Onboarding Toolkit that will wow and delight your new clients ❄️ Link is in first comment below ❄️

Slack's number is (or I guess was) 2,000. Stuart Butterfield and Slack's early growth strategy is well-documented. He's been quoted numerous times about their magic number 🔮 in the early days of growing Slack. "But it hit us that, regardless of any other factor, after 2,000 messages, 93% of those customers are still using Slack today.” 🤯 What does conversion mean in your case? What does retention mean or activation? For Bryan and the team at nextbillion, one of their magic numbers happens to be a Journey insight (take a listen to a snippet of him describing how Journey is integrated into their opportunity qualification process): More than 5 views on a Journey (by key stakeholders) = higher likelihood of the deal closing 😍 Every business is going to have slightly different numbers and very different signals because of what your product does and the value it delivers, but the fact remains the same... Find your numbers... Because once you do you can work to find fun and creative ways to move people towards those milestones. Journey is purpose-built to convert prospects into champions and to help revenue teams close more deals and retain customers.

Didn't know if I could repost... a repost on LinkedIn but here we go. Like most SaaS products, the value it offers depends on BOTH the quality and experience of the tool AND the user leveraging it. For Journey, we've seen some of best sales leaders creatively and effectively implement Journeys all throughout their sales process to help drive opportunities through the sales funnel and re-invigorate stalled deals with data. PS - would love to hear what other metrics sales teams are including in their pipeline reviews and deal quality assessments.