Adam McNee

Vena Solutions Co-Founder and Chief Solutions Architect, Rishi Grover was invited to Microsoft Canada's headquarters for their AI Summit. Microsoft Unicorn Account Executive, Sultan Akif joined Andrew Stanbridge, Vena VP of Product, for his #ExcelerateFinance session "Vena Vision: Empowering The Future Of Finance - Now​." During this session, Vena Copilot for FP&A was announced and the newest Vena innovations in AI. Andrew also shared other exciting product announcements, was joined by special guests and gave a sneak peek into our Spring Release👀 🔮See what the future holds for the modern finance function👇 💻Watch the full session here: https://bit.ly/3x8ssJw

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A question for Sales Leaders re: quotas - A friend in Medical sales just got their quota...halfway through May (almost halfway through the year). As a territory manager they hustled in 2023 and achieved 111% to quota. They were #4 in Canada and #1 in Ontario. Great, right? Wrong... As a reward, they were gifted with a 12% increase in quota not from previous year's quota, but from previous year's achievement, and to me this just doesn't make sense. 👉 This type of quota calculation rewards those who achieved 90% (or even lower ) 👉 Demotivates those high achievers - They used their relationships to get orders in before quarter/year end and those doctors won't be needing those products perhaps for 18 months 👉 Promotes #quietquitting - doing the minimum requirements of one's job and putting in no more time, effort, or enthusiasm than absolutely necessary 👉 Promotes mediocrity - the more I sell the more will be expected of me next year My friend is understandably demotivated. They are the first ones to help with any events, often being away from home on a weekly basis to help other colleagues with their events/sales. They no longer want to put in any extra work and are questioning the company and whether it may be time to leave. I would love to hear from Sales Leaders out there as to how you calculate quotas, what systems/products you use, and how you deal with employees who have questions.

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US & #CANADA #commercial and #enterprise #accountexecutives 💸 Commercial AE $125k base 50/50 split - $1m quota 💸 Enterprise AE $150k base 50/50 split- $1.2m quota Average Deals- $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs do renewal - goal is to get them onboarded, and expand immediately #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org - selling a complex solution - ideal experience selling into #gtm #salesleaders or deep desire to - #salesledgrowth expert - you will have #sdr support (ideally 1/1) but do not depend on this for now $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. they use: Outreach Apollo.io Hubspot Clay This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent :) get on my schedule #accountexecutive #enterpriseaccountexecutive #commercialaccountexecutive #gtmsales #gtmaccountexecutive

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Struggling with inefficiencies in financial transactions and logistics? See how Mobis Parts Canada revolutionized their expense management with Concur Expense. Download the case study for insights on their success. https://bit.ly/4fa2tT9

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📍 Toronto: Don't miss our exclusive event diving deep into the current CFO landscape cohosted by Microsoft and HSO. ➡️ https://bit.ly/4484xX0 Join us to explore the future of finance based on research from 1700+ finance teams and CFOs and hear the results of our 'Autonomous Finance Global CFO Benchmark 2024' study. Gain insights into autonomous system architecture and leave with a roadmap for navigating the transition. Sign up now for unparalleled insights, engagement with industry leaders, and to revolutionize the future of finance. #AIinFinance #AutonomousFinance #CFOEvent #DigitalTransformation #FinanceInsights #FutureofFinance #IndustryLeadership

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Vena Solutions Co-Founder and Chief Solutions Architect, Rishi Grover was invited to Microsoft Canada's headquarters for their AI Summit. Microsoft Unicorn Account Executive, Sultan Akif joined Andrew Stanbridge, Vena VP of Product, for his #ExcelerateFinance session "Vena Vision: Empowering The Future Of Finance - Now​." During this session, Vena Copilot for FP&A was announced and the newest Vena innovations in AI. Andrew also shared other exciting product announcements, was joined by special guests and gave a sneak peek into our Spring Release👀 🔮See what the future holds for the modern finance function👇 💻Watch the full session here: https://bit.ly/3x8ssJw

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There's one trick top sellers use to go from spending hours on sales admin To cut that down to less than an hour a week 👇 Sales admin is notoriously a low-priority With time being limited as it is We often have to make the choice between a revenue-driving action like a call or email... and filling in the CRM with notes But this poses a big risk - if you let a couple of days go by without updating your deals You can very quickly find yourself in a situation where you’ve got an hour or more of admin to catch up And that’s the last thing we need My take on admin is that little & often is the best policy During calls I take passively notes while actively listening So that when I send my follow-up emails after calls I can boil down the key insights from the call while keeping MEDDPICC in mind And type these into a ‘Quick Summary’ section of my follow-up email I’ll then use these notes which are used to summarise the call for my prospects And transfer those directly into CRM under the deal Moving specific bullet points to different sections depending on the topic This saves a lot of time as I’m killing two birds with one stone While also keeping my prospects & managers aligned with the ongoings of the deal Remember, finding ways to keep your process lean in Sales is key It helps you protect your energy & focus on the areas that matter How do you go about saving time?

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The best SDRs have a short-term memory… 👉 You face lots of rejection as an SDR. More than any other role. - Tough cold calls. - Unsubscribe emails. - Demo no-shows. Constant rejection sucks. But, we can fix that. Adopt a short-term memory. - View it as a learning moment rather than a rejection. - Expect only 10% of your accounts are going to buy. - Understand that rejection is a normal. - Celebrate small wins. - Have a call buddy. You don’t want: - One bad call effect the day. - One bad day to affect your week. - One bad week to affect a quarter. - One bad quarter to affect a year. So… Keep improving your skillset. Become resilient. Win in the long term. ➡️ What do you do to get over rejection fast? Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

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SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

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Here are 4 productivity gains to think about: Microsoft Copilot can assist you in closing productivity gaps & resolving pain points within your organization. Maximize the potential of AI in your business with these strategies. Learn more: https://lnkd.in/eTabJVg5 #MicrosoftCanada #MSFTAdvocate #Copilot #AI

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Is slow fraud detection and lack of customer insights holding your team back? Flexiti, Canada's leading buy-now-pay-later provider, used DataRobot to build fraud models 6 times faster and make better decisions. Could DataRobot be the key to unlocking your team's potential? #ai #ml #genai #DataRobot

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Struggling to manage agreements? You're not alone. Deloitte and DocuSign's survey reveals pain points and ways to enhance #BusinessValue. Download it today. https://deloi.tt/3zc4zl4

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SDRs - Struggling with your ramp? Here are 5 tips to immediately improve your results and beat your ramp 1. Meet with 3 top performing BDRs, pick their brains on everything from Prospecting, Research, Sequences, calls, emails, Linkedin DM's etc. Once you have a good pool of knowledge on strategies that are working in the current market you can adapt it and make it your own. 2. Problem enablement: The most important thing to know is WHO you help and HOW you help them. Speak to your AE's who've closed business, CSMs and your own internal personas. The goal is to be able to crisply articulate how you can help a target persona in a target account get to their desired state. No one cares about WHAT you do, they care about how you can help them. 3. Volume: Practice makes perfect, you're not going to get good without the reps so get out there and prepare to fail. 4. Double down: If you find one medium is yielding more meetings then double down on that one, e.g if you're booking 5 meetings a month through call and 1 via email, try changing to a call only sequence for a while to see if it ups your results. 5. Feedback loops: Regularly ask your top-performing peers, AEs and your manager in your 121 for SPECIFIC advice. This means you'll always be growing your skillset. Make sure you're not getting advice from everyone though as this will dilute your focus P.S I'll do a part 2 of this next week but anything you'd add? For now, enjoy a picture of Emre Ceyhan and me at our recent Spike Week!

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Register now to join #OpenText experts for a two-day virtual event that features valuable insights into how #AI can revolutionize business data. #datanalytics

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The more leads you get The less money you make 💰 That's because... You have to hire more SDRs Track more metrics Analyze more data All to discover that there's lower... Conversion rate Average ticket size And SDR retention Why? That's because Lead Quality is key 🔑 We want... BIG clients with BIG pockets and BIG problems. But what we are stuck with... SMALL clients with SMALL pockets and SMALL problems. *Instead of using a rod, we are using a net.* So what do we do about that? We reverse the script. To find the BIG fish, we have to find the BIGGEST bait. And in the world of marketing, it's... The BIGGEST customer pains! They can be found at the intersection of three things: 1/ Market trends 🌊 2/ Your product strengths 🎣 3/ Your competition 🍣 Once you map out all three, you will find your ULTIMATE bait. What's next? Now comes contextualization. The idea here is to find how different fish see your bait. That's where industry context comes into play. To catch the biggest fish, you have to know where they swim. Identify Target Accounts Find Growing Industries Then lure the fish with your targeted bait. Should I cover the next steps? Let me know in the comments👇

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