Margarette L. Ting 🧡’s Post

Sitting with our CRO & President Hayden E. Stafford and some high-quality APAC Sales Leaders, I learnt a few things worth sharing… ⚡ Five things that matter to CRO's to drive efficient GTM practices: 1.) Always have an ROI story – showcase your customers value realisation. 2.) Differentiate by productivity – AI should become table stakes. 3.) Enhance value prop via functional expansion – activate all teams >> marketing and CS leaning into Sales >> Sales and Services leaning into Customer Success. 4.) Focus beyond non tech aspect – play out the needs of your customer's customer. 5.) Tech consolidation - prioritisation of tools that help drive productivity is vital. The discussions also highlighted a shift in strategic priorities for 2024: • Activating the right tools to improve customer retention with high quality customer data intelligence, and • Focusing on enablement as an important path to productivity improvement Thanks to those who were able to join the session. If you missed it and wanted to get the full details of the 💡 Adapting and Thriving in 2024 - Digital Transformation and AI Integration in Sales Leadership 💡 , reach out to myself or Daniel Lodge VP APAC at Seismic. More than happy to share. #SalesLeadership #DigitalTransformation #Enablement #TechIndustry #TelcoIndustry #RevenueLeaders #DigitalFirstSales #Seismic

It’s no secret that businesses embracing digital tools and AI in sales are seeing big wins—streamlining operations, enhancing customer experiences, and staying ahead of the curve. But if you feel like your sales force is lagging, you're not alone. The benefits of digital adoption are clear —eliminating inefficiencies, boosting real-time insights for personalized customer interactions, and improving overall agility. But many leaders face three big challenges: 1️⃣ Not knowing what tools are available (or how to use them) 2️⃣ Feeling overwhelmed by the complexity and cost 3️⃣ Struggling to break out of the “if it ain’t broke, don’t fix it” mentality But there’s good news! Overcoming these barriers is possible. Whether it’s tapping into external expertise, starting small with quick wins, or fostering digital change agents, sales teams can catch up and thrive. Remember, this journey is just as much about people as it is about technology. Focus on improving both your customer experience and supporting your team through the change. With the right approach, you can turn fear into growth. #DigitalSales #AIinSales #SalesTransformation #Leadership

Key Takeaways for GTM Leaders in 2024 with insights from Ollie George @ Sequoia Capital: - Focus on Fundamentals: Efficiency, profitability, and reducing burn are crucial. - Economic buyers seek immediate ROI, so showcasing business value is essential. - Optimize Outbound Efforts: Precision is vital in reaching customers. Sales leaders prioritize net new logo acquisition with high adoption and expansion potential. - Address Churn and Burn: Retention and churn management are critical. Expanding product offerings can provide incremental revenue streams and enhance customer value. - Invest in Evergreen Talent: The war for talent continues. Quality GTM leadership is paramount, with a focus on adaptable, operationally savvy individuals. - AI Integration: Leveraging AI can enhance talent efficiency. Tools like Apollo.io and Gong revolutionize sales and marketing processes, offering speed and personalization. Although 2024 will require huge grit and determination, it also presents an opportunity to build some generational companies and GTM functions. #GTM #SalesandMarketing #2024Outlook #BusinessStrategy

This Harvard Business Review article on digital and AI tools in sales is a must-read for all sales professionals. It sheds light on the challenges faced by organizations worldwide in adopting these technologies and the potential rewards they offer. There are three key obstacles that organizations may encounter in adopting digital technologies for sales: 1 - Knowledge Gaps 2 - Perceived Complexity and Risk 3 - Inertia How can we overcome these challenges? It starts with commitment from top leadership and a sustained focus on people. Embrace digital transformation in sales to drive growth and success. #SalesTech #DigitalTransformation

Unlock the Power of Digital Sales Transformation! Is your sales force lagging in the digital age? You’re not alone. But the good news is, the path to digital leverage is well-mapped and within reach. 🌍 Digital transformation is no longer optional—it’s essential. Companies leveraging AI and digital tools in their sales strategies are streamlining processes, enhancing customer experiences, and driving future growth. Don't let knowledge gaps, perceived risks, or organizational inertia hold you back. 💡 Key strategies to overcome obstacles: Bridge Knowledge Gaps: Leverage external expertise and learn from those who’ve successfully navigated the digital journey. Tackle Perceived Complexity: Start small, focus on quick wins, and scale over time. Overcome Inertia: Use disruptions as catalysts for change and foster a digital-first mindset. Embrace the future. Equip your sales force with the tools they need to thrive in a digital world. Let’s turn challenges into opportunities and drive sustainable growth. #DigitalTransformation #SalesForce #AIinSales #Leadership #GrowthStrategy #CustomerExperience #SalesLeadership #FutureOfWork #ChangeManagement #Innovation #BusinessGrowth

🌟 Are your sales managers the unsung heroes 🦸♂️🦸♀️ of your commercial model? Dive into why they're more crucial than ever with insights from the The Revenue Enablement Institute, crafted by Michael Smith. ☑In the world of modern selling, sales managers are the crucial bridge 🌉 between business strategy and execution . ☑They play a key role in optimizing resources 🔄, adopting technology 💻, and smashing sales targets . ☑The era of data-driven selling 📊 enhances their role even further, demanding perfect alignment of teams, processes, and tech. ☑A robust sales management playbook 📚 is the secret sauce for guiding actions and fostering team development. This playbook 📖 should outline daily management practices, savvy technology use, and talent development strategies for sustainable growth 🚀. How do modern sales managers bridge the gap between strategy and execution? Uncover the secret to scalable growth! #sales #salesleaders #saleswin #salesstrategies #salesstrategy #salesteam #salesmanagement #salesleadership #leadership #AI #AIinsales #b2b #salesmanager

What an insightful week at the Gartner Marketing Symposium Xpo! Heard from some great speakers on a variety of topics ranging from the need to treat #AI as an actor of your #marketing team, to combating the new waves of #disruption, driving customer centricity efforts through personalization strategies that are helpful not just tailored and more. And, one of my favorite sessions was a keynote presentation by Carla Harris focused on Leading to Win - How to Be an Impactful, Influential Leader in Today's Environment. Check out Carla's 8 Pearls of Wisdom - what an inspirational message! 💡 👏 😎 #lifeatSelective #marketingstrategy #customercentricity #innovation #leader

Discover how we're pushing the boundaries of innovation and setting new industry standards. This video showcases our latest breakthrough in #DigitalTransformation, highlighting our commitment to #SustainableGrowth and #Leadership in the tech space. Don't miss out on insights that could transform your approach to #TechTrends and the #FutureOfWork. Watch now and be inspired to drive change within your organization! #Innovation #Technology #BusinessGrowth #LeadershipDevelopment #ESTEN #TailoredSolutions #CRM #Sales #AI #Tech #Leadership #AINavigator #B2B

"𝐈𝐧 𝐭𝐡𝐞 𝐟𝐚𝐜𝐞 𝐨𝐟 𝐮𝐧𝐜𝐞𝐫𝐭𝐚𝐢𝐧𝐭𝐲, 𝐭𝐡𝐞 𝐨𝐧𝐥𝐲 𝐜𝐨𝐧𝐬𝐭𝐚𝐧𝐭 𝐢𝐬 𝐲𝐨𝐮𝐫 𝐚𝐛𝐢𝐥𝐢𝐭𝐲 𝐭𝐨 𝐚𝐝𝐚𝐩𝐭 𝐚𝐧𝐝 𝐭𝐡𝐫𝐢𝐯𝐞." Welcome to 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐌𝐨𝐧𝐝𝐚𝐲, where we delve into strategies that help #leaders #navigate and #master uncertainty in their #operations. Today, we focus on two crucial strategies that can transform challenges into opportunities for #growth and #success. 𝐊𝐞𝐲 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 𝐟𝐨𝐫 𝐍𝐚𝐯𝐢𝐠𝐚𝐭𝐢𝐧𝐠 𝐔𝐧𝐜𝐞𝐫𝐭𝐚𝐢𝐧𝐭𝐲: 1. 𝐒𝐜𝐞𝐧𝐚𝐫𝐢𝐨 𝐏𝐥𝐚𝐧𝐧𝐢𝐧𝐠 𝐟𝐨𝐫 𝐑𝐞𝐬𝐢𝐥𝐢𝐞𝐧𝐜𝐞 𝐖𝐡𝐲 𝐈𝐭 𝐌𝐚𝐭𝐭𝐞𝐫𝐬: In uncertain times, having multiple contingency #plans helps you stay #prepared for various #outcomes. 𝐀𝐜𝐭𝐢𝐨𝐧 𝐒𝐭𝐞𝐩𝐬: 𝐈𝐝𝐞𝐧𝐭𝐢𝐟𝐲 𝐊𝐞𝐲 𝐒𝐜𝐞𝐧𝐚𝐫𝐢𝐨𝐬: Consider potential #changes in the market, customer behavior, and regulatory environment. 𝐃𝐞𝐯𝐞𝐥𝐨𝐩 𝐅𝐥𝐞𝐱𝐢𝐛𝐥𝐞 𝐏𝐥𝐚𝐧𝐬: Create strategies that can adapt to different scenarios, ensuring your business remains #resilient. 𝐑𝐞𝐠𝐮𝐥𝐚𝐫𝐥𝐲 𝐑𝐞𝐯𝐢𝐞𝐰 𝐚𝐧𝐝 𝐀𝐝𝐣𝐮𝐬𝐭: Frequently #revisit your plans and adjust them based on new data and insights. 2. 𝐒𝐭𝐫𝐞𝐧𝐠𝐭𝐡𝐞𝐧 𝐘𝐨𝐮𝐫 𝐃𝐢𝐠𝐢𝐭𝐚𝐥 𝐓𝐫𝐚𝐧𝐬𝐟𝐨𝐫𝐦𝐚𝐭𝐢𝐨𝐧 𝐖𝐡𝐲 𝐈𝐭 𝐌𝐚𝐭𝐭𝐞𝐫𝐬: Embracing digital transformation can #streamline operations, enhance customer #experiences, and #open new revenue #streams. 𝐀𝐜𝐭𝐢𝐨𝐧 𝐒𝐭𝐞𝐩𝐬: 𝐈𝐧𝐯𝐞𝐬𝐭 𝐢𝐧 𝐓𝐞𝐜𝐡𝐧𝐨𝐥𝐨𝐠𝐲: Implement advanced tools such as #AI, #DataAnalytics, and #CloudComputing to enhance operational #efficiency. 𝐃𝐢𝐠𝐢𝐭𝐢𝐳𝐞 𝐏𝐫𝐨𝐜𝐞𝐬𝐬𝐞𝐬: #Automate routine tasks to free up resources for strategic #initiatives. 𝐓𝐫𝐚𝐢𝐧 𝐘𝐨𝐮𝐫 𝐓𝐞𝐚𝐦: Ensure your team is equipped with the necessary digital #skills to leverage new technologies #effectively. 𝐘𝐨𝐮𝐫 𝐍𝐞𝐱𝐭 𝐒𝐭𝐞𝐩𝐬: 𝐒𝐭𝐚𝐫𝐭 𝐒𝐜𝐞𝐧𝐚𝐫𝐢𝐨 𝐏𝐥𝐚𝐧𝐧𝐢𝐧𝐠: Identify key scenarios that could impact your #business and develop flexible #strategies to address them. 𝐄𝐦𝐛𝐫𝐚𝐜𝐞 𝐃𝐢𝐠𝐢𝐭𝐚𝐥 𝐓𝐨𝐨𝐥𝐬: #Assess your current #operations and identify areas where digital tools can drive #efficiency and #growth. Follow Yatish Saxena to be in the top 1% in #BusinessOperations and #Leadership. Remember to click the 🔔 icon to get notified about my upcoming posts. Let’s master uncertainty together and drive our businesses toward success! #YatishSaxena

Innovation in Marketing and Sales: The Future Is Now! In a world where markets evolve overnight and customer behaviors shift in the blink of an eye, innovation in marketing and sales isn't just a fancy word but it's the game-changer we all need. The integration of technologies like GenAI, predictive analytics, and hyper-personalization is transforming how we connect with customers. Imagine campaigns so customized that they feel like one-on-one conversations or sales strategies powered by insights that predict customer needs before they even arise. But here's the catch: Innovation isn't limited to technology, it's a mindset. It thrives in a culture where employees feel empowered to: 1. Challenge the norm 2. Experiment without fear of failure 3. Collaborate across boundaries An innovation-driven culture isn't just a top-down mandate; it's a collaborative effort. Leaders must inspire, and employees must embrace change. When every team member contributes fresh ideas and adapts with agility, we don’t just follow trends, we set them. As we step into the future, let’s remember: It’s not the tools, but the people who wield them, that will define the next big leap in marketing and sales. Question for You: What’s one innovative practice you or your team has embraced that’s redefined success? Let’s spark a conversation! #InnovationCulture #MarketingTrends #SalesTransformation #FutureReady