Paul Turec

Join me and Dan Sanchez as we explore the evolving function of sales enablement. In our discussion, we highlight the importance of standardization and clarity in defining this function, which is now transitioning to revenue enablement. We emphasize the need to align strategy with execution to drive revenue in this changing landscape. Don't miss out on our insights and perspectives on the future of sales enablement. #revenueenablement #salesenablement #closemode #b2bsales

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Focus, Focus, Focus.... one thing Matt Hummel is incredible at communicating during his presentations is keeping things simple. All too often this industry can over-complicate itself. Thanks for this summary Matt. Thanks to Forrester and 6sense for a great week.

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Responding to RFPs can be a time-consuming and daunting task. Aviso takes the guesswork out of the process by providing a comprehensive analysis to determine if your product is a good fit for the RFP requirements. How does that help 1) The rep gets time back to ask the right discovery questions if there is a product fit 2) Should I spend time competing or not if there isn't a product fit #productivity #AIinSales #singlepaneofglass

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"One of the hardest things for growth-minded leaders is to acknowledge and accept that they cannot be everything to everyone," says our CEO David Keil in his latest Fast Company article. What does this mean in today's AI world? See for yourself in this compelling article.

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B2B revenue leaders - mark your calendars for 23rd May at 8 am Pacific.   Cuvama partnered with @Genius Drive to conduct research across 110 B2B tech companies. The research will shine a spotlight on: • What's the average impact of value selling on Win rates & Deal Sizes? • What's the typical ratio of Value Engineers to Sales reps? • How much of the pipeline do Value Engineers typically cover? • How do companies best enable their sales reps to sell value? • What's the typical rep adoption of Value Selling enablement? Everyone who registers for the will get a copy of the research… You can register below 👇  https://lnkd.in/e_C8NJ5U  

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One of our TMS partners onboarded two new carriers this month. The carriers both stated, "The reason we choose this TMS was because of the DUKE.AI plugin that auto build loads and dispatches from within the TMS". With a simple DUKE.AI API integration, your TMS customers will spend only a few seconds per month instead 100+ of hours per month on non-ROI load building tasks. Click on the link below and try it yourself! https://lnkd.in/dfNkfkje

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If you're a sales professional and you haven't started watching Coach2Scale: How Modern Leaders Build A Coaching Culture this is your sign to give it a look. Great episode to start with below!

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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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I've observed that certain Sales Managers tend to favor one-way communication, directing goal achievement without soliciting input from their team. While this tactic may yield short term results, a balanced approach that values both personal expertise and team feedback is crucial. This article provides some broader thinking. #SalesManagement #EffectiveLeadership #SalesSuccess

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Great article defining an MVP in detail from Ben Yoskovitz. Also gives a solid argument against the "L" of my SLC (https://lnkd.in/g9yRi9-B).

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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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A rising cost base and outdated billing practices are having more of an influence on profit than firms have previously given it credit for. In the past, it was common for firms to focus on their top-line growth and profitability, without giving much thought to their cost base. However, in recent years, it has become increasingly clear that the cost base is a key factor in determining profitability. One of the biggest drivers of rising costs is the increasing complexity of the legal services industry. As the law becomes more complex, it requires more resources to deliver legal services. This is reflected in the rising cost of legal talent, as well as the increasing cost of technology and other support services. Another factor contributing to rising costs is the increasing number of regulations and compliance requirements that firms are facing. These regulations and requirements add to the cost of doing business, and they can also make it more difficult for firms to be profitable. In addition to these external factors, firms are also facing the challenge of outdated billing practices. Many firms still use traditional hourly billing, which can lead to inefficient and costly practices. For example, hourly billing can encourage lawyers to work longer hours, even if it is not necessary. This can lead to increased costs and lower productivity. Hourly billing can also make it difficult for firms to control their costs. This is because it is difficult to predict how much time a particular case will take. This can lead to firms overbilling their clients, or underbilling them. In order to address these challenges, firms need to take a closer look at their cost base and billing practices. They need to identify areas where they can reduce costs, and they need to implement more efficient billing practices. By taking these steps, firms can improve their profitability and ensure that they are sustainable in the long term. #acceleratingrevenue #BigHand

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I was chatting with another long term (OG) member of my Revenue Enablement network, and we were speaking about how Enablement has changed, and the state of Enablement in 2024. Revenue Enablement is rapidly evolving, and critical for driving sustainable growth and aligning cross-functional teams. Here’s what I believe is shaping the industry today: Key Trends: Integrated Approach: Companies are moving beyond traditional sales enablement to a holistic revenue enablement strategy, encompassing sales, marketing, and customer success. Data-Driven Insights: Leveraging advanced analytics to gain actionable insights, optimize strategies, and personalize customer interactions. Technology Advancements: The rise of AI and machine learning enhances training programs, content delivery, and customer engagement. Customer-Centric Focus: Aligning enablement efforts with the buyer’s journey to deliver value at every touchpoint, ensuring a seamless customer experience. Challenges: Adoption and Alignment: Ensuring all teams are aligned and fully adopting new tools and strategies remains a hurdle. Continuous Learning: Keeping teams updated with the latest knowledge and skills in a fast-paced market is essential yet challenging. Opportunities: Enhanced Collaboration: Fostering stronger collaboration between sales, marketing, and customer success teams to drive unified revenue goals. Scalable Solutions: Implementing scalable enablement solutions that can grow with the organization and adapt to changing market conditions. As we move forward, revenue enablement will continue to be a game-changer, driving efficiency, alignment, and growth. #RevenueEnablement #SalesEnablement #GrowthStrategy #CustomerSuccess # #AlgoSecTogether #GrowYourself

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Struggling to keep employees engaged with change management initiatives? Try these two tools from Smartsheet for a more people-centric approach to change management: https://ow.ly/3T0r30sBAhn

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What does the franchise model have to do with Banking-as-a-Service (BaaS)? Lots, according to Michael Fife , our Vice President - Sales & Consulting for the U.S. Check out his new blog post on how fostering a collaborative relationship between sponsor banks and fintechs is key to success.

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RTO mandates continue to be one of the more consistent events that HRB users track turnover against. Companies should also consider seeing if there is any correlation between these mandates and your #ats metrics like time to hire, time to fill, or application count.

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A great read on enterprise SaaS sales from John McAuliffe. A point that John mentions that really resonates 👉👉 customers have a process for "high consideration purchases". Many early stage or product-led-growth SaaS companies lack a sales process that mirrors how customers make these decisions and therefore create "bloat" in their sales pipeline. #themoreyouknow

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The Q1 Vendr SaaS Trends Report dropped today with great insights for both buyers and sellers. 3 key takeaways: 1. ACV is increasing, and so are sales cycles. 2. Buyers are less likely to renew if they are surprised by a price increase. 3. Buyers are getting multiple bids before they buy. Check it out for free here - https://lnkd.in/g9GNWwPB

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