Chuck Marcouiller

Prospecting doesn't have to be a major headache. Download "6 Modern Prospecting Mistakes and How to Avoid Them" and learn how to align your sales process with the buyer journey. Discover tactics to overcome fear and boost your prospecting success. Download your copy here: https://hubs.la/Q02zR7kJ0 #SalesSuccess #ProfessionalTraining

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Bad news: 57% of salespeople miss their quotas. Good news: You can change that. Check out "Why Salespeople Fail" for strategies to: ✅ Fix gaps in your sales systems and management ✅ Align your strategy with today’s buyer journey ✅ Hit (and beat) those all-important quotas Learn how to sell smarter from the company that (literally) rewrote the book on selling. Download the whitepaper here: https://hubs.la/Q02RKrdp0 #Sandler #SalesTraining

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Your sales enablement initiatives should be designed to innovate and enact change. With the discipline of change management, enablement can transform the way your organization sells. Get tips for driving your enablement strategy in this article: https://hubs.li/Q02KCtZr0 #SalesEnablement #SalesTraining #B2BSales RAIN Group

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Did you know the average tenure of a Sales VP is just two years? Sales leaders navigate immense pressures, often prompting them to make swift exits—but it doesn’t have to be this way. Grab your free copy of "Why Sales Leaders Fail" to uncover the common pitfalls to avoid and set yourself up for long-term success in the leadership seat. 👉 Download here: https://hubs.la/Q02XV-k50 #SalesLeadership #LeadershipDevelopment

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🤔 QUICK QUESTION: Do you ever get frustrated with a colleague or a customer? Want a tip on how to solve the dilemma? 💰 Here's the tip. Understand how they get paid. On a recent #SalesGameChangersPodcast, SAS VP WW Alliances & Channels John Carey shared how this advice changed the trajectory of his career. I'm reposting the show today because I've shared this advice over a dozen times since the show ran last month. 🎤 EPISODE 694: Building #AI Partner Success with SAS Channel and Alliances Leader John Carey 📖🦻🏻 Listen to the show or read the transcript at https://lnkd.in/ekSdgRBV. 🎙️Subscribe and rate the podcast at http://bit.ly/sgcitunes JOHN SHARED: ⭐ I have a great mentor, STEPHEN P. GARSIDE, who was the VP of System Engineers at Citrix, where I worked for a number of years. He was the first person that pulled me aside and said, “Hey, if you are confused or frustrated by a colleague or even a customer’s behavior, find out how they get paid. 🌟 Nine times out of 10, their behavior will suddenly seem totally rational.” 💫 People are motivated by how they earn. If you can understand that, it can save you a lot of craziness and wondering. ✨ I use that a lot when I’m mentoring, is, “Hey, if you’re frustrated with an individual, go find out what their pay plan is. ⭐ Are they trying to upset you or are they being paid to fight for objectives that don’t seem to be aligned for you?” That can help to get to a negotiation. ❓ Will you think about this next time you're in a conflict with a customer or partner? It will change everything. #aiforsales #techsales #salestraining #generativeai

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If you're a B2B sales leader with new AEs on your team, you need to get them up to speed quickly. You want to help them channel all that ambition, excitement and anxiety into closed-won deals. That means they need a powerful playbook to: - Discover potential buyers who are a perfect fit - Craft irresistible messaging that grabs their attention - Navigate those impactful business conversations that seal the deal Most importantly, they'll need to sell to executives. Check out this Harvard Business Review article to unlock potential: https://lnkd.in/gUUqpp6J #ValueSelling #b2bsales #salesenablement

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Companies that deployed RevOps grew revenue 3x faster than those that didn’t. - Forrester Revenue Operations is fast becoming the backbone of driving efficiency, scaling revenue predictability, and growth. Through the unification of sales, marketing, and customer success it provides a clear plan and strategy to achieve business impact. Perhaps this is why Gartner forecasts that by 2026, 75% of the highest-growth companies will adopt a Rev Ops model. This article provides considerations on the foundational element of an impactful RevOps team.

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Effective prospecting is about starting a conversation. These days, many conversations are sparked through social media. Join Richardson and Numentum to explore a repeatable process for building pipeline that combines agile prospecting and social selling to reach the right prospects with the right messaging to advance the conversation.

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With conversion rates reaching up to 70% through modern channels, connecting effectively with buyers has never been more important. To explore new strategies for engaging prospects, Richardson and Numentum are hosting a free webinar, *The Future of Prospecting: Agile Meets Social*, on November 14th at 11:00 AM EST. This session will delve into how agile prospecting techniques combined with social selling skills can help sales professionals reach their ideal audience, create impactful messaging, and build stronger sales conversations. If you’re interested, register below!

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WE DON’T WANT TO REPLACE SDRS Agent Frank was never meant to replace your sales team. Sure, it can help you reduce some costs - for example, instead of hiring 2 new reps, you can just hire one and onboard Agent Frank - https://lnkd.in/e69mGgBG But the goal was always for Agent Frank to work WITH your team and enable them to focus on the best part of being an SDR: Closing deals 🚀

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A reminder that 75% of buyers prefer a completely rep-free experience (most people don't want to talk to sellers)! However, when customers overcome their inherent skepticism of sellers and feel more confident in the encounter, they are more likely to make a high quality decision. Not only do customers prefer a rep-free experience, with so much information available on-line, B2B buyers dedicate only 17% of the total purchase process to talk to potential suppliers. An invaluable reminder that the sellers role therefore is to create unique value for the buyer outside of what they can access on their own. The article shares how organisations can get ahead by building seller capability on; digital dexterity (leveraging the orgs AI), data literacy (understanding data and creating relevant client Insight) and sense making (helping the customer make sense of all the available information from various sources to arrive at a confident decision). Only 24% of sellers however apply a sense making approach to help a buyer connect to relevant resources, expertise, evidence they make not have discovered on their own.....

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Normalizing to meet market demand isn’t the same as dying… Rightsizing to meet market demand is what happens when companies need to earn a profit vs inflate valuations. If the growth projections aren’t based in reality nothing you do based on it will be either

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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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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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Running a successful sales training initiative goes beyond just delivering content – it requires meticulous planning, execution, and reinforcement. I share six areas to address in the June issue of Top Sales World Magazine. Read here >> https://hubs.li/Q02zkcMP0 #salestraining #salesenablement #enablement

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Rev Ops / Sales Ops - I believe the toughest part of your job has more in common with parenting than it does with anything else. Follow my metaphor for a moment. The sales operations job is: - making sure the CRM is in order and connected to other sales tools - sales compensation - territory - ensuring sales process adherence - data hygiene - forecasting - sales analytics and many other things. As you look at that list it definitely lines up with somebody who is analytical and a systems thinker. Where it breaks down is once you have everything set up. Once you have the right processes and systems, the weak link is the people. And when the people are sales reps, that's a very weak link. Yes I know some of you hate that statement, but it's true. And that's coming from someone who prides himself on being a salesperson. I don't always do the stuff I'm supposed to do in the systems that revenue operations set up either. My colleague James Hemberg does a great job with tactful reminders. Here's one from last week: Hey team - If you are receiving this email, you are the owner of a non-flat renewal opportunity set to close this fiscal quarter. At this point, if it's not on the cusp of closing it should get pushed out to next quarter or moved to closed/lost. ------ I like the wording of his note. Way better than, "Update your opps you morons." That inspired me to ask the question: Got any bulletpoints on lessons learned from revops on how to get surly sales reps to actually do stuff? His reply: It’s like parenting and what I do to stop having to constantly remind my boys to do stuff: - create routines: be consistent with your expectations on when you ask them to do things and how you want it done. - keep the asks small: makes it manageable and shows you respect their time - lead with empathy and understanding: I know they don’t see personal value in every ask so I explain why the first time. - provide a means to avoid the ask: give them a dashboard or report they have access to at all times so they can proactively avoid having to do the asks. Gives them the ability to do it on their time. ___________ Great advice from someone who is technically and analytically competent, while at the same time understands the human element as a father of two boys. Sales operations people how do you handle sales reps when it's difficult to get them to do stuff? #revenueoperations #salesoperations #salesteam #routine #habit

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Did you know the average tenure of a Sales VP is just two years? Sales leaders navigate immense pressures, often prompting them to make swift exits—but it doesn’t have to be this way. Grab your free copy of "Why Sales Leaders Fail" to uncover the common pitfalls to avoid and set yourself up for long-term success in the leadership seat. 👉 Download here: https://hubs.la/Q02XVNhY0 #SalesLeadership #LeadershipDevelopment

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Bad news: 57% of salespeople miss their quotas. Good news: You can change that. Check out "Why Salespeople Fail" for strategies to: ✅ Fix gaps in your sales systems and management ✅ Align your strategy with today’s buyer journey ✅ Hit (and beat) those all-important quotas Learn how to sell smarter from the company that (literally) rewrote the book on selling. Download the whitepaper here: https://hubs.la/Q02RKsZn0 #Sandler #SalesTraining

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Looking to expand your territory and crush your quota? 👊 In this episode of In Your Corner, our CEO and Founder, Henry Schuck, shows how enterprise account executives can identify new accounts to target in just a few clicks. Using ZoomInfo's Advanced Search, sellers can easily find accounts within their territory that aren't existing customers and connect with contacts who are most likely to engage. Watch below to see how it works. ⬇️

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