Derek Pun

I see so many SaaS companies lose millions in APAC! 🌏 Why? Because they choose the wrong sales model. It’s a common mistake, but one that sales and marketing leaders can avoid with the right approach. Here’s what you need to remember: ➡️ APAC isn’t one market - it’s 40+ unique ones. What works in Singapore may fail in Thailand. Direct sales might close enterprise deals in markets like Singapore and Australia, but for medium-sized businesses or markets like Indonesia, Thailand, the Philippines, or Korea, you need channel partners. Here’s why local partners are essential: ☑️ Deep cultural understanding 🌏 ☑️ Language expertise 🗣️ ☑️ Existing relationships 🤝 ☑️ On-the-ground support at scale 🚀 ☑️ Compliance and legal know-how 🏛️ ☑️ Streamlined delivery and implementation ⚙️ I’ve seen companies burn millions by taking a one-size-fits-all approach-focusing only on direct sales. Without local partners, they lose time, money, and deals. 💡 Want to win in APAC? Don’t copy and paste your strategy. Take the time to understand each market. Align your sales model to what works in specific regions. The key is adaptability. The APAC region is a massive growth opportunity, but only if you approach it with the nuance and strategy it deserves. #saasmarketing #APAC #strategy #channelpartners #b2b #marketing #globalgrowth #gotomarket

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Revenue blindness is a condition that a 2/3 people in sales suffer from. When undiagnosed it can lead to... - Constant Peaks and Valleys - Scaling Suck - a 'Just do more' mindset - Hives - Dispair and Misery What is revenue blindess? When all that is looked at in terms of success is the revenue number. If you hit = Things must be good. If you miss = The team/individual/leader suck It's actually far more dangerous on the 'hit' side, and I see it all the time. A rep is hitting their number, but tearing down the culture, but it's allowed because of... Revenue blindess A team of 10 hits the number, but off the back of the manager or or 1 top rep, so the decision is made to scale to 30 even tho they have nothing proven in place... Revenue blindess It works the other way too. A team is hitting their marks, hitting the activity, working the deals, using strong messaging, and yet miss the number, because the number was unhittable. The number doesn't get changed, the people do. Revenue blindess. A rep IS crushing their number, but because of that they don't get the recognition, attention and support they want/need because well.. they are hitting the number Revenue blindess I talk about this with my leaders all the time, we can't fall into revenue blindness. We have to stay below the number to drive results. Behaviors. Issue Diagnosis/Inspection. Process. Skills. You - This is where BIPSY comes in. We have seen some amazing results over the last 6 months. We're talking some 2-3x type results. BUT We stay obsessed over what's causing them, not just the end result. This is the key. Revenue blindness is curable. If you know someone that suffers from revenue blindness ... Send them to the Sales Leadership Accelerator - it will take time.. but we can save them. https://lnkd.in/ejPDhZw4

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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 do Sales <> Marketing alignment and world peace have in common? Plenty. 🗣️ Let's start with both are spoken about frequently, And no-one's actually come up with a feasible framework. "Oh Billy, that's simply not true". Ok Romi Davidor, you tell us. Link to the full episode in the 1st comment. Envy #b2btechmarketing #salesmarketingalignment

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The No.1 thing I learnt from talking to Maven Club leaders: The next big wave in B2B sales is here, but many APAC teams are missing the boat. Social Selling, not AI SDR. It's not just another buzzword. It's a game-changer that can set you apart from the competition. Here's why it matters: 1. Differentiation in a crowded market 2. Empowers buyer-led journeys 3. Creates collaborative dynamics with prospects 4. Provides multiple touchpoints for relationship building But here's the catch: If you're treating social selling like another email platform, you're doing it wrong. The secret sauce? Warmth. Social selling is about making your outreach feel personal, genuine, and tailored to each prospect. It's about building relationships, not just sending messages. Think of it as the digital equivalent of a warm introduction at a networking event, rather than a cold call. The clock is ticking. Your competitors are already dipping their toes in these waters. Don't let them get too far ahead. Embrace social selling now, or risk being left behind in the rapidly evolving B2B landscape. Remember: In the world of B2B sales, the early bird doesn't just get the worm. It gets the whole garden. 🔷 Join 300+ founders/ GTM leaders to receive exclusive insights Maven Club! - https://lnkd.in/g9fDrV5R

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Case studies are a pain in the ass. They're filled with blockers like: - convincing your CSMs to let you talk to their customer - getting a customer to spend time talking to you - booking time and then your POC has to reschedule - getting a transcript of the recording - listening back to your own voice (ugh) to find the good stuff - writing something meaningful with just enough detail but not too much and finally... - publishing that case study - showing your case study to the sales team so they'll use it Some of these blockers are bigger than others but if you've ever gone through the process of creating a case study, you were with me from "pain in the ass". But they're a necessary element for B2B SaaS. Prospects *do* want to know what others have accomplished with your help. Publishing wins from a variety of customers is important for your SEO. And people just... expect them at this point. I gotta tell you, I used to dread case studies but I've been testing out Laudable for my case study production and it's gonna be a game changer, and I don't use that term lightly. In less time then it takes Zoom to process the call recording I can produce an entire case study and a wins slide for my team! Is it perfect? No. Does it get me 90% of the way there? Absolutely. And I dunno about you but if I can do 90% less work in one of the many areas I cover, I'm taking it. Anywho, Ryan Quindlen 🦇 or Angela Ferrante can hook you up with your own demo/trial account to see for yourself. Oh and I'll probably get in trouble for this with Blake Imperl since it's Not On Brand™ but if you want to read about what Ellyn Stastny shared with me about Pvolve's success with Digioh, I'll link it in the comments.

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🔄 Work-Life Balance in the Fast-Paced World of Sales: It’s Possible! 🌟 Being in sales is like riding a roller coaster 🎢 – exhilarating highs when you close a deal and crushing lows with every rejection. The pressure to meet quotas, manage client conversations/follow-ups, and constantly stay ahead can take a toll on your mental and physical health. But it is important to thrive without burning out. Here are some tips that have helped me maintain a healthy work-life balance: Set Clear Boundaries 🛑: Define your working hours and stick to them. Make time for personal life. Prioritise Self-Care 🧘‍♀️: Whether it's a morning workout, meditation or a sport you love to play, make sure to carve out time for activities that recharge you. Embrace ‘No’ 🙅‍♂️: Not every opportunity is worth your time. Focus on high-quality leads and learn to say no to those that drain your resources. Stay Connected 🤝: Talk to your peers who understand the pressures of sales and can offer advice and encouragement. Celebrate 🎯: Set realistic and achievable goals. Celebrate small wins. Remember, success in sales isn't just about hitting numbers; it’s about sustaining long-term well-being. 💪 #SaaSSales #WorkLifeBalance #MentalHealthMatters 

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Just talked to a top SDR in APAC. Here's how he consistently attains over 200% of his target. His most effective channel is cold calling. 🔷 Call after lunch when prospects are more relaxed. 🔷 Set the agenda at the start to manage expectations. 🔷 Attend all AE calls to understand why users love the product and refine messaging. 🔷 Use a power dialer to maximize calls during key times. 🔷 Even if a meeting isn’t booked, gaining insights (like competitor info) is valuable for improving future messaging. 🔷 If a meeting isn’t booked but you learn something, use that information when reaching out to others in the company. 🔷 Highlight your best accounts and share them with your AE for cold calling. Timing is crucial, so increase your chances. What's your top tip for lead generation? Subscribe Maven Club for insights from top GTM leaders!

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🙈 Most CSMs miss upsells right under their noses.👃🏼 …AND it all starts with asking the right question ❓ A good discovery question can be the difference between a good customer call and a great revenue opportunity. Every CSM knows the feeling: you’re on a call, things are going well, but you’re unsure how to transition from support to upsell. What if you could do both, in just one call? Well it is possible, and it starts with great questions ❓ Here’s how you can turn one call into a revenue generation conversation… 1️⃣ 𝗗𝗶𝗴 𝗗𝗲𝗲𝗽𝗲𝗿 𝘄𝗶𝘁𝗵 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 - Don’t just ask about your customer's challenges, dig deeper into their longer-term business plans ❓For example: “What would success look like for you in the next 6 months with our product?” 2️⃣ 𝗔𝘀𝗸 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 𝘁𝗵𝗮𝘁 𝗗𝗿𝗶𝘃𝗲 𝗩𝗮𝗹𝘂𝗲 - A powerful discovery question doesn’t just reveal a problem—it uncovers future goals. ❓“What’s your next big milestone, and how can we help you get there?” turns the conversation toward expansion. It’s not about pushing products but aligning with their success. 3️⃣ 𝗕𝘂𝗶𝗹𝗱 𝗮 𝗥𝗲𝘃𝗲𝗻𝘂𝗲-𝗙𝗼𝗰𝘂𝘀𝗲𝗱 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆 - Every customer interaction should be intentional. Not just a support call or check-in call. Planning your calls around customer growth goals will naturally create more upsell opportunities. 🙅🏼‍♀️This isn’t about being salesy—it’s about being strategic and adding real value to your customer’s journey. 🤔Want to go deeper and learn how to put these strategies into action? 🎟 Join my upcoming masterclass on September 18th where I’ll break down these techniques step-by-step. You’ll learn how to: ✅ Develop discovery questions that lead to upsells ✅ Spot hidden revenue signals in every customer interaction ✅ Build a customer success strategy that shows value and drives revenue growth If you’re ready to unlock more upsell opportunities and make every call count, sign up by scanning the QR code. __________________ 🎯 Scan the code below to register! ✍️ Lemme know in the comments if you are coming! ♻️ Reshare if this helped you #csm #customersuccess

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🤯 “Ramping up SDRs, AEs and CS people  takes us no less than 6 months.” 💣 🙈 This is what I heard on a recent demo from  a CRO of a rapidly scaling tech business. 📈 Time to efficiency is a struggle Heads of Sales Enablement and Customer Success are going through across their commercially-driven teams… 📖 At the moment, they expect internal  sales and CS decks, call recordings,  business pitches, etc. should do the job. 🙄 But it doesn’t! 🗓️ They're wasting too much time for people to start performing, closing deals, effectively onboarding customers, reducing churn & upselling… ❌ Sometimes, they still don’t perform... And then guess what? Off leaders go through to recruiting mode again starting from ground 0. 🎯 Hence the need for action-based learning.  Not just passively reading through PDFs  and listening to call recordings. 👨‍💻 Below are some use cases we see our customers here at UJJI AI ✨ leveraging our tech for: 🔸 Business-specific lead gen and outbound 🔸 Pitching quick and easy over the phone 🔸 Delivering demos and answering queries 🔸 Effectively onboarding new customers 🔸 Efficiently implementing product features 🔸 Practising great customer support 🔸 Guiding customers to upselling 🚀 Ultimately, growing tech businesses comes down to predictable new business development, high customer retention and low churn. 💬 So, DM me if you want to see examples  of AI-powered. easy to build and consume knowledge equipping experiences. 👇 Anything to add to this, Sales and CS leaders? Gautam Rishi Rohan Dickinson George Heron Russell Mitchell Callum Hartley Jon Teale James Dixon Seán Colfer Caroline L. Guy Rubin Jake Carter David Muscat Arun Raveendran Steve Eveleigh Ayo Kukoyi,

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Now more than ever, sales teams need every advantage to close deals faster and more efficiently. The days of ZIRP, with over-inflated teams and healthy budgets are a distant memory. Gong has proven itself a strong player in sales forecasting, customer interactions and deal flow management. With 4000+ customers globally and a valuation of $7.25 billion, Gong has immense revenue growth potential. How are they adapting their go-to-market strategy for international audiences? 💡 Navigation Gong supports 3 languages (English, French, German) on their website. They currently default to English, regardless of browser language settings, choosing to rely on IP location to set the right language. It's a step in the right direction, but prioritizing browser language is a better option. 💡 Localization & Hyper-Localization Gong excels in localizing its website, ensuring that images and screenshots are adapted for each language. This attention to detail creates a seamless and immersive experience for users. However, there are areas for improvement, such as ensuring the end-to-end customer journey remains fully localized, especially for key interactions like sign-in processes. Hyper-localization is another area where Gong can enhance its strategy. By showcasing local customer logos and case studies, Gong can provide social proof and validation in different regions. Highlighting region-specific compliance and security credentials, particularly for markets like Germany, can further build trust and credibility. 💡 Monetization and Market Adaptation Gong's product-led growth strategy is complemented by its support for multiple currencies, reducing friction for new users and facilitating smoother transactions. However, there is room to expand payment method support to cater to local preferences, which can significantly improve conversion rates and reduce churn. 💡 Usability and User Experience Ensuring a consistent and high-quality localized experience is crucial. Gong should conduct immersive, end-to-end customer journey QA reviews for each language to identify and rectify any gaps. This includes localizing product demos and ensuring that all navigation elements are fully translated. 🌎 Gong is still in the early stages of its international expansion journey. As it continues to grow, focusing on improving language detection, embracing hyper-localization, and leveraging AI localization technologies will be key. By learning from the international strategies of companies like Salesforce and HubSpot, Gong can further refine its approach and accelerate its global growth. Want to read more? Check out my full teardown of Gong's international UX, with screenshots, in my latest article below.

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You pay your Account Executives, Account Managers, SDRs, Customer Success, Marketing, and RevOps colleagues top dollar to optimise and maximise how they go to market. But they spend 72% of their time (on average), on tasks that are exactly the OPPOSITE of going to market. Sound familiar? Sales Intelligence used to be: 1) A vendor for contact data 2) A vendor for company data 3) A vendor for intent data 4) A vendor for spotting churn/renewal risk 5) A vendor for website tracking 6) A vendor for conversation intelligence Impact: 1) 72% of their time wasted in chasing after 90% of your TAM, that aren't currently even in market. 2) Finding out after notice has been given that your best customers have been shopping elsewhere. 3) 7 different vendors who don't talk to each other, operating in independent silos of inactionable data. Digital phonebooks & manually data mining across multiple vendors means that GTM specialists spend more time researching...not selling. It doesn't have to be that way... Imagine a world where: 1) Every seller can see what they need to personalise their outreach 2) Every seller can truly personalise at scale 3) Every seller can rely on AI to give them the pointers they need to be relevant AND personable 4) Every Account Manager can spot months & weeks in advance that their best customers are looking at other providers 5) Every RevOps person can standardise their data and insights into a consolidated view We're not in the 2021 economic boom, it has never been harder to convert conversations to dollars, especially in a time efficient way. You might be asking, is an alternative possible? Yes - #ZoomInfoCopilot. Launched to the world today after months of value creation & validation with our customers. The future is now, ready?

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How can you be more strategic in RevOps? - Move from report jockey to strategic advisor? Here’s a tangible example: - Suppose we’re running a Pipeline Council meeting... - We start showing CQ pipeline and forecast are on target Then, we show the pipe gen for the next quarter is not on track. Here’s how we could tackle the conversation: 𝗪𝗵𝗮𝘁 𝗮𝗿𝗲 𝘄𝗲 𝗮𝗻𝗮𝗹𝘆𝘇𝗶𝗻𝗴? - This slide shows our pipeline for next quarter. - Current progress is $1M against a target of $3M - We’re behind pace to hit that $3M target on time. 𝗪𝗵𝗶𝗰𝗵 𝗞𝗣𝗜 𝗶𝘀 𝘁𝗵𝗶𝘀 𝗿𝗲𝗹𝗮𝘁𝗲𝗱 𝘁𝗼? - This will impact one of our major KPIs… - New business bookings for next quarter.” 𝗔𝗿𝗲 𝘄𝗲 𝗮𝗵𝗲𝗮𝗱 𝗼𝗿 𝗯𝗲𝗵𝗶𝗻𝗱? - We have about 40 more days here - To increase our pipeline generation - In order to close the gap we have today 𝗪𝗵𝗮𝘁 𝗶𝘀 𝘁𝗵𝗲 𝗶𝗺𝗽𝗮𝗰𝘁? - If we stay at the same pace - We’ll likely only reach $2.2M in pipeline. - We would likely miss next quarter’s revenue targets. 𝗖𝗮𝘂𝘀𝗲 𝗼𝗳 𝘁𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺: - We can see the issue is in the enterprise segment. - We’re creating about 1/3rd the opportunities we need 𝗦𝘂𝗴𝗴𝗲𝘀𝘁𝗶𝗼𝗻 𝗼𝗳 𝗮 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻: - We’d suggest having a 2nd meeting - Looping in marketing and field sales - To brainstorm a one-off campaign here - And how we can close this gap together 𝗢𝗽𝗲𝗻 𝗶𝘁 𝘂𝗽 𝘁𝗼 𝘁𝗵𝗲 𝗴𝗿𝗼𝘂𝗽: - Other ideas to beef up pipe gen in the next 40 days? This is the fundamental difference in being strategic - We’re identifying a root issue and a potential solution - We’re making it easy for leadership to respond to this data - Not asking them to analyze data and make conclusions alone But what do you think? What would you add here? 🤔 More on this in in yesterday’s 📰 𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰 Get it here: https://bit.ly/4cDUcVO ✌️

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The Real Reason Salespeople Come Across as Pushy Let's face it, salespeople often get a bad rap for being pushy. But what drives this behavior? It's not because they're inherently aggressive or annoying (although, let's admit, some might be). The real reason salespeople come across as pushy is because they're attached to outcomes. They're invested in meeting their targets, and they feel nervous about the deal slipping away. This attachment creates a sense of urgency, which can manifest as pushiness. They might start to over-communicate, be more aggressive with their follow-ups, or try to control the conversation. But here's the thing: buyers can smell desperation from a mile away. And pushiness only serves to push them further away. So, what's the solution? Salespeople need to focus on the process, not just the outcome. Build relationships, understand customer needs, and provide value. The sale will follow naturally. Let's shift the paradigm from pushy to helpful. From attachment to detachment. From outcome-focused to process-focused. #Sales #Mindset #ProcessOverOutcome #HelpfulNotPushy"

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Scale might be the most dangerous word in SaaS Especially for frontline sales leaders The concept of scale in itself isnt wrong But the focus is usually in the wrong place The end result --> Scale To reach scale you have to have 3 things FIRST: 1./ Observational data 2./ Something that is working 3./ System(s) that can be taught and repeated Lets cut to the breakdown ------------------------------------ To execute on #1 you need systems to OBSERVE ⭐ Customer calls - You need to see this happening in real time with your reps and customers ⭐ Call recordings - Need a way to analyze what is happening with your reps and customers when you aren't there ⭐ Data/Metrics - You need both, what reps are doing and more IMPORTANTLY - What customers are responding to and doing 🔑 Spend the last hour of each day, compiling and documenting your observations, themes, insights from the day! To execute on #2 you have to focus on IMPACT at the deepest levels ❌ How do you scale culture? ✅ You don’t! You go deep rep by rep. ❌ How do you scale building a great team? ✅ You dont! You go candidate by candidate ❌ How do you scale exec relationships  ✅ You dont! You go conversation by conversation ❌ How do you scale coaching  ✅ You dont! You take an individualized approach rep by rep ❌ How do you scale practice? ✅ You dont! You do it consistently rep by rep 🔑 Focus on the individual task and individual person with the goal of driving the deepest IMPACT possible! To execute on #3 there needs to be DOCUMENTATION 🙋🏾‍♂️ Any leaders heard this before from your reps? - Anybody got a good pricing template you can share? - Anybody got a good exec readout deck they like to use? - Anybody got a good CIO email template that has worked? 🔑 Document what is working. Compile a folder of what the best do. Share what good looks like. I LOVE LOVE LOVE the idea of scale as a frontline leader but often times leaders focus too much on the end goal of scale and miss that you have to have to get good at those 3 things FIRST to get to scale. All of those ☝🏾 above need systems to execute against. All of those are hard as hell to do. All of those are what the BEST frontline sales leaders do REALLY well! What did I miss?

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Doing sales enablement is easy. Doing sales enablement that gets results is hard. What's easy? Getting on a call with the sales team and telling them about the new features that have just been released. What's hard? Getting the sales team to change how they ask business impact questions to help prospects realize they need the new features What's easy? Producing content for the sales team. What's hard? Producing content that the sales team actually uses and uses well What's easy? Giving the sales team new discovery questions they should ask. What's hard? Having the sales team use the questions, in the right context and with confidence and competence. What's easy? Giving the sales team a new sales deck. What's hard? Giving them one they won't immediately pick apart, edit, adapt, and use sparingly. And then get them to use it effectively. What's easy? Create a battle card telling the sales team why you are better than your main competitor. What's hard? Getting the sales team to use the right bits of the battle card, in the proper context and in a way that hits home with the prospects (so they remember) What's easy? Giving the sales team the qualification criteria and cheat sheet for deal forecasting What's hard? Getting an experienced salesperson to change how they qualify deals What's easy? Telling the sales team they should sell services, not just your product What's hard? Getting an experienced product seller to change their mindset about what they think their job is. What's easy? Telling the sales team they should ask 2nd or 3rd level questions to understand and quantify the business impacts of the problems their prospects have. What's hard? Getting sellers to change their habits of a lifetime and be confident and competent in a very different, business-oriented conversation. What's easy? Giving your SEs a demo script that showcases your product What's hard? Getting your SEs confident and competent, delivering a great demo experience that showcases how the product solves the specific problems a prospect just explained. With insightful questions, powerful language, and wow moments. Sales leaders and CEOs, keep this in mind when someone tells you the sales team is "enabled".

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🚀 RevOps Friends: Automate Sales Follow-Ups with This Simple Zap! Are your sales reps spending too much time agonizing over the perfect follow-up email after every call? Let’s fix that. With this Zap, your RevOps team can save time, ensure consistency, and help reps focus on what matters—closing deals. 💥 Here’s how it works: 1️⃣ Trigger: A new call is logged (via Gong, Chorus, or your tool of choice). 2️⃣ AI Analysis: Zapier analyzes the call data to identify the follow-up type (warm lead, pricing request, objection handling, etc.). 3️⃣ Draft Creation: A tailored email draft is generated automatically based on the call’s context and tone. 4️⃣ Slack Notification: The rep gets the draft in a Slack DM—ready to review. 5️⃣ Edit & Send: Reps can make quick edits (if needed) and hit send. Done and done. Why It’s a Game-Changer: 🔄 Consistency: Every follow-up is on-brand and follows best practices. ⏳ Time Saved: Reps can skip the writing and spend more time closing. ⚡ Effortless Personalization: AI ensures drafts are context-aware and relevant. How to Make It Happen: Connect Gong for call tracking. Use Zapier's AI + Gmail integration to draft emails. Add Slack notifications to keep the workflow seamless. 💬 Want the exact AI prompt I’m using to make this work? Drop a 🤖 in the comments, and I’ll DM you all the details. Let’s level up your follow-ups! #RevOps #SalesAutomation #Zapier #NoCode #EfficiencyMatters #AIForSales

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21 Signs your sales department sucks, and it is problem that RevOps can't fix. I love selling I loved managing sales team and, now, doing sales for Revenue Wizards. So it hurts me a lot when I see sales department that don't live up to the fullest. We do now GTM audits as RevOps audits are not enough. The link of GTM and RevOps is to important for success. Now, to the picture. It is from the book: "Sales Management Simplified" By Mike Weinberg Brilliant book about Sales Management. I will highlight a few themes I noticed in the recent years: 1. "We hire seniors, they don't need training" Let's take another perspective... The La Lakers are not paying LeBron James $47mil and expect him to perform on his own. No, they have coaches that work with him to get the best out of him and the team. Maybe we should rename Sales Managers to Sales Coaches? 2. Sales leader as "Chief Fire Fighter" This ranges from non-sales related meetings to anything operation related including tool management. (For the latter, get RevOps help.) No surprise there is no time for sales management. 3. AI will not fix a broken sales team The newest tool wasn't a fix 20 years, 10 years ago, and nor is it today. Not to say that tools are not important but the order is important. 4. No sales culture Sometimes when I visit company office, I notice the following: "silence". Or even worse sales people asked to go into a tiny booth to do a sales call to not distribute anyone else... This is so strange. Any product with an ACV of $10k+ will require dozens of client calls and meetings. It will be loud. The paycheck of every employee depends on the success of those calls. Now they should go in a tiny booth - really...? The first part of the book is just a list of things that go wrong. The second part is the solution. The priorities for a strong sales team are (in this order) 1. Culture and Leadership 2. Talent and Management 3. Sales Process - tools are part of this. I will not discuss the solution in details. For that I can recommend to read the book. This post is a rant :) Take a look at a picture, what resonated with you?

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