The Weekly Briefing

Chorus CEO, Jim Benton, discusses exclusive sales research with GTM executives 

The Weekly Briefing

Chorus CEO, Jim Benton, discusses exclusive sales research with GTM executives 

The Daily Briefing

A live Zoom broadcast sharing the impact of COVID-19 on business and sales every weekday morning at 8:35 AM PDT.

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See the Data from the Market

It's more important than ever to have a pulse on your customers and market. We've committed our data science team to investigate the trends across our customer base to understand the impact of COVID-19 on business and sales. Our mission is to provide data that helps revenue leaders make critical decisions as we navigate the uncertainty ahead.

The Daily Briefing Executive Summary

Your guide to the most essential insights from the Daily Briefing series.

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The Daily Briefing Covid Mentions

We're Investigating Critical Questions

  • How often is COVID-19 coming up on calls and why?
  • How is productivity changing?
  • What topics are top of mind for customers?
  • How much economic risk language is coming up on calls?
  • Are teams equipped for being effective while working from home?

Join Jim Benton, CEO of Chorus, every weekday morning to hear the latest trends that may be affecting your team.

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The Daily Briefing: May 29, 2020

On today’s Daily Briefing, Jim Benton ended the week with Skip Miller, President of M3 Learning. Jim and Skip go way back from Jim’s days at ClearSlide and were eager to jump into the data together.

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The Daily Briefing: May 28, 2020

On this morning’s Daily Briefing, Jim Benton was joined by Jon Perera, the CMO of Highspot. They started the day together by discussing their shared joy for helping to coach teams and how much they miss the energy of the sales floor.

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The Daily Briefing: May 27, 2020

On today’s Daily Briefing, Jim Benton was joined by Craig Rosenberg, Co-Founder and Chief Analyst of TOPO. Jim and Craig have worked together in the past - in good and bad times. They reflected on past economic downturns, how they pulled through, and the lessons learned that they apply today.

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The Daily Briefing: May 26, 2020

On today’s Daily Briefing, Jim Benton was joined by Lauren Bailey, Founder of Factor8 and #GirlsClub. Chorus is a proud sponsor of #GirlsClub, helping to empower female reps and managers to become future sales leaders.

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The Daily Briefing: May 22, 2020

On today’s Daily Briefing, Jim Benton was joined by Head of Sales Enablement at Divvy, Stephanie Middaugh. They discussed transferring the physical energy of a sales floor online, and the ideal structure of an empathetic sales call.

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The Daily Briefing: May 21, 2020

On today’s Daily Briefing, Jim Benton was joined by the VP of Sales from Guru, JJ Feroni. They discussed the longterm impact of remote work on business, coaching, and knowledge share.

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The Daily Briefing: May 20, 2020

On today’s Daily Briefing, Jim Benton was joined by Dan Swift, the CEO of Empire Selling. They discussed the creative ways that sales teams are pivoting their teams’ messaging and pipeline generation.

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The Daily Briefing: May 19, 2020

On today’s Daily Briefing, Jim Benton was joined by Glenn Clark, Senior Director of Sales Enablement at Smartsheet. They discussed the unique challenges of sales enablement in our new normal, and how sales enablement is more essential than ever to gear managers up for remote coaching, onboarding, and deal management.

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The Daily Briefing: May 18, 2020

Jim Benton started the week with Anthony Cessario, the VP of Enterprise Sales at Clari, on this morning’s Daily Briefing.

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The Daily Briefing: May 15, 2020

On today’s Daily Briefing, Jim Benton was joined by Bob Perkins, Founder, and Chairman of AA-ISP. They discussed the next evolution of inside sales, especially over the next eight weeks as we look towards reopening the economy.

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The Daily Briefing: May 14, 2020

Today, Jim Benton was joined by Carole Mahoney, the Founder and Chief Sales Officer of Unbound Growth. They explored Chorus data around executive call participation and sales team productivity, and how leaders can help - and hurt - their long term sales growth by reactively jumping onto calls.

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The Daily Briefing: May 13, 2020

Jim Benton was joined by Michael Erickson, Associate Director Sales Enablement at AT&T, on this morning’s Daily Briefing. They discussed how AT&T is navigating a work from home culture and adapting their coaching programs to enable success across their inbound and outbound engines.

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The Daily Briefing: May 12, 2020

In today’s Daily Briefing, Jim Benton was joined by Ian Foley, CEO of the Center for Sales Excellence. They discussed the most relevant tactics for sales teams to ensure they come out on top.

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The Daily Briefing: May 11, 2020

In today’s Daily Briefing, Jim Benton was joined by Olivier L'Abbé, President of Metadata.io. They discussed how Revenue Leaders can support their sales teams while their deals come under higher scrutiny.

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The Daily Briefing: May 8, 2020

In today’s Daily Briefing, Jim Benton was joined by Lars Nilsson, Founder, and CEO at SalesSource. They discussed how outbound teams can adapt their messaging to cut through the noise and the benefits of mentorship.

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The Daily Briefing: May 7, 2020

In today’s Daily Briefing, Jim Benton was joined by Tom Boccard, SVP Sales at GlobalData. They explored ways that teams are staying motivated, how they’re experimenting with new tactics, and the metrics that are most essential in this new normal.

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The Daily Briefing: May 6, 2020

On today’s Daily Briefing, Jim was joined by Trish Bertuzzi is the Founder and CEO of The Bridge Group. They discussed the different paths to revenue, specifically, how companies are pivoting from Land and Expand playbooks to include more customer success selling.

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The Daily Briefing: May 5, 2020

On Today’s Daily Briefing, Jim Benton was joined by Ray Carroll, the VP of Sales at Skilljar. They discussed how COVID-19 is impacting the way we motivate and coach our teams.

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The Daily Briefing: May 4, 2020

On Today’s Daily Briefing, Jim Benton was joined by Lori Richardson, the CEO of Score More Sales and Founder of Women Sales Pros. They discussed the challenges sales professionals face due to blending work and life like never before, and the unexpected productivity of teams who are now remote.

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The Daily Briefing: May 1, 2020

In today’s briefing, Jim Benton was joined by James Heller, CEO, and Co-Founder of Wrapify. They discussed how the Media and Ad Tech segment has been performing, and the latest uptick inactivity.

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The Daily Briefing: April 30, 2020

Jim Benton was joined today by Roque Versace, CRO of Troops. They discussed top-performing segments, and how Sales Tech can maintain their momentum.

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The Daily Briefing: April 29, 2020

In today’s Daily Briefing, Jim Benton was joined by Conner Burt, President of Lessonly. They discussed how Sales Tech companies have been impacted by COVID-19 and how they can prepare for what's next.

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The Daily Briefing: April 28, 2020

In today’s Daily Briefing, Jim Benton was joined by Zach Anderson, CRO of productboard. They discussed how SaaS companies are adapting to current challenges, and how they should prepare for what's next.

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The Daily Briefing: April 27, 2020

On today’s Daily Briefing, Jim Benton was joined by Spencer Wixom, SVP of Marketing at Challenger. They discussed how sales leadership is supporting more deals, and what levers they consider indicative of a deal’s health.

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The Daily Briefing: April 24, 2020

On today’s Daily Briefing, Jim Benton was joined by Jenn Haskell, the Director of Sales Enablement at Everbridge. They discussed how companies are enabling their sales teams to address the current climate and prepare for the eventual acceleration.

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The Daily Briefing: April 23, 2020

In today’s Daily Briefing, Jim Benton discussed the way that prospecting has changed since COVID-19, and how sales teams are adapting.

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The Daily Briefing: April 22, 2020

In today’s Daily Briefing, Jim Benton was joined by Vinay Bhagat, the Founder & CEO of TrustRadius. They discussed data sourced from Chorus and TrustRadius about how segments and markets are behaving, and how companies are adjusting their spend in the current climate.

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The Daily Briefing: April 21, 2020

On today’s Daily Briefing, Jim Benton was joined by Steve Vedra, President of Delta Tau Delta Educational Foundation to discuss how Chorus sales team data relates to the non-profit sector.

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The Daily Briefing: April 20, 2020

In today’s Daily Briefing, Jim Benton opened up the week with Ryan Neu, Founder of Vendr. They discussed how to navigate procurement in today's environment.

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The Daily Briefing: April 17, 2020

In today’s Daily Briefing, Jim Benton was joined by Grayson Cooper, Head of Sales at Rev.com, to discuss prospecting in the COVID-19 era. Chorus data shows a lagging cold call dials and discovery conversations, while connect rates and first meetings hold relatively steady.

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The Daily Briefing: April 16, 2020

In today’s Daily Briefing, Jim Benton was joined by Matt Amundson, the CMO of EverString. They discussed the impact of COVID on pipeline and how sales and marketing teams are pivoting to address increasing deal risks.

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The Daily Briefing: April 15, 2020

In today’s Daily Briefing, Jim Benton was joined by Roderick Jefferson, CEO of Roderick Jefferson & Associates. Roderick and Jim go way back, working together at the start of their careers at AT&T. Today, they discussed the continued increase of executive presence on both the buying and selling side of conversations, and the lengthening of payment terms.

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The Daily Briefing: April 14, 2020

In today’s Daily Briefing, Jim Benton was joined by Sean Andrews, SVP of Worldwide Corporate Sales at MongoDB. They discussed meeting volume across segments and markets compared to pre-COVID levels and week over week.

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The Daily Briefing: April 13, 2020

In the first Daily Briefing of this week, Jim Benton was joined by Greg Holmes, Former CSO of Zoom and Chorus.ai Board Member. They discussed how creativity and positivity is playing out in sales, and they focused on the most recent findings from Chorus’s research team. Specifically, that meeting volume is flat WoW and that the dip in volume is affecting AE's, not Customer Success professionals.

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The Daily Briefing: April 10, 2020

Jim Benton was joined by Jerry Pharr, Director of Global Sales Enablement at Redis Labs, to discuss Chorus’s latest findings about the state of sales. Today, they shared that the volume of first meetings is continuing to hold steady as discovery conversations lag.

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The Daily Briefing: April 9, 2020

In today’s Daily Briefing, Jim Benton was joined by Thiago Sa Freire, SVP of Sales & Customer Success at Hudl. They discussed Chorus’s latest data which shows that executives are continuing to be active in buying and selling conversations, even after the quarter. And that extended terms continue to be a topic of discussion.

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The Daily Briefing: April 8, 2020

Jim Benton was joined by Manoj Ramnani, Founder & CEO of SalesIntel, for today’s Daily Briefing. They discussed the latest data from Chorus which revealed that prospecting activities - both emails and cold calls - spiked last week.

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The Daily Briefing: April 7, 2020

On today's Daily Briefing, Todd Abbott, COO and President of InsightSquared, joined Jim Benton to discuss meeting volume and productivity - which fell 11% last week.

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The Daily Briefing: April 6, 2020

Jim Benton opened up the week with Dave Boyce, Chief Strategy Officer at Xant on today’s Daily Briefing. They discussed meeting volume and productivity which fell 11% last week.

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The Daily Briefing: April 3, 2020

In today’s Daily Briefing, Jim Benton was joined by Brian Trautschold, Co-founder & COO of Ambition. They discussed Chorus’s recent finding: A significant increase in Leader participation in buying and selling.

As Jim said: “The assumption is that this has been super disruptive. But the data shows that the sales community has never been more productive than ever. Leadership participation is mirroring that. This is our moment.”

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The Daily Briefing: April 2, 2020

In Today's Daily Briefing, Chorus CEO Jim Benton was joined by Dan Dawson, CSO of Force Management to discuss the relationship of new opportunity meetings and discovery meetings in this current climate.

Ultimately: Account Executives are still meeting and starting new opportunities, but discovery is dropping.

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The Daily Briefing: April 1, 2020

Today, The Daily Briefing launched into Q2 with a more nuanced discussion of Sales Productivity.

Chorus CEO and Daily Briefing host, Jim Benton, was joined by Matt Heinz, President of Heinz Marketing. They discussed how productivity differs between geographic markets, and how COVID-19 has impacted the productivity and effectiveness of cold calling.

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The Daily Briefing: March 31, 2020

On today’s Daily Briefing, Chorus CEO Jim Benton was joined by Brendan Reeves, Director of Sales Strategy & Operations at Carta, to discuss meeting productivity numbers.

This time, we broke the data out by markets to understand what impact COVID-19 is having as we’re approaching the end of Q1.

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The Daily Briefing: March 30, 2020

On today’s Daily Briefing, Jodi Maxson, Head of Sales Productivity at Bill.com, joined Chorus CEO Jim Benton to discuss productivity trends since COVID-19 and the transition to remote revenue teams.

You would imagine that everyone would see a significant decrease in productivity across industries, markets, and revenue teams. But that’s not exactly what the data tells us.

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The Daily Briefing: March 27, 2020

Today we discuss deal delay risks and how Sales Leaders should handle the conversations both internally and externally.

Kevin Cohn, Chief Customer Officer of Brightflag, joined Chorus CEO, Jim Benton.

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The Daily Briefing: March 25, 2020

Today we discussed how often COVID-19 is being mentioned in sales calls across the market, and how SDR teams are adapting.

Here is what the data is telling us 1. Cases and Mentions are on the rise and 2. Your frontline is initiating COVID conversations.

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The Daily Briefing: March 24, 2020

In the first episode of The Daily Briefing, Jim Benton, CEO of Chorus.ai, shares how Conversation Intelligence can show the world a unique perspective of the current markets because of the data we capture regarding how sellers are selling and what topics come up in conversations.