Josh Wagner

2🔑-- Alignment + Customer Obsessed The full SalesIntel.io podcast drops tomorrow but here's a sneak preview.... 🗝 Alignment You must get aligned on your metrics. If you're not all working toward the same goal, how can you expect success. 🗝 Customer Obsessed There are a lot of companies who talk about being customer-centric but do your action speak louder than your words. Can your customers articulate how you've delighted or exceeded their expectations? This will lead to referrals and help with partnerships! What is your favorite tip to unlock growth? #randispeaks #sales #GTM

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PE investors / operators: have "hire additional sales capacity" on your VCP or annual plan? HIRING new reps is only half the battle. For the ROI math to math, gotta then make 'em productive. As quickly as possible. But when it comes to making reps productive quickly, B2B companies face two big challenges: →The average tenure of a B2B sales rep is less than two years, YET... → Reps hit their peak performance two to three years in. Translation: Most reps leave before they’ve reached max productivity. Eek. In many cases, weak sales onboarding is to blame. But taking a more intentional approach to sales onboarding has a bevy of obvious benefits: • Reducing sales turnover • Shortening time-to-revenue • Higher odds of achieving your rev targets Hit on this in the book in Winning Move #32, but check out the vid below for a deeper dive on the P's and Q's of sales onboarding ▶️ * * * * * Found this helpful? Plenty more where that came from. Check out the Winning Moves Platform: the ambitious PE leader's toolkit for accelerating value creation. ↳ A digital arsenal of resources, how-to's, and tools to help private equity leaders make value-generating Winning Moves with confidence. Link in the comments below. ⤵️

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Live demo days - have seen a lot of these pop up lately, and just gotta say...I don't get it and have no plans to do this at RevOps Co-op. Here's why 👇🏻 1️⃣ Misleading value prop for attendees Watch demos without jumping into a sales cycle. That's the pitch with these live demo days. But when you sign up, your information gets shared with the companies showcasing their products. So you then get dropped into a sales sequence. Which is no different than if you booked a live demo yourself. And this will happen multiple times, With every company that participates in the live demo day, So the outcome is actually the complete opposite of what was pitched, Because instead of not getting put into any sales cycle, You get dropped into multiple. 2️⃣ Misleading value prop for participating companies Get in front of 300 people, convert just 1% of them and that's 3 new customers. Easy to calculate ROI, right? Wrong. The buying journey isn't linear, And the decision to buy is never based on one, single event...like a live demo day. It's based on a series of things like 👇🏻 Research the prospect has done. LinkedIn posts the prospect has seen. Questions they've asked in communities like RevOps Co-op. Free trials they've taken advantage of. Even watching un-gated recorded product demos. So while I get the appeal of the "easy ROI math", The truth is there are no shortcuts, and this is no different. Here's the kicker though 👇🏻 As a company, you should absolutely 100% be participating in these live demo days, But approach them differently and focus on educating the market on your product, Which should tie to all of the other initiatives and campaigns you do. Because collectively, that's how you generate pipeline. Let me be clear - I've got nothing against companies doing these live demo days. And like I've said above, if you're a software company you should be participating in these. But I've been asked multiple times why we aren't doing them at RevOps Co-op, and that's why. Shields up. 🛡️ Happy Thursday y'all ✌🏻 #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #mops #sops #cxops #csops #gtmops #alltheops

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I’ve helped 12+ AEs and SDRs transition into SE/SC roles. There’s no doubt that you can earn a lot as an AE. AEs can make $1,000,000+ in a good year - a very lucrative career path. But the reality is most AEs don’t get there. It takes an exceptional AE to earn consistently at high levels, year in and year out. (I personally would be a terrible AE 😅) A big reason why folks pivot to Sales Engineering is because the earning potential is solid and much more consistent. That’s what the data in the image shows: 36% avg quota attainment for AEs vs... 74% for SE from this same company, with similar OTE’s As an SE, you don’t always have the extreme upside* that your AE counterpart will, but your income is more stable. (*there are some companies that pay SEs similar to AEs, with SEs able to clear $1M+ in a great year, though this is more of the exception than the rule) As an SE, there’s also less pressure to hit quota, quarter after quarter. The roles are different, with different responsibilities and varying degrees of risk (and upside). Both paths can provide tremendous opportunities depending on your strengths and the type of work you enjoy. Hope this provides some perspective for those who are considering SE or AE career paths. #sales #presales #compensation (source: RepVue)

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CS teams NEED to start "managing up" with execs and the board by talking about REVENUE. Yes, you can keep talking about sentiment and feelings, but start with the $. Don't lead with churn- Bottom-line-focused execs don't like that headline, so you need to tell the story better. An informal poll had CS teams owning over 50% of the revenue of many SaaS companies. Lead with this and have it be your first talking point. From there you will be able to get more things done with other departments, as your requests will be revenue-focused Need to get a Customer Success Platform as you scale? Point to revenue and the potential to lose revenue without efficiencies Need to hire more to prevent burnout? Point to Revenue potential with renewals and upsells Talk in the language your execs and board want to hear.

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[New Episode!] SIK159🎙️ Justin C. has cracked the code on cold email prospecting. Here is what you’ll learn in this new episode: ✔️Email deliverability is becoming more challenging, and it's important to use alternate domains to improve deliverability rates. ✔️Personalization is key in email outreach, but it's important to strike a balance between personalization and scalability. ✔️AI in sales is still evolving and requires a human component to create relevant and effective messaging. ✔️Outsourcing the SDR function to an agency can provide consistency and expertise, especially for startups with limited resources. ✔️To improve outbound campaigns, talk to happy customers, understand their pain points, and reverse engineer successful messaging. ✔️Constantly adapt and stay up-to-date with the changing landscape of sales to remain successful Link here: https://lnkd.in/enty6p3M

Moving from a seller to sales management requires letting go of certain details you want to control. In the latest Building Elite Sales Teams episode, Tyler Kelly talks about that transition and shares strategies for leading a sales team through major changes, like shifting to target enterprise customers. His keys? Setting the example yourself, over-communicating, and implementing accountability measures to reinforce the new direction. Check out the full episode to hear more of Tyler's leadership insights from his 18 years growing the sales organization at Basis Technologies.

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F*** is my favorite four-letter F-word. F*** = Free...obviously. 😏 Speaking of free, here's something I'm really excited about. Over at RevOps Co-op, we've got not one, but TWO complimentary RevOpsAF conference passes to give away courtesy of our friends at Enlyft. 🎁 Maybe you're a revenue operator in between gigs who wants to expand your network? 🤝 Or an employed RevOps pro who wants to attend #RevOpsAF 2024 in San Diego but your company isn't able to sponsor you? If this sounds like you then throw the 🙋 emoji in the comments and DM me to toss your name in the literal raffle hat. Sound like someone you know? Tag 'em on this post and have them do the same! Big shout out to Michael Schultz and Phil Gray from Enlyft for making this happen. ❤️ PS - learn more about RevOpsAF 2024 at revopsaf(dot)com #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #mops

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Do you use Salesforce? How about LinkedIn Sales Navigator? Keep reading. Question: How many tabs do you have open with Prospects that you're going to call....at...some....point? Today that changes...well hopefully not the prospecting part. LinkedIn Sales Solutions is making your lives even easier. ❌ No more switching between platforms ❌ No more multiple tabs ❌ No more [right click, open in new tab] Instead ✅ Insights that you can use, right insight your CRM ↳Account IQ: Get clued up on your accounts so you know how to position your solutions ↳Find your decision making unit ↳Relationship map - no more lists - visualise relationships to find decision makers faster. All of this is available today! (click refresh on your CRM tabs). Find out more here: https://lnkd.in/EESalesInsiders #LinkedIn #SalesNavigator #DeepSales #Sales #CRM #Productivity #GoToMarketStrategy

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The future of NRR: Will CCOs become the new CROs? (...a 7-figure ARR CCO asked me) A CCO recently asked me, "I've seen CCOs reporting to CROs these days and CCOs becoming CROs. What do you think the future holds? Is this going to be a trend to stay?" It's a fascinating question. Here's what I'm seeing: Companies are laser-focused on improving NRR. But who's directly responsible for it? Marketing, support, CS, AMs, strategic account sales...everyone influences NRR, yet no single executive owns it. That's changing. CCOs are emerging as the "Chief NRR Officers." Why? Because the CCO's ultimate goal aligns perfectly with growing NRR. CCOs are under immense pressure to drive new revenue. However, acquiring new customers is far more expensive than retaining and expanding existing accounts. Putting CCOs in charge of NRR makes strategic sense. But there's another strong candidate for owning NRR: The COO. Retention is a team sport. Every customer touchpoint impacts churn, including product, pricing, sales, onboarding, and support. The COO oversees all these critical functions. They're ideally positioned to drive NRR improvements. Mark my words: Having a dedicated NRR executive will soon become the norm. Will it be CCOs or COOs leading the charge? Only time will tell. I break down the full future of NRR in this video:

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The #1 problem with today’s selling environment: Reps are spending too much time on admin tasks & working out of siloed systems. Instead, they should be: - Focusing on direct-selling activities  - Engaging with high-ROI customers - Executing high-probability tasks that can help them close deals faster Enter Clari’s Revenue Execution. A new solution providing sales reps with full funnel AI-driven execution tools including: - Top of funnel prospecting and engagement - Opportunity management and account inspection - Conversational intelligence and AI coaching - Buyer collaboration and mutual action plans The goal? To create, convert, and close more deals all in one consolidated platform. See it in action here: https://bit.ly/3RZaeRX 

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Signs that a company truly values its sales team: ↳Proper enablement and training ↳Competitive comp plans ↳Clearly defined career paths ↳Modern sales tools and processes ↳Dedicated sales operations ↳Marketing and demand gen alignment ↳Executive support and sponsorship ↳Healthy work-life harmony I’ve worked with 100s of sales teams over the past 10 years. The reality? OTE and quota attainment have a high correlation with how the company values its sales team. How to find a sales team that values you: 1) Speak to a previous employee Ask them their thoughts on how the sales team was treated. 2) Speak to a current employee Specifically a person on the sales team. Ask if they feel liek they are setup for success. 3) Speak to a customer of the company Ask how their experience as a customer has been over the past 12 months. --- Ignore getting googly eyes for a shiny OTE. Instead, find a team that sets you up for success. 📌 p.s. Comment “SEQUENCE” below if you want me to send you 13 email sequences that sell like crazy. 

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Want to catch the WinsDay replay? Matt Calhoun and I chatted about... ➡ Pre-Sales Strategies ➡ Demand Gen: Avoiding Failure When Outsourcing ➡ First Go-to-Market: Pivoting Your Startup  ➡ SDR Success: Leaders' Role in Prospecting Some themes popped up.... ☑ being data driven ☑ getting your ICP right ☑ documenting your processes ☑ what does good like ☑ what clues does customer success tell us ☑ culture ☑ people first leadership ☑ know your worth (mindset) ☑ trust and candid conversations .....and so much more Check out the comments to catch the replay! #sales

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Are you a Sales/CS/Rev Ops leader? Do you know your $hit? If you can't rattle off the following (or find it within 10 minutes) you have some work to do: Current revenue Forecast to goal for the current year Revenue growth expectations for next year Retention Rate (Logo) Net Revenue Retention (NRR) Average Sales Price by segment Average Sales Cycle by segment % of reps hitting quota Highest converting lead channels Pipeline coverage for the current period Deal conversion rate by opportunity stage Cash runway Cash burn Sound like a lot? It is. But the reality is if you are a leader at an org and dont know these things, you can't make holistic, strategic decisions. Just because you run Sales, doesn't mean you shouldn't know the retention rate - that information informs your team on how to sign up better customers who will have a larger LTV. Just because you run CS doesn't mean you shouldn't know pipeline coverage numbers - ultimately that will be predictive of your team's workload in the future. And just because you are a VP, doesn't mean you shouldn't know the cash burn or run rate. This is your career, you should have that information (or at least an approximation). So if you don't have this info, figure out how to track it. Then you can fully understand how your team and role can influence the company the most.

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Every CRO and VP of Sales I know is obsessing over "efficiency" right now. 📈 ⚡ Definition: "How do I get my sales org performing or functioning in the best possible manner with the least waste of time and effort?" 🤔 The problem is they're optimizing every single part of their funnel and sales process EXCEPT for the part which matters most. How their sellers are showing up each day🧠 Data on how sellers are showing up in 2024: - 82% of sellers are stressed or highly stressed. - 70% of sellers struggle with mental health. - 70% of sellers are experiencing fatigue. - 69% of sellers have trouble sleeping. Time and effort will ALWAYS be wasted and "efficiency" will never be achieved, if your people are showing up in a 💩 state mentally and physically. If I phrased the same numbers above as: - 82% of your leads have wrong emails. - 70% of your cold emails end up in spam. - 70% of your demos no show. - 69% of your deals are lost to competitors. You would be freaking the f*ck out. 😬 So this is a nudge that you need be freaking the f*ck out about how your salespeople are showing up each day... Because it's not good. 📉 Good news is I'm delivering FREE 60 minute workshops to sales organizations during the month of May to make teams healthier, adaptable and more efficient. If you're interested - send me a DM. I only have capacity/bandwidth for 5 more clients so act now.🔥🔥🔥 ***Sales orgs must be +15 people to qualify***

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Are you a person who is part of a health tech startup and has been tasked with hockey stick level growth who has never worked a day in revenue cycle? Are you asking yourself "Gee, how do I get paid by health plans to deliver this service? and where do I even begin to evaluate what will be needed operationally to bill payors?" I HAVE GOOD NEWS FOR YOU and the head you have been banging on the wall. Lesson 1 of "How to Contract with Payors" covers those questions in detail. We answer questions like: Does my service have a CPT code?, how much do I need to invest in an EMR to survive an audit?, and why are the numbers 835 & 837 so important? We also take the next 3 lessons and cover contract types (VBC vs FFS vs Vendor) and terms, the rocky approach to negotiating with health plans, "credentialing? Who dis?", self-funded employers and how you might work together with them. There are only a couple spots left! I highly recommend this as an alternative to "we'll just figure it out." The registration fee is more than worth your time and heartache. We start on July 8th. . . Register here: https://lnkd.in/gjmB--_8 Brought to you by Out-Of-Pocket.

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