Lori Jiménez
18 statements across 1 episodes · 2 bullish · 1 bearish · 1 people on the record · first statement Aug 2, 2023 by Lori Jiménez · across every show →
On the record as a speaker too: Lori Jiménez's record, appearances and statements → this page counts the times other people say the name.
Everything said about Lori Jiménez, oldest first
Aug 2, 2023
Jiménez: Sales forecast inspections must happen in good quarters, not just bad
“So oftentimes you'll see like the forecast inspection happens when you're having a down quarter forecast inspection needs to happen In the best of quarters, because if you just only pivot to when you're down, then it's in a fear based moment and you're making …”
Aug 2, 2023
Aug 2, 2023
Jiménez: Upfront agreements for customer testimonials must depend on proving value
“I think you have to, that's bold, but I think you have to and I'm a big fan mark, but you have to say there's a caveat around that. Like we've got to prove value. So we've got to prove what we've been telling you for whatever this selling motion period is. We'…”
Aug 2, 2023
Jiménez: Use title-matching executive outreach to re-engage unresponsive accounts
“Go title match, go to their leader and try to get a call and kind of shake something loose that oftentimes can do it. Cause sometimes it's just the person below who doesn't have the time, right? So they just need someone to kind of bump it up on their priority…”
Aug 2, 2023
Jiménez: Incentivize SDRs on sales stage progression to ensure high lead quality
“And I think the way to mitigate that is a few ways is having, you know, a qualification criteria that has to be met. So if it's a band, if it's a, you know, whatever the structure is that identifies kind of the core drivers of that call. But also I think what …”
Aug 2, 2023
Jiménez: Multi-threading requires securing buy-in from primary champion first
“First you got to get the buy-in with the champion instead of like going around and trying to meet a bunch of people, you know, going on LinkedIn to figure out who else in this company do I know? It's like first get the buy-in from the champion of why, like it'…”
Aug 2, 2023
Jiménez: Early-stage sales discounts must always be traded for references or referrals
“I think it's all about a trade-off. It's like, what are you demonstrating from a value trade for that? Is there something that, Hey, I'm going to give you this discount, but exchange for that especially in the early stages, I need references. You know, I need …”
Aug 2, 2023
Jiménez: Bad sales losses stem from poor customer discovery against competitors
“Bad reason loses. You didn't anticipate the competition and how they were engaged or how much the competition was positioning, like what really the customer cared about how the competition could answer that question and how we could answer that question. So it…”
Aug 2, 2023
Lori Jiménez: Top Sales Performers Usually Learn to Love Sales Over Time
“Honestly, I think it's the latter. And I say that even though that wasn't my experience, because I think there's a perception sometimes about sales, that it is just this like kind of robotic, anyone can do it, go and run a script. And there's not a lot of huma…”
Aug 2, 2023 positive
Aug 2, 2023 neutral
Jiménez: Traditional wining-and-dining enterprise sales is now purely additive to virtual selling
“I don't think it's fully dead. I mean, it was the play when I started. Like, that was it. You know, you flew out to Texas, you took them to the steakhouse, you did all that stuff, right? I think with COVID and realizing what we can do remote, that is Absolutel…”
Aug 2, 2023
Jiménez: Sales candidates focused solely on cash OTE lack startup staying power
“And if it comes down to just a dollars on OT, I'm always a little bit like, that's a little, it's not a full red flag depending on, you know, where the conversation goes, but it's something that I concerns me because that will come back You know, in the future…”
Aug 2, 2023 negative
Jiménez: Excessive 'I' usage in sales candidate interviews is a red flag
“If you hear too many mentions of I mean, of course it's sales and you want folks to be proud of their performance, but if it's too much on just what they did independently, for me, that's a red flag because I think no one wins, you know, independently. It's a …”
Aug 2, 2023
Jiménez: Curiosity and active listening are key traits of great salespeople
“One of the most important characteristics, in my opinion, with a great salesperson is being curious. It's someone who can ask a question, who can ask the next question that's connected to that first question. Really listen to the first answer, not just for the…”
Aug 2, 2023 positive
Jiménez: Sales case studies should evaluate candidates on the hiring company
“I like putting in front of the candidate about the company they're gonna come join, not because I'm looking for like, The perfect answer, but more I like that they just do go and do homework. Like how are they curious? Like are they, it demonstrates if they're…”
Aug 2, 2023
Jiménez: Sales deal reviews must identify process gaps, not be story time
“Also deal review should not be story time. I always say this. It's not your time to tell me a story like Don't say, oh, I met with this person who's connected to this person. I talked to this person. This is what we said. And they said this, I was like, no, I …”
Aug 2, 2023
Aug 2, 2023
Jiménez: Inflated titles for early startup hires create future organizational problems
“It's a very individual conversation, but I also think it's important to keep in mind, and this is hard to do what you're setting up For will impact the future. So if you get too aggressive on title, then you're a couple of years down the road and your next per…”