Reprise

Do not sleep on Dallas for Presales/Solutions leadership. What an absolute GEM this group is and I recommend you reach out to connect with every one of these wonderful humans. - I still owe Troy Whistman for his Reprise walk-through at the table - Nashmia Burney - Absolute legend - Congrats to Allison Macalik Tibbits for the podcasts, her new ☕ shop, and her amazing work building Women in Solutions Excellence in this profession. - Daniel Brodsky would love to be on the riding lawn-mower - but builds world class Solutions teams. - Nir Greenberg Used to be a professional hand-baller!? Thank you Ron Whitson 🎾 Daniel Brodsky Rohit Bachal Jerry Coalson John Demby Terrence Felton Thank you Kevin Holmes and Katherine Mosley for taking this road trip with me and trusting the process. If you are traveling to Dallas for work - I recommend the Hilton Anatole hotel, we had no idea this place was like a museum.

How do we undercut the AI noise? Double-down on the Human - and break bread together. Now is the time to put yourself out there and make meaningful connections, laugh together, get silly, and share the solid gold insights you have. Build your tribe - It's an investment you will never (ever) regret. This was the clear winner during the PreSales Collective AI Summit yesterday, and carried right into our Reprise Solutions Leadership dinner in Austin 🤠 Forrest Riddle - "If you think of change as something that makes you stronger, change is easier". Brett Baldwin - "The AI-SDR was tempting but it's obliterated email, we meet people in real life instead" (totally agree) Jay Shields - Is so much fun. Period. Piyush Patel - Shared his demo (powered by Reprise) right from his phone (his son's car is cooler than anyones). I was joined by 18 incredible humans last night and will tag them in this post. You should connect with them. Brett Baldwin Alexander Rucker Kevin Cox Kevin Holmes Katherine Mosley Ryan Hodge Eduardo Franken Shannon Forrest Jason Webber Jr. Jay Dombroski Jace Key (Connect with Jace if you're in ATX for events) Cole Doherty

Well, I didn’t expect my last post to send us down memory lane regarding the boat anchors we carried around in the early days! Several of you talked about carrying those giant workstation monitors into customer sites for demos. I remember that, but frankly I my most vivid memories are of scheduling a demo somewhere I had to fly to and then calling a rep in the local Sun, SGI, DEC or Apollo office and asking them, perfect strangers, to bring a workstation to the location. And they happily agreed to do it! They needed demos too. Thanks for the feedback. The workstation to PC to Luggable to Laptop to “Air” is a reasonable analogy for the rapid changes to sales tools. Back to my question: What are some of the best tools for CROs and their teams to generate more revenue? I heard about some tools that help AEs find and reach out to the right people faster and in greater volume (ZoomInfo, Outreach). Michael Fitzpatrick mentioned Delve Risk as a Cyber specific information tool. I love hearing about targeted tools for specific markets! Others help track the sales process and the forecast, highlighting progress and potential areas of risk where a manager can help improve positioning (Salesforce, Clari). Bill Johnson, who is always selling, mentioned Salesvue specifically for financial services sellers. Call recording and analysis tools can help coach AEs to improve their effectiveness (Gong, Seismic). A new and interesting entry here is Fathom leveraging AI.   And generic AI tools will likely make AE communication more relevant and timely (ChatGPT). An area that is growing rapidly is demo tech, or platforms that help companies become product-forward to meet customers where they are in the buying process. Face it, customers are well along their buying journey before they ever speak to a company resource. As they engage with a category, a company and finally a product, they go through a series of mini-validations confirming that they meet their needs. Customers are willing to read short summaries of what a solution can deliver but they really want to see the product. Do you agree? I recently wrote about this topic on the Reprise blog: https://lnkd.in/e_aSmH-Z

Unlock a treasure trove of insights with our #WintageClubConversations podcast series! In Season 2, we've already had some amazing guests - Jonathan Leaf (CRO at BambooHR), Chris Mabry (VP of Solutions & Partnerships at Reprise), and Lacey Lundschen (VP of Sales at Docker, Inc). Each of them offered amazing insights on building global sales and solutions teams, the impact of #AI in sales, their thoughts on trends for 2025, and more ✨ We've showcased some of our favorite quotes from their episodes below 🔥 Dive into these brilliant conversations on #YouTube, #Spotify, or #ApplePodcasts. Watch or listen to the full episodes at the links in the comments below 👇

I sold software before I had a personal computer, at work or at home! I was a sales manager at PTC when we made the decision to arm each AE with a laptop. Why? Because giving each AE a contact management system ensured that the company had some information about their activity if they left. Since that time, the sales stack has cycled through hundreds of tools to help sellers be more productive and companies have greater visibility into their pipeline. As CRO, it always seemed that each supplier wanted $100 per user per month. At a certain point I reached my budgetary limit and had to carefully choose which tools made the cut. For me, that decision came down to revenue. Could I draw a direct line between that tool and increased revenue from my team? CROs: What are some of your favorite tools to increase revenue? I’ll be sharing some of my thoughts on this topic over the next few days.