Peter Ruppenthal

Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/g9gnGrdz  

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Have you ever heard of an Enterprise prospecting strategy that takes one hour to complete and actual sales reps say helps them gain access to their decision makers 79% of the time? Years of customer feedback from Emissary's customers identify one: talking to a former company exec from the target account who is willing to coach your strategy. Enterprise prospecting can feel like using a dial up modem. Just so you know — we've got broadband over here. #enterprise

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If your organization’s business strategy takes longer than five minutes to articulate, it’s either: 1️⃣ Too complicated. 2️⃣ Not refined enough. 3️⃣ Too undistinguished to be viable. All dental practices, DSOs, manufacturers, suppliers and software companies should adhere to this five minute time frame rule. #SinaAmiri #dentistry #entrepreneurship #strategy #design

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Boll & Branch is putting inefficient business processes to rest. 🛏 See how the luxury bedding and home décor retailer uses NetSuite to automate #finance and inventory workflows and help drive sustainable growth. https://lnkd.in/gtdgzBXP

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With the power of NetSuite, manufacturers can manage procurement, plan production and manufacturing processes all in one unified platform. See why so many Manufacturing companies rely on NetSuite to support their companies from the ground floor up. https://lnkd.in/eFfANVau

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Boll & Branch is putting inefficient business processes to rest. 🛏 See how the luxury bedding and home décor retailer uses NetSuite to automate #finance and inventory workflows and help drive sustainable growth. https://lnkd.in/gi2iUGB9

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Some sales reps are scared to get a no for a mid to late stage deal. Why? The best sales reps are always trying to get to no. I think it’s probably because then your pipeline will look weak to your leadership or you thought the early stage conversations went so well that you started to count your commission checks. Or you flat out just don’t want to get back to Ground Zero and start prospecting again. Whatever the reason is you need to stop holding onto things that aren’t progressing. They know where to find you if they start to buy. They’re not going to forget about you, so keep them in your tickler and do your due diligence but turn the page on people that are not coming back at you. #sales

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I'm sharing #sales tips when meeting w CXO or exec prospects. I'll post the other 'D' videos shortly. Enjoy the 🔊 ..! 😉 #salestips #customersuccess #salesdevelopment

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Boll & Branch is putting inefficient business processes to rest. 🛏 See how the luxury bedding and home décor retailer uses NetSuite to automate #finance and inventory workflows and help drive sustainable growth. https://lnkd.in/ge_Z9Xb3

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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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Every sales leader I know has a goal to "be more data driven." Those same sales leaders work constantly in ungoverned, stale spreadsheets and manual edits. Why do they do this? 1. Salesforce is never 100% up to date or accurate 2. Leaders have their own context to add 3. Aggregate views for forecasting require more tempering than a deal by deal roll up Sigma saves our sales leadership team tens of hours per week in forecasting alone. See how my boss Mike Gerardi had a hand in building our process here:

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For growing businesses, having the right core business software system in place is key. Read how these two PE-backed companies adopted a new technology strategy to successfully support their buy-and-build efforts with the help of NetSuite. https://lnkd.in/gwstEEX2

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Want to thrive in your new CFO role? Here's a crucial tip you may not have considered. When stepping into the CFO role, it’s easy to rely on past data and established models to guide your decisions. But as Jeff Bray, CFO of Semperis, highlights, failing to understand the changes that have occurred over the last 6-12 months can leave you behind. Here’s why: New leadership in key areas, like marketing or sales, could have shifted the company's trajectory. Processes and assumptions that worked before might no longer apply in the evolving business landscape. Your financial models need to reflect the current realities, not just the past. Takeaway tips for new CFOs: Focus on understanding recent changes in leadership and business strategy. Dig into what’s changed in the past year, especially in areas like sales and marketing. Ensure that your financial assumptions align with today’s business operations—not just last year’s performance. As you take on the CFO role, remember: it’s about understanding the why behind the numbers to make the most informed, strategic decisions moving forward. #CFOTHOUGHTLEADER #FinanceLeadership #CareerGrowth 🎙️I am a magazine editor turned podcaster. 📣 I elevate the voice of finance leadership. 💼 I help finance people feel un-stuck. 👣 Follow me: JACK SWEENEY

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For growing businesses, having the right core business software system in place is key. Read how these two PE-backed companies adopted a new technology strategy to successfully support their buy-and-build efforts with the help of NetSuite. https://lnkd.in/gv-YEaHM

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People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned. And their forecast accuracy reflects those skills.

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Boll & Branch is putting inefficient business processes to rest. 🛏 See how the luxury bedding and home décor retailer uses NetSuite to automate #finance and inventory workflows and help drive sustainable growth. https://lnkd.in/gyitScSn

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Top Sellers aren't begging for specific features to beat competitors Or more training... what do they think will help drive more revenue?? 👀 See the report below for the real data 👀 Met with killer revenue leaders at Gong's annual conference last week and read their report on the "State of Sales Productivity" Similar to what we saw re: GTM Execution being a top priority for Founders / CEOs, this report shed light on top challenges impacting reps and hindering productivity... And it resonated. The least motivating thing when I was a seller? Wasting time OFF THE FIELD updating fields + busywork that didn't help my customers / prospects. I've yet to meet a successful seller who'd rather focus on internal tasks vs spending time moving deals forward... No surprised the top 3 areas that negatively impact rep productivity: 61% - Admin Tasks 47% - Inneficient processes 37% - Time management *Spending time on non-selling activities is de-motivating *BS internal processes slows down deals *Time is the most valuable asset to sellers / Opps (time does kill all deals) From spending time obsessed with making customers successful and being at the top of the leaderboard, I can tell you firsthand most GTM tools don't help with what frustrates the field the most. And is why I felt passionate enough to quit an amazing gig at Stripe to build Accord. To win in 2024's market, every moment counts. Revenue leaders can’t expect their team to be hit targets if they are not setting them up for success. Take the admin work out of it, and have fields populated automatically IN the flow of work. Build a repeatable playbook that is foolproof and can help leaders identify slipped deals, before they slip Make sure you team isn’t spinning their wheels on pipeline or activities that don’t move the needle. Are you making sure your team is motivated, focused on their customers, and setting them up for success going into the final weeks of the year and into 2025?? 📈

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Sales Series: The Last Day – Where Deals Are Won or Lost Today is an important day if you're a CRO, Sales Leader, or Enterprise Rep at Fortune 1000 or SMB companies. It’s the last day of the month and the last day of Q3, 2024. I still remember my early days managing NetCom Learning's sales directors (our CRO, Christiaan Filoon, now manages the team along with the Sales Directors)—those nail-biting, heart-pounding last days of the month where every call, every email mattered. One month, an Enterprise Rep in the DC Metro area closed a deal just minutes before midnight, and it made all the difference. That deal taught me that the last day is where the magic happens—but only if you're willing to put in that extra effort. As Vince Lombardi said, "It’s not whether you get knocked down; it’s whether you get up." I know the last day of the month or quarter can feel like a sprint. It's that high-stakes game where every interaction could tip the scales in your favor. But here’s the thing—the last day isn’t just about pressure; it’s an opportunity. Did you know that, according to LinkedIn Sales Solutions, 60% of sales professionals are more likely to close deals at the end of the month? This is your chance to get creative with offers, revisit old leads, and find those win-win deals. Here are five of the best tactics you can use today: 1. Revisit Q3 deals and dormant opportunities that need a final nudge. 2. Reach out with personal messages to hesitant prospects. 3. Align with your internal team for cross-selling opportunities. 4. Use strategic incentives to create urgency without compromising value. 5. Leverage executive presence for key deals to reinforce commitment and trust. And remember, today’s efforts aren’t just about hitting targets—they’re about building relationships, learning what works, and setting yourself up for success in the next quarter. According to Salesforce, 30% of annual sales happen in Q4, so finishing Q3 strong is key. So, let’s make the most of this day! The finish line is where champions are made. Let’s give it our best shot. #EnterpriseSales #SalesStrategy #EndOfMonth #EndOfQuarter #SalesGoals #SalesTeam #CRO #CEO #SalesMindset #OpportunityMindset

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