Paul Albert

In our latest customer conversation Shane Evans, CRO at @Gong, shares how AI is transforming sales, helping teams become more productive and future-ready. Gong’s approach—capturing complete data and breaking down silos—empowers smarter, more intentional decisions across customer journeys. Check out LinkedIn for Sales blog to catch Shane’s full interview with insights on balancing present needs with future-focused growth and how Gong’s integration with LinkedIn Sales Navigator is driving real impact. https://lnkd.in/d_DKk7Dr #LinkedIn #SalesNavigator #DeepSales #Sales #CRM #Productivity 

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What does 'Execution Excellence' actually mean? And why are Marc Benioff + Amit Bendov obsessed with it right now? Killer insights from Charlie Moss on how category leaders like Salesforce & Gong are resetting expectations to win despite headwinds!! 💥 “More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach.” Specifically, Gong is investing in the following: - Greater accountability for the sales team + sales management - Weekly KPIs, weekly results, + monitoring key activities - Tracking every single deal with MEDDIC Achieving 'execution excellence' when it comes to running revenue teams is the WHY behind founding Accord... Ensure rigorous execution across each deal, and translating the winning strategy to the field in a way that actually works for sellers! Including tracking MEDDIC without feeling like homework, automatically updated in your CRM. Sales + CS Leaders using Accord to drive execution excellence understand what it takes for their sellers to win in 2024. Eg, we pulled data across 500+ Opps for a customers at their QBR, and saw: - 28% Win Rate across opportunities without Accord - 56% Win Rate across opportunities with Accord .... 100% increase in Win Rate when using Accord. This market isn’t about doing more with less. Its about doing the right things – consistently.

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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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Sales leaders - What’s the general consensus on buying prospect (B2B) data lists these days (UK)? Yay or nay? Apart from the obvious scoping of the data around my ICP, what should I be looking for? And finally, who’s gonna recommend someone to provide this for me based on you having a great experience with that data company? Data will be managed via Hubspot, if that helps.

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10X Sales Reps... Is that the future of Sales? And more importantly... Is it doable? We're in the middle of 2024, and predictions (as usual) are in order. That's why we asked Brendan Short, Product-Led Sales at Apollo.io, about his views on the future of the sales rep profession, and they are pretty interesting. Would you agree? Drop your 2 cents in the comments! #sales #salestalk #salestech

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This statistic from Gong's latest report could serve as an epitaph for sales over the past decade. We've seen an efficiency arms race that has sidelined effectiveness. Sales organisations have increasingly focused on doing things faster—less thinking, more automation—while losing sight of quality and, at times, even questioning whether their methods truly work. A prime example of this is email automation and the elusive promise of "personalisation at scale." It's the equivalent of saying, "I've streamlined my process for cleaning my teeth; I just don't do it anymore." It's time to hit the brakes on a lot of this and refocus on what truly matters: the quality of the input. Once we've nailed that, then we can think about quantity.

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Learn about driving value selling across the sales team

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Want to transform the way your channel partners quote? Join Eran Gross (VP of Customer Success America) and Mohammed Fadel (Customer Success Manager) on Thursday, September 12, and discover game-changing strategies to streamline your process and fuel growth. Here's what’s coming your way: ✅ Channel Partner Playbooks: Watch how easily your channel partners can create complex quotes with DealHub’s custom playbooks. ✅ Salesforce Community + PRMs: See DealHub in action on Salesforce and other partner platforms. ✅ Success Story: Hear how one of our customers is crushing it by integrating DealHub with their PRM system. 🔜 Sneak Peek: Get a first look at our upcoming "Headless Quote" feature from Alon Lubin, CTO. This is one webinar you don't want to miss 🎉 Register here > https://lnkd.in/d3f4jvVK #ChannelPartnerSuccess #DealHubWebinar #SalesInnovation #NextLevelQuoting

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Do you use Intent Signals to help your Sales Teams prioritise their efforts? I only ask as I spoke with a Sales Director last week, who talked of her frustration that their Intent tool is actually "reducing" the chances of success for her Sales Team, which intrigued me. We discussed the analogy of "Giving them a Sat Nav in their car, powered by black-box AI. In essence, they are told where to go but there is no insight on why they should drive to the destination...and as often as not they are sent down back alleys, dead ends and places they get no benefit in driving to. Eventually they switch off the Sat Nav and start researching their old fashioned road map again" This really hit home....if you have a black-box intent engine which sends SDRs and Sales off on wild goose chases, wasting their time on poor-fit accounts not actually in-market it means: - They miss potentially good opportunities - It negatively affects their close rate % - It destroys their trust in the intent - It undermines Sales and Marketing alignment. You need intent insight which you can have 100% trust in, gives the WHY behind that insight, ensuring Sales are only focusing on in-market companies who are ready to buy, and they can actually sell to. This is exactly how Demandbase works... take a look here and ensure your SDR and Sales teams spend 100% of their time only on companies they can actually sell to: https://lnkd.in/eB7s9Q7A #intent #closerates #b2bsales

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How do you detect atrophy in your team? Many of the conversations I’m having with revenue leaders centre around how they can become more proactive vs reactive. A big part of this is detecting atrophy - those reps who may be blindly slipping into decline or heading for a bad quarter. To be proactive requires ruthless focus on LEADING indicators. Rather than obsession over LAGGING metrics. Leading indicators typically include KPIs such as: - pipeline value ($ opps created) - pipeline volume (# opps created) - stage to stage conversion (%) - activity volume Another great leading indicator is competency scores - ie what level of competence are reps demonstrating vs key competencies you expect them to display. Close monitoring of leading indicators helps you as a leader make proactive interventions so your team can course correct before it’s too late. It might just save your quarter. #leadership #data #growth #metrics #objectivedata

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One of my favourite questions when discussing timelines with a prospect: "Does it feel reasonable that we could have you on board by the 30th of June?" Why it's powerful: → Simple yet direct → Ensures we're on the same page → Identifies any potential roadblocks early on → We can build a success plan working backwards from that date By aligning our timelines from the outset, it maintains momentum and drives the project forward efficiently. What's your fav timeline question? #sales #ae #pipeline

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The top decile enterprise sales leaders I’ve met enable their reps with one thing in particular, that the bottom 90% neglect. Across the several hundred revenue, sales, and value leaders I’ve spoken to as we’ve built Minoa, there’s a recognition that proving value and ROI is tough. Now, hand that responsibility over to a rep too busy dealing with admin, and you’ve got yourself a recipe for miscommunication and lack of customer buy-in. We get this question all the time - “how do I get reps to adopt our value selling initiative”? This frames it as an issue related to rep discipline, when the problem has nothing to do with this. It’s not that reps don’t see the point - they just don’t know how to navigate communicating the quantitative impact of your product’s value. The very best sales leaders empower their reps with clear frameworks of how quantitative impact (be it for revenue, cost, time etc.) maps to value drivers and use cases. Proving value can be hard, but having the power to communicate and match product value to measurable business outcomes in a long and complex sales cycle cuts through the noise. At Minoa, we help set up the value frameworks, calculations, and guardrails that give every single rep the ability, and more importantly the confidence, to use data and quantitative impact to sell on value.

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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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Here’s what most revenue teams get wrong during sales onboarding… They start by teaching new hires about the org and its products, rather than the buyer and their problems. I was listening to Reena Ambai (Gupta) on The Thoughts on Selling Podcast and she shared this model for enablement competence that I thought was spot on. Here are the 4 levels… Org Knowledge: How to get something through legal How the org is structured Team Culture and Values How to use your CPQ and Outreach tool. Company History Product Knowledge: What makes our approach unique? Which parts of the product are configurable? What features are coming up on the roadmap? What are the features and benefits of our offering? What does the onboarding process look like for customers? Market Knowledge: Which problems do our customers experience the most? What are the implications of those problems for their business? What risks are involved with changing the status quo? Which stakeholders are involved in making the decision? What key metrics are those stakeholders judged on? Sales Knowledge: Writing Discovery Multithreading Account Planning Conversational Skills Managing the Buying Process Most companies, start at the top of the pyramid and work their way down. But, the most successful companies start from the bottom and work their way up. If you don’t know how to isolate the root cause to your buyers problem, then why are we learning how to build out a quote in DealHub? If you don’t understand the risks your buyer takes on when making a decision, then how can you know which product configuration is going to serve them best? Here’s a practical example of how to build your onboarding pyramid: Your new sales rep has just been assigned their territory… 1. Start by focus on how to identify high value accounts without relying on RevOps. (Sales Knowledge) 2. Then help them identify one the most prevalent industries in their territory and identify the high priority problems buyers are facing. (Market Knowledge) Sidenote: Jen Allen-Knuth had a great post on how to use conference agenda pages to identify high-priority problems in an industry. Highly recommend. 3. Next, go deep on one product or feature that solves that specific problem. Even better if you have customer stories to back it up. (Product Knowledge) 4. Finally, prompt them to use your outreach tool to build a multi-channel cadence that targets that exact person/problem with the intent of getting them on a call. (Org Knowledge) Once they’ve done that enough times, then rinse and repeat with the next stage in the buying process. The key here is you only give enough information to complete the next task, then as skills develop, the pyramid begins to fill itself out.

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Londoners, whats your plans tomorrow after work? Come join me and; Alex Wood | Sales Leader at Aircall Galit Weinberg | Director of Sales at GoCardless Rosi Y. | Head of Enablement Stenn along with the Wiser elite team. We'll all be in a room full of other sales leaders to discuss the results from the ‘The State of Sales Coaching 2025’ – the largest sales coaching-specific survey ever conducted. Who’s the event for? Sales leaders who know the impact and importance of coaching and looking to improve their coaching strategy in 2025 using the learnings from a critical piece of research. When: Tomorrow (13th November) 6.30-9pm Where: Wiser HQ - 10 Bakers Yard, London, EC1R 3DD How: Grab your free ticket here: https://lnkd.in/eZhKd4hC Expect networking with other sales leaders, food, drink, and great insights from the panel. — See you there if you like? #salescoaching | #salesperformance PS I look worse in real life, this is me calling it out now ha. It's a half decent picture. 😅

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Revenue Enablement = Prospecting Enablement If you are in rev ops, and you’re not laser focused on helping sales people, prospect, one of the three things is happening: 🔘 you are in a business were prospecting is not important 🔘 you have too much pipeline already 🔘 you are distracted from possibly the most important part of revenue enablement- enabling sellers to drive new revenue If it’s one of the first two bullets, never mind. If it’s the third, that was a great time to refocus efforts on enabling pipeline development. I’ll be running some free webinars soon on prospecting best practices. They are ideal for both sales leaders and revenue enablement leaders. Stay tuned. #Prospecting #prospectingaccelerator #revenueenablement

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🚀 Driving Customer Success Excellence: The Power of One 🎯 At Pulse 2024, I had the privilege of joining Dan Maimone from Harri and Mark Deegan to share how we’re redefining customer success by weaving the "red thread" through the post-sales lifecycle with Gainsight. Here’s the journey we shared: 💡 Harri’s Challenge: Balancing hyper-growth with operational efficiency, maintaining exceptional GDR (95%) and NDR (112%), all while scaling a high-touch customer success model. 🔎 Our Approach: - Through Project Lando, Wigmore IT partnered with Harri to: - Optimize Harri’s Gainsight tech stack (CS, PCX, CC and CE). - Define multi-product customer journey stages. - Prioritize customer outcomes with personalized success plans. - Foster cross-functional collaboration and implement change management. 📈 The Results Speak for Themselves: - Gross Dollar Retention: +4% - Net Dollar Retention: +9% - CSM Efficiency: +30% - Customer Health Score: 8.5 - eNPS (CS Team): +27 points 🔥 Key Takeaways: 1️⃣ Start small, think big—pilot programs drive scalable success. 2️⃣ Use data to guide strategy—CSQLs and financial insights were game-changers. 3️⃣ A unified approach integrating people, processes, and technology creates lasting impact. As we look to the future, Harri is investing in AI for predictive analytics and global scalability—setting new benchmarks for CS excellence. 🌎✨ Grateful to share this story and to help organizations turn customer success into a true growth engine. Let’s keep the conversation going! #CustomerSuccess #Gainsight #ThePowerOfOne #CSLeadership #GrowthStrategies

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What does the future of B2B sales and marketing look like? That was the topic of conversation with Julia Yavin and Peter Dean on the first episode of our Conquer podcast. Here are a few other key takeaways: 1. Buyers Are Behind the Veil Longer: Today’s buyers self-educate, so we must deliver relevant content that builds trust before they engage. 2. ABM’s Proactive Approach: Account-based marketing requires alignment between sales and marketing, focusing on high-value accounts with personalized outreach. 3. Streamlining Sales Processes: Automation frees up time for building relationships and closing deals, enhancing overall effectiveness. 4. Continuous Learning: Adapting to a changing landscape is crucial—mapping the buyer’s journey helps create personalized engagement. 5. Collaboration is Key: Effective communication between sales, marketing, and customer support ensures a seamless customer experience. Check out the full episode (link below) for more insights! https://lnkd.in/gvX-tKRz

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One of the biggest lies Sales Leaders are telling to themselves, is that Sales Enablement is responsible for driving the sales coaching strategy. “We’ve got a Sales Enablement team who look after coaching” The reality? (A real company I spoke with recently) - A sales organisation of 50 odd reps - One Enablement person (to coach 50 reps?!?!) - Sales Enablement offering some ‘ad-hoc’ coaching to the odd enthusiastic rep AT BEST. - Sales Enablement actually spending 90% of their time onboarding new reps and rolling out training, in amongst creating collateral and sitting in cross department meetings. - Sales Enablement telling Sales Leaders to coach more…but being ignored. - Less than 5% of sales reps actually wanting to be coached by their Enablement team (State of Sales Coaching 2025 report) - High performing sales reps contacting external companies like MySalesCoach for help. I get it. I know there are a tiny number of Sales Enablement professionals out there who have coaching central to their role. But for the large part, they become an excuse for Sales Leaders who should be prioritising it…but aren’t. Sales Enablement - the dumping ground for all things ‘improving our sellers’. Surely we can be doing SO much better than just saying ‘It’s their job I think’.

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