Thuy Ho

Last call for HubSpot Quotes VS DealHub CPQ Webinar tomorrow! DealHub's Samuel Bratsztejn joins Carl Bouckaert (Elixir) and Tomas Riis Jensen (HubSpot) for a practical comparison that will untangle the challenges and showcase the strengths of each solution. 📅 18th of June, 12:00-12:45 PM CEST Why should you attend? ✅ Expert Insights: Learn from professionals who know the ins and outs of CPQ ✅ Informed Decisions: Make the best choice for your sales team ✅ Live Q&A: Get your burning questions answered in real-time Register now and take your CPQ game to the next level. The choice between a customized Hubspot Quote solution and DealHub CPQ can define your sales success. Whether you're a VP of Sales or a dedicated RevOps pro, this webinar is for you.

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Struggling to hit quota QOQ even after hiring new SDRs and AEs? We've seen that happening before here at UJJI AI ✨... In fact, we see it happen over and over again. Achieving time to value in a couple of months rather than anywhere from 6 to 12 is key for strong commercial results. Scaling fast without a culture of #documentation, #knowledgetransfer and role-specific #training is rarely achievable. When looking to scale sales teams, rapidly growing companies use UJJI AI for: ✨ Accelerated onboarding for SDRs and AEs ✨ Building repeatable and scalable processes and playbooks to be followed ✨ Developing training made up of video lessons, quizzes and actionable tasks In the world of sales, this can help with anywhere from lead generation, demo presentations, objection handling and deal closing all the way through to Strengthened their approach to cross-sell, upsell, and client renewals... Connectd, for example, leveraged UJJI AI for this... In fact, it's fast-tracked them to U.S. expansion in Q4 2023. 🚀 Swipe through the slides for a peek into how UJJI AI could do the same for you. #SalesTraining #SalesEnablement #ScalingUp #KnowledgeTransfer

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Transitioning a new customer from the sales process to onboarding can be a bumpy road if not handled properly. 😖 Fortunately, HubSpot's Deal Level Automation feature smooths out this journey, ensuring no customer is left behind. Here's why Deal Level Automation rocks: 1️⃣Automated Ticket Creation: When a deal is marked as closed-won in Sales Hub, 🎉 an automated trigger creates a corresponding ticket in Service Hub. 2️⃣Data Transfer Magic: Crucial data like customer details, notes, and requirements are seamlessly transferred from the deal to the newly created ticket. 📊 3️⃣No More Lost Context: Say goodbye to manual data entry or context lost in translation. Your service team has all the necessary information from day one to hit the ground running with a personalized onboarding experience. 🚀 But wait, there's more! 🌟 💡Customizable Triggers and Actions: The beauty of this feature lies in its customizability. You can set up additional triggers or actions to occur when a ticket is created, such as sending a welcome email or scheduling an initial onboarding call. 📧📞 By leveraging Deal Level Automation, you can ensure a smooth and efficient handoff from sales to service, setting the stage for a successful onboarding journey. Excited to learn more about streamlining your onboarding process with HubSpot? Check out our comprehensive guide: 🔗 https://hubs.ly/Q02vLCqQ0

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Astute insights from Patrick Trümpi at Taskbase (even if it stings just a little, as we had our origins consulting around our AIM methodology). The important thing is that you have a process, and that the customer’s strategy is at the center of it! #sales #process #meddic

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“Outbound is dead” 🎣 In an oversaturated B2B sales environment, it’s getting harder to get in the door. BDR managers raise KPI’s and the introduction of AI has made “pitch slapping,” far too common and sales channels are more noisy than ever. If this is your approach to outbound, no wonder it’s dying… Try this instead: 1: Better research 📚 Focus on your ideal customer profile. Personalise and make messaging super relavant. Take time to understand their goals and major pains. 2: Go outside and see people 🚗 No better way to cut through digital noise by meeting people face to face at conferences, events, or hosting learning sessions. 3: Partnerships 🤝 Use the network effect of partners and resellers. Leverage existing relationships with businesses that fit your ideal customer profile.

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Our friends over at SDRs of Germany have pulled out all the stops to create a sales edutainment show like no other, and it’s one you won’t want to miss! Tomorrow, join live for the latest episode of Hit the Gong where we’ll dive into real, unscripted sales scenarios packed with invaluable insights and fun. Here’s what to expect: 🔹 Live Discovery Call Coaching: Max Koester one of Germany’s top 25 sales coaches, will guide community volunteer Saskia Walther through a live call as she faces unpredictable sales personas in real time. 🔹 Interactive Audience Engagement: Audience members are a big part of the action! From reactions, Q&A, and direct feedback, to rating GONG‘s automatic call analysis – you’re not just watching; you’re in the show. 🔹 AI in Action: The show uses Gong‘s AI-driven insights to analyze the call, summarize the next steps, and even create a follow-up email. It’s a unique, natural way to see the power of AI in modern sales without the heavy-handed pitch. 🔹 Live Coaching Takeaways: Learn from the best as Max and Saskia reflect on their Gong analysis, covering everything from discovery techniques to handling tough objections and inappropriate comments with skill and confidence. The show is full of surprises, humor, and genuine value for anyone in B2B sales. Don’t miss this chance to see sales, edutainment-style. Join the show here 👉 https://lnkd.in/eSRmnXRk

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The traditional view of “ICP” is outdated. And it’s hindering your SDRs from booking meetings. Here’s why: The traditional “High Value Lead”, from a lead scoring perspective, typically looks like this - 1. A “lead” from a good company, who hits “ICP”, or “Ideal Customer Profile” 2. A “lead” who has downloaded a LOT of content 3. A “lead” who has downloaded relevant content But what this DOESN’T include… ..is what many reps would argue, is one of the MOST important aspects of selling: And that is - Who you’re talking to in terms of buyer persona, role, & hierarchy in the decision-making chain. With that in mind, here’s a breakdown of what actually makes a “High Value Lead” to SDRs: 1. A “lead” from a good company, who hits “ICC” Your “Ideal Customer Company” is based on Firmographic Criteria that matters to your sellers, such as: - Company Size - Company Industry - Company Tech Stack. 2. A “lead” who hits a good title, that hits “ICT” Your “Ideal Customer Title” is based on role & title criteria of who you best sell into, such as: - Managers - Directors - Heads of - CXO 3. High “Buyer Intent” so they say “Yes” easily. In traditional terms, buyer intent can be categorized as: H: High Intent  M: Medium Intent L: Low Intent A: Acceptable Level of Intent 

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“In the past 2 years, SaaS companies are reducing, the size of the CS teams or even eliminating the whole team, which is really crazy because the purpose of customer success is not simply to keep your customers or to be a second layer to customer support, but it's actually a growth function and it's also a mindset. So when we're talking about customer success, I'd like to distinguish between 2 things what is the company-wide, operating system, and then we have the customer success team which does basically the largest part of Customer Success, but not everything because customer success can only be successful if they have the right support for other teams,” says Markus Rentsch, CEO of Remark-able in our latest Scale Tale podcast hosted by ZapScale founder Mausmi Ambastha. Learn how to leverage customer success for sustainable growth in our latest Scale Tale podcast in which Markus reveals secrets on customer insights and outcome tracking that will transform your approach 👉🏻https://lnkd.in/gTtANRGe #CustomerSuccess #CustomerSuccessTeam

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We strongly believe that outbound sales calls remain one of the most effective methods for lead generation. Why? It's simple - they allow for immediate feedback, foster personal connections, and permit greater control over the sales pitch. No technology can beat the power of a genuine conversation. It not only helps to understand the customer's needs better but also to provide tailored solutions. Plus, making the first move to reach out to potential clients shows initiative and dedication to customer service. We specialise in this approach and have seen it work wonders for businesses across various industries. If you're interested in supercharging your lead generation strategy with outbound sales calls, we would love to have a chat with you. Book a conversation with us today and let's start boosting your sales. https://lnkd.in/ea75t6S7 #LeadGeneration #OutboundSales #SalesStrategy

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Stop wasting time on boring questions in discovery calls. 🚀 Here are 7 steps to make your discovery calls impactful. 1. Understand your client’s goals and problems. 🤝 2. Bring a clear solution to the table. 💡 3. Review all notes and information before the call. 4. Have a strong perspective on how you can help. 5. Engage in meaningful business conversations. 📈 6. Identify all potential stakeholders early on. 🔍 7. Help the customer make a confident yes or no decision to proceed to the next call, if they are not sure give them an easy out and let them sell the next call to you. 🔥 p.s. If you’re an Account Executive looking to fill your pipeline and exceed quota in 90 days or less, then send me a DM saying "90". #SalesTips #AccountExecutive #DiscoveryCalls #B2BSales #SalesExcellence

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Are your SDRs operating on auto pilot? Stop. Try these 7 tips from Noam Nisand: "SDRs shouldn't do the same repetitive tasks. Here are 7 tips to go from cold to warm: 1. Identify *relevant* signals Focus on signals that indicate genuine interest or intent to buy. This helps narrow your list down to potential buyers. 2. Prioritize timing over personalization Instead of mass personalization, prioritize reaching out at the right time. Timing can make or break your outreach efforts. 3. Approach with learning, not selling Your first outreach should aim to understand the prospect's needs. This builds trust and helps you gauge if they're in the 10% ready-to-buy group. 4. Use data to refine your list Analyze past interactions and past behaviors to refine your list. This ensures you're targeting the most promising leads. 5. Build quality relationships Focus on building genuine relationships with prospects. Quality interactions lead to better conversions. 6. Educate your prospects Provide valuable insights and information. This positions you as a helpful resource rather than just another salesperson. 7. Monitor and adjust Regularly review and adjust your strategies based on results. Continuous improvement keeps your outreach efforts effective." - 👋 P.S. Make sure you give Noam a follow!

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B2B SAAS – when your product is creating a new category – how do you decide on pricing? 4 things to consider, most of them, counter-intuitive: 1) Start high – you don’t the know the market value yet. Your sales team can go in high and then figure out the right pricing with feedback. • Easier to decrease prices rather than the other way around • Real feedback kicks in when you price aggressively high. Big companies might buy your product as a side project when the price is low. 2) Target early-stage adopters – Prospects who would see your value faster and be able to act on it. You get pricing feedback from there. 3) Technical close before pricing talks – Critical. If the business is convinced of the impact, much better to understand pricing. 4) Visualize the full impact to the prospect – What if every department, every employee ended up using your product. Counter-intuitive when you are trying to make your first few sales. But the prospect is making this calculation anyway. Don’t sell yourself short trying to get an easy win. #B2B SAAS #pricing #marketing

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❌ Your HubSpot sales velocity report is wrong. Here's why it matters. Sales velocity shows how efficiently your sales process converts opportunities into revenue. Companies effectively measuring and optimizing their sales velocity consistently outperform those that don't. While HubSpot offers sales velocity reports, many customers find its calculations inaccurate, leading to unreliable forecasts and missed targets. Forecastio solves this by: ✅ Accurately calculating pipeline velocity ✅ Pulling real-time data from your HubSpot ✅ Alerting you about data issues before they affect forecasts ✅ Showing exactly where deals need attention Dive deeper into sales velocity importance in our latest guide: https://lnkd.in/djJyi5Wj #SalesPerformance #RevenueGrowth #SalesVelocity #HubSpot

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#SaaS is overwhelming. There are 100s of tools for every problem you have. How the hell do you pick a tool in 2024? As a buyer, consultant and head of sales at, I think this question myself and discuss with potential clients at Fluix all the time. Sometimes you should buy a software. Sometimes you should build one. Sometimes you should use the resources you already have. But it is not easy to decide. ColdIQ has a great list of AI software but it's not exhaustive. There are LinkedIn Influencers a plenty that will tell you what to do (no.... I'm trying trying to be that). You can comb through Reddit, Inc. boards and find other folks that are experiencing your pain. Google search is always a staple to research as well. So what do you do without spending 20 hours a week deep-diving into toolsets instead of working on your problem? There's no clear answer.... but let me tell you a quick story that surprised me. I do a lot of research for ICP and GTM motions which includes what companies to target. Typically... any person on LinkedIn would tell me to buy a series of tech stack options, and they'd present a cute graphic to show how they generate "20 leads a day by themselves through this tech stack". I don't have time to learn 15 new software, and I don't want to spend the money to do so. So what did I do? Good old ChatGPT. I've trained my instance on the companies I help so I start typing to it while sitting at my daughter's soccer (football) practice. 10 minutes later I have a list of 100 companies that fit our ICP, within a geo target region and some messaging that should show how Fluix will help these folks with their document automation. That list goes into Persana AI, then pushes to HubSpot. Very simple. All my existing tools. Using them better today than I did yesterday. Noone has all the answers.... but sometimes the outcomes surprise you - this one surprised me. I've never used my toolset quite like this. #automation #customerfirst #SaaScanSuck

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Why scalable SDR solutions have NOT been fully embraced: Under pressure to adapt sales resources to fluctuating demands? You're not alone. Everyone’s talking about rigid in-house teams: But we resist. We believe in the power of flexibility and customization. 1️⃣ Flexibility to scale SDR teams up or down. 2️⃣ Custom solutions tailored to specific sales objectives. 3️⃣ Alignment with business goals through experienced SDRs. Once, during a demand surge, we saw how quickly an outsourced team adapted, proving the value of scalability. Key actions to maintain this momentum: ✅ Embrace change ✅ Prioritize adaptability ✅ Seek tailored solutions Efficiency is doing things right; effectiveness is doing the right things. Scalability and customization are the keys to effective growth. How do you ensure your sales team is adaptable? #salesgrowth #scalability #outsourcedsdr

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BIG COMMISSION CHECKS ARE NICE Consistently big commission checks are nicer. With Scratchpad sales teams have everything they need to maintain a healthy pipeline and close deals with speed and consistency. 📈 Zero Boards wipe out non-compliant opportunities 📈 No-code Automations for instant Salesforce updates 📈 Deal Rooms promote proactive collaboration on your biggest deals Check out all this and much more at the 🔗👇 #Sales #Revenue #GTM

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10 years ago, SDRs were told to “sell the meeting.” Today, that’s not nearly enough. For SDRs to succeed in 2024, they need to know the Three Ps: product, personas, and processes. The Product: -Embed yourself with the AEs -Understand the narratives being discussed during calls and demos (and why) The Personas: -Read what the buyers read. Listen to the podcasts they listen to. Go to the trade shows they go to -Understand which strategies and metrics they are responsible for The Processes: -Take all that context to the decision-makers -show that you know how they'll use your product and accelerate their success SDRs aren’t just meeting-setters, they’re revenue-critical employees that impact your bottom line.

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You want to go from SDR to AE?   Here are the 3 most crucial things you need to do: - Shadow AEs and learn:  Sit in on their calls and ask questions, watch how they handle objections, and keep control of conversations.   - Show you can close Ask your manager for small closing tasks, lead a discovery call or handle follow-ups. - Overdeliver on your SDR role:  Crush your numbers, hitting targets proves you’re ready for the next level. Master this, and you're halfway there. #sales #team #SDR #AE

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