Rachael Rowe

Revenue Enablement = Prospecting Enablement If you are in rev ops, and you’re not laser focused on helping sales people, prospect, one of the three things is happening: 🔘 you are in a business were prospecting is not important 🔘 you have too much pipeline already 🔘 you are distracted from possibly the most important part of revenue enablement- enabling sellers to drive new revenue If it’s one of the first two bullets, never mind. If it’s the third, that was a great time to refocus efforts on enabling pipeline development. I’ll be running some free webinars soon on prospecting best practices. They are ideal for both sales leaders and revenue enablement leaders. Stay tuned. #Prospecting #prospectingaccelerator #revenueenablement

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Today’s show is a fricking masterclass in sales & hiring. Larry Shurtz has been a go-to-market OG for 3 decades. 👥 Salesforce: Led a 1,300 team to $2.1BN revenue 💰 Genesys Cloud: Record growth to $1.4BN ARR 📈 Confluent: Led them to record $600M ARR My 6 key takeaways 👇 1. Why Verticalization Requires More Than an AE Industry Nerd You can’t truly verticalize & deliver value to customers with only an AE. There cannot be a disconnect between them and the technical team. Every single person that touches the account has to be involved. 2. Those That Say They Do Not Have CS Is BS A lot of companies say they don’t need CS. Someone is playing that role under a different title. They are responsible for correcting architecture & aligning use cases. 3. What it Means If You Cannot Forecast Well You don’t truly understand your business. You’re not doing the right amount of diligence with customers & opportunities. We might not be asking the right questions & talking to the right people. 4. Why I Hate Panel Interviews When Hiring I prefer one-on-one interviews. The relationship between the leader and employee matters  It’s hard to get that out of a 5-person panel. 5. Why I Don’t Do Case Studies The real value is to understand their mindset & thought process. It gets to the what & the how. I could easily get that out of a 45 minute chat. 6. One Question I Ask Every Interview I would ask which culture did you prefer out of all their previous companies. The range of answers I’ve gotten have been shocking. Understanding their culture is important to value alignment. (links in comments) #founder #funding #business #investing #vc #venturecapital #entrepreneur #startup #seed #funding #hiring #sales #B2B

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3 key insights from enablement practitioners, addressing the challenging subject of sales onboarding. - When should you start the onboarding process? - What's the best practice for time spend 'in-person' when onboarding new sellers? - How can you help your 100% remote sellers feel more connected to the organization's culture? If you’re looking for a strategic sales onboarding toolkit - that goes beyond the simplified content in standard onboarding checklists - then take a look at the Sales Enablement Collective’s Onboarding Masters Course, available here -> https://lnkd.in/ejHaMQVm #salesenablement #salesexcellence

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It’s never been more difficult to be in sales. To be successful, you need high-value outbound messaging that distinguishes you as the right solution for your prospect. But let's face it — not all reps have the time or access to real-time data to truly understand each prospect's needs...  It's time to meet SAM, the AI-powered sales assistant from Similarweb. Only with SAM do you get: 💡Prospect-tailored insights based on buyer intent, sales signals, and your prospects’ use case 📬Hyper-personalized, ready-to-use outbound messaging that spotlights your company as the right solution 🗓️Instantly generated insights accessible through Gmail and Google Calendar, making sales reps ready for any meeting  You can learn more about SAM’s capabilities here → https://bit.ly/3QOi5BB

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If you're a CSM struggling to close deals, here are some tips that might help: 💰 Lead with value: When introducing a new product or service, start by asking questions to identify its value. Flip it around and ask the customer what they could achieve with it. 🚫 Address objections early: Find out objections early on, understand what would make them say yes, and learn their sign-off process. Ask questions like, "Is there anything you don't like about this?" and "What does your sign-off process look like?". ⏲ Set a timeline: Get a timeline from the customer as soon as possible. Ask when they plan to make a decision and how they chose that date. Avoid setting ultimatums, as they often lack substance. ⏪ Handle late objections: If objections arise late in the process, find out their source. Say something like, "Let's go back to where we started to go off track" or "Let's go back to where you started to feel this wasn't right for you". This helps rewind the process rather than complicating it. What other tips do you have? #customersuccess #saas #upsell

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VP Sales search scorecard They MUST have led the $5m to $15m + ARR journey within domain X. But are we neglecting context in our persona prerequisites? Scenario/Candidate 1: led $5m - $20m ARR in domain X. Established Enterprise company Strong product-market fit before arrival Significant inbound lead/demand generation Higher customer acquisition cost Scenario/Candidate 2: led $3m - $12m ARR in domain X. Early-stage challenger Built the sales engine/process from scratch Built a true outbound culture & rigour Maintained fiscal discipline & creative resource allocation The goal should be to evaluate a candidate's ability to excel in the specific circumstances and challenges that your company currently faces rather than relying solely on predetermined revenue milestones from their past experiences. Who are you hiring? #GTMHIRING #VPSALES #GTM

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Deel implemented DealHub CPQ and reduced their price quote creation time to under 10 minutes (instead of 24hrs). They’re one of the fastest growing SaaS companies in the world, and ‘speed of execution’ is a core principle in their GTM motion. Austin Cook Kiessig shared his thoughts with us in the full interview (click on the link below) as to why they needed to reimagine their Quote-to-Revenue workflow so that salespeople were enabled to execute, and customers would receive a first-class experience. Their strategic approach goes beyond speed; it's an extension of the leadership mindset that has matched tools/solutions to their growth mindset. Find out how Deel did it and why having a rockstar CPQ expert like Goldie Spector to partner with is making a massive difference. Check out the full CPQ success story here > https://okt.to/XPnMFo #Deel #GTM #DealHubCPQ

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Here are a few of the questions submitted ahead of the webinar on 'SDR Team of the Future' with David Wilkins Shabri Lakhani and Nicola Anderson Are sales cadence tools harming or helping? Is SDR outreach really the best way to grow your business? Best operating model for SDR teams ? How to manage tenured SDR's and ensure continued performance? Team structure, process, KPIs, all the good stuff What makes an SDR Team successful? From my experience to date, AI can get you 90% there at best, but you still need a human to check and make it 100%. How long do you think it will take for us to get to 100%/fully automated and in the meantime, who should be responsible for checking the AI output (SDRs, AEs or leaders)? Is the SDR function (for humans) dead ? How do I integrate AI successfully into our outbound motion? And what tools should we be looking at, apart from chatGPT Best practice for creating smooth marketing and sales teams focused on solely conversion What does a ‘best practice’ SDR team look like today and what are thoughts on overcoming the remaining challenges most effectively in the future - ie what next? Why are so many SDRs missing target? How should we comp SDRs to facilitate the creation of good quality pipeline, whilst simultaneously allowing them to maintain control over their compensation? If we don't invest in SDRs, what happens to our talent pipeline of the future? ****** There's a lot going on in the world of SDRs right now! If you want to hear the answers to your questions, you should join us 13.00-14.00 this Thu, May 9th! Link below. #sdr #pipeline #bdr #outbound #prospecting

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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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New Year, got New Hires? As some of us embark on a new fiscal year, let’s ponder how to re-engage and energize our impending New Hires!!! My own questions — and this week’s #TuesdayTips come from my colleague Arup Chakravarti 🚀 with a few of my own: 🚀When does Onboarding begin? During recruitment; Before our Managers even have a New Hire; The moment a Hire is made 🚀What’s the best practice for time spent “in person”? While it depends on our company’s policies and return-to-office strategy… it’s up to the managers, training team and Onboarding buddies to tag-team meaningful engagement!! 🚀How can we help *remote* New Hires feel connected to the culture? Meaningful moments of connection, clear comms & a psychologically safe learning environment Bonus question 🌟 How can we distill what a New Hire *needs to know* and learn to be dangerous? Align on clear jobs to be done, craft simple learning objectives, socialize them, and distill into headlines like these 3 🔑 key insights do!! Alice Cropper Jack Debono Courtney West Samantha Goldstein Ashley Helfrich Egle Stark and Brooke Coletti 🎤

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Do your B2B salespeople spend too much of their time juggling multiple tools, trying to piece together insights needed to help them close deals? If so, Demandbase has some exciting news for you… From today, Demandbase One™ and Gong users can seamlessly integrate their data into their daily workflows. This means: ✅ Enhanced sales intelligence ✅ Streamlined user experience ✅ Tighter sales and marketing alignment As this integration evolves, sellers can leverage Demandbase One™ within Gong for detailed insights including intent data, website activity, and overall engagement tailored to their target accounts and contacts. Ready to get started? Discover how you can integrate Demandbase One™ with your preferred marketing and sales technologies here: https://bit.ly/4bqBMXk

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Shallow sales tactics doesn't cut it anymore. It's time to go deep. ⬇️ Did you know that 72% of buyers prefer to not deal with sales-reps? Why? Dial & pitch is out ➡️ deep sales is in; delivering a 56% stronger pipeline and 2.3x larger deals. 💸 Your offering may draw in your prospects, but they stay because of you. #DeepSales #RelationshipBuilding #Sales #Marketing

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𝗣𝗼𝗹𝗶𝘁𝗶𝗰𝗮𝗹 𝗠𝗮𝗽𝗽𝗶𝗻𝗴 𝗳𝗼𝗿 𝗕𝗜𝗚 𝗗𝗲𝗮𝗹 𝗡𝗮𝘃𝗶𝗴𝗮𝘁𝗶𝗼𝗻 𝗶𝗻 𝗦𝗮𝗮𝗦 In the latest in our Sales Training Series, we look at a fabulous tool for managing the complexities of BIG deals at BIG Customers. A political Map is a very useful tool for deeply understanding all of the players that are involved at your Customer, what their influence might be, how they face off to one-another, what are their personal / professional motivations, and what concerns they may have with your Company or Solution. • 𝗜𝗱𝗲𝗻𝘁𝗶𝗳𝘆𝗶𝗻𝗴 𝗞𝗲𝘆 𝗦𝘁𝗮𝗸𝗲𝗵𝗼𝗹𝗱𝗲𝗿𝘀: List the individuals or groups within the customer organization who have a vested interest in the SaaS solution. This may include executives, department heads, IT personnel, end-users, procurement officers, and influencers. • 𝗔𝘀𝘀𝗲𝘀𝘀𝗶𝗻𝗴 𝗜𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲 𝗮𝗻𝗱 𝗣𝗼𝘄𝗲𝗿 𝗗𝘆𝗻𝗮𝗺𝗶𝗰𝘀: Evaluate the influence and decision-making authority of each stakeholder. Some stakeholders may have direct decision-making power, while others may serve as influencers or gatekeepers. • 𝗠𝗮𝗽𝗽𝗶𝗻𝗴 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀: Analyze the relationships and connections between stakeholders. Identify allies, champions, and potential detractors within the organization. Understand how decisions are typically made and who holds sway over whom. • 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱𝗶𝗻𝗴 𝗠𝗼𝘁𝗶𝘃𝗮𝘁𝗶𝗼𝗻𝘀 𝗮𝗻𝗱 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝘃𝗲𝘀: Gain insight into the motivations, priorities, and objectives of each stakeholder. Understand what they hope to achieve by adopting the SaaS solution and how it aligns with their departmental or personal goals. • 𝗔𝗻𝘁𝗶𝗰𝗶𝗽𝗮𝘁𝗶𝗻𝗴 𝗖𝗼𝗻𝗰𝗲𝗿𝗻𝘀 𝗮𝗻𝗱 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀: Identify potential objections or concerns that stakeholders may raise during the sales process. Anticipate questions about ROI, security, integration, compliance, and other relevant topics. • 𝗗𝗲𝘃𝗲𝗹𝗼𝗽𝗶𝗻𝗴 𝗮 𝗦𝘁𝗮𝗸𝗲𝗵𝗼𝗹𝗱𝗲𝗿 𝗘𝗻𝗴𝗮𝗴𝗲𝗺𝗲𝗻𝘁 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆: Based on the political map, develop a targeted engagement strategy for each stakeholder. Tailor messaging and value propositions to address their specific interests and concerns. Cultivate relationships with key decision-makers and influencers. • 𝗠𝗶𝘁𝗶𝗴𝗮𝘁𝗶𝗻𝗴 𝗥𝗶𝘀𝗸𝘀 𝗮𝗻𝗱 𝗢𝘃𝗲𝗿𝗰𝗼𝗺𝗶𝗻𝗴 𝗕𝗮𝗿𝗿𝗶𝗲𝗿𝘀: Proactively address potential obstacles or objections raised by stakeholders. Provide evidence, testimonials, case studies, and references to demonstrate the value and credibility of the SaaS solution. Offer solutions to address specific concerns and mitigate risks. Happy Selling

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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/gZ7qQftm #salesenablement #change #saas

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Intent data is a hot commodity at the moment, but most sales teams don’t know how to effectively use it. Here’s how Cognism is using intent today: ✅ Account selection and prioritisation: Every account in our CRM has an account prioritisation score and when any of our intent signals (reverse IP lookup, cookie capture, funding data, etc.) are seen the prioritisation score goes up. This is shown clearly to the sales rep. They can then deep dive into the exact intent signal and decide what to do next. Ensuring each seller is focusing on the right parts of their territory. ✅ Account messaging: Once the intent signal is seen our seller will have a list of suggested ways to reach out. Our approach is generally direct – “We saw someone at your organisation was looking at X. Just curious whether this is also on your radar." Relevant messaging will always increase response rates. ✅ Contact level insight: We’re using tools like trumpet 🎺 to give us insight into what our prospects are most interested in. Building digital sales rooms on the tool allows us to see not just what they are looking at the most but also who - an absolute game-changer for accelerating sales cycles by 28% by helping you focus on what matters most. Sign up with trumpet 🎺 for free here: https://bit.ly/3QzbACd

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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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The average RevOps team size has doubled in the last 4 years according to OpsStars and 75% of the highest growth companies will deploy a RevOps model by 2025 according to Gartner (I would have assumed it was actually more than that!!) I attended a great panel event at Salesloft offices that really showed the importance of what we are doing here at Lative! Key trends in RevOps are consolidation, automation and attribution....we help with improving data quality, eliminating manual processes, providing reliable insights, better strategic decisions, mapping to strategic KPIs, measuring leading and lagging indicators and help you to iterate early and often!! Lative is a RevOps tool and we help companies to build and achieve their sales plan to meet company objectives in the most profitable and efficient way! Huge thank you to Allison Kavanagh, Will Eves, James Peacock of Salesloft and also the great panel - Jonathan Fianu from Thunes, Molly L from Dext and Valeriu Ionescu from Datamaran

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Today, I had an insightful conversation with Graham Hawkins about the sales profession. We discussed changes in the sales cycle, reflecting on where we were, where we are now, and where we're heading. His perspectives were really insightful. Thank you, Graham, for your book. I’m really keen to dive into it.📚 #SalesProfession #Learning #Networking #ProfessionalGrowth

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Calling all UK Revenue Operations Professionals: Salesloft is hosting an exclusive event on 21st May in London. It's a unique gathering of the top revenue and sales operations professionals in the UK, and an opportunity to connect, share insights, and learn from industry experts. Hear from expert panelists: Molly Lillard - Head of Business Operations Dext Louise Richman - Business Systems Director at WGSN Valeriu Ionescu - Finance Director Datamaran Jonathan Fianu - VP Commercial Operations & Enablement Thunes Discussing topics like: > How do you identify and resolve inefficiencies or bottlenecks in the revenue generation and enablement process? > What are the top revenue operations teams doing to accelerate business, and how do they do it? > What role do data and analytics play in informing revenue strategy and decision-making? > How do you collaborate and share insights with other departments like finance, product, and executive leadership? Don't miss out on this opportunity and RSVP here: https://bit.ly/3wKrWkN #revenueoperations #salesoperations #londonevents

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