Jaime Kronick

Ever wondered how mature your sales enablement program is? From your first call to action to exciting business outcomes, Highspot guides you every step of the way to help you build a solid sales enablement strategy 📈 And it starts with a simple assessment, available now 👇 https://hghspot.co/3XUIwK1 #salesenablement #maturity #test #assessment

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What does a sales coach do? While many organizations leave coaching up to sales managers, some hire a dedicated sales coach purely focused on helping reps develop the skills needed to have meaningful buyer conversations. The day-to-day duties of a sales coach include one-on-one coaching, role-play sessions, critical feedback, and deal collaboration. Coaching sales reps is vital, and if you aren’t currently doing it, good news – getting started can make a world of difference for your bottom line. Here's how you can get started today to see MAJOR sales growth this year.

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The more realistic enablement initiatives are, the better equipped reps are to do real-world selling. The less realistic they are, the more their confidence and productivity suffer. So how can you truly connect enablement with reality? It’s all about getting great data, modeling an ideal, and running realistic role-playing sessions with leaders involved. With these three essential strategies, you can ground your enablement initiatives in real-world scenarios that allow you to validate, iterate, and rehash based on how customers actually respond. To learn more, check out my latest piece for The Edge here:

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𝐏𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐠𝐞𝐧𝐞𝐫𝐚𝐭𝐢𝐨𝐧 is one of six priority business outcomes for Gong's customers. Come join our upcoming webinar with Eric Bauer from Rapid7: 𝐔𝐍𝐋𝐎𝐂𝐊 𝐀𝐄 𝐏𝐑𝐎𝐃𝐔𝐂𝐓𝐈𝐕𝐈𝐓𝐘 𝐓𝐎 𝐒𝐔𝐏𝐄𝐑𝐂𝐇𝐀𝐑𝐆𝐄 𝐏𝐈𝐏𝐄𝐋𝐈𝐍𝐄 𝐆𝐑𝐎𝐖𝐓𝐇

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Revenue leaders are calling on sales enablement to train a workforce that can deliver higher win rates, increase revenue, perform consistently, and deliver standout customer experiences. That’s why at Gong we’re introducing three new AI capabilities this week to help do exactly that. These capabilities will bring rigor to pipeline management and coaching, with AI that gives enablement, RevOps, and frontline managers the trustworthy insights they need to: ✅ Improve forecast accuracy and pipeline conversion rates by using AI to automatically pinpoint gaps in adherence to sales methodologies ✅ Increase revenue per rep, with AI that automatically suggests answers to scorecard questions, helping managers coach reps consistently and at scale ✅ Increase data trust, with out-of-the-box Smart Trackers and assessment tools that make it easier to build, preview, and deploy accurate, comprehensive concept trackers Game changing for both revenue and enablement leaders. Get the full story about our latest release here:

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/gZ7qQftm #salesenablement #change #saas

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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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I’ve seen Rallyware’s nudges in action, and they really do boost sales performance 👏 These smart, data-driven prompts keep teams energized and on track. As the article highlights, "Behavioral nudges align with natural behaviors, driving sellers to achieve more." It’s amazing how a few well-timed prompts can lead to big results! Peek at the article to see these cool tricks in action.

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In the ever-evolving world of sales, mastering negotiation strategies is critical for driving revenue growth and securing deals. We’ve compiled 11 essential strategies that can transform your sales approach and boost your success rate. By implementing these game-changing techniques, you can not only elevate your sales game but also strengthen client relationships. For a deeper dive into these strategies, visit https://okt.to/zKFJuv.

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Today on FiredUp!, we talk to Gong VP of GTM Enablement, Stacey Justice about how to equip sales and customer success teams with the tools they need. As you get traction, how do you scale that success to create a repeatable process that is aligned and consistent but also adapts as customer needs develop. How do you get leadership buy-in? How do you measure the effectiveness of your enablement efforts. Gong is clearly a great platform to help with that GTM alignment - so this is a chance to learn from the Stacey who is leading their enablement efforts. https://lnkd.in/g_YdV6pf

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𝐂𝐔𝐒𝐓𝐎𝐌𝐄𝐑 𝐒𝐔𝐂𝐂𝐄𝐒𝐒 𝐈𝐒 𝐀 𝐅𝐑𝐎𝐍𝐓𝐈𝐄𝐑 𝐑𝐎𝐋𝐄. 𝐴𝑛𝑑 𝑓𝑟𝑜𝑛𝑡𝑖𝑒𝑟 𝑟𝑜𝑙𝑒𝑠 𝑟𝑒𝑞𝑢𝑖𝑟𝑒 𝑓𝑒𝑎𝑟𝑙𝑒𝑠𝑠𝑙𝑦 𝑜𝑝𝑒𝑛 𝑚𝑖𝑛𝑑𝑠. 📚 In his seminal book, "The Seven Pillars of Customer Success," Wayne McCulloch discusses the three waves of Customer Success. The third wave, where “CSMs will drive their own revenue streams through strategic success services,” has clearly hit us. 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐒𝐮𝐜𝐜𝐞𝐬𝐬 𝐰𝐢𝐥𝐥 𝐧𝐨𝐭 𝐨𝐧𝐥𝐲 𝐝𝐫𝐢𝐯𝐞 𝐫𝐞𝐯𝐞𝐧𝐮𝐞 𝐭𝐡𝐫𝐨𝐮𝐠𝐡 𝐬𝐞𝐥𝐥𝐢𝐧𝐠 (𝐫𝐞𝐧𝐞𝐰𝐚𝐥𝐬 𝐚𝐧𝐝 𝐞𝐱𝐩𝐚𝐧𝐬𝐢𝐨𝐧) 𝐛𝐮𝐭 𝐚𝐥𝐬𝐨 𝐛𝐞 𝐩𝐚𝐢𝐝 𝐛𝐲 𝐭𝐡𝐞 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐭𝐨 𝐝𝐨 𝐭𝐡𝐢𝐬 𝐛𝐞𝐜𝐚𝐮𝐬𝐞 𝐭𝐡𝐞𝐲 𝐚𝐫𝐞 𝐓𝐇𝐀𝐓 𝐆𝐎𝐎𝐃 𝐚𝐭 𝐡𝐞𝐥𝐩𝐢𝐧𝐠 𝐭𝐡𝐞 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐚𝐜𝐡𝐢𝐞𝐯𝐞 𝐫𝐞𝐬𝐮𝐥𝐭𝐬. ❓So, how geared up are we to ride this massive wave? ❇️ From personal experience—having structured and led a CS function in the highly volatile and complex Crypto industry—I know how hard this is to pull off. 💡 There are many interesting ideas being discussed: ✅ Horses for courses - depending on the type of company, product/service and scaling needs. ✅ Variants of blended teams - ensuring zero diffusion of responsibility. ✅ Skill enhancement through training, and AI enabled augmentation. ❗️ But is there a need for a radical rethink? Or are we comfortable with the road we are on? What about a bigger focus on the sharing/borrowing of ideas from other industries? 𝑇ℎ𝑒 𝑖𝑚𝑝𝑎𝑐𝑡 𝑜𝑓 𝐶𝑢𝑠𝑡𝑜𝑚𝑒𝑟 𝑆𝑢𝑐𝑐𝑒𝑠𝑠 𝑖𝑠 𝑎𝑙𝑟𝑒𝑎𝑑𝑦 𝑏𝑒𝑖𝑛𝑔 𝑓𝑒𝑙𝑡 𝑎𝑐𝑟𝑜𝑠𝑠 𝑖𝑛𝑑𝑢𝑠𝑡𝑟𝑖𝑒𝑠 𝑜𝑢𝑡𝑠𝑖𝑑𝑒 𝑜𝑓 𝑆𝑎𝑎𝑆. 𝑊ℎ𝑎𝑡 𝑐𝑎𝑛 𝑤𝑒 𝑙𝑒𝑎𝑟𝑛 𝑓𝑟𝑜𝑚 𝑎𝑛𝑑 𝑠ℎ𝑎𝑟𝑒 𝑤𝑖𝑡ℎ 𝑒𝑎𝑐ℎ 𝑜𝑡ℎ𝑒𝑟? 𝐅𝐫𝐨𝐧𝐭𝐢𝐞𝐫 𝐫𝐨𝐥𝐞𝐬 𝐫𝐞𝐪𝐮𝐢𝐫𝐞 𝐟𝐞𝐚𝐫𝐥𝐞𝐬𝐬𝐥𝐲 𝐨𝐩𝐞𝐧 𝐦𝐢𝐧𝐝𝐬. What do you think? Would love to hear your thoughts!💡 #CustomerSuccess #CSM #TeamBuilding #theCSProgressive #AllinonCustomerSuccess

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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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Learning a new presales methodology is exciting, but true mastery comes from implementation. Here's how to ensure your team goes beyond theory and crushes their sales goals: 🔑 Coaching is Key: Don't leave your team hanging! Schedule regular coaching sessions to review progress, provide feedback, and tackle challenges head-on. 🤝 Team Power: Include group coaching sessions where your team learns from each other's experiences. Collaboration is a powerful tool! 📈 Track & Analyze: Set clear milestones and KPIs to measure how well your team integrates the new methods. Track progress and identify areas for improvement to maximize ROI. Investing in post-workshop support empowers your team to adopt and master new skills, leading to increased sales success. Check out this article for more tips: https://lnkd.in/gWUdv6GB What are your tips for maximizing the impact of sales training? Share them in the comments! #salesenablement #coaching #greatdemo #growthmindset

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Cold calling tips and research for boosting your cold calling success.

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This is going to be the biggest thing of 2024. Please meet Generation Enablement. 👋 They're not defined by their age or their titles, but by their outsized impact on go-to-market strategy, behaviors, and yes, results too. See how they drive strategic change across their organizations, and how you can too, in Seismic's latest study. 📖 https://bit.ly/4cSrnFI #GenerationEnablement

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The Gong + MadKudu partnership is a 💙 love letter 💜 to sellers... ...and 𝑦𝑜𝑢𝑟 secret weapon for streamlining your sales process and boosting your win rates! Now you can access account intelligence, run signal-based prospecting playbooks, and prioritize accounts...all within Gong Engage. Here's how: ⏳ 𝐒𝐭𝐨𝐩 𝐰𝐚𝐬𝐭𝐢𝐧𝐠 𝐭𝐢𝐦𝐞 𝐬𝐞𝐚𝐫𝐜𝐡𝐢𝐧𝐠 𝐟𝐨𝐫 𝐝𝐚𝐭𝐚 scattered across different tools. MadKudu seamlessly integrates with Gong, putting everything you need at your fingertips. 👫 𝐅𝐨𝐜𝐮𝐬 𝐨𝐧 𝐛𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐫𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬, 𝐧𝐨𝐭 𝐫𝐞𝐩𝐨𝐫𝐭𝐬, quickly identifying decision makers, champions, and power users, and personalizing outreach with ease. 🤓 𝐆𝐨𝐧𝐠'𝐬 𝐫𝐞𝐚𝐥-𝐭𝐢𝐦𝐞 𝐜𝐨𝐚𝐜𝐡𝐢𝐧𝐠 𝐬𝐮𝐩𝐞𝐫𝐩𝐨𝐰𝐞𝐫𝐬 combine with 𝐌𝐚𝐝𝐊𝐮𝐝𝐮'𝐬 𝐢𝐧𝐝𝐮𝐬𝐭𝐫𝐲-𝐥𝐞𝐚𝐝𝐢𝐧𝐠 𝐞𝐱𝐩𝐥𝐚𝐢𝐧𝐚𝐛𝐥𝐞 𝐀𝐈 provide effortless insights into your calls and activities. Get ready to close more deals, exceed quota, and finally fall back in love with the sales process. Learn more below 👇 . . . #gong #madkudu #salesforce #sales #quota #pipeline

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Enablement is all about empathy — for both reps and for customers. It’s crucial to coach this into reps so they can bring the best into their deals, but it’s just as important for managers to bring empathy into their meetings with reps to offer them concrete guidance and advice. That’s what I loved about this success story from Nick Lewis, Global Head of Revenue Enablement at Uber for Business. AI-backed revenue intelligence gave them data-driven insight into what high performers who are great at building pipeline, but struggle to close are doing. This empowered leaders with the data they needed to provide solid coaching to help these reps outperform. Those are the kinds of wins that makes enablement successful and I’m so proud that Gong is offering this intelligence to amazing revenue orgs like Uber. Read more about Uber for Business’ incredible story here:

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The best salespeople know that selling isn’t about pushing products—it’s about understanding and solving the buyer’s complete problem.  This approach builds lasting relationships and exceeds quotas.  To do this effectively, you must understand the outcomes your buyer wants, both professionally and personally. That’s where great discovery questions come in. We asked top sellers in our "How I Sell" series to share their favorite discovery questions. Here are some highlights: 1️⃣ How important is this problem to solve? How important is this problem to solve right now? Jen Allen-Knuth, Founder at DemandJen, uses this two-part question to help gauge the urgency and relevance of the problem, compared to other priorities they might have. 2️⃣ How will the proposed change impact you personally? This question is a favorite of Lisa Earle McLeod, Founder of McLeod & More, Inc. It helps reveal personal stakes in the buying process, address any hesitations, and build a genuine connection with buyers. 3️⃣ Can you walk me through the last time you made an investment in your business? Kimberly Dieter, SVP of Sales at HubSpot, loves to ask this question because it uncovers decision-making processes and criteria, which allows you to tailor your sales approach. These questions, coupled with active listening, are key to understanding the buyer’s psychology and motivations. The best sellers don’t just address business needs—they delve into personal motivations to truly connect and provide value. Mastering this skill can significantly boost your sales success. Check out 7 more favorite discovery questions used by top performers here: https://lnkd.in/euseq5Q6 #sales #salesstrategy #discoverycalls #b2bsales #salestips

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The Generation Enablement Report: The Rise of Enablement's Influence is here, and one thing is clear: enablement technology isn't just another "nice to have" – it's a necessity. Key Takeaways: 💰 86% say enablement tech frees up time to focus on revenue-generating activities 🤝 91% say enablement tech helps them provide a better customer experience 😌 97% say enablement tech makes their job easier Discover the full report to learn how #GenerationEnablement drives transformational change across their team in Seismic's latest study, here: https://bit.ly/4cSrnFI ​

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