Daniel Lodge

💡 22% - Sellers with strong leadership support achieve 22% higher quota attainment [6sense, BDR Benchmark Report] ⏩ 2X - Companies leveraging AI-driven account prioritisation experience up to twice the sales velocity: deals close faster and at significantly higher conversion rates. [6sense, Annual Report] 🚀 $66M - Implementing an AI-based revenue strategy helped clients like Marathon Health generate $66M in new pipeline, unlocking quality leads and faster revenue growth. [6sense, 2023 Case Study] Discover how improved data and AI can significantly boost efficiency and ROI: https://okt.to/RkejuP

30

Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

13

Salesforce Sales Cloud just released its 6th State of Sales report last week aggregating insights from 5500 sales professionals across 27 countries 🌎 Sales growth is back where 79% of sales leaders say revenue has increased over the last year 📈 Sikkkk! But the "how" looks different this time around... For example: Partner selling is contributing to growth in meaningful ways. Enablement is rightfully emerging as a top growth lever 🔑 Another surprising stat: 83% of teams that adopted AI saw an increase in revenue over the past year vs 66% of teams without AI. Causation or Correlation? 🤷‍♀️ Yet another stark reality is that 70% of a sellers time is spent on non selling tasks. 😫 Everything from researching accounts to manually entering things into the CRM to sitting in hours n hours of internal meetings... I dream of a world in the future where AI can help us with rethinking : 1️⃣ Smart list building 2️⃣ Automated pipeline management and 3️⃣ Real time enablement in the future!! Just imagine a world where you don't need to trainings or the same forecast call every week!! 🔥 Check out the report in the first comment for more sales insights!! #stateofsalesreport #salesforce #genai #salesorgs

36

6 Comments

Keith Payne, VP APAC Sales at Nintex, shares 5 𝐜𝐫𝐢𝐭𝐢𝐜𝐚𝐥 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐭𝐨 𝐬𝐭𝐚𝐫𝐭 𝐬𝐭𝐫𝐨𝐧𝐠 𝐢𝐧 𝐲𝐨𝐮𝐫 𝐟𝐢𝐫𝐬𝐭 90 𝐝𝐚𝐲𝐬. 𝐖𝐡𝐚𝐭’𝐬 𝐘𝐨𝐮𝐫 𝐕𝐢𝐬𝐢𝐨𝐧? 🌟 ➔ Understand the organisation's long-term goals and aspirations. This helps align your efforts with the company’s strategic direction. 𝐖𝐡𝐚𝐭 𝐀𝐫𝐞 𝐘𝐨𝐮𝐫 𝐓𝐨𝐩 𝐓𝐡𝐫𝐞𝐞 𝐏𝐫𝐢𝐨𝐫𝐢𝐭𝐢𝐞𝐬? 🎯 ➔ Identify the key focus areas for the leadership team. Prioritising these will ensure your initiatives align with the overall business objectives. 𝐖𝐡𝐚𝐭 𝐀𝐫𝐞 𝐘𝐨𝐮𝐫 𝐁𝐢𝐠𝐠𝐞𝐬𝐭 𝐂𝐡𝐚𝐥𝐥𝐞𝐧𝐠𝐞𝐬? 🛑 ➔ Learn about the obstacles the organisation is facing. This will enable you to address critical issues and contribute to problem-solving from the start. 𝐈𝐟 𝐘𝐨𝐮 𝐇𝐚𝐝 𝐔𝐧𝐥𝐢𝐦𝐢𝐭𝐞𝐝 𝐑𝐞𝐬𝐨𝐮𝐫𝐜𝐞𝐬, 𝐖𝐡𝐚𝐭 𝐖𝐨𝐮𝐥𝐝 𝐘𝐨𝐮 𝐃𝐨 𝐭𝐨 𝐈𝐧𝐜𝐫𝐞𝐚𝐬𝐞 𝐑𝐞𝐯𝐞𝐧𝐮𝐞? 💡 ➔ Encourage innovative thinking by asking this open-ended question. It can reveal creative solutions and new growth opportunities. 𝐖𝐡𝐚𝐭 𝐂𝐚𝐧 𝐖𝐞 𝐈𝐦𝐩𝐫𝐨𝐯𝐞 𝐈𝐦𝐦𝐞𝐝𝐢𝐚𝐭𝐞𝐥𝐲? 🔧 ➔ Identify quick wins that can make an immediate impact. This demonstrates your proactive approach and commitment to driving positive change. 𝐁𝐲 𝐚𝐬𝐤𝐢𝐧𝐠 𝐭𝐡𝐞𝐬𝐞 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬, 𝐲𝐨𝐮 𝐜𝐚𝐧: 1. Gather crucial information, 2. Show your team that you are engaged and 3. Build an effective plan with the CRO and the Field teams 𝐖𝐚𝐭𝐜𝐡 𝐭𝐡𝐞 𝐟𝐮𝐥𝐥 𝐞𝐩𝐢𝐬𝐨𝐝𝐞 𝐡𝐞𝐫𝐞: Site: https://lnkd.in/gmzBd4qg Spotify: https://lnkd.in/gubA9Mzc YouTube: https://lnkd.in/gc9KT3TZ #Leadership #VP #First90Days #StrategicQuestions #TeamAlignment

93

31 Comments

Sales isn’t just about deals—it’s about understanding people. When you engage a stakeholder, ask: What are your objectives? What’s your vision for your role or career? What would make you feel accomplished within your organisation? Sales success stems from aligning your solution with their goals. Empathy and curiosity pave the way for meaningful connections." 🎙️ The podcast is now live! Don’t miss George Storm’s invaluable advice in this episode of Winning with AI, where we explore how to make stakeholder engagement more meaningful. #WinningWithAI #StakeholderEngagement #HumanConnection

3

In the latest episode of #TheEnablementEdge, hosts Steve Watt and Amber Mellano are joined by Ashton Williams, Director of Slack Enablement at Salesforce. 🎙️ In this episode, you'll learn: 🔐 How to align leadership with consistent buy-in 🚀 How Ashton's team achieved lasting sales success for a product that has continued to grow 📝 About the importance of alignment and data-driven decisions in enablement functions Listen to the full episode ➡️ https://lnkd.in/eqt_SmcK ​

2

1 Comment

“Top sales reps don't get laid off”   I've seen this a few times recently.   On paper it's hard to dispute.   But let me tell you a quick story.   In 2021 I helped a pre-IPO firm build their GTM team in ANZ.   We spent a year recruiting the best folk in the industry.   AEs. SEs. CSMs. Channel. SDRs.   All genuine A-players.   They did great. Signed some big logos. Tracking well.   Then the CEO announced they were pulling out of ANZ.   The entire team was let go including the VP.   It was properly shit. We felt terrible but no one saw it coming.   Now I can't speak for the rest of the world, but if hiring in APAC you've got to take this into account. Many SaaS firms completely pulled out of region here. Stop assuming good people dont get laid off. Being ignorant will cost you.   #techsales #gotomarket #saasrecruitment

116

18 Comments

In the ever-evolving world of sales, mastering negotiation strategies is critical for driving revenue growth and securing deals. We’ve compiled 11 essential strategies that can transform your sales approach and boost your success rate. By implementing these game-changing techniques, you can not only elevate your sales game but also strengthen client relationships. For a deeper dive into these strategies, visit https://okt.to/zKFJuv.

6

Struggling with churn? Validate the value your customer receives. This is not a static metric/KPI - it needs to be nurtured, revisited, redefined, and reinforced throughout the customer lifecycle ♻ #customersuccess #sales #customervalue #value

7

5 new AI capabilities for Gong!

16

1 Comment

Sharing for people in the Onboarding and Implementation world. Stuart Barker is working on an interesting use case where Jointflows can dramatically improve the transfer of knowledge as the Customer Success team takes on ownership of a customer after the Sales team closes a deal. It's well worth talking with Stuart about this.

9

1 Comment

Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/eeVWViQz  

42

The best salespeople know that selling isn’t about pushing products—it’s about understanding and solving the buyer’s complete problem.  This approach builds lasting relationships and exceeds quotas.  To do this effectively, you must understand the outcomes your buyer wants, both professionally and personally. That’s where great discovery questions come in. We asked top sellers in our "How I Sell" series to share their favorite discovery questions. Here are some highlights: 1️⃣ How important is this problem to solve? How important is this problem to solve right now? Jen Allen-Knuth, Founder at DemandJen, uses this two-part question to help gauge the urgency and relevance of the problem, compared to other priorities they might have. 2️⃣ How will the proposed change impact you personally? This question is a favorite of Lisa Earle McLeod, Founder of McLeod & More, Inc. It helps reveal personal stakes in the buying process, address any hesitations, and build a genuine connection with buyers. 3️⃣ Can you walk me through the last time you made an investment in your business? Kimberly Dieter, SVP of Sales at HubSpot, loves to ask this question because it uncovers decision-making processes and criteria, which allows you to tailor your sales approach. These questions, coupled with active listening, are key to understanding the buyer’s psychology and motivations. The best sellers don’t just address business needs—they delve into personal motivations to truly connect and provide value. Mastering this skill can significantly boost your sales success. Check out 7 more favorite discovery questions used by top performers here: https://lnkd.in/euseq5Q6 #sales #salesstrategy #discoverycalls #b2bsales #salestips

12

📊 It’s not just about having data; it’s about having the *right* data. That’s what Hive found by adopting Gong Engage and Gong Conversation Intelligence. This powerful duo surfaced insights and next steps for John Furneaux and Hive’s sales team. They can now breeze through deals, navigate discovery calls with ease, and uncover more opportunities. The result? A 44% increase in meetings booked and 30% rise in sales opportunities. And that’s not even the full extent of Hive’s wins! Read about the rest here: https://lnkd.in/gh-7X7jG 

37

🌟 Calling Sydney SaaS GTM Leaders: Exclusive Breakfast Roundtable in Early November 🌟 The SaaS landscape is rapidly evolving. As economic pressures rise and customer expectations grow, the need for re-defining Product Market Fit (PMF) & adapting your GTM strategy is critical to stay relevant. Join us for a focused breakfast discussion & networking with industry peers: We'll dive into: 1️⃣ Re-assessing Product-Market Fit: Know when it’s time for a change. 2️⃣ Evaluating Market Conditions: Adapt your messaging, features, and target market. 3️⃣ Redefining Your ICP: Ensure your Ideal Customer Profile matches market realities. 4️⃣ Updating GTM Strategy: Implement and track the effectiveness of changes. 📅 When: Early November 📍 8.30am - 10.30am Where: Sydney CBD Attendees: Founders & GTM market leaders of high growth SaaS Businesses (up to 75 employee businesses) Space is limited but If you'd like to join for a delicious breakfast, participate in the discussion, meet and network with other SaaS leaders facing similar challenges, comment below or message me directly ASAP. #SaaS #SydneyTech #ProductMarketFit #GTMStrategy #BusinessLeadership

52

6 Comments

𝗟𝗲𝘀𝘀𝗼𝗻𝘀 𝗳𝗿𝗼𝗺 𝗦𝗶𝗲𝗯𝗲𝗹 In this clip from my recent visit to Pree Sarker's The High Performance Sales Leader podcast, I reminisce about anxious Sunday nights at Siebel Systems in the early 2000s and talk a little about dealing with poor forecasting capability in a sales team.  When it comes to salespeople’s ability to accurately forecast, there is a wide variation in ability.  I would say that most sales people think forecasting is the manager’s job. Poor forecasting “culture” in a sales team places a large burden on that team’s leader. They are tasked with taking the widely varied, typically anecdotal information they receive from below, making judgements about risk and probability and deriving a forecast they hope is accurate.  To solve for this, you need to build (1) forecasting accountability and (2) forecasting skills at the rep level. The good news is - better forecasters are also better sellers, so you can lift accuracy and performance at the same time.  More on this in a future post! 𝗟𝗶𝗻𝗸𝘀 𝘁𝗼 𝘁𝗵𝗲 𝗳𝘂𝗹𝗹 𝗲𝗽𝗶𝘀𝗼𝗱𝗲 • On YouTube: https://lnkd.in/gV2Kg8ZT • On Spotify: https://lnkd.in/g4aR_5fU

50

14 Comments

Revenue leaders plan to invest in 3 areas in 2024: 1. Sales forecasting 2. Sales enablement  3. Sales engagement Why are companies investing heavily in these revenue activities? They have to stop Revenue Leak. In Clari’s Revenue Leak Report, revenue teams shared their ultimate goal of enhancing the accuracy and reliability of their revenue predictions. Get more Revenue Leak insights (and how to stop it) here: https://lnkd.in/g9gnGrdz  

13

2 Comments

𝗪𝗵𝘆 𝗜 𝗧𝗿𝗮𝘃𝗲𝗹𝗹𝗲𝗱 𝟭𝟬,𝟬𝟬𝟬 𝗠𝗶𝗹𝗲𝘀 𝗳𝗼𝗿 𝗧𝗵𝗿𝗲𝗲 𝗟𝗲𝘁𝘁𝗲𝗿𝘀!   I recently spent time in Australia—not on Bondi Beach, but doing Quarterly Business Reviews (QBRs).   QBRs may sound boring, but they’re important for my sales strategy. They seem obvious, yet many skip them, despite their importance. A QBR is a strategic meeting where we review a partnership’s progress, set goals, and plan for the future. It ensures everyone's on the same page.   I fly around the world for these meetings not just for face-to-face interaction but because they prevent bigger issues later by keeping expectations aligned.   𝗧𝗵𝗲 𝗽𝗲𝗿𝗳𝗲𝗰𝘁 𝗤𝗕𝗥 𝗳𝗼𝗿 𝗺𝗲 𝗶𝗻𝘃𝗼𝗹𝘃𝗲𝘀:   𝗗𝗮𝘁𝗮: I come prepared with the latest trends from my side.   𝗔𝗴𝗲𝗻𝗱𝗮: We look at performance, discuss feedback, and identify mutual support areas.   𝗙𝗼𝗹𝗹𝗼𝘄-𝘂𝗽: Being seen to each keep the commitments we made.   QBRs keep my team tuned to our customers’ needs, providing a consistent platform for high-level discussion. However, they can be time-consuming, and smaller clients can find them too bureaucratic. It's crucial to focus on future planning rather than just mutual back-slapping.   Despite the downsides, I’m a huge fan. QBRs foster honesty, openness, and momentum in our relationships. So, while not as exciting as Bondi Beach, they're a great use of my time!   𝗗𝗼 𝘆𝗼𝘂 𝗿𝘂𝗻 𝗤𝗕𝗥𝘀? 𝗛𝗼𝘄 𝗱𝗼 𝘆𝗼𝘂 𝗺𝗮𝗶𝗻𝘁𝗮𝗶𝗻 𝘀𝘁𝗿𝗼𝗻𝗴 𝗰𝗹𝗶𝗲𝗻𝘁 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀? 𝗦𝗵𝗮𝗿𝗲 𝘆𝗼𝘂𝗿 𝗲𝘅𝗽𝗲𝗿𝗶𝗲𝗻𝗰𝗲𝘀 𝗮𝗻𝗱 𝘁𝗶𝗽𝘀 𝗶𝗻 𝘁𝗵𝗲 𝗰𝗼𝗺𝗺𝗲𝗻𝘁𝘀! #BusinessStrategy, #SalesStrategy, #ClientRelationships, #AccountManagement, #StrategicPlanning

41

6 Comments