Gerhard Gschwandtner

Startups need pipeline fast! Most Series A-D companies make the mistake of hiring a CGO/CRO/VP that doesn’t even know how to build a pipeline much less negotiate deals properly! Learn how I closed $750k in my first quarter at an MSSP and ultimately closed $4M the first year to land them as the #1 fastest growing one INC5000! If you wanna meet visit cloudsalescoach.com and let’s talk about YOUR goals.

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Are you experiencing longer sales cycles? Need more enablement for your sellers? Feeling the pressure on deal sizes? Do you need more pipeline to make the same revenue goals? Watch this on-demand webinar to learn how to drive efficiency across the funnel and keep winning in a tightened market. My favorite takeaways: 1. Create your ICP and personas, and integrate them into your targeting 2. Make efforts to collaborate between teams with shared metrics and feedback 3. Develop a simple or comprehensive lead nurturing strategy to engage buyers 4. Follow up first and personalize it using lead notes, expanding on their reason for shopping 👉 The Efficient Funnel: Lead Targeting and Engagement Best Practices: https://gtnr.it/4cv83gp #Webinar #LeadManagement #Efficiency Gartner Digital Markets Tom Cox Matt Hanson Alison Wong

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How do you conduct your sales discovery calls? Effective discovery calls require a balance of listening and asking insightful questions. In this article from RAIN Group, we share how to lead compelling conversations with your buyers: https://hubs.li/Q02wxXVB0 #SalesTips #SalesSkills #SalesSuccess

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The adoption of sales technology is at an all-time high, but many sellers need help to take advantage of the capabilities to improve their strategy. Intuitive solutions that leverage AI capabilities to guide sellers on taking more informed next steps can revolutionize their ability to close more deals efficiently. #stateofsales #salestechnology #CRM #AI

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For Revenue Operations Directors, staying on top of market trends is essential. With the rapid growth of sales technology, evaluating RevOps tools has become more important than ever. A valuable resource for this is the HG Insights IT Spend Report, which helps identify spending trends and make data-driven decisions. In this article, key takeaways from the Sales and Marketing section of the report are highlighted, emphasizing the importance of investing in RPM software like Xactly. Read on: http://spklr.io/6043Q0w1

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Slide decks can be the bane of your sales pursuits — or you can re-package them to spark a deeper conversation with your buyer.    The reality is, your buyer wants to hear about you. But you need to expertly juggle articulating your differentiated value proposition, while also leading an engaging conversation to learn more about the buyer and how you can best serve them. In my latest article on Mereo LLC, I share a proven framework to help your salespeople Seek to Serve™ and succeed:

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Do you subscribe to the inspir‘em newsletter? You can find our back catalogue here with series on: > Pipeline Generation and Territory Planning > Strategic account planning > Founder led sales > Talent acquisition and planning > Real-world MEDDIC application Every edition has a blog, ideas, and templates for use in the field. 👇And if you don't already, you can subscribe here. #newsletter #Sales #SalesEnablement

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The Faster You Achieve Clarity, The Faster You Win with Patrick Zientara In this episode, I speak with Patrick Zientara, VP of strategic accounts at Hyland. Pat shares his expertise on how humility, curiosity, and authenticity lead to sales success. You will gain practical advice on transitioning smoothly into new leadership roles, prioritizing tasks, and fostering a strong team culture. The discussion also covers the importance of aligning teams, managing expectations, and acknowledging small victories to strengthen morale. You will find actionable insights to enhance your effectiveness and drive excellent results. Show highlights: - Peak process for new leaders to discover and align goals. [00:03:50] - How to build trust and hit the ground running on priorities. [00:09:11] - Uncover the secrets of intentional leadership. [00:12:03] - Powerful tips to create a winning team culture. [00:14:50] - Why kindness is not the kryptonite of great leadership. [00:18:30] - Habits to combat team burnout in elongated sales cycles. [00:22:07] - Managing expectations up and down when forecasts fail. [00:27:18] - Understand what your only three jobs are as a manager. [00:30:42] - The power of humility, curiosity and authenticity in sales. [00:31:49] Listen now at https://lnkd.in/eQxS5PJm

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Sales enablement serves as a critical resource for revenue leaders seeking to implement behavioral change programs that drive results 📈 To know more, check out this great article below 👇

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Join us later this month as we sit down to talk about growing revenue through Customer Success! Details below: 👇 How to Cultivate Lasting Customer Commitment and Grow Revenue Through RevOps (Jul 23 @ 1 PM ET) hosted by Nintex and featuring Jeremy Steinbring ☁️ , Chris Mascaro, and Camela Thompson #revops #customersuccess #revenuegrowth  

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When RevOps and Sales Enablement are aligned, they drive more effective sales strategies and boost revenue growth. What’s the game plan to get these teams on the same page? ▶️ Unified Goals and Metrics When RevOps and Sales Enablement share common objectives and KPIs, everyone works toward the same vision. This alignment ensures that efforts are focused on the right priorities. ▶️ Streamlined Processes By collaborating, RevOps and Sales Enablement can standardize and optimize processes, making the sales cycle smoother and more efficient. RevOps brings the data and technology, while Enablement ensures the team has the right content, tools and training. ▶️ Data-Driven Decision Making With RevOps providing insights and analytics, and Sales Enablement using that data to train and empower sales teams, companies can make more informed decisions about strategy and performance. ▶️ Enhanced Sales Performance Aligned teams can work together to identify gaps in the sales process and address them quickly. This leads to a more agile and adaptive sales organization that can outperform competitors. Is your org aligned? In your experience, what's the most challenging phase of this journey? Let me know in the comments! https://lnkd.in/eV775tN2 #SalesEnablement #RevOps #BusinessAlignment

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When RevOps and Sales Enablement are aligned, they drive more effective sales strategies and boost revenue growth. What’s the game plan to get these teams on the same page? ▶️ Unified Goals and Metrics When RevOps and Sales Enablement share common objectives and KPIs, everyone works toward the same vision. This alignment ensures that efforts are focused on the right priorities. ▶️ Streamlined Processes By collaborating, RevOps and Sales Enablement can standardize and optimize processes, making the sales cycle smoother and more efficient. RevOps brings the data and technology, while Enablement ensures the team has the right content, tools and training. ▶️ Data-Driven Decision Making With RevOps providing insights and analytics, and Sales Enablement using that data to train and empower sales teams, companies can make more informed decisions about strategy and performance. ▶️ Enhanced Sales Performance Aligned teams can work together to identify gaps in the sales process and address them quickly. This leads to a more agile and adaptive sales organization that can outperform competitors. Is your org aligned? In your experience, what's the most challenging phase of this journey? Let me know in the comments! https://lnkd.in/ePQe7BEY #SalesEnablement #RevOps #BusinessAlignment

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When RevOps and Sales Enablement are aligned, they drive more effective sales strategies and boost revenue growth. What’s the game plan to get these teams on the same page? ▶️ Unified Goals and Metrics When RevOps and Sales Enablement share common objectives and KPIs, everyone works toward the same vision. This alignment ensures that efforts are focused on the right priorities. ▶️ Streamlined Processes By collaborating, RevOps and Sales Enablement can standardize and optimize processes, making the sales cycle smoother and more efficient. RevOps brings the data and technology, while Enablement ensures the team has the right content, tools and training. ▶️ Data-Driven Decision Making With RevOps providing insights and analytics, and Sales Enablement using that data to train and empower sales teams, companies can make more informed decisions about strategy and performance. ▶️ Enhanced Sales Performance Aligned teams can work together to identify gaps in the sales process and address them quickly. This leads to a more agile and adaptive sales organization that can outperform competitors. Is your org aligned? In your experience, what's the most challenging phase of this journey? Let me know in the comments! https://lnkd.in/gnauM-6G #SalesEnablement #RevOps #BusinessAlignment

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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The new episode of The Science of Scaling Podcast dropped today. In this episode, I speak with Ang McManamon the VP of Sales at Crunchbase. We dissect managing sales through a pivot, specifically how she managed the team as the market transitioned from one of the most bullish markets in tech in 2021 to one of the biggest down markets in tech in 2022. Example discussion points include: How to manage a board that is demanding an unrealistic revenue target? (1) Educate them on the current bottoms-up GTM model by showing them where the team has been performing on the key drivers of revenue outcomes over the past 2 quarters (i.e. the average productivity per rep (PPR), MQLs generated per month, average sales cycle and close rate on sales opportunities, etc.). We implement this framework with our portfolio companies Stage 2 Capital before issues like this even surface in order to establish the narrative from the beginning. (2) Illustrate where these metrics need to be to achieve the revenue outcomes they are demanding. Often this analysis yields the conclusion that the team would need to 2x PPR, MQL generating, and and close rates essentially overnight. Hopefully, they start to see how unrealistic the plan is and that the plan is going to lead to unnecessary burn and departures of top performers (3) Using the bottoms-up model, devise an aggressive but realistic plan that assumes say a 10%-20% Q/Q improvement in each of the performance drivers and the revenue outcomes that this performance would yield. (4) The board may ignore this line of thinking but at least we have educated them on the revenue mechanics and can use that framework to report back results at the next meeting. How to quantitatively assess whether a revenue miss is due to a macro condition, like the economy, or sales execution, like hiring and training the salespeople? An area few boards and leadership teams look at to conduct this diagnosis is the quarter-over-quarter performance of individual AEs, especially the consistent top performers on the team. If the company misses the target and you look under the hood and find that the historic consistent performers are still performing as usual and the miss was driven from AEs hired in the last year, we have a sales leadership execution issue. However, if we look under the hood and see that even the top performers' PPR decreased, perhaps at about the same time and about the same amount, then we have likely have a diagnosis outside of sales execution (i.e. economy, competition, product, etc.) Anyway, Ang is awesome and was completely open about this journey that so many leaders experienced over the past two years. Check out the episode here! https://lnkd.in/e2QiuPEH

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Looking to elevate your team's sales performance? Gong, the #1 revenue intelligence platform for B2B sales teams, leverages Sandler's methodology to lead with influence in customer conversations. Read the case study and learn how to create a best-in-class buying experience for your clients. 🔗 https://lnkd.in/ek8P3v3x #SandlerTraining #SalesSuccess #BusinessDevelopment

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💜 Gainsight + Champion 💜 We just released a killer new eBook together on how to drive growth through your hidden customer champions. With many of us in the midst of 2025 planning, this book dives into the incredible growth engine right in front of us: our customers. The ebook has practical insights on empowering champions and learnings from top brands using Gainsight and Champion. I just re-read it myself, and it's giving me all sorts of light bulb moments (yes my phone just happened to take a 100% organic photo right when I finished reading it. And yes that is my thinking pose.) Check it out 👇

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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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