Russell Enright

POV: "We need more pipeline" Revenue teams are under unsustainable pressure, asked to hit targets increasing faster than the traditional remedies can show results. Is it time for a new solution to the age-old pipeline problem? Our hot take: PreSales is a critical lever to increase both sales process effectiveness and the market readiness and responsiveness of products. 

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Data quality is important. Two well known contact database platforms have my mobile associated with another Jeremy Thompson, who happens to be CFO of a global business. So I keep getting cold calls from people selling me FX solutions in which I am not the least bit interested. Frustrating for the sales person, and for me. Researching, identifying and targeting who to sell to occupies a large chunk of a sales person’s time. It’s important to get it right, but you don’t want it to get in the way of selling. That’s what you are paid for, what you’re good at. Time to invest in quality data. At caytoo we aggregate a bunch of third party providers and then layer over some automated and manual checking to ensure that we provide as accurate data as we can. Feel free to test us against your current provider. Sign up for a demo here: https://lnkd.in/emGijCS3 #sponsorship #contacts #data

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Are you looking to put predictability back into your pipeline? With the sales landscape evolving faster than ever and B2B sales teams' performance on the decline, it's a challenge many face in today's unpredictable sales environment. Catch up on-demand with Raoul Monk, CEO of Flume Training, as he shares essential insights on bringing predictability back to your pipeline. Watch his thought-provoking session from the recent CRO Summit, filled with actionable takeaways you can immediately implement in your business. Watch the full talk on-demand now: https://lnkd.in/ezePMwdr #RevenueGrowth #CRO #SalesPipeline

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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/gXPTw-5B

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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://bit.ly/3YFHeCW

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Later next week see's the publication of the biggest Sales Coaching survey we believe ever undertaken from MySalesCoach and Aircall - And its just possible that one of its many jaw dropping findings is how sellers and leaders have very different perceptions of the sales coaching in their teams. **Please like or comment on this post btw - If Richard Smith sees I'm teasing the findings of the report, I will be #opentowork on Monday.** So why could it be that sellers and leaders are looking at two very different sides of the same mountain? 1:1's - Managers feel they have coached, sellers don't. Dedicated time together doesn't equal coaching if skills aren't being developed and future growth unlocked. Pipeline Reviews - Here it's even worse. Sellers feel interrogated. Leaders feel they are coaching. The question is are they creating an action list of what to do in the current deals in play, or truly growing career skills? What they want from coaching - Sellers want to grow. They want to develop skills that impact their career and success. Managers typically want, frankly, teams to maximise revenue this quarter. Agenda - Whose agenda is the coaching sessions that (supposedly) managers are having? Helping to develop the skills sellers crave? Helping them with mindset and overcoming the very real anxieties, confidence issues and imposter syndrome that are so frequently shared with managers (sarcasm inserted) holding them back from success? Managers can't easily leave their personal agendas at the door. So any coaching happening, is tainted by the personal agenda and goals of the manager, not the seller. Poor quality - A forthcoming survey may share some more here (dammit, stop doing that, your just asking for your P45). How many managers are great coaches? Have experienced great coaching themselves? Have been supported in becoming a great coach? Watch this space next week - and make sure your are following me (or even better Richard Smith - it may help me save my job)

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The 'pricing by use case' topic at the Substribe SubsClub session yesterday was a big one to tackle with pricing, product, strategy, rev ops and commercial leaders. I'm very pleased to see this feedback from a product leader who scored the session 10/10 on the Must Have Score. "It is great to hear examples of how other companies have implemented pricing by use case, the challenges, multiple questions to answer and the flow of questions to answer to validate if the metrics used to determine the pricing model are right (consistent, scalable, auditable) before getting to the exact pricing. I felt less alone in this transition from user based to use case based licensing." #b2b #subscriptions #pricing #usecase 🚀 🚀 🚀 🚀 🚀 🚀

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Rev Ops.....has 'efficient growth' replaced 'growth at any cost' for you? Do you know which people and teams are most productive and most efficient?...Lative can help with this! The past two decades saw businesses striving for growth, often overlooking efficiency. Now, it's time to change the narrative. Discover how Lative supports a shift towards sustainable revenue and cost-efficient growth using data-driven insights. 📊 Request a demo today! 👉

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🚀 In today’s Sales Performance Management (SPM) world, adaptability and flexibility are key to driving success for revenue teams. That’s why we’re excited to introduce Xactly Next – a game-changing evolution in SPM and revenue intelligence. Discover how our 5 pillars of intelligent revenue optimization continue to unlock potential and redefine the future of SPM. https://xact.ly/uhsW5 #RevenueGrowth #SPM #SalesLeadership #XactlyNext

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 97% of leaders admitted to experiencing challenges with their sales compensation plans. Here are 5 ways to mitigate these issues. 5️⃣ Focus on alignment. 39% of RevOps leaders said their comp plans fail to align with their key performance indicators. Avoid shaping your comp plan until your main business objectives are fully formed and agreed upon. 4️⃣ Test it. A high-level test involves applying last year's number to your proposed plan (you can do this in QuotaPath). Go deeper by scenario testing according to next year’s revenue assumptions. Then odentify the highest possible commission payout a rep can achieve on a deal. 3️⃣ Measure performance. Review attainment over time, revenue growth rate, earnings by plan component, and more. 2️⃣ Recognize that your comp plans require love and adjustments throughout the year. 1️⃣ Tailor elements of your compensation plan to account for specific roles, territories with varying sales cycles, or unique team dynamics. (A seasoned rep entering a new market shouldn't be on the same comp plan that they were on previously.) Full article here: https://lnkd.in/gbpqTDgd

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This is an interesting discussion. Leslie is referencing this for sales, but it’s a similar conversation in Talent Acquisition orgs that have a dedicated sourcing and recruiting function. Do you round robin the leads from sourcing to recruiters or do you tailor the leads? How do you find that balance between giving everybody equal opportunity vs strategically allocating leads to the reps who’ve proven to drive success? Shannon Pritchett Monté Watson Evelyn Egan Adriano Herdman Anders Sundquist #sourcing #recruiting #hiring

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🌟 75% of quota-exceeding salespeople are embracing AI - are you one of them? Disruption comes quick! With REV UP's AI and Sales Intelligence masterclass led by Abbie White, your team will learn how AI can give you the extra boost needed to smash your targets. Gain actionable insights and strategies that you can apply right away to navigate the changing landscape of B2B sales in the age of AI. Join us and discover how you can revolutionise your approach to sales and achieve sustainable success, starting at just $175 per person per month. Earlybirds who register their teams until 12th July get 10% off their entire membership with code EarlyBirdFY25. 🚀 Get started at: https://lnkd.in/gaccJnWr #REVUP #SalesPerformance #AI #FutureofSales #RevenueEnablement #DigitalSales #ContinuousLearning #Hypergrowth

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🌟 Takeaways for CEO's, CRO's and CSO's🌟 Are you at a tipping point of missing targets? The current landscape highlights a significant capability gap in sales functions. 📉 Key Insights from Gartner for Sales research: Only 31% of sales leaders feel their strategies align with long-term goals. Overlooked maturity gaps in sales functions are evident (see the Capabilities tab). Next Steps: 1️⃣ Assess Capability Gaps: Identify overlooked maturity gaps within your sales functions using objective metrics. 2️⃣ Bridge Strategy and Execution: Connect enterprise strategy directly to sales initiatives for targeted impact. 3️⃣ Empower with Data: Use data-driven insights to inform decisions that drive revenue and close capability gaps. ℹ️ Explore how our sales-specific data-informed process can help you navigate these challenges and optimise your sales performance. DM me to discover more 🚀 #Scaleyoursales #GartnerSales #B2B #SalesStrategy #RevenueGrowth

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💼 Better Data, Smarter Deals 💼 Sales teams thrive with PrimeRole, the B2B platform delivering: 🎯 Verified data to close deals faster 🎯 CRM sync and waterfall enrichment for better workflows 🎯 Huge cost savings for smarter investments Join leaders like LambdaTest who are cutting costs and boosting efficiency. Let’s explore how we can help your team win big. 🚀 #LeadGeneration #PrimeRole #DataOptimization

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New CROs: Take 30 seconds to see how to ensure success in your new role. View the infographic: https://lnkd.in/eJbyrjhC Did you know the average tenure for a Chief Revenue Officer in B2B software is just 12-18 months? Our latest infographic reveals: - Key board expectations for CROs - Strategies of high-performing revenue leaders - How RevOps can accelerate your success #ChiefRevenueOfficer #B2BSales #RevOps

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25% of ~500 revenue leaders named “alignment to business goals” the top area of improvement in their compensation plans. Misalignment can yield short-term wins... but often hurt long-term growth. Here’s how to use comp plans for driving sustainable success: 1. Tie Incentives to Key GTM Metrics: Focus on metrics like pipeline growth, customer retention, and average contract value (ACV). These metrics represent long-term growth and impact. 2. Simplify for Clarity and Focus: Use targeted goals—2-3 tops—that directly reflect revenue-driving objectives. When reps see a clear path to earnings, they’re more likely to pursue high-value deals aligned with your business. 3. Support with Coaching and Enablement: Coaching with compensation reinforces skills and behaviors that lead to better outcomes. Equip managers to help reps focus on what’s truly important to drive individual and company goals. 4. Measure Early and Often: Track up-funnel metrics, like qualified pipeline and ACV, to ensure the plan works in real time. Adjust as needed. When your GTM and compensation strategies work N*SYNC, you incentivize performance while building a foundation for consistent, meaningful growth. #compensationstrategy #revops #SaaS

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Sean's Sales Tip 🎯 Why Seller-Centric Forecasting Fails: 🏆 The importance of focusing also on Buyer's Actions in Sales Success🏆 📊When it comes to sales forecasting and progressing sales opportunities, relying too much on seller actions can be misleading. For example: I presented the proposal, I sent off the contract, I completed the demonstration. This approach places too much emphasis on what we are doing, rather than focusing also on what buyers are doing. In reality, buyer actions are the true indicators of progress through the buying process. 📊 📉 In fact, Gartner highlights that up to 90% of the buyer’s journey happens without a salesperson present. So, if you're not zeroing in on the verified actions of the buyer, you're missing the real signs of whether a deal is moving forward. 🔍 ⚡ Focus on Verified Buyer Actions, Not only Seller Activity To build a more accurate sales forecast, start by identifying what actions the buyer has taken that signal progress. These can include: Securing approval to spend the funding, Involving other key decision-makers, Agreeing to your criteria for the proof of concept (PoC). Just because you’ve presented something, it doesn’t mean the buyer’s internal decision-making has advanced. 🎯 🔄 Start with the End in Mind: Backward Planning for Success Before any customer meeting, use Jeff Bezos’ "working backward" strategy—starting with the end goal and planning steps to reach it. Ask yourself, What do I want the buyer to do next to ensure that your meeting moves the buyer forward in their process. 🎯 🚀 Final Thought Sales forecasting improves dramatically when you consider seller and buyer actions. Focus on the buyer’s journey, and plan each interaction with a clear goal in mind. That’s how you forecast more accurately and close more deals. 💼

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Sales isn’t just about deals—it’s about understanding people. When you engage a stakeholder, ask: What are your objectives? What’s your vision for your role or career? What would make you feel accomplished within your organisation? Sales success stems from aligning your solution with their goals. Empathy and curiosity pave the way for meaningful connections." 🎙️ The podcast is now live! Don’t miss George Storm’s invaluable advice in this episode of Winning with AI, where we explore how to make stakeholder engagement more meaningful. #WinningWithAI #StakeholderEngagement #HumanConnection

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The average RevOps team size has doubled in the last 4 years according to OpsStars and 75% of the highest growth companies will deploy a RevOps model by 2025 according to Gartner (I would have assumed it was actually more than that!!) I attended a great panel event at Salesloft offices that really showed the importance of what we are doing here at Lative! Key trends in RevOps are consolidation, automation and attribution....we help with improving data quality, eliminating manual processes, providing reliable insights, better strategic decisions, mapping to strategic KPIs, measuring leading and lagging indicators and help you to iterate early and often!! Lative is a RevOps tool and we help companies to build and achieve their sales plan to meet company objectives in the most profitable and efficient way! Huge thank you to Allison Kavanagh, Will Eves, James Peacock of Salesloft and also the great panel - Jonathan Fianu from Thunes, Molly L from Dext and Valeriu Ionescu from Datamaran

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