What I Wish I Knew

Ever feel like Business and Technology teams are speaking two different languages when working together?

On this episode of 'What I Wish I Knew' by Varicent, we're joined by two business systems experts, Avinash and Prithiv from Moody's, as they discuss the pitfalls of broken and siloed communication between the two teams, and how to fix it to create the perfect environment for collaboration and innovation.

Wonder how do Business and Technology teams align to stay innovative? Do you know how to leverage Generative AI to enhance business operations? How do you approach the "Build vs. Buy" problem in tech?

Discover the answers to these questions (and more) on this episode of 'What I Wish I Knew'⁠ by Varicent.

Revenue operations is the glue that connects the

Ready to dive into the world of sales performance management within the insurance industry? Tom Davis, Vice President of Insurance Sales at OpenSymmetry, breaks down his key insights on driving alignment, reducing costs, and enhancing the producer experience to unlock superhero status in insurance sales. Tune into this episode to explore the challenges, successes, and failures faced in his journey, and uncover strategies to optimize and improve sales performance management for revenue growth, improved margins, and increased competitiveness.

Sales organizations in EMEA are grappling with a market that's as predictable as London weather ☀️☔️🍃. 
 
Compounded by different regional sales cultures and regulations, navigating this landscape requires a hefty dose of agility 💪. 
 
But it's not just the internal challenges that EMEA sales teams face. Buyer behaviour is shifting, demanding swift responses and adaptations. 
 
So, how do you stay ahead in this dynamic market? It's all about cross-functional communication and the right technology. 
 
In this episode, we're joined by sales compensation expert, Bettina Kaemmerer. As a trusted advisor for high-performing sales organizations in EMEA, she will share her experiences and insights into how to set your sales teams up for success. 
 
Tune in for strategies and tactics that set successful EMEA sales teams apart, including: 
 
➡️ Understanding the impact of diverse sales cultures and regional regulations 
➡️ Navigating the shifts in buyer behaviors and strategies for supporting these changes 
➡️ Managing a new level of stress for sales teams internally 

➡️ Executing more frequent planning to address emerging challenges 
➡️ Implementing connected technology and securing internal buy-in 
 
Whether you're a seasoned sales professional or a newcomer to the EMEA market, this episode is packed with insights and strategies for elevating your performance. 🚀 

Key Moments 

00:00 Introductions  

01:27 Key Trends in the EMEA market 

03:13 Digital Transformation in the EMEA region 

04:30 Internal Sales Team Challenges 

06:18 Non-Monetary Rewards 

09:52 Sales Leaders Management Tactics 

13:08 Changing Buyer Behaviors 

15:19 Doing More with Less 

24:00 Importance of Open Communication 

25:59 Frequent Sales Planning cycles 

31:33 Quick Questions 

Incentive Compensation tech has long stood as the cornerstone of sales performance management (SPM). However, with the explosive growth of artificial intelligence (AI) and other emerging technologies, sales experts are now searching for the next big game-changer. 
 
Sales organizations are demanding a proactive approach that connects sales planning with incentive compensation. Traditional go-to-market methods and disconnected systems make you too slow and too reactive to change. 
 
Join host Jacklyn Lane and special guest James Mulligan, a leader in the SPM space, as we explore the new realities of SPM and the rise of sales planning. In this episode, James will not only share his first-hand experiences of witnessing and actively participating in this SPM transformation over the years.  
 
Tune in as we explore: 
 
💡 How Sales Performance Management is transforming? 
💡 How to effectively integrate Incentive Compensation and Sales Planning? 
💡 The emerging expectations from sales planning solutions 
💡 How to leverage data, analytics, and AI for forward-looking insights  

We also cover key finding from a recent Sales Management Association report.   

Read the full report for insight into how you can set your team up for success in today’s change-intensive environment.  

Key Moments 

00:00 Introductions 

01:14 SPM: 20 years ago to now 

04:06 Empowering Sales Teams through an Integrated Sales Eco System 

07:43 AI’s Impact on Sales Performance Management 

09:34 What’s next for SPM? 

12:35 The Importance of Connected GTM Planning  

15:56 Managing and Adapting to Change 

21:49 Technology and Collaboration 

26:05 Quick Questions 

Is it the right time for a revenue intelligence transformation?  

In this market, it’s not a luxury, it’s a must. When you invest in sales revenue planning, you understand your data and clients better, and you can make strategic decisions faster.   

Jacklyn Lane is joined by Argano leaders Sri Ayyeppen, CRO and David Kohari, VP, Customer Success. 

Tune in to discover:  

Key Moments 

Cross-functional leader Ryan D'Souza joins host Jacklyn Lane to discuss strategies and actions you can take to minimize the impact of revenue volatility and create a predictable growth engine.  

Gain valuable insight into: 

Why you can’t have a predictable revenue engine without aligning 

sales and marketing. 

Don't miss this engaging conversation packed with expert advice from Ryan D'Souza! 

Discover how revenue intelligence improves sales execution and makes more money for your company

Closing the deal takes 4x the effort, with far less reward.  
In a disruptive market, sellers need help. 
What is your strategic secret weapon to combat volatility and build a positive sales culture? 🔍 
  
📢 Spoiler alert: Your go-to-market model and sales compensation strategies are the power duo many haven’t tapped into yet.  
  
Join Jacklyn Lane and Bruce Jackson, VP of Strategy Services at Blue Horizons Group as they dive into tactics and strategies for supporting sellers and driving profitable revenue growth.  
 
You’ll get valuable tactics and strategies for:    
➡️ Adjusting your go-to-market strategy to keep sellers engaged.  
➡️ Focusing sellers on the most productive opportunities.  
➡️ Empowering your sellers to be better negotiators.  
➡️ Making decisions based on data, not gut feel. 

Don't miss this timely conversation! 

Learn more about creating the sales compensation plan for your business. Boost ROI. 

When was the last time you re-assessed your sales plan?

What are some early warning signs that indicate you need to adapt and adjust?

How does a collaborative culture help drive wins?

Learn more about creating the best sales compensation plan for your business. Boost ROI. 

💥 What a year! 💥

It’s a wrap on What I Wish I Knew, season 2.

This season, we tackled those topics top of mind for sales

Watch as host Jacklyn Lane takes us through her Top 5

🤝 How is tech and sales culture intertwined?

🎢 How has sales changed in this challenging market?

🎯How can the three-legged stool support the customer journey?

👀 What is a sales tremor?

🧐 How is AI impacting the industry?

Are you looking to increase your revenue while motivating your salespeople to be the best they can be? Check out our What is Sales Performance Management blog?