Invisory’s Post

If you're into Enablement, don't miss this in-person event in Sydney 🇦🇺. Sophia Demetriades Toftdahl, Phil Cleary and Simon Hickox have organized a fantastic panel and event. Come along to: ⬜ Learn ⬜ Network ⬜ Discover new approaches The registration link is below if you’d like to take advantage of this Revenue Enablement Society - Australia Chapter event. ⭐️ Revenue Enablement Society #sales #networking #revenueenablement #enablement

How many of your October deals slipped into November because your champion couldn't get everyone on their side to say "yes" in time? This used to happen to me a lot. Unexpected stakeholders would be brought into the conversation late. They'd drop a curve ball. Then, my champion and I would scramble to save the deal at the 23rd hour. We'd rarely succeed. After losing enough times, I realized it was my fault for pushing for group solution agreement before I ever got group problem agreement. All because I was in a rush to close the deal. On Nov 14th, I'll be leading a 30 Minutes to President's Club webinar, to teach how I revised my approach when selling deals where multiple stakeholders are involved. This used to only be a problem for Enterprise sellers with $$ price points. Now, it's killing mid-market deals, too. Want to join us? Comment and I'll send you the registration link 👊

"If you aren't measuring something, is it even happening??" ponders Michael (Mac) Conn, VP of Commercial Sales. Mac is back with another edition of #PGTuesday, and this time he's joined by David Doloboff, VP of Global Business Development! Join their conversation for strategies to run effective pipeline generation reviews. Watch now: https://okt.to/LsCVyi

How writing a two page outline of a partnerships program changed my life. The biggest growth hack that's effected my business and career. Sat down and wrote a two page document outlining what my old company might look like with a parnter program. Who might be our first 50 partners. Sent it to the C-suite over Xmas. Got the green light. 🏎 I ended up then building relationships, pipeline and friendships with people outside my company. Paid to do so... Did I know that it was the first step towards building my own business based on partnerships? Perhaps... 😉 Many of these people are now: - Close friends I call on when life is hard 😥 - Mentors I ask for direction and advice from 😎 - Customers that I'm privileged to be working with 😍 - Partners to my own business and support Stakki and Sales Reader 🙌 All of this has meant I've been able to do what I do now. When I was introduced to David Wilkins, it was no different. 😍 Similar intent, similar mindsets, similar communities that we care about and want to help. Still blew my mind a little though when he asked me to be the official: Revenue and Sales Tech Consultant for the community! 🤯 Together hope to help more simplify it and get more time back to help their teams! David Wilkins legend 👏 #salesdevelopment #sales #salestech #partnerships

Last week was a blast. Carabiner Group, joined forces with Dr. Desiree-Jessica Pely at Loyee.ai for an Executive GTM Roundtable in #NYC! We gathered 15 GTM leaders together to talk through what's working and what's not. Sharing best practices is what will help these folks hit their 2024 goals. Here are some topics that we covered: 💡 Prevent BS Around Pipeline Building! - ie keep it real. 🛠️ Make it Easy for Your Reps to Cut Through the Noise! 🎯 Get Behavioral Clues about Your Prospects to Scale Targeted Outreach! 💼 Define Your ICP based on Closed Won/Lost Deals and your Competitors’ Strategies! 🔍 Always Keep Selling An Acute Pain For Power! We also got to take in a great view and a preview of what promises to be some spring weather. Be part of our next roundtable in March. Ping us if you would like to join! Thanks to everyone who could make it out! Jacqueline-Amadea Pely, Andreas Wernicke, Cyrus Khalatbari, Dan Oakes, Dave Govan, David Klaassen, Deidre Hudson ,Eliya Elon 🤓, Hamish Stephenson 🦘, Ioanna Mantzouridou Onasi, Jannis Woelk, Noam Cohen, & Stephen Farrell #GTMInsights #RevOps #SignalbasedSelling #CustomerJourney #RevenueStrategies #ExecGTMRoundtable

Building partnerships is like digging for treasure. Strategic alliances? They can skyrocket your growth. Business development isn’t just talk—it’s a goldmine. Join us next week! Got thoughts on partnerships? Drop them in the comments! #StrategicPartnerships #MarketShare #RevenueGrowth #BusinessDevelopment

🌟 Determination and Empathy: The Key to Sales Success 🌟 In a recent article, Alec Kimble and Logan R. showcased how *Outreach* successfully won over a CRO, navigating challenges and objections along the way. Alec and Logan presented Outreach's* benefits to the CRO, who saw its value but had concerns about team adoption 🚀. Their roadshow engaged sales leaders, highlighting the platform's impact. Uncertain loomed as the quarter end approached, but the team's persistence paid off. Proactively engaging decision-makers and empowering internal champions sealed the deal 💼. The story underscores the power of determination and empathy in sales, emphasizing the need to build relationships and address stakeholders' concerns effectively. How do you integrate these qualities into your sales strategies? Share your thoughts below! 🔍🚀 🚀 How do you infuse determination and empathy in your sales approach? Let's chat! 🌟 #SalesSuccess #Determination #Empathy #RelationshipBuilding #SalesEngagement

Hosted a killer roundtable with 8 talented Revenue Execs... What did I learn from them?? - No slides - No recordings, - Just candid convo about what's been most important in 2024 and how they're feeling about nailing next year My Main Takeaways from the hour jamming together: 1. Buyers are more cautious than ever... we need to make it easier / lower risk in every way possible (get to value quickly!). How can we de-risk deals for champions to get it done? 2. Biggest wins have been from getting laser focused on where their teams win (ICP, Segment, Geos, Use Cases). Double + triple down on that. 3. Selling + scaling remote is tough. Most find it the biggest challenge to the people side of things. Bringing folks together in-person drives culture and can help up-level, retain, build talent. 4. The best way for sellers to learn the product is simply embedding them post-sales and learn first-hand. Not ad hoc online training vids. 5. Spend more time with top performers and find unique ways to elevate them (they drive outsized impact) It's easy to get distracted and spend 80% of time with low performers Hosting another session in early January... Feel free to reach out if you want to join!

On Tuesday morning the Sales Development Leaders (SDL) community brought together a group of SDR leaders for our monthly breakfast session to strategise on fresh ideas to power through the end of the year 🚀 We tackled the big questions: 👉 How do you create urgency during the holiday season? 👉 What strategies ensure prospects show up for meetings? 👉 What skills and tools should SDRs test to hit the ground running in the New Year? 💡 We’ll be sharing the top insights and actionable takeaways from the session on the Sales Development Leaders (SDL) LinkedIn page. Keep an eye out - you won’t want to miss these! What’s your favourite end-of-year strategy to drive pipeline? ➡️ Drop a comment or pop me a message if you’re interested in joining the community to get more insights like this.

For mature enterprises developing or scaling the partnership function as a new route-to-market and key growth lever, the challenge is twofold. The first is that inserting partnerships into an established DNA can be hard, especially when it adds more layers to the sales process, and potentially more tools or systems for current GTM teams to incorporate. To solve for this, there needs to be concentrated effort to drive top-level and top down alignment, especially to determine tactical elements like attribution and compensation. The second potential hurdle to overcome is that your business units (most likely professional services) might have offerings that have direct competitive parity with those of your potential partners. This will require you, the partnership leader, to strike the balance between achieving your business objectives and enabling the success of your partners. According to Rohan B., global partnership leader at Pigment, transparency and a commitment to delivering the greatest value to end customers will serve as the pillars of a strong partner association. Rohan’s own prior track went from almost zero partner attachments and partner-sourced opportunities to 30% partner-sourced bookings in 3 years on the strength of this approach. This is just one of the insights we pulled from our conversation with Rohan. For more, check out this article summarizing our top takeaways - https://lnkd.in/g9GznQes