Andy Stanis

Join me and Dan Sanchez as we explore the evolving function of sales enablement. In our discussion, we highlight the importance of standardization and clarity in defining this function, which is now transitioning to revenue enablement. We emphasize the need to align strategy with execution to drive revenue in this changing landscape. Don't miss out on our insights and perspectives on the future of sales enablement. #revenueenablement #salesenablement #closemode #b2bsales

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Financial transformation is a hot topic currently. 🔥 What I don’t often hear discussed is the importance of setting the right digital strategy to scale organizations. Aligning with business goals is key to success. Our partner, Plante Moran, can help. 💥 #financialtransformation #digitaltransformation #digitalstrategy #partners

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It seems like everyone likes a good case study; something that provides a bit more insight beyond the typical marketing materials. So I thought it would be interesting to share this one: One of HireArt’s long-time clients had an immediate need for 45 new hires in Grand Rapids, MI. Looking for a specific skill set in a relatively small market created some challenges, as you might imagine. In fact, our traditional talent acquisition channels began to struggle after just 20 hires. What to do? Our team got together and devised a strategy to reach off-line audiences. We printed hundreds of flyers (with QR codes) and flew to Grand Rapids to distribute them to local businesses, staple them to telephone poles, and hand out at local community and technical colleges. When scanned, the QR code brought interested users to a landing page that included a job description, and allowed them to make a simple expression of interest providing nothing more than an email address. The initiative was a great success. More than 500 candidates showed interest, and we were able to fill all the positions before the deadline.

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Ready to elevate your CRM game? Dive into our newest blog by Zeta's Donna Morton, VP of Strategic Consulting. 📈 "The Art of Measuring Customer Relationship Management Programs" reveals how to move past basic metrics and truly understand your customer base. Don't miss out on these expert insights!

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As we move deeper into 2024, the labor market remains ultra-competitive, requiring creative approaches in talent sourcing. Dive into our latest blog for expert insights from Magnit’s SVP of Strategic Advisory, Dustin Burgess, on ways organizations can find the skills they need in new locations, as well as important considerations when expanding programs globally: https://lnkd.in/eFrqkGYX #contingentworkforce #labormarket #WeAreMagnit

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As an organization, you are in one of these four states with your sales and marketing. 1) You are not getting enough leads, and you don’t know how to get more leads. 2) You know how to generate leads but can’t consistently manage the lead volume and convert them to sales. 3) You can generate and close leads but do not have the time and horsepower to scale for more. 4) You have the time and are putting in the effort, but you are not generating or closing enough to reach your goals. If you are in category one or four, you lack effective market message fit.   Simply put, you don’t know how to effectively tell your customers the problem you solve for them in a compelling way that makes them feel foolish not to buy from you.   Often, companies can tell people what they do or sell but do not explain why what they do is important (what is the problem they solve for their customers.)   If you are in category two or three, you lack a process for your sales organization.   Simply put, you do not have a clearly documented sales process supported by a sales tech stack that allows you to add force to your process and remove friction.    Often, companies are using disconnected tools or poorly implemented tools, or they are not doing the work they should to get the sales at scale.   For instance, preparing for a meeting takes research. ◉ I Google the prospect ◉ Review their website ◉ Try to find their customers ◉ Look at reviews ◉ Review their LinkedIn: look at their experience and if we have common connections ◉ Profile them with Humanic AI ◉ Review their other social accounts for potential common interests ◉ Set an agenda for the call This is all just part of the sales process supported by a CRM with playbooks and integrated tech to make this easier for Roadmap to do. Our sales call recap is done by AI, ensuring the step occurs and saves us time.   This improves our process and speed, improves our close rate, and allows us to scale (do more in less time).   By the way, at Roadmap, we were in category three in 2023, so: ◉ We added AI to our process ◉ Supported all our sellers with enhanced processes (Playbooks, Sequences, Templates) ◉ Training, training, training! ◉ Product standardization ◉ Resourced Lead Gen (Budget and People) Now in 2024, we have added a dedicated BD resource Michelle Corry as we have proven scale.   Take stock of where you are and solve accordingly.

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A great read on enterprise SaaS sales from John McAuliffe. A point that John mentions that really resonates 👉👉 customers have a process for "high consideration purchases". Many early stage or product-led-growth SaaS companies lack a sales process that mirrors how customers make these decisions and therefore create "bloat" in their sales pipeline. #themoreyouknow

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#AUTOMOTIVECDP Join me and Bobby Gaudreau for a candid conversation on the growth of awareness for first-party data management and new ways of activating data using #CDPs. Listen in here: https://lnkd.in/dQcfwUWB #automotiveindustry #automotiveretail #automotivedata

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DORA metrics are great but are not enough to see all issues within your value delivery work stream. You need to start at the beginning of the process and move more quickly starting with the ideation phase, through budgeting, through prioritization, and through development and delivery. #vsmsummit #valuestreammanagement  www.vsmsummit.com

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PayPal partners with composable commerce leader commercetools to enhance consumer checkout experiences. Commercetools Foundry has introduced Blueprint for B2B Manufacturing, facilitating faster innovation and market expansion for manufacturers. Now this is interesting, and a clear indication that commerce tools is anticipating B2B to be where the big wins are over the next few years. I have seen this shift happening since last year but this is a clear signal of intent, in my view at least. #commercetools #digitalcommerce #ecommerce #b2b https://lnkd.in/ed9YAn3K

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I apologize for not attending CXAUTO2024...schedules would not permit this year. If you want better customer experiences, higher retention, more profitable customers...then you need a platform that brings all of your CUSTOMER data together. You have customer data in your DMS, CRM, and website -- but you also have Inventory, Service Mkting, Chat, Phone Systems, Collision, Car Washes, Parts Sales, BDC platforms...and current CDPs don't touch 75% of these data sets. Your first unified customer record needs to be more than CRM and a syndicated version of your DMS. You need the Axel One DDP (Dealership Data Platform) by Axel Automotive. #AxelOne brings every piece of data that exists across your rooftops and platforms into a single data warehouse, within your own environment. Anything less than a complete DDP...is just a subset.

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In the past, lack of prioritization for the delivery teams led to a mismatch between the planned strategies and the work delivered. When you bring these 2 processes together, the focus shifts prioritizing the work that is needed to deliver the value in the window of opportunity. Chris Condo Forrester #vsmsummit #valuestreammanagement  www.vsmsummit.com  

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I hear "No" a lot from IT leaders when we first meet. ❌ Do you have the resources and capacity you need to get it all done on time? ❌ Is your team able to take on new and innovative projects to grow the company? ❌ Do you have all the right skill sets on your team to meet evolving or shifting needs? ❌ Are all of your projects "green" in terms of time and budget? ❌ Do you have time to keep up with the pace of cutting-edge change in IT? ❌ Is being an IT leader a low stress job with good work/life balance? I've turned those "no's" into "yes" for 100's of IT leaders over my 11 years at Provisions Group with a single service called ConciergeIT. Send me a note and let's talk about a custom plan that fits your unique needs. chad@provisionsgroup.com https://lnkd.in/emP4SSGq

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Thought leaders have a unique ability to storytell and breakdown complex technical transformation into tangible real world use cases that make you say, yes this is the present and future. Eric Schmidt to me is always one of them. 3 things happening in 3-minutes. If doesn’t make you understand the platform shift, and get you excited, then I’ll see you in a decade.

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One of the things I have been working on since I joined Qualtrics 3+ years ago is simplifying our packaging and pricing. When I think about product I think about innovations in two different places - innovation in the tech, and innovation in the packaging and pricing. Qualtrics new pricing model is as innovative and intuitive as our tech. With AI at the heart of each of our new suites, this packaging is designed to help organizations understand, plan for, and expand their XM programs like never before. Simplicity and flexibility lead the way: purchase the appropriate suite, get full access to our powerful product capabilities, and leverage exclusive AI experiences directly in the platform. You can see why customers are already loving these new suites! Learn more here:

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In today's business world, leaders can't afford to just sit back and watch change happen – they need to become 'change architects.' It's not enough to simply tell people what needs to change; leaders have to roll up their sleeves and actively build a culture that embraces innovation and adaptability. It's shocking to see that around 75% of change initiatives fail, largely because companies struggle to bridge the gap between knowing what needs to be done and actually doing it. It's time for leaders to step up and take responsibility for closing that gap. It's not just about talking the talk; it's about walking the walk and making sure that change is a reality in our organisations. #Leadership #ChangeManagement #Innovation

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Looking to boost your bottom line? Check out our blog post on maximizing ROI through effective internal controls.

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