Nick Lawrence’s Post

In today’s fast-paced sales environment, adaptability is the name of the game. Yet too often, sales enablement strategies are driven by management’s assumptions about customer needs—assumptions that aren’t always rooted in reality. But here's the truth: The best insights come from the field. Top-performing sellers are the ones closest to customers. They understand the challenges, preferences, and behaviors that drive decisions. When sales enablement teams rely on these frontline experiences, rather than internal hypotheses, the results speak for themselves. The data always proves it: real-world feedback trumps theoretical strategies. To be truly effective, sales enablement must: Adapt to the insights gathered by those who engage customers daily Align tools and training with proven field tactics Use data to validate the strategies that actually work in the market When we empower our salespeople by giving them what they need—based on their real-world experience—everyone wins. It’s time to bridge the gap between what sellers are seeing and what enablement teams are delivering. How are you ensuring that your sales enablement strategy is driven by data from the frontlines? #SalesEnablement #SalesStrategy #CustomerInsights #DataDrive

How well do all the activities of your GTM teams support customer impact? Well, what are the key impacts your product delivers, and how does each part of the GTM org help do that? It's really hard to steer the ship forward smoothly if everyone on your crew has a different idea of what they should be doing and why. Try this: ➡ Define the top 3 customer impacts that your product delivers and that drives prospects to become customers, and then remain customers. (If you have more than one product, do this for each.) ➡ Map each stage of your GTM from Lead Gen to Closed Won to Renewal & Expansion. ➡ Identify how each stage and role relates back to those impacts. Is Lead Gen finding prospects that need that impact? Is Sales validating that those impacts are a priority for prospects? Is CS delivering on that impact ongoing? Are AMs finding more opportunities for impact? ➡ Evaluate the activities, priorities and to-do lists for each GTM team. Do they support the goals of that GTM stage regarding customer impact? Ideally, your product or service was designed to meet a need and deliver a meaningful impact to a customer. And your GTM teams all have a role to play in that. But it's easy to get lost and distracted as we grow, and find GTM orgs busy and overwhelmed but not necessarily with the right things. If you find yourself realizing there is a lot of activity going on in your GTM org that doesn't tie back to customer impact - it may be time for a cleanup. There's not time or money these days to waste, and there's nothing worse than busy teams that aren't busy doing the right things. If it's time to do a GTM reset on customer impact, there's no better time to do it. #GTM #recurring revenue #revenuearchitecture

What sellers need today: ▶️ to focus on the specific problem a customer needs to solve ▶️ to create champions out of technical buyers and end users ▶️ conversation-starting stories (even in the simple form of bulleted quotes from across industries or customer metrics) What sellers get today: ▶️ GTM teams that overemphasize verticals (industry, size, region) ▶️ too much time spent aiming for top-of-house decision-makers ▶️ generic "Problem-Solution-Outcome" collateral

Very insightful report from trumpet 🎺 on what revenue leaders and account executives are thinking in 2024. Love the tips on how to shift from 'seller-centric' to 'buyer-centric' sales! 💯 Personalisation is top of mind for all sellers this year. 📺 64% of AEs started using video content in their sales strategy. 📋 55% of AEs share mutual action plans and most do this using digital sales rooms. 👎 Only 9% of AEs think their company's buying process is very good. 🎖 78% of AEs find it difficult to multithread beyond their champion. 💡 Salespeople crave for better collaboration with customer success. #sales #salestech #revenuetech #salesstack #salesroom #customersuccess

Sales Enablement has served us well, but what if there’s a bigger opportunity? Enter Revenue Enablement, a shift that brings marketing, customer success, and product teams into the revenue picture. Traditional sales enablement centers on empowering sales reps to close deals. But today, the customer journey is more complex and interconnected than ever. A revenue enablement approach aligns all customer-facing teams, enhancing every stage of the buyer experience. As Nancy Maluso, JW Player's fractional CMO, says, “The revenue engine is about helping the whole organization generate revenue and align efforts to achieve that common goal.” Imagine your entire team driving toward shared revenue metrics, united in vision. This isn’t just a pivot—it’s an evolution. Are you ready for it? #RevenueEnablement #SalesLeadership #CustomerCentricity #Alignment #GrowthStrategy

Product Led Sales: GTM Hybrid Approach Product-Led Sales combines the advantages of product-led growth (PLG) and sales-led growth (SLG) strategies, optimizing conversion and value throughout the customer journey. This is a go-to-market approach that relies on existing users of the product to drive revenue, including conversion, upsell, cross-sell, and expansion. Product-Led Sales is for more teams than just sales. Every member of the go-to-market team from SDRs and account executives to account managers, customer success, solution engineers, product teams, and marketing can drive revenue from product usage insights. This article by McKinsey & Company details this strategic approach to tech companies: https://lnkd.in/dygZuDCv

𝐈 𝐜𝐚𝐧 𝐬𝐭𝐢𝐥𝐥 𝐫𝐞𝐦𝐞𝐦𝐛𝐞𝐫… back when no one really understood what "buyer enablement" meant. Everyone (friends, family, investors, potential clients,...) was focused on "sales enablement" and kept asking: Why would buyers need their own enablement? But we knew and believed from the start that something bigger was coming. It wasn’t just about arming sales teams with a new tool. It was about empowering buyers, giving them control and transparency. And today? Happy to not only see "digital sales rooms" become a recognized category but also to have earned the leader badge in both "Sales Enablement" and "Digital Sales Rooms" on OMR reviews! 🙌 Looking back, we always knew we were helping shape a new path in B2B sales, but most didn’t believe it (and probably still don't) - fair enough. But what’s even cooler? We didn’t just help build this new category...we’ve also taken the lead in the one that started it all. Does this mean the shift we’ve been predicting is here or happening? I think so. And we keep on building! Thanks to our amazing team, customers, and partners for making this happen.🚀 #digitalsalesroom #buyerenablement #salesenablement

📣 Exciting New Product Webinar Alert! 📣 Join us for an exclusive New Product Release webinar on Tuesday, May 21 and Wednesday, May 22, 2024 at 11 AM EST Discover how our new features can help you win more deals with ease, including: 🆕 AI-Assisted Conversation Scorecards: Get tailored feedback with AI-generated insights and benchmarks tied to conversation transcripts, enhancing coaching opportunities and performance tracking. 🆕 Meeting Prep Workflow: Seamlessly prepare for meetings with crucial conversation details, deal insights, and actionable links accessible directly from your calendar. Perfect for SDR<>AE, AE<>CSM collaborations. 🆕 Conversation Key Moments: Instantly identify pivotal topics in sales discussions, such as Competitors, Objections, and Decision Makers, to better strategize and move deals forward. 🆕 Auto Person Capture & Auto Buying Group Capture: Ensure comprehensive data capture with automated creation and association of records for individuals and groups actively engaging with your sales team. #Salesloft #SalesStrategy #SalesSuccess #SalesEnablement #RevenueGrowth #Webinar

Stop the cacophonous clash! Bring your sales and marketing teams in a  harmony. And yes, it’s the hidden goldmine for your Company. If they’re on the same team, Sales and Marketing can really catapult your numbers. Your organization is missing revenue opportunities due to the misalignment between your sales and marketing teams. Major Reasons for Misalignment: 1. Divergent Goals and Objectives 2. Inadequate Lead Handoff process 3. Insufficient Data Sharing Steps to realign: 1. Define Clear Roles and Goals 2. Integrated Content and Messaging Strategy 3. One truth Data and Decision Making Benefits of Re-alignment 1. Quality & Conversion Boost 2. Relevance and Personalization 3. Data-Driven Decision Making Over this week, I’m going to break down everything from the reasons of misalignment to its befits of realignment. So follow me and ring that bell to never miss updates. Here’s a question for you: Is your organization missing revenue opportunities due to misalignment between your sales and marketing teams? What signs have you picked up? Hi, I’m Prashant. I help B2B Enterprises Boost their Revenue by 300% and more with customized Customer Acquisition and GTM Strategies. Follow me for hyper growth strategies in 2025. #sales #marketing #growth #business #manufacturing #logistics #supplychain #3pl #distribution #technology #construction #healthcare #realestate #ai

Customers are at the heart of any successful business. 🫶 A skill that’s critical (and one I love talking about!) is customer-centric thinking – especially where you’re blending sales and marketing strategies. 💡 Being customer-centric isn’t just about knowing who your customers are; it’s about understanding 𝒘𝒉𝒚 they make decisions 🤔 and aligning every strategy to bring them real value. Whether I’m working on demand generation or supporting sales enablement, I’ve found that prioritizing the customer journey leads to better relationships and better results! 🙌 #CustomerCentric #SalesAndMarketing #DemandGeneration #PipeLine