Jason Abbey

Misalignment and poor execution of quota assignments can have significant negative consequences for a company including missed sales goals, loss of top talent and sales compensation costs that are significantly over budget. The Alexander Group's whitepaper examines prevalent quota-setting practices and the impact of setting quotas “too high” or “too low.” Additionally, we'll expose what tends to go wrong with quota setting and compensation plan design leading to higher-than-targeted incentive payouts. Read the full Whitepaper here: https://lnkd.in/gXNuJwik #Quotas #WhitePaper #BusinessIntelligence #Sales

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Does your GTM need acceleration? ✅ 5 seconds…to create a new playbook ✅ 10 seconds…to apply it to a deal ✅ 20 seconds…to measure your deal health ✅ 30 seconds to sign up for free at skillibrium.com and try it yourself! #salesenablement #salesleadership #b2bsales

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🚀 Real-Time Lead Handoff in Salesforce: How SDRs & BDRs Can Maximize Conversions Efficient lead handoffs can make or break your sales momentum. Our latest article dives into how Sales Development Reps (SDRs) and Business Development Reps (BDRs) can seamlessly transfer high-potential leads to Account Executives (AEs) within Salesforce. With the right setup, real-time handoff becomes second nature, speeding up the sales cycle and ensuring valuable leads don’t fall through the cracks. 🔹 Topics Covered: 1️⃣ Automating lead routing using assignment rules. 2️⃣ Using Lead Queues for collaborative team handling. 3️⃣ Opportunity handoff for seamless lead transitions. 4️⃣ Custom workflows for tailored lead actions. 5️⃣ Real-time notifications for instant AE engagement. 🔹 Why it Matters: Integrating LeadAngel with #Salesforce enhances lead routing through dynamic assignment, optimized workflows, and real-time alerts. By automating these processes, SDRs and BDRs can focus on what they do best—identifying and nurturing promising leads—while AEs receive leads instantly, improving response times and conversion rates. Read more on how to optimize your lead handoffs for success! 🔗https://lnkd.in/dXj_M5be #LeadManagement #Salesforce #SalesEnablement #LeadRouting #BDRs #SDRs #LeadAngel #B2BLeadRouting #B2BLeadManagement #Sales #Marketing #SalesTeam

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SEE ONLY WHAT YOU NEED IN YOUR PIPELINE Scratchpad's customizable Grid Views makes it easier for reps and managers to only see the deals and information that's most important to them so they can update Salesforce faster, avoid details slipping through the cracks, and get better visibility into open pipeline. Learn more simple ways you can improve your pipeline management at the 🔗👇 #Sales #Revenue #GTM

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UNDERRATED PIPELINE REVIEW ADVICE 👀 Target one deal per rep. Every sales rep can rattle off details about a bunch of deals. But that’s just information dumping. Let’s try critical thinking instead. Ask your reps to bring their single most pressing deal to your pipeline review. Have them (briefly) explain where they’re at and why they’re stuck. Then have the team collaborate to identify closing strategies. Now you’re peer coaching. This approach turns new hires into veterans FAST. And it promotes accountability since each rep has to come back to the table next week and tell the team what happened. When your entire team collaborates, closed deals are a win for everyone.

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True? Follow 🙏 Leadership Counts - B2B Revenue - The GTM podcast for CRO's and CMO's in the B2B world #sales #salesleadership

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GTM Approach 1️⃣ : Sales handles growth. Customer success handles retention. Everyone stays in their lane. GTM Approach 2️⃣ : Sellers understand that customer experience drives loyalty. Customer success understands that they must approach account expansion like new business. Everyone moves toward the same goal. If Approach 2 sounds like a pipe dream for your org, you won’t want to miss our next Winning The Challenger Sale Webinar. Save your seat for “Reframing Account Management for Growth” on July 18 at 10 am CT to hear Challenger’s Ines Tamaddon and Megan Dolan share the shifts your GTM team must make to unlock growth this year.  Reserve your spot: https://lnkd.in/gWbisnBB

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How do you capture a prospect’s interest—and respect their time—when you make a cold call? Mark Sellers @funnelprinciple details his strategy in this episode of @SalesReinvented. #Sales #SalesReinvented #ColdCalling https://bit.ly/4aLvEJZ

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What is sales-led GTM? You do not need to look no further for an explanation. A go-to-market strategy details how you sell your products to customers. A sales-led GTM places the sales function as the company's growth and revenue engine. In other words, a sales-led go-to-market strategy emphasises sales efforts to facilitate customer acquisition and business growth. Some global companies nailing sales-led GTM are ServiceNow and Salesforce. The alternative option to sales-led growth would be product-led growth, PLG. On a practical level, sales-led GTM is a sales approach in which the sales team interacts with customers before they get hands-on with the product. In contrast, in PLG, the purchase can be made entirely without interacting with anyone at the company. For example, the product "sells itself" through the freemium model. A few noteworthy requirements make sales-led GTM suitable for you. It works for companies offering their services at a price and margin that can justify the investment in a sales team. Sales teams cost money to hire, train, and manage, so having one makes sense only if selling the product in question can not be done via no-touch self-service; the problem your service solves is such that prospects want personal service or do not know how to search for your offering independently. The benefits of transitioning to a sales-led GTM may become apparent. However, you should eventually start seeing more traction on sales KPIs, and the company should find a shared tone and direction. -- GTM Club provides strategies and tactics to accelerate your sales-led go-to-market. You can check out the whole story and subscribe to our free newsletter here: https://lnkd.in/dSgTpbCQ

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RevOps 101 – Building a Team from Scratch to Drive Results. Are you a business leader or RevOps professional thinking of building a Revenue Operations (RevOps) team from the ground up? 🚀 Ryan Milligan, VP of Sales and RevOps at QuotaPath, has laid out a clear roadmap to help you get started. 👉Overcoming Cross-Functional Chaos: Struggling with operational silos and miscommunication between departments? Ryan outlines how a RevOps team can solve cross-functional issues, streamlining operations for better efficiency and collaboration. 👉Establishing Robust Reporting Systems: Confused about where to start with performance tracking? Learn how to set up consistent, actionable reporting systems that give you clear insights to drive growth. 👉 Optimizing Performance & Tackling Bottlenecks: Facing slow growth or performance challenges? Ryan’s strategy helps you identify and address key pain points, optimize your funnel, and improve overall business outcomes. Watch the full podcast for Ryan’s step-by-step guide: https://lnkd.in/gky4A4RM #RevOps #BusinessStrategy #DataReporting #RevenueGrowth #SalesOptimization

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Salesforce's 6th State of Sales Report is out! Discover insights from 5,500 sales pros on driving growth and standing out in a crowd. Dive in to discover, among other things, ☁ How sales teams with AI are outperforming those without it ☁ The no 1 tactic for growth, according to sales leaders ☁ Why many teams don’t trust their data, and how they're fixing it ☁ Critical actions teams can take to retain their best reps DYK 81% of sales teams are either experimenting with or have fully implemented AI. The results speak for themselves: 83% of sales teams with AI saw revenue growth this year vs. 66% without AI. If you need help with your AI strategies, reach out to Sirocco Group and ask about AI readiness checks and implementation offers. #Salesforce #Sales #CRM #AI #SiroccoGroup To read more about the findings and download a copy of the report see: https://lnkd.in/gUMbec75

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ABM isn’t just a method; it’s a mindset. True success requires investing equally in capabilities and cultural shifts. At Iron Horse, we’ve seen this cultural change lead to remarkable results. No more arguments about numbers. Invites to sales planning meetings. Reduced BDR churn. That’s the power of alignment. Find out how to get there on our blog: https://bit.ly/3RGVyXH

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Your #ICP needs to be on point. Here's how you can nail it: https://hubs.li/Q02DHF3S0 #sales #b2bsales #icp

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The best salespeople pass along key deal data to onboarding teams by doing this...🎥 The handoff from Sales to Onboarding is crucial. A poor handoff can lead to churn. Efficient teams have their CRM configured to make it easy for Sales to capture key data and pass it downstream. Watch the full webinar, "Nailing Customer Lifecycle Transitions: Part 2" with Jeff Kushmerek, to learn more strategies to successfully move customers from sales, to onboarding, to long-term success. ➡ https://bit.ly/3Wv1k1i

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Sales teams - Corporate Jargon is on its way out. Here are a few powerful alternatives you can use instead - #salesmemes

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Discover #B2B Buyer Insights to Transform Your Sales Strategy! https://bit.ly/4aIu0rF Learn how to leverage #AI to read the room, identify key sentiments, and accelerate deal execution. #AIforSales #SalesTech

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