Floriane Regior

Revenue Leaders - More than 58% of sellers are missing their quota targets in 2024. (Forrester) The average salesperson only spends 36% of their time actually selling. (CSO Insights) < 50% of B2B SaaS companies have a defined ICP (GrowthMentor) 𝐓𝐇𝐄𝐒𝐄 𝐒𝐓𝐀𝐓𝐒 𝐒𝐇𝐎𝐔𝐋𝐃 𝐇𝐀𝐕𝐄 𝐘𝐎𝐔 𝐖𝐀𝐈𝐕𝐈𝐍𝐆 𝐀 𝐑𝐄𝐃 𝐅𝐋𝐀𝐆...this is problematic! There are many reasons for the above statistics - but it's critical you look ahead at solving them vs looking behind to figure out where you went wrong. We're finding with genAI that there are so many optics within the sales process that can be automated and contextualized. In the revenue world, that takes the form of a Virtual SDR. 👀 These automations offer deep analysis of your historical data, ICP, behavioral trends, wins/losses, and real-time analysis of buying signals that your sales people need to convert 1:1 conversations. We're halfway through the year - so if you're behind your revenue targets, something needs to drastically change. Otherwise, you can't expect different results in H2. Need help knowing what buyers are in market for your services? Looking for an ICP analysis? Let us know. Our Virtual SDR can 😉 #gtm #gtmstrategy #autonomousgtm

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🎤 Revenue Kickoffs: where buzzwords are born, and attention spans go to die. Not this time. Not your RKO. Join us for our next RevOps Masterclass webinar “How to Host a Productive Revenue Kickoff,” and take your RKO from snoozefest to strategic masterpiece. We’re breaking it down into three sections: 1. RevOps initiatives 💡 ICP & Account Grading – stop chasing the wrong accounts 🌍 Territories Update – no more AE turf wars 💵 Comp Plans – motivation made simple 🛠 Capacity Planning – making those insane targets realistic 2. Kickoff agendas 🏛 State of the Union – updates that matter 🚀 Product Roadmap – get the team hyped, not confused 📈 Revenue & Target Updates – make the path crystal clear 💡 Training & Enablement – skills that stick 🤝 Team Building – we promise, no trust falls 3. Post-RKO initiatives 🔥 Demand & Campaign Councils – your roadmap to execution 📊 RevOps Readout – actionable insights, not fluff 📚 Ongoing Enablement – because training shouldn’t end when the kickoff does This isn’t just a webinar—it’s your RKO survival guide. Because the only thing worse than a bad kickoff is having to do it all over again next year. Register here: https://bit.ly/4f4AV0t

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Sales teams and revenue leaders looking to boost their pipeline growth often face the challenge of relying on the same old outbound methods. Ryan Milligan, VP of Sales and Revenue Operations at QuotaPath reveals his go-to strategy: tapping into warm channels by reconnecting with familiar contacts—think former admins, trial signups, and closed-lost opportunities. With smart segmentation tools like Clay and Smart Lead, you can create hyper-targeted email campaigns that reignite interest and drive conversions. The bottom line? If you're not revisiting your past leads, you're missing out on your warmest opportunities for pipeline growth.🔥📈. #PipelineGrowth #LeadGeneration #EmailCampaigns

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SDRs/BDRs are the lifeblood of your sales pipeline. So, how do you build an SDR function primed for growth? 🚀 Bessemer's latest guide shares 33 tactics from high-performing sales orgs in our portfolio on building SDR / BDR teams: ✅ Defining the SDR role & ideal candidate profile 📈 Ramping & managing SDRs to hit targets 📊 Key SDR metrics to track ⬆️ Creating SDR career paths Setting the right culture, hiring practices, and processes are critical to building a scalable SDR program. Dive into the guide today: https://lnkd.in/grQNreEM

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Q4 isn’t just about closing deals—it’s about setting the foundation for success in FY25. For RevOps, it’s a critical time to strike the right balance between maximizing sales execution and planning for future capacity and budgets. Here’s how to make the most of this pivotal period: - Align execution with FY25 strategic planning to ensure goals are met while keeping an eye on the future. - Build flexibility into your forecasts and capacity models to adapt to changing market conditions. - Foster cross-department collaboration to create a smooth transition into the new year. Master Q4, and you’ll set the stage for long-term growth and resilience. #Q4Execution #RevOps #SalesStrategy #BusinessPlanning #FutureReady

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New!! How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL with Michelle Benfer: Former Head of Revenue at BILL and HubSpot, Michelle Benfer shares her insights on one of the most critical roles in any SaaS organization: frontline sales managers. The post How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL with Michelle Benfer appeared first on SaaStr.

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Deel implemented DealHub CPQ and reduced their price quote creation time to under 10 minutes (instead of 24hrs). They’re one of the fastest growing SaaS companies in the world, and ‘speed of execution’ is a core principle in their GTM motion. Austin Cook Kiessig shared his thoughts with us in the full interview (click on the link below) as to why they needed to reimagine their Quote-to-Revenue workflow so that salespeople were enabled to execute, and customers would receive a first-class experience. Their strategic approach goes beyond speed; it's an extension of the leadership mindset that has matched tools/solutions to their growth mindset. Find out how Deel did it and why having a rockstar CPQ expert like Goldie Spector to partner with is making a massive difference. Check out the full CPQ success story here > https://okt.to/XPnMFo #Deel #GTM #DealHubCPQ

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Exciting session announcement! Martin Garvey, Director, EMEA Enterprise Sales at Gong will be delivering a session on: Supercharge Sales with AI Learn how best-in-class GTM leaders rev up their revenue org with AI and uncover their strategies for increased productivity, predictability and growth. Join this insightful discussion about the practicality of leveraging AI and how it can play a pivotal role in navigating the evolving landscape of sales. Key Takeaway: The practicality of leveraging AI across GTM teams to generate greater productivity, predictability and growth. Get tickets: https://lnkd.in/ge2VxsEg #B2BMarketingEx24

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#Salesforce - ​Salesforce Sales Performance Management (SPM) puts the Seller First - Ignites Seller Performance…in the flow of work!! - Connected CRM + Planning +  ICM - Activate & Enable Reps - Prioritise & Engage the right customers  - Intelligent Insights - Transparent & Behaviour driving Comp 

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🏆To close over $18M in Q4, $3.54M ARR growing in a single quarter as MVP in the top-performing business unit in all of Salesforce (MuleSoft Financial Services) for FY23 and come back with $18M in signed contracts in a quarter...here were a few tips from our CEO Chris Bogdan 🚀's playbook (and a few lessons that I hope you can use). I mapped out my 10 largest potential deals, execs I needed to talk with, power moves, and my business case for each account. Then, I worked to fill in gaps. Spoiler alert - I came back with the our #1, #2 and #3 largest deals in my division. That put me at 245% of my quota for the year, 191% after big deal bonus. Here’s your challenge and a few things you can do to finish Q4 strong: 1️⃣ Map out your top 3, 5, or 10 largest deals left for Q4, ranked by likelihood to win and deal size (calculate net present value). Which deals are must-win (big bets) 2️⃣ Where can you find a power move to get unstuck? Set-up executive-to-executive intros, fly and meet your customer on-site, improve your offer, and/or schedule a customer reference call. 3️⃣ Firm up your business case & solve for the obstacles (timing, competition, need, value, etc). 4️⃣ Eliminate distractions & protect your time. Is this driving revenue in Q4 is a simple litmus test for whether something is useful. If not, shorten it or eliminate it as much as possible. PS - if you want a Quota Crushing framework template for your big deals: 1. Please comment "Framework" or "🚀" below, make sure we're connected and message me your email 👇 2. Please add your email to the waitlist for Sales Rocket Fuel (another cohort starting Jan 10th with availability for 5 weeks, max of 35 sellers): https://lnkd.in/ggTSzjjj

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🔍 Inside Sales: Unleashing the SDR's Potential 💫 Curious about the role of SDRs in sales? Dive into our latest blog to uncover more ! 💬 [https://lnkd.in/dpB-XqaD]

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://hghspot.co/3KpZlV6 #salesenablement #change #saas

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Gartner predicts that by 2025, 75% of high-growth companies will adopt a RevOps model. What do you think? Revenue Operations are the strategic architects driving growth and profitability, Sales Enablement is the dedicated coach, equipping the sales team with essential tools, training, and eyes on the field. When these two powerhouses collaborate seamlessly, this is what you get: ✅ Enhanced performance ✅ Streamlined processes ✅ Increased company earnings. ✅ Together, they create a winning formula for success. Doug Bushée, Senior Director Analyst at Gartner, emphasizes the need for Sales Enablement functions to support a unified approach to revenue generation, aligning sales, marketing, and customer success strategies. But how to do it? We wrote a whole post about it. Link in the comments. #revenueoperations

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Boost Your Sales with SDRs: The Secret Weapon for Your Sales Team Sales Development Representatives (SDRs) are more than just a support role—they’re a driving force behind successful sales teams. By handling the critical tasks of prospecting and lead qualification, SDRs free up your sales reps to focus on closing deals. Here's how SDRs can help your sales team thrive: 1. Supercharge Your Pipeline SDRs specialize in identifying high-quality leads and nurturing them until they’re ready for your sales team. This targeted approach ensures your reps spend their time on prospects with the highest potential. 2. Reduce Sales Cycles With SDRs qualifying leads upfront, sales reps can jump into conversations already primed for closing. This streamlines the sales process, saving time and boosting efficiency. 3. Increase Conversion Rates SDRs build strong relationships with prospects, addressing their pain points and aligning your offerings with their needs. This tailored approach improves the likelihood of closing deals. 4. Focused Expertise By dividing responsibilities, SDRs become experts in outreach and initial conversations, while sales reps excel in negotiations and deal closures. It’s a win-win! 5. Scalability and Growth SDRs help you scale your outreach efforts, giving your team the bandwidth to enter new markets and tackle more opportunities without overloading your sales reps. 6. Real-Time Insights SDRs gather valuable data about your prospects, including their challenges, goals, and objections. This feedback can refine your sales strategy and make your team more effective. The Bottom Line An effective SDR team doesn’t just support your sales team—it transforms it. Whether you're looking to increase revenue, streamline processes, or improve customer relationships, SDRs can be the game-changer your business needs. 🚀 Ready to build a powerhouse sales team? Let us help you integrate SDRs into your strategy and watch your sales soar! #LeadGeneration #SDR #SalesGrowth #BusinessDevelopment

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🎯 Only 37% of CS leaders have a seat at the executive table. In 2025, this needs to change. The post-sales landscape is shifting dramatically, and traditional models aren't keeping up. In my latest article, I explore why current customer success approaches are falling short and what modern SaaS companies must do differently. Key insights include: ➡ Why 72% of CS leaders struggle with resource allocation ➡ The three critical failures in traditional models ➡ How to transform post-sales leadership for sustainable growth in 2025 If you’re leading a post-sales team or shaping a customer success strategy, this analysis offers actionable insights to help you stay ahead. #CustomerSuccess #SaaS #Leadership #BusinessStrategy

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Struggling to turn your sales strategy into real results? Pair it with CPQ to empower your team with faster quotes and more efficient deal closures. For more valuable insights, dive into this article: https://lnkd.in/dms6_hEM #SalesPlanning #CPQ #SalesSuccess #Salesforce

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