Anne Nicole

Everyone in your revenue org has a different view of what's going on. Learn how to leverage it: VPs: “We’re tracking behind on our Q3 revenue target. We need to increase our ACV by doubling down on Enterprise opportunities.” Sales Managers: “We’re tracking behind our Q3 revenue target. We don’t have enough opportunities to double down on. We need to increase our outbound activity to drive pipeline.” Account Executives: “I’m behind on my Q3 target. Building more pipeline isn’t going to help me this quarter. I need to close at least 50% of my open opportunities to get back on track (even though my average is 25%).” Same Problem. 3 Completely Different Approaches. If you work in revenue enablement, you have the unique opportunity to be a bridge between team members at every level. Here’s what that sounds like… To VP’s: “If we want to increase our team’s ACV by moving up market, we’ll need to audit how we qualify opportunities and make sure we’re getting the right stakeholders involved in discovery. Do you have time to collaborate on a new rubric for our SDR’s and AE’s to qualify champions? I’d expect this to take about 3 months before we start seeing consistent results. Is there any opportunity to focus on mid-market win rate in the meantime?” [Once approved, go to your sales managers] To Sales Managers: “I understand we need more activity, but until our reps are identifying the right people to get on a call, it’s going to be wasted effort. Leadership is working on a new qualification framework for next quarter, but in the meantime, you can still hit your target by focusing on moving more of your existing pipeline in S2 & S3 into later stages in the sales cycle. What are some high-value deals that you feel are stuck right now?” [Then, go to your reps] To Sellers: “Your managers have identified some deals that are stuck in the early stages of the sales cycle. In the past, I’ve noticed you tend to use discounts as a lever to push deals through faster. How would you go about advancing these deals if you weren’t able to discount them at all?” By taking the time to listen to different perspectives from across the org, Enablement becomes a force multiplier that get’s everyone moving towards the same goal.

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The measure of a great leader isn’t how nice they are. It’s how much they help you grow. The bosses who shaped my career weren’t unkind or lacking empathy—they cared deeply. But they didn’t sugarcoat things, either. They told me what I needed to fix, not just what I wanted to hear. They called out where I was underperforming and held me to a high standard. Now, as a leader, I strive to do the same. Kindness and empathy are essential, but they’re not enough on their own. People want growth, not just comfort. The leaders we remember are the ones who care enough to challenge us—and push us to improve. #Leadership #Management

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One thing we can clearly see from the Bain & Company report is the significant shift in the buyout market. Despite overall activity dialing down from its 2021 peak, the data tells a story of strategic concentration rather than uniform decline. Here’s the breakdown: The average size of a fund broke a record at $1.2B — an 83% increase between 2022 and 2023. But, the number of buyout funds that closed globally experienced a 38% decrease in the same period. While there is more capital, there are fewer closers. Check out the infographic below for the full picture and some strategies to win in this PE landscape. #PrivateEquity #BuyOuts #ValueCreation

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Ready for a mindset shift today? Toward personal fulfillment and peak performance? I sure was and stumbled upon the transformative book "Mind Shift" by Erwin Raphael McManus. Not familiar with him? Neither was I, but now I'm a huge fan. In his book, McManus urges us to foster an attitude of openness, creativity, and purpose, so we can bust through our limits and tap into our full potential. He mixes engaging stories, practical advice, and deep insights to show just how much our mindset shapes our lives. Offering up some seriously useful tips on embracing change, questioning our assumptions, and keeping that growth mindset alive and kicking. Focused on personal transformation and finding fulfillment, "Mind Shift" gives us a clear path for navigating life's challenges by fostering curiosity, creativity, and purpose, empowering us to break free from our comfort zones to unlock our full potential with courage and resilience. It's like having a trusted mentor guiding us through life's twists and turns, enabling us to seize every opportunity and live with passion. Here are my top 5 takeaways from the book: 1️⃣ Embrace Change: McManus emphasizes the importance of embracing change rather than fearing it. He suggests that shifting our mindset from resistance to acceptance of change can lead to personal growth and new opportunities. 2️⃣ Challenge Assumptions: The book encourages us to question our assumptions and beliefs about ourselves, others, and the world around us. By challenging these assumptions, we can break free from limiting beliefs and explore new possibilities. 3️⃣ Pursue Growth: McManus advocates for a mindset of continuous growth and learning. He emphasizes the importance of stepping out of comfort zones and embracing challenges as opportunities for personal development. 4️⃣ Cultivate Creativity: Creativity is highlighted as a key aspect of the mindshift process. McManus encourages us to nurture our creative abilities and explore innovative ways of thinking and problem-solving. 5️⃣ Live with Purpose: My favorite takeaway. McManus underscores the significance of living with purpose and intentionality. He encourages us to align our actions with our values and aspirations, leading to a more meaningful and fulfilling life. This book is a must read. Mind Shift provides practical insights and strategies for cultivating a mindset that fosters personal growth, creativity, and purposeful living. Enjoy!

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Here's what elite sales enablement teams do in their reps' first 30 days. Taylor Jurgens VP of Enablement at Ushur, helped build Auth0's enablement from scratch and scaled it through Okta acquisition. Under his enablement program, 90% of reps hit quota every year. His rules: ✅ First 30 days = PURE enablement ❌ No Salesforce dive in ❌ No account assignments ❌ No distractions What did they do? 🥊 Mostly role plays! ONE focus: Mastering discovery. 📖 Inside this deck you'll discover: how Auth0 achieved ✅ Reps fully ramped in 60 days ✅ First deals closed in 6 weeks ✅ 90% of reps hit quota every year ✅ Sub-90 day sales cycles ✅ 4% sales team turnover

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“Lack of visibility is the enemy of revenue.” Joe Vitalone (Strategic Advisor, Extreme Networks) said this on a recent Clari webinar. And I couldn’t agree more. Without visibility, CROs and revenue leaders: - Miss critical deal insights that could help prevent slippage or loss. - Struggle to set accurate forecasts because they don’t have a full view of the pipeline. - Lose alignment as marketing, sales, and customer success aren’t operating from the same data. - Fail to spot revenue leaks early, allowing problems to grow unnoticed. Visibility isn’t optional for revenue professionals — it's a must-have.

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Vote, vote, vote

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Thanks so much, Zito! I feel so fortunate to have been a part of your magic for even just an hour. Sometimes I have to pinch myself, because it is so fun and I learn so much during each podcast with the best of the best like Zito. A few key quotes from our podcast: "This is called Selling the Cloud, and so a lack of strategy will always impact how an organization sells..." "Even if you do have a strong product, but the market strategy is missing, then marketing, sales, services -- everything in the GTM -- is at best less effective, but very typically it's quite chaotic, with much whiplash." Joseph Zito discussed how without strategy, there's often a lack of product differentiation, and without that the GTM tries to make up for it with what I call the 'heroic selling' (which works once in a while, but not as a baseline expectation). We hope you enjoy the episode! https://lnkd.in/eWU3G-zK

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CEOs are reconsidering their push for a full return to the office, with some companies increasing in-person requirements despite the rise of remote work. Dropbox CEO Drew Houston criticizes this trend, warning that inflexible policies risk losing talent to companies offering more flexibility. He argues that forcing employees back to the office is outdated, akin to insisting on watching movies only in theaters. Dropbox's success with a "virtual-first" approach demonstrates the value of prioritizing employee preferences. As more CEOs backtrack on rigid return-to-office mandates, hybrid work is emerging as the future of work. Credit: Orianna Rosa Royle via Fortune #remotework #hybridwork #returntooffice #dropbox #flexibility

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BREAKING NEWS! Today, we at Gong are thrilled to introduce you to our latest innovations for boosting reps’ productivity and overall revenue predictability. We’re bringing increased rigor to pipeline management and coaching, with #AI that gives enablement, #RevOps, and frontline managers the trustworthy insights they need: ➡️ AI Methodology Playbooks on Deal Boards help improve forecast accuracy and conversion rates ➡️ AI-Powered Scorecard Suggestions allow you to increase revenue per rep by automatically suggesting answers to scorecard questions ➡️ AI Assessment Tools for Smart Trackers improve data trust by providing benchmarks and visibility into accuracy and hit rates With these three capabilities, we want to help your teams demystify execution so you can pave the way to targeted support, streamlined workflows, and reliable growth. Get the full story about these latest capabilities here: https://lnkd.in/gVUtqzac #RevenueIntelligence

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How did ZoomInfo Founder & CEO Henry Schuck go from a dorm room to the boardroom? On Thursday June 27, join Nick Cegelski and Armand Farrokh of 30MPC as they sit down with Henry to talk about his journey from starting his company while still in law school to gaining his first 100 customers and the key strategies behind ZoomInfo’s success. Tune in to learn from Henry’s experience and gain valuable insights into: 🔎 How to find the right market for your product 🎯 How to acquire your first customers 💰 How to establish predictable revenue 💼 How to build your sales team Register here: https://hubs.li/Q02wBYWs0 

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Over the holiday weekend, I read through "Zapp! The Lightning of Empowerment" by Bill Byham, recommended to me by my new friend Monica Smith 🫶🏽 Some of my favorite takeaways from this enlightening read were: ✨ Adored the way Bill and his team told this story through zapps, sapps, and vivid imagery that would make an accompanying coloring book next on my Amazon Wish List. ✨ When you give your team autonomy and responsibility alongside actionable goals & results, this boosts motivation and job satisfaction which means more engaged and proactive workers. ✨ If you encourage creativity and empower your workers, they are more likely to bring innovative and effective solutions to the table that lead to improved operations at scale. ✨ With "culture" being such a strong buzzword nowadays, I'd say that when you invest in organizational initiatives that support employee productivity and happiness, you're able to inspire good vibes that translates to success. Look at the teams at Border Foods LLC, Thrive Restaurant Group, Tacala, LLC, and Delight Restaurant Group. All led by leaders who invest in their people and inspire growth from within, that leads to company growth. ✨ When you empower your team at every level to prioritize customer needs above all else, this improves the customer experience and quality across the board. No matter the industry or vertical. ✨ If you equip your team with the right tools and encouragement to get things done and set them up for success along with clear direction, you've enabled them to excel and drive results. If you've read "Zapp!", what are some of your favorite takeaways? P.S. Link to buy your copy is in the comments below, it's a great follow-up read to "The Hourly" our best-seller, just sayinnn 🥹 #EffectiveLeadership #EmployeeEngagement #EmployeeExperience #HRTech

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ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

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In this week's episode of #TheEnablementEdge, hosts Steve Watt and Amber Mellano are joined by Seismic's very own Irina Soriano and Meganne Brezina, CCMP™ to discuss their must-read book, "Tomorrow's Enablement for Today's Leaders." 📖 In this episode, you'll learn: ⛓️ The transformative Enablement Value Chain (EVC) framework 📊 Practical advice for leaders on measuring and demonstrating the impact of enablement programs 🌎 The importance of adaptability and continuous learning in the rapidly evolving world of enablement Listen to the full episode ➡️ https://lnkd.in/gAqx-rMZ ​

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What a time to be eligible for a new role in Technology Sales and Account Management based in California. I have to be honest. I am grappling with putting the "open to work" banner on my LI profile out of pride and bots, and I need to get over it. After 15+ years with Edgecast, Verizon, Yahoo, AOL, and Edgio, all under the same umbrella, I look forward to my next role, which will involve managing Major Accounts for AppSec Security, Edge Compute, and Content Distribution. I have seen a lot of consolidation in the industry, and it has finally come to a head. Plainly, Akamai Technologies, I can appreciate the bid for the Edgio contracts. It was a gangster move that will stabilize the industry's compression over the next 12-24 months. It was almost necessary, and the race to the bottom had to stop. Kudos for taking two of the top five CDNs off the market—it was an admirable move. Now for the recruiter pitch... As a Senior Client Director in Los Angeles with 25 years of expertise in content delivery, web security, and edge computing, I have a very strong track record in managing Major Accounts. I am the tip of the spear for complex management. I understand all aspects of commercial management and contract negotiations, including large accounts with 10M+ in annual agreements. In 2024, I drove $35M+ in annual revenue and achieved significant year-over-year growth, even in a challenging market. I excel in building trusted relationships (my craftwork) and delivering client success across the social, retail, e-commerce, and fintech sectors. FWIW, in the last 16 years, I've had an epic run managing some of the largest institutions on the globe: Twitter (aka X Corp), Broadcom, PayPal, LinkedIn, Yahoo!, Statefarm Insurance, NVIDIA, Walmart, Target, and one of my favorites for fun and personal use: @Vegas.com. I could add 100 more cool brands from over the years...all of which benefited from my account teams. I am very comfortable providing client references from all the aforementioned. Now for the thanks. Over the years, I have had folks who have made an impact, and I have to thank them for my trajectory in supporting myself and my clients—all of whom impacted where I am today. Some of them may be a surprise, and most with purpose because they made me who I am today in this business. Mike Flatin, Matt Haentzschel, Craig Kaplan, Dan Boyan, Danny Nia, Brian Hartman, Jeff Morse, Rithvik Nathan, Richard Yew, Wakonda Robertson, Howard M., Eddie Pryor, Dan Lavorini, Christopher Rodriguez, Dave Andrews, Devender Singh, Frederick Lodge, Corey Kasten, audie caceres, Daniel Franklin @John Logan, Justin Tennant, and 50 other folks whom I should tap for love of our business... I am ready to work with a CDN and/or WebApp security company that is missing that person with the talent to obtain those who do not have them. Fastly Cloudflare Microsoft Google

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Leadership isn’t just about strategic thinking for the business. It’s also about having a long-term vision for the people you work with and supporting their growth along the way.

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Excited to explore the juicy details around Slack AI? We've got you covered with tons of insights to sip on in our latest article! 🧃

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Here’s an end-of-week reminder that ambition alone isn’t enough. In our professional and personal lives, having clear goals is important, but without a solid plan to achieve them - Those goals will be out of reach. Success comes from setting a direction, creating actionable steps, and following through. It’s not about dreaming big but planning effectively to turn those dreams into reality. Do you agree?

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