Christine Canfield

90% of top-performing companies use incentive programs to reward their sales associates, but manually managing complex incentive compensation plans can be difficult and time-consuming. Today, Salesforce announces the immediate availability of the Salesforce Spiff incentive compensation management add-on for Sales Cloud. With Spiff, revenue professionals can get a handle on complex incentive compensation plans and quickly understand the factors influencing revenue performance. Learn more:

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Revenue Cadences can seem complex. But they’re essential to keeping your team aligned. What exactly is a Revenue Cadence? Watch John Queally, Clari's Director of RevOps, explain what a Revenue Cadence is and why it’s critical for driving predictable revenue.

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Join us for an exclusive look into Salesforce’s journey through our own data and AI transformations, similar to that of many enterprise companies happening on July 31st. Learn how we foster a data-driven culture by integrating people, processes, and products together. You’ll hear about: 🔹Analytics Adoption: strategies to bring teams together. 🔸Change Management: key lessons and insights. 🔹User Enablement: best practices on empowering decision making with data. Don’t miss out on understanding how Salesforce leverages Tableau to enhance enterprise operations! https://lnkd.in/guZjRVkU

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The #1 question we get asked: what exactly is a Revenue Cadence? Revenue Cadences can seem complex. But they’re essential to keeping your team aligned. Watch John Queally, Clari's Director of RevOps, explain what a Revenue Cadence is and why it’s critical for driving predictable revenue.

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Sales reps spend just 20% of their time on the phone selling to prospective customers. New innovations from @Salesforce are designed to help sellers: ✅ generate call summaries ✅ identify actionable insights directly from their teams’ calls ✅ accelerate call preparation and follow-up through automated agendas and to-do lists Learn more:

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HR is undergoing a transformation, with 2025 set to be a crucial year. This Forbes article outlines major forecasts for the future of performance management and HR, featuring perspectives from Betterworks CEO Doug Dennerline and VP of HR Transformation Jamie Aitken. Learn how ongoing performance enablement and data-driven approaches will revolutionize our work practices. https://gag.gl/Fmvwzl

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AI Strategy, you sure about that? Agentforce is already upgrading. Can your strategy keep up? Need something to show for better budgets? Check out our offer in the comments for a POC of a customized Salesforce Agent tailored to a use case for your business.

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I did a thing, be kind. Quick Points: 1. Collaboration is Key: RevOps can't build territories in a vacuum. We need the real insights from our quota-carrying AEs and Managers. Their frontline experience is invaluable—let's prioritize their feedback over second- or third-line opinions. 2. Expectations Matter: We need to be realistic about timelines. RevOps should adopt an “under-promise, over-deliver” approach. Setting unrealistic deadlines—like having everything finalized by January 1st—adds unnecessary pressure. We want AEs excited, not oversold on how good they have it. 3. Empowerment is Everything: As a manager, it can be easy to feel disconnected from significant go-to-market changes, reduced to merely processing requests/tickets. However, Fullcast, The Go-to-Market Cloud provides the flexibility and autonomy to make meaningful decisions while operating within thoughtful parameters. *Tagging former/current colleagues who helped shape my perspective, and "argued" with me ad nauseam Austin Bankhead Rob Stanger Cody Guymon Tyler Lawson Matt Gera Miru Gunarajah

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Sales reps spend just 20% of their time on the phone selling to prospective customers. New innovations from @Salesforce are designed to help sellers: ✅ generate call summaries ✅ identify actionable insights directly from their teams’ calls ✅ accelerate call preparation and follow-up through automated agendas and to-do lists Learn more:

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So how do Salesforce use AI? AI sales tools streamline your workflow and take your sales game to the next level. Still unsure? Discover how our global AEs are achieving unparalleled success at the world’s #1 agent-first enterprise: 

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5 new AI capabilities for Gong!

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The best salespeople know that selling isn’t about pushing products—it’s about understanding and solving the buyer’s complete problem.  This approach builds lasting relationships and exceeds quotas.  To do this effectively, you must understand the outcomes your buyer wants, both professionally and personally. That’s where great discovery questions come in. We asked top sellers in our "How I Sell" series to share their favorite discovery questions. Here are some highlights: 1️⃣ How important is this problem to solve? How important is this problem to solve right now? Jen Allen-Knuth, Founder at DemandJen, uses this two-part question to help gauge the urgency and relevance of the problem, compared to other priorities they might have. 2️⃣ How will the proposed change impact you personally? This question is a favorite of Lisa Earle McLeod, Founder of McLeod & More, Inc. It helps reveal personal stakes in the buying process, address any hesitations, and build a genuine connection with buyers. 3️⃣ Can you walk me through the last time you made an investment in your business? Kimberly Dieter, SVP of Sales at HubSpot, loves to ask this question because it uncovers decision-making processes and criteria, which allows you to tailor your sales approach. These questions, coupled with active listening, are key to understanding the buyer’s psychology and motivations. The best sellers don’t just address business needs—they delve into personal motivations to truly connect and provide value. Mastering this skill can significantly boost your sales success. Check out 7 more favorite discovery questions used by top performers here: https://lnkd.in/euseq5Q6 #sales #salesstrategy #discoverycalls #b2bsales #salestips

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There is often considerable overlap between Revenue Operations (RevOps) leadership and the Chief Revenue Officer (CRO) roles due to the interconnected nature of strategy and execution in driving revenue growth. This signifies a move toward a transformation in Revenue executives where decision-makers combine strategic foresight with operational expertise that drives sustainable revenue growth. The opportunity for senior RevOps professionals to take on these executive roles is more relevant than ever. Here is my advice on considering this move: https://lnkd.in/eEp263QR

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➡ Your sales process needs to be repeatable to be successful. This is one of the cornerstones of a great enablement program: how to take the principles and best practices of your wins and make those reproducible across reps and teams. But how can you build that consistency? These are my three tips: 1️⃣ Build your sales process around your buyers 2️⃣ Get buy-in from your managers 3️⃣ Embed it in your managers’ operating rhythms For the full context around each of these tips, read my entire post on The Edge

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Big news! 🎉 I’m thrilled to introduce THREE new AI capabilities from Gong.  Designed to help RevOps and Enablement leaders bridge the gap between strategy and execution. ✨ Assessment Tools for AI Smart Trackers: Better understand your business at scale. ✨ AI Methodology Playbooks: Track how reps incorporate methodology. ✨ AI Scorecard Suggestions: Streamline coaching. Learn more about these exciting new capabilities here: https://lnkd.in/gVCWSvAK

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Discover the strategy for building a sales team geared for success. Download The Science of Sales Talent Matching eBook today. #KornFerry #SalesEffectiveness https://bit.ly/49Bh3AL

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Here’s No. 3 of the 10 best practices I've learned over 10 years building and leading #ABM programs. (Ten years have flown by because #ilovemyjob!) Create a program structure and process that constantly reinforces the importance of the message. Technology should enable your program, but not define it. Know your customer--what are their business objectives and what hurdles do they need to overcome to achieve them. Clearly identify how your company can help the customer achieve those objectives and overcome those hurdles. Focus on the message. Develop a UNIQUE value proposition. Create unique content. Then package/deliver that content in a way that its interesting, applicable and drives action by the target audience. Tools like #Draup, #6Sense, #SFDC, #Marketo, #Postal and #Folloze are excellent at informing, actioning, and making your content look beautiful. But they can’t make any impact if you start with a weak or irrelevant message. PS. Partner with a great ABM agency like #Hut3 to create your message! #accountbasedmarketing #contentisking

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