Marc Graebner 🧠

In today’s rapidly evolving sales landscape, teams are facing new and complex challenges. Buying groups are not only expanding but becoming more difficult to identify and navigate. Sales professionals are feeling the impact of hidden decision-makers slowing down deals, and it’s clear that improving win rates and overall productivity is top of mind for many. As organisations explore how AI can revolutionise their sales processes, it’s essential to consider both the opportunities and the change management required to successfully implement these innovations. I’m incredibly proud of the work we're doing with Sales Navigator to help our customers rise to these challenges. Our latest brand marketing campaign shines a spotlight on one of the toughest hurdles in sales: finding the right people, faster. The enhanced AI capabilities in Sales Navigator make it easier to map out the full buying group, empowering teams to engage more strategically, build stronger advocacy, and close more deals. I’m particularly excited about this campaign because it’s aligned with what we’re hearing from our customers — a need for solutions that are both practical and powerful. This is just the start of an exciting new chapter for Sales Navigator, and I can’t wait to see how this unfolds. Learn more about what Sales Navigator can do for you: https://lnkd.in/gT-rUYGZ

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Jessica (Strecker) Bergmann from Salesforce delivered the quote of Opticon: "The quality of your content inventory now is going to be directly correlated with the quality of your generative responses that you are creating as a company". She is 100% right. Get your content in order if you want to take advantage of AI. That's step 0 in your AI journey. #AI #CMS #CMP

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👀 Heading to #DF24? Let Salesforce insiders guide you! Get essential tips to maximize your experience and build your perfect agenda. Register today.

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Much of sales is about answering the five Ws — who, what, when, where, and why — to identify prime selling opportunities and achieve the best outcome. Revenue management plays a crucial role in the process by helping you understand how to sell the right product to the right customer at the right time and price. In this article, we’ll share strategies and best practices to help you predict and respond to changes and maximize your revenue. ⬇ ⬇ ⬇ https://lnkd.in/dT6s3dsK

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Elevate your sales engagement activities and boost seller efficiency with the newly deepened integration of 6sense intent and predictive data inside Gong! Now you can access 6sense’s Sales Intelligence platform directly within Gong Engage for an easier, more efficient workflow and more targeted outreach. We’re taking our partner integration to the next level, empowering B2B sellers to: ➡️ Explore high-value intent activities and prioritize in-market accounts directly in Gong Engage. ➡️ Identify key buying team members, and purchase contact info directly from 6sense. ➡️ Target and personalize outreach using high-value intent keyword signals. ➡️ Spend less time switching between your fave tools, Gong and 6sense, and more time SELLING! Get in on the action: https://okt.to/inLfaE

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Effective value selling starts with listening. By understanding our customers' unique challenges, we can tailor our solutions to deliver maximum impact. How do you ensure you're always adding value in your sales approach?

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For tech providers, closing a high-quality deal can depend on how compelling a sales story they deliver to an enterprise buying team. Learn more about the four key parts to an effective value story and how to adjust your storyline to different business functions. Gartner for High Tech | #GartnerHT #TechBuying #Technology

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For tech providers, closing a high-quality deal can depend on how compelling a sales story they deliver to an enterprise buying team. Learn more about the four key parts to an effective value story and how to adjust your storyline to different business functions. Gartner for High Tech | #GartnerHT #TechBuying #Technology

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Shootout to my GTM buddy Björn W. Schäfer for creating such a GTM value bomb 💣 3 reasons why I’m posting about the book: 1️⃣ GTM knowhow in Europe is underrepresented —> this book will hopefully change this a bit 2️⃣ a bit proud that I found some of my content in this book 3️⃣ i’m vacation ready —> i will be on vacation (aka. honeymoon) for the next 3 weeks. I’m happy that I received the book today finally. It was out of stock. So maybe i’m not the only one going on vacation now. So if you miss a good book on your (vacation) reading list, check out the funky flywheels. 👉What other books can you recommend for my vacation reading list? P.S. If you want more hands-on SaaS GTM content, check out my free newsletter.

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Curious if AI actually makes an impact on sales team performance? 🚀 Our State of Sales Enablement Report 2024 is your one-stop-shop to understand why sellers equipped with AI in their workflows are 3x more effective at achieving their sales goals 📈 With insights from nearly 400 global go-to-market teams, uncover best practices that will help you land your strategic initiatives through sales enablement. Download the report today and join us in our journey to enable the i̶m̶possible👇 https://hghspot.co/3xR3i2C #survey #strategy #sales #enabletheimpossible

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In our latest customer conversation Shane Evans, CRO at @Gong, shares how AI is transforming sales, helping teams become more productive and future-ready. Gong’s approach—capturing complete data and breaking down silos—empowers smarter, more intentional decisions across customer journeys. Check out LinkedIn for Sales blog to catch Shane’s full interview with insights on balancing present needs with future-focused growth and how Gong’s integration with LinkedIn Sales Navigator is driving real impact. https://lnkd.in/d_DKk7Dr #LinkedIn #SalesNavigator #DeepSales #Sales #CRM #Productivity 

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Closing deals is more complex than ever, with buying committees now averaging 11 members, according to Gartner. With so many stakeholders involved, managing these relationships has become a significant challenge for sales teams. So what can you do to get in front of it all? Well you can leverage Sales Navigators relationship map feature. Relationship map helps you visualize, track, and categorize key stakeholders in your deals using LinkedIn data. Done are the days of creating a relationship map in another tool, only to find out that the data in it is outdated in 6 months.  Our team was able to capture two customer wins using Relationship Map.  In the first story Andrew Gray, Head of Revenue Enablement at Sanity, shared how an EMEA seller of his used Relationship Map to close a deal they had been chasing for a while. In the second story, Elaine Li, Director of Revenue Operations & GTM Strategy at Globality, shared how her team used Relationship Map to save hours updating opportunity contact roles in Salesforce. See both stories here: https://lnkd.in/e7NYJErc How are you staying on top of increasingly growing buying committees? Let me know in the comments section. #linkedin #salesnavigator #sales #b2bsales #linkedinsalesnavigator

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Introducing WebSight Buyer ID — our newest GTM signal that takes the guesswork out of prospecting. 🔑 Every day, high-value decision-makers visit your website — but who are they? Without the right tools, these opportunities slip away unnoticed. That's where WebSight Buyer ID comes in. This new signal identifies decision-makers or previously engaged leads visiting high-intent web pages, delivering real-time alerts so you can act fast. Gone are the days of generic outreach. Now, you can focus on the right people at the right time, with tailored messaging that drives engagement and builds trust. Ready to learn more? Head to the blog: bit.ly/3Bia4Ab

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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

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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

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Just finished another call with a prospect, who is based in Germany My feeling is still, that we need MORE MORE MORE 🧡 LOVE for Enablement and before this, more understanding ☁️ what enablement can do for your company, your employees and your customers --> some bullet points below. 1. 𝑬𝒏𝒉𝒂𝒏𝒄𝒆𝒅 𝑺𝒂𝒍𝒆𝒔 𝑷𝒓𝒐𝒅𝒖𝒄𝒕𝒊𝒗𝒊𝒕𝒚 Enablement empowers sales and marketing teams with the essential tools, coaching, and resources to perform their tasks more efficiently. By providing access to relevant content, automated tools, and data-driven insights, sales can focus more on selling rather than administrative tasks. This leads to higher productivity and superior performance. 2. 𝑨𝒍𝒊𝒈𝒏𝒎𝒆𝒏𝒕 𝒐𝒇 𝑺𝒂𝒍𝒆𝒔 𝒂𝒏𝒅 𝑴𝒂𝒓𝒌𝒆𝒕𝒊𝒏𝒈 A key benefit of Enablement is the alignment it fosters between sales and marketing teams. When both teams are synchronised, marketing efforts directly support sales goals. This alignment results in a cohesive strategy, improved lead conversion rates, and a consistent customer experience. All structured and bundled in a Enablement Charta! 3. 𝑰𝒎𝒑𝒓𝒐𝒗𝒆𝒅 𝑪𝒖𝒔𝒕𝒐𝒎𝒆𝒓 𝑬𝒙𝒑𝒆𝒓𝒊𝒆𝒏𝒄𝒆 In today’s competitive market, delivering a superior customer experience is essential. Enablement ensures that sales reps have the right information at the right time to engage customers effectively. This personalised approach not only meets customer expectations but also builds long-term relationships and loyalty. Make your customers and employees happier! 4. 𝑫𝒂𝒕𝒂-𝑫𝒓𝒊𝒗𝒆𝒏 𝑫𝒆𝒄𝒊𝒔𝒊𝒐𝒏 𝑴𝒂𝒌𝒊𝒏𝒈 With the integration of advanced analytics and AI, enablement provides valuable insights into customer behavior, market trends, and sales performance. These insights enable sales teams to make informed decisions, tailor their strategies, and predict future trends, thereby staying ahead of the competition. Also using existing data from CRM, Marketingautomation, BI etc.!! 5. 𝑺𝒄𝒂𝒍𝒂𝒃𝒊𝒍𝒊𝒕𝒚 𝒂𝒏𝒅 𝑮𝒓𝒐𝒘𝒕𝒉 As businesses grow, scaling sales operations can be challenging. Enablement provides a framework that supports scalability by standardising processes, training, and tools across the organisation. This ensures that new AEs can quickly get up to speed and contribute to the company’s growth. 6. 𝑨𝒅𝒂𝒑𝒕𝒂𝒕𝒊𝒐𝒏 𝒕𝒐 𝑴𝒂𝒓𝒌𝒆𝒕 𝑪𝒉𝒂𝒏𝒈𝒆𝒔 The business landscape is constantly evolving, and companies need to adapt quickly to stay relevant. Enablement allows organisations to be agile by continuously updating training programs, sales strategies, and tools based on market feedback and changes. This adaptability is crucial for long-term success. All this drives the Employee experience, as people are happier, as they could sell more - so make you happy, your organisation and finally earn more money! 💶 Send me your idea about enablement or/and add your comment below - happy selling

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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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Are you ready to enable the i̶m̶possible? It starts with Highspot 🚀 Discover how you can achieve: ✨ 25% decrease in ramp time ✨ 20% increase in reps attaining quota ✨ 12% increase in win rate Watch more👇 https://hghspot.co/4bSH5zS #B2B #enablement #sales #enabletheimpossible

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💡 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

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