Peter Morrissey

Many sales organizations spend days or weeks on account prioritization and territory planning exercises. There's got to be a better way... If you're heading to Gartner CSO next week, don't miss Ami Arad's presentation on May 21 at 2:05pm! He'll contrast the traditional ways sellers prioritize their accounts and the new way made possible through buyer intent and predictive models. Get the details here: https://okt.to/GhFXdQ

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Improved ramp time for new reps by 40% Some CROs see the value and still want to wait for the “right time” (ie. after SKO, after year end) Other CROs like Brent Thurrell see the value and move fast knowing now is the only time. A big reason why he’s running a half a billion ARR revenue org. Decisive and knows the moves he made earlier in the year start paying off in Q4 and in Q1. Your next year starts now. #TOP #Sales #Training

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So many orgs are shortsighted when choosing their TPRM workflow platform. After a year or two they discover the solution they bought is too rigid to grow with their maturing needs. #forresterwaveTPRM #configurability #TPRM #thirdpartyrisk #tpcrm #vendorrisk

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Tip of the Day 🎥 Classic: Differentiating Value Through Education. There are many different sources of insights we can bring to the table and this will serve as a point of difference potentially vs the other sales reps vying for the business because let's face it: it comes down to you vs the other sellers. #differentiation #tipoftheday #b2bsales #valuebasedselling

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Sales folks especially SDRs and AEs I will tell you a hack about how to achieve more in less time ↓ "Start blocking your calendar thoughtfully and strategically every single day" Working out of whims & fancies and adhocism will not get you the desired result you aspire to achieve. You need to have a plan for your day even before starting the day. Every time you block your calendar make sure you block it for a single activity and you define what output you want to achieve out of this activity. Have a time block for at least Prospecting, Identifying new accounts, and Follow-ups on a daily basis, the rest you can block based on your roles and KRAs. Remember: "You cannot control time but you can surely control how you want to spend the time"

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One of the biggest disconnects preventing an AEs ability to provide a world class buying experience to prospects is this ⬇️ No visibility of marketings influence on the prospects journey prior to their first call with Sales 👀 By the time and AE speaks to a prospect they may have… - Opted out of a marketing list ✉️ - Had zero dwell time on a number of display ads 😢 - Skipped by video ads on social channels 👀 - Been to an event 3 years ago 😱 BUT 🥊 If you ask any AE do they have this information prior to their meetings 🙃 The answer is NO 🛑 That’s why connecting Marketing and Sales is more important than ever before 😀 Stellar advice to any AE in SaaS is to spend time with your Marketing team. It should be part of all companies onboarding programmes tbh 😎

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The #1 problem with today’s selling environment: Reps are spending too much time on admin tasks & working out of siloed systems. Instead, they should be: - Focusing on direct-selling activities  - Engaging with high-ROI customers - Executing high-probability tasks that can help them close deals faster Enter Clari’s Revenue Execution. A new solution providing sales reps with full funnel AI-driven execution tools including: - Top of funnel prospecting and engagement - Opportunity management and account inspection - Conversational intelligence and AI coaching - Buyer collaboration and mutual action plans The goal? To create, convert, and close more deals all in one consolidated platform. See it in action here: https://bit.ly/3RZaeRX 

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

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I’ve helped 12+ AEs and SDRs transition into SE/SC roles. There’s no doubt that you can earn a lot as an AE. AEs can make $1,000,000+ in a good year - a very lucrative career path. But the reality is most AEs don’t get there. It takes an exceptional AE to earn consistently at high levels, year in and year out. (I personally would be a terrible AE 😅) A big reason why folks pivot to Sales Engineering is because the earning potential is solid and much more consistent. That’s what the data in the image shows: 36% avg quota attainment for AEs vs... 74% for SE from this same company, with similar OTE’s As an SE, you don’t always have the extreme upside* that your AE counterpart will, but your income is more stable. (*there are some companies that pay SEs similar to AEs, with SEs able to clear $1M+ in a great year, though this is more of the exception than the rule) As an SE, there’s also less pressure to hit quota, quarter after quarter. The roles are different, with different responsibilities and varying degrees of risk (and upside). Both paths can provide tremendous opportunities depending on your strengths and the type of work you enjoy. Hope this provides some perspective for those who are considering SE or AE career paths. #sales #presales #compensation (source: RepVue)

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Great post (...and I need that knife) on the topic of quota attainment and the impact it has on sales. While in this post it's about sales interviewees asking about it, it is important to realize that this is #SalesOps / #Revops as well as sales leaders' role to make them fair and achievable. But why do you rarely hear about any companies that really do this right? More often than not, the miss is that the incentive compensation plan is great, an awesome plan, opportunity to make great money, but....the quota makes hitting it unachievable. #SalesPlanning is the connective tissue between your #ICM solution and finance, and too often it is still managed in EXCEL! Quick Fact: If sales turnover averages 35%, many orgs have reps leaving and joining every day so when doing the annual sales planning, it can't even be completed before it needs to change and this process goes on daily throughout the year, a big reason why it is so often a miss. Oh and did I mention no data to inform the decisions the front line sales managers have to make? #TakeFinanceFurther #CFO #CRO

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This is absolute creative gold! Calling on ALL Sales Leaders, BDR Leaders, and sales reps to take a look at this video. 6sense can help you. #Salesintelligence #accountdata #salesai #predictive #accountprioritization #outboundsales https://lnkd.in/gEc_cv5Q

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Every AE ever - "I cannot find the information I need, and I need it now!" Sales Leaders, is it a common complaint from your teams that they cannot find the answers? They cannot find competitor information, that latest deck, or that marketing snippet. Do they lose time searching Salesforce, Sharepoint or name your company's resource of choice to find the information? We have the Answer! #Qlik Answers is a stand-alone GenAI (RAG) solution sitting over your unstructured data, every PowerPoint, PDF, email, and text field in your CRM, and so on. Allowing your team to ask a question and get the answer immediately. Demand your teams get the one tool they need!

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Here is the real impact that value selling is having for revenue teams: Tom Pisello David Yockelson 🔑48% improvement in winrate 🔑35% increase in deal size 🔑25% reduction in sales cycle time BUT...... ⛔️ only 19% of reps and 19% of pipeline is using value selling today. BIGGGG opportunity here...!

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🔥 Hot off the presses is this amazing insight from our very own David Kellerman Field CTO for Cymulate 🔥 As CTEM practices become increasingly widespread, security vendors have rushed to position themselves as exposure management providers — but a closer examination reveals that many of them have adopted a partial approach. 📘 Read the full article "Without validation, exposure management is just a half measure" here 👉 https://hubs.li/Q02-DrvV0 hashtag #CTEM hashtag #ExposureManagement hashtag #SecurityVendor

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SDRs and AEs are sending way too many emails these days. All you need is 4. 𝟭. 𝗧𝗵𝗲 𝗙𝗶𝗿𝘀𝘁 𝗘𝗺𝗮𝗶𝗹 Jill, looks like your team’s growing quickly. How’re you planning SKO for all your new AEs? We help sales leaders pick everything from destination, flights, meals and events. Simply put in your team size and budget and we’ll give you all your options in seconds. Curious to learn how? 𝟮. 𝗧𝗵𝗲 𝗥𝗲𝗽𝗹𝘆 𝗘𝗺𝗮𝗶𝗹 Here's a quick video showing how you can plan SKO (flights, meals and events) in less than a minute: [insert video] ♻️ And then repeat that (a week later) with a new pain point That's it. 𝗠𝗼𝘀𝘁 𝗜𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁𝗹𝘆: Don't send break up emails. Those get marked as SPAM. What cold email tips do you have? - Mike G 👉 Join 7,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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This weekend's cyberattack at the Port of Seattle reminds us of critical infrastructure's growing threats. Check out Corey Nachreiner's reaction in this GeekWire article to learn more about the incident and the urgent need for robust security measures. #Cybersecurity #CriticalInfrastructure #CyberThreats #PortOfSeattle

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