ZoomInfo

FY24-Q1 144% Quota 
FY23-Q4 235% Quota

How Business Goes to Market.

Account Executive II - Mid Market

pclub.io

Founding Member

Hard Skill Exchange

Hard Skill Exchange is the world's first B2B marketplace where top sales practitioners exchange best practices, strategies, and techniques to set more qualified meetings and unlock better opportunities at scale so they can crush their quotas collectively.

All knowledge transfer happens exclusively 1:1 (and in real-time) in the form of live drilling, role-plays, and simulations.

Train with the best, become the best: https:// hardskill.exchange/

On-Demand Sales Coach

HYPCCCYCL is an invite only, professional community where top B2B revenue leaders cross-train their GTM skills with VCs.

GTM Games Finalist/Brand Ambassador

Pathrise

Curriculum development and training for sales industry professionals ranging from entry level to Executive level. Resume writing, interview training, sales process, and negotiation techniques for career advancement.

Sales Industry Mentor/Career Coach

EverCommerce

Strategic initiative focused on account expansion, launching/cross selling additional product lines, increasing NRR, and improving EBITDA.

FY23: over 14M in TPV for the initiative totaling ~3.4M+ in ARR from Merchant Service Products 

[NASDAQ: EVCM]

Sales - Growth Segment

FY23-Q3 86.5 Quota
FY23-Q2 86.1% Quota 
FY23-Q1 119.8% Quota  
FY22-Q4 112.9% Quota

First 12 months on Full Quota (excluding ramp):  
119% to Quota 
#2 company wide 🏆 
63.7% win rate from Demo to Close

Senior Account Executive

AlphaSights

Consult with analyst firms such as Bain & Company, Gartner, Forrester, etc. on current and future outlooks on sales software, support software, and other emerging categories in technology.

Consultant: SaaS

Consult for startups in the insurance and technology space.

Independent Consultant

Gong

Resigned to pursue an opportunity on a growing team @ EverCommerce.

Mid-Market Account Executive

GovOS

Organization moved all operations to Austin, TX.

Sales, Mid-Sized Government

TeamSupport

🏆1 of 3 founding salespeople that built the organizations first ever outbound go-to-market motion to drive revenue growth beyond inbound marketing limits.

🏆Acquired Snowflake Technologies and Wells Fargo as the biggest logos to date.

Enterprise Account Executive

Account Executive, Mid-Market

Real Geeks

🏆 Contributed $1.2MM ARR & won “Da Geek” award for top sales.

Account Executive

SaaS Seller | Career Mentor | Girl Dad Insatiable appetite for all things Tech 🚀 ➡️If you could change one thing about the world, what would it be?

Sales professional and entrepreneur with a passion for technology, innovation, and bringing repeatable process to the otherwise chaotic world of customer acquisition. I’m currently not accepting new projects. 

I have over six years of experience in technology sales, specializing in B2B SaaS solutions for various industries including Revenue Intelligence, Customer Relationship Managment, Customer Experience and Government Technology. 

Q1 I ended at 144% to quota. 

In the same period I grew my average deal size by ~150% and increased my win rate by ~5% 




➡️ here are 5 sales tactics I use in every deal cycle:  



✅ continuously anchoring deal cycles to problems 


📌 during the first call together I focused on finding THE problem the company is trying to solve and why it’s a priority right now. In the subsequent calls I reiterated over and over the challenge we were solving and then dive deeper into the problem with them and other stakeholders to get their perspective and make sure the entire deal is anchored to solving mission critical problems and not anchored to features and benefits. 





✅ process before pricing 


📌 even if you think you’re at power discuss the buying process before pricing. “It sounds like this is a no brainer based on what you shared with me. let’s say you and I both love this and want to turn it on for your team. what all has to happen before then?” if there are others involved then insist on getting a meeting to gain consensus with everyone included. 





✅don’t negotiate until everyone is at the table

📌my talk track for this is the same every time. “Ballpark pricing is around $-$$$ but I’ll tell you the way these evaluations are most successful. If we can bring everyone to the table on your end and get your team to a place where everyone agrees that ZoomInfo is the best path forward then as soon as I have the blessing from your team I’ll go stick my neck out to my director and make sure we can get you a no brainer offer that will motivate you to partner with us by end of the quarter. Again, assuming everyone on your end is aligned with that.” 





✅”ZoomInfo: Reconnect” 

📌I’ve been saying this for a few years now but always have a 15 minute invite on the calendar to “reconnect on outstanding questions and define a path forward” this will dramatically increase your momentum in the deal and maintain continuous alignment. this is also a great tool to gauge where your deal is at. If your champion/champions keeps showing up you’re in good shape but if they decline with no reschedule then you know something is going on internally and you can call it out and work to overcome it immediately while it’s still fresh. 




✅follow up emails highlighting critical challenges the business has right now and how you solve them. 


📌this is a great tool that has helped me unstick a lot of deals. after you uncover the major challenge and the negative impact of that challenge then highlight the hardest hitting problems in an email for follow up. this works great because it helps your buyers remember the problem you’re solving and not your features. people care about their own problems way more than your products features. 

Pro tip: anytime the deal starts to feel like it’s being deprioritized on their end reply to this email with a callback to the problems you’re solving in this evaluation. 


Q2 let’s go - Happy Selling! 🚀

Christian Allen

I had a 1 on 1 with my manager yesterday and he said something that really caught my attention….




he said “I like to think of the beginning of the quarter as an arms race…this is our time to stock pile as many opportunities as we can for the quarter” 

a lot of salespeople can be relaxed at the beginning of the quarter because EOQ takes a lot out of us. I know I’m guilty of that myself. 

this month though my focus will be to stock pile as many opportunities as possible for Q2 and post the results as I go. 

let’s get it. 🚀

Taplio

Christian Allen's Linkedin Analytics

Christian Allen

What is Christian talking about?

Christian Allen's Best Posts (last 30 days)

Want to drive more opportunities from LinkedIn?

Taplio

.css-1jgreyo{background-image:linear-gradient(284deg, rgba(39,43,72,1) 0%, rgba(33,47,183,1) 100%);color:transparent;-webkit-background-clip:text;background-clip:text;}Christian Allen's Linkedin Analytics

Christian Allen

What is Christian talking about?

Christian Allen's Best Posts .css-qqfgvy{font-size:var(--chakra-fontSizes-md);}(last 30 days)

Want to drive more opportunities from LinkedIn?

Christian Allen's Linkedin Analytics

Christian Allen's Best Posts (last 30 days)