Salman Mohiuddin

Are you looking for better ways to drive Net Revenue Retention (NRR) during this time of economic uncertainty? Check out our new on-demand webinar to learn how leading organizations like Delphix and Gainsight are using Ecosystems' SaaS platform's seamless integration with Gainsight to: • Engage customers around the value promised in presales • Document customers' desired business outcomes and KPIs • Track the value solutions deliver in real-time • Provide objective insights to retain must-keep customers • Expand accounts to drive NRR Access the on-demand webinar here: https://hubs.ly/Q02w33Sc0 Learn more about Gainsight & Ecosystems’ integration here: https://hubs.ly/Q02w32Xh0 #NRR #RevOS #Value #PreSales #B2BSales #CustomerSuccess #CustomerValue #Pulse2024

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📈 Are you looking for better ways to drive Net Revenue Retention (NRR) during this time of economic uncertainty? Check out our new on-demand webinar to learn how leading organizations like Delphix and Gainsight are using Ecosystems' SaaS platform's seamless integration with Gainsight to: • Engage customers around the value promised in presales • Document customers' desired business outcomes and KPIs • Track the value solutions deliver in real-time • Provide objective insights to retain must-keep customers • Expand accounts to drive NRR Access the on-demand webinar here: https://hubs.ly/Q02N9vmx0 Learn more about Gainsight & Ecosystems’ integration here: https://hubs.ly/Q02N9s1X0 #NRR #RevOS #Value #PreSales #B2BSales #CustomerSuccess #CustomerValue #Pulse2024

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💡 Want more revenue? Focus on product, product marketing, and sales enablement. In today's cautious market, simply adding or swapping out sellers won’t guarantee more revenue. However, when your product is a “Must Have,” your value proposition is crystal clear, and your sales team is armed with the right tools and support, you can thrive—even in tough times. This is where you truly stand out. I see too many companies fixated on their sales teams alone. But more sellers, regardless of their hustle and training, won’t make a material difference if your product, materials, and tools aren’t rock solid. Investing in product, product marketing and sales enablement not only improves your near-term odds but also ensures long-term success. Agree? #RevenueGrowth #ProductMarketing #SalesEnablement #MarketStrategy

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Calling All SALES People – YOU HURT YOURSELF WHEN YOU DO THIS!! A huge piece of advice to all of you included in SALES process for your business including CEO’s, MD’S, SALES Directors, Client Directors, Head of Sales, EVP’s, VP’s, SVP’S…I think you get the drift. If your business is taking part in an official RFP process and the RFP states the lines of communication to be used (which it will) i.e. people you should contact (probably a #Procurement person or maybe a Stakeholder)…then abide by it! Now sometimes during the RFP process you may learn of other more senior people who may have an impact on the RFP outcome. This may be via demos or chemistry sessions, or your senior people already know and have a relationship with senior people in the business… BUT please, no matter how desperate or brilliant you think you are…. DO NOT CONTACT THOSE SENIOR PEOPLE DIRECTLY (unless requested to by the contact in the RFP!) It may in your mind seem like a smart thing to do, as you can influence the outcome and get advantage…and I get that is the SALES person in you, and you’ve seen it pay off sometimes… But here’s what actually happens: If the Procurement team are valued and are in charge of doing the official RFP - then take it as given!! All that will happen by your actions is that the senior person will reach out to the Procurement team and tell them…. and guess what that does to your proposal…? Don’t think for one second, your proposal goes to the top of the pile. IMHO, IT’S A HUGE BLACK MARK! What your actions have actually managed to achieve are: 1.     You will have annoyed the Procurement person managing the RFP 2.     You will have annoyed the CPO or Head of Procurement 3.     You will have annoyed the Senior stakeholder who is sponsoring the RFP 4.     You will probably annoy the Senior person you contacted… after all there’s a Procurement function to deal with this stuff! So, SALESPEOPLE…no matter the temptation, do yourself a favour and abide by the RFP rules of communication. You have been warned! _________________________ 😃 Hi I'm Steve Walton. I help companies to fully realize the value procurement brings in terms of cost savings, risk mitigation, supplier innovation and sustainability. DM me if you’re ready to move procurement beyond a tactical purchasing function, and need consultancy and training. 💸📉📊

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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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SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

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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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Enterprise Salespeople - just a friendly push (from someone who isn't impacted by your results but wants you to kick ass) May & June - time to fine-tune  😎 If, on average, you have a 6 + month sales cycle - hopefully you rested up this long weekend.... It's GO time! Any Discovery Calls booked inside what's left of May & the month of June have a shot to close by Calendar Year End. Factor in some down time in July & August & December. This is when you want to: 🚀 review and own the heck out of next steps with ops inside your CRM 🚀work with marketing to provide timely and intelligent collateral for each stage gate of your ops 🚀ensure that decision makers are identified and introduced 🚀hammer away with your sales leader/founder the key accounts and get support 🚀build plans with your champions to get these deals to their natural close 🚀understand how market forces/head winds/corporate budgets etc might create a sense of urgency for prospects Good Luck & Go CRUSH Your Quotas - like only you can!!! AND make sure you have some personal activities for growth inside your daily calendar!!! That part is always non-negotiable!! If I can help - happy too! startupsalesgrowth.ca #sales #saas #saassales #founders #startups #startupsales #proptech #realestate #enterprisesales #ae #bdr #salesteams #salesculture #salesprocess #salescycle #salesstrategies #salestips #quotas #salesquotas #revenue #salesleadership #salespeople #worklifebalance #marketing #salesandmarketing #mentalhealth #salesprospecting #crm #nextsteps #coaching #b2b

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Just wrapped up an outbound training with 64 EMEA AEs & SDRs at Shopify. What a fun group! They really nailed the cold calling portion of the training. Shopify has 20+ openings right now for SDRs, AEs, and leadership right now across the entire globe. Why you should consider joining their team: ✅ Shopify is an absolute 🚀 I've said this before. They're growing 25%+ year over year. Very rare for a company their size. They made 150+ product updates in Q2 alone. Over $1 TRILLION has been sold through their platform. ✅ Their SDR org is top 1% Matt Saxon heads up the SDR org in EMEA. You get all of the tools, support, training, and coaching you need to be world-class. They're using AI better than anywhere I've seen. ✅ Great front-line leaders Birk Angermann heads up the EMEA team. Shout out to all their front-line leaders/coaches: Matthias Kleven, Hisham Khan, Anastasia Sfregola, Dominik Moecklin, Paul Storton, Rich Mason, Marion Escaffre, Dominik Moecklin ✅ World-class enablement Siobhan Sweeney, Brittany S. S. H., and Dan Wetton did an excellent job of setting up the program, building buy-in, and making sure everything went smoothly. ~~~ Check out Shopify's careers page here: https://lnkd.in/egjix93v Tag someone you know this could be a great opportunity for.

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Ashi from Gong is fast (😮‍💨10k) But not as fast as Gong Engage users when they use Lavender. Access to your Gong calls in our personalization assistant ✅ Access to our coach & "Ashi fast" personalization in Gong ✅ Better 🤝 Faster 3.0 (and so much more) coming soon

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35-50% of b2b buyers choose the vendor that is fastest to respond. But, most vendors are still forcing buyers to: Fill out a form Wait for a response  Talk to an SDR So, It can take buyers weeks to: See a product demo Learn about pricing Talk to subject matter experts If buyers choose the vendor that is fastest to respond… Why are we still forcing buyers to jump through so many hoops? *(Source: InsideSales.com)

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Why is 60-70% of SDRs missing quota? It's because their leadership is failing them. I had the pleasure of interviewing Sara Storm on the SDR Hire Podcast - a tenured SDR and Revenue leader with multiple successful teams behind her, countless lectures and trainings delivered. Sara has a very unique, no BS approach to sales and SDR leadership. In this episode she shared: • What's the current state of the SDR/BDR role • Why sales leaders are failing their sales teams AND their customers • How can SDRs take ownership of their careers?! • Should you even be in an SDR role? • How she used to close 7/10 cold calls she'd make Here's the full episode: https://lnkd.in/eCANhKGu Sara thank you for sharing your expertise and holding sales leaders everywhere accountable! Hope you all enjoy and subscribe! #sdr #bdr #salesdevelopment #techsales #career

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Think you know community? Think again. The State of Community 2024 Report just dropped, and it's a game-changer. 🌍 Gainsight + Benchmarkit teamed up yet again to bring you insights on new tech, AI, and community strategies that are completely rewriting the playbook. 📖 Check out how B2B leaders are flipping the script on customer success—using community to rack up advocacy, crush product launches, and boost engagement to max level. 🔥 What’s Inside? 🎰 Unlock the Advocacy Jackpot: Turn your community into an advocacy powerhouse. 🚀Launch Like a Legend: Use community hype to make product drops unforgettable. 💃 Engage Like a Pro: Keep customers hooked with engagement moves that slay. Get the scoop from over 200 companies worldwide and learn how to turn your community into your MVP. Don’t get left behind—download the report and level up! 👉 https://lnkd.in/gUpqTMKt

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This post by one of the smartest in the revops landscape reminded me of a sales lesson I learned as a journalist - If you can't write it, you don't know it. Good sellers use the CRM like a journal, documenting facts, and updating it as they learn more and continually refine their understanding of their deal. Managers - if you're struggling with this, what doesn't work is the hard line "Do it because it's your job." That will work for a month or two, until you have to put your "I'm the boss" hat back on. Show reps how it makes them better. When you see discovery information isn't crisply articulated (or just not updated at all), instead of focusing on the lack of info - just interview the rep about the information. Their answer around the discovery information will typically be long-winded, vague, or revealing of some risk not otherwise discussed. Discipline w CRM means reps will realize for themselves this risk, without the manager interview. GenerativeAI is already doing an amazing job at auto-logging content to the CRM by automatically extracting topics. But even with access to this tech, I have no intention of phasing out rep expectations to update the CRM, because the point is to be in control of the information. If you can't write it, you don't know it.

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CRM adoption tip: Sales managers are the key to driving adoption of the tools you provide. So publish a leaderboard report by sales manager (not by rep!) at your next sales meeting. You will be amazed at how quickly those sales managers respond to being at the bottom of the list because their reps aren’t using the system. Thanks Aadil Ahmed for this great tip! #sugarcrmroadshow

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SDRs and AEs are you struggling to get responses from Cold Calls and Cold Emails even after doing all the Personalization? Why? Because you miss Relevancy Adding something recent from ICP's LinkedIn or social media might help you increase the open rate but does not help that much in getting a reply. You also need to sound relevant to them and know 1. How the ideal day of the persona looks like 2. What their priorities and challenges might be 3. What metrics matter to them and things like that Personalization alone won't help Adding Relevancy is the🔑 to success in Cold Outreach #relevancy #personalization #coldoutreach #coldcalls #coldemails

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If you know your ICP and you know deals close when you have demos w/ a specific decision maker, in the right industry, at the right company size, at the right time - then your team’s leading indicators should be focused on the activities that drive that desired result.

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