6sense’s Post

🌟🔑 As we step into 2024, here are 5 keys to mastering sales in the year: 1. Adaptability: Embrace change and evolving customer needs. 2. Tech-Savviness: Leverage tools for smarter, more efficient selling. 3. Empathy: Understand and connect with your clients on a deeper level. 4. Continuous Learning: Stay updated with market trends and refine your skills. 5. Collaboration: Work seamlessly with teams for impactful results. #SalesTips #2024Success #SalesSkills 💼🚀

Great to have the crew from SALTO Systems at our office today. Tanya Turner, MBA, SHRM-CP, PHR and Jalyn Hyder stopped to talk customer events, virtual workshops for prospects, and ways to grow their team internally. A couple things that happened during our time together: Customize your approach to sales as much as possible. That screen behind us had their brand on it when they walked in and they were blown away. It was fun to watch their reaction and reminded me that thinking for people is always a win. When you know a client loves music - incorporate it into the meeting. Although I don’t have it on video, Tanya may or may not have done a Jackson 5 dance move when ABC came on! Be a solution provider. I do my best to listen to a clients pain points and then share ways to solve them. We talked about several things but each of them were based on things they mentioned would help them grow their business. How do you celebrate your clients and customize your approach to sales? I wanna know!

I had the privilege of joining a Sales Planning Networking event yesterday that OS was hosting. It really reminded me of the fine line between the art and science of classic sales ops works in supporting the organization's commercial strategy. We talked quotas, coverage, territories, and their relationship to performance and ultimately compensation. Process, technology, and the use of data were also prominent as always! I am curious who might have a salient story or lesson about that art and science paradigm. Anything work sharing? Thanks OpenSymmetry! #salesops #salescomp #salesplanning #saleseffectiveness #salesenablement #salescompensation #salesoperations #revops

Sales Geek Diagnostics and Analysis: You have invested the time and resources to build a great product or service, and hopefully the supporting brand. The question is are you investing similarly in your team? You can have the best product or service, but ultimately your business will only go as far as your team carries you. Sales Geek has a full suite of tools to help identify how your team stacks up against a national benchmark of best practices. We’ll perform a full skills gap analysis and prescribe a training or mentoring program to fill the gaps. We’ll also provide a playbook on how to work and communicate with every member of your team to ensure their maximum performance. You’ve got your business up and running. Now it’s time to switch into high gear by investing in your team with Sales Geek. You can learn more here: https://lnkd.in/edQpaV5s or contact me directly at: [email protected]  #salesgeek #geeklife

Over a year ago at #Saleslove in Austin we shared our vision for an AI-enabled action engine for sellers. An open system that let customers bring in buyer signals from across their tech stack and get them into a single workflow for sellers. This vision was deeply rooted in Salesloft's product principles: Power Productivity, Integrate Workflows, and Build for People. Today we're back at Saleslove in Austin. Rhythm, that AI-powered action engine we showed last year, is live with our customers today. They're using it to save sellers time and get more done-- Account Execs are doing 39% more with Rhythm. They're seeing deal acceleration and higher close rates. We envisioned a system that would Deliver Value Immediately, our fourth product principle. And we're delighted to hear from our customers that it did. Tomorrow, we're sharing our vision on how to drive insights from and into that action engine (spoiler-- action and insight are a virtuous cycle). Connecting Activity to Outcomes is our last product principle. It's always been hard for sales teams to do, making it hard to win with consistency and repeatability. But don't worry-- we're on it! Tune into the livestream to hear more: https://lnkd.in/gbCCU9Bk

Interesting data points shared by Pavilion in their Executive Comp Report What stood out to me was: "8. The Quota Quandary: Only 7% of companies reported that all their sales teams met quotas. When over half miss the mark, it’s not about pushing harder; it’s about aligning expectations with reality." This is SIGNIFICANTLY less than the ~40% of reps sharing that they are hitting quota from RepVue (I know it's measuring a different stat but still a big gap). Lots of headwinds... Interestingly enough, "AE Outbound" Opportunities at CloseFactor have increased over 300% since I started, so there's definitely an appetite from executives on how to solve their pipeline problems. Happy to chat through a couple strategies I've implemented since starting, and VERY interested to hear how others are meeting their pipeline goals. #PG #pipeline

Awesome final Pavilion Enterprise CRO School class with Tim O'Neil. 🚵♂️ We covered all things Leading From The Front -- How to Inspire Enterprise Sellers Two B1G Takeaways: 💎 Three Keys to being a successsful sales manager (the best do all three): 1. Hire REALLY well - Keep a deep bench of talented candidates 2. Pipeline Build - Ensure each seller has adequate pipeline coverage 3. Deal Execution - Deal Inspection and Execution is paramount 💎 Impactful Cadence With Reps: 1. Monday - Team Calls (Alternate Topics). ➖ Week 1 - Pipeline only ➖ Week 2 - Forecast only 2. Tuesday ➖ 2-3 hours - Dedicated Pipe Gen - with rewards ➖ Customer Meetings 3. Wednesday ➖ Customer Meetings 4. Thursday ➖ Enablement and customer meetings 5. Friday ➖ 1 on 1s and CRM updates

Dear Heidi (the ID), Thanks for your questions about our new sales onboarding course. I have to admit, I hadn’t thought about the end goal. So, what does success look like? Well, I'm hoping our new recruits can more confidently respond to customer queries about our products. Hence why most of the slides Lee (the SME) sent you are product-related! Does that answer your question? Regards, Bryant (the Client) ***** How would you respond? Come back same time tomorrow (9am AEDT GMT+11) to hear what happened next. (And if you'd like to discuss a better way to design onboarding for YOUR sales team, book a call via the link in the comments). #heiditheID #bryanttheclient #leetheSME

Most sellers approach Q4 re-engagement wrong. 😑 They focus on what’s changed with their solution since the last touch. Or, even worse, they send a general “you told me to reach back out in Q4” note... It’s much more effective to focus on what’s changed for *the prospect* since the last touch. Do some research on the business – read the press releases, look at recent hires, watch the product release videos. Then, tie your re-engagement messaging to something you’ve uncovered. If that doesn’t work, go to the macro level and look at industry trends in their space. What kinds of problems exist? What kinds of success are other companies having? And of course... how can you help through the context of that trend? 💪 Don’t be lazy. Put in the extra effort and earn this Q4 meeting. #revenue #sales #sdr

It all begins with purpose and mission - the WHY before the WHAT. We asked ourselves this question at a team onsite: WHY do we have customer education? WHY do we produce content? The answer was simple: To EMPOWER our customers. Let's face it: we all have years of experiencing education that got wrapped up in its own complexity, in theoretical spinning, in unnecessary detail, and so on. That lost sight of WHY. Our 'why' is to EMPOWER our customers to lead revenue transformation with Salesloft. If you're a customer (or a partner, or even a future customer!), I'd love to learn how we can empower your teams.