Lindsay McNeill

Too many sales leaders are obsessed with scaling: - More calls - More leads - More emails - More meetings - More opportunities Without nailing: - ICP - Discovery - Messaging - Buyer journey - Value proposition Better to 2x what works than to 10x what doesn’t.

650

103 Comments

Are you looking for better ways to drive Net Revenue Retention (NRR) during this time of economic uncertainty? Check out our new on-demand webinar to learn how leading organizations like Delphix and Gainsight are using Ecosystems' SaaS platform's seamless integration with Gainsight to: • Engage customers around the value promised in presales • Document customers' desired business outcomes and KPIs • Track the value solutions deliver in real-time • Provide objective insights to retain must-keep customers • Expand accounts to drive NRR Access the on-demand webinar here: https://hubs.ly/Q02w33Sc0 Learn more about Gainsight & Ecosystems’ integration here: https://hubs.ly/Q02w32Xh0 #NRR #RevOS #Value #PreSales #B2BSales #CustomerSuccess #CustomerValue #Pulse2024

5

Attention SDRs and Sales Reps🎙️ If you are not getting enough coaching, use Chat GPT to supplement the lack of support - P.S sorry you aren’t getting support 😥 Paste a transcript of your recorded call or role-play you did with a co-worker into ChatGPT (check with legal if you can do this) Ask ChatGPT to: • Analyze your call based on your call framework or script • Identify areas for improvement by asking Chat GPT (or whatever tool you may use) questions • Suggest alternative phrases to communicate value better Prompts you could use: "What did I do well on this call?” - Start off feeling good "What did I not do well?” "How could I have dug into the pain more? Please provide questions I could have asked?” “Can you give me 3 ways I could have handled the objections?” "Suggest alternative ways I could have gone for the close?” “Did I miss anything in the call that could have helped me go for the close?” A.I. will not replace you; the Reps who learn how to use it to help them improve will. If you are a sales or enablement leader and want to learn more about how you could leverage A.I. to help improve your team. Come to the Allego Sales Success Summit, where Sam Richter CSP, CPAE, will discuss how to use AI to help improve your sales team. https://lnkd.in/eKg3w7w2

10

2 Comments

📈 Are you looking for better ways to drive Net Revenue Retention (NRR) during this time of economic uncertainty? Check out our new on-demand webinar to learn how leading organizations like Delphix and Gainsight are using Ecosystems' SaaS platform's seamless integration with Gainsight to: • Engage customers around the value promised in presales • Document customers' desired business outcomes and KPIs • Track the value solutions deliver in real-time • Provide objective insights to retain must-keep customers • Expand accounts to drive NRR Access the on-demand webinar here: https://hubs.ly/Q02N9vmx0 Learn more about Gainsight & Ecosystems’ integration here: https://hubs.ly/Q02N9s1X0 #NRR #RevOS #Value #PreSales #B2BSales #CustomerSuccess #CustomerValue #Pulse2024

1

How do you obtain meaningful commitments from your customers? What does a true sales advance look like and how does that compare with your current call outcomes? Join us for an exclusive live webinar designed to help you bridge the gap between our research and the real-world application of our proven tactics. In this insightful session, you'll learn: + How to objectively measure outcomes of client meetings  + How these measures can be used to inform strategic decisions + How to apply these measures and concepts practically across your organisation and how doing so can improve business performance 📅 16 July 2024 🕒 2.00PM (GMT) 📍 Online (Link will be provided upon registration) Hosted by our Head of Sales, Laura Errington and Learning Development Consultant, Richard Tillery, this webinar will help you to drive sales forward and achieve those advances! Register here: https://lnkd.in/ePyGK7-M #webinar #sales #salestraining

27

It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

7

hey RevOps - name one thing more difficult than forced CRM adoption by your sales team? 🤔 Forced CRM adoption straight up doesn't work. Instead, you need to sell your sales team on the VALUE of the CRM... ...which will drive adoption. So why not pull out every trick in the book to reduce system friction and put the focus on where it should be? 🤷‍♀️ Join us on Aug 27 at 1 PM ET as industry experts Dailah Lester (VP RevOps at Seeq Corporation), Austin Brusse (Head of RevOps at Coalesce.io), and Camela Thompson (our very own Head of Marketing) share: 👎 Which CRM Admin faux pas kill the will to adopt your systems 🤖 How to automate processes and data entry to reduce “administrative” overhead for your sellers 😮 Selling your sales manager on the value of proactive pipeline management and automated escalations Register now and turn CRM naysayers into CRM yessayers (it's a word, we promise ;) RSVP 🔗 → https://hubs.li/Q02K1yNM0 #revops #revenueoperations #salesops #crmbestpractices #salesoperations #sops #CRM #pipeline

1

In the dynamic realm of sales, innovative practices are constantly evolving, but one game-changer has stood out distinctly: asynchronous video messaging. This technique has revolutionized how sales professionals connect with prospects, offering a personal touch that text-based communication simply cannot match. Are you making the most out of this strategy? #sales #salestrategy  

2

Salesforce's 6th State of Sales Report is Out 📰 Administrative tasks and meeting preparations consume 70% of sales reps’ time. This leaves little room for essential selling activities, making it challenging for reps to build meaningful connections with customers. Building strong, meaningful relationships with customers is crucial for thriving in challenging sales environments. Can it be done with #AI? Absolutely! Sales teams using AI are 1.3 times more likely to see revenue increases. 🚀 #salesforce #sfdc #datacloud #salesblazers #sales

12

1 Comment

How to make sure your sales team follows up on marketing leads 👇 Don’t make them think. And make it so easy for them to follow up. Your commercial teams are busy. And if there's confusion around what they need to do, it won't get prioritized. But if you: 1. Write the copy and sequences for them to use in campaign follow-up 2. Create views in their CRM, so they can quickly pinpoint their leads 3. Help them understand what they’re following up on All they'll have to do is click a few buttons, and they can follow up promptly. This is how you can ensure your leads convert into sales conversations. hashtag#b2bmarketing hashtag#demandgeneration

1

1 Comment

Outbound sales is evolving fast. Is your team ready to keep up? Join us on Dec. 11 at 1 PM ET for Outbound in 2025: What’s new, what’s dead, and what will never go out of style. Hear from top sales leaders: 💡 Kayla Prunier, VP of Enterprise Sales, ZoomInfo 🔥 Scott Leese, CEO, Scott Leese Consulting 🚀 Jason Bay, CEO, Outbound Squad They’ll cover: • How AI is reshaping sales (and what’s just hype). • Why automated sequences are fading fast. • How to master “warmer outbound” through referrals. Save your seat: bit.ly/3ZESf7z #SalesLeadership #OutboundSales #SalesTips

15

1 Comment

Salesforce's 6th State of Sales Report is out! Discover insights from 5,500 sales pros on driving growth and standing out in a crowd. Dive in to discover, among other things, ☁ How sales teams with AI are outperforming those without it ☁ The no 1 tactic for growth, according to sales leaders ☁ Why many teams don’t trust their data, and how they're fixing it ☁ Critical actions teams can take to retain their best reps DYK 81% of sales teams are either experimenting with or have fully implemented AI. The results speak for themselves: 83% of sales teams with AI saw revenue growth this year vs. 66% without AI. If you need help with your AI strategies, reach out to Sirocco Group and ask about AI readiness checks and implementation offers. #Salesforce #Sales #CRM #AI #SiroccoGroup To read more about the findings and download a copy of the report see: https://lnkd.in/gUMbec75

9

Listen to Noah 👇 A CSM should not be allocated customers according to their ARR. It's a common capacity planning mistake. Headcount is often planned at the C-level. But Customer Success headcount can't be figured out simply by looking how much forecasted ARR is coming in next quarter. The CS team itself sits on the best headcount insights. To plan better, we need to understand how much time is needed for: - Each customer in each lifecycle stage - Each customer according to segment - Each customer according to company size (it's a part of it, but not all) - Each customer according to individual needs Only by figuring out this can you properly plan capacity. And then you'll also know how many customers every CSM should have. And of course: It's customers, not accounts 🙂

61

2 Comments

The job of your sales enablement tech isn't to drive product usage, give you more data, help you pass quizzes or beat bots. The job is to make you more money, by making your reps better. If you improve what your team says and how they say it, you'll generate more leads, close more deals, and boost retention rates. That's why 90% of GTM orgs invest in sales enablement tech. The upside of solving the real issue is huge. YET 90% of the things you teach reps never get used in front of clients. Your tech stack is failing you, and they're probably putting the blame on you rather than looking at themselves. Regardless of what tools you use, your reps don't practice, don't receive enough feedback and you likely have no idea if A) taught skills get used with actual clients and B) if it impacts your actual business. This is why we have struggled with how to describe what we're doing. Because AI Roleplay, Conversational Intelligence, Feedback Automation and even Learning Management Systems just don't cut it when it comes to doing those things. Our entire point of view is that you need 3 things. Practice, Feedback and Measurement. Think of it like an Enablement Trinity. If you solve for that, you unlock the full potential of every client interaction. Everybody wins. The job-to-be-done is not to use a product. The job-to-be-done is to actually adopt the things you're taught. We are creating the world's first Training Adoption Platform.

15

6 Comments

📣 Call Center leaders! Want to know how HubSpot and Aircall can be the backbone of your support operations? 📆 Join us tomorrow at 9AM PST / 12 EST for our webinar: "Powering a Call Center: Connect HubSpot and Aircall to Resolve Customer Frustrations." You’ll discover how integrating HubSpot with Aircall tackles common call center challenges like: ⟡ Fragmented data ⟡ Task automation ⟡ Personalized customer experience at scale ⟡ Optimized call routing We’ll even show you a live demo to see it in action! 😎 This is a must-attend for anyone considering an upgrade to their call center tech stack. Register now:  https://lnkd.in/g4Wz35ic #Aircall #Origin63 #HubSpot #CallCenter

25

1 Comment

Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

105

10 Comments

SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

1

5 Comments