Nathan Henry’s Post

Tomorrow marks the start of a new PreSales Collective Foundations course, and I’m thrilled to be facilitating this next chapter with an incredible group of presales professionals! We’ll be diving into the skills and strategies that build a strong foundation for success in #presales – and having a little fun along the way. 😀 Since it is Halloween, costumes are completely optional. 👻 I’m looking forward to seeing everyone’s energy and passion as we kick things off. This cohort is especially exciting as it’s part of the PreSales Collective’s new Enablement Unlimited initiative, which allows companies to keep the learning going for their presales teams. In fact, a big part of what I wrote about in A Friendly Human in Presales is how continuous growth and connection are at the heart of success in our field. Big shoutout to each of our new students – you’re in for a great experience! Let’s make this cohort the best yet. I’ve tagged everyone in the image and I’d love to connect here. #PreSalesCollective #EnablementUnlimited #SalesEngineering #Leadership #NeverStopGrowing #FriendlyHuman

As more companies realign their strategies around #valueselling, PreSales can & should lead the charge. This month, Rew Dickinson, CEO Alpha Presales, hosts a members-only discussion about how PreSales Leaders can nurture a top-down culture of #valueconsulting on their team and across their organization. 🗒 https://lnkd.in/du8nZ7G6

Today our friends at Vivun released the 2024 #StateofPreSales Report, a PreSales's Leader's guide to success, from alignment models and cross-functional relationships, to forecasting, enablement, budgets, and KPIs, including year-over-year performance trends. Our main takeaways 💡 SE teams face competing demands on their time, supporting post sales activities and such a wide scope of work that only 35% of their time is spent technical selling 💡 PreSales teams are resilient and key changemakers in times of macroeconomic crisis: despite losing resources in the past year, most teams showed increased attainment and win rates YoY 💡 SE leaders still struggle to obtain metrics to prove PreSales impact internally Get the full insights 👇 https://lnkd.in/gRDVKXJj

Do you know how to navigate the path to peak sales performance? 🧭 Tara Roe Medeiros, Senior Director of Global Sales Training at GoTo, joined us on stage at the Sales Enablement Summit in Boston to share how her team tackled the challenge of getting buy-in and accountability from sales leadership in order to change the behaviors of their reps and boost productivity. Watch the session on-demand to discover how GoTo achieved: ✔35% win rate with Digital Sales Rooms (DSRs) compared to 12% without ✔437k new contacts created in SFDC using DSRs ✔9k assets shared with DSRs Watch now 👉 https://lnkd.in/g3JPXafm

I almost didn't submit this video. Then I thought about it and decided to go for it. It's how I've operated my entire life, so why should I keep it under wraps? In this short (< 90 second) video I share how I approach my work. It's proved pretty darn useful for storytelling and problem-solving everywhere I've worked: manufacturing, education, e-commerce, and now B2B SaaS. We never forget the times we feel something we didn't expect, whether it's our funny bones being triggered or the hair rising on the back of our necks. (Why do you think Key & Peele sketches are so popular?) Don’t be afraid to deliver the unexpected. Surprise and delight are impossible without it.

Another great week in meeting 12 amazing #SDRLeaders in our #SalesDevelopment community! In the past 24 weeks, I’ve met with 250 SDR Leaders!!! Thank you to all the leaders I’ve had the honor in meeting. Topics that were covered: SDRs left out of SKO (DON’T), KBR prep, building SDR career track, future lean SDR team structures, imposter syndrome, operational training for SDRs/SDR Leaders, SDR/AE 1:1 structure, ramping SDRs, importance of SDR frameworks, accountability, and many more topics. Big shout-out and thank you for meeting this week 🔥 : 1. Dee Acosta 📱 - Sr. Director, Sales and Strategic Growth at Modigie, Inc.  2. Breanne Wozniewicz - Sr. Manager, Market Development at DocuSign  3. Seth Schneider - Sr. Director, Inside Sales Americas at Coupa Software 4. Iain Rodoni - US Growth at Watershed 5. Kristen Hatton - Director, Sales Development at Muck Rack  6. Jermaine Rhoden - Sr. Manager, Sales Development at ZoomInfo 7. Julia Belding - Assoc. Manager, Sales Development, MM & Enterprise at Muck Rack  8. Jessica Smith - Director, Sales Development and Growth at Lattice 9. Adan J. Moreno - Manager, Corporate Sales Development NN WEST ME at Workday  10. Jeremy Brown - Manager, Corporate Sales Development at Workday  11. Nicholas G. - Head of Sales Development at Vercel  12. Jeffry Cape 💛 Cape - Demand Leadership at Wonolo If you’re an SDR Leader, an SDR, or aspiring to become an SDR then I’d love to meet you. Link in comment section if you’d like to meet!:  #SDR #SDRleadership #SDRcommunity #networking

🚨 Sales Leaders, Enablement, Ops 🚨 More teams are investing in selling methodologies like MEDDPICC, Force Management, and Challenger so their sellers focus on value over features. But are these investments paying off? Join for for a Masterclass on value selling. We've partnered Bayley Fesler from Xactly Corp, Charles Martelli from MongoDB, and Julie Douglas from Freshworks to share their approach to how to create a culture around value-based sales, quantify its impact, and more. Link in comments to register + get the recording after.

Exciting news! Join us in Las Vegas, NV, on May 21-22 for an exceptional gathering of sales executives ready to shape the future of sales. The conference is your ticket to a world of actionable insights, practical tools and cutting-edge guidance tailored to place you at the forefront of your industry. Why Attend? Immerse yourself in sessions focused on key priorities like crafting a unified commercial strategy, driving seller performance and revolutionizing operations through innovation. Tracks at a Glance: -Craft a Unified Commercial Strategy -Accelerate Organic Growth -Drive Seller Performance -Operations and Enablement Seize the opportunity to network, gain priceless insights, and equip your team for customer-driven success. https://lnkd.in/eDNCQhE #SalesLeadership #GartnerConference #SalesInnovation #ValueSelling

What are your favorite sales communities in Europe? #salescommunity I'm compiling a list of the best sales communities across Europe, and I want to ensure we don't miss any gems! 🚀 Already on the list: - SDR Leaders of EMEA - Sales Tribes 🇫🇷 - SDRs of London 🇬🇧 - SDRs of Italy 🇮🇹 - SDRs of Germany 🇩🇪 - Sales Development Leaders (SDL) - The Lennox Academy - SalesHookup - Sales Sessions - SDR Hire - GTM Leaders - AEs of London - ...? 🌎 Global communities: - RevGenius - Modern Sales Pros - Pavilion - ...? #sdr #ae #bdr #sales

Excited to sit down with two progressive CROs Todd Rotger and John Turner at our Customer Value Community Meetup tomorrow at Salesforce offices in Palo Alto. 🔥 Todd and John are true role models of a “customer-value obsessed” sales organization. Some key themes we'll explore: 🔹How they've personally championed value-based discussions across their organizations 🔹The ripple effect of executive sponsorship in driving company-wide adoption 🔹Real examples of how they coach their teams to uncover, quantify, and validate customer value 🔹Their inspection methods that reinforce value-focused behaviors Drop your questions below - what would you like to learn from these value-selling champions? #ValuSelling #SalesLeadership #CustomerSuccess #RevenuGrowth #SalesTransformation