Parker Blackburn

Is your sales team ready to sell better and sell faster. Who wants to be the best in the game, I know I do. Check out the video of 👋 Ryan Hart, MBA explaining how Copilot works and how it works for you. Let's set up a call today, send me a message. #zoominfo #gtm #sellbetter

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💊 Pipeline cures all sales ills. How? 💰 As a seller, a robust sales pipeline ensures you focus on the best opportunities - those with genuine pain points, a strong champion, and access to the economic buyer. A strong pipeline eliminates you wasting time on unqualified deals "hoping" something magically happens. 💰 As a GTM executive, fostering a strong pipeline begins with instilling an outbound culture. Prioritize PG as the primary focus for AEs, considering SDR and Marketing leads as additional bonuses. Interested in enhancing your outbound culture? Watch this insightful video montage featuring experienced professionals. Oh ya...I'm in it too. 😀 #sales #salespipeline #CRO #SDR #outbound #selling

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Looking for a Territory Planning software? Here are some things you should consider:

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ZoomInfo Copilot is working 24/7 — surfacing important updates you should know about your top accounts.  With breaking alerts delivered via Slack, you'll never miss when a buying group shifts or a key account spikes on intent. 🔔 Have a question about one of your accounts? Ask Copilot's interactive, AI-powered chat and get answers in seconds.  Ready to give Copilot a try? Request a demo: bit.ly/3Kj4myP #ZoomInfoCopilot

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Sales reps spend just 20% of their time on the phone selling to prospective customers. New innovations from @Salesforce are designed to help sellers: ✅ generate call summaries ✅ identify actionable insights directly from their teams’ calls ✅ accelerate call preparation and follow-up through automated agendas and to-do lists Learn more:

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Fighting about Renewal processes isn't adding any value to the ongoing CSM conversation. I get it. CSMs need to be more commercial CSMs have to own their book of business CSMs need to manage the renewal cycle CSMs need to go after the expansion CSMs ... What I struggle with is: We sometimes seem to care more about how to justify why something exists along the internal processes we run vs. looking at why something exists in the first place. As a result, the role of Customer Success has been watered down. It became a self justification of why QBR, why relationship, why x$ book of business, why z# of headcount, why CS needs to own this now. But why is Customer Success here? In recurring revenue businesses, the transaction with a customer doesn't end at the time of the sale. The traditional funnel is dead 💀 Revenue is only recurring if we deliver impact - recurringly. The traditional funnel expanded further into a bowtie, which mirrors the acquisition side onto retention. Long life the funnel 😇 And while Marketing needed to extend their own domain deeper into the Customer Journey from awareness to expansion, Customer Success owns most of the magic, helping customers achieving recurring impact. So what is impact? Well, that's for you to define. What does good look like (WGLL) for your customers? What do they expect and what are the outcomes they are holding you accountable for? That is what Customer Success is driving along the Customer Journey. As a CS team I then ask myself and build playbooks around: → How do I achieve frictionless onboarding & activation to first WOW? → What topic education & change management is needed at the customer? → What internal alignment do I need to create which elevates the customer experience, but goes unnoticed by the customer (they don't care about our processes) → What product enablement is crucial for the customer? → How does the customer ecosystem (e.g. partners) look like and how does it influence value delivery? → How are outcomes achieved, how do they happen recurringly and how are those experienced by the customer? ... and how can I deliver against that. Renewals, expansions, referrals all happen as a natural result of that. What questions are you asking yourself ? #CSM #saas #revenue and picture credit to Jennifer Peters 😎

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It should not be so hard to empower your sales teams. But, in 2023: 📉 53% of CROs struggled to increase sales velocity and rep productivity 📉 72% of salespeople spent time not selling 📉 28% of sales reps expected to attain quota This year, learn how to leverage the power of sales enablement 🚀 https://lnkd.in/eHDKVJ_J #salesenablement #change #saas

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Seismic leads the way in G2's Spring 2024 Grid® Report for Sales Enablement for Enterprise Businesses — for the ninth year in a row! 🏆 The best part? Rankings are based solely on real reviews from real customers. If you're curious about how we stack up against the competition, check out the G2 Enterprise Spring 2024 Grid® Report at the link below.

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Recognizing and acting on buying signals can mean the difference between a deal won and an opportunity missed. 🤝 When you tune into your prospects' intent and behaviors, you can provide highly personalized sales and marketing at the right time. Susan Killen shares how Scoops — buying signals offered by ZoomInfo — can help you sell smarter and turn signals into action at scale. Learn more on the blog ➡️ bit.ly/4b6poN1

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An enterprise sales kickoff (SKO) is critical for aligning the sales team with the company’s strategic objectives, energizing the team, and setting the stage for a successful sales year. Beyond alignment of company goals, product and service education, motivation and morale boost, skills development, networking and team building, marketing and competitive insights, goal setting and accountability, inspiration and vision, strategic planning, and a feedback loop from the field, there are also several consistent mistakes/NOT-to-do many organizations ignore before, during, and after their SKOs! Here is my latest post on Ten Sales Kickoff Insights shared by GTMnow - https://lnkd.in/eQxQrKuJ GTMfund Sales Community #SKO #SalesKickoff #GlobalKickoff #KeynoteSpeaker #RelationshipEconomics #CoCreate #CurveBenders #ConsequenceOfAI

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Any #revops or #finance or #revenue leader identifies with the pain of bad comp plan design and inefficient commission administration. In my several roles leading Revenue teams and revenue operations teams, I've had responsibility for: 1) Comp plan design 2) Reporting on comp plan attainment 3) Managing custom cases that require splits/ exceptions management 4) Rollup and manager level target setting 5) following through with finance on timely commission payments So much of this is key to driving revenue performance. And folks. it's HARD. Spreadsheets don't do it. Old school comp plan tools don't cut it. It's not just about the teams who are managing the process. It's about ensuring that the reps and their leaders DOING the actual revenue generation work have timely visibility into their earnings and understand the levers around how they get paid. This is the unlock for driving the right behavior and performance. and QuotaPath just released a major launch. It is now the most ADAPTIVE comp plan platform in market. Automatic and adaptive rollups for change in org structure. Visibility into commission plan earnings. Approval workflows built within to drive transparency and expediency Want to learn more? Check out their video. Want an intro? DM me and I'll get you connected with their Sales team.

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Interested in benchmarking your #Enablement progress, versus others? Take Seismic's Enablement Maturity Assessment to learn where your program stands. Answer 10 key questions to get your score. Access valuable content to help you learn how to improve your enablement maturity, optimise initiatives, and drive outcomes. Take the Enablement Maturity Assessment, here: https://bit.ly/3XDOkav #SalesEnablement #MaturityAssessment #Seismic #Benchmarking

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck!  Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Any thoughts on the AI compliance webinar for sales? The session will explore how Dialpad Ai meets compliance and regulations to the highest standards while boosting rep performance - in fact, we’ve seen a $9.7M boost in savings due to higher agent productivity. We’ll cover using the AI platform to keep agents on script, compliant with regulatory requirements, up-skilled, efficient with time and on brand. It’s on 8 May 2024. Would you like to join? Six & Flow

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When I started my sales career 30-years ago, I had great mentors. Too many to name. Life is a circle. This week I’m excited to go back to Upland BA Insight HQ in Austin to give back. I’m helping train our next generation of sales stars. My subject…the discovery stage/process. My favorite sales subject. I love it because I get to be a detective. #salestraining #discovery #givingback #fullcircle #searchsalesguy

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This is exactly what has been missing in sales development. With the challenges organizations are now facing to strategically outbound target companies, sales leaders are blind to the invisible funnel. Decoding B2B outreach is the path forward. #salesdevelopment #outbound

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Almost halfway through 2024 and the year remains uncertain. To adapt and win in this competitive environment, CROs are making these 5 changes. Check out "The State of Revenue" highlights report to learn more.

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