Jo Wright

🧭 Today's exciting annoucement - LinkedIn Embedded Experiences: Bring the Power of Sales Navigator Directly Into Your CRM 🧭 Every sales leader is facing a ton of pressure to make their sales organization more efficient. One of the biggest productivity killers is their sellers' tool hopping to get the most accurate and up-to-date information on their customers. That’s why I was so excited to see that LinkedIn Sales Solutions has officially launched CRM Embedded Experiences. Our Advanced Plus users now have access to quality up-to-date data powered by LinkedIn’s 1 billion members and 67 million companies across 200 countries, right inside their CRM. What’s more exciting is as of today, the integration of Sales Navigator features directly into your CRM interface, including: Account IQ - Dive deep into target accounts with financials, business challenges, and strategic priorities. Find Key People -Quickly highlights key decision-makers and influencers within your accounts. Relationship Map -Helps you visualize the complex web of relationships within your accounts, helping you identify decision-makers more efficiently. The result? Your sellers have more reliable insights inside of their CRM to use when they engage with customers, without having to search through multiple sources to get it. Not only will they be able to see the information that they need to sell, but they can trust that it’s timely and accurate. And for you, this means more efficient use of both your CRM and Sales Navigator, ultimately maximizing seller workflows and time. All three CRM Embedded Experiences will be available in Salesforce starting today! HubSpot and Microsoft Dynamics will support Find Key People shortly. Find out more here: https://lnkd.in/EmbeddedExperiencesBlog 💼✨ #LinkedIn #SalesNavigator #EmbeddedExperiences #B2BSales #deepsales

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"We show them: 'Hey, you’ve got a shipment here that hasn’t been invoiced for 12 months,' or 'You’ve made a duplicate payment to a supplier,' and they go, 'Wow.'" Lars Reinkemeyer spoke to Alex Zaharov-Reutt about the process intelligence revolution and how Celonis is helping companies identify, frame and realize value. Watch the full interview here: https://celon.is/47RsMu8

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2 reflections on month 1 as a CRO at Hatch: 👨‍🌾 Never felt closer to customers👨‍🌾 In my marketing roles it was a huge pain to get in front of 5 customers a week without coming off intrusive! Now I can speak to 5 customers a day without touching my calendar! What a GIFT. 🤠 RevOps doesn't have to be a headache 🤠 I came in thinking we'd have to do a bunch of deep thinking on the right tech stack and processes out of the gates. Wrong. A quick manual rinse of deal flow to set baselines and some basic Hubspot hygiene and we are off to the races.

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I’m often asked “What do your successful Solutions Partners look like?” Well they look like the team at RevOdyssey. In just 4 months of being a HubSpot Solutions Partner, they have hit a milestone many struggle to hit, Platinum tier! Huge congrats to James Byrne and Michael Greene on this amazing achievement 🔥 My thoughts on what it takes to grow in the partnership is below, but maybe James Byrne wants to share his secret recipe too?! 🤘 🚀 Consistency - always be looking for ways to build your pipeline with a mix of inbound and outbound sales strategies. Don’t solely rely on referrals (but they’re great too!). 🚀 Trust - build trusting relationships with your clients by setting expectations and delivering on said expectations. 🚀 Expertise - always be learning! Keep up with industry trends, product updates, and leverage your project experience when doing discovery with prospects. 🚀 Determination - set goals and have an attitude of doing whatever it takes to hit them. Adopt a growth mindset! #hubspot #hubspotpartner #platinum

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Sick of hearing that your CS team is not ‘strategic’ / ‘commercial’ / ‘proactive’ enough? We’re hosting a session at Customer Success Snack about how you can incentivise your team to drive impact for every customer & predict churn and upsell potential. You’ll go away with: -> A clear methodology to drive impact -> An improved bonus framework -> A template to build account plans -> A list of prove impact drivers that your team can execute -> Learnings of how Joram Schuurman used the impact driver methodology at -> Altura to translate OKR’s to clear customer outcomes. You can sign up here: https://lnkd.in/eEw7PMgm. Thanks for hosting Fauve Smeets and Contentoo - Quality Content at Scale I have a couple of discount codes left - please DM me if you’re interested.

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

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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?

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On my train commute, I always listen to customer and prospect calls on Gong. It’s the best possible use of the time. I always learn something about how marketers are thinking. This morning I listened to a call with a large enterprise UK prospect that shared two key pain points that we are hearing across the industry, very consistently. Here they are: ============================== 1. “We have millions of people on our email list that are just sort of there. We have no idea when they will engage or buy from us again, and it’s like 80%+ of my email list.” Yes. Let’s fix that. 2. “It seems to me that successfully leveraging performance AI requires us to scale up our creative. How do I go from my current state to a much smarter creative strategy with scale?” Yes, yes, yes. This is the right question. Our tech is purpose built to help solve this. ============================== Learn more at Think Summit by Movable Ink. June 12-13. NYC.

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Smashing 82% open rate & 16% response rate (almost all positive) from our recent campaign launch speaks volumes! 📈💬 With Google's email policy tightening, converting prospects via emails is getting more challenging. Demand Gen leaders and BDR Managers must ensure their teams are continuously upskilling to navigate these changes effectively. BDRs/SDRs must realize that cold calling isn't the only quick path to a Yes/No. Email outreach, when executed rightly, yields fantastic results. But what's the right way? 🤔 Right subject line? Right messaging? Right hook? Right CTA? The answer is all of the above and more... From warming up domains/mailboxes to crafting concise subject lines and impactful messaging. Curious about what strategies have been successful for my team? Let's connect and delve deeper: https://lnkd.in/gMzUkiyw #EmailMarketing #DemandGeneration #SalesOutreach #BDR #SDR #ProspectingSuccess

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My Enterprise sales team added a third “C” to MEDDPICC... And it's helping us improve deal qualification and win rates So what’s the third “C”? Change As in Change Management I’m convinced that if my team isn’t fully engaged in the third “C”, then the deal isn’t really qualified…and I’m assuming that we’re losing the competitive battle. So for my Enterprise Sales team MEDDPICC is now MEDDPICC(C) Tracking “change” is that important. And here’s why you should care: Effective change management is what makes your software’s value proposition predictable. And that’s all Executives care about - Predictability. This is why the third “C” is so important to deal qualification. Because the type of projects you want to sell Executives, Can (and should) have big political implications for their careers And they need to be sure they’re placing a bet with the right partner Knowing that the outcome will be predictable So, how do you do that? Advise them on your change management methodology (and successes) Tell them, prescriptively, not only how your software will solve their largest business pain… …but more importantly, how your change management processes will make ROI and time to value predictable. Because when all key stakeholders buy into the new process…and are cool with the change… Then, and only then, can your software’s benefits be realized. Are you talking enough about this with your AEs? And, AEs are you bringing experienced change management experts to your calls to advise & guide on the change process? If not, then I guarantee you that your enterprise win rates could be better The stakes in SaaS are higher than ever. And the difference between winning and losing is razor thin. My Enterprise Sales teams aren’t in a deal until we’re talking change management up and down the prospect’s org Add this third “C” to MEDDPICC(C) and see how it changes the buy-in on your deals, your proposals… And your win rate Drop a comment on how you’re discussing change management with your AEs…and using it to win deals

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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

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Calling all B2B sales professionals. With our friends at Aircall, we need your help with our State of Sales Coaching survey 2024. 3-5 minutes of your time could win you amazing prizes - the latest AirPods, Sonos speaker, Nespresso machine, and of course MySalesCoach scholarships. Sales coaching is widely considered the most critical function of a frontline sales leader. Previous studies demonstrate that it significantly boosts win rates and quota attainment. However, many sales organisations find it challenging to establish and execute an effective sales coaching culture and strategy. Our survey seeks to identify the key trends, best practices, and impacts of sales coaching in 2024. You'll be first to get the study published in October packed with insight, data and trends. Leaders and Individual Contributors should complete the survey - with scholarship places up for grabs for each. Your voice really matters, complete today for a chance of these amazing prizes and to be first with the report. Link here to complete - https://lnkd.in/eKRcTPXV

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Sales Lessons from Gareth Southgate and England at Euro 2024 ⚽   Anyone in sales or sales enablement knows the feeling. One minute you're celebrating a smashed quota, feeling like you're unstoppable 💪 The next, you're staring at a spreadsheet of missed targets, questioning every sales tactic you ever learned. It's a rollercoaster and sometimes it feels like the freefalls are never ending. 😭   This emotional pendulum swing reminds me a lot of Gareth Southgate and the England team so far at Euro 2024. Remember the heat he took after some shaky performances? The pundits were calling for his head, questioning every decision. Tactics? ❌ Lineup? ❌❌.   Then, Southgate did something bold yesterday. He subbed out his captain, Harry Kane, for a player, Ollie Watkins, that played ZERO minutes in the entire tournament. 😱 😱 A gamble some might say, but a gamble that paid off in spectacular fashion – Watkins bagged the winning goal against the Netherlands!   The lesson here? Even when the pressure's on, and the critics are circling, stay true to your strategy. Just because someone hasn't had their big moment yet doesn't mean they can't be your game-changer. So, the next time you're feeling like you're at the bottom of the sales well, take a deep breath, dust yourself off, and remember: 💠 Believe in your process. You got this far for a reason. Keep refining your approach, and the results will follow. 💠 Don't be afraid to make bold moves. Sometimes, shaking things up can lead to breakthroughs. 💠 There's always an "Ollie Watkins" out there. New ideas and approaches can come from unexpected places. Stay the course, and never lose sight of your self-belief. Let's go!!

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A few weeks ago, Tom Richards, Pete Prowitt, and I were chatting when Pete framed the role of RevOps and its part in the modern sales team in a really powerful way. Annnnd it completely re-framed my thinking about the role. RevOps has evolved—big time. It’s no longer just about lead routing or cleaning up CRM data. It’s about owning the entire customer lifecycle and driving growth at every stage. 𝗧𝗵𝗲 𝗖𝗵𝗮𝗻𝗴𝗲: ✅ From Siloed Segmentation to Unified Targeting 𝗕𝗲𝗳𝗼𝗿𝗲: Customer segmentation was fragmented. Marketing, sales, and customer success each had their own ways of grouping customers, leading to mismatched priorities and inconsistent messaging. 𝗡𝗼𝘄: RevOps centralizes customer data across teams, using real-time insights to build actionable segments. Everyone—marketing, sales, and customer success—works from the same playbook, ensuring we target the right customers at the right time with the right message. ✅ From Reactive Account Monitoring to Real-Time Customer Behavior 𝗕𝗲𝗳𝗼𝗿𝗲: Account health was monitored sporadically by different teams. Too often, churn was a surprise instead of something teams could proactively prevent. 𝗡𝗼𝘄: RevOps integrates data (product usage, and CRM) via tools like Pavlov to create clear pictures of customer actions and value. This empowers teams to leverage automation or act early to reduce churn, and uncover opportunities for upsells and renewals. ✅ From Fragmented Post-Sale Ops to Seamless Customer Journeys 𝗕𝗲𝗳𝗼𝗿𝗲: Post-sale operations were an afterthought. Onboarding was clunky, handoffs between teams were messy, and renewals felt like a fire drill. 𝗡𝗼𝘄: RevOps streamlines onboarding, aligns customer success with revenue goals, and enhances the entire customer lifecycle. From onboarding to renewal, RevOps ensures growth through customer satisfaction. RevOps isn’t just a support function anymore—it’s the engine behind sustainable growth. It ensures that every customer touchpoint adds value. #revops

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London is calling! 🇬🇧 What do you do when you have a tool that helps merchants push revenue while dropping your return rate, crunch your returns handling time, and helps your CSM team with bathing in time because questions about returns are dropped to an all-time low? Exactly... Checking whether we can help UK merchants and the Fulfilment centers. That's why this week Marijn Prijs and I will be rocking the eCom Expo in London. We're looking forward to reconnecting with all partners, and obviously adding some legend to the Returnless Selection. Are you attending as well? #ecommerceexpo #partnerships #returnstrategy

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Aggregated data on average SDR Performance at EngageTech globally over the July-September period Ben Lowry is our Learning & Development Director who is responsible for leveraging this data and enabling the team on the skills that improve these numbers. Give him a follow as he’ll be sharing more insights like this weekly. Information below incorporates data from over 100 reps making 1 million outbound dials into a cold database of B2B tech buyers across that period Successful call = 45 seconds+ Intelligent Call = 2 mins+ Discovery Call = 5 mins+ Dial:Successful Call = 13% Successful Call:Intelligent Call = 50% Intelligent Call: Discovery Call = 23% Booked:Attended = 77% Attended:SQL = 91% Total SQLs/Month = 7 Bookings per person per day = 0.46 What this all means is at EngageTech if an SDR makes 100 dials they.. Connect to a buyer 13 times Phone quickly goes down in 7 of those cases 2-3 of the remaining calls turn into pipeline or a booking Reps book a meeting every other day 3 of these 10 bookings a month cancel or qualify out Reps need to do 100 dials every day to generate 7x SQLs a month #sales #salesdev #b2btech —————- Supporting technology organisations with pipeline in: EMEA, US, ANZ; (yes that includes Germany as most of you seem to find that region so tough!)

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3 Step framework to nailing your demo. 1. Frame the broader problem Ex) Most sales leaders I work with are really struggling to understand where the risk in their pipeline is 2. Frame their problem Ex) You just told me you are 100% reliant on your CRM to try and sus out risk in deals 3. Tell a story of how your solution can solve this (don't feature dump, make it punchy) Ex) Now with Gong you will know exactly what is happening in every single one of your deals. Tonight at 5:00 PST I'm hosting a session for Holistic Sales Co. on this framework, we are opening up 2 more spots to non-members... comment below if you want to attend (My DMs are not working)

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BASIC BASIC BASIC: 🔴 SERIOUSLY Stop Selling Yourself, Start Understanding Me! 🔴 Reposting this classic “Sell me this pen” moment from Jordan Belfort. To anyone who wants to sell to me or work with me: Stop telling me how amazing you are! I’m sure you are, but let’s keep it simple... the most basic, fundamental thing you can do is understand what I, as the buyer or prospect, actually need. If you can’t do that, why should I bother listening? #Sales #Communication #CustomerFirst

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Reflections on Dreamforce 24 - Now that i'm recovered! I wrote an internal note for my extended team last week and thought i'd share here as i'd love to get a sense of what other people took away from the largest tech event in the world earlier this month... My key thoughts can be summarised as follows: Gratitude - Huge appreciation for the opportunity to travel to San Francisco and get immersed in the entire experience. Although i’m a SF "veteran", it’s only the 3rd time i’ve had the opportunity to go and it really is a privilege 🙏 A Company Like No Other - This company is very different to every other tech company out there.  Sometimes you just have to stop, look around and see that we’ve normalised having DJs, big name live acts, and dozens of life-size inflatable forest creatures in the middle of a “tech conference”…. It’s crazy but you have to love it 😆 Salesforce is creating the market, again.  - We've seen it with SaaS, PaaS, Mobile, Social, Customer 360, now we're seeing it with Agentforce. This tech is here, now, and it will be a game-changer for the industry. Good luck to anyone who’s still pushing co-pilots. 🚀 Impact.   - Aside from the many impressions the event has left of the attendees and customers, there are some crazy stats about the economic and social impact of the event: an estimated $90M+ on local businesses from Dreamforce and $7M in donations in ONE NIGHT for UCSF Benioff Children’s Hospital 💥 Connection.   - I saw colleagues / partners / customers that I have not seen in YEARS. So many hugs and celebrations when connecting with old friends and fellow trailblazers!  ❤️ It's the ultimate work-hard, play-hard week and I loved every minute of it. Here's looking forward to the next one - and of course Agentforce World Tour Essentials London before then!

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