Mark Hedderman

📅 8th October 2024 - Mark your calendar. Getting compensation right is critical when it comes to attracting and retaining top SaaS sales talent. If your packages aren’t competitive, you’re not just losing out on great people - you’re putting your growth at risk. That's why, on Tuesday next week, we’re releasing our salary benchmark report for SaaS sales roles across Germany. Stay tuned if you want to know how your compensation stacks up - or if you're losing talent to better offers. 👀 DM Liam Peoples or Robin Guth for priority access. 🐺💜 #sales #hiring #recruitment

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Excited to share a new blog post from the team! ✍ As B2B companies navigate some of the roughest terrain we've ever seen, the need for efficient and scalable go-to-market (GTM) strategies has never been more critical. The old playbook - reliant on large business development teams, repetitive email sequences, and manual processes - is giving way to a new, innovative, and invigorating approach that has revenue leaders excited. ‍ The new model combines powerful tools that are designed to streamline and automate significant aspects of the GTM process and amplify your team’s abilities. To read more and learn how this tech stack is making teams more efficient, click the link below. ⬇ #b2b #gtm #automation

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For Andrew Gray, Head of Revenue Enablement at Sanity, Relationship Map is a key tool to help his sellers multi-thread and close deals. Here’s how one of his sellers recently closed a deal using Relationship Map. ⤵ “One of our reps in EMEA had built his Relationship Map in Sales Navigator, screenshot it and put it on a deal review. He was able to see where he was lacking relationships, what he was missing to be multi-threaded, where he needed more exposure – everything that’s key for relationship mapping,” said Gray. What surprised Andrew about the Relationship Map was that his seller was able to build it directly within Sales Navigator. “Normally our sellers build out some sort of relationship map inside of Excel, a Miro Board, Google Drawings, or some other application. But the fact that he was able to do this inside of Sales Navigator made me think this should be our new standard moving forward.” After using Relationship Map, the seller focused his efforts on the missing key relationships that could help him close the deal. He then used LinkedIn to get an introduction to a key contact who was a champion for moving that deal forward. And best of all, that seller closed the deal a few months later. “Would he have won the deal without the Relationship Map? Maybe.” Gray reflected. “But do I know for a fact that he sat and looked at his Relationship Map, and used it to map out a strategy that ultimately won him that deal? 100%.” Learn more about Relationship Map here: https://lnkd.in/RelationshipMap #SalesNavigator #sales #B2Bsales

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Great interview with Nick Mehta, CEO of Gainsight, about the power of net retention, a metric we've written about a few times. "Net retention has become, by far, one of the top metrics that people look at in SaaS. We’ve done research on publicly traded stock multiples, and net retention—as much as almost any other factor, right alongside growth rate—is one of the biggest drivers of shareholder value." https://lnkd.in/g3eFgqtH #netretention #metrics #SaaS #customersuccess

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The only thing your business needs to hit those targets 👇 A RevOps platform aka Corefactors. Try it today 👇 https://lnkd.in/dZn5PqVJ #Revops #olympics #sales #targets

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Deel implemented DealHub CPQ and reduced their price quote creation time to under 10 minutes (instead of 24hrs). They’re one of the fastest growing SaaS companies in the world, and ‘speed of execution’ is a core principle in their GTM motion. Austin Cook Kiessig shared his thoughts with us in the full interview (click on the link below) as to why they needed to reimagine their Quote-to-Revenue workflow so that salespeople were enabled to execute, and customers would receive a first-class experience. Their strategic approach goes beyond speed; it's an extension of the leadership mindset that has matched tools/solutions to their growth mindset. Find out how Deel did it and why having a rockstar CPQ expert like Goldie Spector to partner with is making a massive difference. Check out the full CPQ success story here > https://okt.to/XPnMFo #Deel #GTM #DealHubCPQ

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When it comes to annual territory planning, a #sales ops bias can really shake things up in the wrong way. This mindset can lead to inefficiencies, imbalanced and unfair #territory assignments, and a lot of frustration among the sales team. On the flip side, this article explains how a RevOps approach sets the stage for optimized territories and encourages productive connections and collaborations across all teams involved in generating revenue. It’s a win-win for everyone! Read more! https://lnkd.in/g7ccjRAZ Fullcast, The Go-to-Market Cloud Brad Warnock #revops #salesops #gotomarketcloud #gotomarket Dylan Ferguson Alyssa Suchy Amy Osmond Cook, Ph.D. Susan Macomber Amanda Fletcher Ryan Christensen #revopsleadership #gtm #revenueoperations

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We're excited to launch the DealHub Academy, a self-learning environment where you can level up your CPQ skills and become a certified DealHub admin. Here's what you can expect: 👉 On-demand courses: Learn at your own pace with bite-sized courses designed to enhance your DealHub expertise. 👉 Clear learning paths: Follow structured paths to become a DealHub pro, from the basics to advanced functionalities. 👉 Interactive exercises: Reinforce your learning with quizzes and hands-on activities to solidify your knowledge. 👉 Learn from DealHub experts: Watch all product training overviews and webinars. 👉 Get Certified: Take the exam and earn a certificate to promote your DealHub mastery. Whether you're a new user or a seasoned pro, the DealHub Academy has something to offer! Ready to unlock the full potential of DealHub? Head over to the academy today: https://lnkd.in/dqmn5TGc Happy Learning! #UnlockYourPotential #CustomerSuccess #DealHubLove

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🌟 Discovering a unique sales methodology for your SaaS sales team is like finding the perfect dance partner—the one that moves with you effortlessly and leads to a harmonious performance. 🚀 SaaS sales require a specialized approach that goes beyond traditional methods. Learn how to tailor your sales process to the intricacies of the SaaS industry with Close's insightful article on Sales Methodology for SaaS. 🔍 Uncover the key differences between SaaS and traditional sales models, and explore the top 5 sales methodologies that can revolutionize your SaaS sales game. 💡 Just as every dance requires a distinct rhythm and style, every SaaS business needs a custom sales methodology to sweep prospects off their feet effectively. 🌐 Dive into the article to master the art of choosing the ideal sales model that resonates with your SaaS team and accelerates your growth journey. https://lnkd.in/gc_v4swm

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A RevOps approach can decrease rep time spent on each sale by up to 4 hours. This is time that can be devoted to ✅Removing bottlenecks ✅Making the sales pitch better ✅Learning more about the customer behaviour and more. Corefactors has a customized solution for whichever industry you belong. Take a look 👇 https://lnkd.in/dpHJJcs4 #RevOps #crm #industry #finance #education #realestate 

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🔽 TAKE OUR REVOPS MATURITY QUIZ 🔽 (Can you tell we're excited about it 🙃 ) Our COO, Andrew Lydon, is a true #RevenueOperations expert. Lydon put together this NEW quiz to help you unlock the maturity level of your #RevOps strategy. Take the quiz today to unlock your FREE RevPartners RevOps Maturity Model Cheat Sheet at the end! 😎 Check it out here: https://lnkd.in/e3FZT2RB

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Exciting session announcement! Martin Garvey, Director, EMEA Enterprise Sales at Gong will be delivering a session on: Supercharge Sales with AI Learn how best-in-class GTM leaders rev up their revenue org with AI and uncover their strategies for increased productivity, predictability and growth. Join this insightful discussion about the practicality of leveraging AI and how it can play a pivotal role in navigating the evolving landscape of sales. Key Takeaway: The practicality of leveraging AI across GTM teams to generate greater productivity, predictability and growth. Get tickets: https://lnkd.in/ge2VxsEg #B2BMarketingEx24

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💡 Thought for your weekend...6 keys to unlocking incremental revenue opportunities in your customer base You work hard to acquire and serve customers but are you maximising the revenue opportunity? Here are 6 ways to uncover additional revenue and positively impact profitability: 🔑 Revisit pricing of your core products every 6 months to reset price lists 🔑 Ensure your multi-year contracts have inflationary escalators to automatically raise prices 🔑 Encourage increased usage of products – grow the user base as well as promoting higher usage by existing users 🔑 Consider re-packaging products to create chargeable modules 🔑 Craft new value propositions to cross-sell or up-sell additional products or services 🔑 Create chargeable value-adding services to complement core products In parallel consider incentives for all customer-facing team members, to encourage them to seek out opportunities to organically grow revenue. Want to know more? Check out the case study below to learn how one client grew their revenue by over $1million per year.

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You look stuck.  Don’t worry; it’s not just you. SaaS renewal ACVs are stagnating. ⏸ According to Vendr's Q2 2024 SaaS Trends Report, renewal ACV has remained pretty flat for the last year but decreased in Q2, both QoQ and YoY. 📉 Clearly, buyers have the upper hand when it comes to renewal pricing. So, how can SaaS vendors improve renewal ACV in such a market?  With flexibility! 🤸 As buyers are more likely to negotiate, offering tailored payment solutions like Capchase Pay creates a win-win situation: helping buyers secure better terms while ensuring you retain their business and still receive the full ACV up front. Flexibility in payment terms can make all the difference when it comes to fostering long-term partnerships and continuing renewals. 🤝 Avoid offering steep discounts on your next renewal; use Capchase Pay and make everyone happy.

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