Kaushal Menghaney

Figuring out a "compelling event" enabling a transaction solves most of the #qualification problem. In B2B, the biggest obstacle for salespeople is "status quo/do nothing". Knowledge of compelling events aligns with intent better. In the absence of a compelling event, the customer will need a compelling business case which is a much harder and time-consuming problem to solve. 💱 💡 Additionally, The more the client gives access to internal information and people (sponsor, champion, buying process etc.), the better it is going to work out for both. For me, the degree of #engagement works better than the qualification frameworks/process. 🕴

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Is Your Business Ready for the Future? Here's Why Your GTM Strategy is Crucial ⬇️ In today’s fiercely competitive market, standing still is not an option. The landscape is evolving rapidly, and over the next few years, we can expect the number of competitors in any industry to quadruple. Why❓ The cost of building technology products is plummeting thanks to innovations like generative AI, and the time to market is faster than ever. If a product that previously took 6 months to build can now be launched in just 6 weeks, all thanks to AI. This means that your unique selling points, or micro moats, need to be leveraged quickly and effectively. The critical pillar for any business moving forward will be its go-to-market (GTM) strategy. Success will come to those who can double down on their team strengths and optimize their resources, rather than simply copying industry leaders. Whether you choose to adopt an aggressive or defensive approach, the key is to play to your strengths and make strategic choices that align with your long-term goals. There is no one-size-fits-all solution, but the decision is in your hands. In this fast-paced environment, what will your choice be and why? 💭 Thoughts inspired by Santosh Sharan. Grateful for the experiences he shared today along with Adam Robinson - such great insights! 🚀 #Gotomarket #gtm #startup #saas #sales #b2bgtm

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5 Tactics to 𝐒𝐮𝐩𝐞𝐫𝐜𝐡𝐚𝐫𝐠𝐞 𝐘𝐨𝐮𝐫 𝐂𝐡𝐚𝐧𝐧𝐞𝐥 𝐒𝐚𝐥𝐞𝐬 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐲! In the competitive realm of channel sales, success hinges on effective distributor partnerships. 🤝 Explore 5 Tried-and-Tested Tactics to Turbocharge Your Distributor Sales: 1. 𝐄𝐱𝐩𝐚𝐧𝐝 𝐘𝐨𝐮𝐫 𝐍𝐞𝐭𝐰𝐨𝐫𝐤: Collaborate with multiple distributors to optimize profits while aligning with various market expectations. 2. 𝐅𝐨𝐬𝐭𝐞𝐫 𝐂𝐨𝐥𝐥𝐚𝐛𝐨𝐫𝐚𝐭𝐢𝐯𝐞 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬: Embrace a reciprocal dynamic, valuing input from distributors. 3. 𝐄𝐦𝐩𝐨𝐰𝐞𝐫 𝐰𝐢𝐭𝐡 𝐓𝐞𝐜𝐡𝐧𝐨𝐥𝐨𝐠𝐲: Implement efficient commission management tools to enhance distributor productivity. 4. 𝐍𝐮𝐫𝐭𝐮𝐫𝐞 𝐋𝐨𝐲𝐚𝐥𝐭𝐲: Cultivate enduring partnerships built on trust and mutual respect. 5. 𝐑𝐞𝐢𝐧𝐟𝐨𝐫𝐜𝐞 𝐂𝐨𝐧𝐧𝐞𝐜𝐭𝐢𝐨𝐧: Promote teamwork and engagement through dynamic sales meetings. Rejuvenate your distributor relationships and witness exponential sales growth! 💪💰 🔍 Here at Atmax Technologies , we've come across an insightful article on @reconinsight. Dive deeper into the topic by clicking the link in the first comment below. 📚 #cxo #atmax #channelsales #salesenablement #incentives #distributor

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I recently met a gray-haired veteran B2B sales gentlemen who was saying: "Shahjad, when I was in my 20s, we used to go office to office or perhaps stand outside CXO's cabin just to get the coordinates so that we can call or email them later, forget about pitching or demonstration" I could feel the genuine pain in his voice when he was telling me this. Today in just 1 click we get the contact details of CXOs running billion-dollar companies. (Yes, we are lucky and blessed to be next-gen B2B sales folk) Obviously, this has also led to lots of noise, spamming, and whatnot, but the point is we have the right coordinates to connect with them and land a million-dollar deal. Instead of saying "cold call does not work", or "no one reads email" we need to look at whether we are doing the outbound right or not and ask ourselves: "Does my cold call have what it takes for them to give me a 30-minute slot" "Does my cold email sends out any value for them to reply" This gentleman has really given me the dopamine for the entire year to work even harder. He concluded by saying: "Shahjad, nothing works until you make it work" #sales #motivation #dopamine #saas #b2b #techselling

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Enterprise sales have more of "fitting into" than "fitting them in ". It is a lot more about the experience the enterprise has at all touchpoints. Therefore, our #pricing has to include all the efforts to do these. 🗜 Enterprises pay so much for a reason. They are willing to pay for the "Service layer" around the product rather than the "product" itself. 💰 e.g. Your pitch becomes specific to them. You fit into their security standards and integrate with their system and specifications. You build a project plan (which they agree to )and in all practicality end up managing their "buying "process. Even navigating the delivery process and working through internal processes becomes a key responsibility of the service provider. ♻ All of the above requires a different #mindset than pure play PLG/product mindset. Therefore, managing "product-led" and "sales-led" at once is so difficult. e.g. Product-led requires you to reveal your #prices publicly, however, sales-led prices are a function of the service layer you can build under the provided constraints. 🔴 🥗 #sales #strategy #product #Ori #growth

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🚀 Sales Efficiency: The Key to Scaling Revenue 🚀 Amit Khanzode and I had a great discussion on the state of sales efficiency. In today’s market, sales remains the heartbeat of every organization, regardless of industry or size. Unlike other departments like engineering or product, where efficiencies improve as the company grows, sales is unique. No matter how large your company becomes, sales team capacity remains consistent—typically around 30 to 40% of the organization’s overall capacity. At SalesTable we want to change this. Scaling revenue isn’t just about adding more salespeople; it's about enhancing their efficiency and effectiveness. 💡 We help sales leaders unlock the full potential of their team by: > Streamlining Processes: We ensure that your sales reps spend less time on administrative tasks and more time engaging with prospects and closing deals > Data-Driven Insights: Get actionable insights into what’s working and what’s not, enabling you to fine-tune your strategies in real-time > Personalized Coaching: Tailor coaching to individual reps based on their specific needs, ensuring everyone is performing at their best > Integrated Sales Enablement: Provide your team with the right content, at the right time, to move prospects through the funnel faster By focusing on efficiency, we're helping sales leaders transform their teams from good to great, driving revenue growth without simply adding headcount. Let’s make every sales rep and their interactions count! #SalesEfficiency #RevenueGrowth #SalesLeadership #SalesEnablement #salestable

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In the role of Sales Executive, one plans for coming FY. Strategy, tactics, tasks, so and on so forth. PPT, Dashboard and….God knows what. Stress, pressure, tension… I keep it SIMPLE. Put confirmed 2X PURCHASE ORDER of my FIXED COMPENSATION on the table in Q1. Helps me in mapping QX. Thoughts? #sales #enterprisesales #cybersecurity #services

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In sales, one of the most powerful habits is listening—not just to reply but to understand. A good listener uncovers the real pain points and offers the best solutions. Yet, too many today are focused on responding quickly instead of truly connecting with customer needs. The key to winning in sales? Stop hearing just words. Start hearing solutions

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Thrilled to share some thoughts on one of my favorite topics - Sales 🚀 Sales is not mere number-crunching or product pushing; it is an art, a dance between charisma and analytical thinking, proposition and rejection, resilience and reiteration. Ever thought of what really smoothes these friction points in sales? Here's my take: 1. Empathy: One part understanding, one part intuition, all parts vital. This isn't about merely sympathizing with your prospect's pain points. Too often, sales pros can sense resistance, but understanding the nature and source of this resistance is key. Mastery of empathy can redefine the trajectory of your conversation. 2. Active Listening: Sales never start with the pitch, they start with the prospect. 👂Listening is at the heart of sales, and it requires absolute presentness and attentiveness. The devil is always in the detail - catch that faintest sigh or that upbeat tone, they show the path forward. 3. Storytelling: Who doesn't love a good story? 💫 A well narrated story-rich with context and relevance-can empathize, engage, and ensnare. The careful curation of your brand’s story can make as much impact as the product itself by creating an emotional connection. 4. Adaptability: The only constant in sales is change. The best salespeople ride the wave of change. They see shifts not as valleys, but as mountaintops to conquer, keeping their minds agile, their strategies fresh. And, it all comes down to one thing - relationships. At the end of the day, it is not about B2B or B2C, it's always H2H - Human to Human. Sales is more than a profession; it is a way of being, a philosophy of life. As sales professionals, we are bestowed with a real opportunity to make a difference. ▪️ You're not convincing someone to buy a product or service. You are guiding them to a solution that will benefit them. ▪️ You're not closing a deal. You are fostering a relationship that didn't exist before. So, dive deep into this dance. Twirl with empathy, sway with active listening, spin the tales of your brand, and groove with your adaptability. The dance floor that is sales is vast and dynamic, never a dull moment! But always remember, sales is not solely our jobs. We are the ambassadors of the brand, the face of the solution, the aides in an era where solutions are aplenty. And, every single interaction counts. Happy Selling!! 🚀 Would love to hear your insights and experiences with #Sales #Empathy #ActiveListening #Storytelling #Adaptability #Relationships

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Success in sales isn’t just about adapting to technology—it’s about thinking differently. In today’s dynamic market, the ability to pivot and leverage the right tools can set you apart. But true innovation comes from understanding when to break the mold and approach challenges from new angles. Adapt, evolve, and think outside the box to stay ahead in the game. It’s not just about keeping up—it’s about leading the way.

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Dealing with strategic deals involving Large B2B Prospects and Strategic Partnerships can be a complex affair. The sales process is intricate, with numerous stakeholders and internal dynamics to navigate. As a Sales Rep, maneuvering through this maze is challenging. To tackle this complexity, I rely on a Key Accounts Approach that helps structure information, strategize for success, and effectively manage risks. This approach has not only helped me clear my head and plan better but has also led to winning numerous large B2B deals. For those interested, here is a Key Accounts Approach cum Battle plan along with a cheat sheet that you can keep handy for quick reference. The cheat sheet outlines key elements crucial for success, providing valuable insights to enhance your approach. #Sales #KeyAccounts #StrategicPartnerships #B2BDeals #BusinessStrategy #SalesSuccess

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As a business consultant, I’ve seen how automation can truly transform operations and drive growth. Here are some key areas where tailored solutions can make a significant impact: 1). Customer Support: Implementing chatbots to handle inquiries, allowing your team to focus on complex issues. 2). Sales Management: Utilizing CRM tools for personalized lead nurturing and follow-ups. 3). Inventory Management: Automating stock tracking to minimize shortages and overstock. 4). Marketing: Leveraging automation for targeted email campaigns and social media posts. 5). Finance: Streamlining invoicing and expense tracking with specialized software. Each of these areas offers opportunities to enhance efficiency and improve customer experiences. 💼✨ #BusinessAutomation #Efficiency #CustomerExperience #Growth #Consulting #Innovation

Scaling the CS team? Not all founders/ CXOs have the right reasons. Sustained growth through renewals & expansions (read the holy grail of land & expand) is on every CXO's mind/ presentation/ investor pitch. Many are rushing to build/ scale CS teams, perhaps playing catch-up. But not every1 has the right reasons; you may think so what? Well everything! When the base of the strategy is set in sand, no amount of cement on top layers can keep it from falling apart. This is where even the best CS team/ process/ tech fail. It hurts, been there myself. RIGHT reasons to scale CS 👇 1. Your customer base is growing: your customers are increasing, expansion to new geos/ segments/ growth. You have outgrown the CS team capacity, you need to hire. 2. You are focused on retention as core growth driver: to expand ARR from your existing customers, you are investing in CS to maximize retention & expansion. You need to hire experienced CS leaders/ CSMs to drive aggressive CS programs. 3. Your product requires deep adoption support: your product has complexity that needs hand-holding post-sale, you need consultants to lead the customers to success. Scaling CS means scaling value delivery & you need to hire. 4. You want data-driven customer engagement: you understand CS can’t run on guesswork & need a dedicated team to get proactive, data-backed insights. You need to hire CS leaders/ experienced CSMs to run CS programs & drive key metrics. 5. CX (& customer centricity) is your differentiator: you are genuinely committed to making customers successful because that’s your competitive edge. CS is how you make it happen. WRONG reasons to scale 👇 1. "We’ll fix churn later" mentality: using CS as a firefighting squad for your product/ customer issues is a joke. CS can't fix your crappy product/ overpromising sales pitch/ wrong set-up/ enablement gaps. 2. Pressure from investors: scaling CS because "the board said so" is pure BS. If your strategy isn’t aligned with how you enable & support customers in their journey to success, throwing bodies at CS will only burn cash & morale. 3. “Everyone is doing It”: just cause other SaaS cos./ competition are scaling CS doesn't mean you should. FOMO isn’t a strategy. 4. You think CS is just support with a fancy name: if you don’t understand value of true CS, scaling is just fluff. Congrats, you’ve hired a glorified helpdesk. 5. Sales can’t figure out growth: thinking CS will solve your revenue gap cause Sales didn’t meet targets? CS isn't your backup sales team. It's an investment, not a band-aid for anything. CS is not supposed to be Sales assistant just hunting for leads. ✅ Is leadership scaling CS for the right reasons? ⚠️ Are they using CS to fix their own mess? Comment if you’ve seen the wrong reasons play out. Block 1:1 https://lnkd.in/gjQxGq7f for coaching or structuring CS mindset/ team/ process in your org. #Scale #Strategy #CS #CustomerSuccess #CustomerSuccessManager #CSM #CSLeaders #Founders #CXOs #B2B #SaaS

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#US-based Pienza Ventures to offer accelerator initiative for SAAS-based Indian B2B startups #start-ups-usbased-peinza-ventures-to-offer-accelerator-initiative-for-saas-based-indian-b2b-startups

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📍 Unexpected Turns in Sales: When the Product Demo Gets Personal! 📍 As a growth marketer professional, adaptability is my middle name. But nothing could have prepared me for my latest client meeting with an acupuncturist. I walked in, ready to pitch our latest product, and walked out with a firsthand demo—literally! Yes, you read that right! In a surprising twist, I became the canvas for an acupuncture session. 'under the skin' While I am talking to the client about how our product improves the 1. Fun learning with interactive content 2. Hands on practice virtually and 3. Create a community Something pinched my skin 😂 This experience was a needle-point reminder: Sales isn't just about persuasion; it's about participation. Diving into your client's world can open up new perspectives (and sometimes, new acupuncture points!). It's about understanding their needs so deeply, you can almost feel them—sometimes literally! So, to my fellow marketing and sales warriors, remember: every client interaction is an opportunity to learn, adapt, and sometimes, get a few acupuncture points for stress relief. Here’s to embracing the unexpected and turning every challenge into a learning opportunity! Do you have any such experiences, pls share 😄 GrowthX® Nikhil Fernandes Sridhar Guda sir Salesforce #newlearnings #ClientMeetings #AdaptAndLearn #AcupunctureAdventures #growth #sales

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𝑴𝒂𝒌𝒆 𝒇𝒓𝒊𝒆𝒏𝒅𝒔 𝒘𝒊𝒕𝒉 𝒕𝒉𝒆 𝒗𝒊𝒍𝒍𝒂𝒈𝒆 𝒂𝒏𝒅 𝒆𝒄𝒐𝒔𝒚𝒔𝒕𝒆𝒎 In Business and Sales you really can't do it all alone. It requires teamwork i.e a whole village in pursuit of a sale. Taking it further one really needs the power and reach of the partner ecosystem to reach new customers. Hence best to leverage and make friends with the village and the ecosystem. #sales #productivity #ecosystem

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Customer Experience is the ultimate competitive advantage—boosting loyalty by 50%, driving 70% of business growth, and sparking innovation at every level. 🌟 #CustomerExperience #CX #CompetitiveAdvantage #BusinessGrowth #Innovation

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Still juggling spreadsheets for quotes and contracts? It’s time to streamline your deal management process with HubSpot’s CPQ (Configure, Price, Quote) integration. From generating complex quotes to managing contracts with ease, CPQ simplifies every step—so your sales team can focus on closing deals, not chasing approvals. Here’s how it transforms your workflow: 𝐂𝐨𝐫𝐞 𝐅𝐮𝐧𝐜𝐭𝐢𝐨𝐧𝐚𝐥𝐢𝐭𝐢𝐞𝐬 → 𝐀𝐮𝐭𝐨𝐦𝐚𝐭𝐞𝐝 𝐐𝐮𝐨𝐭𝐞 𝐆𝐞𝐧𝐞𝐫𝐚𝐭𝐢𝐨𝐧 Create error-free, personalized quotes in seconds, straight from HubSpot. → 𝐑𝐞𝐚𝐥-𝐓𝐢𝐦𝐞 𝐃𝐚𝐭𝐚 𝐒𝐲𝐧𝐜 Maintain a single source of truth across your CRM and CPQ. 𝐏𝐫𝐨𝐜𝐞𝐬𝐬 𝐎𝐩𝐭𝐢𝐦𝐢𝐳𝐚𝐭𝐢𝐨𝐧 → 𝐖𝐨𝐫𝐤𝐟𝐥𝐨𝐰 𝐀𝐮𝐭𝐨𝐦𝐚𝐭𝐢𝐨𝐧  Use conditional logic to route deals and auto-approve discounts. → 𝐂𝐨𝐧𝐭𝐫𝐚𝐜𝐭 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭 Generate NDAs, MSAs, and agreements with eSignature integration. 𝐒𝐚𝐥𝐞𝐬 𝐄𝐟𝐟𝐢𝐜𝐢𝐞𝐧𝐜𝐲 → 𝐃𝐞𝐚𝐥 𝐂𝐨𝐥𝐥𝐚𝐛𝐨𝐫𝐚𝐭𝐢𝐨𝐧 Collaborate with buyers in real time, with full audit trails. → 𝐏𝐫𝐢𝐜𝐢𝐧𝐠 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭 Handle complex pricing models like volume discounts or ramp schedules effortlessly. 𝐓𝐡𝐞 𝐑𝐞𝐬𝐮𝐥𝐭𝐬? ✔ Faster sales cycles ✔ Improved productivity ✔ Consistent control over deals HubSpot’s CPQ integration is your answer to simplified deal management that delivers results. 👉 Ready to accelerate your sales process? Let’s connect and talk HubSpot! #marekting #sales #crm #automation #innovation

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We have all read & heard that value realization is key to customer success & ongoing revenue (renewal, expansion, referrals etc.) But what is this value? That is the bigger question. It's similar to the fact that everyone wants to be happy, but there is no one thing which will make everyone happy. For B2B SaaS customers, ROI is the difference between: (Agreed & expected value received by the customer for duration x) & (Total $ paid by the customer for duration x) For this formula to work, - you need to ensure both are in $s (any currency) - you need to understand, capture & track the agreed & expected value These are hardly easy, - the expected value realization may require equal work from the customer - customers are not always aware of the value they expect - diff. customer stakeholders may expect diff. value - value itself may not be so easy to quantify - expected value changes over time A few things that help: - product knowledge - industry knowledge - customer discussions - listening to customers - first principles thinking - deep business discovery - observing the customer work - focusing on value/solution rather than features - understanding how did they do it before your product What else would you add? #customersuccess #revenue #value #valuerealization #outcomes #csm #cs #csleaders #customersuccessmanager #Linkedin #b2b #saas #founders #OnlyCSJobs Need guidance in creating your CS playbooks/ want hone your CS skills/ need coaching with that big hairy CS problem/ looking for a job & struggling? Block 1:1 CS coaching/ mentoring/ guidance session https://lnkd.in/gjQxGq7f Subscribe to 𝗢𝗻𝗹𝘆𝗖𝗦𝗝𝗼𝗯𝘀 https://onlycsjobs.com/ - 1st ever dedicated job platform tailored specifically for the world of Customer Success -- 𝗝𝗼𝗯𝘀𝗲𝗲𝗸𝗲𝗿𝘀: You'll walk straight into 800+ curated active roles (APAC/US/EMEA). New jobs updated daily! -- 𝗛𝗶𝗿𝗶𝗻𝗴 𝗶𝗻 𝗖𝗦?: Make sure you add your job for free. Get you openings to the best CS talent globally

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