Podcasts about ZoomInfo

This episode is the audio from our recent webinar on multi-threading. Heath Barnett of Mixmax, Amber Smith, and Karen Hor of ZoomInfo joined us to share how top reps increase their win rates by 2-3x, shorten sales cycles, and drive expansion by mastering multi-threading. Check out more free content and get coaching at ⁠⁠⁠⁠⁠https://outboundsquad.com.

Are your webinars generating leads, but not revenue?Leslie Douglas and Becca DeBortoli break down how to evolve your webinars from one-off lead generation events into strategic sales opportunities.Learn what high-performing teams do differently, from aligning content to funnel stages, to building automation into follow-up, to tracking downstream metrics that matter. Walk away with a full-funnel strategy that drives real revenue, not just names on a list.You'll Learn:How to structure webinars for different funnel stages and business goalsWays to equip sales teams with actionable webinar intelligenceStrategies for measuring webinar success through pipeline metricsThe Speakers: James Buckley, Leslie Douglas and Becca DebortoliIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

Most cold emails don't even make it to the inbox, let alone getting opened.Nick Palasz teardowns real cold emails — including what's working, what's getting filtered, and how to fix it fast.Walk away with proven strategies for increasing reply rates, the #1 segmentation mistake killing your campaigns, and side-by-side examples of emails that win — and flop.You'll Learn:How to fix deliverability before touching copyBehavioral + role-based segmentation tipsLive rewrites of real emails from the audienceThe Speakers: Will Aitken and Nick PalaszIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

Show Notes: Alex Lugosch and Ilya Druzhnikov, founders of True PMF, explain that True PMF is a rapid prototyping and discovery service for startups and established companies who are releasing a new product or testing a new market and don't have the tools or six to eight months to try new experiments for product market fit. The firm uses cold calling tools to test out different ideas and pitches to potential clients, focusing on understanding the reactions of potential buyers. Ilya explains how their tool saves time and money by improving the cold call process. First Steps in a Cold Call Strategy Alex and Ilya work with a founder to identify their target audience and use tools like ZoomInfo to gather a list of people that fit that profile. They then use cold calling tool to test out different ideas and iterate different pitches to potential clients. They also train the founder to do cold calls, helping them understand the process and find what resonates with potential buyers. The firm often stacks rank lists of 20 audiences to test in the next 20 days, with each experiment taking about two sessions of an hour each. At a certain point, they do turnover, where the founder takes over to learn how to do the process. They use several list building services, data validation services, and dialers to build tight lists, accessing many people at the C-suite that most founders can only dream of contacting. Within one or two calls, they find that those people are picking up on their pitches and talking to them, which is a significant improvement from the traditional six-month process of trying to determine if something is a product market fit. The Cold Call Conversation and Analysis Ilya explains the process, beginning from when they contact the founder, building the initial list, finding direct phone numbers for 80-100 people, and loading them into their enterprise-grade tech stack that few startups can afford.  He goes on to explain how they start the conversation.  They try to make the pitch relevant to the founder and explain that their solution could save time and money while having a positive impact on the bottom line. After the call, the transcript goes directly into the AI model, which produces an analysis of the conversation and offers recommendations on how to proceed. The next step is to determine the outcome of the call. In a typical calling session, there are sometimes upwards of 14 or 15 connects. As the conversation gets closer to the target, the conversations become more rich, with more follow-up emails, scheduled demos, and referrals. It's an iterative process until discovering the audience is interested in the topic and/or the call can be referred to the right person. Cold Calling Techniques The conversation turns to the importance of effective cold pitching techniques. They mention the importance of recognizing what's currently relevant to the client. They also discuss the concept of partnering one person to take a pitch and then alternate to the other person without giving feedback. The key to getting better at cold pitching is focusing on the elements that work in the previous pitch. This technique can be applied to other situations as well, such as listening to each other's tone of voice and understanding their preferences. Alex emphasizes that these techniques are not meant to scale sales but to provide relevant information about messaging and product features that can be used in outbound campaigns that are scalable, such as emails, LinkedIn messages, or conferences. Ilya and Alex give an impromptu example of an opening conversation with mid-market private equity owned portfolio companies. Ilya explains that their informs more effective marketing strategies. This approach helps clients narrow down their ideas about the persona, develop stronger content that connects with their target market(s),  and ensures that their marketing efforts are highly effective. Cost of SDRs Cold Calling The discussion revolves around the cost of cold calling sales development representatives (SDRs) and their effectiveness in B2B product spaces. Emphasis is placed on understanding the messaging and the potential for managing costs. They mention a company with 400 clients across Europe that raised over $50 million and had six SDRs, but none of them were effective. They also mention that a multinational tech startup with a large B2B sales team cannot afford six CROs to run their sales team. They advise against giving cold calls to unskilled SDRs, as they may not be adaptable enough to handle complex situations. However, cold calling is a good prototyping tool, as it allows companies to reach a wider audience, gain insights and understanding of their market, and potentially increase their revenue. Examples of How TruePMF Serves Clients Alex and Ilya initially focused on high-growth e-commerce brands, but later discovered that they needed to target established e-commerce brands looking for margin expansion. They created a new list of these brands and tested it with CTOs, which proved more relevant. Then, they called private equity partners, specifically tech stack operating partners, to expand their reach. This allowed them to sell their solution across multiple brands. Another example is a smaller company with 20 clients, all big enterprise clients, looking to sell to private equity firms. Ilya also discusses the process of selling a product before building it, and emphasizes the importance of honesty and transparency in the sales process.   About the Founders of TruePMF.com Alex Lugosch, a FinTech founder and executive at a wholesale, e-commerce company, and the B2B credit space, and Ilya Druzhnikov, a serial entrepreneur and angel investor, have both been working with founders and CEOs to help them understand Product Market Fit. They have worked in various industries, including B2B wholesale, e-commerce, and angel investing. The website, Pmf.com, is by referral only, and they have a bias for working with serious people who are serious about their business. They require founders to attend every call, including the CEO, Chief Revenue Officer, and Head of Sales. The company has sold their product to 400 companies across Europe and is coming to the United States. Timestamps: 00:02: Introduction to True PMF and Their Unique Approach 03:28: Explaining the True PMF Service  06:35: Detailed Walkthrough of the Process 10:47: Iterative Improvement and Audience Targeting  16:29: The Role of Cold Calling in Business Development  34:04: Client Examples and Success Stories  40:23: Background of Alex and Ilya  Links:  Website: https://truepmf.com/ Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Tired of cold calls getting shut down in seconds?Watch Jackie Varrichio, Senior AE at Pareto, in a tactical session on how to win conversations from the very first second. We broke down the anatomy of a great cold call — from creative openers to powerful pattern interrupts to effective objection-handling.Sara and Jackie role-played each section live — showing what works, what doesn't, and why. Walk away with tested tactics that get real responses — not hang-ups.You'll Learn:Creative openers that grab attentionPattern interrupts that shift the toneObjection responses that keep the convo goingThe Speakers: Sara Uy and Jackie VarrichioIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

Tired of deals stalling when objections arise?Mike Manzi breaks down the three most common deal-killing objections. Learn how to not just respond to objections, but proactively uncover them before they become roadblocks.See how top performers keep deals moving with techniques like exaggeration questions, and gain a deep understanding of the real issue behind each objection so you can resolve it with confidence.You'll Learn:How to uncover hidden objections prospects won't volunteerWays to isolate what type of objection you're really facingStrategies for creating momentum when buyers hesitateThe Speakers: Leslie Douglas and Mike ManziIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

If your outbound results are falling flat, it's probably not your pitch—it's your list.List-building expert, Mark Colgan, shared his screen and took you behind the scenes on how pros build a targeted outbound list in real time.Get the exact process top reps use to find the right accounts at the right time.You'll Learn:Common mistakes people make when building a listShow a live demonstration of building a list for outboundHow to automate your list buildingThe Speakers: Will Aitken and Mark ColganIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

This episode is the audio from our webinar on objection handling. We were joined by Will Aitken, Founder of WillAitken.com, Jack Wauson, GTM Team Lead at Mixmax, and Abdulla Casino, Manager of Sales Development at ZoomInfo. Check out more free content and get coaching at ⁠⁠⁠⁠https://outboundsquad.com

Want to expand beyond your current customer base?Stephen Oommen reveals his proven approach to breaking into new accounts. Learn how to position yourself as a trusted resource from the first interaction and build the relationships that open doors.He delivered actionable strategies for identifying high-potential accounts, selecting the right outreach channels, and building credibility quickly with new prospects.You'll Learn:How to identify and prioritize high-potential new accountsWays to adapt your approach for different industries and rolesStrategies for leveraging relationships to gain warm introductionsThe Speakers: Leslie Douglas and Stephen OommenIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

What do you do when the market crashes and your team starts to panic? ZoomInfo's CRO James Roth has one rule: don't lower the bar.In this episode, James opens the playbook on what it really takes to lead a high-performing sales org through chaos. No buzzwords. No theory. Just the hard truths, decisions, and systems that keep ZoomInfo's revenue engine running—even when headlines scream panic.▶ From stock market volatility to sales team psychology, from discipline under pressure to the revolutionary impact of AI—this episode goes deep.James shares:Why most sales leaders get downturns completely wrong.The exact moment leaders lose control of their team's culture—and how to prevent it.What a real CRO's morning routine looks like (and why it starts at 4:30 a.m.).How ZoomInfo's AI instantly surfaces insights, empowering every rep to sell like a top performer.Why lowering quotas in tough times is never the answer.The precise leadership mindset that turns pressure into your strongest advantage.This is the episode to share with your VP, your board, or your top performers who are questioning how to navigate market uncertainty.It's a candid, behind-the-scenes conversation with one of the most respected go-to-market leaders in SaaS.Watch until the end—James reveals the single most damaging mistake sales leaders make when markets tank (and it's not what you think).About the ShowWhat does it really take to grow a B2B business today? We ask the people doing it.The Belkins Podcast dives deep into the strategies, decisions, and behind-the-scenes insights driving real growth at top B2B companies. Each episode features candid conversations with industry heavyweights—CROs, CMOs, founders, and seasoned operators—who've navigated market downturns, scaled teams, and mastered the realities of revenue growth.You'll hear hard truths, unfiltered insights, and actionable tactics directly from leaders who've actually done the work.

Want to know what goes through a top seller's mind when crafting outreach?Brandon Jeppson and Kellen Casebeer write effective prospecting messages in real time.This show gave unprecedented access to see high-performing message creation in action, with detailed explanations of why certain approaches work while others fall flat.You'll Learn:Cold call openers that create actual conversations with buyersHow to nail your value proposition every timeEffective ways to ask for the meetingThe Speakers: Leslie Douglas, Kellen Casebeer and Brandon JeppsonIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

Is it possible that a whole generation of consent-management solutions built for the EU-driven opt-in world are unsuitable for the opt-out scenario predominant in the US? How are DPOs and AI Governance professionals to deal with “shadow AI” and “shadow IT”?  Daniel Barber is DataGrail's CEO and co-founder. Prior to DataGrail Daniel led revenue teams at DocuSign, Datanyze (acquired by ZoomInfo), ToutApp (acquired by Marketo) and Responsys (acquired by Oracle). He also advises several high-growth startups. References: Daniel Barber on LinkedIn Unveiling DataGrail's 2024 Data Privacy Trends Report: The Time Data Subject Requests Surged 246% in Two Years DataGrail Privacy Inspector (Chrome Web Store) Max Anderson (Ketch): Privacy Tech spotlight I – the future of CMPs, value vs. hype in privacy compliance SaaS (Masters of Privacy, April 2025)

Wondering why no one replies to your outreach?Lauren Bailey reveals the most common prospecting mistakes that drive prospects away. From pushy email bumps to awkward cold call openers, learn what NOT to do and get actionable alternatives that start conversations.She gave an insider's view from someone who receives hundreds of prospecting attempts and trains thousands of sellers on what works.You'll Learn:How to avoid the cold call blunders that end conversations instantlyWays to create follow-ups that add value instead of pressureStrategies for social outreach that engage rather than repelThe Speakers: James Buckley and Lauren BaileyIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

This episode is the audio from our recent webinar on cold email. Jack Wauson of Mixmax, Meghan Morrison, and Cir Crawford of ZoomInfo joined us to share the state of cold email in 2025, a proven cold email framework, and how top teams are leveraging AI. Check out more free content and get coaching at https://outboundsquad.com

Scott Sutton is the CEO of Later, where he leads the company's strategic vision and operations. Previously, he served as Chief Business Officer at ZoomInfo, helping grow the business from $150M to over $1.2B ARR through 10 acquisitions and an eventual IPO. Scott holds a Bachelor's and Master's in International Management from Portland State University and studied business analytics at Harvard Business School.Listen to Scott's podcast Beyond Influence.

Want to know why your discovery calls aren't leading to closed deals?Keenan reveals why the disco questions most reps ask are all wrong and how sometimes the most simple questions work the best.Learn how to shift from product-focused inquiries to uncovering the real problems driving purchase decisions and find out the one discovery question that changes everything.Keenan gave practical questioning techniques that help you understand your prospect's "why" and move deals forward with genuine momentum.You'll Learn:How to identify and focus on root-cause problemsWays to get prospects to reveal their true motivationsStrategies for overcoming discovery roadblocksThe Speakers: Will Aitken and KeenanIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

In this episode of Tech Sales Insights, Randy Seidl is joined by Crawford Del Prete, President at IDC, to discuss IT trends for 2025 and what every seller should know about the market direction. The conversation covers Crawford's extensive career path, the role of AI in sales, infrastructure growth, and IDC's new Tech Match product. They delve into the importance of understanding customer needs, leveraging AI for sales preparation, and the transformation in application software businesses. Crawford shares insights on successful sales strategies, the significance of mentorship, and how IDC is positioning itself for future technological trends. The episode is sponsored by ZoomInfo and brought to you by the Sales Community.KEY TAKEAWAYSAI in Sales: Embrace AI tools for significant enhancements in preparedness and effectiveness in sales meetings. Lean into AI to stay competitive.Industry Growth: Infrastructure layer investments will continue growing, driven by AI advancements, with notable 55% growth in the past year.Customer-Centric Approach: Successful companies understand and address the specific "jobs to be done" by customers, leveraging deep market intelligence.IDC Tech Match: IDC's new platform helps IT buyers with AI-assisted RFP generation and vendor shortlisting, easing the buying process.Leadership & Training: Continuous training and adapting to industry trends are crucial for maintaining relevancy and operational excellence.Use of Data: Effective data sovereignty and orchestration are vital in AI adoption for mitigating risks and ensuring data control.QUOTES"If you're a seller and you're not getting prepared for meetings with AI, you're going to get screamed at.""Michael Dell has an uncanny ability to capitalize on industry transitions effectively.""Technology has reinvented itself five times since I started. You gotta love that transition to keep up.""Companies that use IDC services effectively are those that deeply understand customer problems."Find out more about Crawford Del Prete through the link/s below:https://www.linkedin.com/in/crawford-del-prete-082221/This episode is sponsored by ZoomInfo, the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.

In this episode of The BlueHat Podcast, host Nic Fillingham and Wendy Zenone are joined by Dhiral Patel, Senior Security Engineer at ZoomInfo and one of MSRC's Most Valuable Researchers (MVR). Dhiral shares how a hacked Facebook account sparked his passion for ethical hacking. From web development to penetration testing, Dhiral has become a top bug hunter, landing multiple spots on the MSRC leaderboards. Dhiral reflects on his early MSRC submissions and lessons learned. He also discusses the importance of mastering web security basics, practicing on platforms like TryHackMe and Hack the Box, and staying connected with the bug bounty community.  In This Episode You Will Learn:  The importance of mastering web security basics before diving into bug bounty hunting Why hands-on platforms like TryHackMe and Hack the Box are perfect for beginners Dhiral's journey from blogging to freelancing and security research Some Questions We Ask: How do you balance competition and collaboration in the bug bounty community? Can you explain what clickjacking is and if it still works today? Why did you start with Power BI, and how did it lead to your journey in security?    Resources:      View Dhiral Patel on LinkedIn   View Wendy Zenone on LinkedIn   View Nic Fillingham on LinkedIn    Related Microsoft Podcasts:     Microsoft Threat Intelligence Podcast   Afternoon Cyber Tea with Ann Johnson   Uncovering Hidden Risks   Discover and follow other Microsoft podcasts at microsoft.com/podcasts   The BlueHat Podcast is produced by Microsoft and distributed as part of N2K media network. 

70%+ of sales professionals who use AI at least once a week report:✅ Shorter deal cycles✅ Larger deal sizes✅ Improved win ratesWant to see what tools and techniques these top reps are using to get these results?We show you how to use AI the right way to help improve your sales process.You'll Learn:How to accelerate deal cycles with AIWays to leverage AI to increase deal sizesTechniques to boost win rates with AI-powered sellingThe Speakers: James Buckley, Bryan Tunick and Thibaut SouyrisIf you want to catch The Daily Sales Show live, join hereLooking to up your sales skills?Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membershipSales Training for your TEAM Follow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

Today on the pod, our very own Andrew Riesenfeld, COO of GTM here at ZoomInfo.We explore how Andrew scaled revenue operations at DocuSign, why outbound is broken, and how AI is reshaping sales efficiency at ZoomInfo, and for our customers. In this episode, you'll learn:Why outbound is broken—and how to fix it with signal-based sellingHow to build scalable sales playbooks that actually workWhy a “golden record” is critical for data-driven sales successHow AI is transforming sales forecasting and improving sales efficiencyAndrew shares tactical insights from leading revenue teams at some of the world's top companies - and why the future of sales is all about precision and personalization.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham 

Sales is a numbers game—99 no's for every yes.But too many reps overlook a goldmine: the 99 leads they've already worked.Experts Jack Doheny and Joel Graber reveal how to maximize every lead through strategic nurture campaigns, helping you engage prospects at the right time and turn missed opportunities into wins.You'll Learn:How to make the most of every leadWhen to engage prospects depending on their sentimentHow to create strategic nurture campaigns that convertThe Speakers: Jed Mahrle, Joel Graber and Jack DohenyIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

Ever wonder what prospecting looks like when top performers do it?Elmer Lopez and Chelsea Rickman walked through their complete prospecting process from research to outreach.Learn how they choose targets, craft messages across multiple channels, and develop follow-up strategies that get responses.You'll Learn:How to research and select the right prospectsWays to craft compelling messages that stand outStrategies for effective multi-channel follow-upThe Speakers: James Buckley, Chelsea Rickman and Elmer LopezIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

Want to see your cold emails jump from the ignored pile to the irresistible pile?Cold email experts, Lydia Hutchison and Seth List, for a review, analyze and rewrite real cold emails.They break down what's working (and what's not) in subject lines, hooks, and CTAs.You'll Learn:How to write subject lines that boost open ratesWays to create hooks that keep prospects readingStrategies for crafting CTAs that generate responsesThe Speakers: Leslie Douglas, Lydia Hutchison and Seth ListIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

Gabe Lullo is the CEO of Alleyoop, a sales development agency working with industry giants such as ZoomInfo, Salesloft, and Adobe. He has trained over 8,000 salespeople across diverse businesses and, during his tenure at Alleyoop, he has personally hired and managed more than 1,500 SDRs. With over two decades of experience in sales, marketing, and executive recruitment, his strategies have significantly driven Alleyoop's growth and shaped its corporate culture. Beyond his career accomplishments, Gabe graduated from the Barney School of Business at the University of Hartford and his leadership ethos is rooted in cultivating environments that prioritize both professional development and individual success. What you will learn Why great salespeople don't always sound like salespeople—and how authenticity wins. How AI tools are being used in sales for real-time call scoring, objection handling, and personalized prospect research. Why content + cold calls is the winning combo in modern sales (and why email is losing power). How LinkedIn content builds social proof—and what not to do when connecting with potential clients. How Gabe built a successful sales agency by spotting a gap in lead generation and training SDRs with AI-powered support.

You're not buying a list of names. Or a database. Or a stack of resumes.   At least, you shouldn't be.   But somewhere along the way, a lot of buyers got sold the idea that “access” is still the value. It's not. Ever since LinkedIn, Zoominfo, and countless contact info clones came around, everyone has access.   What actually matters? Judgment. Influence. Customization. Accepted offers.   You know, real recruiting.   Jeff Smith and James Hornick break down what companies think they're paying for versus what actually moves the needle in The 10 Minute Talent Rant, Episode 108, “What Are You Actually Buying From Your Recruiter?”

What does it take to build a culture of excellence in 2025? From AI and other emerging technologies to building go-to-market teams from the ground up, it can be difficult to separate the signal from the noise. In this panel discussion, we chat with James Roth, CRO at ZoomInfo; Matt DeLauro, President at SEON; and Kyle Norton, CRO at Owner.com, to explore how organizations can build and scale high-performing GTM teams.

Send us a textDebbie Reynolds “The Data Diva” talks to Lawrence Gentilello, CEO and Founder of Optery, a company dedicated to removing personal data from online databases to enhance privacy and security for individuals and businesses. We discuss his career journey, beginning with his early work in the data industry at BlueKai, a firm specializing in collecting intent and purchase data for targeted advertising. He discusses how the industry evolved from simple ad personalization into a vast ecosystem where personal data is used in ways that can pose risks to individuals. His decision to launch Optery in 2020 was influenced by both his professional experience and a personal incident in which criminals used publicly available information to create fraudulent IDs in his and his wife's names.Debbie and Lawrence examine the hidden world of data brokers—companies that gather, package, and sell personal information without individuals' direct knowledge or consent. Lawrence describes how these brokers operate across different sectors, from advertising and email prospecting to risk analytics and law enforcement databases. He highlights the difficulty individuals face in protecting their information, as the average person has around 100 exposed online profiles, making them vulnerable to identity theft, cyberattacks, and even physical security threats.The discussion also covers emerging threats, including the rise of AI-native data brokers—companies that use artificial intelligence to automate the collection and sale of personal data at an even greater scale. Lawrence describes how these firms often operate without transparency and avoid legal disclosure, making it harder for individuals to track how their information is being used. He also references a recent incident involving the Russian ransomware gang Black Basta, where leaked internal communications revealed that cybercriminals were using data broker services like ZoomInfo and RocketReach to research and target victims.Debbie and Lawrence explore the real-world consequences of unchecked data sharing, including phishing scams, cyberattacks, and even physical harm. They discuss how executives, government officials, and everyday individuals become targets due to the ease of accessing their personal data online. Lawrence explains how Optery's services help address these risks through deep-crawling search technology, before-and-after screenshot verification, and automated monthly scans that continuously remove exposed information.Lawrence outlines his vision for improving privacy protections. He advocates for a standardized set of privacy laws across the U.S., stronger enforcement against data brokers that fail to comply with regulations, and the inclusion of authorized agent provisions in all privacy laws to ensure individuals can get assistance in managing their data. Debbie emphasizes the importance of ongoing awareness and proactive steps to combat the risks associated with data brokers. This insightful discussion sheds light on the urgent need for privacy-focused solutions and stronger policies to protect individuals and their data.Support the show

Ren Systems is pioneering relationship intelligence for dealmakers, having raised $8.8 million to filter the increasing noise in today's information landscape. In this episode of Category Visionaries, I spoke with Canay Deniz about Ren's journey from a serendipitous meeting with high-level executives to building a platform that helps commercial real estate brokers, management consultants, and investment bankers extract signal from noise in their relationship networks. Topics Discussed: The origin story of Ren Systems through a chance connection with Mike Hayes (former commander of SEAL Team 2) How COVID-19 affected the company's early days when they launched on March 1, 2020 Ren's deliberate two-year product development period before active go-to-market The hybrid approach to growth combining product-led growth with enterprise sales Ren's relationship with strategic investor ZoomInfo and their complementary positioning The increasing importance of human relationships in an AI-dominated world   GTM Lessons For B2B Founders: Patient capital enables product excellence: Canay's investors allowed them to spend two years in "the lab" perfecting their product experience before aggressive commercialization. This patience enabled them to build something truly differentiated in a crowded sales intelligence space. As Canay notes, "Getting that first end user experience right is hyper important, even if you're completely planning on becoming an enterprise solution." Build for your actual users, not idealized personas: Ren Systems' target users are senior dealmakers who "can't be bothered to even open their email." Understanding this reality shaped their product to deliver extreme value with minimal friction. Canay explains, "The demand for solutions just value is pretty extreme with our end users. I don't have time to do anything, click a button, open anything, like learn a new tool. It just needs to work and if it doesn't work within 5 seconds, I already lost interest." End users create enterprise momentum: By focusing on individual user adoption first, Ren Systems created internal demand that made enterprise sales conversations easier. "When we have the conversation with an actual buyer decision maker, we're going to them saying, 'Listen, you know, a couple dozen people are on our platform already. If you want to coordinate this and make the roll a lot smoother for you guys, we can help with that.'" This bottom-up approach means decision-makers have often "heard about it internally already." Find your serendipity engine: Ren Systems began when Canay reached out to a friend before his honeymoon, who connected him with Mike Hayes, which led to connections with Fortune 200 founders. This network became both their initial investors and beta testers. As Canay says, "If it wasn't for warm introductions from very impressive people, nobody would have taken the time to talk to good old me." When selling to sellers, leverage their natural behaviors: Ren's sales approach capitalizes on their target audience's behaviors: "When you're selling to sellers, it's really insane how often they pick up the phone. Cold calling is an excellent way for us to build pipe." Additionally, relationship-driven sellers naturally refer others: "We talk to people, we ask, 'If there's anyone else that you can think of that could benefit from this?' And oftentimes we get back a dozen or so names." //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe.  www.GlobalTalent.co  

Handling cold call sales objections can be tough.This is why Marcus Chan and Sara Uy joined us for an interactive session on mastering objection handling.Through live role-plays and audience-chosen scenarios, learn proven frameworks for turning common pushback into productive conversations. Walk away with a solid grasp of how to handle all kinds of objections that come your way.You'll Learn:How to turn "not interested" into meaningful dialogueWays to handle pricing and competition objectionsStrategies for navigating gatekeepers effectivelyThe Speakers: Leslie Douglas, Sara Uy and Marcus ChanIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

In the latest episode of Technology Reseller News, Doug Green sits down with Jeffrey Fidelman, CEO and founder of Fidelman & Company, to discuss an innovative approach to fundraising—Fundraise-as-a-Service (FaaS). The Evolution of Fidelman & Company Founded in 2015, Fidelman & Company initially provided consulting services for early-stage companies, helping them prepare investor materials, financial models, and capital structures. As demand grew, clients requested more than just preparation—they needed execution. This led to the development of FaaS, a structured service that actively helps businesses navigate the complex fundraising landscape. How FaaS Works FaaS streamlines and systematizes investor outreach, ensuring companies connect with qualified investors through a methodical, data-driven process. The service operates in two tiers: Self-Service: Clients access Fidelman & Co.'s proprietary database and systems but handle outreach independently. Full-Service: A dedicated analyst manages all outreach, sequencing investor communications, personalizing engagements, and setting up meetings. Fidelman emphasizes that fundraising is not a numbers game but an efficiency game—increasing conversion rates rather than blindly reaching out to more investors. Making High-Level Fundraising Accessible Many smaller companies struggle with fundraising due to high costs and limited access to key resources. Fidelman & Co. absorbs the costs of premium tools like PitchBook and ZoomInfo—subscriptions that often exceed $125K annually—and provides clients month-to-month access without long-term commitments. Key Benefits of FaaS: Curated investor outreach based on industry, funding stage, and interest. Structured follow-up systems that ensure consistency. Performance-based incentives for analysts, ensuring high-quality engagement. Transparency & flexibility—no six- or 12-month lock-ins. A Personalized Approach to Fundraising Unlike traditional advisory firms, Fidelman & Co. remains hands-on, offering weekly strategy meetings and tailored investor engagement. AI plays a supporting role, but human expertise drives the process. For companies considering fundraising, FaaS offers a scalable, high-touch solution that levels the playing field for startups and growing businesses. Learn More Interested companies can explore Fidelman & Company's services at fidelmanco.com or contact Jeffrey Fidelman directly at jeffrey@fidelmanco.com. For founders looking to raise capital without the complexity—FaaS might be the game-changer they need.  

What makes prospects actually respond to cold outreach?In this show, Nikki Lang, Enterprise AE at Deel, shared the strategies behind her biggest deal-winning messages. Learn her proven 5-sentence formula, discover how to leverage LinkedIn effectively, and find out when (and how) to use AI in your prospecting.Watch Nikki as she reveals how to create concise, clear, and impactful messages that consistently engage prospects.You'll Learn:How to write messages that capture attention instantlyWays to leverage LinkedIn for maximum engagementStrategies for using AI to enhance your prospectingThe Speakers: James Buckley and Nikki LangIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

Justin Chi has booked thousands of outbound meetings for his clients.He's tested hundreds of outbound list-building strategies and he joined us to share the top strategies that almost anyone can use – regardless of what you sell.Watch and get the step-by-step list building process that Justin uses to book thousands of meetings each year.You'll Learn:Why list building is the #1 strategy for SDRsThe top signal-based lead lists everyone should know how to buildWhat tools everyone should know for list buildingThe Speakers: Jed Mahrle and Justin ChiIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo

In this episode, we dive deep into the world of signal-based selling and how it's revolutionizing the sales landscape. Join us as we discuss the evolution of signal-based selling, the top signals you should be tracking, and how AI and automation are transforming the way we approach sales and marketing.Key Topics Covered:- The evolution of signal-based selling: From manual tracking to AI and automation.- The top signals that 80% of people should be measuring but aren't.- How companies like Common Room, Pocus, ZoomInfo, and Apollo are leading the way in signal-based platforms.- The future of sales: Will AI and automation reduce the need for SDRs?- Real-world examples of how companies are using signals to drive sales.- The importance of creativity and technical skills in modern sales roles.

We're experimenting and would love to hear from you!In this episode of 'Discover Daily', a massive leak from the Black Basta ransomware group reveals shocking details about modern cybercrime networks, including a 17-year-old member and $28.7M ransom demands. Security researchers uncover how the group uses corporate tools like ZoomInfo to target English-speaking organizations, while internal conflicts stall their operations. Dive into the dark world of double extortion tactics and parallels to the infamous Conti ransomware leak.In medical tech, meet Mal-ID – an AI breakthrough analyzing immune cells to detect diseases like HIV, lupus, and COVID-19 from a single blood test. Discover how machine learning decodes B-cell and T-cell receptor patterns, offering hope for faster autoimmune disease diagnosis and silent infection detection. This "one-shot sequencing" method could revolutionize personalized medicine by mapping your immune system's entire history.Lastly, evolution gets a rewrite as scientists discover gene loss drives adaptation in marine life. A Molecular Biology and Evolution study shows how sea squirts called appendicularians thrived by deleting 16 key genes, enabling radical ocean adaptations and hidden "cryptic species." Explore the "less is more" evolutionary model challenging assumptions about genetic complexity – and what it means for future bioengineering breakthroughs.From Perplexity's Discover Feed:https://www.perplexity.ai/page/leaked-chat-logs-expose-ransom-TNwzdMedSOCWv34yS7HItg https://www.perplexity.ai/page/ai-tool-diagnoses-diabetes-hiv-60yD.7CfT9OBJzcTZ.LYMw https://www.perplexity.ai/page/scientists-develop-new-view-of-LQXruZGGQ1Oxdf.UzbgaJgIntroducing Perplexity Deep Research:https://www.perplexity.ai/hub/blog/introducing-perplexity-deep-research Perplexity is the fastest and most powerful way to search the web. Perplexity crawls the web and curates the most relevant and up-to-date sources (from academic papers to Reddit threads) to create the perfect response to any question or topic you're interested in. Take the world's knowledge with you anywhere. Available on iOS and Android Join our growing Discord community for the latest updates and exclusive content. Follow us on: Instagram Threads X (Twitter) YouTube Linkedin

What makes a C-suite executive stop, read, and respond to a sales message?Scott Leese and Jonathan Lister joined us to reveal the true priorities and pain points driving executive decision-making. Discover outreach messaging that instantly resonates with top leaders, navigate conversations that drive action, and position yourself as a trusted advisor instead of just another sales rep.Watch and learn the frameworks for engaging with the most challenging audience in the room, from initial outreach to closing the deal.You'll Learn:What truly drives C-suite decision-making todayTechniques for messaging that instantly grab executive attentionHow to navigate gatekeepers and build momentum toward the closeThe Speakers: Jason Bay, Scott Leese and Jonathan ListerIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Zoominfo, Vidyard, OrumLooking to up your sales skills?Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membershipSales Training for your TEAM

Want to know what really works in cold outreach today?Watch your favorite Daily Show hosts as they share the cold prospecting strategies they've refined from interviewing hundreds of top sales leaders. From LinkedIn voice notes to multi-channel approaches, discover what's actually getting responses – and what's falling flat.Also learn which signals trigger engagement, how to avoid common prospecting pitfalls, and walk away with proven tactics you can implement immediately.You'll Learn:Identifying key triggers that spark prospect engagementMastering the channels getting the highest response rates todayCritical mistakes to avoid that kill cold outreach successThe Speakers: Jason Bay, Will Aitken, Leslie Douglas, Jed Mahrle and James BuckleyIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Zoominfo, Vidyard, OrumLooking to up your sales skills?Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membershipSales Training for your TEAM

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Tired of cold outreach that gets cold shoulders? Then stop flooding inboxes and voicemails with generic messages that do more harm than good.Watch outreach expert Andrew Barbuto, author of the newly-released book Top Sales Producer, to discover how top performers earn trust through genuine curiosity and meaningful conversations and how a true desire to help customers will earn their business.Andrew broke down his multi-channel prospecting approach, qualification techniques, and a 5-minute framework for securing next steps. Plus, get actionable strategies for providing value at every touchpoint.You'll Learn:Multi-channel prospecting strategies that break into new accountsHow to transform cold conversations into valuable teaching opportunitiesGet a proven 5-minute framework for qualification and meeting conversionThe Speakers: James Buckley and Andrew BarbutoIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfo and JustcallLooking to up your sales skills?Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membershipSales Training for your TEAM

In this episode of TECHtonic, host Thomas Lah sits down with Steve Hallowell and Millie Beetham from ZoomInfo to explore how AI is dramatically altering B2B sales and professional services. From transforming sales teams into data-driven powerhouses to leveraging AI for predictive modeling and customer insights, they dive into the real-world applications reshaping go-to-market strategies. They also tackle the evolving role of professional services, uncovering how AI is streamlining project management, customer engagement, and request for proposal (RFP) responses. Is your sales organization truly data-driven? Tune in for expert insights, actionable strategies, and a candid look at the future of AI in sales and professional services.

This episode is the audio from our recent webinar on cold email. Danielle Holmes and Kevin Papili of ZoomInfo joined me to share a repeatable cold email framework to drive double-digit reply rate. Check out the show notes, more free content, and get coaching at https://outboundsquad.com

In this episode of Tech Sales Insights, Randy Seidl is joined by Richard Hegberg, a notable figure in the semiconductor and entrepreneurial startup space, currently CEO of Aspinity. The main topic discussed is the biggest issue for startup companies, which is the go-to-market strategy. Richard shares his extensive career journey from starting at Motorola to leading various successful exits. Emphasizing the importance of early wins, he touches on the key considerations for product-market fit, the value of CEO-led sales in early stages, and strategic customer profiling. Richard also delves into effective lead generation tactics, the role of partnerships, and the significance of having a strong sales training program. The conversation offers rich insights on scaling startups, balancing compensation structures, and the essentials of building value-driven customer relationships.KEY TAKEAWAYSRick Hegberg is a renowned figure in the semiconductor industry and an entrepreneurial leader involved in multiple startups and boards, currently the chairman of Aspinity.Significant career highlights include leadership roles at Motorola, VLSI Technology, Lucent Microelectronics, ATI Technologies, and involvement in critical acquisitions like AMD's buyout of ATI and subsequent integration.Effective go-to-market strategy is the biggest issue for startup companies, emphasizing the importance of generating sustainable revenue quickly.Early stage companies should focus on establishing a clear customer value proposition and securing initial wins that are strategic and sticky, even if they are not massive in size.The importance of CEO-led sales efforts, building a strong sales organization through a combination of trusted hires and young talent, and robust partnerships for scaling.Engaging in meaningful customer interactions and ensuring all team members, including non-sales roles, are well-prepared to contribute to the sales process.Early lead generation often relies on effective use of platforms like LinkedIn Navigator, content marketing, and leveraging partner ecosystems.QUOTES"You can have the best technology in the world, but if you don't have revenue coming in, it just doesn't matter."“Product market fit is critical. If the value proposition isn't clear and easily understood, scaling becomes very difficult.”"In early-stage companies, eliminating the nonsense and having an all-hands-on-deck mentality is crucial.""I don't spend time on titles or hierarchies; whatever it takes to get a deal done, everyone must be willing to do it.""Achieving minimal viable product (MVP) quickly is crucial; perfecting a product can take too long and consume too many resources.""First engagements must be strategic and built to be long-lasting; the expense of acquiring early customers must be justified by long-term value.""Finding the right partners for a mutual go-to-market strategy is essential for early-stage companies to scale effectively and economically."Find out more about Richard Hegberg through the link/s below:https://www.linkedin.com/in/richard-hegberg-ba627a63/This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

In this episode of I Fired My Boss, host Dan Claps dives deep into the power of Google Local Service Ads (LSAs) for home service businesses. Dan breaks down how LSAs have transformed lead generation, explaining why Google introduced the "Google Guaranteed" program and how businesses can leverage it to rank at the top of search results. He highlights the importance of five-star reviews, quick response times, and a well-optimized Google My Business (GMB) profile to maximize visibility and conversions. Dan also shares tactical tips—like using a QR code for on-the-spot review collection—to boost rankings and secure more high-intent leads.Beyond LSAs, Dan expands on broader lead generation strategies, emphasizing customer acquisition costs (CAC) and how to measure marketing ROI effectively. He discusses the four key types of lead generation, from word-of-mouth referrals to automated cold outreach, and shares practical advice on email marketing, grassroots networking, and leveraging data sources like ZoomInfo for scalable prospecting. Whether you're a home service entrepreneur or a franchise owner, this episode is packed with actionable insights to help you generate more leads, close more deals, and take control of your business growth. If you're ready to fire your boss, be sure to subscribe to this podcast and leave us a five-star review!

The episode highlights the fallout of DeepSeek, an open-source large language model that has gained traction for its cost-effectiveness and performance. Microsoft has integrated DeepSeek's R1 model into its Azure AI foundry and GitHub, while businesses like ZoomInfo report substantial cost reductions by switching from OpenAI's models to R1. However, the rise of DeepSeek raises concerns about data privacy, bias, and security, particularly given its reported vulnerabilities and the influence of the Chinese government.Sobel also covers the U.S. Copyright Office's recent clarification regarding AI-generated content, stating that such content can receive copyright protection if a human significantly contributes to or modifies it. This announcement aims to address the legal gray areas surrounding AI and copyright, providing clearer guidelines for IT service providers and content creators. The episode emphasizes the importance of human creativity in copyright law while acknowledging that the subjective nature of "significant human involvement" could still lead to legal disputes.In addition to copyright issues, the episode discusses Super Ops' successful $25 million Series C funding round, which positions the company to enter the direct IT market with an AI-powered endpoint management tool. This move reflects a broader trend in the IT service market toward automation-first solutions, as companies like Super Ops and Syncro seek to enhance operational efficiency. Sobel advises IT leaders to remain cautious about efficiency claims and to evaluate real-world performance before adopting new technologies.Finally, the episode delves into the ethical implications of data usage in AI development, particularly in light of OpenAI's allegations against DeepSeek for potentially misusing its API. Sobel critiques the hypocrisy of OpenAI's outrage over data theft, given its own history of data collection practices. The discussion raises fundamental questions about the future of AI development, the legal frameworks governing it, and the potential for commoditized AI models to benefit both service providers and customers. As the landscape evolves, Sobel encourages listeners to stay informed and engaged with these critical issues. Four things to know today 00:00 Cheap AI Comes at a Price: DeepSeek's Rise Sparks Security and Bias Concerns04:31 AI Can Be Copyrighted—As Long As a Human Puts in the Work, Says U.S. Copyright Office07:32 SuperOps Lands $25M—And a Spot in the Direct IT Market With AI in Tow09:01 AI's Ultimate Irony: OpenAI Furious Over Data Theft… After Doing the Same?   Supported by:  https://www.huntress.com/mspradio/   All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Greenberger, VP and Head of North America at CHEQ, to discuss the intricacies of building effective go-to-market strategies for new product launches. Sponsored by Titan X, the episode delves into outbound sales effectiveness, customer engagement, and the role of culture in sales execution. Dave shares insights on leveraging sales ops, identifying product-market fit, and the importance of continuous learning and adaptation in sales. The episode also highlights tools like Gong and ZoomInfo that are instrumental in their sales processes. Together, Randy and Dave provide valuable lessons from Dave's extensive experience in tech sales and startup environmentsKEY TAKEAWAYSImportance of Hard Work and Culture: Emphasis on a culture of constant learning, adaptation, and hard work for successful product launches and enterprise sales.Sales Ops and Technology: Vital role of sales operations and leveraging technologies like Gong and ZoomInfo for better sales performance and forecasting.Channel Partnerships: Strong partnerships and utilizing channels are crucial, especially when selling to large enterprises.Customer Focus: Ensuring customer satisfaction and iterating based on feedback is essential for achieving product-market fit.Complacency in Sales: The importance of avoiding complacency and continuously striving for improvement and additional insights within sales processes.Coaching and Training: Leveraging tools like Gong for coaching and training is pivotal, using structured programs and methodologies.Mentorship: Value of having mentors and learning from experienced professionals in the field.Goal Setting: Implementing structured goal-setting frameworks for personal and professional growth can drive sustained success.QUOTES"The thing that separates the good from the great is just continuing to go that little extra mile.""You need a whole machine and sales ops and a set of analysts that are throwing data in your face, testing every intuition you have.""When you can go at the high range and people still spark their interest, that's when you know you start to got something."Find out more about Dave Greenberger through the link/s below:https://www.linkedin.com/in/davidgreenberger/This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

Eric in Lewiston, Maine, asks how to use last year's data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Sales planning is vital—without a roadmap, you're just hoping your revenue targets magically come to life. If you haven't defined clear performance metrics—like call activity, lead generation, conversion rates, or daily prospecting targets—then you don't really have a plan. You have a wish list. Looking Back at Last Year: Which Metrics Matter? Eric wanted to know which metrics from the previous year he and his team should be analyzing to inform this year's targets. The short answer? All of them, if they are metrics that matter to your business goals. Consider: Conversion Rates from Inbound Leads Speed to Lead (How fast are you following up?) Outbound Touches vs. Opportunities in Pipeline Opportunities-to-Proposal Ratios Proposal-to-Closed Deals Ratios Upsells, Cross-Sells, and Expansion Deals By mapping out how each step in your funnel converts to the next—calls to first appointments, first appointments to proposals, proposals to closed deals—you can see exactly where to focus in the new sales year. Maybe you need more first appointments. Maybe you need to tighten up your proposals so more of them convert. Or maybe you're missing upsell opportunities with existing clients. Data points you to the gaps. Pro Tip: Once you understand your ratios, you can decide if you're aiming to improve them by, say, 25% (a stretch goal) or if you're reaching higher. However, be careful not to “fix” one area and inadvertently break another. Success in sales is about balance across the entire funnel. Choosing the Right CRM: Beware of Overkill Eric also mentioned his team's struggle with an outdated CRM that's not built for strong tracking. As they look ahead, they're weighing big guns like Salesforce. But here's the deal: Salesforce is an excellent platform—if you're a larger organization with the bandwidth, budget, and complexity to justify it. For smaller teams (like Eric's with just two salespeople), adopting a massive enterprise CRM can be overkill. Zoho, Pipedrive, Nimble, and HubSpot are great alternatives for small-to-midsize sales teams. They're user-friendly, more cost-effective, and far simpler to deploy. The rule of thumb? Choose a CRM that matches your current size and selling process. The last thing you want is to waste months configuring a powerhouse system that nobody uses because it's too big or too confusing. Making Sense of “Big Data” Tools Like ZoomInfo Eric's final question was about whether to invest in a data-intelligence tool (e.g., ZoomInfo, Apollo, LeadIQ) to identify new leads and tap into “intent data.” My take: ZoomInfo: This is what we use at Sales Gravy, and we love it. It delivers reliable data, helps us expand into new verticals, multi-thread inside target accounts, and dramatically speeds up our list building. Intent Data: Tools like ZoomInfo can show you who's actively looking for solutions like yours. While it's not perfect, it can be a game-changer for prioritizing outreach to the prospects most likely to buy. Beware the Shelfware Trap: If you invest in a high-end data platform, make sure you have a solid plan (and the discipline) to use it consistently. It's easy to drop serious money on software and then let it collect dust. Pro Tip: Start with a limited number of “power users” on your team who will commit to mastering the tool. Then expand usage as you integrate it into your sales workflow. How We Made It Work: A Cautionary Tale We've been using ZoomInfo for years. Early on, we blew through a lot of money because we didn't fully implement it. It wasn't until we got serious—trained our people, integrated it with our CRM, and held each other accountable—that we started seeing results. Today, ZoomInfo is essential to how we prospect, grow pipeline,

This episode is the audio from our recent webinar on outbound in 2025. Kayla Prunier of ZoomInfo and Scott Leese of Scott Leese Consulting joined me to share insights you can use to hit the ground running and have a successful 2025. Check out the show notes, more free content, and get coaching at https://outboundsquad.com

In this episode of Tech Sales Insights, Randy Seidl is joined by Steve Hershkowitz, the CRO of Rimini Street, to discuss the importance of building a committed culture in sales teams. Sponsored by Sandler, this conversation delves into the crucial role of sales training, the value of face-to-face meetings, and the challenges of leading a sales-driven transformation in a service-oriented company. Steve shares insights into his extensive industry experience, the significance of genuine relationships, and his goals for net new logo acquisitions. The episode also highlights tools like Clary and Zoom Info, alongside strategies such as Challenger Selling and the importance of continuous learning and training. Peppered with personal anecdotes and professional wisdom, this episode offers valuable lessons for sales leaders aiming to drive growth and accountability in their teams.KEY TAKEAWAYSCommit Culture: Emphasis on a commitment-driven sales culture where performance and accountability are prioritized.Sales Strategy: The importance of research, relationship-building, and face-to-face interactions in large-scale sales.Training & Development: Role of tailored sales training and development programs in equipping the sales team with essential skills.Tools & Technology: Utilization of advanced sales tools like Clary and ZoomInfo for data-driven insights and effective lead generation.Executive Support: Strong leadership support and cohesive executive team collaboration are crucial for achieving growth targets.Hiring Philosophy: Focus on hiring experienced individuals with a strong network and a proven track record in sales.QUOTES"Hope is not a strategy.""My goal is to make the AI tool inaccurate to the good.""If you don't enable your people, you can't hold them accountable to be successful.""We have to suit up, show up, and present our solution.""It's about profitable revenue growth, not just growth."Find out more about Steve Hershkowitz through the link/s below:https://www.linkedin.com/in/steve-hersh/This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

In this episode of Tech Sales Insights, Randy Seidl is joined by David Nour, the founder and CEO of Avnir, and a 22-year founding partner of the Nour Group. David shares his expertise on leadership with five valuable tips for continued growth in the new year: 1) Executives in transition should ensure they truly belong; 2) In corporate dynamics, be a statesman; 3) Prioritize MEI (Merit, Excellence, and Intelligence) over mediocrity; 4) Revisit assumptions and zero-base everything; and 5) Leverage AI but humanize the last mile. David also discusses the development of Avnir, an AI platform to identify hidden relationship value, his journey in writing 12 books, and the importance of building meaningful relationships for long-term success.KEY TAKEAWAYSExecutive Due Diligence: Emphasize the importance of thorough due diligence and cultural fit when considering new roles.Statesmanship in Leadership: Advocate for a 'we' mindset over 'me,' encouraging inclusive and discerning communication.Merit-Based Hiring: Prioritize merit, excellence, and intelligence (MEI) over mediocrity to build a successful team.Zero-Based Thinking: Regularly revisit and recalibrate goals, assumptions, and strategies to ensure efficacy and innovation.AI and Human Touch: Leverage AI for heavy tasks but retain human elements for meaningful relationship-building and decision-making.QUOTESOn Leadership: “Just because you fit doesn't mean you belong.”On Corporate Culture: “The grass is never greener on the other side; it's greener where it's fed, nurtured, and taken care of.”On Relationships: “Relationships are never between buildings and logos; they are always between individuals.”On Talent Acquisition: “You can't get to the promised land with mediocre talent; double down on merit, excellence, and intelligence.”On AI Integration: “AI-enable the heavy lifts, humanize the last mile.”Find out more about David Nour through the link/s below:https://www.linkedin.com/in/davidnour/This episode is sponsored by ZoomInfo, the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Donatelli, CEO of Riverbed. They discuss go-to-market best practices from a CEO's perspective and delve into Dave's extensive career across various technology companies, including EMC, HP, and Oracle. Sponsored by ZoomInfo, the episode also touches upon sales strategies, leadership, and the importance of building strong relationships and delivering consistent value. Additionally, personal anecdotes and career advice underscore the importance of perseverance, focus, and ethical leadership in the tech sales industry.KEY TAKEAWAYSImportance of Relentless Customer Focus: Dave emphasized the critical need for maintaining strong customer relationships and how showing up consistently can make a significant difference.Value of Simplifying Sales Processes: Having straightforward and achievable comp plans can drive better sales performance.Impact of Organizational Changes: Dave's experience shows the importance of focusing on fewer accounts for deeper engagement and better results. Consistency and pushing through initial resistance are crucial.Leveraging Analytics: The role of sales ops and tools like Clary to provide actionable insights and guide decision-making was stressed.Career Growth Tips: Delivering consistent results in your current role is the gateway to more significant opportunities. Self-assessment and honesty about one's performance are key.Power of Long-term Relationships: Building and maintaining relationships over the years is invaluable both personally and professionally.QUOTES"Do an incredibly good job at the job you have. That gives you the right to the next job.""If you execute well all the time, then you free up all these selling hours because one of the customers is happy with what you've done, which gives you the right to then sell them the next thing.""Focus always wins in the end.""Your best performing reps, the really smart ones, figure it out early and they go do it. And everybody else literally, it takes at least six months, half a year is a long time, sometimes nine months."Find out more about Dave Donatelli through the link/s below:https://www.linkedin.com/in/david-donatelli-29854825b/This episode is sponsored by ZoomInfo, the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.

In this episode of Tech Sales Insights, Randy Seidl is joined by Motti Finkelstein, Corporate Vice President and Chief Information Officer at Intel. Motti shares his career journey, starting from his early days in the Israeli Air Force computer unit to his current role at Intel. The discussion covers a range of topics, including the importance of understanding customer challenges in sales, leveraging AI at Intel, and the value of long-term business relationships. Motti also emphasizes the need for IT to align closely with business objectives and shares insights on effective sales strategies, including value selling and relationship building.KEY TAKEAWAYSIndustry Relationships: Long-term professional relationships are invaluable for navigating corporate roles and leveraging collective insights.AI Integration at Intel: The primary focus areas for AI at Intel include manufacturing, pre-silicon design, silicon testing, and software development.Importance of Client Understanding: Effective sales strategies hinge on understanding clients' specific business challenges and tailoring approaches accordingly.Leadership Lessons: Emphasizing focus, execution, and discipline can drive success in demanding environments.Value of Mentorship: Learning from industry leaders can shape one's career significantly by providing insights and fostering growth.Customer Priorities: Understanding the diverse needs and constraints of business units is crucial for delivering tailored value and solutions.QUOTES"The best experiences I've had are with salespeople who understand the challenges of their customers.”"Understand the business if you don't study it; learn it.""At the end of the day, Pat is the CEO. He has to decide the right approach, the right time for the right thing.""Intel's business model involves designing, manufacturing, and selling, offering a competitive advantage by controlling more of the supply chain."Find out more about Motti Finkelstein through the link/s below:https://www.linkedin.com/in/mottifinkelstein/This episode is sponsored by ZoomInfo, the GTM Platform sponsor of the Sales Community. ZoomInfo is the go-to-market platform that helps businesses find, acquire and grow their customers. Businesses use ZoomInfo data and platform to increase efficiency, align sales and marketing teams, and consolidate technology stacks.