Rishi Tank

💡 22% - Sellers with strong leadership support achieve 22% higher quota attainment [6sense, BDR Benchmark Report] ⏩ 2X - Companies leveraging AI-driven account prioritisation experience up to twice the sales velocity: deals close faster and at significantly higher conversion rates. [6sense, Annual Report] 🚀 $66M - Implementing an AI-based revenue strategy helped clients like Marathon Health generate $66M in new pipeline, unlocking quality leads and faster revenue growth. [6sense, 2023 Case Study] Discover how improved data and AI can significantly boost efficiency and ROI: https://okt.to/RkejuP

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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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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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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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Who is in? Pavilion GTM EMEA Summit – 10th-11th July 2024 – London When Pavilion asked me to host the sales stage at their event, I grabbed the opportunity with both hands. Introducing the world’s best sales leaders to the stage is something I’m privileged to do at Sales Confidence. And now I can’t wait to do it for at GTM EMEA. Here are four of the speakers you can catch on my stage at the event: Rob Cook – VP Enterprise Sales EMEA, Salesloft Rob’s going to talk about ‘The 2080 Problem’. You get 2080 hours every year that you can spend selling, but we only spend 1/3rd of that time with customers. How can we use sales analytics to make that time count? 🧭Zachary Gropper – CEO & Co-Founder, Insight Revenue Zach’s going to share his ‘4 Keys To Overcome Buyer Indecision’. You’ve heard about the JOLT Effect? Join Zach as he brings it to life with real-life data and actionable insights to accelerate pipeline. Guy Rubin – Founder & CEO, Ebsta Join Guy as he shares exclusive sales insights from more than 500 high-growth organisations. How do the best reps drive results? And how can you do what they do to increase pipeline, shorten sales cycles and close more deals? Werner Schmidt – CEO & Co-Founder, Lative Werner will tell us about his ‘Building Blocks to Profitable Efficient Growth’. In a world where investors demand profit rather than growth at all costs, this insight will be absolutely invaluable. I’m looking forward to introducing these sales leadership titans at Pavilion GTM EMEA – and I hope you’ll be there. To join me, the Pavilion team and 200 of the best GTM leaders on the planet on July 10th and 11th in London, click this link and grab your spot. https://lnkd.in/evXp2Abi

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94% of B2B purchases are made amid organizational changes. The first step: Sales enablement leaders can equip sellers to understand and recognize different enterprise customer profiles. Learn how to create proper strategies for building buyer confidence. Gartner for Sales | #GartnerSales #B2B #Sales

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Huge appreciation to the dynamic duo that is Matt Best & Jonny Adams for having me as a guest on "The Growth Workshop" Podcast 🎤 We discussed strategies around the importance of a customer-centric approach to digital transformation for your business. Prp Tip - You can use Gong to access to the data, the metrics, and the actual voice of the customer 😉 Catch all episodes on the link below https://lnkd.in/d_tNGTbn #sales #business #customer #success #digital

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An enterprise sales kickoff (SKO) is critical for aligning the sales team with the company’s strategic objectives, energizing the team, and setting the stage for a successful sales year. Beyond alignment of company goals, product and service education, motivation and morale boost, skills development, networking and team building, marketing and competitive insights, goal setting and accountability, inspiration and vision, strategic planning, and a feedback loop from the field, there are also several consistent mistakes/NOT-to-do many organizations ignore before, during, and after their SKOs! Here is my latest post on Ten Sales Kickoff Insights shared by GTMnow - https://lnkd.in/eQxQrKuJ GTMfund Sales Community #SKO #SalesKickoff #GlobalKickoff #KeynoteSpeaker #RelationshipEconomics #CoCreate #CurveBenders #ConsequenceOfAI

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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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Enablement teams and sellers often struggle to figure out what works well on their calls and what doesn't because: - They spend too much time preparing - They lack clear insights - They have trouble personalising their pitches - They don't have enough data to improve training and content. Seismic for Meetings offers valuable insights and tools to improve meeting performance and yield better results. #SalesEnablement #SeismicForMeetings #CI #AI

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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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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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Are you ready to enable the i̶m̶possible? It starts with Highspot 🚀 Discover how you can achieve: ✨ 25% decrease in ramp time ✨ 20% increase in reps attaining quota ✨ 12% increase in win rate Watch more👇 https://hghspot.co/4bSH5zS #B2B #enablement #sales #enabletheimpossible

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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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Sales reps spend just 20% of their time on the phone selling to prospective customers. New innovations from @Salesforce are designed to help sellers: ✅ generate call summaries ✅ identify actionable insights directly from their teams’ calls ✅ accelerate call preparation and follow-up through automated agendas and to-do lists Learn more:

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For tech providers, closing a high-quality deal can depend on how compelling a sales story they deliver to an enterprise buying team. Learn more about the four key parts to an effective value story and how to adjust your storyline to different business functions. Gartner for High Tech | #GartnerHT #TechBuying #Technology

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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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