Jonathan Carlson 👨🏼‍🍳’s Post

📍𝗧𝗵𝗶𝘀 𝗽𝗶𝗰𝘁𝘂𝗿𝗲 𝗶𝘀 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝗷𝘂𝘀𝘁 𝗮 𝘀𝗻𝗮𝗽𝘀𝗵𝗼𝘁; 𝗶𝘁’𝘀 𝗮 𝗿𝗲𝗺𝗶𝗻𝗱𝗲𝗿 𝘁𝗵𝗮𝘁 𝗴𝗿𝗲𝗮𝘁 𝘁𝗵𝗶𝗻𝗴𝘀 𝗵𝗮𝗽𝗽𝗲𝗻 𝘄𝗵𝗲𝗻 𝗶𝗻𝗱𝗶𝘃𝗶𝗱𝘂𝗮𝗹𝘀 𝗰𝗼𝗺𝗲 𝘁𝗼𝗴𝗲𝘁𝗵𝗲𝗿 𝗮𝘀 𝗢𝗡𝗘 𝘁𝗲𝗮𝗺. As I look back at the journey we’ve had together, one thing stands out—the power of shared vision. Leading a distribution is not just about targets or numbers; it’s about building a culture of trust, ownership, and excellence. Every market visit, every discussion, and every challenge we tackle together reminds me of the energy and potential this team carries. We’ve learned to celebrate wins and see setbacks as stepping stones. This picture is about a team with a shared purpose, where each individual adds strength to the whole. To my team: You don’t just inspire me—you redefine what’s possible every single day. #TeamBuilding #TeamworkMakesTheDreamWork #SalesForce #ProudlyCCI

Excited to sit down with two progressive CROs Todd Rotger and John Turner at our Customer Value Community Meetup tomorrow at Salesforce offices in Palo Alto. 🔥 Todd and John are true role models of a “customer-value obsessed” sales organization. Some key themes we'll explore: 🔹How they've personally championed value-based discussions across their organizations 🔹The ripple effect of executive sponsorship in driving company-wide adoption 🔹Real examples of how they coach their teams to uncover, quantify, and validate customer value 🔹Their inspection methods that reinforce value-focused behaviors Drop your questions below - what would you like to learn from these value-selling champions? #ValuSelling #SalesLeadership #CustomerSuccess #RevenuGrowth #SalesTransformation

On January 31st, 2017 I felt sick to my stomach. It was the last day of our fiscal year, and I had just missed quota for the third consecutive year. This one stung the most, because I finished at 95% of plan and missed it by one deal that I thought was coming in that day. I stared into the mirror that evening with a pulsing migraine and could barely recognize myself. I was in pain. A LOT of pain. My identity as a top performer had been shattered, and I vowed NEVER to let that happen again. The following year I finished #1 at Salesforce in the Enteprise Select Division. I have never looked back, and made Club 4 Consecutive Years. What was the biggest change that I made to transform my results? While there were many changes, including a massive commitment to personal growth and self-mastery, a major shift was that I started to focus on selling to Executives. Transactional selling = spending a little time with a lot of people at the department level Strategic selling = spending a lot of time with fewer people at the Executive level. I sold fewer deals, but they were A LOT bigger in size. The key? Having impactful executive conversations. Watch my free training to learn how to land and run meetings with Senior Executives that lead to large, transformational dealshttps://lnkd.in/gyTiEbZE

🎉 Celebrating 5 Years at Salesforce! 🎉 Today marks a significant milestone—5 years in Salesforce! I’ve gone from SDR to BDR, AE, Senior AE, and now, Sales Manager. What I’ve learned along the way is that success isn’t just about hitting targets; it’s about the relationships we build and the teams that support us. There’s an Albanian proverb that resonates deeply with me: "Një dorë nuk bën tingull." (One hand does not clap.) None of this would have been possible without the incredible colleagues, mentors, and leaders who have worked alongside me. As I step into this new chapter, I’m more dedicated than ever to fostering collaboration, empowering my team, and driving success together. Here’s to new challenges, opportunities, and, most importantly, teamwork! Mirko Spinelli Edoardo Dal Bosco Giorgio Lutfi Gianmarco Fratangeli Roberto Campiglia Alexis Andreieff Giovanni Crispino Rui Azevedo Costa #Salesforce #SalesLeadership #Teamwork #5YearAnniversary

Between Spiff (Acquired by Salesforce) & Alysio I've spent most of my sales career in 'startup land' Here's my attempt at summarizing where I've seen success come from: -Book a meeting from a meeting -Share key learnings with your team daily/weekly -Executive alignment in deals — learn how to ghost write for your execs -Sales/Product alignment — don't move upmarket too soon -HAVE FUN & take a break (burnout is real) -Competitors... don't talk sh*t, it doesn't work (shocker). Focus on your prospects -Mutual Action Plans are a game-changer for forecasting accurately -Adapt or die (messaging, pricing, product, etc..) These things are simple, yet often overlooked Gregg Popovich attributes his success as coach to fundamentals and adaptability. Here's his resume: 5 NBA Titles 🏆 Gold Medal 🥇 Most regular season wins ever 🏆 5x Coach of the Year 🏆 What fundamentals work well for you that get overlooked?

A potential customer asks you for a demo of any work that resembles their requirement, you dont have any... You go check if your Sales engineering can help you with any recorded demo, no luck there... You go yet another step ahead and ask Salesforce AEs if they have any... Nada there too... What do you do? You dont cancel the next meeting with this client... You go in with options... You be honest... You be confident... You be direct... Tell them they have a unique requirement... "We havent implemented anything like that, don't think anyone we know has, its definitely not OOTB because SF doesnt have it either... But what we do know is we can build it because we will do it this way **goes into slight technical details** and we have all the expertise in **goes on and provides examples from portfolio** Alternately there are options outside of SF which can help you too...**sends links immediately on Teams chat**" You have earned the person's trust and respect. It will be a business decision if they still buy SF or not. But you have won them and if not this time, next time you will win their business too! #winpeoplenotprojects #doitright #technicalconsulting #presales #leadership #Salesforce

Mistakes to Avoid After Leaving Salesforce: Navigating the Revenue Leader's Game Discover the game within the game for revenue leaders after leaving a successful company like Salesforce. Learn from personal experiences and avoid common pitfalls to maximize success in your next role. #SalesforceAlumni #RevenueLeaders #CareerAdvice #ProfessionalDevelopment #SuccessTips #BusinessStrategy #ExecutiveTeam #BoardInteraction #JobTransition #GameWithinTheGame

Here's what elite sales enablement teams do in their reps' first 30 days. Taylor Jurgens VP of Enablement at Ushur, helped build Auth0's enablement from scratch and scaled it through Okta acquisition. Under his enablement program, 90% of reps hit quota every year. His rules: ✅ First 30 days = PURE enablement ❌ No Salesforce dive in ❌ No account assignments ❌ No distractions What did they do? 🥊 Mostly role plays! ONE focus: Mastering discovery. 📖 Inside this deck you'll discover: how Auth0 achieved ✅ Reps fully ramped in 60 days ✅ First deals closed in 6 weeks ✅ 90% of reps hit quota every year ✅ Sub-90 day sales cycles ✅ 4% sales team turnover

Sales Managers - do you send a weekly recap email on Friday? If not, consider putting one together to wrap up your weekly KPI's (some examples): - New ARR booked - # new logos - New pipeline created - Total pipeline trending WoW - Demos Completed - Emails Sent / Dials Made Also highlight stats you can't get from a sfdc report (some examples): - Individual achievements from team members - Interesting conversations from the week (add a #gong snippet) - Your 3 Up / 3 Down for the week Send this email both downstream to your team, but also upstream to your leadership team. #revenuepilot

One week from today, I'll be taking the stage in NYC 🏙️ with the Sales Enablement Collective! We all struggle sometimes with stakeholder engagement as enablement professionals, but I'll give you my tips & tricks of how to win them over, stay ahead of the game, and get enablement a seat at the table. Who else will I see there? #salesenablement