Jeff T.’s Post

Like for many companies, Q3 was a wild ride, bringing with it a range of challenges. That’s why it’s so important to have a platform where we can come together as one team—not only to celebrate wins but, maybe even more importantly, to learn from our misses and rally together for the quarter ahead. Not siloed within departments, but cross-functionally, on a company-wide level. I love standing in front of our incredibly talented and passionated team to collectively look back on what we’ve accomplished, openly discuss the misses and lessons learned, and set a clear direction for the upcoming quarter. While there’s always room to improve, I genuinely believe the structure of our Quarterly Business Reviews makes a real impact. Here’s a quick look at what we cover: *Each department head shares a recap of their achievements, highlighting plan-vs-actual insights. *Michael Weichselbaumer, our VP of Solutions, walked us through the progress of our product development roadmap and we were shown a comprehensive product demo by Kirsten Theiner. Thank you for that. *I shared a deep dive into our sales and marketing performance, from demand generation to closed-won deals including a prototypical lead journey *We take a moment for transparency, acknowledging any missed targets and drawing valuable insights from them. *Each team then lays out their key focus areas and targets for the next quarter. *Finally, Markus Pichler our COO wraps up with a high-level financial overview so everyone can see how our hard work translates into real results. These sessions take time, no doubt, but I’m convinced they’re worth every minute. They keep us connected, aligned, and moving forward together. Thank you to the entire team for your hard work, dedication, and unwavering focus on helping our customers succeed during these challenging economic times. Can’t wait for the next one!

It's the last week of Q1..... If that deal isn't signed, time to kill it or meet with your client/prospect to recenter expectations. If you're coming into the last week desperate to make quota, its already too late. Recognize this and channel that sense of urgency into working on Q2. Make some changes to give yourself a better shot at hitting goal.

Been hearing consistent feedback from high performing reps in terms of how they leverage (or want to leverage) closed won/lost lookalike accounts when going into a deal: - Look for language from existing customers of why they bought (...yet to meet a team that has a better way to do this outside of listen to X recordings 😔) - What is the number one reason they bought or didn't buy? - Competitors involved and how did the customer compare them to us? - Industry-specific use cases mentioned by the prospect - Objections / concerns and how they were overcome I was at a meet-up last night, and an experienced rep (7+ YOE) was telling me how the best reps don't just look this information up, but they also go find that rep, and get their opinion on how to approach ...What else am I missing? We're working to be to instantly surface this info (and improve team member collaboration) with a few partners and would love to get more people's thoughts on how to make it as useful as possible If you have use cases that would be helpful to your team, shoot me a DM

Into September, I'm pacing 94% of my annual number. ...Good news and bad news... Bad news: I'm below 100%. Good news: I had a disappointing first 8 months, and I'm still near 100%. Not where I'd want to be, but here's why I'm bullish. -6x Pipeline Coverage -Forecasting 200%+ in Q3 -80% of my pipeline is self-sourced My game plan given that: -Go all in to maximize each opportunity to the fullest -Prioritize On-Sites and multithreading, building as many champions at each -Continue prospecting but only target very best accounts Some big deals in pipeline I've worked hard to get to this point. Very excited to see how the year ends up finishing⚡

Hosted a killer roundtable with 8 talented Revenue Execs... What did I learn from them?? - No slides - No recordings, - Just candid convo about what's been most important in 2024 and how they're feeling about nailing next year My Main Takeaways from the hour jamming together: 1. Buyers are more cautious than ever... we need to make it easier / lower risk in every way possible (get to value quickly!). How can we de-risk deals for champions to get it done? 2. Biggest wins have been from getting laser focused on where their teams win (ICP, Segment, Geos, Use Cases). Double + triple down on that. 3. Selling + scaling remote is tough. Most find it the biggest challenge to the people side of things. Bringing folks together in-person drives culture and can help up-level, retain, build talent. 4. The best way for sellers to learn the product is simply embedding them post-sales and learn first-hand. Not ad hoc online training vids. 5. Spend more time with top performers and find unique ways to elevate them (they drive outsized impact) It's easy to get distracted and spend 80% of time with low performers Hosting another session in early January... Feel free to reach out if you want to join!

As seen on our new Champions Hub 👀 👀 "I’m Jackie, I’ve been with Salesloft for 6 years and I’m a Senior Customer Success Manager on our Commercial team in EMEA!    Every account I speak with tells me the same thing - how can we give our reps time back or make them more efficient?    If you haven’t yet enabled Plays, this is the place to get convinced. Let’s start with what they are: Plays generate tasks based on the activities captured in Salesloft. It’s a great way to help surface the right actions at exactly the right time within Rhythm.    Here are the top 3 plays I recommend enabling to get started: > Meeting reminder play - reduce no shows  > Meeting Follow Up Play - look sharp & build trust  > Vidyard 50% video watched - convert opportunities with this buyer engagement alert I’m curious to know… What plays have you enabled?" Dive into our new Champions hub to network, join in on discussions, and learn from our team and other Salesloft customers! https://lnkd.in/eFA4A959

Massive wins from our client, Kyle!! Over the last couple of months, he has been: ✅ Consistently booking calls and signing multiple big clients. (All thanks to revamping his offer, messaging, and positioning) ✅ Growing his team and delegating all the low-leverage, repetitive tasks. (So he can get out of the operations and work more ON the biz instead) ✅ And dialing in his systems and SOPs... ... so his team can do things without having to be micromanaged... ... or asking him questions for every single thing. Awesome work, Kyle! And this has only been after a couple of months in the program. 💪 Can't wait to see where you'll be 1 - 2 years from now! - Adele P.S. Want to know how we help our clients get fully booked with deals to scale past 100k/month? (While cutting their time in the operations in half) Just click the link in the comments to get all the details!

I was beyond frustrated with one of my reps a few mo’s ago. Rob Dunn was working a deal - a strong deal, with some big flaws. Deal basics: ✨ Multiple contacts - 3-4 teams evaluating ✨ Strong champion, A+ relationship w/ Rob ✨ Great product fit & pain solve Things we didn’t have: ❌ Budget or $ on current solution ❌ Leadership involvement (on our team) ❌ Solid timeline Rob’s contact gave him critical info, in confidence. The info would have given us leverage & strengthened the deal. But he refused to share it w/ me. He had promised. I was annoyed. I was axed out of critical details. I had no control & couldn’t help. Reality is - the reason he’s so successful is because he prioritizes his contacts above everything, including his leadership team. He didn’t need my help. He closed the deal. Your reps don’t have to sell like you do. They can close deals without you. Your job is to help them, make their job easier, and most importantly, to trust them.

This is for your 1/ entertainment and 2/ hopeful enlightenment as I endured the spiciest, most unorthodox interview I've ever said yes to (...as a volunteer...) 👉🏼 https://lnkd.in/eN4egV2H ––– 15 (wild + top tier) GTM leaders joined Mac Reddin 🦕 and the Commsor 🦕 team at the Pavilion GTM2023 Summit event last October... - 5 hot wings given (hot > hotter > HOT...) - 5 questions about GTM and the state of sales today - 5 hot takes to share, after eating a bite (or shot) of the hottest wings side note, I do not do spicy food well (...goes without saying, I believe) HOLY HOT 🔥 but HOLY takeaways...all worth it, y'all. Many more #hottakes from your fave GTM leaders - new episodes coming to your feed each week (+ go follow the Commsor page and team, best in class all around) ps, to name a few to be on the look out for - Kathleen Booth, Morgan J Ingram, Kevin "KD" Dorsey, Leslie Greenwood...stay tuned! (wing cheers) #community #GTM #sales

What if I told you that you're probably doing this wrong? Here's why- I remember a time early in my career when I thought I had everything under control. I had set up back-to-back meetings, worked on what I thought was a perfect pitch, and I was convinced I was going to close some big deals that week. But guess what? 0 meetings actually happened, 0 deals closed, and instead, I found myself grabbing more coffee breaks than sales wins. It was a rough reality check! What I learned? It wasn’t about grinding harder, but about working smarter—building better strategies, being more intentional with client outreach, and focusing on genuine relationships rather than just ticking off tasks. That lesson changed everything for me. Do you want to swap those 0s for some wins and close those deals? 💪 Drop a comment and I'll connect with you!