Ed Armishaw

Being 3X more effective at achieving your sales goals can feel like a dream ☁️ But it becomes a reality when you enable the i̶m̶possible ✨ Among other things, The State of Sales Enablement Report 2024 shows that when sales managers provide coaching feedback within seller training, sellers are 44% more effective at consistently achieving their sales goals. Download the State of Sales Enablement report today to uncover more best practices 👇 https://hghspot.co/3xR3i2C #sales #survey #enabletheimpossible

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✅15% boost in spending frequency 📈 22% ATV growth 🚀37% reward redemption increase This is the growth Harvey Nichols registered after OSF developed its upscaled loyalty solution. With a Salesforce multi-cloud approach, connecting Marketing and Service Clouds to their new Loyalty Management solution, OSF Digital empowered the luxury retailer to keep customers engaged and loyal. Curious about the full success story? 📖 Read it here: https://lnkd.in/e8pZycbq #CustomerSuccess #CustomerLoyalty #LoyaltyManagement #CustomerExperience

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At our Global Leadership Meeting last week, Ben Hunt-Davis MBE shared invaluable insights on "Making the Boat Go Faster". As leaders, it's easy to forget the simple yet essential themes he discussed when leading teams. Whether you're an elite sportsperson or a sales professional, these lessons are critical for success. One thing I've learned is the importance of reviewing performance and I often use sporting analogies to help with that. Understanding what and why you did or didn't do something is crucial. The result is just the outcome of an individual or team's performance over time. I've noticed many individuals get caught up on the result rather than the performance. Separating the two in your conversations will undoubtedly "Make the Boat Go Faster." Let's focus on performance, not just the result.

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𝐒𝐡𝐚𝐫𝐢𝐧𝐠 𝐢𝐬 𝐂𝐚𝐫𝐢𝐧𝐠....🚀 𝐃𝐢𝐯𝐞 𝐢𝐧𝐭𝐨 𝐭𝐡𝐞 𝐖𝐨𝐫𝐥𝐝 𝐨𝐟 𝐒𝐚𝐥𝐞𝐬 𝐈𝐧𝐭𝐞𝐥𝐥𝐢𝐠𝐞𝐧𝐜𝐞 𝐰𝐢𝐭𝐡 𝐢𝐂𝐮𝐦𝐮𝐥𝐮𝐬! 🚀 In today's busy business world, every 𝐝𝐞𝐜𝐢𝐬𝐢𝐨𝐧 matters a lot. But what if you could find the 𝐡𝐢𝐝𝐝𝐞𝐧 𝐬𝐞𝐜𝐫𝐞𝐭𝐬 in your data to make decisions that really help you succeed? 𝐌𝐞𝐞𝐭 𝐨𝐮𝐫 𝐧𝐞𝐰 𝐭𝐡𝐢𝐧𝐠: The iCumulus Sales Intelligence Playbook. It's not just an eBook; it's like your ticket to a place where data is super important and sales go way up high. 📚 Dive into our playbook to discover how our Sales Intelligence Services can transform your sales operations. 🔍 Don't let your competitors steal the spotlight. Download our eBook now and start your journey towards data-driven excellence. 📥 [𝐃𝐨𝐰𝐧𝐥𝐨𝐚𝐝 𝐭𝐡𝐞 𝐞𝐁𝐨𝐨𝐤 𝐏𝐃𝐅]: https://lnkd.in/gbzKKZb7 Hope this ebook helps you shape the future of your sales strategy today! DM, if you are curious to learn more! #SalesIntelligence #DigitalMarketing #B2BSales #iCumulus #BusinessGrowth #DemandGeneration

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Commerce Teams With AI Agents: Transform AI Insights Into Revenue Upcoming Webinar December 02, 2024 11:00 AM CET Join this webinar to discover new AI innovation for Salesforce Commerce Cloud that will help you deliver unified customer experiences and maximise revenue at every touchpoint—together with AI agents. Andreas A. #commerce #salesforce

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We're seeing a key leading indicator in our Sales Cycles at the moment - duration between meetings. At a high level there are two sets of accounts: 1) those that are interested and willing to book meetings quickly in order to meet specific timelines, solve certain pain points, tackle key goals etc 2) those that are interested but aren't willing to book meetings quickly and need a couple of weeks to review things, speak to others, gather feedback Group 2 are evidently the ones that end up time wasting and eventually going Closed Lost. Here's a talk track I'd recommend to sense check this when setting next steps: "Appreciate you being so open about XYZ pain point, sounds like it's a high priority to solve this quickly. We want to match your urgency here, would you be open to meeting tomorrow in order to flesh out the Business Case?" Based off the response, it gives you a solid opportunity to run additional discovery, to challenge their priorities/timelines or to DQ effectively.

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Are you a Zendesk customer, looking to optimise your SLA / OLA management - particularly if you have more complex needs? Look no further! Cloudset's Performset goes significantly beyond Zendesk’s native SLA Management capabilities, with a proactive approach that will keep your agents focused and enable you to keep all your customer promises: - Start, stop, and pause any number of SLA metrics, anyway you need.  - Receive real-time alerts to ensure agents prioritise critical tickets before deadlines. - Avoid non-compliance penalties and reputational damage.  - Gain insights into SLA performance to identify areas for improvement. Reach out to me for a demo if this is of interest!

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Though humans will always be at the heart of selling, Einstein AI will always be there to assist. Explore how our Sales Cloud engineering teams are making the sales process more efficient — developing predictive and generative AI to streamline tasks, assess prospects, and generate emails:

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Do you think that selling is a competitive sport? Hitesh Kapadia, our guest on episode 110 of the Sales Code Leadership Podcast, can certainly see some similarities in the way that professionals in both disciplines demonstrate the relentless drive that is required to succeed. Hitesh is the Chief Revenue Officer and co-founder at Jointflows and is an experienced sales leader - a top performer who has a wealth of knowledge about the industry. Hitesh’s experience comes from working in a range of different companies including Yieldify, Profitero, IRI and Procter and Gamble. In his last role at Yieldify he led the new business sales team over a period of five years. Hitesh also has recent insights of working through acquisitions and how to navigate that landscape as an employee. Tune in to learn more about Hitesh, his thoughts on self-awareness for sales leaders and tips for making it in the sales industry! Watch this brief clip and then head over to listen to the Sales Code Leadership podcast on your favourite streaming platform - or watch in glorious technicolor on the Sales Code YouTube channel using the link in comments below. #coaching, #leaders, #leaderships, #marketing, #sales, #tech

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Sales organizations that learn to harness and use data the right way can reap big rewards, including: ⚡ 41% higher win rates ⚡ 29% higher quota attainment ⚡ 8% higher revenue attainment That’s how much better teams who used sales tech along with mature coaching and ongoing enablement performed, according to our 2024 Sales Maturity Survey. And one of the best ways to do this is with AI. https://krnfy.bz/4gjxbJC

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In our new report with Raconteur, Colin Jack uncovers how to tackle licensing complexity and boost your cloud efficiency.

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In sales, there’s nothing more rewarding than building strong relationships with customers, and SugarCRM's CRM Adoption Roadshow is the perfect opportunity to do just that. Events like this aren’t just about learning – they’re about sharing experiences, lifting each other up, and creating an environment for meaningful discussions. It’s a chance for businesses to come together, learn from one another, and discover new ways to thrive with CRM. At the Birmingham event on 13 November 2024, you’ll: Share in Proven CRM Strategies ➡️ hear directly from experts and peers on how to tackle adoption challenges and maximise the impact of your CRM. Engage in Interactive, Expert-Led Workshops ➡️ discussions are at the heart of this event, giving you the opportunity to connect with those who’ve been in your shoes. Explore the Future of CRM ➡️ AI and GenAI are transforming how we approach CRM, and you’ll learn practical tips to empower your team with the latest advancements. It’s events like these that truly make a difference in helping teams and businesses grow together. I can’t wait to see everyone there, ready to share, learn, and strengthen the relationships that drive success. 📍 When: 13 November 2024 📍 Where: Birmingham, U.K. Register your place here: https://lnkd.in/e9AtBwDM

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𝗣𝗼𝗹𝗶𝘁𝗶𝗰𝗮𝗹 𝗠𝗮𝗽𝗽𝗶𝗻𝗴 𝗳𝗼𝗿 𝗕𝗜𝗚 𝗗𝗲𝗮𝗹 𝗡𝗮𝘃𝗶𝗴𝗮𝘁𝗶𝗼𝗻 𝗶𝗻 𝗦𝗮𝗮𝗦 In the latest in our Sales Training Series, we look at a fabulous tool for managing the complexities of BIG deals at BIG Customers. A political Map is a very useful tool for deeply understanding all of the players that are involved at your Customer, what their influence might be, how they face off to one-another, what are their personal / professional motivations, and what concerns they may have with your Company or Solution. • 𝗜𝗱𝗲𝗻𝘁𝗶𝗳𝘆𝗶𝗻𝗴 𝗞𝗲𝘆 𝗦𝘁𝗮𝗸𝗲𝗵𝗼𝗹𝗱𝗲𝗿𝘀: List the individuals or groups within the customer organization who have a vested interest in the SaaS solution. This may include executives, department heads, IT personnel, end-users, procurement officers, and influencers. • 𝗔𝘀𝘀𝗲𝘀𝘀𝗶𝗻𝗴 𝗜𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲 𝗮𝗻𝗱 𝗣𝗼𝘄𝗲𝗿 𝗗𝘆𝗻𝗮𝗺𝗶𝗰𝘀: Evaluate the influence and decision-making authority of each stakeholder. Some stakeholders may have direct decision-making power, while others may serve as influencers or gatekeepers. • 𝗠𝗮𝗽𝗽𝗶𝗻𝗴 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀: Analyze the relationships and connections between stakeholders. Identify allies, champions, and potential detractors within the organization. Understand how decisions are typically made and who holds sway over whom. • 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱𝗶𝗻𝗴 𝗠𝗼𝘁𝗶𝘃𝗮𝘁𝗶𝗼𝗻𝘀 𝗮𝗻𝗱 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝘃𝗲𝘀: Gain insight into the motivations, priorities, and objectives of each stakeholder. Understand what they hope to achieve by adopting the SaaS solution and how it aligns with their departmental or personal goals. • 𝗔𝗻𝘁𝗶𝗰𝗶𝗽𝗮𝘁𝗶𝗻𝗴 𝗖𝗼𝗻𝗰𝗲𝗿𝗻𝘀 𝗮𝗻𝗱 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀: Identify potential objections or concerns that stakeholders may raise during the sales process. Anticipate questions about ROI, security, integration, compliance, and other relevant topics. • 𝗗𝗲𝘃𝗲𝗹𝗼𝗽𝗶𝗻𝗴 𝗮 𝗦𝘁𝗮𝗸𝗲𝗵𝗼𝗹𝗱𝗲𝗿 𝗘𝗻𝗴𝗮𝗴𝗲𝗺𝗲𝗻𝘁 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆: Based on the political map, develop a targeted engagement strategy for each stakeholder. Tailor messaging and value propositions to address their specific interests and concerns. Cultivate relationships with key decision-makers and influencers. • 𝗠𝗶𝘁𝗶𝗴𝗮𝘁𝗶𝗻𝗴 𝗥𝗶𝘀𝗸𝘀 𝗮𝗻𝗱 𝗢𝘃𝗲𝗿𝗰𝗼𝗺𝗶𝗻𝗴 𝗕𝗮𝗿𝗿𝗶𝗲𝗿𝘀: Proactively address potential obstacles or objections raised by stakeholders. Provide evidence, testimonials, case studies, and references to demonstrate the value and credibility of the SaaS solution. Offer solutions to address specific concerns and mitigate risks. Happy Selling

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The Consumer Voice Report 2024 from ServiceNow reveals that 64% of consumers prefer not to have entirely AI-driven customer service. This perfectly aligns with ServiceNow's innovative Orchestration and Platform of the Platform approach. ServiceNow is all about simplifying processes, breaking down silos, and integrating AI where it truly enhances the experience. By using GENAI (Nowassist) for summarization, best proposals, and next steps, alongside intuitive playbooks, ServiceNow ensures fast, reliable, and accurate service. Consumers get the best of both worlds: the efficiency of AI and the irreplaceable human touch. This approach isn't about replacing humans with AI; it's about empowering businesses to decide where human value is most impactful. Consumers today want quick, reliable service, and ServiceNow's strategy delivers just that. It's an exciting time where technology and human expertise come together to create outstanding customer experiences. ServiceNow is at the forefront, driving this transformation with enthusiasm and innovation! Happy to discuss with our Switzerland customers on this topic during our breakfast in Geneva next 27/06/24 https://lnkd.in/eXWU9_tF #CustomerExperience #BrandLoyalty #AIandHumans #ServiceNow #DigitalTransformation #AIIntegration #HybridService #TechInnovation #CustomerSatisfaction #CXStrategy #SeamlessService #FutureOfCX #EfficientService #ConsumerExpectations #Orchestration #PlatformOfThePlatform #CustomerFirst #AIinCX #TechDrivenService #CustomerCentric Alain Badoux Dino Minichiello Maciej Czerwinski Armgard Eichhoff Qahir Saboor Omar Zaimi Dannie Ivanova Sebastien Martin Henriette Bucher Achraf Tangui Damian Stirrett Hans Juerg Lips https://lnkd.in/eB2FCPhe

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