🧗🏻 Andrew Mahr

Struggling with churn? Validate the value your customer receives. This is not a static metric/KPI - it needs to be nurtured, revisited, redefined, and reinforced throughout the customer lifecycle ♻ #customersuccess #sales #customervalue #value

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🌟 Key Lessons from Our Sales Compensation Webinar! 🌟 Thank you to Ryan and Graham at QuotaPath for an amazing, educational webinar on designing effective sales compensation plans. Here are the top five lessons we learned: ✅ Align Compensation with Corporate Goals: Ensure sales compensation plans are in line with overall corporate objectives to drive the right behaviors and outcomes. ✅ Keep Plans Simple and Motivating: Avoid overly complex plans. Use the “pizza topping rule” – too many components make it confusing and less effective. ✅ Incorporate Accelerators and Decelerators: Use these to reward overperformance and manage underperformance, maintaining motivation and fairness. ✅ Regularly Review and Adjust Plans: Sales environments change. Regularly assess the effectiveness of your sales compensation plans and adjust as necessary. ✅ Focus on Customer Profitability: Design plans that incentivize reps to close deals that lead to high customer lifetime value (LTV) and profitability. Takeaways 🚀 Implementing these strategies can significantly enhance the effectiveness of your sales compensation plans. A well-designed comp plan is not just about paying your sales team but about driving the right behaviors that align with your business goals. If you'd like to catch the replay and the amazing slides (great reference), you can find it in the Sales module of my No Fluff series. Grab it here: https://lnkd.in/gqtTrTDJ

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WE DON’T WANT TO REPLACE SDRS Agent Frank was never meant to replace your sales team. Sure, it can help you reduce some costs - for example, instead of hiring 2 new reps, you can just hire one and onboard Agent Frank - https://lnkd.in/e69mGgBG But the goal was always for Agent Frank to work WITH your team and enable them to focus on the best part of being an SDR: Closing deals 🚀

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Every AE ever - "I cannot find the information I need, and I need it now!" Sales Leaders, is it a common complaint from your teams that they cannot find the answers? They cannot find competitor information, that latest deck, or that marketing snippet. Do they lose time searching Salesforce, Sharepoint or name your company's resource of choice to find the information? We have the Answer! #Qlik Answers is a stand-alone GenAI (RAG) solution sitting over your unstructured data, every PowerPoint, PDF, email, and text field in your CRM, and so on. Allowing your team to ask a question and get the answer immediately. Demand your teams get the one tool they need!

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11 things world-class sales development teams DO—and what the worst teams DON’T Insights from... → Outbound Squad's experience working with world-class teams at Gong, Shopify, Rippling, and more → Orum's 2024 State of Sales Development report Commentary on how the best sales development teams... ✅ Use AI responsibly ✅ Retain top talent SDRs ✅ Align with AEs ✅ Deal with low-pick up rates ✅ And plenty more 👇 P.S. Watch this video for our full commentary: https://lnkd.in/eBFYfnU3

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Success on cloud marketplaces takes more than just listing. Here are 4 key strategies to help SaaS companies thrive: 1️⃣ Strong GTM Strategy: Don't rely on a listing alone—build a solid go-to-market plan with clear product positioning, competitive analysis, and tailored sales enablement. 2️⃣ Co-Sell Partnerships: Partner with cloud providers to align your product with their goals, increasing your chances of being promoted by their sales teams. 3️⃣ Frictionless Deployment: Make your product easy to adopt, with seamless onboarding and click-to-deploy features that deliver value fast. 4️⃣ Optimized Pricing Model: Offer flexible pricing, like usage-based or tiered models, to attract and retain customers as they grow. Focus on these areas to boost your SaaS success in cloud marketplaces! #SaaSStrategies #CloudMarketplaceSuccess #GoToMarket #CoSellPartnerships #FrictionlessDeployment

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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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The @ feature in Gong comments is a lightweight but impactful way for sales leaders to recognize great work. Some people to consider tagging on your AE's best calls: ➡ Your Manager: Giving L2+ leaders visibility into how the AE expertly handled a specific section of a customer call. ➡ Enablement: Giving Enablement the opportunity to feature the AE's call or snippet in upcoming training sessions or within a Gong library. ➡ Product Marketing: Helping PMM iterate training materials and GTM collateral based on how AEs are presenting and positioning the product. ➡ Your Team: Opening an opportunity for peer recognition and facilitating knowledge sharing across the team. ➡ The Internal Exec Sponsor: In a Key/Strategic Account context. Point them towards a 2-3 min snippet. #sales #salesleadership #talent #gong #coaching

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ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

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I still can’t believe how many companies are making their sales team jump through hoops to get contracts out. This week at INBOUND, I talked with a ton of AEs on the booth floor and asked them about their sales processes, yeah I geek out on that. Several folks from big-name tech companies told me that they are held back from getting contracts out at end-of-quarter by their deal desk, since proposals that have custom pricing have to be double checked. Sales teams should be selling, closing, and prospecting, not managing internal approval processes. Other AEs shared that they have to deal with navigating a horrible CPQ system, and having to manage proposals separately from quotes. RevOps and Sales leaders, why are you not removing these roadblocks for your AEs? Your sellers are way too valuable to be burdened by bad processes and tools. If you are interested in how PandaDoc can help, or just want to chat through different solutions to your problem, please DM me, check out our new CPQ page, or schedule a demo. https://lnkd.in/gVifRUJM #cpq #proposals #sales #revops

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Generative Canvas is here to turbocharge your Sales processes with AI. 🤖 This free, AI powered research tool is designed to boost productivity among your sales teams, and can support your AEs with... ⭐ Generating elevator pitches ⭐ Generating account summaries ⭐ Summarizing Open Cases ⭐ Generating Opportunity Analysis Discover Generative Canvas and how it can help you supercharge your sales processes, lead meaningful conversations, and close deals faster: https://sforce.co/3XIYmH6 #AI #Salesforce #Agentforce #SalesforceLabs #AppExchange #ChatGPT #AppExchangeApps #GenerativeAI

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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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Sales should be about building meaningful customer relationships, not just meeting quotas. Your customers' needs should be the focus of your sales journey, prioritize their vision, not yours. Do you agree? #customersuccess #sales #salesjourney #greatdemo

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calling all VP Enterprise Sales with account planning initiatives... struggling to get your reps to build plans? no time? it's natural find out what sellers at a dozen public companies have already learned... with Poggio you can build expert level, self updating account plans in MINTUES turn what used to be days or weeks of work into minutes, so you can get back to selling not trolling sales nav and zoom info, not buried in company blog posts, and not scouring page 45 of 87 of an earnings call transcript sellers sell.. with Poggio 🔥

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Partner leaders- we've got work to do. Sam Jacobs leads a community of CRO and GTM leaders- he's one of the most thoughtful, experienced, and effective people guiding the next generation of business leaders. This week he called out how poorly defined and poorly understood the partner playbook is- not just in the broader market, but even among the community of GTM experts. There's no playbook, it's hard to plan around, and "A bunch of partnership people standing around in a circle talking about how they're undervalued won't move the needle." He is 100% right. On the other side, I just got off a call with Dan McAllister, SVP Global Alliances and Channels at Boomi. Dan successfully led partnerships at SAP, Netsuite, Box, Mulesoft, and Salesforce before this role. When it comes to recognizing the opportunities the ecosystem presents his business, defining a strategy, crystalizing a joint business plan with his peers on the leadership team, and then executing the plan, Dan is one of the best in the world. #Partnerships are not one size fits all. The gap Sam called out in understanding partnerships and the partnering community's ability to close it is real. I'd like to personally invite Sam and all GTM leaders who want to understand partnerships better to join our Ecosystem Business Summit next week to hear how the best partnership leaders define partner strategy, rally their teams to understand the partner opportunity in GTM planning and lead the business through execution. We might all be great at recognizing the opportunity partnerships present, but unless you can rally the business around it you're failing as a partnership leader. We've got work to do! Join in link in comments.

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The same page… AEs, SDRs, CSMs & renewal managers How are you tracking to your goal achievements 🎯? Some mid-year reminders for the team. - Re-align to find out what has changed in your shared account(s) - Stay connected on a regular cadence - Build report and trust - you want to rely on each other - Meet in person if possible - see previous bullet - Enable tough feedback sessions - so important - Share current customer status and revisit top priorities - Strive for a unified front & strategy - Known when to engage leadership - target this as a step - Share your success metrics, KPIs, and percent to goal Success is a #team sport Have a great day!

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