Todd Caponi

From Mid-March, results are in-line with ~60% of the team meeting their quarterly target. Feeling under pressure this quarter? Don't make this mistake: https://bit.ly/49coeO3 #SalesQuota #SalesPerformance #SalesLeader

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Faced rejection from a potential client? Refine your questioning techniques to uncover deeper needs. Lost a deal due to misunderstood requirements? Invest more time in listening and validating your prospect's pain points. Struggling with stalled deals? Use the information gathered during discovery to tailor your solutions more precisely. Success in sales comes down to how well you know your customers and their needs. Discovery sessions can be challenging. But it can also be the strategic advantage you need to win more deals when done effectively. Embrace it, use it to align your sales process, and improve your overall approach. PS. You can find out more about how discovery is the leading indicator to winning your deals through our past webinar, Sales-Led Discovery with Peter Cohan, Graham Kelly, and me. Watch the recording through the link below. 👇 https://lnkd.in/gFqx8rnN

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don't care about decision makers. do care about skeptics. we will never get to a decision maker until we get through all the skeptics. if you wanna learn 17 more tactics like this, check out the post Salesforce created so we can all lift our game. if you want to know the specific question to use to figure out the skeptics, check it out in the comment below. https://lnkd.in/eifsEGEF

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If you understand and drive value for your buyers, your solution will become their priority. But how can you adopt a value-based selling approach that's meaningful for buyers? Learn how to rethink your approach in this article from RAIN Group: https://hubs.li/Q02L0fkT0 #SalesSkills #SalesSuccess #B2BSales

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Like any other sales training or enablement initiative, onboarding takes foresight and planning to do well. In this infographic, RAIN Group shares 11 best practices for creating an onboarding program that prepares new hires to sell effectively. https://hubs.li/Q02tbWCK0 #SalesManagement #SalesTraining #SalesEnablement

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How do you conduct your sales discovery calls? Effective discovery calls require a balance of listening and asking insightful questions. In this article from RAIN Group, we share how to lead compelling conversations with your buyers: https://hubs.li/Q02wxXVB0 #SalesTips #SalesSkills #SalesSuccess

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Frustrated dealing with inaccurate forecasts and missed quotas? Sandler's complimentary whitepaper can help! "How" can you streamline your sales process for today's buyers, identify high-potential customers with effective lead qualification, and equip your reps to close more deals? See below... Isn't it FINALLY time to elevate your sales team's performance? (Especially if they are already good? = Max ROI is always on A-players, FYI!) Free, no spam paper on how, here only: https://lnkd.in/g2U4YXBa #SalesManagement #SalesLeadership *Next, do something different for a “change”... Come "see" Sandler in action, Crash a live session via ZOOM or in-person as MY GUEST... We always have a blast! Info only link on that here: https://lnkd.in/g5xydwm #SalesSuccess #SalesManagement #vistage #ceo #leadership #sandler #salestraining #selling #prospecting #EarnMoreBusiness #leadership #businessdevelopment #coaching #ceoinsights #president #salesleadership #vp #vicepresident #owner #founder #salesmanager #salesmanagement #10xgrowth #leader #leadershipdevelopment #business #alignment #10x #training #motivation #motivator #motivational #bestpractices #podcast #salesandmarketing #strategy #sales #buyersjourney #closer #vistage #professional #artificialintelligence #ai #howtosucceed #ROI #technology #managerdevelopment #tech #tai #closer #virtualselling #digitaltransformation #challenges #frustrated #struggling #frustrating #closingsales #salestechnology #ai #SalesProcess #SalesForcast #increaserevenue #increasesales #margins #howtosell

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Enterprise selling is a whole different ballgame. It’s more complex, takes more time, and requires a different approach – but when done right, the payoff is huge. 📈 Ready to take on the challenge? Download “8 Unique Challenges In Enterprise Selling” to understand the complexities of selling to big businesses. Learn how to overcome common roadblocks with tried-and-tested strategies. Equip your team to succeed in the big leagues – get the white paper here 👉https://hubs.li/Q02YxPMC0 #Sandler #SalesSuccess

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Having been a Sales Manager before I know the amount of plates that you spin and the lack of time you have Other than going off my own intuition during 1-2-1's, I didn't know EXACTLY where I should be spending time and resources to support my team Because we all know that just looking at CRM data is only a piece of the puzzle.. So when you're looking at the end result e.g. closed won revenue, it's too late to impact it That number you see tells you the 'What' but not necessarily the 'Why' you didn't hit Quota. Understanding exactly WHY that number or outcome was impacted, is paramount in today's world of sales. To know the 'Why' Sales & Enablement leaders need to know the specific selling behaviours correlated to that performance data. So as a manager, you can identify the biggest gaps that impact performance, and know EXACTLY where to focus your coaching efforts. Imagine if you could: ✅Prioritise selling Behaviours that are most impactful to success ✅Personalise skill development based on the above insights ✅Prove the link between efforts and outcomes!! The Accelerate Sales Performance System has got your ‘Why’ covered! Link in the comments to learn more👇🏻 #sales #salesmanagement #salesenablement #salescoaching #salestraining Richardson Sales Performance

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At 4 PM ET, Ian Richardson will be sharing on the impact of effective #sales #objectionhandling and #salesdiscovery for #MSP businesses at The ChannelPro Network #ChannelProLive in Charlotte, NC! Learn: How to handle the 5 objections you'll get in the #prospecting funnel including "we don't take sales calls" How to handle the 2 objections you'll get at the closing table - including "you're too expensive" How not to get #ghosted by prospects after your #proposalmeetings Why Fox & Crow Group believes that the whole world needs technology entrepreneurs to start being passionate evangelists instead of passive order takers. If you're in Charlotte today, don't miss Ian's keynote!

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Sales training isn't just a "nice to have"—it's a strategic investment with measurable impact on both performance and revenue. An article authored by Brendan Connaughton at Qwilr reveals just how powerful effective sales training can be: companies that prioritize comprehensive sales development programs report an average ROI of 353% and are 57% more effective than their peers. Here’s what stood out to me: =>Enhanced Sales Effectiveness: When reps have a structured training program, they’re more equipped to close deals and create lasting customer relationships. As a result, sales teams that invest in regular, targeted training consistently outperform their competitors. =>Higher Employee Retention: The study shows that effective training doesn’t just improve numbers—it boosts job satisfaction, too. When reps feel confident in their skills and supported in their roles, they’re more likely to stay, reducing costly turnover and creating a more stable, seasoned sales force. =>Direct Impact on Revenue: Teams that undergo effective training see a tangible difference in revenue generation. The skills they build allow them to spot opportunities faster, respond to customer needs with precision, and engage in higher-quality conversations. It’s an investment that fuels sustainable growth and positions the team as true partners to their clients. As the data suggests, companies that prioritize structured, ongoing sales training don't just build better sales reps—they build a resilient, adaptable, and motivated sales team. For organizations focused on long-term growth, this approach is a clear path to measurable impact. Explore the full study here to see how sales training could be a game-changer for your team: #SalesTraining #BusinessImpact #SalesSuccess #EmployeeEngagement #RevenueGrowth #ROI https://lnkd.in/eaEfVzz2

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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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🏆 Trophy for Trying goes to vendor #csuite testing trend of VIDEO, because it actually works…when you do it right, here are #RevOps tips for #outbound #b2b sales: 📲LinkedIn says 57% of all engagement happens on mobile 📹 Vidyard reports #sales reps including video in OB earn +60% increased engagement Salesloft stats show that OB email campaigns with video boost opens +16%, +26% reply rate, 4X + click-thru rate. BUT what makes a winning 🥇 video? Hint It’s harder than you think! ⚡️There is no box, be unique 💰Time and bandwidth are money, so make it: -short, concise, compelling, storytelling, illustrate your product’s & services, mobile friendly, captioned, PROFESSIONAL, no barking dogs/sirens, shareable, funny, timely- oh yes, and make the first 6 seconds count. And the Oscar goes to…lol, but seriously making a video that actually helps requires a professional- #marketing is your BFF in #videooutbound Just because we can easily make video content ourselves, doesn’t mean we SHOULD, so make it count & professional. Hunter help is Brook Tyrer Jacobson & BrookSellsAll ⚡️💰🥇

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Too many sellers approach conversations with preplanned pitches instead of listening to what buyers need. Ask incisive questions and uncover the whole spectrum of buyer needs with the resources in this complimentary toolkit from RAIN Group. https://hubs.li/Q02y98L30 #SalesTips #SalesSkills #SalesSuccess

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Your sales enablement initiatives should be designed to innovate and enact change. With the discipline of change management, enablement can transform the way your organization sells. Get tips for driving your enablement strategy in this article: https://hubs.li/Q02KCtZr0 #SalesEnablement #SalesTraining #B2BSales RAIN Group

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Good planning is key to sales enablement success. Download resources to plan training and enablement initiatives that meet organizational goals and result in long-term seller improvement: https://hubs.li/Q02-r6310 #SalesTraining #SalesEnablement #SalesStrategy

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🚨 Salespeople, here's a stat to make you rethink your approach: 75% of B2B buyers DON'T want to talk to you. Surprised? 😲 Don’t worry, there’s a way to flip the script. It’s all about 3 magic words that can change your sales game forever. (Hint: It’s NOT "Always Be Closing.") 💡 Curious what they are? Dive into this insightful article from best-selling author and FranklinCovey sales leader Randy Illig: The 3 Words Every Salesperson Needs to Understand https://lnkd.in/d6uwkZ-u 🚀 Time to level up your sales strategy. #SalesRevolution #GameChanger #MustRead #SalesTips #ExecutiveInsights

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Success in strategic account management means stronger revenue, margin, and satisfaction growth. That said, not every organization has the systems in place to drive effective strategic account management. In this article from RAIN Group, we share where to focus to grow accounts and maximize value: https://hubs.li/Q02-pfMq0 #B2BSales #SalesResearch #SalesSkills

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