Revenue Jam

In this episode, Amir Reiter interviews Brad Rosen, President of Sales Assembly, to discuss the importance of sales training and enablement. Brad explains that Sales Assembly is a skill development platform for go-to-market teams that offers fundamental sales training to individuals at different stages of their careers. 

They address the challenges of creating and maintaining up-to-date training content and emphasize the need for organizations to invest in sales training and enablement early on. They also highlight the unique aspects of the Sales Assembly community, including actionable next steps, diverse thought leadership, and the opportunity for experienced professionals to contribute their knowledge.

Want to make your proposals better?

Of course!

Proposals are often an after thought but are the last thing (and sometimes the first thing) a decision-maker sees when you're selling your product.

Your proposals are the last step in a closed deal.

So you better make them effective.

We’re discussing:

- The current proposal process at Sales Academy
- The proposal format and structure Tanner is using
- How do they follow up after a proposal is sent
- Actionable takeaways from us to improve proposals

All in the name of closing more deals!

Tanner Lacey

Have you directly addressed the economic environment with your team?
Your people are stressed. They don’t feel safe.
There have been 201,860 layoffs in Tech in 2023.
 
They are worried they might be next.
 
And a lack of psychological safety creates a negative revenue impact.

Because people start looking for jobs instead of new customers.
 
But as leaders, we have to focus on how we can create psychological safety for our teams.
 
But how?

That's what we aim to answer as Samantha McKenna, Jen Allen-Knuth, Todd Caponi, and Matt Green dive into the Revenue Impact of Emotional Executive Intelligence.

Massive thank you to our sponsor Insightly - Modern CRM 🧡.

Did you know that 79% of B2B Leaders are unsatisfied with their CRM... 

So if you're struggling to create and convert cold pipeline because you can't effectively manage your sales tools, Insightly might be the CRM you need to scale.

By registering for Sales & Stuff & Things, you'll qualify for a free onboarding package to help you get started! 

So register for Sales & Stuff & Things & check out Insightly today!

In this enlightening episode, Jeff Rosset & Michelle Vu delve into the inner workings of G2, a company renowned for its robust culture and commitment to performance, entrepreneurship, kindness, and authenticity. Our guest shares key insights into how they maintain a healthy balance between performance pressure and their team members' individual "why" — the personal goals and motivations that drive each employee.

New and experienced sales leaders know that creating and redistributing sales territories can be a challenging task. 

There are numerous factors to consider 
– industries, geography, ideal customer profile, deal size, and more – and it’s not a one-time process. 

If your team operates remotely, it could be even more complex.

So, how do you begin creating sales territories? How frequently should you reevaluate and redistribute them? Is it fair for the best reps to get the best books of business?

In this episode, Dave Osborne from Insightly and Brad Rosen from Sales Assembly discuss effective strategies for creating and maintaining a sales territory plan that is equitable and sets your sales team up for success. 

In this episode, Jeff Rosset & Konnor Martin offers an in-depth account of RFPIO’s journey to becoming a category leader in the emerging field of response management software. Despite entering the market late, the company was able to carve a niche for itself, a success the guest attributes to two key factors: an incredible product-market fit and talented sales personnel.

Konnor further explains that their continued growth strategy is built on the foundation of delivering a consistent narrative to their prospects, along with strong value selling and business cases. He provides insights into the company’s latest strategic moves towards asserting its category leadership, one of which includes consolidating its brand messaging.

The discussion then shifts to the competitive nature of the current sales landscape. The guest stresses the importance of viewing competition from a broader perspective, beyond just other solution providers. For him, the competition also includes potential customers choosing to stick with the status quo, find free alternatives, or not make a decision at all. This understanding of competition has fundamentally changed RFPIO’s sales approach.

In addition, he emphasizes the importance of providing solid economics behind the solution, which can help a company stand out regardless of the competitive scenario. The guest concludes by stating that simplicity and sticking to sales fundamentals are key to succeeding in a complex, competitive market.

This week, Brandi and Georgie will tackle Sustaining Success: The Integral Role of Customer Success in Revenue Teams

Georgie is a third-culture kid born in the US to Greek immigrants who grew up in the Middle East. She began her career in the public sector at the Embassy of Cyprus, conducted health care research as an analyst at the Advisory Board Company in Washington, DC., and taught English in Spain and Ethiopia.

Leaping into SaaS and Customer Success in 2015, her first Customer Success role was at HubSpot’s Dublin, Ireland office, where she became a leader overseeing the Implementation Specialist team. Since then, Georgie has led more than 40 global Customer Success professionals across teams at SaaS companies of various stages, including Sprout Social, Showpad (Learncore) and Workday (ScoutRFP).

Georgie has spent her entire career at mission-driven organizations and companies, consistently putting the citizen, the patient, the customer, or the team at the center of everything she does.

Bullet Points of Key Topics + Chapter Markers:

• Topic #1 Defining Customer Success [07:01] “It's really important that customer success teams are goal oriented, and that those goals are driven by their customers,” Georgie shares.  She goes on to explain, “if you're investing in a software or a service, it means that you either don't have the time, or the capabilities, or the people or the resource on your team to solve it”.  This partnership helps drive customers towards those goals and see success.
• Topic #2 The Role of Customer Success in the Revenue Process [11:37] Georgie describes some reasoning behind variables as to when Customer Success should be inserted into the revenue process, such as company size and growth stage.  However, she goes on to explain, “[if] we're more talking about b2b SaaS companies...I do think CSMs are really well positioned” to be integral at least in the renewal stage.
• Topic #3 Optimizing Revenue through Customer Success [17:45] “We're living now through a time that shows us how quickly things can change” Georgie says, “so some of it is understanding competitive intelligence versus the cost of doing nothing intelligence.” Creating alignment with Sales, Marketing and Customer Success is critical to your Revenue Process she says; “companies that work in silos don't succeed”, so, in order to optimize revenue, there has to be integration at some level.

So, What's the One Thing You Can Do Today?

Georgie’s one thing is to “Go and find a CES (Customer Effort Score) person that you haven't connected with yet and have a 20-minute conversation with them”, she advises and ask them to share about their role.

Links:

Get in touch with Georgie Papacostas on

• LinkedIn
• Sales Assembly

Jeff Rosset, Founder & CEO of Sales Assembly, joins Dustin on this week's episode to discuss the changes in the sales industry in 2023. 

In today's landscape, companies are now focusing on efficiency and structure, and sales reps need to develop skills in building pipeline and self-sourcing leads. 

They share advice for closing skills gaps, overcoming AI's challenges in sales and the changing roles and responsibilities of sales professionals.

You can learn more about Jeff and Sales Assembly on LinkedIn.

Every business has its “best” customers, aka those who see significant value from your products or services, become long-term repeat buyers, and advocate for your brand.

But when it comes to figuring out who those customers are and how to best serve them, alignment is key. 

Then, GTM leaders need to closely monitor sales metrics (such as ACV, churn, and NRR) to ensure your ICP is still relevant 6, 9, and 12 months down the road – which is especially challenging for high-growth companies looking to go upmarket.

In this episode of Revenue Jam, Insightly’s Chip House and Brad Rosen from Sales Assembly talk through defining ICP (ideal customer profile) and ensuring that it resonates across your organization.

Brad Rosen
Chip House

Matt Green, CRO of Sales Assembly, will teach you the top strategy for generating leads without annoying emails and cold calls. This strategy is based on principles of prospecting that have been proven to work time and time again.

If you're looking to generate more leads without annoying email campaigns or high-pressure cold calls, then this is the video for you! In this video, we'll show you how to use a simple cold calling strategy that will get you the leads you need without annoying your prospects or wearing them down!

Matt Green
Mor Assouline