Lawrence Wayne O'Connor’s Post

🚨 New Tapped In Sales Episode Alert! 🚨 Ever wonder how suppliers really make their numbers work? In this episode, Chris Ireland drops some serious knowledge with his “Supplier Math 101.” 🧠🔍 Chris dives into how he uses data to pinpoint the "viable universe" for his brands—it's all about asking the right questions: 🗺️ Market Size: How many accounts are even in the game? 💰 Define Universe: Filtering down to the accounts that match your brand category and buyer ⏳ Long-Term Vision: What’s realistic in 5 years? If you’re a supplier or distributor looking to maximize sales strategy, this is the math you need to know. Check out the clip below and catch the full episode to learn how to align your sales goals with data that delivers. 🎯 🎧 Listen, learn, and don’t forget to share! 📺Youtube: https://lnkd.in/e6c7wgQg 🍎Apple Podcast:  https://lnkd.in/eM5PcBTH #BeverageIndustry #AlcoholIndustry #BeverageDistribution #BeerIndustry #SalesLeadership #SalesStrategy #BeverageSales #SalesCompensation #SalesPodcast #IndustryInsights #MarketTrends #BeverageMarketing #TappedInSales #NBWA #NBWANextGen #VXP

Gobble up these sales insights!  Our November edition “Selling Simplified” newsletter is packed with impactful information to help you close more deals and drive revenue this holiday season.    In this issue:  ✅ First edition of the "The Selling Simplified Podcast"  ✅ On-demand webinar: The Future of Sales is Here  ✅ Enterprise Sellers vs Trusted Advisors    No need to sign up, view your free copy now!    https://lnkd.in/gsb4Q9ZV #MaxAI #EnterpriseSellers #TrustedAdvisors #Altify 

What a week! Thanks to everyone who shared their excitement and support for The Revenue Operations Manual. We saw a lot of book covers this week -- up next, I can't wait to see highlighted paragraphs and marked up pages. In the meantime, for all of the new connections I made this week, here are two other places to find me: 1) BeaconGTM (aka my day job) -- for CEOs and Revenue leaders looking to improve go-to-market execution (and, of course, help build their RevOps team). https://beacongtm.com/ 2) Operations podcast -- for lessons from world-class Operators, many of whom are featured in the book! https://lnkd.in/e3PRe_M3

When you get customer feedback, try to master the art of keeping things small. Don't just 'play manager' with customer feedback, but try to go for instant improvements. It results in a culture of winning! Fast feedback loops combined with fast action loops is what I call effective empathy. Tune in to the Simple Brand podcast with Matt Lyles to hear our full conversation.

As an ops professional, being good at execution, tech, and data is just table stakes. I mean, you're expected to be good at that. The key to going from good to great is being able to communicate the value you bring in. In the 10th episode of Beyond The Pipeline podcast - the authors of the book Revenue Operations Manual - Laura Adint and Sean Lane, weigh in on how ops can drive value by being good communicators. We discuss why ops folks have this unique advantage because they are exposed to every part of the business, how being a keen listener could help you uncover something that evades everyone else, and prioritization and feedback loops. The episode link is in the comments. Also, if you'd like to order 'The Revenue Operations Manual,' there is a 20% discount code in the show notes.

If you missed last weeks episode on The State of Sales Enablement Podcast, listen in to Jonathan M K. and Greg Qualls, talk all things customer centric enablement. Many enablement leaders struggle to shift from focusing purely on sales to a more holistic customer journey. Queue the episode to hear how Greg manages to overcome this.

Simple Sales Action Today Episode #3: Creating a Killer Product Demo: Four Key Tactics We're excited to introduce Oscar Santolalla, a sales engineer of Ubisecure and host of his very own podcast show "Time to Shine." He's also a published author of multiple books, one of which we'll be discussing in this episode, "Create and Deliver a Killer Product Demo." Oscar shares with us 4 key tactics to create an effective and impactful sales demo, how probing questions push your prospect to reflect, and how to use product demos for customer discoveries. "𝐒𝐚𝐥𝐞𝐬 𝐝𝐞𝐦𝐨𝐬 𝐚𝐫𝐞 𝐚𝐭 𝐭𝐡𝐞 𝐭𝐨𝐩 𝐨𝐟 𝐭𝐡𝐞 𝐦𝐨𝐬𝐭 𝐮𝐬𝐞𝐟𝐮𝐥 𝐬𝐚𝐥𝐞𝐬 𝐜𝐨𝐥𝐥𝐚𝐭𝐞𝐫𝐚𝐥𝐬 𝐨𝐫 𝐫𝐞𝐬𝐨𝐮𝐫𝐜𝐞𝐬 𝐭𝐡𝐞 𝐬𝐚𝐥𝐞𝐬 𝐨𝐫𝐠𝐚𝐧𝐢𝐳𝐚𝐭𝐢𝐨𝐧 𝐩𝐫𝐨𝐯𝐢𝐝𝐞𝐬 𝐭𝐨 𝐭𝐡𝐞 𝐛𝐮𝐲𝐞𝐫." Tune in to this episode of SSAT to discover valuable tips! 👉 https://lnkd.in/dm2N_t37

Bad software happens to good people. That’s why we’re here: we want to build better software for people. When we do that, we achieve our mission: to build better work. Nathan Henry joins our relaunched podcast to talk about our mission of building better work and our vision to build better lives. Link to the episode in the comments!

The best thing I’ve heard so far this week: “Empathy is not about kindness and empathy is not an option. This is something you’re making for other people, so they whole idea of ‘RTFM,’ read the manual I’m angry at you. If you’re saying that to a customer you made a mistake. They did not make a mistake.” - Seth Godin (on Lenny’s Podcast) Empathy isn't about kindness or feelings. It’s about putting yourself in the shoes of the people you serve with your products and services. Everyone should possess it. From product to finance to sales and customer success.

"How do we integrate with every possible stakeholder so that we are so enmeshed in their workflow that if anyone was to rip us out it would be like 'OMG how do I do my job?'" This is one of the goals of stakeholder management in Customer Success. We want to become some engrained into our client workflow that we're really difficult to replace. This is one of the points Dillon Young, Jean-Pierre Frost, and I discussed on The Daily Stand Up podcast, "Mastering Multi-Threading." Although this was focused on CS, there are some tips in this episode that apply to sales as well. Check out the podcast on your platform of choice. YT - https://lnkd.in/gYg-Db5g Show page and links to all the usual platforms - https://lnkd.in/gKXCMHQs #customersuccess #sales #gotomarket