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PinkPiano Inc | Manufacturers - Let’s create the best sales and marketing plan
Tired of the one-size-fits-all approach? 🤷♂️ Hey, ABM leaders! It's time to get crafty with your marketing strategies! 🎨 Tailoring an ABM strategy to your unique needs and those high-value accounts is like fitting a bespoke suit – it just feels right. 👌 At PinkPiano Inc, we've been in the B2B marketing game for over 25 years, and we know that a personalized ABM strategy can really make a difference in hitting those targets. 🎯 Ready to suit up? Text Us! Let's make your marketing strategy fit like a glove! 📲 #ABMStrategy #PersonalizedMarketing #B2BSuccess
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Michael Jay Gruenstein MBA
Enterprise Salespeople - just a friendly push (from someone who isn't impacted by your results but wants you to kick ass) May & June - time to fine-tune 😎 If, on average, you have a 6 + month sales cycle - hopefully you rested up this long weekend.... It's GO time! Any Discovery Calls booked inside what's left of May & the month of June have a shot to close by Calendar Year End. Factor in some down time in July & August & December. This is when you want to: 🚀 review and own the heck out of next steps with ops inside your CRM 🚀work with marketing to provide timely and intelligent collateral for each stage gate of your ops 🚀ensure that decision makers are identified and introduced 🚀hammer away with your sales leader/founder the key accounts and get support 🚀build plans with your champions to get these deals to their natural close 🚀understand how market forces/head winds/corporate budgets etc might create a sense of urgency for prospects Good Luck & Go CRUSH Your Quotas - like only you can!!! AND make sure you have some personal activities for growth inside your daily calendar!!! That part is always non-negotiable!! If I can help - happy too! startupsalesgrowth.ca #sales #saas #saassales #founders #startups #startupsales #proptech #realestate #enterprisesales #ae #bdr #salesteams #salesculture #salesprocess #salescycle #salesstrategies #salestips #quotas #salesquotas #revenue #salesleadership #salespeople #worklifebalance #marketing #salesandmarketing #mentalhealth #salesprospecting #crm #nextsteps #coaching #b2b
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Growth Molecules™
Did you know that up to 70% of your customers will churn within the first 100 days? 💥 In partnership with Gainsight, SABINA M. PONS, MA shares an article that highlights the critical need of mapping out a digital journey to target and tackle churn from before it is even a question. This great read "Digital Strategies to Help You Activate Your Customers" shares insights on how to map critical moments of truth during implementation and onboarding through correspondence of digital-led approaches, including who should be involved and what should be measured. Read more ⬇️ ⬇️ ⬇️
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Jeff Kushmerek
I did an informal poll on CSM vs Sales commission splits. I was pleasantly shocked to see that over 95% of companies do not have Sales take a commission on renewals unless it’s a particularly challenging one; the AE is there to help with it as a “bounty renewal”. in this case, the AE gets a % but is not taken from the CSM. Other interesting data points: "Commission on upsells and renewal made up 30% of the total compensation package. However, the exact commission % was determined by dividing the 30% by $$$ into the total ARR managed by the CSM." What metrics should this be based on? Most followed this model to Typically, companies that are earlier in their CS maturity will base this off a few leading indicators (adoption milestones, EBRs, etc.), and then move to comping on lagging indicators (retention, expansion, NRR, etc.) once their leading indicator activities have been proven. The following are examples of metrics you can use, not an exhaustive list: Leading: QBRs and/or EBRs (attained vs scheduled) Product adoption milestones (product dependent) Lagging: Net Revenue Retention (NRR) - this is likely the most common Retention Expansion Advocacy (hard to make this scale across large teams and mixed portfolios - this is better as a SPIFF or annual metric to Bonus on) From there, you can determine the weight of each metric on the bonus. I'll give an example using a bonus that is achieved by a renewal retention goal and an NRR goal. Criteria for 100% Bonus Attainment: 90% Renewal Retention (50% weight) 125% Net Revenue Retention (50% weight) "This keeps it pretty simple with two priorities. Retain and Expand Revenue. The Retention goal being assessed separately ensures CSMs don't have significant churn masked by massive upsells. In this example, if a CSM had 85% Retention and 115% NRR, they'd end up at 93.22% to goal for their overall commission/variable comp."
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Dan Smaida
Revenue Enablement = Prospecting Enablement If you are in rev ops, and you’re not laser focused on helping sales people, prospect, one of the three things is happening: 🔘 you are in a business were prospecting is not important 🔘 you have too much pipeline already 🔘 you are distracted from possibly the most important part of revenue enablement- enabling sellers to drive new revenue If it’s one of the first two bullets, never mind. If it’s the third, that was a great time to refocus efforts on enabling pipeline development. I’ll be running some free webinars soon on prospecting best practices. They are ideal for both sales leaders and revenue enablement leaders. Stay tuned. #Prospecting #prospectingaccelerator #revenueenablement
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2Win!
Looking for a way to soar above the competition in client engagements? 🤔 Learn how to make storytelling your SaaS sales superpower. Our latest blog discusses how to use storytelling to capture attention, deepen client connections, get buy-ins from key audience members, and bring more value to every client interaction. ✨ Signature 2Win Storytelling Strengths ✨ -Define the "Big Idea" by combining the organizational objectives with compelling story themes -Build Professional empath and gain client trust -Frame problems and position product features are solutions Read more on our blog! https://lnkd.in/gMP63aeE #storytellingtraining #businessstorytelling #publicworkshop #presales #sales #clientsuccess
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Milka Randjelović
A question for Sales Leaders re: quotas - A friend in Medical sales just got their quota...halfway through May (almost halfway through the year). As a territory manager they hustled in 2023 and achieved 111% to quota. They were #4 in Canada and #1 in Ontario. Great, right? Wrong... As a reward, they were gifted with a 12% increase in quota not from previous year's quota, but from previous year's achievement, and to me this just doesn't make sense. 👉 This type of quota calculation rewards those who achieved 90% (or even lower ) 👉 Demotivates those high achievers - They used their relationships to get orders in before quarter/year end and those doctors won't be needing those products perhaps for 18 months 👉 Promotes #quietquitting - doing the minimum requirements of one's job and putting in no more time, effort, or enthusiasm than absolutely necessary 👉 Promotes mediocrity - the more I sell the more will be expected of me next year My friend is understandably demotivated. They are the first ones to help with any events, often being away from home on a weekly basis to help other colleagues with their events/sales. They no longer want to put in any extra work and are questioning the company and whether it may be time to leave. I would love to hear from Sales Leaders out there as to how you calculate quotas, what systems/products you use, and how you deal with employees who have questions.
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2 Comments -
Adam Ince
B2B buyers are 57% - 70% through their buying research before contacting sales. For renewal teams that means if your first contact with the buyer is 90 days out, they may already have made a decision, and likely have had competitors in their ear as they sift through research. To run a best-in-class renewal and expansion program, you need to get in front of buyers earlier, and you need to understand what they are researching to influence their decisions so that you can position yourself accordingly.
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Ashye Marcus
What I found interesting this week. *️⃣ Shopify is a 20-yr-old business that continues to innovate. Management’s long-term mindset and “growth on top, growth on bottom, and invest for the future” operating framework is key. ◾️They had a top & bottom line Q1 beat, but moderated growth expectations in Q2 (growth is still pitched in high teens). Q1 was $2B in revenue, $60B in GMV (+23% vs. LY), and $200M+ in FCF ◾️Stock was punished. I am bullish on their growth pillars (enterprise, international, and more) and noticed the addition of “less discretionary” brands (Staples, FIGS). 👜Coach parent Tapestry had a better than expected Q3, but reset guidance for the year. Revenue was $1.5B (flat in constant currency and -2% vs. LY). Op margin increased to 16% vs. 15%. ◾️Their customer engagement is stood out, acquiring ~1.2M new customers in North America (half were Gen Z and Millennials). I’m noticing more Coach on Gen Z (for those not wearing a lululemon crossbody). 🖥️ Reddit, Inc. delivered strong revenue growth (+48%) and improved profitability. They are tiny in the social space, but growing their ad business and making content licensing deals with AI-focused companies (i.e. $60M deal w/Google). 🛒Whole Foods has been reducing prices on its 365 Brand & increasing promotions. I noticed most the fruit I selected had savings (great for the consumer)! 👞Ferragamo’s Q1 sales were -17%. Trend is consistent with what we’re seeing in luxury (excl. the ultra wealthy). 👓 Warby Parker had a better than expected Q1 ($200M in revenue), EBITDA improvement ($22M vs. $18M LY), and raised guidance. Avg rev per customer was up +10%. ◾️They have 245 locations and will be opening 40 stores in 2024. Smart Moves: ⭐️ Dynamic duo, Christine Hunsicker and Brendan Hoffman formed P180, a financing and operating company. They will invest in or acquire brands & retailers that stand to benefit from CaaStle’s business-to-business rental technology. ◾️ Elyse Walker is the first investment. As a rental enthusiast, I’m ecstatic. It’s a beautiful luxury rental assortment! ♥️ https://lnkd.in/gMpYkiEj ⭐️ Reebok is letting users upload their favorite photo for a real-time chat w/an AI bot that will craft a custom shoe inspired by the picture submission’s color scheme & style, with the original photo. The virtual footwear can be edited, shared, and purchased as files that are interoperable w/Fortnite and Roblox. ⭐️ Glossier, Inc. is expanding European distribution via Space NK stores in UK & Ireland. I expect more announcements here. 🔶 Macro: Consumer sentiment declined in May. Travel & hospitality data indicates the U.S. consumer is still spending on experiences. High prices are squeezing consumers with lower incomes, and putting pressure on everyday purchases. Earnings next week: big players (Walmart, The Home Depot, Alibaba Group) & brands (Under Armour, Amer Sports, On Holdings). #futureofretail #retail #ecommerce #brands #tech #innovation #businessnews
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2 Comments -
Matthew Volm
hey RevOps - if you're a high-velocity SMB shop selling a large number of small deals, how should you grant quota credit to AEs? 🤔 Signature date? Payment date? Contract effective date? Like most things in RevOps, simple questions like this do not have simple answers. This question was posted in the RevOps Co-op Slack group recently and the community provided some 🔥 feedback like: 📍 Signature date seems to be the most popular choice, but always with a big caveat 📍 That caveat relates to the amount of churn or turnover when it comes to signed deals that don't pay - if the AEs are closing crumby customers that don't pay, then you want to use payment date instead 📍 If you have deals that get signed far in advance of the contract effective date / subscription start date, this adds additional risk to revenue - so may want to consider using the contract effective date instead 📍 Some folks do a mix; for example, 50% at signature, and 50% at payment (or some other metric, like 6 months after deal signature) 📍 In all cases, you want to make sure the structure is set up to drive the behavior you want to encourage without a huge delay between the work done and incentive provided Anything else you'd add to this list? #revops #revenueoperations #salesops #salesoperations #compensation #incentivemanagement
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3 Comments -
Dan D’Amato
In your cold call focus on not telling your prospect what your software is or does but instead tell them about the demographic of customers that buy from you. For example, “we sell a blank blank software that does blank blank.” This isn’t good. “We work with blank companies that have trouble either with blank or blank and I wanted to figure out if you are satisfied with how you handle those challenges today?” Then you can follow up with asking what they do to solve it. #sales
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2 Comments -
Tyler McIntosh
Let's talk ICP. This week I have spoken with 3 clients about it, and it was a topic of conversation with a couple folks at a recent GTMfund dinner in Toronto. The common thread is that most Sales orgs are not getting deep enough with their understanding of the market that they sell into. "𝐖𝐡𝐚𝐭 𝐢𝐬 𝐲𝐨𝐮𝐫 𝐈𝐂𝐏?" Typical response: n# of employees, X industries, Y titles. Great data points, and helpful context when building lists. But there is no context here, no 'why', no triggers/signals/insert other buzzword that allows to actually know when our prospects need a solution. At the end of the day, we as sellers are solving specific problems with our products, and we are looking for organizations and contacts that are currently experiencing that exact problem. Company size, roles, and industries rarely paint that whole picture. So where do we start? When building out your ICP approach it's important to start at the top of the funnel, and work your way down. (Told you - big funnel guy) 𝐖𝐡𝐚𝐭 𝐭𝐲𝐩𝐞𝐬 𝐨𝐟 𝐜𝐨𝐦𝐩𝐚𝐧𝐢𝐞𝐬 𝐮𝐬𝐞 𝐮𝐬? 𝐖𝐡𝐲? Answer this by talking to customers, combing through existing customer reports, learning from churned orgs., and looking at the companies that came inbound to you. 𝐖𝐡𝐚𝐭 𝐞𝐱𝐭𝐞𝐫𝐧𝐚𝐥 𝐭𝐫𝐢𝐠𝐠𝐞𝐫𝐬 𝐜𝐚𝐧 𝐲𝐨𝐮 𝐬𝐞𝐞 𝐭𝐡𝐚𝐭 𝐥𝐞𝐭 𝐲𝐨𝐮 𝐤𝐧𝐨𝐰 𝐰𝐡𝐞𝐧 𝐭𝐡𝐚𝐭 ^ 𝐭𝐡𝐢𝐧𝐠 𝐢𝐬 𝐡𝐚𝐩𝐩𝐞𝐧𝐢𝐧𝐠 𝐨𝐫 𝐚𝐛𝐨𝐮𝐭 𝐭𝐨 𝐡𝐚𝐩𝐩𝐞𝐧? Raises, new hires, growth stages, public documents, social posts, changes in industry regulations are all examples of this. 𝐖𝐡𝐲 𝐝𝐨𝐞𝐬 𝐭𝐡𝐢𝐬 𝐭𝐡𝐢𝐧𝐠 𝐦𝐞𝐚𝐧 𝐭𝐡𝐚𝐭 𝐭𝐡𝐞𝐲 𝐚𝐫𝐞 𝐞𝐱𝐩𝐞𝐫𝐢𝐞𝐧𝐜𝐢𝐧𝐠 𝐭𝐡𝐞 𝐩𝐫𝐨𝐛𝐥𝐞𝐦 𝐭𝐡𝐚𝐭 𝐲𝐨𝐮 𝐬𝐨𝐥𝐯𝐞? If you cannot connect the dots here, you are likely coming across as far too generic in your messaging. The classic "why you, why you now" approach. 𝐖𝐡𝐨 𝐢𝐧 𝐭𝐡𝐨𝐬𝐞 𝐜𝐨𝐦𝐩𝐚𝐧𝐢𝐞𝐬 𝐛𝐮𝐲, 𝐜𝐡𝐚𝐦𝐩𝐢𝐨𝐧, 𝐚𝐧𝐝 𝐡𝐚𝐯𝐞 𝐚𝐧 𝐢𝐦𝐩𝐚𝐜𝐭 𝐨𝐧 𝐭𝐡𝐞 𝐩𝐮𝐫𝐜𝐡𝐚𝐬𝐞? 𝐖𝐡𝐲? Go back to the data, follow deals, talk to customers. Go through these questions and your prospecting will become much more targeted, which will lead to increased email and call metrics, and will likely book you a bunch more deals. Think about how many "no's" or no responses are the result of you reaching out to people who simply don't care. You can eliminate so many of those by paying more attention to your true ICP. How does your prospecting look today? Is your current iteration of ICP helping or hurting it?
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8 Comments -
Domestique
Why go fractional? In today's “do more with less” environment, RevOps has become an integral part of aligning sales, marketing, and customer success teams to streamline processes and maximize revenue growth. However, many organizations struggle with the cost and complexity of hiring and maintaining a full-fledged RevOps team. This is where the concept of fractional RevOps steps in. Fractional RevOps offers businesses a flexible and cost-effective solution to access high-caliber expertise without the full-time commitment. 1. Cost Efficiency One of the most significant advantages of fractional RevOps is cost efficiency. Hiring a full-time RevOps team, which typically consists of professionals with expertise in sales operations, marketing operations, data analysis, and customer success, can strain a company's profit and loss statements. With fractional RevOps, businesses only pay for the specific services they need, making it a budget-friendly option for companies of all sizes. This allows you to tap into the necessary expertise without the overhead of full-time salaries and benefits. 2. Access to Diverse Skill Sets RevOps is a multifaceted discipline that requires expertise in various fields, such as marketing operations, sales enablement, data analysis, and process optimization. By engaging with a fractional RevOps agency, companies gain access to a team of professionals with specialized skills. This allows businesses to leverage diverse competencies for each aspect of their revenue operations strategy, resulting in a holistic approach that drives results across departments. 3. Scalability and Flexibility Businesses, especially startups and mid-sized companies, experience fluctuations in their needs. A fractional RevOps solution offers flexibility in scaling the level of support as your business grows or as specific projects arise. Whether you need more focus on marketing operations for a product launch or require data analysis expertise to streamline your sales funnel, fractional RevOps can adjust to meet your dynamic requirements. 4. Strategic Guidance Beyond operational support, fractional RevOps experts bring a strategic perspective to your organization. They understand the broader business landscape and can offer insights that align RevOps initiatives with your overall corporate strategy. This strategic guidance helps identify opportunities for revenue growth, streamline processes, and eliminate silos, ultimately enhancing your company's ability to achieve its goals. 5. Accelerated Time to Value Because fractional RevOps professionals are seasoned experts, they can quickly understand your business needs and implement solutions that drive immediate results. This accelerated time to value is critical in today's competitive environment, where delays in revenue generation can significantly impact your business. https://lnkd.in/gvwy9cTM
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Phillip Swan
The Rise of Social Selling Demands a New Breed of B2B Sales Professional 🌟 As social selling goes mainstream, a different type of B2B sales rep is emerging. The skills that defined sales success in the past - cold calling, canned pitches, hardball closing - need to be more relevant. Reps who thrive in the social selling era are masters of active listening, empathy, and enablement. They build personal brands around helping rather than pitching. These modern sellers are attuned to the buyer's journey and adept at creating value at every touchpoint. Part marketer, consultant, and influencer represent the future of B2B sales. This is a motivating vision for reps looking to level up their skills and mindset to stay ahead of the curve. The rise of social selling is upon us. Will you adapt and thrive - or fall behind? The choice is yours. But the sales landscape is evolving rapidly. Don't get left in the dust. #B2Bsales #socialselling #salesenablement #salesmastery #buyerjourney #thoughtleadership #personalbranding #empathy #modernmarketing #gotomarketstrategy #gotomarket → Join my community and subscribe to my GTM Edge newsletter here: https://lnkd.in/gzNvJdmP (sources: https://lnkd.in/gMkgq9AZ, https://lnkd.in/gaurRdNH)
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1 Comment -
Sarah Kamp
I was lucky enough to catch Udi Ledergor 🏳🌈's post offering 30 minutes to chat with marketers, and man, am I glad I did! As someone who used Gong as a sales rep back in the day (felt like an appropriate time to throw in that phrase 😂 ), I was super curious about how it could be a game-changer for us marketers. Udi, Gong's awesome former CMO and current Chief Evangelist, dropped some amazing tips and tricks: 1️⃣ Nailing New Sales Messaging: You can literally use Gong to help see how new messaging is being picked up and fine-tuned in real time. (No more waiting on Sales to get back to you with feedback) 2️⃣ Event Impact Magic: With Gong, we can actually measure how our events hit the mark and what really clicks with our audience. Game-changer! 3️⃣ Prospect Pain Points: Gong lets us dive into conversations to understand how our prospects talk about their challenges. This means we can tweak our messaging to hit all the right notes. This conversation was a total game-changer for me (and Gong the recording was sent to the rest of my marketing team, so them too!). Big thanks to Udi and the Gong team for being so innovative and supportive! I can't wait to put these insights to work. #Marketing #SalesEnablement #Gong
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2 Comments -
Mike Davis, CAS
Halfway There: Revamp Your Sales Pipeline for 2024 and Beyond. June, and H1, may be in the rearview mirror, but for sales teams, the year is far from over. It's time to take stock of your first half performance and not just shift focus to the remaining months, but strategically build your pipeline for 2025, especially if your sales cycles are longer. Here's why: Analyze First Half Trends: Look at what worked and what didn't. Were there specific lead sources that yielded better results? Did certain product features resonate more with customers? Understanding these trends will inform your approach in the second half. Refine Your Pipeline: Evaluate the health of your current pipeline. Are there deals stuck that need a nudge? Are there promising leads that haven't been nurtured enough? Revamp your pipeline to prioritize high-potential opportunities. Start Building for 2025: For companies with lengthy sales cycles, a six-month window might not be enough.Identify potential long-term clients now and initiate conversations. Plant the seeds early to reap the benefits next year. Action Steps: Revisit Sales Goals: Are your initial targets still realistic? Adjust them based on first-half performance and market conditions. Double Down on What's Working: Replicate successful strategies and tactics from the first half. Invest in Long-Term Relationships: Start nurturing leads for future sales cycles, building trust and brand awareness. By taking a proactive approach, you can ensure a strong finish to 2024 and set the stage for a prosperous 2025.Remember, a well-stocked pipeline today is the foundation for a successful tomorrow.
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1 Comment -
Arrows
Steal this HubSpot report to surface at-risk deals in the final stages of your sales pipeline 👀 Having a system to surface deals where missing discovery could kill the deal (and your forecast) to an AE or sales manager is critical AND now possible to automate using qualification data from Grain meeting recordings. This is just a sneak peek at the tactical content you can expect to see at The Happy Customers Festival 🎪 on June 4th. Register for the free, virtual event at: https://lnkd.in/dSwmXVeN Here’s how it works: 1. Create a custom HubSpot report and select Deals as the primary data source. 2. Setup the report using the Pie chart type then add properties for: → Break down by: Deal Owner → Values: Count of Deals 3. Add deal property fields: → via HubSpot (Deal Name, Deal Owner, Close Date - Daily) → via Grain (Competition, Stakeholders, Customer Needs, Customer Budget, Next Step) 4. Add Custom Filter Rules to include only deals beyond where we expect discovery to be completed in our sales pipeline and where our Deal Qualification Properties being synced from Grain call recordings do not have a value. Use parentheses to create 2 filter groups: Group 1: Deal Pipeline is any of “Sales Pipeline” AND Deals Deal Stage is any of “Agreement Sent” or “Evaluation” AND Group 2: Deals Stakeholders is known OR Deals Customer Needs OR Deals Next Steps OR Deals Customer Budget OR Deals Competition. 5. Add the report to your Sales dashboard to review regularly. Stay tuned for more from other top app partners and join us on June 4th to learn more about leveraging HubSpot to its fullest potential.
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Eric Gilpin
Attention GTM Leaders: We know it's hard out there and one big brightspot is that your current customers can help you win more now than ever! In the 2024 edition of our G2 Buyer Behavior Report we continue to see software buyers' preference for self-serve channels at ALL stages of the purchasing journey. We also found that public product review websites are the #1 consulted information source, according to 31% of buyers when planning to purchase goods or services for their company. This is up from 23% in 2023, 18% in 2022, and 13% in 2021. Independent peer forums and communities followed closely behind. The takeaway for Sellers: Trust is more important than ever. Tap into your customers’ voices to share their feedback on your behalf. We must meet buyers where they are, arming them with helpful resources they can review on their own to arrive at a decision. Contrary to all the noise on this topic, sales teams still have a huge role to play as only 3% of the 1,900+ respondents surveyed said they never want to talk with sales. But the pressure is on to stand out in a competitive market -- engaging at the right time with the right message, knowing when buyers are in-market for your solutions. Download the #G2BuyerBehaviorReport today for more findings: https://bit.ly/3Vlovt0
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Ryan Wilson
Oakville, ON -
Ryan Wilson
Canada -
Ryan Wilson
Kitchener, ON
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