Jim Dufresne

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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Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

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What are your thoughts on seeing their deals mapped out in a deal velocity scorecard? This is part of the performance dashboard we're building for MidFunnel. The idea is that sellers can see how their deals are faring. Managers can quickly get a pulse on deal progress. The velocity is calculated based on the responsiveness of communication. Next we're considering adding qualitative insights on prospect eagerness as well. #sales #sales-tech

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Salesloft is in the business of helping companies create durable revenue growth, which inevitably means helping companies scale. Far and away the most common misstep I see leaders make in the scale phase is a failure to scale process and planning alongside headcount and revenue projections. It’s an absolutely critical step for business longevity. Smaller companies have the benefit of agility, but as businesses grow, it becomes increasingly difficult to make adjustments on the fly. It’s like steering a big ship – it just turns slowly. Adjusting to this new timeline can be difficult, especially for companies that have scaled quickly and within a different market dynamic than what we face today. They need to take a page from the book of their publicly owned peers and set goals for 6 or more quarters out, then work backwards to identify what needs to happen today. Every choice you make must be framed around the question, “Is this the most important body of work for our customer base, our ability to scale, and our ability to differentiate and win?” This also extends to software investments and digital transformation planning. Companies that intend to scale need to evaluate the platforms they’re considering through the lens of 2-5 years. That means making sure the option you choose not only solves the problem you face right now but can grow and adapt as your business evolves. Platform investments need to drive speed of execution, mitigate risk, and provide innovation that increases the return on investment in the future years. If you don’t trust your vendor to outpace your growth with their own innovations – or help you anticipate the challenges that will come with growth and prepare for the methodical turn toward them – then it’s not the right choice. Keep that in mind as you optimize your growth and investment strategy. #salestech #revtech #B2Btech #revenueorchestration

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Sales leaders! Shift your focus to people for stronger sales results. Instead of fixating on forecast calls, prioritize weekly people development calls to empower your team. Sure, continue coaching on the go during forecast calls but set weekly time to work on specific development topics. Confidence, support, and growth will lead to higher numbers. Make it about the people! 👥

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In 2024 sales leaders are being asked to hit bigger targets with tighter budgets. On a macro level this can feel daunting, but if you boil it down team by team, rep by rep– the answer clearly sits in the efficiency and productivity of your rep’s day. And in order to drive that daily efficiency and productivity, you need to deeply understand the foundational systems + processes that actually allow your team to spend the bulk of their day talking to customers and prospects. If I’m a frontline manager or Dir of sales right now, I am revisiting this checklist quarterly to drive that efficiency and productivity within my teams: 1.) Revisit your deal cycle workflows and ensure your reps understand the ins and outs of the tooling and sales process. ↳They need to know how to navigate the sales methodology you use ↳They need a deep understanding of your CRM and entry and exit criteria for deal stages ↳They need to have clarity around forecasting expectations and how to keep their pipeline clean ^ All the logistics of getting the job done. 2.) Skills assessment/reinforcement and training around how to make sales conversations meaningful. ↳Revisit messaging and positioning ↳Regular objection handling practice ↳Understanding each persona, their problems and buyer signals that indicate it’s time to reach out to that specific prospect ↳Value, benefits, ROI, differentiation matters Fewer tools means less complexity. See where you can cut standalone tools and consolidate to more comprehensive and all-in-one tools (like Apollo) to give your reps a more centralized operating system and reduce the time spent navigating their tech stack. Simplicity will help your reps win. 💪🏼 The market and selling environment is changing rapidly. Your teams are growing and shifting constantly. These things should be top of mind and regularly revisited at the team and rep level to ensure they are as equipped and empowered to do what they do best (sell!) at all times. How often are you running enablement sessions with your team? Do you focus on process or skills more? #salesexcellence

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RevOps reports, guides and best practices - you want it, and we got it over at RevOps Co-op. 💪🏻 I was browsing the various RevOps reports we have, and they are absolute 🔥 so had to share here. I mean, just take a peek at a few we have available 👇🏻 The 2024 State of RevOps Report from Openprise 3 Ways Your GTM Tech Stack Can Help You Survive the "SaaS-Acre" from Nue.io A B2B Guide on Ramp Pricing from Cacheflow RevOps Roadmapping Starter KIt from Go Nimbly The RevOps Expert's CRM Migration Checklist from Syncari and Carabiner Group The Impact of an Economic Downturn on the SaaS Industry from Everstage RevOps Trends Report from Scratchpad You can find 'em all here → https://lnkd.in/gT5YAfyR #revops #revenueoperations #salesops #salesoperations #mops #marketingoperations #marketingops

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