Ton Dobbe 🔆

Sales Teams Aren't Efficient 🎞 https://lnkd.in/eQvHJEQ9 Inefficient sales teams are often a product of their environment, we help you implement a comprehensive Sales Enablement strategy that eliminates common obstacles faced by sales teams. Want to know more? Contact us 👉 https://lnkd.in/etT_S4sg Or drop us a message here 😉 #markettraction #markettractioninternational #salesenablement #marketing #dataenrichment

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We're excited to launch the DealHub Academy, a self-learning environment where you can level up your CPQ skills and become a certified DealHub admin. Here's what you can expect: 👉 On-demand courses: Learn at your own pace with bite-sized courses designed to enhance your DealHub expertise. 👉 Clear learning paths: Follow structured paths to become a DealHub pro, from the basics to advanced functionalities. 👉 Interactive exercises: Reinforce your learning with quizzes and hands-on activities to solidify your knowledge. 👉 Learn from DealHub experts: Watch all product training overviews and webinars. 👉 Get Certified: Take the exam and earn a certificate to promote your DealHub mastery. Whether you're a new user or a seasoned pro, the DealHub Academy has something to offer! Ready to unlock the full potential of DealHub? Head over to the academy today: https://lnkd.in/dqmn5TGc Happy Learning! #UnlockYourPotential #CustomerSuccess #DealHubLove

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For Andrew Gray, Head of Revenue Enablement at Sanity, Relationship Map is a key tool to help his sellers multi-thread and close deals. Here’s how one of his sellers recently closed a deal using Relationship Map. ⤵ “One of our reps in EMEA had built his Relationship Map in Sales Navigator, screenshot it and put it on a deal review. He was able to see where he was lacking relationships, what he was missing to be multi-threaded, where he needed more exposure – everything that’s key for relationship mapping,” said Gray. What surprised Andrew about the Relationship Map was that his seller was able to build it directly within Sales Navigator. “Normally our sellers build out some sort of relationship map inside of Excel, a Miro Board, Google Drawings, or some other application. But the fact that he was able to do this inside of Sales Navigator made me think this should be our new standard moving forward.” After using Relationship Map, the seller focused his efforts on the missing key relationships that could help him close the deal. He then used LinkedIn to get an introduction to a key contact who was a champion for moving that deal forward. And best of all, that seller closed the deal a few months later. “Would he have won the deal without the Relationship Map? Maybe.” Gray reflected. “But do I know for a fact that he sat and looked at his Relationship Map, and used it to map out a strategy that ultimately won him that deal? 100%.” Learn more about Relationship Map here: https://lnkd.in/RelationshipMap #SalesNavigator #sales #B2Bsales

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Join ZoomInfo’s Kaitlin Sanders, an ABX expert and Go-to-Market strategist on May 1st as they shed light on the practical approaches adopted by industry experts to measure the real impact of ABM campaigns. Kaitlin will delve into key topics including: - Redefining ABM Today: What is the current definition of ABM today and its significance in shaping modern marketing strategies? - Key Metrics for ABM Success: Identify essential metrics for evaluating the effectiveness of ABM campaigns and how to communicate the impact of ABM initiatives to stakeholders. - Future Advancements in ABM: How technology and predictive analytics are revolutionizing how organizations measure the success of ABM campaigns. Don't miss it ➡️ https://bit.ly/3UedVng #Ad #Webinar #ABM #ABMMetrics

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Let's keep it simple 👉 4 differences between sales and buyer enablement Read about what sets them apart in terms of: 🔍 Focus 🛠️ Content and tools 🎯 Purpose 👊 Impact Want to dig deeper? There's a link to the full article in the comments 💬 #Buyers #Enablement #Sales

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[1:00:00 Video - 2:00 Read ] Dive into 'Great Content Wins Deals for B2Bs - Digital Selling - S03/Ep 02' with Nigel Maine. Discover how quality content can transform your B2B sales strategy. #b2bsales #b2bnewbusiness #digitalselling #b2bgrowth #B2BSaaS #DigitalTransformation #SalesStrategy #b2bLiveStreaming #SaaSMarketing #BusinessGrowth #TechInnovation #LeadGeneration #RevenueGrowth #MarketingAutomation #CustomerEngagement #SalesOptimisation #SaaSSolutions #TechLeaders #SaaSSales #b2bvideo

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Launching a new product? Here’s the truth: It’s not the launch that makes or breaks you—it’s what happens next. Great go-to-market plans don’t stop at Day 1. To measure your real success, focus on these three must-dos: ➡️ Define Success Metrics Early – No, not just sales. Think retention, engagement, and brand awareness. ➡️ Keep Testing – Market conditions change fast. Stay agile and tweak as you go. ➡️ Use Real-Time Feedback – The best plans are living, breathing, and adapting. A strong GTM strategy is never "set it and forget it." It’s a constant refinement to hit and exceed your goals. Want to see how leading brands crush their launches? Dive deeper here: https://bit.ly/45EGjnt

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🚀 LIVE WEBINAR EVENT - Planning For a GTM Kickoff? If you are planning a GTM Kickoff, you know that it’s one of the highest-profile initiatives the Enablement team leads each year—and typically the biggest investment the company makes in their internal teams. Don’t miss our upcoming AMA with OneGuide based on the chapter from Accelerating Revenue! 📅 Friday, November 15th Join Roz Greenfield, Chief Enablement Officer at Level213, for a deep dive into planning a successful GTM Kickoff that drives results. We’ll discuss:  📅 Planning a Kickoff event, whether in person or remote 🎉 Balancing education, celebration, fun, and team building 🔑 Incorporating the customer perspective for better insights 🎤 Running an effective rehearsal session (and why it’s critical!) 🎯 Aligning your GTM Kickoff with key initiatives If you’re looking to elevate your revenue team’s performance and ensure your kickoff drives value, this AMA is for you! 📚 Plus, get insights straight from the book chapter dedicated to GTM Kickoffs. 👉 Here’s the link to register: https://shorturl.at/JMm0N For updates on our new book, Accelerating Revenue to help guide your enablement strategy, check out: www.level213.com/book #RKO #GTM #kickoff #webinar

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🏆To close over $18M in Q4, $3.54M ARR growing in a single quarter as MVP in the top-performing business unit in all of Salesforce (MuleSoft Financial Services) for FY23 and come back with $18M in signed contracts in a quarter...here were a few tips from our CEO Chris Bogdan 🚀's playbook (and a few lessons that I hope you can use). I mapped out my 10 largest potential deals, execs I needed to talk with, power moves, and my business case for each account. Then, I worked to fill in gaps. Spoiler alert - I came back with the our #1, #2 and #3 largest deals in my division. That put me at 245% of my quota for the year, 191% after big deal bonus. Here’s your challenge and a few things you can do to finish Q4 strong: 1️⃣ Map out your top 3, 5, or 10 largest deals left for Q4, ranked by likelihood to win and deal size (calculate net present value). Which deals are must-win (big bets) 2️⃣ Where can you find a power move to get unstuck? Set-up executive-to-executive intros, fly and meet your customer on-site, improve your offer, and/or schedule a customer reference call. 3️⃣ Firm up your business case & solve for the obstacles (timing, competition, need, value, etc). 4️⃣ Eliminate distractions & protect your time. Is this driving revenue in Q4 is a simple litmus test for whether something is useful. If not, shorten it or eliminate it as much as possible. PS - if you want a Quota Crushing framework template for your big deals: 1. Please comment "Framework" or "🚀" below, make sure we're connected and message me your email 👇 2. Please add your email to the waitlist for Sales Rocket Fuel (another cohort starting Jan 10th with availability for 5 weeks, max of 35 sellers): https://lnkd.in/ggTSzjjj

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True? Follow 🙏 Leadership Counts - B2B Revenue - The GTM podcast for CRO's and CMO's in the B2B world #sales #salesleadership

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Effective partner introductions can transform your sales strategy. Intros: ✅ Leverage the strength and network of your partners ✅ Enhance your and your company’s credibility and trustworthiness ✅ Gives you access to new audiences ✅ Accelerates sales cycles. ✅ Increases customer retention. ✅ Provides valuable insights. Read the full article to learn how to leverage intros: https://lnkd.in/g4wfMadW

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Beyond Basics: Advanced Techniques for Identifying Your Perfect Leads In SaaS sales, simply knowing your customer isn't enough. As Sales Directors and Managers, you need to dig deeper to identify your perfect leads and outpace the competition. Here are some advanced techniques to elevate your lead identification strategy and drive sales success. Predictive Analytics: The Crystal Ball for Sales: Predictive analytics transforms your lead identification process. By analyzing historical data and behavior patterns, these tools forecast which leads are most likely to convert. Invest in a robust tool, integrate it with your CRM, and watch your sales team focus on high-potential leads with precision. Behavioral Segmentation: More Than Just Demographics: Track how potential leads interact with your website, engage with your content, and respond to your emails. Use this data to create segments based on behavior patterns, and tailor your sales approach to each segment. This ensures your messaging resonates more deeply, increasing the likelihood of conversion. Social Listening: The Goldmine of Sales Insights: Utilize social listening tools to monitor mentions of relevant keywords, industry pain points, and competitor activity. This helps identify leads discussing problems your SaaS can solve and provides context for personalized and effective outreach. Engage in conversations, offer solutions, and position your product as the answer they’ve been seeking. Dynamic ICP Adjustments: Keeping Pace with the Market: Regularly review and update your Ideal Customer Profile (ICP) to reflect the characteristics of your most successful customers. Gather feedback from your sales team, analyze market data, and adjust your ICP accordingly. This dynamic approach ensures you're always targeting the right leads and staying ahead of the competition. Referrals from Customer Advisory Boards: Insights from the Inside: Establish a Customer Advisory Board to gather feedback and recommendations from your best customers. Use this information to refine your ICP and identify potential leads with similar profiles. This approach improves your targeting and strengthens relationships with existing customers, fostering loyalty and advocacy. By integrating these advanced techniques, you'll set your sales team up for success. Predictive analytics, behavioral segmentation, social listening, dynamic ICP adjustments, and insights from Customer Advisory Boards are the keys to unlocking your perfect leads and driving growth in the competitive SaaS landscape. To learn more about how Upcall can help you with your outbound campaign, visit http://Upcall.com. To speak with us directly, book a zero obligation call at https://lnkd.in/dEi7yUG4

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🏭 The Revenue Factory: An Orchestra of GTM Motions What are the models that you must use in order to build your own ‘Revenue Factory’ ? First - the GTM model lays out the different GTM motions that you might have across your business - which might include motions such as: - Enterprise motion: High-touch, complex sales cycles - Self-serve PLG motion: Product-led growth at scale - High-velocity SMB AE motion: Quick turnarounds, volume-driven - And more… Once you’ve identified the right GTM motions you should be using, how do you ensure each motion is performing at its peak? Enter the Data Model. 🔍 The Data Model acts like a high-powered microscope, allowing us to zoom in on each motion: - Which are the conversion points that could be improved? And then… - Why isn't the SDR handing off leads efficiently? - What's causing low conversion rates in enterprise sales? - In our PLG motion, why aren't monthly users becoming weekly active users? In order to answer these questions, we must dust off a bit of math skills and apply the Mathematical Model - the engine that calculates input, throughput, and output for each motion. ⚙️ Finally, the Operating Model brings it all together, creating a cohesive GTM that drives sustainable growth across all of the various teams within GTM (sales, marketing, customer success, revenue operations). 💡 How are you aligning your different GTM motions within your Revenue Architecture? #RevenueArchitecture #Bowtie #GTM #RevenueFactory

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Unlock your sales team's potential with the Pygmalion Effect! High expectations can drive performance and transform results. Learn how this powerful psychological principle can boost your B2B sales strategy: https://hubs.li/Q02MZzSq0 #B2BSales #SalesLeadership

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