Ken Jones

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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Here's the stark facts in sales today. - 31% of reps are making quota - Nearly half (44%) of deals slip - Sales cycles are double digits longer, win rates are double digits down - Inbound leads are down - Salesforce recognised the need to increase pipeline coverage to by 50% (from x2 to x3) Most of those we speak to recognise all these challenges. But they are stuck. "Do more with less" is the message. They have cut teams and fought for those remaining. Their organisations are stuck with blind hope and knives sharpening. The only solution they know is to fire and replace. Because the real problems aren't acknowledged. The market has changed and it's harder. But are teams are not more skilled. The same teams, that could achieve in the old world are failing in this one. And the last message anyone wants, is we need to spend some money to solve that. "That's your job isn't it?" cries the leadership to time-starved managers and leaders. Anyone want to guess what's going to happen to sales manager average tenure (already at an all-time low of 18 months)????

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📣 IS SALES A SCIENCE❓ Over the past 9 months, I have answered this question by diving deep into focused, full training day modules including: ✔ Foundation Selling ✔Diagnostic Questioning ✔Value Proposition ✔Gaining Commitment ✔Customer Development Whilst also attending a weekly sales development call ran by Jon Cooper we have covered: ✅Influential sales books such as GAP Selling and Fanatical Prospecting ✅In-depth training on MEDDPICC qualification framework ✅Building and understanding our unique and VITAL sales process This has been more than just learning sales techniques; it's been about shaping a mindset geared towards understanding and delivering value to customers. It's about asking the right questions, committing to excellence, and fostering growth - both for the clients and myself. As someone from a sports background the constant development, training and process driven performance has resonated. I'm excited for the opportunities to apply these insights in real-world scenarios. What a start to my enterprise sales journey!

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Spent the last few days renewing 'MEDDPICC Masterclass Certification'. Really pleased I did. I have studied lots of sales structures and methodology from SPIN to Challenger they are all good. What's more I have come from organisations that hardwire and embed Sales Process deep in the way they do things but if you reside in Software Sales I would totally recommend https://meddicc.com/ MEDDIC works specifically to uncover areas of qualification as well as acting as a framework for salespeople to use to put themselves back on the front foot to: - Uncover more considerable pain and underpin the pain with metrics, thus driving urgency - Uncover, influence, and in some cases take control of the process and criteria in which the customer will be making their decision. - Build and empower stakeholders to understand the distinct value of your solution, building Champions and obtaining access to pivotal decision-makers #Learning #SalesDevelopment #SalesQualification

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At Salesforce, we have helped thousands of marketing teams maximise ROI with data and AI powered by Salesforce Marketing Cloud—do you want to do the same? Join this live webinar to learn how.

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

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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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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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got asked for some advice from leading successful Sales Development functions for over 10+ years...... so here's 7 tips if I was starting out! keen to hear others 🙏 as the list is endless: ❤️ give a shit about your people 📈 make data-driven decisions 👯 industry peer insight is most valuable 🤺 focus on driving habits, mindset, momentum, process & consistency 🕵‍♀️ perception is the enemy 💪 quality over quantity all day long 🕺 If you aren't competitive, you're in the wrong game #salesdevelopment #leadership #tipfromyouraveragesalesleader

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If your sales team isn't adding value in conversations, emails, or meetings with prospective customers, they are not sellers. They are order-takers. The sooner your sales leaders realize this, the faster you can address the underlying issues and develop stronger business acumen and sales skills.

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As a profession, Sales can be tough. It requires: - Unerring determination - Grit - Self-belief That is just a few of the internal skills needed. What are some practises that you swear by to maintain that positive frame of mind as you tackle each new challenge?

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You Need to 1) Close the gap in your sales maturity 2) Generate revenue > efficiently & effectively. THE SOLUTION: Run a Confidential & Complimentary Sales Audit https://lnkd.in/dPTGV9qm • Benchmark your function • Spot performance gaps and highlight areas of opportunity where 1 of your team excels that others can follow • Build an action plan that prioritises the highest impact activities to improve your function’s effectiveness THE PROBLEM IS HUGE Pipeline has always been sales forecast insurance / lifeline BUT required pipeline multiple has increased dramatically recently 1) B2B Sales Benchmarks from Ebsta / Pavilion, in 2024 YoY Win rates down 18% ACVs down 21% Sales cycles 16% longer Size of decision making unit expanded Number of touches for impactful engagement have increased 📉 69% of reps are missing quota 👨‍🔧 There’s an 8.9x delta between top performers and the rest of their peers 2) Objective Management Group's Sales Pipeline Benchmarking Data Reveal: Shortfall in pipeline quantity puts revenue targets at risk and hampers growth potential. Only 49% of salespersons self-reported four closeable opportunities in their pipelines, with a significant portion having even fewer. (=) > 59% of salespeople are not meeting the minimum threshold for pipeline quantity. Less than one of the three "closeable opportunities" reported by the average salesperson were deemed "truly closeable". Alarmingly, nearly 75% of opportunities were categorised as 'suspect' or 'prospect,' indicating a lack of essential qualifiers such as engagement with decision-makers or confirmed budgets. So only 3% of all salespersons had four "truly closeable" opportunities in their pipeline. AHHH. TOP TIPS 1) Go Outbound "There’s only one cure for elongated sales cycles and pipeline deficits... Go outbound" Andreessen Horowitz "Imperative that companies become obsessed at knowing, identifying, and targeting their ICP ... this means outbound" Pavilion Over reliance on partners & inbounds was blamed by > 90% of 6k+ EMEA B2B sales leaders polled for them missing their target Sales & Marketing Strategies & Technologies 2) Focus on & Optimise Live Conversations with Decision Makers Best-in-class / top 20% sellers "𝗛𝗮𝘃𝗲 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻𝘀 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲𝗶𝗿 𝗰𝗹𝗶𝗲𝗻𝘁𝘀” "Teams labeled as trusted partners achieved 48% higher quota attainment and 25% higher win rates than those who were approved vendors" Korn Ferry 2024 Sales Maturity Survey "Increase interaction quality by helping sellers: Focus activity on high-quality outreach efforts, not just batch and blast volume" Gartner Pick up the phone - Channel-Market-Fit is Moneyball today: https://lnkd.in/dt7PZMhG Top Sellers Make 82% more calls and send 24% less email McKinsey & Company #salesstrategy #salesleadership #sales #salesperformance

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"Every board I know of, and I sit on a bunch of boards, is pounding on focussing on sales productivity"; great executive insights from Conga's CEO, Noel Goggin, CEO ★ on The Win Rate Podcast(https://lnkd.in/gu2-D2De). Personally, in previous companies, I spent a lot of my time on administrative work related to creating quotes. This meant less time selling to customers/prospects, which is the highest revenue-generating task for the business. Since joining Conga, I have used Conga's CPQ to speed up the creation of complex quotes in minutes so I can focus on my main task of selling. Our solution provides an end-to-end quoting cloud platform that integrates with your existing tech stack, automates your quoting process, and intelligently analyses those quotes. Let me know if you're curious to learn more about how to increase your sales team's productivity?

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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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Truly exhilarating stuff trumpet 🎺. Get real-time insights into how engaged your prospects or customers are outside of your calls, because 70% of the buying decision is made when you're not in the room. Absolute game changer. #sales #software #enablement

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Sean’s Sales Tip 🚫 Focusing solely on increasing the pipeline to meet sales quotas is a misguided strategy. It is akin to saying I will risk $300 in the slot machine, instead of $200 to make a win. 🔔 Salesforce's recent decision to require 3x pipeline coverage, up from 2x, rang the alarm bells for me. 💸 Such an increase demands significant effort and resources, leading to a dramatic rise in customer acquisition costs (CAC) and other bid related costs without guaranteeing an equivalent increase in revenue. 🤔 Think about the optics of this announcement. You are saying to your sales teams it is OK to lose 66% of your deals now, instead of 50%. 🎯 The emphasis should shift from maximizing pipeline to optimizing win rates and accelerating deal velocity. Step 1 🏆 Improve Win Rates Improving win rates is a more efficient and cost-effective approach to achieving sales targets. For instance, a modest increase in win rates from 20% to 25% can yield substantial revenue gains with no extra pipeline required. Step 2 🚀 Accelerate deal velocity To enhance deal velocity (and also win rates), salespeople need to focus on creating pain, recruiting, and equipping champions within the client organization so that your deal gets done and becomes a priority. 💡 Prioritizing win rates and deal velocity over pipeline growth is a smarter and more sustainable strategy for achieving sales quotas. This means that Sales Leaders need to be trained in how to coach their teams effectively and for them to get out of the office more often.

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