Ari Ashkenas’ Post

12-18 months is the typical amount of time it takes for a new Federal Sales hire to start hitting quota. Looking back, what are some things that would have helped you shorten that timespan? More targeted knowledge of the Federal Market? More mentorship from an experienced Federal Sales Rep? More targeted support on your deals early on? Share your thoughts below.

Thanks, Jono, for sharing this. I think Community/DevRel team members need to go through the sales onboarding process when they are brought into a company. Usually there’s a lot of sales material and training around how to sell their company’s product(s). Companies put a lot of time and resources into building a sales onboarding process. Unfortunately, there’s not as much on the Community building and engagement side or I’d say that sales people should go through a minimum of an Open-Source 101 (general), 201 (specific to the company) and Community Engagement 101 (general) and 201 (specific to the projects their company engages with). However, if you’re a community/DevRel team member at a company that doesn’t have those community onboarding resources help create them. If you’re like me and love learning from others about different technologies and their uses and then sharing that knowledge is very motivating and inspiring. So go through your sales training then work to build out those 101 and 201 resources and this help you build those community/sales relationships Jono is talking about. And ultimately help you, drive revenue by helping your sales teams understand community engagement. Product and Practice go hand in hand and are two sides of the same coin. However, as Jono points out, the tone of engagement is different which makes all the difference when building relationships with and potentially selling to or through community members. Internal and external relationships matter.

- Only 18% of Enterprise Sales Teams are achieving 70%+ of their quota this year (SaaStr survey) - 25% of sales teams are expecting to achieve 50% of their quota - And 58% of sales teams are expecting to hit 40% or less It's more important than ever that Enterprise Sales Reps are able to: - Find and build champions - Get to exec buyers - Manage multiple stakeholders - Sell value and attain funding approval - Forecast accurately and manage the close process Every Rep should have a plan to manage this complexity. Of the ones that do, most rely on spreadsheets that hard to build and share, offer a poor buyer experience and lack management visibility. Inquarter helps Enterprise Sales Teams: - Build and share Mutual Action Plans - Collaborate on next steps - Track buyer engagement - Book more revenue Get in touch to learn more about how Inquarter can help you hit quota this year.

For women looking to make a mid-career change into tech, few know that sales engineering is a great way to make that move. In this talk, Melissa Andrews (Sales Engineering Manager at Splunk) introduces you to the sales engineering career. She provides tips for those thinking about entering the presales field. You'll learn how the role's responsibilities might vary based on the size and stage of the company, what an average day in the life of a Sales Engineer might look like, and some key traits that can make you a great fit for the role! (Video + transcript) https://lnkd.in/e7272n_d

❗PSA for all RevOps leaders on planet earth❗ Over-staffing your AE function is bad for revenue generation. I have this conversation constantly: VP of Sales: We need more demand. Me: How many SDRs do you have? How many AEs? VP of Sales: We have two SDRs and eight AEs. Me: Why have you invested so much little in demand, but so much in pipeline management? VP of Sales: We had to promote people or they’d leave. SDRs don’t want to stay in their role for longer than 18 months, so they move into AE positions. Sales leaders fill the void by having AEs jump in on prospecting when they have time, which pulls their focus from investing time in the actual demand gen function. It’s a broken system. You should be focused on your AE’s being at least 70% utilized before you add more AE staff in almost all cases. Utilization is based on the amount of time (40 hours) available versus time being spent doing the following… 1. Closing Deals 2. Negotiating Deals 3. Submitting Proposals 4. Disco/Demo Calls Are you managing your AE function by measuring total utilization? What’s your leverage ratio? #sales #revenue #demandgen

In today's digital world, data security is a top concern for consumers.  Customers want transparency! They need to know how their data is used and feel confident it's protected.  Building that trust is essential for closing deals. ✅ Ready to hone your sales skills and help companies build trust with their customers? Visit www.awesomesalesjobs.com today and launch your sales career!  #datasecurity #salestraining #AwesomeSalesJobs

One of the worst mistakes people make in enterprise sales careers: going from a technical sales back to into transactional sales Eg. Enterprise AE at Twilio → AE at Yelp One of the biggest reasons you NEED a 6 month+ emergency fund. You want to avoid mistakes like this

The secret to more pipeline? Here is the secret... Its hard work! Often, there is a belief that investing $400k into hiring a team of SDRs and a manager will lead to a 10x pipeline outcome. That is often far from the truth. Why? It all comes down to alignment and how the SDRs are aligned with sales. Also, it's not up to the AE and the SDR to fix that alignment; it has to be done from the top down, the C-Level. Here are three easy steps to take to bring closer alignment between Sales and SDRs 1️⃣ Named account structure: Create focus by doing less 2️⃣ Keep the coverage AE to SDR coverage at 3:1 minimum 3️⃣ Pipeline reviews between senior leaders: should be every month and look at the 2 quarters beyond to ensure pipeline coverage nine months out. These fixes aren't an instant success, nothing is, but if you execute on these 3 things, you will see increased alignment and pipeline generation from your SDR team. What did i miss?

ACCURATE FORECASTS REQUIRE GREAT PIPELINE MANAGEMENT... ... is not possible. Jacob Karp, Enterprise Sales Executive at Rubrik shares why it's critical to be actively strategic and tactical in your pipeline management in order to forecast accurately. And if you think it's not important... "you might be looking for a new job." Want to learn the Top 8 Sales Forecasting Methods? Check out the 🔗 👇 #Sales #Revenue #GTM

It’s a known fact that in sales, you have to be proactive instead of being reactive. Have you ever been in a situation where you had to scramble for reports to analyze how you missed the forecast? One of our enterprise customers was in the exact same spot, but they were able to switch to proactive selling with Aviso, which gave them an easy way to track deals and pipeline more closely to arrive at accurate forecasts. Not only that, most sales reps don’t have enough time to explore the full potential of their sales tech stack. But at Aviso, we provide continuous guidance and white-glove support to ensure your sales teams get the most value out of our platform. Find out what an enterprise sales manager had to say about our forecasting capabilities and customer support. Want to experience how Aviso can transform your organization’s revenue execution? Contact us: https://lnkd.in/gg6_SZWg #G2