Walter Kenrich

📊 It’s not just about having data; it’s about having the *right* data. That’s what Hive found by adopting Gong Engage and Gong Conversation Intelligence. This powerful duo surfaced insights and next steps for John Furneaux and Hive’s sales team. They can now breeze through deals, navigate discovery calls with ease, and uncover more opportunities. The result? A 44% increase in meetings booked and 30% rise in sales opportunities. And that’s not even the full extent of Hive’s wins! Read about the rest here: https://lnkd.in/gh-7X7jG 

37

Discover how PreSales teams are evolving, adapting, and unlocking new opportunities in 2024 👀 From organizational structure to budgeting and analytics, explore the trends shaping the industry: https://lnkd.in/eGvrCeJT ​

4

1 Comment

Channel Force Inc. has just launched Planning IQ, the first RevOps revenue planning tool specifically designed for partnerships. Planning IQ outlines the sales metrics, resourcing plans, activities, timeframes, and MDF funds needed to hit your revenue targets. Recently, I had the chance to sit down with Gary Levy and Cory Johnican for a demo of Planning IQ. Here's a clip from our podcast—watch the full demo here! https://lnkd.in/ex6hT_fp. If you would like to demo and to discuss how Planning IQ can revolutionize your Partner GTM process. Schedule a meeting https://lnkd.in/eHGb6SV9 Jen Waltz 🔐🛡️💃🏽 Brent Earlewine Andre Becker John Lindsley Jake Zastrow Katherine R. Dollar Kathryn Rose ⭐ Akash Singh Vaughn Mordecai 🌏 Linkon Axon Mark Talbot Theresa Caragol Jasmina Muller Jeff Beavin Mihai Grigorescu Mike Nevin Rich Bishop Craig Stermer Dan Cone Philippa Peters Thomas Cross #PlanningIQ #Revenuegrowth #partnerships #Enablement

40

11 Comments

GTM efficiency has become a key topic in 2024 and will be front and center for CRO’s and CMO’s as planning begins for 2025. SDR effectiveness and productivity is a significant problem. At The Pipeline Group we built ground up the right talent, data quality, best practices and tech stack to break through the massive digital noise and to not just CREATE pipeline but to help PROGRESS it. Get ahead of the brutal 2025 plan and let us show you how we can take out costs and drive efficiency. I know you have all had a bad experience with outside agencies but we are proven and different! You have nothing to lose, I won’t waste your time and if we can’t help it will be stated in the first 15 mins. DM me or Ken Jisser

57

Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari’s 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/eeVWViQz  

42

As Simon says, it’s about trend data that matters most when it comes to sustainable growth. Watch #SimonSinek discuss the power of infinite-minded leadership and the importance of setting long-term goals in this video clip.

5

"Stay ahead of the curve by knowing what’s in your IT estate so a 'blue screen of death' or other disruptive downtime doesn’t set your IT team — and your company — up for a very bad day," says Lakeside Founder Mike Schumacher in his latest The Business Journals article. Keep reading!

3

Our latest survey offers a comprehensive look at the current state of selling, featuring insights from 800 front-line sellers. A standout finding: 3 out of 4 respondents believe they could save at least an hour by eliminating the task of creating personalized emails for prospects. While personalization is essential for connecting with prospects, it’s also incredibly time-consuming. Sellers understand its importance, but those hours quickly add up. We know time is money, and we’re dedicated to providing today’s sellers with the tools they need to personalize efficiently and effectively. Additionally, we asked sellers, “What specific tasks in your role do you think would benefit most from AI and automation?” The top three responses were: 1. Follow-up and engagement tracking 2. Reporting and performance analytics 3. Data entry and CRM updating Our survey uncovers valuable insights into the future of sales. Discover how AI can revolutionize your sales process: https://lnkd.in/gMr_3UNA

3

2025 suddenly feels like it's moments away. Fortunately, in less than a week Forrester's Seth Marrs and Clari's Elizabeth Heuett Temples will team up to talk about the future of #forecasting for enterprise sales. #RevOps leaders, get ready to beat your 2025 objectives - register here: https://lnkd.in/eD9Y6i3b

5

2024 has already proven to be a transformative year for partner marketing. Our joint opportunity is massive, and we—in ServiceNow Global Partner Marketing—are all in. As we scale to $20B in revenue, your expertise and co-creations are a key driver to our joint success! We know you’re focused on getting to market faster¾and building your business. And we want to make it even easier for you to work with us and get your job done. We’re committed to elevating the partner marketing experience to give you immediate access to the strategies, programs, and campaigns that’ll help you create the demand to get there. Join me at the Global Partner Marketing booth at Knowledge 2024 to learn more about all we’ve done … and all that is to come. We’re ready to answer your questions, get your feedback, and explore what we can accomplish in 2024 and beyond. Here’s a quick sneak peek … Discover and learn Gain full access to everything our partner marketing teams offer—in one place. Our new digital front door will help you find the right programs, strategies, tools, trainings, and resources—when and where they’re needed. Our new Partner Marketing Institute offers in-depth training—from strategy to best practices—to hone expertise and maximize our joint marketing ROI. Create and customize Spend less time building—and more time doing. Campaign Creator will allow you to access turnkey, curated campaigns that are easy to co-brand and customize, so you can create excitement in the market. And when custom content—or extra support—is needed, access our Demand Center to leverage a marketplace of ServiceNow-vetted and trained vendors to speed up timelines and make procurement processes simpler. Engage and connect Grow pipeline and accelerate opportunities with new and existing customers through programs that maximize impact. We’ve made it easier for you to launch awareness and demand campaigns on leading-edge topics. And our impact is amplified when we leverage various incentive and recognition programs—whether it’s Partner Development Fund co-funding, grants for partner award winners, or exclusive assets for specialization partners. Knowledge is just around the corner, and I’m thrilled to connect with you in Las Vegas at the Partner Pavilion to demo new experiences and tools that will help us grow together.

64

4 Comments

Learn more about how the Premier Success Plan helps you start strong, scale, and get more value from Salesforce.

15

Salesloft’s data science team recently gathered insights from over 2,000 meeting recordings and transcripts associated with more than 1,200 deals. What did they discover? The deals that discussed timing early on in a deal cycle tend to accelerate to the next stage faster and are more likely to move to closed won. Sales leaders, your reps can use these timing-related questions and statements in their next discovery: https://lnkd.in/e9G2mumG

11

Wondering if your SaaS #presales and #sales teams are working in harmony 🎶 ? Or how you can achieve the right balance ⚖ ? Check out the latest report from Chris White and Reprise - 10 Tips to Make Your Presales Team More Efficient and Effective. Let us know what you think. Which strategies have you found most impactful and realistic in driving your team's success?

3

1 Comment

I am excited to share that I will be joining Tracy Burns (she/her) as a member of the Board of Directors of Northeast HR Association. With the United States undergoing a demographic transition as our population's average age increases and labor becomes more scarce, there is heightened importance for training young people to fill important roles in growth industries. While the rise of advanced technology solutions like digital workers, AI chatbots, and user agents will streamline low- and medium-skill operations, youth must be trained in durable human and technical skills to set our country up for continued economic growth. Growth industries increasingly demand productive, skilled talent; at the same time, school systems are struggling to scale meaningful opportunities for youth - especially from marginalized, under-resourced, and/or opportunity-poor communities - so that they can build a capacity to aspire to high-wage jobs and in-demand careers. The cycle of intergenerational poverty continues to play out across the country, from rural areas of the southern states to the largest cities in the northeast, disaffecting youth who otherwise have the potential to find fulfillment and build wealth in industry. Coupled with the hyperlocalization of opportunity in predominantly coastal cities, this cycle threatens our collective belief in the American Dream for all. As we continue to grow our program at Flare Education to serve 10,000 high school students per year, working with HR leaders to build strategies and practices focused on #earlytalentdevelopment and #diversityequityinclusion is going to be a critical growth experience for us in our attempt to scale high school workforce development into a national movement. Ultimately, employers must consider their role in shaping the future of the workforce and help proven programs scale work-based learning across the United States. This is going to be exciting 😁 If you are interested in joining NEHRA, Tracy and her team do a phenomenal job at connecting the dots for New England HR professionals and leaders. I would encourage reaching to her and her team directly! #workforcedevelopment #education

17

1 Comment

Thanks to Dave Rigotti and team for a wonderful #PLGTM conference in SF. I had great discussions with sales and marketing leaders and here are some observations on how PLG has evolved. Part 1: Time to rethink PLG practice ✔ While the core idea of PLG revolves around self-service adoption and user-driven growth, the practice has evolved, and companies are recognizing the need for a hybrid approach. ✔ For a lot of practitioners, PLG means self-service and users adopt the product without sales support. In practice, PLG leads to increases S&M costs increasing CAC. So, it no more just about building a product but putting the marketing $ behind it. ✔ Enterprise buyers are researching on their own and have good information before they come to the call. Huge number of prospects want sales help in navigating the value prop but want to try out themselves. ✔ PLG does lead to execution speed driving the awareness, showing the value, decreasing sales cycles and enabling simple and faster expansion. ✔ There is a myth that only startups or B2C companies use PLG and has to be bottom-up approach. While many of the companies we know and products we use might be B2C, lot of enterprise B2B companies are PLG as well. e.g. users can simply signup and start using Calendly, Canva or Airtable. teams can start using the products like loom, figma and datadog. ✔ Bringing customers need a hybrid approach in 2024. You need to provide user value created by the product and buyer value created by sales teams. Think about product market fit and product customer fit - leading to greater number of happy customers ✔ Every KPI you are measuring should drive an outcome. If you collect data, ask "what is it used for? " and "how does it help customer or adoption?" ✔ As the PLG model continues to evolve, companies must adapt and embrace a balanced approach that leverages the power of self-service adoption while providing sales support to drive customer success and long-term growth. Thanks to David Yockelson and Dave Boyce for providing engaging discussion on the core of PLG. #productledgrowth #productledsales #salesledgrowth #startups #salesleadership #productmanagement

61

8 Comments

I am grateful for yesterday’s discussion hosted by Randy Hain of Serviam Partners to discuss the timely topic of Trusted AI. I'm especially encouraged to hear such a thoughtful approach from Juan Perez, CIO of Salesforce. As a telecommunications executive, I've seen first-hand the ongoing connected device proliferation and increasing customer expectations for simplicity and consistency amidst this complex ecosystem. Generative AI is a key ingredient toward fulfillment of these expectations, but it is critically important to evolve its use in a responsible way. Here are a few key guidelines to consider. https://lnkd.in/ek7mvPHh

40

3 Comments