Misha McPherson’s Post

Thank you Gary DeBerry for the kind words. Too many sales leaders rely on data because: it's easy , and it's safe. It's a lot easier looking at an AE's activity on a CRM dashboard than flying out and joining them for a client meeting. It's also safer making a decision based solely on the CRM dashboard, because you can blame the data if the decision turns out wrong in hindsight. But here's the real question: are you losing great salespeople because your data isn't telling you the full story? And on top of that, are you moving too slowly because you're waiting for the data to dictate your next move? I’d love to hear your thoughts on this ✍️.

Too many companies think they're data-driven, but instead they're data-reliant. A fantastic insight from Rome Thorndike in today's fireside chat. * Data-driven: Identify the data you need. Pursue that data. Seek proxies if you must, and understand caveats before taking action. * Data-reliant: Only make a decision if you can later say "the data told us to do this" to explain a potential misstep. You're doomed to struggle if you only make decisions using just the data you currently have access to, or if you're overly risk-averse in the absence of data.

372% within 2 quarters = how much we increased qualified pipeline contribution/rep. How? SDRs + (RevOps, Enablement, Marketing and Sales leadership) did 3 things: 1. Clarified + Documented: - Activity needed based on conversion - who we’re for/not - the world of our ICP - our perspective on the problem - indicators of that problem - our clients before and after transformation 2. Daily upskilling with fantastic humans. - Practice - Coaching (live through AI + post call) 3. Removed waste - Got intentional about how we spent our prospecting energy. - Focusing on contacts within accounts that have the highest likelihood of: 1. Being a successful client. 2. Having a need 3. Have direct/mobile numbers available. - Scheduling prospecting blocks at the times where prospects are most likely to pick up. - Grouping contacts into sequence based on a shared “reason for outreach” so that batching like-talk tracks was possible w/ minimal research. Leslie Douglas + I are “Spilling the Tea” discussing the how of #3 today @ 12pm ET. Ps: Do people still say that? 🫖 😂

You can win big by focusing on the small! Tune in for today's webinar to learn how enabling sales reps to use sales plays more effectively can translate into sales success. Starts 11 AM PST Register here 👉 https://lnkd.in/d5nAHiV5

Need help hitting your 2024 revenue target? 🎯🎯🎯   Join MultiplyGTM’s very own Dr. Dan Patterson February 22, 2024, starting at 12:00 pm ET for Pavilion’s Demo Day!   Attendees will get a glimpse into how MultiplyGTM is changing how organizations hit revenue goals, and how we’re becoming the single source of truth for GTM alignment.   If you’re a Sales , Marketing, Customer Success or RevOps leader, and are looking to make better data-driven decisions in 2024, this is a must.   We’ll also be accompanied by other incredible organizations that are making GTM teams better!   Otter.ai Navattic Aligned OpenGTM   See you there!!! Link in the comments. #GTM #sales #revops #marketing #customersuccess

📢 Exciting webinar alert! 🚀 Next-gen predictive models for Sales Managers! 💼 Learn how Gong's AI-driven solutions can boost sales success and accuracy. Watch the video and be amazed! 👀🎥 #WebinarSummary #NextGenPredictiveModels #SalesManagers

What are the tactical items on the minds of top revenue leaders in both marketing and sales? Last week, portfolio companies and advisors met for the “How We Scaled This” conference conference hosted by Scale Venture Partners. The day began with attendees joining workshop sessions. Lisa Horner, Kristina McMillan, and I led a group of marketing and sales leaders in a discussion about pipeline. We started our workshop by asking about the hot topics and obstacles facing the attendees' organizations. These were the priority topics shared by the attending sales and marketing leaders: -Creating a differentiated message and articulating a clear value proposition. -Ensuring the right Ideal Customer Profile and its (positive) impact on pipeline. -Using digital signals to prioritize pipeline. -Progressing slow-moving opportunities. -Team composition – from building the right team to helping inbound reps move to outbound motions. Creating a culture of accountability. -Moving up-market and excelling in an enterprise go-to-market motion. -Global GTM challenges, especially consistency in creating demand across regions. -Voice of the customer, cross-sell, and customer retention. -Making sense of it all – i.e., attribution. Why make this post? If this is what you're facing you aren't alone. And if you have other big topics, what did this group miss? Interesting to me, AI wasn't on the list or priority issues. Anything else missing?

This past year has flown by, and with only 60 days until 2024, what are you doing to prepare your Sales Team for the new year? LeadIQ is here to help! We've prepared another webinar to share insider tips and tricks to build robust prospecting teams. I'll be looking forward to hearing Joerg K. talk with James Barton (Venafi) and Lucas Hulleberg (Labelbox) about what your GTM team should be doing now to kick off the new year strong. They’re going to cover everything from forecasting and goal setting to leveraging data, automation and AI. 🔗 in the comments to sign up!

🌟 Just had my most WOW moment of 2024! 🚀 Attended the Copy.ai webinar this week, and let me tell you, their new Sales OS product is an absolute game-changer! 🤯 If only I had a time machine to take this back to some of my more scrappy past roles. 📧 Imagine having an Email to Transcript follow-up for AEs, an Automated Sales Hygiene for Sales Ops, and automated personalized outreach at scale for SDRs. The possibilities are mind-blowing! 🌐 We're not just witnessing innovation; we're living through a historical moment in sales. Kudos to Copy.ai for pushing the boundaries and redefining how we approach sales in 2024! 👏 Exciting times ahead for anyone in the sales game. Let's embrace the future! What sales tools are you most excited about in 2024? 🚀 #SalesInnovation #GameChanger #CopyAI #SalesTransformation #FutureOfWork

🚀 Elevate Your Account Planning Game! 🚀 Sales Champions, In the trenches of account planning? Now's your moment to shine! Showcase your diligence in uncovering corporate objectives and business strategy, proving your dedication to Value Selling and Command of the Message. No more grind with Google searches and irrelevant news articles! Use CloseFactor's AI engine to craft a dynamic Value Pyramid featuring: 1️⃣ Corporate level objectives 2️⃣ Business strategy 3️⃣ Business initiatives 4️⃣ Critical capabilities and challenges 5️⃣ Value paths Revolutionize your account planning for FY2024! Let's propel success with CloseFactor's Value Pyramids. 🚀 #SalesLeadership #ValueSelling #AccountPlanningExcellence #strategicselling #forcemanagement #meddic #meddpicc