Emily Parker

Love these tips from Daphne to stop CSM’s being reactive and start being proactive

9

1 Comment

SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

1

5 Comments

Too many sales leaders are obsessed with scaling: - More calls - More leads - More emails - More meetings - More opportunities Without nailing: - ICP - Discovery - Messaging - Buyer journey - Value proposition Better to 2x what works than to 10x what doesn’t.

650

103 Comments

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

160

49 Comments

I helped launch Salesloft , Gong , 6sense and many others in the UK via Sales Confidence I’ll be honest I’ve not been as excited about a new GTM technology as much as I am about Clay (And for once I’m not being paid - yet ;) ) The flexibility, possibilities and opportunity to impact your pipeline is incredible. This has the feel of the Salesforce , HubSpot ecosystem effect. I’m seeing consultants, agencies, experts popping up in my feed particularly in the US rapidly over the last 6 months. I’m not surprised they have just raised $62 M at a $500 M valuation! Varun Anand and Kareem Amin are doing amazing things! I don’t really see it as a SDR or sales person end user tool…tell me if you feel differently? However, it’s application to drive productivity and efficiency accross your sales team is epic! Are you using or thinking about Clay in your tech stack? What love to hear about your use cases. What’s working and what isn’t? Who in the UK or Europe should I be following?

8

1 Comment

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?

9

What's a fair salary for a CSM? Last week Noah Little blew the CS corner of the internet with a hot take that CSMs should be paid like sales reps. Needless to say, when it comes to money, the more the merrier. 🤑 But should CSMs and Sales Reps be paid in the same "structure"? Probably not... Different roles and different tasks, therefore different comp structures. So instead of comparing ourselves to sales, we need to be able to: 1- compare ourselves to the rest of the industry 2- align the comp of the CSM to the revenue it generates That's how we fight for more of the pie. The issue is that if you are in Europe, it's really hard to get good salary data to even start this process. That's why I partnered with some of the top CS brands in Europe to collate a survey that helps us understand our local salary landscape. The report will help: - Leaders design fair and equitable compensation packages - CS Professionals benchmark their offers and salaries Link to answer the survey is in the comments section! #csm #customersuccess #salary #compensation #growthmindset

109

9 Comments

Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

105

10 Comments

I look at this AE report every day at the moment: This graph isn't ❌ - Meetings Booked - Calls Made - Pipeline Generated - Deals Won (These graphs are obviously much taller 📈) This chart measures the number *meaningful edits* reps have made to Opportunities. We're tackling Salesforce adoption at the source. This keeps us accountable to our working hypothesis 🔄 - Meaningful data fuels our go-to-market strategy - CRM processes generate this data so must be followed - RevOps ensures this by making Salesforce useable (no annoying errors or useless fields) - Tracking this makes adoption specific and measurable Anyone else report on this / similar datapoints can RevOps use to drive process adoption forward? #crm #adoption #visibility #revops

82

19 Comments

The job of sales is NOT to sell at all costs. It’s to sell to customers that can realise the value you promise. The best Sales Reps: 🕵🏼 Understand the customer’s needs 🙋🏻‍♀️ Qualify their leads effectively 🤑 Focus on value, not features ⚒️ Set the right expectations 🤝 Give honest feedback They are not afraid to walk away from a bad deal. But their job doesn't end here. Great Sales Reps want to make sure their customer is set up for success. So they work closely with Customer Success to ensure a seamless handoff and consistent support throughout the customer lifecycle. That means their business contribution is outsized: - Higher Retention - Expansion Deals - Higher LTV - Referrals A great sales rep is worth 10 mediocre ones. So if you have a good one, keep them! Show some love to your favourite salespeople here! 📥 If you're interested in building and scaling Customer Success Teams, consider joining 10k+ CS Professionals who read my weekly newsletter on how to build and scale a CS Team [sign up in the comments section]. #csm #customersuccess #customerexperience #gtm #revops

135

20 Comments

Stop obsessing over OTE on its own. It's a vanity metric that doesn't really matter if loads of other factors aren't on point. I know a lot of AE's ''on €160k OTE'' who just earn their base salary. The achievability of the OTE and the impacting factors do matter: - Quality of leadership - Training & Coaching - Product Market Fit - % current team on target - Saturation of the sales team - Bonus Structure OTE is an important aspect of course, but all A players I speak with don't give much importance to the OTE figure on its own.

10

2 Comments

Quota attainment has been lingering in the low 40’s for around a year now (~source RepVue). Meaning only 40% of sellers globally are actually hitting targets. Which is C R A Z Y Because years back you could get lucky with the companies you were joining. And with hard work & the right team around you, most were able to do pretttyy well. Which meant a lot of job searches were more focused on the company culture & the team you were working with. There wasn’t toooo much risk involved… Whereas now you need to be vetting the industry, deal sizes, quota attainment, leadership, inbound distribution, etc more than ever. Or you’ll just end up being one of the 60% of reps not hitting target. And what is super interesting is how, although quota attainment has been pretty flat at the low 40’s the past year, some sub-industries and deal size cohorts are starting to recover… So whether you’re looking for a new role or feel you can’t be as successful in your current company, I would check out the trends shared in RepVue’s new Quarterly report. Check it out here: https://bit.ly/3SjLlAL P.S. Recommend looking at some of the “Recommended Companies”, this would be the list I’d be researching if I was looking into new roles…

80

12 Comments

Since changing roles earlier this year, the volume of people prospecting me has ramped up. Here's a few things I've noticed: - After connecting, lots of reps are spamming the automated "AI" LinkedIn note. This = an automatic ignore. - Anyone that sends a voicenote or video I usually end up watching or listening to it. These reps are definitely standing out atm. - Don't put a note in the connection request. Recruiters do this all the time and I just end up ignoring it as its easy to tell what's coming. - Very few people are cold calling and even fewer are leaving voicemails. - Checked my spam folder for the first time in ages the other day and the amount of emails Gmail is now picking up as spam is crazy. All of them had terrible, generic messaging. - The best reps don't give up. Even at a no, they're information gathering to understand who are the decision makers, when is a better time to engage and how they can continue to add value. - Content creation is definitely a winner as an AE/BDR. Prospects spend a lot of time on LinkedIn, so getting your brand front and centre is never a bad thing. Anything I've missed?

29

6 Comments

Sales is a team sport..... As a Head of Sales, one thing I’ve noticed about our top-performing SDRs and AEs is that they aren’t afraid to ask for time. They see it as a crucial part of their success. They know that being great at sales isn’t just about grinding away - it’s about being strategic. They know when to reach out, ask for feedback, and get input from others to up their game. * They’ll sit down with seasoned colleagues to pick apart their process, looking for those little tweaks that can make all the difference. * They carve out time with product and marketing to understand the ins and outs of our solutions - and share insights they’re picking up from customers. * And they’re not shy about reaching out to the customer success team, figuring out what turns a one-time deal into a lasting partnership. They don’t wait for someone to hand them a playbook. They’re asking questions, starting conversations, and looking for that next breakthrough. Sometimes, a quick 30-minute chat can completely change how they see a challenge. So, if you want to level up, start reaching out more. Ask for input, get another perspective, and don’t try to do it alone. Sales is a team game!

70

7 Comments

We conducted the largest sales coaching specific survey EVER. Now its time to talk through the results and share what we discovered. Next Tuesday at 2pm UK time, join myself and Imani Cracknell from Aircall . Standby for: - How Sales Reps really feel about the amount and quality of coaching they are currently receiving - The huge disconnect that exists between sellers and leaders which companies have to pay attention to. -The type of sales coaching sellers crave (and what they want less of) - The correlation between great coaching and quota attainment. These results are a huge wake up call for Sales Leaders, who are perhaps convinced they have a fulfilled and happy sales force when it comes to their personal development. This webinar will share the specific things you need to be focused on as you plan for 2025, to finally put coaching front stage of your agenda. Register your spot here: https://lnkd.in/eESH_MDq

28

1 Comment

Want to be a great CSM? - - - Find a way to get things done. Board deck need updating? Data need analysing? JTBD need verifying? Sizzler vid need recording? If you can do it now, just do it now. 🤳 Avoid distractions - try closing emails & slack for 50% of your day. They’ll be there when you get back and the world won’t have ended. 🙅‍♂️ Say no more - yup you know this one already. Tip: make your priority list or OKRs public to bring data to your decision making (Asana, Notion etc). 🏗 Build your track record - try sharing customer soundbites with SLT to generate buy-in. Your approach works and you need to protect more time to increase output. Just find a way to get things done - do this 2 or 3 times a week and you’ll be outperforming your peers by the end of Q4. That’s the post. #customersuccess #timemanagement #saas #b2b

6

Our very own Emily Brown ☀️ just hit her target in her first full Quarter as an AE with 3 days to spare 🔥 Here's some of the things she's doing to smash it out of the park: 💫 Relentless qualification - she's only letting accounts that she knows can buy into her pipeline. She's hyper focused on building Business Cases out with the right people at the right accounts. She uses MEDDPICC to move deals through the funnel and moves on quickly if an opportunity doesn't meet our criteria. 💫 Patience and work ethic - Emily was a BDR for over 2 years. She took her time to learn and hone the skills required to be an expert BDR. She's then translated those skills to become an expert AE and it certainly shows. 100% of her revenue has come from her own sourced opportunities!! 🔥 💫 Solid structure - her day is filled with a mix of PG (pipe gen) and PM (pipe management). She's analysing her weeks like a pro and spends time on revenue generating activities at the parts of her funnel that need topping up. 💫 Coachability - she's curious, constantly wants the truth and is eager to improve. These are skills that are difficult to teach and has seen her absorb training, enablement and key information very quickly. Congrats Emily Brown ☀️ - keep killing it!

123

19 Comments

Salespeople reveal what they're thinking in 2024 🧠 💡    We've just released our latest report, in which we asked hundreds of AEs and sales leaders for their views on everything from their sales process and tooling to their confidence in the year ahead. It’s really insightful with some surprising stats that might have you rethinking your entire sales strategy. 😳 Only 9% of AEs believe their company’s buying process is very good. (Definitely some room for improvement!) 🤝 1 in 2 AEs lost a deal during the handover to Customer Success. But, when these teams collaborate effectively, customer churn plummets. 💭 78% of AEs find it difficult to multithread beyond their champion—highlighting an opportunity to improve and learn how to strengthen relationships across the buying team. If you’re involved in driving sales success, whether on the front lines or in strategic roles, you’ll want to have a read of these insights! ✨In the spirit of buyer enablement we’re not even harvesting your email address and flooding you with sales emails…simply download the full report, in peace, in the comments.✨ #SalesInsights #trumpet #SalesStrategy #AccountExecutives

14

1 Comment