Trent Mitchell’s Post

Are you using Sales Avatars for sales enablement? Sales enablement is the continuous process of providing your sales team with the resources and technologies they need to close more deals. 84% of sales reps close the forecasted deals and achieve their quotas when their employer incorporates an effective sales enablement strategy. #sales #salesenablement #ceo #leadership https://zurl.co/R1YT.

Creating a new sales enablement function? to help your new leaders create enablement functions that address today's realities, Gartner recommends this a 3 pronged approach. First focusing on alignment with marketing, then creating a highly agile enablement function, and finally enablement that focuses on behavior change that supports sales strategy.

Is your sales enablement strategy truly making an impact, or is it another budget line item? Too often, organizations focus on lagging indicators like revenue, missing the real story behind the numbers. Take a page from Perceptyx’s playbook: Aligning enablement efforts with a broader sales methodology and focusing on the behaviors that drive success. By measuring leading indicators and tying these to revenue results, Perceptyx drew a clear line between training, behavioral change and a 56% boost in ACV and a 30% jump in multi-year contracts—clear proof that targeted enablement works. Ready to validate your efforts and secure lasting results? Start by tracking the behaviors that matter most. https://lnkd.in/gs2_iRVc Via Julie Thomas from Training Industry, Inc. #SalesEnablement #SalesTraining #RevenueGrowth #SalesStrategy #BusinessLeadership

Why Revenue Leaders Fail: They Don’t Spend Enough Time with Customers  Surprised? You shouldn’t be. According to 350 top revenue executives, the biggest lesson learned is that getting close to customers isn’t a “nice-to-have”— it’s mission-critical. Here’s what sets the best apart from the rest: - Customer Proximity Drives Strategy   Top leaders aren’t sitting in their offices — they’re out there talking to customers. They listen, adjust, and make data-driven decisions based on real feedback. When was the last time you had a meaningful conversation with your customers? - Balancing Growth and Retention   It’s not just about winning new business. The top revenue execs understand that retaining existing customers is just as critical as new wins. They focus on adding value continuously to ensure long-term loyalty. How are you balancing your growth and retention efforts? - Revenue Teams Must Be Aligned   The top-performing companies ensure that Sales, Marketing, and Customer Success work in sync to deliver a seamless customer experience. A disconnect between these teams can cost you big. Are your teams working together toward the same goal? 💡 Key Takeaway   If you’re not consistently in tune with your customers, you’re missing out on opportunities. The best revenue leaders invest time and effort to stay close to the pulse of their customer’s needs. It’s time to get closer. How will you shift your strategy to win more, keep more, and align better? Read more insights from 350 top revenue executives: https://lnkd.in/gUH4fEkA #RevenueGrowth #SalesLeadership #salesenablement #ValueSelling

It's 'End of Year Checklist Time' for Sales leaders! ✅ Yes it's end of year and you're keen to close deals, but this month should be especially busy for Sales leaders in prepping for January, here’s some key items to ‘wrap up’: 1️⃣ Set the Sales OKRs and targets in line with company objectives ready for your Sales Kick Off in January. If you don’t have the company Q1 (CY) OKRs / KPIs yet—CHASE your leadership team! It’s the biggest bottleneck to a great Q1 start and kickoff 2️⃣ Assess your Sales targets—what do you need to do differently to hit those? Do you need new tool efficiency? New processes? 3️⃣ Review Q4 results—analyse wins and loses to identify trends that can help you scale for next year—ICP assumptions, capacity, individual performance, conversion bottlenecks, process time-sinks, client feedback etc. 4️⃣ Get budget approval for any tools asap in case they can fall into this year’s budget (if you work calendar year) 5️⃣ Finalise any changes to sales territories and any CRM work needed to support this 6️⃣ Ensure data hygiene in your CRM (remove duplicates, update contacts, clean pipelines), and check your sales tools and automations are working properly 7️⃣ Get any new integrations and processes built in December and work so you can hit the ground running in January. At least start the process—internally or engage external help (...us 😉 ) 8️⃣ Work with your team on what they need to do different for Q1 9️⃣ Align with marketing and other GTM teams—put forward your wishlist for sales enablement content and resources 🔟 Plan your Sales Kick Off for the start of January—the new year ENERGY GRENADE 💥 Did we miss anything? If you need a hand on anything just let us know! #revops #hubspot #crm #saleskickoff #salestargets #salesstrategy 

If you're a VP Customer Success and you're the only one measured on customer retention, here is what nobody is telling you.👇 You're f#cked.  But wait, there is hope. I've coached 100s of CS leaders - and every one of them eventually realizes they can't RETAIN and GROW customers on their own. It's a sobering reality. If you're still reading this, you've felt it too. When Product, Marketing & Sales aren't as focused on customer outcomes as you, it inevitably leads to: --> CHURN for your customers. --> BURN OUT for your teams. I don't blame the leaders of these teams. They're doing what they're paid to do. Actually, they're doing what they're MEASURED TO DO. Until that changes, nothing will change. ________________________ Here is a 5-step plan to get you the help you need. 1. Clearly define the 1-3 primary CUSTOMER OUTCOMES your ideal customers achieve with your product. 2. For each of those outcomes, define a SINGLE MEASURE that reflects the impact your product makes on that outcome. 3. For each department in your org, DEFINE THEIR ROLE in achieving those outcomes across the customer journey. 4. For each department, define KPIs that MEASURE THE IMPACT they make on those outcomes. 5. Align PERFORMANCE measures and COMPENSATION plans across all departments based on their contribution to achieving customer outcomes. I'm not saying it will be easy. Nothing worthwhile ever is. It's the only way to test your leadership team's commitment to customer success. So let's get on with it. #customersuccess #saas #churn ♻ Repost if you found this helpful. 🔔 Follow me, Bob Mathers, if you want more. 📢 Comment and let's have a conversation.

Great #SalesLeadership is the key to overcoming the challenges of today’s sales cycle. From #digitaltransformation to shifting buyer behaviors, sales leaders must be strategic in choosing the right tools and methodologies to simplify processes, deliver value, and foster authentic customer engagement. The best leaders focus on: - Building cross-functional collaboration. - Leveraging data to drive smarter decisions. - Prioritizing customer needs. - Encouraging continuous learning. When sales leaders provide their teams with the right support and a buyer-centric approach, they unlock innovation, close more deals, and drive sustained #SalesGrowth.

Outdated technology is a major pain point for sales teams. A recent study found that sales software often hinders rather than helps sales performance. Pacific Coast Supply faced this challenge firsthand. Their legacy system slowed down onboarding, hindered growth, and impacted customer service. By upgrading their order management system, they reduced training time by 93%, decreased errors by 30%, and improved gross margins by 1%. How can organizations effectively measure the ROI of sales technology investments? How can sales and IT teams collaborate to drive digital transformation initiatives? #IT #DIgitalTransformation #Customer #Engagement #Leadership #CSuite #CIO

🚀 Sales Efficiency: The Key to Scaling Revenue 🚀 Amit Khanzode and I had a great discussion on the state of sales efficiency. In today’s market, sales remains the heartbeat of every organization, regardless of industry or size. Unlike other departments like engineering or product, where efficiencies improve as the company grows, sales is unique. No matter how large your company becomes, sales team capacity remains consistent—typically around 30 to 40% of the organization’s overall capacity. At SalesTable we want to change this. Scaling revenue isn’t just about adding more salespeople; it's about enhancing their efficiency and effectiveness. 💡 We help sales leaders unlock the full potential of their team by: > Streamlining Processes: We ensure that your sales reps spend less time on administrative tasks and more time engaging with prospects and closing deals > Data-Driven Insights: Get actionable insights into what’s working and what’s not, enabling you to fine-tune your strategies in real-time > Personalized Coaching: Tailor coaching to individual reps based on their specific needs, ensuring everyone is performing at their best > Integrated Sales Enablement: Provide your team with the right content, at the right time, to move prospects through the funnel faster By focusing on efficiency, we're helping sales leaders transform their teams from good to great, driving revenue growth without simply adding headcount. Let’s make every sales rep and their interactions count! #SalesEfficiency #RevenueGrowth #SalesLeadership #SalesEnablement #salestable

Too many enablement leaders say yes to everything. To become indispensable to the CRO, we have to say no more often because every initiative must be aligned to a sales goal. Want to know how to elevate the role of enablement? This article I wrote with Michael Katz summarizes the 3-step plan.