Eric Sanders

A wave of consolidation is sweeping through the sales tech industry. I recently listened to a brilliant episode from the Topline podcast, featuring Salesloft CEO David Obrand, that shed light on the current state of the GTM tech landscape. As highlighted in the episode, key players like Clari, Gong and Outreach are expanding their offering to boost their TAM and offer more comprehensive solutions. Whilst the trend is understandable, the danger is long-standing partnerships start to fray as overlapping functionalities emerge - partnerships that were once the lifeblood of the sales tech ecosystem. For us, it begs the question. In a world of all-encompassing GTM suites, is there still a place for specialized, best-in-breed solutions? I believe the answer is a resounding yes - but only if they can offer extraordinary value. To thrive in this new era, point solutions must not only deliver great results but also seamlessly integrate into a company’s core tech stack and existing workflows. At MultiplyGTM, we’re laser-focused on providing planning intelligence that complements rather than competes with the everyday solutions revenue teams rely on, and goes deep in addressing a critical need - empowering revenue leaders with the confidence and clarity to achieve their goals. Whilst we may lack the resources of larger players, our goal is to provide unparalleled planning intelligence and insights that drive revenue, while growing sustainably and delivering immense value to our customers with our domain expertise. We're on the cusp of announcing some game-changing partnerships too that will extend our reach and impact, while maintaining our focus on delivering the revenue planning capabilities that drive profitable efficient growth. Stay tuned! 🚀

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New Podcast Episode 🎙️: Unlocking Predictable Impact from New Sales Hires In the latest episode of Building Elite Sales Teams, I sit down with Barrett King, Senior Director of Revenue at New Breed, for an insightful discussion on creating an onboarding experience that sets new sales hires up for success. Listen to the full episode to explore: ✔ Why investing in a great onboarding experience is critical ✔ Common onboarding mistakes to avoid ✔ How to balance standardized training with individualized enablement ✔ The importance of patience when ramping new hires #SalesOnboarding #SalesEnablement #SalesLeadership #SalesHiring

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What's it like selling to the enterprise with a company insider in your corner? Here's a recent example, pulled straight from the transcript of an Emissary session. 🖼 The scene — strategic AE is assigned a new prospect account, and has to get to work navigating a path to the CIO. Instead of googling an Account Plan together, he starts by asking an Emissary to help craft an account strategy. 🚫 The old approach in this case — manual research, guesswork, or (please don't...) asking ChatGPT for a plan — would have been a disaster with months wasted on reading interviews, investor decks, and other signals trying to infer what this CIO wants to achieve. The problem? Read the transcript to find out. 🕺 The win — in a 45 minute call, the rep learned the hidden power structure of the IT org, 3 senior execs to target, the levers to use to get their attention (not all included for brevity), how to show up aligned with company culture, and a wealth of other sales guidance that didn't fit in the carousel. One example of thousands. There is a new way to do Enterprise sales. Will you be first in your category to adapt, or...?

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REPLAY of Tech Sales Insights featuring Joey Gilkey, Apex Revenue Check out the replay from Episode 163 of Tech Sales Insights featuring Joey Gilkey, CEO of Apex Revenue: ‘Improving Outbound Cold Calling Pickup Rates’ This episode is sponsored by Phone Ready Leads, the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads® average a 21.3% dial to connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make.

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Today’s CRO has two main responsibilities: (1) Predictably hit the company’s revenue number every time. (2) Boost the productivity of revenue-impacting employees. AI cuts across both of these responsibilities. Predictive AI unlocks revenue forecasts with pinpoint precision. This enables CROs to hold their team accountable down to the dollar. Generative and Descriptive AI offer critical opportunities to boost productivity. With the right balance of features, reps and leaders can accomplish more than ever. The bottom line: An AI strategy is essential.

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Moving from a seller to sales management requires letting go of certain details you want to control. In the latest Building Elite Sales Teams episode, Tyler Kelly talks about that transition and shares strategies for leading a sales team through major changes, like shifting to target enterprise customers. His keys? Setting the example yourself, over-communicating, and implementing accountability measures to reinforce the new direction. Check out the full episode to hear more of Tyler's leadership insights from his 18 years growing the sales organization at Basis Technologies.

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Great dinner and discussion on the cutting edge of outbound automation and signals. Two nuggets from the discussion: 1) Email deliverability is especially critical for GTM motions with large scale outbound automation (usually selling to SMBs and wide TAM). There doesn’t seem to be a silver bullet, and banking on one deliverability vendor / approach is risky. 2) Bulllish on signals and automation for up-market GTM motions, but needs to be done thoughtfully. Likely keeping reps in the driver’s seat and less end-to-end automation.

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Going live in one hour. https://lnkd.in/gnptPsMb

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My post yesterday stirred a lot of discussion about sales territory. To recap, I believe that they are outdated and that data should be used to assign opportunities vs. territories. The sales leaders in the thread were skeptical about that and sales people generally hate the idea. I think that people forget that my job as a sales leader is to make the number. That is it. It isn't to make every seller on the sales team successful. If I can make my number with fewer people, that is less cost and less headache. If I have unlimited money and can hire all the sellers in the world, that is an option too. That second scenario is the basic VC play and part of the reason that so many individual contributors at start-ups are at 50% of their quota (https://lnkd.in/gXJVBM7K). Ultimately, what we all want to do is make a number. If I can make my number with fewer people, that is a bonus. But you're not going to get fewer people to make a bigger number without some significant changes to your business model. Hence, using data to distribute opps. #saas #sales #startups

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In the world of sales, timing is everything. 🕑 ZoomInfo Copilot alerts you when a top account is surging on buying signals, breaking news, or visiting your website — allowing you to act on time-sensitive opportunities quickly. Make sure you never miss a beat with ZoomInfo Copilot: bit.ly/3Xa67pA #ZoomInfoCopilot

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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In 2024 sales leaders are being asked to hit bigger targets with tighter budgets. On a macro level this can feel daunting, but if you boil it down team by team, rep by rep– the answer clearly sits in the efficiency and productivity of your rep’s day. And in order to drive that daily efficiency and productivity, you need to deeply understand the foundational systems + processes that actually allow your team to spend the bulk of their day talking to customers and prospects. If I’m a frontline manager or Dir of sales right now, I am revisiting this checklist quarterly to drive that efficiency and productivity within my teams: 1.) Revisit your deal cycle workflows and ensure your reps understand the ins and outs of the tooling and sales process. ↳They need to know how to navigate the sales methodology you use ↳They need a deep understanding of your CRM and entry and exit criteria for deal stages ↳They need to have clarity around forecasting expectations and how to keep their pipeline clean ^ All the logistics of getting the job done. 2.) Skills assessment/reinforcement and training around how to make sales conversations meaningful. ↳Revisit messaging and positioning ↳Regular objection handling practice ↳Understanding each persona, their problems and buyer signals that indicate it’s time to reach out to that specific prospect ↳Value, benefits, ROI, differentiation matters Fewer tools means less complexity. See where you can cut standalone tools and consolidate to more comprehensive and all-in-one tools (like Apollo) to give your reps a more centralized operating system and reduce the time spent navigating their tech stack. Simplicity will help your reps win. 💪🏼 The market and selling environment is changing rapidly. Your teams are growing and shifting constantly. These things should be top of mind and regularly revisited at the team and rep level to ensure they are as equipped and empowered to do what they do best (sell!) at all times. How often are you running enablement sessions with your team? Do you focus on process or skills more? #salesexcellence

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After a decade of running revenue and $4T under management, here are the 5 biggest learnings to help your company create, convert and close more revenue:

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Top leaders live in three-month increments – that’s one quarter or 13 weeks. Essentially, you build your revenue cadence around that. Here at Clari, we’ve broken it down into four blocks with different themes. Watch Scott Peyser, SVP of RevOps, explain it below.

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📢 This is a public service announcement 📢 *particularly for all the SaaS GTM leaders in my network (CROs, CMOs, VP Sales/Marketing/RevOps/Alliances)* 🚨 We are 3 weeks away from ELG Con London and getting dangerously close to selling out! Take a look at the program below, and register now to make sure one of the remaining tickets is yours: 🌎 State of #ELG — Crossbeam CEO Bob Moore 🪵🔥 Fireside chat: From Predictable Revenue to Ecosystem-Led Growth: The Future of SaaS — Bob Moore and Aaron Ross 📝 Lessons from a Seasoned ELG Leader: Driving GTM Efficiency in 2024 — Catherine B., Head of Partner Sales, Supermetrics 💰 From Prospecting to Expansion: ELG Lessons from Stripe — Peter Cummings, Head of EMEA Partner Ecosystems, Stripe 📊 Leveraging Data to Enhance Ecosystem-Led Growth — Tony Harbour, Head of Technology Partnerships, EMEA, Procore Technologies 🤑⏳🤪 ELG – Delivering Return on Investment, Return on Time and Return on Sanity! — Gillian Topping, Director, Global API and Alliances, Mimecast 📈💸 The role of ELG in moving from "Growth at All Cost" to "Profitable and Efficient Growth" — Sam Jacobs (CEO, Pavilion), Guy Rubin (CEO, Ebsta), Tom Glason (CEO, ScaleWise) 👋 Close: Crossbeam CMO Alex Poulos 🙋‍♀️ If you have any questions, just drop me a DM. 🏷️ If you know someone who'd benefit from being in the room, tag them below Registration link is in the comment section below 👇 #SaaS #GTM #DemandGen #Pipeline #ROI

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“Earn the right to have a sales conversation”  This might be my new favorite motto. This was from an epic presentation at #PLGTM yesterday where Andrew Johnston and Sei Suriyakumar shared that enabling Sales with genuine offers of value has been critical in Superhuman's journey into enterprise sales. So many things resonated on day 1: - Timing is Everything => David Yockelson shared a recent Gartner survey which showed "41% of sales outreach happens at the wrong time" (combination of too early, too late, etc.) - Thinking Like An Advocate => Dana Yobst of Zuora emphasized the importance of sales reps developing deep product knowledge to act more like product advocates than sales reps, enabling them to be genuinely helpful as prospects evaluate your product. Excited for another awesome day ahead! Our customer and friend Marcel Santilli, CMO @ Deepgram, is going to be demoing the secret sauce behind their incredible SEO traffic growth and how they're using Koala to convert it into a pipeline! If you're at #PLGTM, swing by our booth and say hi!

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Thanks for having me on Scalestack's “Revenue Engine Masters” podcast, Adam Ferris and Elio Narciso! It was great so share some of what we’re doing at Typeform to improve our GTM approach. A few things we covered: → Unifying GTM teams around one funnel → Optimizing lead quality – why you need fewer, but better leads → Where to layer in ML and AI to scale (and where not to) Link to the full show is in the comments.

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