Jim Haigh

🌟 Chart your path to success in 2025 with the Professional Services Benchmark Maturity™ Report from Service Performance Insight. 👉 https://gag.gl/Wk5m6Q Discover best practices, compare your performance and set your course for growth this year. #ProfessionalServices #ManagementConsulting #DeltekProjectNation

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CIOs are under pressure to implement AI into their enterprise, but taking the right steps can be daunting. In this first episode of the new CIO Corner video series, Salesforce CIO Juan Perez talks to Salesforce SVP Casey Coleman about the lessons she learned about AI use cases during her time as the CIO of the U.S. General Services Administration and the questions businesses should ask before integrating new AI tools. Watch.

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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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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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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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A collaborative offering from Salesforce and RafterOne | An IPG Company, the Digital Audit is designed to help you achieve your goals by providing an in-depth review of your digital infrastructure. This evaluation is tailored to identify areas for improvement, enhance functionality, and ultimately increase revenue and performance. Make sure you’re getting the most out of your Salesforce investment. #salesforce #RafterOne #DigitalMarketing #CommerceCloud

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It’s easier to see the breadth of a trend in the market than the depth, but it’s the deep trends that leave markets permanently transformed. 📈 Look at cloud sales partnerships. Every year, more & more B2B transactions happen through #cosell and cloud marketplaces. The lower friction and extra reach of the marketplaces are driving 70% YoY growth- we’re pacing for $45B in partner sales across the major cloud providers this year. A big portion of that growth is driven by broader adoption. ⏩ More companies are #listing their products and closing their first deals through the marketplace, and more companies are investing in tools like WorkSpan that list on marketplaces, #cosell and embed marketplace transactability into their CRMs to drive seller participation. That’s the "breadth" of the marketplace trend. ⏬ But we’ve also reached a point of maturity where growth is being driven by the "depth" of cloud marketplace adoption. Sophisticated cloud partners aren’t just using marketplace transactions to rescue stalled deals with pre-committed cloud budgets as a one off, they’re making the lower friction of cloud marketplaces a core part of their sales strategy & customer lifecycle. They’re creating dedicated partner overlay teams to drive effective co-selling motions at a global scale. They’re co-selling multiparty, services + software deals and closing them on the marketplace. They’re baking co-sell automation into their freemium / PLG product flows to automatically offer one-click upsell contracts through cloud marketplaces. A temporary surplus in cloud budgets might drive a market trend and a broad rush to participate in cloud marketplaces. But cloud marketplaces have unlocked much deeper ways to partner and powerful new ways of co-selling. ⚡ B2B selling now has Cloud GTM as a permanent pillar and it is never going to be the same!

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94% of B2B purchases are made amid organizational changes. The first step: Sales enablement leaders can equip sellers to understand and recognize different enterprise customer profiles. Learn how to create proper strategies for building buyer confidence. Gartner for Sales | #GartnerSales #B2B #Sales

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Sales and presales working in silos? That’s not just inefficient—it’s a surefire way to miss big opportunities. When these two teams collaborate seamlessly, magic does happen. A unified strategy creates a message that truly resonates with your prospects, moving deals faster through the pipeline. The numbers don’t lie: companies with aligned sales and presales teams experience shorter sales cycles and dramatically higher win rates. The fix? Regular syncs between your SEs and AMs. When everyone is pushing toward the same goal, winning stops being a solo mission and becomes a team effort. If you want to see real results, break down those silos and watch the deals roll in. 💥 Need strategies to align your sales and presales teams? Let’s start building your winning strategy together.

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In 2023, 61% of companies did not achieve their revenue targets. Clari surveyed 400+ revenue teams & professionals to find out why: - Hidden breakdowns in your ability to create, convert, and close new deals - Lack of visibility in forecasting capabilities - Bad, missing, and stale data AKA Revenue Leak. The good news: Revenue Leak doesn’t have to stay hidden. Now we’ve got insights, tools, and resources for you to spot and eliminate. Download the report to find out where you’re losing dollars and how to fix it: https://lnkd.in/gieZUZfb

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Success in anything doesn’t happen instantly. You can’t grow from amateur to pro without putting in time and effort. If you want to get better at your craft, continuous learning and practice are the keys to achieving that. For presales professionals like yourself, it’s about dedicating time regularly to sharpen your product knowledge and refine your discovery and demo skills. Your consistent effort will significantly improve not just your skills but also your confidence. Partner your commitment with the right methods and processes, and you’ll quickly reach your goals. Because when you invest in your growth, you’ll get to watch your success soar. 🏆

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I agree with Satya Nadella’s view that “SaaS is dead.” Like how my children intuitively interact with technology through touch or voice commands, the next generation will engage with an AI agent or singular platform instead of launching multiple separate applications and logging into countless tools. How archaic that process already feels! After listening to the podcast, my first thought was that very few organizations are prepared for this type of transformation. To enable AI agents to facilitate communication and collaboration across your technology ecosystem, you need a powerful central platform, robust identity and asset management, and strong data governance with access controls. These foundational elements must be in place well before introducing an AI agent. If you are an IT leader or technologist excited about the future Satya outlines, do you think your organization is ready?

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🌟 Unlock SMB Success with the Right Accounts! 🌟 Success in selling to SMBs often comes down to finding the right mix of "good fit" accounts to focus your attention on. We can make that critical step easier for your entire revenue org. Introducing the SMB 1000 for Spring 2024—your go-to guide for the most compelling SMB data sets. See why LeadGenius is the best source for identifying high-potential SMBs that can drive your growth. Curious to learn more? Simply reply "send me the list" and we give you unlimited access to the SMB 1000 today🚀 https://lnkd.in/g-ys7Bpq #SMBSuccess #LeadGenius #SMB1000 #DataDrivenSales #RevenueGrowth

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Introducing our two fully autonomous AI Sales Agents to the world. Einstein SDR Agent can autonomously engage with inbound prospects in natural language — answering questions, handling objections, and booking meetings for sellers — to nurture pipeline 24/7. And, with Einstein Sales Coach Agent, sales teams can strengthen their skills in discovery, pitching, or negotiation

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The IT landscape is evolving faster than ever. Join Travis Brittain on September 19th for an exclusive webinar to reveal the critical findings from the 2024 State of IT Report. This comprehensive study is based on feedback from over 1,000 IT professionals and provides an in-depth look at the trends shaping the industry. Stay ahead of the curve with data-driven insights that can help you make informed decisions for your IT operations for the remainder of the year!

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