Jennifer Severns

In 2024 sales leaders are being asked to hit bigger targets with tighter budgets. On a macro level this can feel daunting, but if you boil it down team by team, rep by rep– the answer clearly sits in the efficiency and productivity of your rep’s day. And in order to drive that daily efficiency and productivity, you need to deeply understand the foundational systems + processes that actually allow your team to spend the bulk of their day talking to customers and prospects. If I’m a frontline manager or Dir of sales right now, I am revisiting this checklist quarterly to drive that efficiency and productivity within my teams: 1.) Revisit your deal cycle workflows and ensure your reps understand the ins and outs of the tooling and sales process. ↳They need to know how to navigate the sales methodology you use ↳They need a deep understanding of your CRM and entry and exit criteria for deal stages ↳They need to have clarity around forecasting expectations and how to keep their pipeline clean ^ All the logistics of getting the job done. 2.) Skills assessment/reinforcement and training around how to make sales conversations meaningful. ↳Revisit messaging and positioning ↳Regular objection handling practice ↳Understanding each persona, their problems and buyer signals that indicate it’s time to reach out to that specific prospect ↳Value, benefits, ROI, differentiation matters Fewer tools means less complexity. See where you can cut standalone tools and consolidate to more comprehensive and all-in-one tools (like Apollo) to give your reps a more centralized operating system and reduce the time spent navigating their tech stack. Simplicity will help your reps win. 💪🏼 The market and selling environment is changing rapidly. Your teams are growing and shifting constantly. These things should be top of mind and regularly revisited at the team and rep level to ensure they are as equipped and empowered to do what they do best (sell!) at all times. How often are you running enablement sessions with your team? Do you focus on process or skills more? #salesexcellence

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I've noticed that the products and services that perform the best have a robust and efficient sales process. But how do you build that inside a large organization? It's a question I'm often thinking about and working on with clients. Here are 6 things we know that work. 1. Establish a Repeatable Sales Process: Create a consistent and scalable framework that your team can follow. 2. Prioritize Target Accounts: Focus your efforts on high-value prospects that can drive the most revenue. 3. Harness Technology: Utilize CRM systems and automation tools to streamline your sales activities. 4. Cultivate a Strong Sales Team: Invest in training and development to build a knowledgeable and motivated sales force. 5. Adopt a Consultative Sales Approach: Engage with your customers to understand their needs and tailor your solutions accordingly. 6. Adapt to Change: Stay flexible and responsive to changes in the market and customer preferences. What else would you add?

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"Outbound is dead." Anyone else sick of hearing that? Email opens are down. Clicks are down. Replies are going down.   But, 6sense’s outbound prospecting efforts are outperforming inbound. Join 6sense's Senior Director of Sales Development Ernest Owusu for a 60-minute webinar with Pavilion and Lattice where he’ll discuss how to: -Keep BDRs motivated  -Manage remote teams  -Harness technology to help sellers be more effective -Bring your questions, because we’ll set aside plenty of time for Q&A.

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Are your sales meetings lacking energy and results? Sandler's complimentary whitepaper, "9 Steps for Running Efficient and Effective Sales Meetings," offers actionable advice on improving focus, reinforcing goals, and aligning with other departments for successful outcomes. 🔗 Download your copy now: https://hubs.li/Q02NXNV70 #TrustPointTX #SandlerTX

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This was an incredible interview of Chad Peets with Harry Stebbings of 20VC If you are a sales leader or your hire sales people or involved in building GTM teams in anyway, then there is some great value in this one! Chad work with Chris Degnan the CRO Snowflake in the early days to build the sales team and as well as being an early investor there, and the stragies and tactics used to build at scale are great to hear. In particular, it was super interesting to hear how the recruitment process was streamlined for efficiency and the dislike for 'Hiring Panels' (as everybody should)! - The decision should be binary: you either want to hire them or you don’t. - Anyone not uniquely qualified to qualify or sell should not be a part of the interview process. - Having a sales engineer on the panel is risky & slows everything down. According to LinkedIn Chad was MD at Sutter Hill Ventures and now is Managing Partner Riverpoint Capital where he has been an early investor in Snowflake, AppDynamics, Lacework, Clumio, Sigma Computing etc.... Please from the link below; https://lnkd.in/dRY8X4Yb #CRO #Revenue #GTM #software #sales #recruiting #recruitment #hiring

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9 Key Sales Compensation Challenges Faced By CFOs in 2024 🚀 The sales landscape has changed dramatically in recent years, bringing about newer and more complex challenges😵‍💫 3 of the most prominent ones are: 🎯 Incentivizing your sales team?  🤝 Retaining top talent?  📊 Setting the right metrics? Dive into our latest blog to find out 6 more of these challenges, and the best practices you can use to deal with them 🏆 Read now to stay ahead of the curve. 💡⤵️ https://lnkd.in/gZecMQhY #SalesCompensation #CFOChallenges #SaaSSales #CFO

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Why have your field sales coaching initiatives failed? We bet it has something to do with the 4 most common culprits we've seen in our experience. Learn what you as a sales leader can do about it in this new Swagger Sales blog post: [Why Most Field Sales Coaching Initiatives Fail...And What Sales Leaders Can Do About It] https://lnkd.in/gJBQwnfq

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Make your prospecting dreams come true 😍 Here’s how top SaaS companies get ready-to-buy contacts from in-market accounts delivered daily—right where reps work. https://lnkd.in/eW_trCXj

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🚀Transforming Enterprise Sales with Vieu🚀 As an AE, you're no stranger to the chaos of manually drawing org charts, and trying to identify the elusive buying committee. Hours wasted, frustration mounting, and still no clear path to the decision-makers. But the game has changed. Enter Vieu – your ultimate Enterprise Sales ally. Vieu provides precise stakeholder maps, cutting through the noise and guiding you straight to the key members of the buying committee. No more wasted time, no more guesswork. The result? More closed deals, less frustration. Because in Enterprise Sales, it’s all about precision and efficiency. Ready to revolutionize your sales approach? Embrace Vieu and turn chaos into clarity. #enterprisesales #salesintelligence #vieu #AE #accountexecutive #didyouknow

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Sales leaders! Shift your focus to people for stronger sales results. Instead of fixating on forecast calls, prioritize weekly people development calls to empower your team. Sure, continue coaching on the go during forecast calls but set weekly time to work on specific development topics. Confidence, support, and growth will lead to higher numbers. Make it about the people! 👥

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Have you heard of the value vomit? It's when your salespeople start telling or presenting what a great company they have and showing the logos of businesses they work with before they even understand the potential opportunity. Executing a sales process and genuinely engaging with your prospects in an inquisitive manner will build trust and credibility more than telling them how long you have been in business, and who your clients are. Remember it's not about YOU it's about THEM. #salesprocess #closemoredeals #serviceyourclients

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The secret to boosting sales? It's all about the division of labor. In our new blog, learn: - What sales coordination really means - Why your core sales team shouldn't handle it - How proper coordination can revitalize your pipeline Don't let valuable opportunities slip through the cracks. Discover how the right sales coordination strategy can keep your deals moving and your revenue growing. https://lnkd.in/g9iycn54

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#VistageCEOCoach It's inspiring to see Vistage's growing popularity and recognition as a leader in business coaching. Vistage empowers CEOs, business leaders, and entrepreneurs through peer advisory sessions, customized coaching, and expert guidance. This safe platform helps leaders solve tough problems, make informed decisions, and achieve their goals. Let's continue our growth journey with Vistage and explore endless possibilities together! 𝐃𝐌 𝐌𝐄 𝐓𝐎 𝐊𝐍𝐎𝐖 𝐌𝐎𝐑𝐄 𝐀𝐁𝐎𝐔𝐓 𝐓𝐇𝐄 𝐏𝐎𝐖𝐄𝐑 𝐎𝐅 𝐕𝐈𝐒𝐓𝐀𝐆𝐄 𝐂𝐎𝐀𝐂𝐇𝐈𝐍𝐆❗️❗❗️️ - 𝐴𝑙𝑎𝑛 𝐿𝑜w #CEOCoaching #BusinessCoaching #PersonalFinanceCoaching #CareerAdvancement #FinancialCoaching #AlanLow #BusinessSuccess

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🚀 𝐄𝐱𝐜𝐢𝐭𝐢𝐧𝐠 𝐞𝐩𝐢𝐬𝐨𝐝𝐞 𝐚𝐥𝐞𝐫𝐭! 🚀 Join Beau Billington and sales coach Jake Stahl on The Free Agent Podcast for an insightful discussion on the world of fractional executives. 🌟 Discover how to transition from full-time roles, set effective pricing strategies, and maintain an ideal client mix. 🔑 𝐊𝐞𝐲 𝐓𝐚𝐤𝐞𝐚𝐰𝐚𝐲𝐬: ◼︎ Price your services effectively without devaluing yourself ◼︎ Understand different pricing models for fractional executives ◼︎ Best practices for transitioning to fractional roles ◼︎ Strategies for finding and maintaining an ideal client mix Jake shares practical advice on avoiding common pitfalls, like undervaluing your services, and emphasizes the importance of asking for business and referrals. Perfect for those new to the fractional space or looking to refine their approach! Don't miss Jake's unique perspective on leveraging your skills and network for a successful fractional career. 𝗪𝗮𝘁𝗰𝗵 𝘁𝗵𝗲 𝗳𝘂𝗹𝗹 𝗲𝗽𝗶𝘀𝗼𝗱𝗲 𝗻𝗼𝘄: https://lnkd.in/en2C2DGS 𝘾𝙤𝙣𝙣𝙚𝙘𝙩 𝙬𝙞𝙩𝙝 𝙅𝙖𝙠𝙚 𝙎𝙩𝙖𝙝𝙡 Linkedin: https://lnkd.in/e85vfz8k Website: jakestahlconsulting.com 🔔 Subscribe to stay updated with our latest episodes! https://lnkd.in/e5m55rGX #FractionalExecutive #SalesStrategies #PricingModel #TransitionToFractional #TheFreeAgentPodcast #JakeStahl #BeauBillington #BusinessTips #Consulting #Entrepreneurship

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