Jama Drake

When it comes to annual territory planning, a #sales ops bias can really shake things up in the wrong way. This mindset can lead to inefficiencies, imbalanced and unfair #territory assignments, and a lot of frustration among the sales team. On the flip side, this article explains how a RevOps approach sets the stage for optimized territories and encourages productive connections and collaborations across all teams involved in generating revenue. It’s a win-win for everyone! Read more! https://lnkd.in/g7ccjRAZ Fullcast, The Go-to-Market Cloud Brad Warnock #revops #salesops #gotomarketcloud #gotomarket Dylan Ferguson Alyssa Suchy Amy Osmond Cook, Ph.D. Susan Macomber Amanda Fletcher Ryan Christensen #revopsleadership #gtm #revenueoperations

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Love this post! Enhance your sales process by building a strong business case. Make the personal pitch on “why” and “how” your offering brings value. Leverage custom AI solutions to transform a 60-minute task into a 10-minute, professional, detailed, and visually appealing document for your prospects.

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How do you set Gen Z sellers up for succes? Calling all sales leaders! This is a must-listen to cap off your week: https://lnkd.in/gj9izm8M In case you missed it, we've just launched a new season of the Redefining Sales podcast. Listen to our first episode with our fantastic guests Lucy Lee and Danielle Dacunha-Howarth from PurplePatch, and stay tuned for new episodes dropping soon. #Sales #Podcast #AIinSales #Prospecting #SalesEnablement #SalesStrategy #SalesTraining

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The 3 Big Questions for Sales Success: Who, What, Why > Free sales training starts Nov 7th > Attendees also get a free hour of consulting #b2b #edtech #salesleadership #salestraining

Every AE is taught the importance of preparing good questions for discovery meetings. While this is important prep work, it is just as important to spend some time planning what you will teach the buyer. Do some research to find ways to mix some insights and context into the discovery questions to add value in the conversation and prevent the buyer from feeling like they're being interrogated. For instance, see if there's research conducted by your company that supports best practices for their use case. Note relevant customer stories of how others with similar challenges overcame them. Research trends and challenges in the buyer's industry. The goal is to leave the buyer feeling they received value by meeting with you even if they never purchase your offering. In practice, a way to add value while still asking a question is to add, "The reason I ask is..." and then share either a customer story or a relevant industry insight.

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EXPEDITE THE CALL REVIEW PROCESS In our latest blog, Gong AE extraordinaire Sam Levis shares how he uses Gong’s Ask Anything functionality to quickly: ✅ Get up to speed on previous buyer conversations ✅ Gather and log key conversation details ✅ Keep his manager and sales leadership in the loop on active deals Get Sam’s call review playbook 👀 https://lnkd.in/gKzca3Zs

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Does your sales team know what it takes for buyers to say yes? ✅ Many don’t -- and it’s costing them deals. 📉 Discover "Why Most Sales Teams Have No Idea What The Buying Criteria Are” and close the knowledge gap. Understand what drives buyers’ decision processes and have more effective sales conversations. https://lnkd.in/efRgtb5q

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We love when sales organizations have a strong operating cadence. Daily sales forecast reviews have become a mandate in most sales teams. Along with this most sales leaders are prioritizing deal reviews for large million $ deals and strategic accounts. But the problem we see in many sales organizations is in constructing a repeatable process around productive deal reviews. As an organization working with multiple customers around deal reviews, we believe that deal reviews when executed in the right manner can be a game changer for sales execution. The AE to the top management benefit from deal reviews. Want to understand the reality of deal reviews and how it can help your teams, click on the below link. https://lnkd.in/gxTEAV6r Venkataraman SubramanyanSripriyaa VenkataramanKumar SomayajiluRashmi GognaKrithiga BalasubramanianCh Srinivas Rao ( GLP NEU )Sugavanam Sundaresan https://lnkd.in/g754mkJT

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Territory design is crucial to setting up your sales team (and business!) for success. But with so many strategies to choose from, how do you decide on your approach? The folks over at RevOps Co-op get into the nitty gritty 👇 https://bit.ly/4cpl0sL #RevOps #Data #DataQuality

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It feels like I have had more and more conversations recently with sales leaders and AE’s who are evaluating whether to stay in a sales role or take new opportunities. Plus with funding harder to get it seems like a trend of more sales leaders being asked to take fractional/ “work for yourself” type consulting roles to help build, scale and sell for early stage companies. It brought me back to my podcast convo with 🏄‍♂️ Scott Leese. If you are considering any of the above I highly recommend listening, and following Scott for some impactful learned experience & insight. Scott shared with me his learned, earned, and burned" framework suggests three criteria for evaluating whether to stay in a role or seek new opportunities: - Learned: Have you reached a point where you have nothing left to learn and no one else to teach you in your current role? - Earned: Have you consistently maximized your compensation plan, indicating mastery in your position? - Burned: Have you experienced mistreatment, being passed over, or feeling unsafe in the workplace? What are the best strategies to evaluate staying or going in a sales role or deciding to go work for “yourself” full time?! #sales #leadership #career https://lnkd.in/e9rgfjaf

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What is the single largest predictive failure point in sales training? The answer: Too much emphasis on "the event." An event is finite, learning is not. Attempting to fit sales training into a single, one-size-fits-all sales training event doesn’t address each seller's individual needs. That’s why learning needs to be personalized. In our latest brief, we show how to create personalized learning journeys to change behavior in the field for results that last. We show: 1️⃣ How new behaviors form 2️⃣ How leaders can enable new behaviors 3️⃣ How to create ongoing skill development Learn more by downloading our brief, "Creating Personalized Learning Journeys to Change Behavior in the Field," linked in the comments below 👇 #RichardsonSalesPerformance #Richardson #salestraining #personalizedtraining #personalizedlearning #adaptivelearning #sellingskills

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What is the single largest predictive failure point in sales training? The answer: Too much emphasis on "the event." An event is finite, learning is not. Attempting to fit sales training into a single, one-size-fits-all sales training event doesn’t address each seller's individual needs. That’s why learning needs to be personalized. In our latest brief, we show how to create personalized learning journeys to change behavior in the field for results that last. Learn how you can make this happen in your organization by downloading our brief, "Creating Personalized Learning Journeys to Change Behavior in the Field," linked in the comments below 👇 #RichardsonSalesPerformance #Richardson #salestraining #personalizedtraining #personalizedlearning #adaptivelearning #sellingskills

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How are you effectively managing your time? Are you leveraging automation to get you from A - Z faster? #revops

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❌ No, the SDR role isn’t going away. ❌ While SDRs and AEs are here to stay, their roles are shifting in response to evolving buyer demographics and changing preferences. At LeadIQ, we’re helping SaaS sales and GTM teams stay ahead of the curve and learn how to thrive in today’s evolving sales landscape. Deep dive into the webinar: “The evolving role of AEs and SDRs in building sales pipeline” for tips and tricks on how to best utilize the AE and SDR relationship for Q4 and into 2025 🤝 Thank you to our webinar panelists: Jessica Nelson, Global Vice President of Sales at Stream Sam Lau, Senior Director of Global GTM Enablement at Anomali Ronald Halbert, Global SVP of Sales Development, Sales Enablement, SMB Sales at Sirion Watch now 🎥: https://lnkd.in/gx7dMRuK volving-role-of-aes-and-sdrs-in-building-sales-pipeline #sales #salestips #SDR #AE #leadiq

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Most sellers and organizations aren't doing everything they can to maximize value from their strategic accounts. What's missing? Research suggests four things: ▪️Right team and right skills ▪️Process discipline ▪️Strong account plans ▪️Accountability In this article, learn how you can put an effective process in place to grow your accounts, drive value, and excel at the core competencies of strategic account management. https://hubs.li/Q02_YH2B0

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"“If I had six hours to chop down a tree, I would spend the first four hours sharpening the axe.” - Abraham Lincoln 🪓 At Presales Leader, we believe demos are won in discovery. Proper preparation isn’t just a box to check—it’s the foundation for impactful ISV and ERP demonstrations. Discovery calls let us uncover the client’s challenges, align with their needs, and establish trust. Want to explore how discovery drives success in ISV vs. ERP demos? Read the full blog by Thomas Fitzpatrick in the comments! 👇 #Presales #DemoBestPractices #ERP #ISV"

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This slide is filling up fast as #MSPartners sign up by the minute for Ultimate Partner LIVE '24 in Dallas, TX, on October 22 and 23rd. Why? 1️⃣ High-Impact Thought Leadership Noted speakers include Sandy Gupta, Global VP for ISV, Stephen Boyle, GM Partner Development for GSIs, Erwin Visser, GM for SMC Partners, and more! 2️⃣ Focused on YOU as a Microsoft Partner. An agenda packed with partner-focused sessions. You’ll walk away with practical, partner-focused strategies that you can implement immediately. 3️⃣ Exclusive, Executive-Level Networking - deep, meaningful connections with leading Microsoft Partners and VP/GM Microsoft leaders from ISV, GSI, and CSP. It's about business acceleration they see at Ultimate Partner events. 4️⃣ Actionable Insights for Business Impact - the HOW you do it as a partner. How to win in this ecosystem—with practical, actionable insights on go-to-market strategies, co-selling, and unlocking new growth opportunities. 5️⃣ The Ultimate Partner Difference - the most important leaders, industry experts, and the Ultimate Partner Workshops a MASTERCLASS in two days. ⚠ Still a couple of days to get your free GOLDEN TICKET 🎫 by tagging people to our posts. Register today https://lnkd.in/egWpnT3t

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Presales IS in the business of deal gen and pipe qualification. If you're producing things that go on the website like a demo - tie that to a marketing campaign! "...and dang it - go get some KPI credit for it!"   Didn't catch our last episode of Presales in a Pod? 🎙️ Listen in, and catch up before the next one drops: https://lnkd.in/eEDUgqqA #Presales #SolutionsEngineering

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