Drew Coryer’s Post

What a succinct breakdown of some key takeaways from our book, courtesy one of our favorite partnership experts Nelson Wang ❤️ For anyone else looking for a good weekend read, you can check out the digital version right here - https://lnkd.in/gBsNmuGU

https://lnkd.in/eZmAZ_uV I read about Brittany Pietsch in the WSJ this week. This touched a Huge Sales Nerve in Me- Not the least in that her Direct Manager didn't have the Balls or show her respect to fire her directly. My respect for the younger Generation has grown to conquer my cynicism after watching this video. This is the Brutal & Awful truth of how Most SaaS Coo's Work- Insanity- Fired after 3 months for Performance in a Complex Sales Process. On so many levels this is reprehensible (I've been in her shoes many times throughout my career- she will get over the "trauma" but respect her Strong desire to get a Real Reason and Holding her Ground...impressive! ) This lack of Transparency and hiding behind such arbitrary performance numbers risks alienating younger professionals from sticking with Sales which has a huge Image Problem in early career entrants- What I'm hoping for is that she quickly rebounds to get her revenge (she will- for she presents well- has the balls and strength to combat bullshit and reacts well under pressure- Great sales DNA) :) Companies (SaaS) and Professional Services don't have to keep Hiring and Firing when their (products don't sell fast enough??- how about the Sheer Amount of Competition in Cyber Security and Crushing of Margins and Market Share- Sales Cycles for Complex Sales Products take a very long time. This isn't about Sales Chops or Competence- this is about revenue miscalculation and Management & Co. (product) getting it's Ass Kicked and trying to "save face" on the Employee Costs Bottom Line- 😤 There is a better way to grow Sales more Sustainably and to Hire for that growth as it comes more organically. #salesdevelopment #consciousnessconnecting

Today is a "recharge" day at Airtable so I'm getting ahead of some weekend reading. Trunal B. from Clazar was nice enough to send a copy of "The Complete Guide to Sales Growth on Cloud Marketplaces." I wanted to share these key insights from the book: 1. Winning with partner ecosystems is becoming increasingly important and valued by companies. Just look at the hiring - there's been a +354% increase in ecosystem roles and +281% increase in partnership roles since 2013. 2. Embracing channel neutrality is a key to success in engaging with GTM teams 3. Do things that don't scale to get to scale. Engage quickly with a smaller group of champions that are committed to get joint wins quickly. Once they have proof points, they can become champions for the marketplace partnership internally to get more folks on board. Pete Goldberg did this at Gitlab and ended up driving 20% of the revenue through marketplaces! 4. Automation is key. Get AEs away from manually creating private offers and get to automation as quickly as you can. 87% of business leaders believe automation will give reps more time to focus on goals that have a direct impact on revenue. 5. Your priorities will change as the cloud channel grows and so will the outcomes you measure for success. Keep in mind where you are in the journey and what success looks like for each stage.

Everybody in sales loses deals. But what separates winners from losers? A comeback strategy. Had a blast chatting with Mike D'Angelo, whose 30-year sales journey took him through every high and low - from President's Club to PIPs and layoffs at Microsoft, IBM, MindTickle and Highspot. These experiences shaped his unique perspective on resilience, leading him to found ResultsLab where he helps others transform setbacks into sustainable success. His approach for dealing with setbacks: Don't just move on! Transform setbacks using the AVP method: - Accept: Face reality head-on - Validate: Yes, it hurts. That's normal - Permission: Allow yourself to feel what you're feeling Truth is: Every "no" carries a gift - knowledge, power, or inspiration. Real winners aren't those who never fail, but those who turn losses into lessons. During our pod we covered: - The Anti-Fragile Framework Every Sales Leader Needs - From PIPs to President's Club: Building Bulletproof Sales Teams - Why Rushing Is Silently Killing Your Numbers - Beyond Survival Mode: Transform Your Sales Culture Full conversation in comments.

Amidst the backdrop of an economic downturn and looming uncertainty, B2B tech cost cutting measures such as layoffs and budget cuts are a reality. Acknowledging this, you pivot, rethink your objectives, define new strategies, and focus on your goals. While this is critical, there’s one missing piece. All good strategic plans need a champion. Someone with the ability to influence, allocate resources, make changes, and delegate. In football terms, a quarterback or midfielder. Without this person(s) your strategic plan quickly becomes a side-of-desk project and an exercise in futility. Consider this and the other factors we discuss in our recent blog as you evaluate your B2B tech marketing and technology PR goals for FY2025 and beyond. Reach out to "rethink" your strategic planning process. https://lnkd.in/gV4fbTPR #MarketingStrategy #PRStrategy #B2B #Technology

Marketing-related layoffs are at an all time high. So why aren’t marketers tying content to revenue? Experts weigh in ⬇️ ‎ 1️⃣ So much happens between when marketing ends and sales begins‎‎. It's hard to know what REALLY drove impact behind the scenes 2️⃣ ‎Popular CRMs and other data tools today aren't equipped to show which assets drive revenue. A lot of the focus is on CTR, but if 99% of those clicks don't convert, this doesn't reflect deeper impact 3️⃣ ‎Marketers are afraid of how revenue KPIs affect comp, whether positively or negatively, given the above circumstances  4️⃣ ‎Sales and marketing are historically misaligned. This makes it difficult to truly understand what the other team needs in order to help drive impact So, how do marketers overcome this? 🎯 ‎Facilitate more involvement in other teams, such as data and sales. Have fun, low-risk "role swaps" to truly learn what everyone needs to move deals 🎯 ‎Use historical data to iterate assets that actually work, whether you have to do this manually at first through attribution forms, or with better AI tools / integrations. Efficiency gains compound.

Top 5 mistakes I've made as a VP Sales: 1. Didn't push back enough on goals, hiring plans, etc. 2. Didn't invest into RevOps from day 1 3. Rushed important hires for rapid growth  4. Didn't over-communicate with the board to give full context 5. Did not focus early enough about getting our pricing strategy right Don't make the same mistakes. ⛔️ What are some mistakes you've encountered along the way?

Even when we look back, the ride is still jolting. And the joke was definitely not on us, as companies doubled layoffs in Q124 vs Q123. GTM Partners' research found that 57% of companies still didn't build enough pipeline as they cut back hard on marketing spend (without a counter strategy). This is where #Fractional Leaders come in - that is, those with the ✨ right ✨ experience - to help companies get back on track and make 2024 a year of growth. We’re seeing similar marketing strategies and similar positioning from a lot of companies - saving time and saving money are not sufficiently compelling for buyers to buy. We’re also seeing that 47% of tech buyers expect ROI within the first six months of purchase of software. Traditional customer case studies don’t communicate this value. Notably, we are seeing an #innovation explosion from companies such as Ignition, ProofAnalytics.ai, and others. Jared Robin ⏭ Robin gives the full run-down in his posts. Now is the time to return to #fundamentals to ignite growth. If your #marketing isn’t connected to your business' #outcomes - rethink it. The time is now to steal #marketshare and with a strong point of view. #winning. Entry Point 1 #gtm #marketing #sales #revenueteam #gotimmarket

Do you need to pick just one GTM Motion❓❓❓ 2024 has been another brutal year for tech layoffs. With more companies focusing on profitability and 'right-sizing' their business, using a partner-led GTM strategy has reached an all-time high. Reduced costs and scalability are two huge benefits of a partner-led GTM strategy. So...with that being said, do you need to pick just one GTM motion? The answer is absolutely not. Many successful companies (HubSpot is the first one that comes to mind) have shown great examples of how an integrated multi-motion strategy can be increasingly beneficial to your business. Here are 4 reasons to integrate partnerships into a multi-motion strategy. 1️⃣ Accelerated Customer Acquisition by Embedding into Partner Workflows: Time to get a little nostalgic! Remember when Netflix used to rent DVDs? Well Netflix is a great example of how embedding with the right partner can drive customer acquisition. In the early 2000s when Netflix launched their DVD rental business, they partnered with stores and DVD manufacturing companies to place stickers on every DVD player. At the time, this was their number one driver for new customer acquisition. 2️⃣ Enhanced Product Offerings to Increase ARPU: Partnering with companies that offer complementary products or services allows you to create bundled offerings or upsell opportunities, increasing the average revenue per user (ARPU). By combining your strengths with those of your partners, you can deliver more value to customers and justify higher pricing tiers, leading to increased revenue per customer. 3️⃣ Increased Deal Velocity through Collaborative Selling: The 50/50 rule applies here. On average, referrals from a partner have a 50% greater close rate and a 50% reduction in time to close. 4️⃣ Diversified Revenue Streams: Not relying on one revenue source is a good way to future-proof and de-risk your revenue engine. One thing to consider, there is a fine line between spreading yourself too thin and multi-motion GTM strategies.

SELLERS 🚨: "New executives are 2.5x more likely to convert in their first 3 months." (with all the layoffs and job changes, take note ✍): Hiring and hired signals are important to capitalize on when they happen. But there's a lot of noise in the market, especially trying to navigate all these signals. Prioritizing the Hidden Gems is like finding an Easter Egg in a game! 🥚 (Don't @ me for finding all the Halo skulls for the Hayabusa armor... IFYKYK 💀) Ecosystem signals are also a key indicator in the direction of the treasure 😍 Simply put: If a prospect is a customer of our partner... Then we can deliver more relevant value via our joint-offer. Keywords: Relevant value! Approaching with a generic message of value, or a pre-canned one, will further decrease your already low connect and conversion rates. Instead... Mentioning how you understand the buyer's world and WHY FOR THEM SPECIFICALLY it would be valuable to talk to you with the surrounding value via the ecosystem... nearly necessary these days. Better yet, facilitate an intro from your partner that your partner simply can't ignore 😉. Find out today at 2PM ET as we discuss on this quick session filled with value today with James Kaikis @ TestBox and Trinity Nguyen💎 @ UserGems 💎! ---------- If you want the tactical step by step, we'll be covering it on this session & turning it into a playbook. Join here 💎: https://lnkd.in/gFQWZv3x