Gay Thorne

Collaboration among the executive team on the Sales Incentive Plan is critical to its successful implementation. Make sure you finalize yours during the 2025 planning cycle. https://lnkd.in/gNukqG4Z  #SaaS #SalesIncentivePlan

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Why would a Manufacturing Intelligence Platform Company and a CRM Company Join Forces? Because both are data-driven and use continuous improvement principles to drive bottom-line growth. Could you use existing data to improve profitability and customer satisfaction? Join our round table on June 12th and find out. #smartmanufacturing #Industry40 #digitaltransformation

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This is going to be the biggest thing of 2024. Please meet Generation Enablement. 👋 They're not defined by their age or their titles, but by their outsized impact on go-to-market strategy, behaviors, and yes, results too. See how they drive strategic change across their organizations, and how you can too, in Seismic's latest study. 📖 https://bit.ly/4cSrnFI #GenerationEnablement

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Discover how PreSales teams are evolving, adapting, and unlocking new opportunities in 2024 👀 From organizational structure to budgeting and analytics, explore the trends shaping the industry: https://lnkd.in/eGvrCeJT ​

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HubSpot’s acquisition of Cacheflow acknowledges that the CPQ space is complex and highly tailored to each business. Until now, HubSpot has always had a very basic CPQ setup. Good enough for simple packaged products and services, but not built for the kind of nuanced pricing and bundling models many companies demand. By bringing Cacheflow into the mix, HubSpot is positioning itself to deliver something much more advanced and competitive. — Here’s why this acquisition is a smart move: 1️⃣ The market has requirements for many different CPQ solutions Here’s the thing: CPQ isn’t one-size-fits-all. That’s why players like PandaDoc, DealHub, Quote.Hapily, Zuper and others will always meet specific business needs. Cacheflow fills a gap in HubSpot’s offering for some customers, whilst others will use other software together with HubSpot. And for businesses running on the basic HubSpot CPQ, this will give you more flexibility. 2️⃣ Usage-based CPQ is transforming commercial strategies Cacheflow has unique features for usage-based pricing, a model we’re seeing more and more across industries. Think about it: we’re moving away from fixed-cost products toward paying for what you actually use, whether that’s SaaS software, streaming platforms, or even utilities. Customers love it because it feels fair; businesses love it because it scales with value. — Why I’m excited about usage-based pricing We’re at a tipping point. Subscriptions are out; consumption-based models are in. Customers want pricing that reflects how much value they’re getting, not how long they’ve been locked into a contract. That’s the future of CPQ, and Cacheflow positions HubSpot to ride that wave. The big question is how HubSpot is going to rebuild Cacheflow into their ecosystem. That’s what I’m watching for. If they get this right, it could be a huge upgrade for some companies looking to scale their CPQ needs without leaving the HubSpot universe. In my opinion, this acquisition is a step forward for HubSpot and a nod to the growing demand for flexible, usage-based pricing. It’s not the end-all-be-all for CPQ, but it’s a move in the right direction for modern sales. #HubSpot #CPQ #SalesStrategy #UsageBasedPricing #SeekEvolution

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You’ve heard me talk about building business cases - now, see K2, the software platform that’s been quietly powering those prior videos. Watch this quick overview to discover how K2 can empower you to build compelling business cases that drive results! https://lnkd.in/eb6fEUhu

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If you are considering adding Business Planning to your partnering strategy this is a great read on how to get things started.

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How does an industry leader like BDR Thermea Group stay ahead of the curve? We sat down with Matt Allmark Strategy Lead, BDR Thermea to discuss how their composable approach is driving their digital ambitions forward. Get the inside scoop in this quick Q&A. Watch the video to see how strong digital foundations are enabling BDR Thermea to pivot quickly. #PowerToBuild #XMCloud #CustomerSuccess #BuildSmart #DigitalExperience

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In the ever-evolving world of sales, mastering negotiation strategies is critical for driving revenue growth and securing deals. We’ve compiled 11 essential strategies that can transform your sales approach and boost your success rate. By implementing these game-changing techniques, you can not only elevate your sales game but also strengthen client relationships. For a deeper dive into these strategies, visit https://okt.to/zKFJuv.

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Sales and presales working in silos? That’s not just inefficient—it’s a surefire way to miss big opportunities. When these two teams collaborate seamlessly, magic does happen. A unified strategy creates a message that truly resonates with your prospects, moving deals faster through the pipeline. The numbers don’t lie: companies with aligned sales and presales teams experience shorter sales cycles and dramatically higher win rates. The fix? Regular syncs between your SEs and AMs. When everyone is pushing toward the same goal, winning stops being a solo mission and becomes a team effort. If you want to see real results, break down those silos and watch the deals roll in. 💥 Need strategies to align your sales and presales teams? Let’s start building your winning strategy together.

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RevOPs can play a very important role in driving GTM growth and performance. But today, too many of the RevOPs functions fall short of their potential. What if we reimagined RevOPs, moving beyond scorekeeping and running the math, to an initiator of strategic change and performance improvement? https://lnkd.in/gFnF-fA3

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Company problems leak toward the customer. Across the board inefficiencies and misalignments travel to the end user, and they get more impactful the closer they get. A customer-centric organization is trained to recognize and respond before the problem reaches the point of no return. #CustomerCentric #CustomerSuccess #CX #CompanyCulture #Alignment

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There is often considerable overlap between Revenue Operations (RevOps) leadership and the Chief Revenue Officer (CRO) roles due to the interconnected nature of strategy and execution in driving revenue growth. This signifies a move toward a transformation in Revenue executives where decision-makers combine strategic foresight with operational expertise that drives sustainable revenue growth. The opportunity for senior RevOps professionals to take on these executive roles is more relevant than ever. Here is my advice on considering this move: https://lnkd.in/eEp263QR

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