Tim Peckover ❇️

Ready to transform your customer success strategy with cutting-edge insights? Dive into this episode of Scale Your Sales, where Emma Lo unpacks the latest trends in customer success and AI-driven personalization. Emma, the onboard czar at Noibu and leader of Canada's thriving CS in Focus community, shares golden nuggets on predictive analytics, the importance of customer advisory boards, and the true meaning of personalization at scale. You don't want to miss this episode; it's a blueprint for game-changing growth! https://lnkd.in/ehqgZB7R #scaleyoursales #customergrowth #techleadership #technology #AI #sales

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Catie Ivey, CRO of Walnut, recently joined me on The GOATS of Growth to discuss the differences between selling in today's environment versus selling just a few years ago. Of course, as a GTM recruiter, the thing that stuck out most to me was what she says in this clip below about the level of talent required on the go-to-market team when budgets are tight. There's a big difference between great sellers and CSMs and everyone else--and it's never been more apparent. We also talked about: -Creating buyer-centric experiences -Unit economics and KPIs she tracks -Her transition from VP to CRO -Traits she looks for when hiring -Much more Access to the full episode will be in the comments, or just search for The GOATS of Growth online or in your podcast app. Catie, thanks again for joining me! Please follow Catie for more great content.

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Next year, Lightspeed Commerce will exit its teenage years and turn 20. What does that maturity mean? For me, it’s all about shifting from simply a growth mindset to one of profitability. I sat down with Gus Papageorgiou, our Head of Investor Relations and host of the Inside Lightspeed podcast, to discuss this cultural shift, where we’re heading, and how my role as CEO will guide this moving forward. When Lightspeed first started, we were all about seizing opportunities — whether it was moving to the cloud early on, expanding into new markets, or launching payments. These bold moves have driven us to where we are today. Now, as we approach this new chapter, we're putting an emphasis on: - Doubling down on areas where we can truly excel and deliver the most value to our customers. - Making profitability our new North Star and ensuring that every move strengthens our foundation. - Staying true to our core mission: helping SMBs thrive. But now, we’re doing it with a sharper focus on long-term success. Had a great time reflecting on Lightspeed’s past, as well as discussing our vision for the future. Check out the full podcast here: https://lnkd.in/gF3vG-Qn

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Need to transform your SDR team’s performance? How to help your sales team achieve results that will earn you trust and budget. First, audit your content arsenal. Are your SDRs armed with the right tools? Invest time in creating or curating great collateral that addresses your Ideal Customer Profile’s (ICP) pain points and your solutions. Convert the best-performing material into templates. If budget allows, invest in intent tracking tools like ZoomInfo. Provide your SDRs with real-time intelligence on potential leads. This could involve identifying companies visiting key pages of your site or using tools that detect general intent based on topics. Now, launch micro-campaigns. Develop industry-specific value propositions and targeted landing pages. Your SDRs need ammunition that speaks directly to each vertical. Always measure & optimize. Track response rates, meeting conversions, and pipeline velocity. Use these insights to refine your approach. Don’t fear failure – it’s the only way to hit the target. Make small changes based on what works and what doesn’t. What’s working for your SDR enablement? While it can be an overwhelming project, it’s crucial for establishing the foundation for solid growth. #B2BMarketing #SalesEnablement #CMO #Leadership

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Master the “Law of Averages” and see your sales outcome improve drastically! Lets take an example: For every 45 attempts, she gets 15 conversations, 5 presentations, and lands 1 sale. This data-driven approach helps her identify unlikely leads FAST, boosting her conversion rate. The takeaway for SaaS (and beyond): Numbers matter: Track your calls, presentations, and conversions. Persistence pays: Rejection is a stepping stone, not a dead end. Quality & Quantity: Both are key! High interactions + focused effort = success. This will help you to: ➡ Predict sales performance ➡ Target qualified leads ➡ Refine your sales training ➡ Sales isn't just a numbers game, but data empowers your human touch! How do you use data in your sales approach ?

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I'm giving away 1k free verified mobile numbers of any list of target contacts (instantly 2-3x your connect rate). Here's why and how to apply: At ServiceBell (now Rep.ai), cold calling was our top outbound channel, but low connect rates were a constant challenge. Implementing pre-validated mobile numbers was a game-changer, boosting connect rates by 2-3x. My personal connect rate with decision-makers hit 7-8%, compared to the typical 1-3% most teams achieve—often just pickups, not actual decision-maker connects. We initially used VAs to verify numbers by calling ahead: “John?” “Yes, who’s this?” Hang up and mark as valid. Voicemails with names were also marked as "confirmed valid." While effective, it was incredibly tedious. Today, services like SureConnect streamline this process, doubling opportunities per rep while cutting costs. Though validated mobile data costs more, the hidden cost of wasting time on inaccurate numbers is far greater. If you're curious about the impact of validated numbers, I’d love to help. Here's how to get your list of 1k valid mobiles: 1️⃣ Fill out the form linked in the comments (or on my profile's featured section) 2️⃣ Share your list of contacts with mobiles 3️⃣ I'll verify the list for you with SureConnect ($149 value) 📞 Call through the verified list and 2-3x your connect rate! Link to apply in the comments 👇

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Enterprise Salespeople - just a friendly push (from someone who isn't impacted by your results but wants you to kick ass) May & June - time to fine-tune  😎 If, on average, you have a 6 + month sales cycle - hopefully you rested up this long weekend.... It's GO time! Any Discovery Calls booked inside what's left of May & the month of June have a shot to close by Calendar Year End. Factor in some down time in July & August & December. This is when you want to: 🚀 review and own the heck out of next steps with ops inside your CRM 🚀work with marketing to provide timely and intelligent collateral for each stage gate of your ops 🚀ensure that decision makers are identified and introduced 🚀hammer away with your sales leader/founder the key accounts and get support 🚀build plans with your champions to get these deals to their natural close 🚀understand how market forces/head winds/corporate budgets etc might create a sense of urgency for prospects Good Luck & Go CRUSH Your Quotas - like only you can!!! AND make sure you have some personal activities for growth inside your daily calendar!!! That part is always non-negotiable!! If I can help - happy too! startupsalesgrowth.ca #sales #saas #saassales #founders #startups #startupsales #proptech #realestate #enterprisesales #ae #bdr #salesteams #salesculture #salesprocess #salescycle #salesstrategies #salestips #quotas #salesquotas #revenue #salesleadership #salespeople #worklifebalance #marketing #salesandmarketing #mentalhealth #salesprospecting #crm #nextsteps #coaching #b2b

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BARK's Move to Shopify: A Game-Changer in DTC: BARK is shifting its entire DTC operation to Shopify, a move that highlights key industry trends: • Control is Key: BARK now has more control over its customer experience and growth strategy, thanks to Shopify's flexibility. • Unified Experiences Win: Shopify enables a seamless shopping journey, meeting customer expectations for a smooth, integrated experience. • Adaptability is Essential: With Shopify's scalable infrastructure, BARK can quickly adapt to market changes. In short, Shopify offers the control, integration, and adaptability needed to succeed in today's DTC market. If you're aiming for a seamless omnichannel ecommerce experience, Shopify should be your go-to platform. https://lnkd.in/gbcdZ5NQ

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hey RevOps - if you're a high-velocity SMB shop selling a large number of small deals, how should you grant quota credit to AEs? 🤔 Signature date? Payment date? Contract effective date? Like most things in RevOps, simple questions like this do not have simple answers. This question was posted in the RevOps Co-op Slack group recently and the community provided some 🔥 feedback like: 📍 Signature date seems to be the most popular choice, but always with a big caveat 📍 That caveat relates to the amount of churn or turnover when it comes to signed deals that don't pay - if the AEs are closing crumby customers that don't pay, then you want to use payment date instead 📍 If you have deals that get signed far in advance of the contract effective date / subscription start date, this adds additional risk to revenue - so may want to consider using the contract effective date instead 📍 Some folks do a mix; for example, 50% at signature, and 50% at payment (or some other metric, like 6 months after deal signature) 📍 In all cases, you want to make sure the structure is set up to drive the behavior you want to encourage without a huge delay between the work done and incentive provided Anything else you'd add to this list? #revops #revenueoperations #salesops #salesoperations #compensation #incentivemanagement

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Sometimes, you get a reminder of why you do what you do: one of our customers just shared how Grw AI transformed their sales org in one quarter - their entire team exceeded quota plus their average ACV went up! Stories like this are the fuel that drives us to keep pushing the boundaries of what's possible in AI-augmented sales and the momentum keeps building: 🚀 July is our biggest sales month ever (with another week still to go). We've onboarded incredible sales teams onto the platform and are seeing record usage. 🚀 We’re deploying new features fast and our CRM integration is nearly ready for new customers. 🚀 A new customer recently stopped me mid sales demo and said, "Wow, this is so much better than I expected!" - before signing up on the call! 🚀 We are planning our upcoming San Francisco trip for the month of September. Looking forward to being back and seeing people we've been building relationships with virtually + meet more incredible people! If you want to experience the world's most advanced Gen AI sales coach, check out Grw AI or DM me! P.S. If you’re going to be in San Francisco in September, let me know, I’d love to connect!

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Sales at an early stage startup is a grind. I'm building sales motions at both Savio Technology Inc and SalesMVP Lab right now. Prospecting every day. Testing out new messaging. Testing out new segments. Creating targeting lists. Scaling up our email infrastructure so we can reach out to enough folks without getting caught in spam. Figuring out which infrastructure is worth it. Testing different sending tools. Figuring out when to use AI for scale vs not. Running sales cycles. Figuring out the sales process. Testing out pitches. Structuring demos. Deciding whether we need a managed trial step or not. Kareem Mayan is doing a ton of marketing and SEO at Savio. Running cycles. Onboarding new customers. Working on product. Ryan Stocker is running cycles. Working on product and engineering. And it made me realize that I don't think many technical founders really understand what it takes to get a sales motion off the ground. You are fighting inertia. Nobody knows you. You constantly have to put yourself out there every day. Most founders I've talked to are waiting to be found... It's hard for only 3 people to pull the bus. The hardest part is getting it to move. Once it starts moving, you can pick up pace. But you need to expend a ton of energy at the start to get that bus moving. Probably 10x more than what you are doing now. -- 👋 I'm Dan, Founder @ SalesMPV Lab. 🔔 Hit "Follow" for more on sales & startup-building. ⚙️ I help technical founders learn sales.

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Today’s episode with Mark Bergen, former VP Revenue at Shopify, is a special one for me. Mark gave me my big break into tech sales after I cold called him in 2015 and I teamed up with again at Shopify at few years later. Berg, as he’s affectionately known, is one of the best leaders I’ve ever worked with. He genuinely cares about his team, engages people in a compelling vision, executes on strategy and produces great leaders. He has easily the highest Q-Rating of any leader I’ve been around, which I'm sure people will be quick to mention in the comments. He’s the people’s champ on top of being and incredible executive. From an early role helping a struggling company find product-market fit, to leading Shopify’s enterprise GTM motion during its meteoric rise, Mark has seen every stage of the SaaS journey. Now, as a fractional executive advising multiple companies, he reflects on decades of experience to share timeless lessons for scaling teams, aligning cross-functional priorities, and building enduring organizations. We talked about: Partnering with Product in Engineering-First Companies Thinking Long-Term in a Short-Term World The Journey of Sales Acceptance at Shopify Building High Impact Partner Programs Lessons in Leadership and Followership I hope everyone listens to this one because Berg deserves a lot more attention than he gets. He's too humble for his own good. 😆

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What will work for future SDRs? The same thing past SDR greats focused on. Deep account research Deep contact research Unique + bespoke value props Building real relationships The fundamentals exist for a reason. Focus on those and you'll go very far. Obsess over silver bullets, shortcuts, and "scaling" everything... and you'll be stuck on the treadmill. #gtmai #sdr #sales

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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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Pipeline Heroes use scripts in cold calls. Scripts that induce: Curiosity Dont target the meeting as the only purpose of the call Scale follow-ups and next actions for those in ICP, but not in market Treat conversations as reconnaissance and a cornerstone of a relationship with a stranger PipelineHeroes use scripts because they are professionals and want to be Accountable Measurable Scientific

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Are you struggling with top of funnel? SDR Teams underperforming? Cold calls and emails going unanswered? It's because you're doing Outbound like it's 2021 still. Here is the modern strategy for Outbound in 2024. A step by step guide on how to revitalize your TOFU. Free from Bravado. May the odds be ever in your favor. https://lnkd.in/g8K96Gyn

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If you are an SDR manager, you can help your team get meetings by responding to the outbound you're receiving from other vendors. Ask the SDR who is emailing you if they use anything for revenue intelligence [obviously insert your category] and go from there. Find out the information, and then give it to the lowest performing rep on your team for an easy win. Here's the email you can draft for your SDR: "Hey VP of Sales, I spoke with my manager who mentioned you were using XYZ already, she talked to John (one of your SDRs) who gave us the tip. Would you be willing to have someone on your team evaluate us as an alternative?" ^^ It sets. Try it! #sdrlife #sales

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The CRO is just a VP of Sales with a fancy title. Unfortunately, this is true by default in too many companies. A good CRO is extremely difficult to find. They need to have experience leading sales, marketing and customer success - not just a "good student" of these orgs. They should have knowledge of finance and accounting operations as well as IT, and draw a "dotted line" to each. They should have experience leading or leveraging RevOps and understand how this team should be deployed, when and why. Any variance from this criteria, and you're unlikely to hire "good". So, companies default to what they know: hire or promote a fantastic sales leader and give them the room to grow into the CRO role. When this is the case, it typically creates bias towards sales motions in the GTM strategy because the leader doesn't have the marketing/customer success experience necessary to do it the right way. With the average tenure of a CRO hovering around 18 months, learning curves and ramp for CRO's are luxuries you can't afford. You'll be replacing them or eliminating the role before you realize any tangible value from the hire. Hiring a CRO for the first time, or filling this role again after a failed hire both require organizational readiness and a strong committment to change. Ensure that change is positive by hiring the right person first. #CRO #RevOps

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