Connor Miller

Ebsta and Pavilion just released their 1H '24 benchmarking update (H/T Bryan Gunst) and key trends over the last 6 months are an increase in reps missing quota and deal slippage. What's also highlighted are that top performers are 357% more likely to use a methodology like MEDDPICC. While MEDDICC excels at assessing a customer's ability to buy, there is another crucial element of the sales equation: the customer's confidence and ability to make a decision. We've been getting a lot of positive feedback on the new Value Validation Framework (VVF) that was influenced by our community and a good amount of our clients are implementing. Read more below if you're looking to take MEDDICC to the next level.

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Pepin Distributing Company needed better visibility into their fleet and field operations. Then they discovered Descartes Systems Group's route execution and fleet performance management solution. 🚚✨ The results: -Enhanced visibility & productivity 📈 -Improved resource allocation & communication 🤝 -Empowered decision-making with actionable insights 💡 Read the full story here: https://lnkd.in/ehmWeYUe

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Top 5 key metrics I recommend CROs use for inside sales professionals: 1. Speed of response 2. Efficiency of progression through the process 3. Number of calls per day 4. Number of positive outcomes 5. Demo sets As a CRO leader, these are five metrics that I live by. 

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Want to turn a few hours of work into a few minutes of work? Check out how VT can help: Shred Compliance Matrix With Simple Shred. 💪 Shred your RFPs and SOWs for words like: “WILL”, “SHALL”, “MUST”, and any other custom keywords. 🔍 Share the Excel output with your entire proposal, contracts and technical team. 👥 ✅ Shred any MS Word or PDF document in seconds ✅ Create a starter compliance matrix in 2 clicks ✅ Shred multiple docs into a single Excel workbook Join us on Thursday for a live #VTDocs product overview. #govcon #governmentcontracting #bidmanagement

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Interesting survey - P2P is the top business process that CFOs and Finance Leaders are automating with AI. Have you automated your AP and Procurement processes with AI through Coupa Software yet?

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Learn how CognitOps provides Tractor Supply Company with a competitive edge by leveraging frontier technology. Matthew Eskridge discusses how CognitOps sets Tractor Supply Company up for short-term #wins and long-term #success, creating a holistic and actionable view of #operations. He shares why the company invested in CognitOps, an industry-specific provider, and the transformative #results they have experienced. #Logistics #Distribution #Supplychain #Operations #Warehouses #Distributioncenters Link to the on-demand webinar in the comments below.

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In a sense, wholesalers are margin players: their role is huge in the supply chain, but they operate in a compressed space where it's important to make sure that you are buying and selling at the right price, that you are applying your labor at the right price, and you're managing your transportation appropriately. RELEX Solutions experts Patrick and Rachel discussed the margins in our most recent RELEX Talks episode. Catch the whole show on demand on our LinkedIn channel, and follow us for more insights! #RELEXTalks #Insights #Wholesale

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Hello my connections, what's stopping you to sign up far better and equipped online meeting scheduler then you might you already using. Meetings data, listings, cancelation, re-scheduling and integrations with meeting apps and google calendars has been made much easier. Sign up for a FREE 60-day trial exclusively for my connections. Experience the ease of moCal today. https://mocal.ai/en #moCal #appointmentscheduling #leadconversion #fasterconversions #eliminateschedulinghassles #instantbookings #timemanagement #productivity #efficiency #growyourbusiness #automateyourschedule #freecrm #saassolutions #businesstips #entrepreneurlife #smallbusinessowner #salesfunnel

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Leverage more of the software you have! Or checkout a new one with Fulcrum! Thanks for sharing Allison Wigand!!!

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Sellers, if Sales feels really hard right now, here's what to do: Go back to the basics. Mark Niemiec, Salesloft's CRO, gives great advice here... "It's all about the fundamentals. Build good business cases. Understand your customers' outcomes. Truly care about your customers." Simple yet profound. More on RevTalks here: https://lnkd.in/dTr8AunK

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Invoice processing involves managing vendor invoices from receipt to payment and recording in the general ledger. By automating AP, you can streamline workflows, add control with tracking, and improve invoice processing speed. Learn how ⬇️

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Invoice processing involves managing vendor invoices from receipt to payment and recording in the general ledger. By automating AP, you can streamline workflows, add control with tracking, and improve invoice processing speed. Learn how ⬇️

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The most common AE complaint is "My territory sucks." Most of the time, these same AEs have great accounts in their territory they've never touched. The reason for this discrepancy is simple: Most AEs rely too much on data provided by sales ops to prioritize their accounts (revenue, employee count, account score, etc.) This doesn't work, because data quality is often poor. Also, sales ops scoring is intended to balance territories at scale - not dictate where individuals spend their time. It's your job to determine where you spend your time. And you should spend your time where you are most likely to make money. Want to learn how? Take two minutes and read this: https://lnkd.in/gyAm3k4S

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🤑 How much did you spend on Amazon Prime Day? Too much... me too! 😬 Over 200 million items were sold during the 2-day sales event, it's clear that customers were taking advantage of the deals! Now, more than ever, it's critical to have efficient processes in place to fulfill those orders and give a reason for a repeatable customer experience... Read more to find out how EDI can help your business remain fulfilled (both your orders and your customers) 😁 😎 : https://bit.ly/4flrTh0. #AmazonPrimeDay #Retail #SalesVolume #Efficiency #Fulfilled #SupplyChain #EDI TrueCommerce

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"Outbound is dead." Anyone else sick of hearing that? Email opens are down. Clicks are down. Replies are going down.   But, 6sense’s outbound prospecting efforts are outperforming inbound. Join 6sense's Senior Director of Sales Development Ernest Owusu for a 60-minute webinar with Pavilion and Lattice where he’ll discuss how to: -Keep BDRs motivated  -Manage remote teams  -Harness technology to help sellers be more effective -Bring your questions, because we’ll set aside plenty of time for Q&A.

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