John Cheney

10 Sales Phrases That Instantly Build Trust That 90% of Reps Never Use ⇢ FREE RESOURCE: 100 Sales Objections + How to Respond (PDF) https://lnkd.in/eryPyxMJ Most reps overpromise, pressure, or use tired lines that buyers have heard a hundred times. Top sellers? They build trust in seconds — and let the buyer lean in. Here are 10 phrases that make prospects want to keep talking: 1️⃣ Here’s what I can do… Offer realistic clarity, not inflated promises. Builds credibility fast. 2️⃣ I want to make sure I fully understand — can I repeat this back to you? Active listening shows you care more about accuracy than rushing to pitch. 3️⃣ You’re the expert in your world — I’m here to help. Puts them in control and removes defensiveness. 4️⃣ I’ll be direct — here’s where this might fall short. Transparency signals confidence. Buyers trust candor. 5️⃣ I’ll follow up when it makes sense — not to bug you. Respects their time, shifts you from seller to partner. 6️⃣ Others in your position have told me… Uses social proof without the pushiness. 7️⃣ Here’s what that means in plain English… Kills jargon, delivers value they actually care about. 8️⃣ Would it help if I showed you exactly how this worked for [peer company]? Real proof beats theory every time. 9️⃣ It’s totally okay if this isn’t the right fit. Removes pressure, gives them permission to be honest. 🔟 Even if you don’t choose us, I want you to walk away with value. Moves you from transactional to transformational. These lines aren’t “tricks.” They’re trust-builders. Which one are you adding to your next call? 📬 Subscribe for proven sales frameworks, daily insights & free resources: https://lnkd.in/eJWujZqC (already 31,000 sellers are on board)

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🚨 Salesloft/Drift customers - there's been a breach.🚨 Earlier this month, attackers exploited the Salesloft <> Drift integration to steal OAuth tokens and run deep queries against Salesforce orgs. They weren’t just pulling generic reports. They were hunting for secrets. Things like: ➡AWS keys ➡Snowflake credentials ➡Passwords and VPN tokens This wasn’t a Salesforce platform breach, but your Salesforce data is at risk. And anything else that was connected including email. Google recommends assuming any Drift-connected OAuth tokens are compromised. If your org uses Drift, here’s what to do right now: 1️⃣ Revoke & rotate Revoke any Drift-connected OAuth tokens Rotate API keys, passwords etc that may have been stored in Salesforce 2️⃣ Search your Salesforce data for sensitive terms Attackers specifically looked for: AKIA, Snowflake, password, secret, vpn, and compromise. Run searches across Accounts, Contacts, Opportunities, Cases, and Users (or anywhere credentials might have been stashed). 3️⃣ Check your logs If you have Shield/Event Monitoring, review SOQL queries and deletions from Aug 8–18. Without Shield, you can still: Check Login History for suspicious activity Review Audit Trail and Field History Tracking for changes made by the Drift integration user. There are specific IPs you can look for. 4️⃣ Tighten access controls Limit connected app permissions to the minimum needed. Set session timeouts and IP restrictions. Remove “API enabled” or “Modify All Data” from any user or integration that doesn’t absolutely need it.

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If I started a new RevOps role in a $20M ARR B2B SaaS scaling to $100M and the CRO asked me to fix Salesforce data hygiene, here are 3 things I'd do: 𝗖𝗢𝗡𝗧𝗘𝗫𝗧 This isn't just a data cleanup project. It's about giving your CRO & GTM team the confidence to scale. Because bad CRM data means: • Poor deal visibility • Hard to coach reps on deals • Misleading reports & metrics • Late-stage surprises that kill deals & forecasts 𝟯 𝗣𝗥𝗢𝗩𝗘𝗡 𝗧𝗜𝗣𝗦 𝗼𝘂𝗿 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀 (𝗕𝟮𝗕 𝗦𝗮𝗮𝗦 𝗥𝗲𝘃𝗢𝗽𝘀 & 𝗖𝗥𝗢𝘀) 𝗱𝗶𝗱 𝘁𝗼 𝗳𝗶𝘅 𝗦𝗮𝗹𝗲𝘀𝗳𝗼𝗿𝗰𝗲 𝗱𝗮𝘁𝗮 𝗵𝘆𝗴𝗶𝗲𝗻𝗲: (There's more to it - but these are my top ones) 1️⃣ 𝗥𝘂𝗻 𝗮 𝗱𝗮𝘁𝗮 + 𝗽𝗿𝗼𝗰𝗲𝘀𝘀 𝗮𝘂𝗱𝗶𝘁 Bad Salesforce hygiene doesn't 'just happen'. You have to find patterns: • Broken processes • Ownership gaps • Overlapping tools/tech/integrations __ 𝘞𝘏𝘈𝘛 𝘛𝘖 𝘋𝘖: • Run a CRM health audit to spot missing/bad data • Map you sales process (lead → pipeline → renewal) • Document tech stack + data flows & integration points • Interview stakeholders 𝘌𝘹𝘢𝘮𝘱𝘭𝘦 1: In late-stage deals, you find that 64% of opportunities have missing MEDDIC fields because reps don't update them reliably. 𝘌𝘹𝘢𝘮𝘱𝘭𝘦 2: Both your activity capture and conversation intelligence tools log meetings to SFDC (= duplicates). __ 𝘎𝘖𝘈𝘓: Uncover root causes. Package your findings in a punchy report for the CRO. Include: ↳ Process & data flow map ↳ Tech optimization plan ↳ Data quality assessment report ↳ Roadmap with est. effort & impact 2️⃣ 𝗘𝘀𝘁𝗮𝗯𝗹𝗶𝘀𝗵 𝗱𝗮𝘁𝗮 𝗴𝗼𝘃𝗲𝗿𝗻𝗮𝗻𝗰𝗲 + 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆 This is an iterative process that aligns stakeholders across sales, marketing, and CS. __ 𝘞𝘏𝘈𝘛 𝘛𝘖 𝘋𝘖: • Align on bottlenecks, ownership, and data rules • Build a Standard Operating Procedures (SOPs) doc Turn this into non-technical playbooks & training sessions. Get enablement and top reps/teams on board to showcase how process & data compliance helps win more deals. 𝘌𝘹𝘢𝘮𝘱𝘭𝘦: Late-stage deals must have all MEDDIC fields populated; validation rules enforce stage exit criteria. __ 𝘎𝘖𝘈𝘓: Set standards, create accountability, get department buy-in. Deliverables: ↳ SOPs ↳ Playbooks & Trainings 3️⃣ 𝗔𝗰𝘁 𝗼𝗻 𝗾𝘂𝗶𝗰𝗸 𝘄𝗶𝗻𝘀 Don’t wait for perfection. Fix what’s obviously broken. That could be: • Cleaning duplicates • De-bugging automations • Consolidating integrations • Implement missing core tools 𝘌𝘹𝘢𝘮𝘱𝘭𝘦: Implement an AI notetaker that auto-update key Salesforce fields (like MEDDIC) from call transcripts. There are a variety of tools out there for these (like Weflow). __ 𝘎𝘖𝘈𝘓𝘚: ↳ Better CRM data ↳ Quick wins demonstrate early value ↳ Get buy-in for medium/long-term projects

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Salesloft, Salesforce, and 700+ Orgs Hit - Next, It Could Be Anyone Adopting AI-powered integrations The recent Salesloft–Salesforce breach is a wake-up call for everyone racing to deploy AI-powered integrations. Attackers didn’t just go after a single platform, they leveraged a trusted AI chatbot (Drift), stole OAuth tokens, and moved laterally across hundreds of customer Salesforce environments. With one weak link, they broke into support systems, found embedded credentials, and quietly exfiltrated massive volumes of business and customer data. The scariest part? This wasn’t a flashy zero-day or some niche exploit. It was the very automation and API connectivity that makes AI so valuable and so risky if left unchecked. The urgency to connect AI to business data is real, but the risk compounds with every integration that skips unified monitoring and behavioral analysis. Here’s what this breach should teach us: * Relying solely on authentication and trusted integrations is not enough. * API and AI traffic need continuous, real-time profiling and anomaly detection—because attackers use the same tools and automation. * Shared responsibility matters. Every SaaS provider, enterprise, and integration team owns a piece of the risk, and passing the buck just makes the blast radius bigger. Cequence Unified API Protection and Cequence AI Gateway are built for this reality: continuous discovery, monitoring, and defense across all APIs—whether human or AI-driven. In today’s AI supply chain, real security means tracking every call, flagging every anomaly, and acting before attackers blend in. AI is changing how we do business. Don’t let it change how you get breached. #AI #APISecurity #Salesforce #Salesloft #SupplyChain #UnifiedProtection #SharedResponsibility #Cequence

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