Maaike Terwindt

The Evolution of Customer Success: Myth or Reality? Why do we keep hearing that Customer Success is dead? At The Customer Conference organised by Customer Success Network in Dublin on 12th September, we will explore the current state of Customer Success and unravel the perceived decline. Through a dynamic debate, we will examine whether this notion stems from a genuine downturn or a shift in focus within the profession. Join me and the panel of: - Shirley Chapman, Head of Customer Success International, Forrester  Dave Jackson, CS Heretic, Coach, Author Patrick McGrann, Director, Training and Enablement, Winning by Design We will discuss the evolving landscape of Customer Success, offering insights and strategies to adapt and thrive in this ever-changing field. Ticket details and Agenda below 👇 #customersuccess #saas

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Here’s a highlight reel of MySalesCoach visit to SaaStock Dublin last year! To all the new sales reps attending, here are a few tips to help you get the best out at the event: 1. Travel tip: ✈️ Plan your route ahead of time to the Royal Dublin Society (RDS)—Dublin can get busy, so give yourself that extra time to arrive relaxed and ready to network. Extra tip: Consider using Luas 🚋, a great travel service for getting around Dublin quickly and stress-free. 2. Take selfies: 📸 Don’t forget to snap a selfie with the people you connect with—perfect for following up later via email or DM, reminding them of your conversation. 3. Networking tip: 💬 Get out there and introduce yourself to as many people as possible! SaaStock is packed with amazing folks from all over the world—don’t miss your chance to make meaningful connections. - Icebreaker: Instead of asking “What do you do?” try “What brought you here?” or “Which sessions do you recommend?” for a more engaging conversation starter. 4. Follow-up is key: 🔑 After the event, make sure to follow up! A quick message or LinkedIn connection can go a long way in turning a conversation into a long-term relationship. 5. Foodie recommendation: I’m a foodie, and one place I loved dining at last year was Murray’s Bar (33-34 O’Connell Street Upper)—great live music and traditional food to enjoy while you unwind! I’ll be at the event coaching sales reps LIVE at the MySalesCoach stand and VIP Coach, along with our famous millionARR shortbread and free coaching sessions—come by and say hi! 🙌 Did I miss anything? #SaaStock #SalesTips #SalesCoaching #Networking #Dublin2024

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At our 2nd meeting on Leadbay with Milan, we agreed: “If we succeed, we’ll buy out Salesforce. If we lose, Salesforce will buy us out” So when Andreessen Horowitz titled “Death of a Salesforce”. I booked a flight to San Francisco and New York to try to understand what was happening at Salesforce Tower. After meeting key leaders, customers, innovators in the US, I can now title back to a16z “Death of Salesforce, birth of Leadbay”. TL;DR ▶︎  Support reps don’t mean replacing reps, ▶︎  AI accuracy in B2B sales versus AI hallucinations, ▶︎  Time for traditional sales teams to finally catch up with technologies for growth (Growth, Data Scientist, SDR, Data providrer - all in one tool: Leadbay). Agree ? Add your thoughts. Access the full article here: https://lnkd.in/gi-dFTJ5

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🚀 Research news from Salesforce! Their 6th Annual State of Sales report has just been released, and it's packed with insights on how AI is transforming the sales landscape. 🤖💼 As an industry leader, Salesforce continues to push the boundaries of what's possible in sales technology. This report, drawing from 5,500 sales professionals across 27 countries, paints a vivid picture of an industry in transition. From quota challenges to time management struggles, the report highlights the hurdles sales teams face. But more importantly, it showcases the game-changing impact of AI adoption. Here are three key takeaways: 🔬 81% of sales teams are experimenting with or have fully implemented AI 📈 83% of AI-powered sales teams saw revenue growth last year 👥 Teams using AI are 21% more likely to have added headcount in the past year Are you ready to harness the power of AI in your sales strategy? 💡 Let's connect and discuss how these findings could impact your business. Share your thoughts on AI in sales below! 🗨️ 👉🔗 https://lnkd.in/gd48e5a3 #SalesforceAI #StateOfSales #AIinSales #SalesTransformation #FutureOfSales #SalesTech #B2BSales #SalesProductivity #SalesAutomation #SalesInnovation #CRM #CustomerRelationship #SalesStrategy #SalesGrowth #BusinessIntelligence #DataDrivenSales #SalesLeadership #SalesPerformance #Dreamforce2024 #SalesforceInnovation

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Friday morning thoughts before traveling to #Ireland attending SaaStock next week: as a sales person, if I am going to be sited next to a representative of the low cost airline I am using, but I don't know anything about their industry and I still want to start a conversation, address an area of interests, and build rapport with him or her, what can I do? As a user of SalesOMMO I can instantly (just before take off) identify challenges in their industry: 1. increased competition in the airlines/aviation industry 2. the negative impact of the COVID-19 pandemic on travel and tourism 3. the need to continuously improve and adapt their technology and digital platforms to meet customers' changing expectations and demands Not too much we can about the first two points, therefore I must think more about how can I help them get more customers, or improve travel experiences for existing one. If I would use the onboard Wi-Fi service during the flight, my integrated virtual companion could offer me additional suggestions, so here it is: "SalesOMMO can provide sales and marketing solutions to help Ryanair increase revenue, enhance customer acquisition and retention, optimize sales processes, and improve overall sales performance. SalesOMMO can offer data-driven insights and analytics to identify new sales opportunities and target the right customers effectively. SalesOMMO can also assist in implementing customer relationship management (CRM) systems, sales automation tools, and lead generation strategies to streamline sales operations and drive growth for Ryanair." My Goodness, now I know why we decided to use AI just to provide suggestions to humans, and not start automatically stupid conversations by letting AI hallucinate about things the are still on our secret roadmap, or have never been on our roadmap. Luckily low-cost airlines are not in our idea target customer profile, and definitely we shall train better our agents. Better start the conversation by talking about the weather storms above Europe today. C U in Ireland next week SaaStock, meet us on booth B15, we can discuss about challenges you have meeting new people from industries that you are not familiar with, and how you can uncover insights and build rapport with them. #SaaStock2024 #seeyouatSaaStock #Sales #Research #Automation #People #WinMore

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Part two of The SaaStock Effect has just dropped to support the fact that Pre-reg is now open for #saastock2024 in Dublin. One exited founder and one that raised a growth round, both initiated at SaaStock share their tips into how they made the most of it and the benefit of connections and relationship building. Check out the three minute story below and sign up to our pre-reg should you strive to reach transformation for your SaaS as Esben and Ronan did.

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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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Google is forecasting a growing demand for luxury experiences in 2025. Here's what revenue managers need to know: - Guests want top-tier experiences for their budgets. - Holiday spending in Europe is set to grow by 37% by 2027, with global resort spending up 22%! - Travel queries are 7.3% higher YOY, creating a new sales peak before Christmas. Stay ahead by investing in luxury upgrades and crafting engaging, year-round content to connect with these high-value travelers.

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5 things I would do as a SaaS BDR/AE/AM/CSM with commercial targets for a successful quarter close: 🔎Identify the hotest leads + requalify as you go, for a delay-free closing process. 📊Make use of existing data: what has worked well for you and for your colleagues in previous quarters? 💥Prioritize high-impact activities and minimize distractions (like unnecessary meetings). 👔Aim to focus your outreach on those with decision-making authority. 💪Intensify your follow-ups, with a strategy that works for you: whether it is automated reminders or personalized communication. What else will you be doing to make the most of the two weeks left in the quarter?

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Big news from Gong! 🍾🥳 It’s inspiring to see how these innovations are giving teams better ways to manage their pipelines, forecast, and coach—all while staying focused on what matters most. Can’t wait to hear from industry leaders about how they’re using these tools to transform their businesses! 🚀

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Having taken a few days to reflect and recover from SaaStock, I wanted to share a few reactions and learnings from last week. First and foremost, events like SaaStock do really make you appreciate how lucky we are to be based in Dublin, with such a budding startup scene. Huge thanks to the SaaStock team for orchestrating such a seamless event, it was great to see the work that startups like coso.ai and staq are doing right here in Dublin. It was super encouraging to see the big players like G2 and Intercom putting so much into the event, reaffirming the strength of the Irish SaaS landscape. On a personal reflection is on the importance of appropriate planning - events like SaaStock aren’t just an excuse to prospect. If I were to offer any advice to young SDRs or AEs starting their journeys in the SaaS world and are now being asked to attend conferences, it would be to take the time to better yourself by attending talks from leaders who have “been there and done that”, like Godard Abel and his talk on “Why Sharing Your Weaknesses Elevates Your Leadership” Lastly, the importance of taking these opportunities to establish partnerships. Having further bolstered our own offering with three new prospective partners, I would encourage any and all attendees of similar events to take their time, understand who is in attendance and ask yourself "would they drive value to my own offering" #SaaStock2024 #SaaS #Partnerships #DublinStartups

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Top performing AEs achieve 4.8x FASTER DEAL VELOCITY. Imagine 1 report & 6 Qs accelerating your Q3/Q4 deals! Every quarter feels like a short quarter. Q3 and Q4 are no exception. Summer getaways, mid-term breaks & the holidays. → Good AE performance is exiting H1 on 40%. → Most AEs need to close 60% + to hit quota. → Speed is everything in Q3 and Q4. If you can add 4.8x deal velocity, then it gives you a great chance to exceed quota! How do top performing AEs achieve 4.8x deal velocity? They prospect the best-performing personas. Here is the rub... You need to check the data first hand. Check the CRM for closed deals. → Run a report for closed deals in H1. → Run a report for closed deals last FY. Get a decent sample size. It can be deals closed in your patch. Deals closed by your team or wider org. It can be deals closed in your vertical globally. Run a report that fits your situation. Then check the Top 5: Q1. Top 5 Largest Deals Q2. Top 5 Shortest Deal Cycles Q3. Most common Personas? (Champions, Economic Buyers) Then take it a step further. Q4. What were the exact pains? Q5. What were the exact use cases? Q6. What were the desired outcomes? tldr: to achieve 4.8x deal velocity... hat tip to Ebsta for the data. → Pipeline Generation: Use this to prospect the right persona so you can find deals with higher velocity. → Progress Pipeline Get all the top personas involved in your deals. Make a concerted effort to have more stakeholders engaged. p.s. If you’re an Account Executive looking to fill your pipeline and exceed quota in 90 days or less, I've space for 5 AEs in August. Send me a DM saying "90" to find out more. 🔥 🍾

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What’s the right rep to RevOps ratio? A few weeks ago we hosted a small dinner for some of the best RevOps leaders in London. It was clear that: - It depends on what RevOps does: This still varies wildly from company to company. Define scope first. - RevOps should not scale proportionally with reps: The role of RevOps is to give leverage to reps and ideally so much that they don’t scale proportionally. - Get clear buy-in and involve other revenue leaders in the RevOps roadmap to make it much easier to request resources. We’ll likely start to see the first orgs where fairly technical RevOps leaders move the needle so much that not only will the rep to RevOps ratio be low, the revenue carried per rep will be unheard of.

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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.

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Uncover the secrets to efficient localization spending and budget management in the latest blog post by Phrase #localization

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It will be interesting to see how this dynamic changes things. Even if the #SaaS pioneer changes their #pricing model, there are bound to be shifts. Customers for whom the old model was great may balk at shifting to the new, while others will jump at a pricing structure that is now better suited to them. Assuming that WTP will remain constant across the existing customer base regardless of the pricing configuration feels like a HUGE risk. While SFDC wants to extract the maximum value from its customers... evolutions in the tech will ultimately mean that customers NEED LESS Salesforce to accomplish their goals. Can Salesforce also evolve and retain its position as indispensable to customers? Pricing is often an optimization strategy. How can we get more by capturing latent WTP. If I were SFDC, I would add to this strategy (not replace it) a strong look at the market not currently served due to price. I'd want to know if #AI allows SFDC to serve markets that they currently cannot profitably serve? Opening new TAM > shuffling the deck chairs IMO. There's a pride to being the premium provider that can undermine your goal of maximum revenue. #cmozen

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

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Today’s show is a fricking masterclass in sales & hiring. Larry Shurtz has been a go-to-market OG for 3 decades. 👥 Salesforce: Led a 1,300 team to $2.1BN revenue 💰 Genesys Cloud: Record growth to $1.4BN ARR 📈 Confluent: Led them to record $600M ARR My 6 key takeaways 👇 1. Why Verticalization Requires More Than an AE Industry Nerd You can’t truly verticalize & deliver value to customers with only an AE. There cannot be a disconnect between them and the technical team. Every single person that touches the account has to be involved. 2. Those That Say They Do Not Have CS Is BS A lot of companies say they don’t need CS. Someone is playing that role under a different title. They are responsible for correcting architecture & aligning use cases. 3. What it Means If You Cannot Forecast Well You don’t truly understand your business. You’re not doing the right amount of diligence with customers & opportunities. We might not be asking the right questions & talking to the right people. 4. Why I Hate Panel Interviews When Hiring I prefer one-on-one interviews. The relationship between the leader and employee matters  It’s hard to get that out of a 5-person panel. 5. Why I Don’t Do Case Studies The real value is to understand their mindset & thought process. It gets to the what & the how. I could easily get that out of a 45 minute chat. 6. One Question I Ask Every Interview I would ask which culture did you prefer out of all their previous companies. The range of answers I’ve gotten have been shocking. Understanding their culture is important to value alignment. (links in comments) #founder #funding #business #investing #vc #venturecapital #entrepreneur #startup #seed #funding #hiring #sales #B2B

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A symphony where every section plays its own tune — without coordination or rhythm — results in chaos. But, with the right conductor, everything changes. Enter Salesloft’s Revenue Orchestration Platform. It’s the maestro of revenue generation, ensuring your go-to-market teams and buyers play in perfect harmony.

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