Valeria Kokina

📣 New Content Alert! 📚 Explore new insights in the latest blog posts and videos crafted by the expert team at Vendavo. Whether you're a pricing expert or seeking inspiration, we've got you covered! 🔹 Press Release: Vendavo Selected by Väderstad for Profitable, Scalable Pricing - https://lnkd.in/gQy3gCnw 🔹 Quote Automation: Using CPQ Technology to Improve Sales by Mitchell Lee - https://lnkd.in/g8JFvXWv 🔹 What is Discount Management? by Mitchell Lee - https://lnkd.in/gz6Qnkch 🔹 How to Build a Sales CPQ Process by Mitchell Lee - https://lnkd.in/gmXJcCBG 🔹 How Price Changes Impact Your Stakeholders by Daniel Cakora - https://lnkd.in/g6pfWqmM #vendavo #weekendreading #revenueoptimization #businessgrowth

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Struggling with B2B growth? Avoid these five critical GTM mistakes. Thanks to Vladimir Blagojević for these valuable insights! 1. Growth at all costs Relying on more SDRs, tools, and budget can lead to buyer fatigue and higher acquisition costs. 2. Not selling the way B2B buyers buy  High-value buyers prefer trusted recommendations over generic outreach. 86% shortlist known products. 3. Focus on acquisition  Retention drives growth in SaaS. Acquisition-focused growth often plateaus. 4. Siloed sales and marketing Joint sales and marketing programs targeting the same accounts are essential for 2024. 5. Siloed marketing functions Integrated marketing efforts prevent vanity metrics and drive real revenue. B2B has evolved. Adapt your marketing and sales strategies to thrive in the new landscape. #B2BMarketing #SalesStrategy #GTM #SaaS 

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👉 Sales in 2024 is not getting any easy! We have talked to several sales leaders in the last 6 months and here are common themes in B2B segment: 1) Pipeline creation is getting harder day by day. ICP assumptions an year ago are no longer valid. 2) Outbound is becoming very challenging. Delivery rates and Open rates are plummeting. 3) Inbound seems to be a mirage. Needing to spend more $ for the same result couple of years ago. 4) Sales teams are getting frustrated for repeatedly missing quotas. 5) T2D2 growth is not possible anymore leading to rethinking of viability of companies. 6) What was a "must have" couple of years ago is a "nice to have" now as many of their customers also looking to just survive. 7) There is a lot of sales rep churn and not able to hire great reps that fit the business. Are there any other themes? #sales #salesmanagement #salesteams #b2b

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Vertical SaaS #PMMs - Here’s how you can provide Revenue teams with tons of value by using Gartner's verticalized buyer insights reports (links in the comments). When it comes to Sales engagement (reach-outs for example), leading with informative data and resources with the sole purpose being value creation, can go a long way. It allows revenue teams to craft interactions based on giving, rather than constantly asking. ********************************** How can #PMMs arm teams with such resources? I recently discovered this software buyer analysis series by Gartner, which is a collection of mini-reports aimed at vertical SaaS companies. They offer statistics and insights on industry and customer trends, helping software providers better understand current market needs, sharpen their marketing strategies, and expand their TAM. ********************************** Here’s how you can help teams throughout the company squeeze the most out of these reports: 💡 Use for overall team education: This allows Revenue, Product, and Marketing teams to stay on top of trends within the industries they serve, so they can have better business conversations. I like sharing these in relevant Slack channels and team weeklies. 💡 A conversation starter for BDRs and AEs: They can attach screenshots of some interesting data points to email reachouts, LinkedIn posts, or even product demos. Highlighting specific trends or stats can grab prospects’ attention and provide a value-driven reason to engage. 💡 A Strategic Resource for QBRs and Upsells: Incorporating market insights into customer-facing meetings can show that AMs are really in tune with their customer's business. This can help justify recommendations for additional products or services, reinforcing the value of their investment. 💡 A wellspring of ideas for content creation: These reports can inspire blog posts, webinars, infographics, and other marketing assets to create compelling narratives that resonate with your target audience. This can also help position your company as a thought leader in the industry while enhancing engagement. #productmarketing #saasmarketing #b2bsales #Gartner

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🚀 Embrace the Future of SEO with #Agentic #AI and Meet Our Revolutionary AI SEO Agent! 🚀 Explore the cutting-edge world of Agentic AI in our latest article by Emilia Gjorgjevska 🧙‍♀️ and discover how #WordLift's AI SEO Agent is setting a new standard in the industry. This pioneering solution simplifies content creation, revamping, and optimization for editorial teams and SEOs by automating numerous tasks. Leveraging data from the #KnowledgeGraph, our AI SEO Agent ensures your content is relevant and highly effective for your brand. Be the first to experience it! Read the article now😉

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Defining ICP vs ICS (Ideal Customer Situation): Stop overpaying for average data 👇 Most B2Bs overpay on data: signing annual subscriptions to databases like Zoominfo, Lusha, LeadIQ, Seamless etc [not to mention the manual work SDRs have to do after the raw list is built] The interesting part? No database on the planet – especially these mentioned – can give you your exact ideal customers. aka Ideal Customer Situation. Mass-market databases will NEVER be this accurate…❌ …The reason is because they serve everyone. They target almost ANY company who needs data. Compare this VS building an in-house niche database specifically for YOUR Ideal Customer Situation 🐊: Go to howtouseclay(.)com and I’ll build this for you To fix this massive sales wound, bandaids - aka more SDR manual work - won’t help. Add a Clay integration into your workflow. Clay should be at the forefront of any B2B sales team when it comes to data / list building. (outbound & inbound….should I write a post on the inbound side?) You can sign 5-6 figure contracts with mass market databases to find your ICP. And hire 4-7 SDRs to identify your ICS with a manual process. Or… Use Clay to find your ICP + ICS. How I articulate this to my clients: Part 1: 👇 “If your SDRs had 24 hours/day & unlimited mental bandwidth to do account research, prospect research, search websites etc to find ENOUGH data to personalize your outbound/score your leads, what EXACT data would they look for?” Part 2: 👇 “With the answers above… These {number} pieces of data that your SDR finds…HOW do they turn that into a personalized message?” Once I have these 2 answers, Clay comes in. Think of Clay’s use case as: ✅ replacing the manual research mechanism ✅ replacing the manual personalization mechanism (with the above data) Then of course… contact/email/mobile enrichment, account scoring, AI agent etc etc. This post isn’t to list out every moat that Clay has… …it’s to show that Clay can find your ICS + replace SDR manual workflows to unlock them to spend more time generating revenue (selling) vs data mode Another example. Let's say you want to build lists of FinTech SaaS Companies 👉 who mention a few compliance keywords on their site 👉 who don't have a VP of software development in house 👉 and are scaling developer headcount. Try finding this on Zoominfo or sales nav, lol. You’ll get a % of companies that are similar to fintech saas, but with keywords: - Financial services for saas - Financial saas growth - custom financial software development OR if you target SaaS companies exclusively, a % will be: - marketing agency for saas - software development - saas growth - custom software If your team automates outbound to these prospects thinking they are (fintech) SaaS companies… You’ll get marked as spam. Use Clay to fix this I hit the character count, again..🤦‍♂️ Comment “Clay” and I’ll just send a 1 hour video SOP of me building a Clay Table from scratch. 🔔 for more

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Product-Led Sales can level up your B2B growth. (But it's really hard to get right) Reply invited me to give a talk at their B2B Growth Summit. So we'll be talking about PLS live on April 25th: — What is Product-Led Sales? — How to get Product-Led Sales right? — Why and how to leverage PQLs/PQAs? — Practical examples for your sales team — What PLS looks like at Contrast But you already know most of this. Come to get actionable answers to these questions: → What are the conditions to start running PLS? → What tools do you need to make it work? → What kind of data do you need to track? → How to write good email copy for PLS? → How to build automation around PLS? We'll build out a Product-Led Sales strategy & practical example from the ground up. Get ready for a dive deep so you can figure out if PLS is for you. What should I make sure to cover? Drop your questions in the comments. Come by to ask me any (and all of) your questions or just to support me 🫶 You know where to find the linky link

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After analyzing +100 buyer journeys in InfiniGrow I’m yet to find one that isn’t influenced by BOTH marketing and sales. Unfortunately, most GTM teams completely silo the two: 1. Clearly separate inbound (marketing) and outbound (sales) motions 2. Separate tools, budgets, reporting, or analytics for inbound and outbound 3. Simplistic single touch (first/last) view of your funnel, ignoring everything in between This siloing of inbound (marketing) & outbound (sales) is a symptom of a larger problem: a broken GTM motion. Here’s how you can start fixing your GTM: 🔄 Shift your mindset. Understand that inbound and outbound are an attribute of a single touch point in a complex account journey. 🤝 Unified ownership of your whole GTM funnel. Sales and marketing should work together to create a synergistic impact. 🎯 Marketing should be part (if not lead) the target account selection and prioritization. Leverage external & internal intent signals to improve the account selection, and then run air cover ABM campaigns to warm them up. 🏢 Adopt an account-based view. In B2B, you are selling to a company rather than a single person. 🚶‍♂️🚶‍♀️ Understand your persona journeys. You have a group of people who should go through your customer journey, which should be tailored specifically to each persona type. 🔍 Steer away from simplistic single-touch analytics. They drive you to the wrong conclusions because you are missing all the 99% touchpoints in between the first and last. 💡 Unify budgets and resources. Instead of forcing a budget separation, focus on which touchpoints provide more value to each persona at each funnel stage. 📊 Get a complete journey analytics solution. CRMs and old attribution tools weren’t built for this. The goal is to collect all the right data, clean, unify and structure it properly so you can see all the relevant touches in the buyer journey in one place. Your only real solution is to use a next gen attribution tool like InfiniGrow . I am aware that making this shift is challenging—you have to convince and collaborate with your sales, sales development, and leadership teams to make it work. We also know that egos will come into play when initiating that change. But changing your approach will make your GTM motion much more effective than it is right now. Will be happy to hear your ideas. 💬

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To end the week, here is a great tip for B2B Sales & Marketing teams when engaging in outbound/outreach activities with prospects: >>>You have control over who you target – your account-based targeting >>>You control what you say – your outreach message >>>However, you have NO control over the timing - when the buyer is ready You can't predict when buyers are ready to push the "Buy Now" button in B2B. Marketing teams have found that the best messages are those that provide immediate value to the recipient. Marketing teams also know the best messages do not focus on reduced pricing, short-term offers, or new features. And they aren't "buy now" product or sales pitches. Your B2B prospects are embarking on a journey. This journey involves learning. It can be a long process. But they are in full control of that process. Buyers often need to come to a realization of challenges they are facing. And the availability of solutions to those challenges. Including yours. And before they even consider a product/solution. A significant part of their journey involves aligning with buying committees and senior managers along the way. Most teams forget this: Your buyers' readiness to purchase often hinges on obtaining approval to proceed with research and getting the approval to move forward at stages. As a consequence, product-centric and aggressive Sales team pitches only become relevant towards the end of this journey. And when prospects are 100% ready-to-buy. And it's worth noting that only a small percentage of prospects fall into this "ready-to-buy" category. Only 3 to 5% of your target precisely. Why do Sales teams often pursue hard selling tactics? The pressure to deliver short-term results and immediate revenue. Often, this pressure extends to the Marketing team as well. To counteract this trend, it’s essential for leaders to shift their mindset and eliminate the emphasis on timing. To ensure you are addressing the other 95%+ who are working to get to the "ready-to-buy" stage. Here's how: 1. Marketing and Sales need to be enabled to dedicate equal efforts to educate targeted contacts, independent of product pitches. 2. Sales and Marketing need to resist the temptation to request meetings without offering something of value. Buyers don't want to meet you unless you are offering value to them. 2. By providing value early on, businesses can ensure that prospects are more receptive to the product pitch when they are ready to move forward. ******************************************************************************** Remember: Before there is intent to purchase, there is intent to learn. And that process is much longer in B2B. ******************************************************************************** So is it all about timing? Only if you are chasing luck. By removing timing from the equation across all Sales and Marketing activities, you can achieve success. And it works... #marketing #sales #b2bmarketing #leadgeneration

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#Semrush Expands with Ryte Acquisition Semrush has acquired Munich-based SaaS company Ryte, a move that is set to reshape the landscape of website optimization. 🌐 Ryte, founded in 2012, specializes in enhancing Website User Experience through six optimization pillars: SEO, Quality Assurance, Performance, Sustainability, Accessibility, and Compliance. 📊 Their clients include heavyweights like Allianz and Bauhaus. By integrating Ryte's expertise, Semrush aims to amplify its Enterprise SEO Platform, thereby offering more robust tools for businesses to boost their online visibility. 🚀 Andy Bruckschloegl, founder of Ryte, expressed excitement over the merger, emphasizing the potential for accelerated innovation and global reach. 🌍 Eugene Levin, President of Semrush, welcomed Ryte's team, highlighting the strategic advantage this acquisition brings. 🤝 This merger not only broadens Semrush's capabilities but also opens new sales opportunities for Ryte through Semrush's extensive customer base. 📈 💡 How do you think this acquisition will impact the SEO and digital marketing landscape? #Semrush #Ryte #SEO #Acquisition #DigitalMarketing #SaaS #EnterpriseSEO #SaaSverse

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How to Track Intent Signals from N.Rich Directly in Your CRM N.Rich makes it easy to integrate intent data directly into your CRM, providing you with insights that you need to enhance your ABM strategy. Step 1: Understanding the Intent Data Summary. The intent data summary provided by N.Rich includes several key components: • Intent Score: This score indicates the level of interest or intent of the account. • Last Website Visit: Gives you an idea of recent engagement. • Intent Location: The geographical locations associated with the account's intent signals. • All Intent Topics: Topics of interest identified based on the account's behavior. • Website Engagement: Links to specific pages the account has engaged with, including the number of engagements. • ABM Ad Engagement: Details about the account’s engagement with your ABM ads. Step 2: Analyzing the Data • Review the Intent Score: Focus on accounts with higher scores for prioritization. • Check the Last Website Visit: Identify accounts with recent visits to engage them promptly. • Geographical Analysis: Use the intent locations to understand where your interest is coming from and tailor your outreach based on this data. • Topic Interests: Look at the topics that the account is interested in to customize your messaging and content strategy. • Engagement Links: Analyze the specific pages and content the account has interacted with to understand their interests and stage in the buying journey. • Ad Engagement: Examine the details of ad engagement to refine your ad strategy and improve retargeting. This integration with your CRM will help you decide on your next strategy and understand your potential customers’ interests and current stage in the buyer journey. All important data is pushed to your CRM so you can have a comprehensive view of your customers’ digital footprints in one place. DM us to learn more about this integration so you can maximize the use of your CRM.

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Our PLG model 𝗳𝗮𝗶𝗹𝗲𝗱 and here are 3 reasons why it did: 1️⃣ 𝗟𝗮𝗰𝗸 𝗼𝗳 𝘂𝘀𝗲𝗿 𝗲𝗱𝘂𝗰𝗮𝘁𝗶𝗼𝗻 Not many people understood what Sales Triggers to use when building out their GTM motion. 2️⃣ 𝗕𝗲𝗶𝗻𝗴 𝗯𝗲𝗻𝗰𝗵𝗺𝗮𝗿𝗸𝗲𝗱 𝗮𝗴𝗮𝗶𝗻𝘀𝘁 𝗼𝘁𝗵𝗲𝗿 𝗦𝗮𝗮𝗦 𝗽𝗿𝗼𝗱𝘂𝗰𝘁𝘀 𝘄𝗵𝗶𝗰𝗵 𝘄𝗲𝗿𝗲 𝘆𝗲𝗮𝗿𝘀 𝗮𝗵𝗲𝗮𝗱 𝗼𝗳 𝘂𝘀 We've been compared to products like ZoomInfo, Apollo & Common Room. These companies are worth over $1b with 1 having raised $500m.. 3️⃣ 𝗢𝘂𝗿 𝗳𝗿𝗲𝗲𝗺𝗶𝘂𝗺 𝗼𝗳𝗳𝗲𝗿𝗶𝗻𝗴 𝘄𝗮𝘀 𝘁𝗼𝗼 𝗴𝗼𝗼𝗱 What does this mean? Our freemium offering was giving away 2,000 Actions for free per month. For context, this was nearly 2,000 people found via a sales trigger with contact information. Most other providers give you 30 or 50 credits. This was a hard lesson learned for us. We learnt the hard way, PLG can suck if you don't have a simple product. My logic was Clay is PLG and look how hard it is -> In reality it's been around for years and years and has UGC being generated daily. We had demand lots of it which is why I thought PLG would work. So what did we do? we moved to an SLG model and have since closed $1k MRR per month and no sign of slowing down (70% closed won). It's wild what a 30-minute call can do. We will go back to PLG but for now, it's SLG until the product finds its fit. #buildinpublic

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You can use thalox segments in an automated HubSpot campaign: - Using thalox segments as a trigger to run a campaign - Using thalox segments within a workflow to send more relevant content - Updating / Enrich data based on the provided segment (update a field) - Updating Lifecycle Stages based on Segment Membership - Running A/B Tests based on segments - Create automated tasks for sales based on segment membership Try it out now in your database! #hubspot #thalox #segmentation #marketingautomation #workflows

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🚨 More confirmation that the traditional GTM playbook is completely broken 🚨 Fresh data from 3 major benchmarking reports by Ebsta, Dreamdata & ChartMogul reveals a stark reality - traditional go-to-market strategies are falling flat. 📉 The median ARR growth rate for SaaS companies is stuck at 23%, unchanged since late 2023. Here the key take-aways: 1️⃣ Persistent Slow Growth: Overall SaaS growth remains stagnant at 23% ARR 2️⃣ Segment-Specific Improvements: Some ARPA segments show 4-5% growth boosts 3️⃣ Extended Sales Cycles: Average of 192 days from first touch to closed deal 4️⃣ Multi-Stakeholder Decisions: 6.3 stakeholders involved in each purchase 5️⃣ Self-Serve Dominance: 83% of buyer journey occurs without seller involvement 6️⃣ Qualification is King: 3.1x higher win rates when matching opportunities to ICP 7️⃣ Omnichannel Engagement: 62.4 touches across 3.5+ channels before purchase 8️⃣ Retention as Growth Driver: Top performers maintain 100% NRR despite challenges 9️⃣ Heightened ROI Scrutiny: Value objections up 127% since 2023 🔟 AI-Driven Strategies: Leading companies leverage AI for pipeline visibility and objection handling The key message? You need to change how you sell and market in 2024, or you will likely be in trouble. Focus on the buyer, add value, create consistently relevant content for every prospect in a deal and embrace innovation...these are just some of the key shifts you can make. More in the post shared below... #b2b #saas #revenue #sales #marketing

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EVERYONE is talking about Signal-based Sales Automation. But signals alone won’t help. Signal-based Sales is not new. In fact every good Sales rep is looking for signals, clues, pain points, etc. in Sales talks (think about Sales Qualification Methodologies like BANT, MEDDIC, MEDDPICC, etc.). The problem: In the past this was mainly applied to Inbound Leads. What IS new is more and more data can be leveraged as Sales signals through GenAI. And data platforms, web scraping technologies and platforms like our Sales Automation platform allow automation at scale. Before ChatGPT you might have researched manually that a company is looking for Marketing Managers and maybe you would have googled your way through to who might be the right person to talk to and what is mentioned in the Job description. Today, you can observe ALL job openings on an ongoing basis, automatically filter out which companies are the right fit for you and trigger a search who might be responsible for that. ChatGPT helps you to analyze the job description text (e.g. what kind of Corporate Benefits are mentioned or Tech Stack, contact details mentioned etc.). 😱 What ChatGPT DOESN’t solve for you (yet) is thinking and connecting the dots. To leverage the true power of Signal-based Sales Automation you have to combine: 1️⃣ External Factors: ▶ Signal relevancy (e.g. Job search) ▶ ICP Filter (is the company a fit for you) ▶ Pain Points (what does the company ACTUALLY want to solve?) 2️⃣ Internal Factors: ▶ Your Offer (related to the Signal & Pain Point) ▶ Your Value Proposition (any offer can be described in multiple ways and understanding what creates VALUE for your clients is paramount) ▶ Social Proof (Case Studies, Quotes, etc. that support your claim) Probably I have to think about a better acronym, but let’s call it SIP-OVP for now ;)

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Would you like the same functionality for your website? https://lnkd.in/dk_nu3k Let's build it together with Optimum7! Amazon's website design is a masterclass in strategic user engagement. From the moment you land, the prominent search bar prompts targeted searches, steering you toward a tailored shopping experience. Detailed filters, clear calls to action, and enticing upsells like warranties enhance your journey, boosting your satisfaction and Amazon’s profits. The end goal? To increase your average order volume and secure your loyalty as a long-term customer. #AmazonShopping #UserExperience #StrategicDesign #CustomerLoyalty #EcommerceSuccess #AmazonExperience #UserEngagement #EcommerceStrategy #OnlineShopping #SmartNavigation #CustomerExperience #RetailInnovation #DigitalMarketing #WebDesign #TechDrivenShopping #bigcommerce #shopify #volusion #miva #woocommerce #ecommercetips #duraninci #optimum7

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Why are your SDRs failing and how to fix it fast? Five years ago, companies were hiring SDRs en masse. The goal was simple: more SDRs meant more meetings, which should lead to more deals. Fast forward to today, and this approach is no longer sustainable. Market pressures and increased competition demand efficiency and strategic alignment. Imagine a well-funded SaaS company with 600 employees. They sell to upper mid-market and enterprise accounts, each with over 1,000 employees. Despite having a dedicated “growth” team focused on SDR and AE enablement, their SDRs are only booking 8 meetings per month. According to Winning by Design, the average win rate for SaaS companies is 17%. Let’s break this down: - If each SDR flips 50% of their meetings into opportunities, they create 4 opportunities per month (8 meetings * 50%). - With a 17% win rate, each SDR closes about 0.68 deals per month (4 opportunities * 17%), roughly 8 deals a year. If the ACV is $100,000, the math adds up nicely: - Each SDR generates $800,000 per year (8 deals * $100,000). This is sustainable and encourages hiring more SDRs. But what if your ACV is only $15,000? Here’s where it gets tricky: - Each SDR now generates only $120,000 per year (8 deals * $15,000). Given the costs of hiring, training, and enabling SDRs, this falls below most Annual Recurring Revenue (ARR) per Full-Time Equivalent (FTE) targets. Solution? To make the SDR function a viable growth strategy, especially with lower ACVs, you need either higher ACVs or exceptional execution in key areas: 1. AI-driven lead scoring and personalized outreach can significantly enhance SDR productivity. By automating routine tasks, SDRs can focus on high-value activities. 2. Continuously monitoring and refining processes using data analytics ensures that efforts are directed where they’re most effective. 3. Robust training focusing on both technical skills and relationship-building can turn average SDRs into top performers. 4. Integrating SDR and marketing strategies can lead to more effective lead nurturing and higher conversion rates. I recently spoke with a sales leader who shared their journey. They had a team struggling with lower ACVs and inefficient processes. By implementing AI tools, aligning SDRs with marketing, and investing in training, they transformed their sales approach. Within a year, their win rate improved, and SDR productivity skyrocketed, demonstrating the power of strategic alignment and innovation. What's next? In 2024, the key to SDR success lies in strategic foresight and operational excellence. High ACVs can justify larger SDR investments, but for those with lower ACVs, innovation and efficiency are non-negotiable. Hire wisely, train effectively, and align strategically to stay ahead in this competitive market. Any thoughts on leveraging AI in #SDR functions? #MSP #Sales #Saas# #Growth

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When I was the top-performing #CSM in my earliest days in #CS, I always asked myself these 3 questions every Friday: ✨ 𝐖𝐡𝐚𝐭 𝐰𝐞𝐫𝐞 𝐭𝐡𝐞 𝟑 𝐭𝐨𝐩 𝐯𝐚𝐥𝐮𝐞-𝐜𝐫𝐞𝐚𝐭𝐢𝐧𝐠 𝐭𝐡𝐢𝐧𝐠𝐬 𝐈 𝐝𝐢𝐝 𝐭𝐡𝐢𝐬 𝐰𝐞𝐞𝐤 𝐅𝐎𝐑 𝐦𝐲 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬? Too often, as a CSM, the focus is on what "good" looks like - a good week, quarter, day, result - is solely focused on internal metrics. Did I hit KPI A or KPI B? But if you flip that mindset around, measure your own success based on 𝐬𝐩𝐞𝐜𝐢𝐟𝐢𝐜 value-creation you are delivering to specific customers, it will be a game-changer. That is when you start creating real customer value, and results will follow. 💡 𝐖𝐡𝐚𝐭 𝐧𝐞𝐰 𝐥𝐞𝐚𝐫𝐧𝐢𝐧𝐠𝐬 𝐝𝐢𝐝 𝐈 𝐡𝐚𝐯𝐞 𝐭𝐡𝐢𝐬 𝐰𝐞𝐞𝐤? A lot of people talk about this, wanting to learn, develop. But few people are intentional about it on a weekly basis. Learnings do not only have to be "big" things like mastering a skillset. It can be learning something new about your customer. It can be listening to a great podcast and learning about a new concept. It can be learning more about a new feature of the product your company offers. It is all about being in a learning mindset and being intentional about it. 🪫 𝐖𝐡𝐚𝐭 𝐝𝐢𝐝 𝐈 𝐥𝐞𝐚𝐯𝐞 𝐨𝐧 𝐭𝐡𝐞 𝐭𝐚𝐛𝐥𝐞 𝐭𝐡𝐢𝐬 𝐰𝐞𝐞𝐤? All of us in CS leave something on the table every week. It is just part of the CS game. There is SO much you can do, should do every day, every week. So inevitably, something will be left on the table. Did I create enough momentum towards a goal, did not fully execute on a customer project, did not prioritize my time in an optimal way etc. Here is the trick though. When you think about what you left on the table, you are more likely to know WHY you missed those things, HOW important they are, and WHAT to do better the coming week. If you stop leaving the high impact things on the table, you will fuel your productivity and results. *** There are of course many other questions you can ask yourself to evaluate the past week - and prep for the coming one - but I always found these 3 very impactful. And the most important thing? Have some questions to reflect on vs. finishing up and moving on every Friday! Because small progress compounds over time 💹 *** 🛎️ If you enjoy my content, follow me for more ♻️ Repost to share with your network #customersuccess #cs #accountmanagement #revsetter

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