Gerry Cunningham

Here’s a highlight reel of MySalesCoach visit to SaaStock Dublin last year! To all the new sales reps attending, here are a few tips to help you get the best out at the event: 1. Travel tip: ✈️ Plan your route ahead of time to the Royal Dublin Society (RDS)—Dublin can get busy, so give yourself that extra time to arrive relaxed and ready to network. Extra tip: Consider using Luas 🚋, a great travel service for getting around Dublin quickly and stress-free. 2. Take selfies: 📸 Don’t forget to snap a selfie with the people you connect with—perfect for following up later via email or DM, reminding them of your conversation. 3. Networking tip: 💬 Get out there and introduce yourself to as many people as possible! SaaStock is packed with amazing folks from all over the world—don’t miss your chance to make meaningful connections. - Icebreaker: Instead of asking “What do you do?” try “What brought you here?” or “Which sessions do you recommend?” for a more engaging conversation starter. 4. Follow-up is key: 🔑 After the event, make sure to follow up! A quick message or LinkedIn connection can go a long way in turning a conversation into a long-term relationship. 5. Foodie recommendation: I’m a foodie, and one place I loved dining at last year was Murray’s Bar (33-34 O’Connell Street Upper)—great live music and traditional food to enjoy while you unwind! I’ll be at the event coaching sales reps LIVE at the MySalesCoach stand and VIP Coach, along with our famous millionARR shortbread and free coaching sessions—come by and say hi! 🙌 Did I miss anything? #SaaStock #SalesTips #SalesCoaching #Networking #Dublin2024

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Here's the stark facts in sales today. - 31% of reps are making quota - Nearly half (44%) of deals slip - Sales cycles are double digits longer, win rates are double digits down - Inbound leads are down - Salesforce recognised the need to increase pipeline coverage to by 50% (from x2 to x3) Most of those we speak to recognise all these challenges. But they are stuck. "Do more with less" is the message. They have cut teams and fought for those remaining. Their organisations are stuck with blind hope and knives sharpening. The only solution they know is to fire and replace. Because the real problems aren't acknowledged. The market has changed and it's harder. But are teams are not more skilled. The same teams, that could achieve in the old world are failing in this one. And the last message anyone wants, is we need to spend some money to solve that. "That's your job isn't it?" cries the leadership to time-starved managers and leaders. Anyone want to guess what's going to happen to sales manager average tenure (already at an all-time low of 18 months)????

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📣 Calling all Sales professionals in Dublin  📣 Join us for HubSpot’s Event Series -  “Growing Your Career In Sales”. We are hosting 5 IN-PERSON events at our Dublin office, covering all aspects of propelling your sales career🚀. We’ll be covering everything from; how best to start out as a BDR, tips on promoting from BDR to AE, masterclasses on finessing your skills, a panel discussion with our Sales Leadership team and Recruitment tips on nailing the interview - to name a few!  Each session has a different theme and throughout the series will cater to all levels  🙌. Take a look at the dates/topics for each event and sign up for your FREE tickets using the link below: 🔸 Thursday 5th September - Growing your career in Sales - Panel Discussion - Reps  🔸 Thursday 19th September - BDR > AE Transitions Masterclass X Lennox Academy  🔸 Thursday 3rd October - Growing your career in Sales - Panel Discussion - Leaders 🔸 Thursday 17th October - Prospecting & Qualifying Leads Masterclass  Thursday 7th November - Recruitment Masterclass - GET HIRED! ▶ https://lnkd.in/eYvAvJUp *All events are from 6pm - 8:30pm and will include networking and refreshments #salesevent #sales #salescareers #salestechniques #salesskills #businessdevelopment #accountexecutive #salesleader #salesprofessionals #flexibleworking #hubspot #hubspotlife

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Happy summer from the Dublin Salesforce Tower! ☀️ Take a well-deserved break to enjoy some nice weather. When you're back, let's chat about your MarTech Roadmap for the year and our upcoming Dreamforce event 🚀 What are your summer plans? #SummerGreetings #MarTech #Dreamforce #Salesforce

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The same page… AEs, SDRs, CSMs & renewal managers How are you tracking to your goal achievements 🎯? Some mid-year reminders for the team. - Re-align to find out what has changed in your shared account(s) - Stay connected on a regular cadence - Build report and trust - you want to rely on each other - Meet in person if possible - see previous bullet - Enable tough feedback sessions - so important - Share current customer status and revisit top priorities - Strive for a unified front & strategy - Known when to engage leadership - target this as a step - Share your success metrics, KPIs, and percent to goal Success is a #team sport Have a great day!

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CSMs are the backbone of every SaaS company. Without all their contributions, SaaS companies are doomed to failure. Here’s what happens if they are fully enabled: - They help identify the ICPs to increase conversion rates, reduce CAC, and churn. - They create demand for expansions and upsells for efficient growth - They build meaningful customer relationships to get their commitment and loyalty - They source new and better leads through referrals - They gather the insights that power your product development - They power your marketing with use cases, success stories, and educational content - They help sales reps close more deals when they are brought to the sales process - They provide the intel to build a profitable pricing strategy

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Revenue Leaders. Salespeople at all levels. “Coming 10/15… Powerful articles Expert Insights Actionable Strategies Interviews with the best minds in sales”

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Welcome to Klue’s 360° Win-Loss 🎉 Get to the bottom of why you're winning and losing deals, without internal bias. Capture and analyse objective feedback from your buyers to remove bias from decisions being made about your product and go-to-market strategy. Gather intel from win, loss, stay, churn, and seller interviews across three different types of research to give you a complete view of your buyer. Klue AI analyses all of that data to generate the high-quality insights needed to stay on top of competitive threats, create differentiated positioning, and improve sales performance. Learn more at klue.com/win-loss

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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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Taking time off as a CSM can be stressful. 💔 Things never stop breaking 🤖 Product never stops releasing 🔨 Processes continue to change 📩 Customers don't stop emailing 💸 Renewals don't stop happening Many CSMs either give up taking time off or end up logging in when they should be enjoying the beach. But it genuinely doesn't need to be like this... A few years ago I developed a social contract with my team: - Nobody logs in during their time off - Everyone prepares for their time off in advance We developed a PTO prep checklist and kept building upon it based on our lived experience. Here's what it looks like: - Book your holidays at least 8 weeks in advance - Add your OOO to your email signature ASAP - Book the day you come back off in your calendar to give you time to catch up on your inbox - Let your customers know when you'll be OOO in every call - Ask customers to submit any questions/issues in advance (by X date) - Create a manual on how customers can get help during that time that you can send to customers and add to your OOO email - List all your renewals for the period you'll be OOO - Get signatures early for the healthy and happy customers - Work on mitigation and save strategies for customers at risk - Aim to have every renewal deal closed before you leave - Anything left open, delegate to a colleague a week in advance from your PTO with introductions, CTAs, good notes and context (make this a central document for your manager so they can follow-up for you) - Let colleagues on internal projects know you'll be OOO - List all tasks and deliverables you have until your PTO - Work on delivering each of them ahead of time - Ask a colleague to be a buddy for you while you are out - Cover your OOO with your manager before you go - Schedule important customer meetings for that week ahead of time to avoid falling behind on coverage - Review any open roadblocks for customers 24 hours before leaving and add to your PTO document for your manager to follow-up - Put your OOO on the day you leave on email and slack Every CSM that implemented this left for their holidays feeling confident. And the best part? Nobody had to log in during their time of!! As a Director, I still use this checklist (albeit an adapted one). What's your top tip on how to prep for holidays? 📥 If you're interested in Customer Success, consider joining 8.5k+ CS Professionals who read my weekly newsletter on how to build and scale a CS Team [sign up in the comments section]. #csm #customersuccess #retentionstrategies #customerexperience #customerretention

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🚀 Sales Confidence 2.0: Get SDRs Who Hit the Ground Running! 🚀 Tired of spending weeks onboarding new SDRs, only to realise they aren’t a fit for your fast-paced team? I know the challenges of hiring SDRs—getting the right person who’s not just great on paper but ready to sell from day one can be tough. Let’s face it, traditional CVs don’t tell you if someone has the grit to go out there to the market and have conversations. We provide pre-trained and pre-screened SDR candidates, ensuring your next hire can deliver results immediately, without the lengthy training process. Our Sales Confidence 2.0 ranking system highlights the most proactive, self-taught talent, so you can skip the guesswork and bring on SDRs who are proven to thrive in sales. 🌟 Meet Our Top Talent of today🌟 Jalil- an experienced B2C sales professional with entrepreneurial passion, showcased resilience and bravery in handling tough objections during his role play. Enrike -A charismatic listener who builds trust with strong questions, creating powerful, results-driven conversations. Zuhair- An adaptable professional with retail experience, skilled at handling tough conversations and solving problems creatively. Ali - An aspiring sales professional who thrives on the thrill of winning deals, bringing energy and enthusiasm to every prospecting challenge. Jiya - A versatile professional with a strong background in events, her energy and bubbly character from the role play can allow her to use humour to establish trust. Avishai- A future leader with a background in music, is a well-spoken and articulate professional who excels at getting to the point and handling objections with ease. If you are hiring reach out, remember 50% reduction fee.

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Sales Lessons from Gareth Southgate and England at Euro 2024 ⚽   Anyone in sales or sales enablement knows the feeling. One minute you're celebrating a smashed quota, feeling like you're unstoppable 💪 The next, you're staring at a spreadsheet of missed targets, questioning every sales tactic you ever learned. It's a rollercoaster and sometimes it feels like the freefalls are never ending. 😭   This emotional pendulum swing reminds me a lot of Gareth Southgate and the England team so far at Euro 2024. Remember the heat he took after some shaky performances? The pundits were calling for his head, questioning every decision. Tactics? ❌ Lineup? ❌❌.   Then, Southgate did something bold yesterday. He subbed out his captain, Harry Kane, for a player, Ollie Watkins, that played ZERO minutes in the entire tournament. 😱 😱 A gamble some might say, but a gamble that paid off in spectacular fashion – Watkins bagged the winning goal against the Netherlands!   The lesson here? Even when the pressure's on, and the critics are circling, stay true to your strategy. Just because someone hasn't had their big moment yet doesn't mean they can't be your game-changer. So, the next time you're feeling like you're at the bottom of the sales well, take a deep breath, dust yourself off, and remember: 💠 Believe in your process. You got this far for a reason. Keep refining your approach, and the results will follow. 💠 Don't be afraid to make bold moves. Sometimes, shaking things up can lead to breakthroughs. 💠 There's always an "Ollie Watkins" out there. New ideas and approaches can come from unexpected places. Stay the course, and never lose sight of your self-belief. Let's go!!

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Too many sales leaders are obsessed with scaling: - More calls - More leads - More emails - More meetings - More opportunities Without nailing: - ICP - Discovery - Messaging - Buyer journey - Value proposition Better to 2x what works than to 10x what doesn’t.

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Revenue blindness is a condition that a 2/3 people in sales suffer from. When undiagnosed it can lead to... - Constant Peaks and Valleys - Scaling Suck - a 'Just do more' mindset - Hives - Dispair and Misery What is revenue blindess? When all that is looked at in terms of success is the revenue number. If you hit = Things must be good. If you miss = The team/individual/leader suck It's actually far more dangerous on the 'hit' side, and I see it all the time. A rep is hitting their number, but tearing down the culture, but it's allowed because of... Revenue blindess A team of 10 hits the number, but off the back of the manager or or 1 top rep, so the decision is made to scale to 30 even tho they have nothing proven in place... Revenue blindess It works the other way too. A team is hitting their marks, hitting the activity, working the deals, using strong messaging, and yet miss the number, because the number was unhittable. The number doesn't get changed, the people do. Revenue blindess. A rep IS crushing their number, but because of that they don't get the recognition, attention and support they want/need because well.. they are hitting the number Revenue blindess I talk about this with my leaders all the time, we can't fall into revenue blindness. We have to stay below the number to drive results. Behaviors. Issue Diagnosis/Inspection. Process. Skills. You - This is where BIPSY comes in. We have seen some amazing results over the last 6 months. We're talking some 2-3x type results. BUT We stay obsessed over what's causing them, not just the end result. This is the key. Revenue blindness is curable. If you know someone that suffers from revenue blindness ... Send them to the Sales Leadership Accelerator - it will take time.. but we can save them. https://lnkd.in/ejPDhZw4

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SDRs who deserve to be AEs... ✅ Help coach other SDRs ❌ Are in it for themselves ✅ Hit quota every month ❌ Sometimes smash it ✅ Build amazing internal relationships ❌ Moan about their AE and Manager ✅ Prioritise the team winning ❌ Think they're an individual contributor ✅ Train every single day ❌ Believe they know it all ✅ Compete against themselves ❌ Compete against others in the team ✅ Are genuinely happy when others win ❌ Get bitter when others are successful 99% of success is in WHO you are. And HOW you do things. Embrace being different. Embrace being better. What am I missing? ---- PS. My SDR to AE bootcamp closes tomorrow. 5 seats left; https://lnkd.in/ejFQERRF

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🚀 SaaS Leaders - How to ensure you retain your best salespeople Salespeople are the key to growth of your SaaS organisation, particularly during the early years. However, they job they perform is arguably among the most complex and volatile of any given role within the business, leading to higher levels of attrition than any other area... 💡 Job seeking persists despite satisfaction: According to HBR, more than 50% of sales professionals are either actively or passively seeking a new role at a given time. Even many high-performing professionals, with strong results and company recognition, are exploring new opportunities despite being content in their roles, indicating that satisfaction alone isn't enough to ensure retention. 💡Traditional retention strategies are ineffective: Compensation adjustments, title changes, work-life balance, and sales culture improvements have little impact on retaining talent. Instead, sales professionals are more concerned with career growth opportunities and feeling confident in their trajectory for success in both the short and long term. 💡Compensation isn’t enough: Pay raises alone don’t motivate sales professionals to stay. In an industry where variable pay and commissions are common, sellers prioritize having the resources and clarity to succeed within their assigned territory over marginal base salary increases. 🤔 So what can you do to build longevity and progress within your sales team? ☝ Build talent from within: Companies with lower attrition focus on developing their sales teams internally rather than relying solely on hiring new talent. These organizations are reinvesting in sales enablement programs that build real capabilities for their salesforce, moving beyond basic onboarding and training to create a more skilled, long-term sales team. ☝Leadership support is key: CEOs and leaders need to be directly involved in supporting sales talent. When leaders beyond the sales department engage with sellers, it creates a culture of advocacy and inclusiveness, which boosts morale and leads to lower attrition rates. ☝Clear path to success: Top-performing companies transparently outline success paths for sellers, ensuring they have realistic goals and solid territory assignments. Salespeople are far more likely to stay if they believe their assigned territory provides real opportunities for growth and over-performance, rather than being stuck with leftover or underdeveloped accounts. ☝Long-term strategies over short-term fixes: Retention bonuses and quick fixes like title bumps won’t solve turnover issues. Sales leaders who focus on providing both immediate success opportunities and long-term career development foster a more committed and engaged sales team, ultimately reducing turnover in a sustainable way. Any other strategies you've seen work? Let me know below!

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Win rates 7X when 5 or more contacts are engaged in the opportunity vs 1. Here are 3 ways we’re engaging more contacts in every opportunity: ✅ Incentivising SDRs to bring in extra contacts into the meeting.   Spoken about this one a lot but we pay SDRs for every extra contact they bring into the opportunity. SDRs spend time with their AE mapping out the opportunity post-discovery and aligning on key stakeholders to bring in. ✅ Running weekly call afternoons with our AE team Every Thursday our AEs join our SDRs in their call block to compete for who can bring in the most net new conversations. This has been a fantastic way to get our sellers to pause in their week and focus on driving multithreading activities as well as giving SDRs some healthy competition ✅Utilising new tools such as trumpet 🎺 Recently Cognism has started using trumpet. It has been an absolute game-changer. It allows us to email gate ‘pods’ to collect viewer data helping identify new individuals in the decision process, engage directly with those new stakeholders in live chat, and auto-enrich new pod viewers into our CRM. If you haven’t seen trumpet 🎺 already link in the comments below 👇

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If you notice your CSMs are spending the majority of their calls explaining the same product feature/process/service, then it's time to reexamine the offering. Common misunderstandings = insights to drive the business forward. Time is precious. If the same low-value conversations are eating most of it, trace them back to the root of the problem. #CX #AI #CustomerSuccess #CSM

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