Erik Hale

Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/eeVWViQz  

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Sales reps spend just 20% of their time on the phone selling to prospective customers. New innovations from @Salesforce are designed to help sellers: ✅ generate call summaries ✅ identify actionable insights directly from their teams’ calls ✅ accelerate call preparation and follow-up through automated agendas and to-do lists Learn more:

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Learning a new presales methodology is exciting, but true mastery comes from implementation. Here's how to ensure your team goes beyond theory and crushes their sales goals: 🔑 Coaching is Key: Don't leave your team hanging! Schedule regular coaching sessions to review progress, provide feedback, and tackle challenges head-on. 🤝 Team Power: Include group coaching sessions where your team learns from each other's experiences. Collaboration is a powerful tool! 📈 Track & Analyze: Set clear milestones and KPIs to measure how well your team integrates the new methods. Track progress and identify areas for improvement to maximize ROI. Investing in post-workshop support empowers your team to adopt and master new skills, leading to increased sales success. Check out this article for more tips: https://lnkd.in/gWUdv6GB What are your tips for maximizing the impact of sales training? Share them in the comments! #salesenablement #coaching #greatdemo #growthmindset

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

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Ready to step into the future? Dive deep with Talkdesk's comprehensive KPI benchmarking report, gathering insights from nearly 3,000 global clients. Understand the force of generative AI in evolving contact centers and align your strategies for enhancing customer experience. Start your data-driven journey now

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Structured Performance Partnering Models are the next evolution in Partnerships. Within the next five years modern partner GTM models will operate like a production line process: - Defined Sales Metrics with time frames to achieve (Inputs) - Revenue Plans adding actions to the sales metrics - A structured sales creation process for Partner Sellers (Production Line) - A systems control process to measure sales play execution performance - Dashboards with near realtime analytics of prospecting performance (System Controls) Structured Performance models revolutionize the Partnering model turning sales performance into a predictable revenue engine! The Partner-Powered Revenue Revolution outlines a next generation process. To learn more about the benefits of a structured performance model, please schedule a meeting at www.channel-force.com. #nextgeneration #channelsales #salesleadership

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Building a sales enablement program is like building a house. 🏠 Just as a well-designed layout and skilled craftsmanship are essential for building a home, establishing an effective enablement program requires intentional planning and thoughtful execution. Learn more about best practices to follow and common pitfalls to avoid, here ➡️ https://bit.ly/4dqXQUa ​

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More Rigor for Sales Teams per Amit Bendov and Marc Benioff   How do Gong and Salesforce respond to the “headwinds” and “budget scrutiny” mentioned in many B2B SaaS earnings calls earlier this month? More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach. Gong’s CEO, Amit Bendov, last week on the SaaStr podcast episode 741, and Salesforce’s CEO, Marc Benioff, on the May 29, earnings call, stated similar approaches for how they plan to navigate current “headwinds” and “budget scrutiny” expressed by many B2B SaaS companies recently. Here are the approaches that Gong has put in place:  - Weekly KPIs, weekly results, and monitoring key activities   - Tracking every deal with MEDDIC  - Greater accountability for the sales team and sales management Amit also shared that at first some of his sales teams “didn’t love it” but now that they are hitting their numbers and seeing the results, they are warming to the additional structure and discipline. Salesforce’s CEO, Marc Benioff, interrupted his COO on the earnings call to reinforce the current narrative inside Salesforce to deliver “strong financial metrics” and a “high level of customer success” organized around the following three guiding principles: 1) Start every quarter with much higher pipelines, 3x vs 2x coverage (deeper inspection) 2) Need a much higher level of enablement (for gen AI models, data frameworks, etc.) 3) Level of stability (versus disruption of shifting strategy to meet fiscal demands) Marc sums up the Salesforce approach with this quote, “So, there is a level of balance that has to be achieved in regards to stability and disruption. And those three attributes, having 3x pipelines, having much higher levels of enablement, and having much higher levels of stability, that is the key to managing in this (more challenging) environment and this part of the (B2B SaaS) industry right now. Both CEOs talk about enhanced rigor, discipline, and a more structured approach to the sales process being a more effective path to navigate this current environment. From my perspective, this is a good example of two highly successful companies continuing to examine their internal GTM processes and experiment with adjusted approaches to achieve success. To what degree have you documented and effectively enabled your sales process for this more challenging environment? Will enhanced rigor, discipline, and a more structured sales approach help your sales reps ramp faster and/or close more deals? What are your thoughts?

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7 Sales Tools You Should Be Using Right Now Super article for Sales Leaders from our Sales Blazer Community

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Join us for an exclusive look into Salesforce’s journey through our own data and AI transformations, similar to that of many enterprise companies happening on July 31st. Learn how we foster a data-driven culture by integrating people, processes, and products together. You’ll hear about: 🔹Analytics Adoption: strategies to bring teams together. 🔸Change Management: key lessons and insights. 🔹User Enablement: best practices on empowering decision making with data. Don’t miss out on understanding how Salesforce leverages Tableau to enhance enterprise operations! https://lnkd.in/guZjRVkU

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Seismic leads the way in G2's Spring 2024 Grid® Report for Sales Enablement for Enterprise Businesses — for the ninth year in a row! 🏆 The best part? Rankings are based solely on real reviews from real customers. If you're curious about how we stack up against the competition, check out the G2 Enterprise Spring 2024 Grid® Report at the link below.

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Click FSE End of Life is coming, our team is sharing their experience on migration best practices, discussing different migration strategies including the technical 'like for like' approach, a full on business transformation, or mixing in a bit of both. #diabsolut #fieldservice #clicksoftwarefse

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Any thoughts on the AI compliance webinar for sales? The session will explore how Dialpad Ai meets compliance and regulations to the highest standards while boosting rep performance - in fact, we’ve seen a $9.7M boost in savings due to higher agent productivity. We’ll cover using the AI platform to keep agents on script, compliant with regulatory requirements, up-skilled, efficient with time and on brand. It’s on 8 May 2024. Would you like to join? Six & Flow

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The transition to cloud-based contact centers represents a strategic shift in customer service. AI is helping companies achieve greater scalability and a higher degree of personalization in customer interactions. This move is crucial for staying ahead in a competitive landscape where customer satisfaction is increasingly tied to personalized service. Embracing this tech is key to future-proofing our customer engagement strategies. #CustomerService #EnterpriseAI

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Struggling with churn? Validate the value your customer receives. This is not a static metric/KPI - it needs to be nurtured, revisited, redefined, and reinforced throughout the customer lifecycle ♻ #customersuccess #sales #customervalue #value

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It's here! The biggest report in Presales is out now! We take repsonses from over 1k SE individual contributors and thougth leaders to give you a 360-degree view of the latest trends in the Presales industry. Want to know what we found? Download these actionable insights on the current state of Presales in the 2024 Sales Engineering Compensation and Workload Report. https://lnkd.in/g6FVQftW #consensus #demandgen #demoautomation #digitalmarketing #marketing

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The success of your #sales methodology is ultimately in the hands of the reps who will follow it. No matter what methodology you choose — BANT vs MEDDIC, a combination of the two, or another one altogether — make sure to train your team on the methodology’s purpose, criteria, and how to put it into practice. #salesleader #salesteam #crm Source: salesforce.com

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How CSOs Can Train and Manage Sales Talent Effectively

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Why take the risk of implementing a CPQ without a strong Customer Success Partner in place? Ayelet, VP of RevOps at PlexTrac said this, "...in those 9 weeks, not only were we able to implement the new business, we actually implemented the whole thing, which was immensely impressive." DealHub.io CPQ! #revops #customer #cpq

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