Jamie Kanter

It feels like I have had more and more conversations recently with sales leaders and AE’s who are evaluating whether to stay in a sales role or take new opportunities. Plus with funding harder to get it seems like a trend of more sales leaders being asked to take fractional/ “work for yourself” type consulting roles to help build, scale and sell for early stage companies. It brought me back to my podcast convo with 🏄‍♂️ Scott Leese. If you are considering any of the above I highly recommend listening, and following Scott for some impactful learned experience & insight. Scott shared with me his learned, earned, and burned" framework suggests three criteria for evaluating whether to stay in a role or seek new opportunities: - Learned: Have you reached a point where you have nothing left to learn and no one else to teach you in your current role? - Earned: Have you consistently maximized your compensation plan, indicating mastery in your position? - Burned: Have you experienced mistreatment, being passed over, or feeling unsafe in the workplace? What are the best strategies to evaluate staying or going in a sales role or deciding to go work for “yourself” full time?! #sales #leadership #career https://lnkd.in/e9rgfjaf

19

4 Comments

💜 Gainsight + Champion 💜 We just released a killer new eBook together on how to drive growth through your hidden customer champions. With many of us in the midst of 2025 planning, this book dives into the incredible growth engine right in front of us: our customers. The ebook has practical insights on empowering champions and learnings from top brands using Gainsight and Champion. I just re-read it myself, and it's giving me all sorts of light bulb moments (yes my phone just happened to take a 100% organic photo right when I finished reading it. And yes that is my thinking pose.) Check it out 👇

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17 Comments

🎺 LET'S GO! 🎉 The Salt Lake City Marketing Technology Conference for 2024 is HERE! My good friend, Trent Cross and I have been running this event for the last 10 years and each and every year, I'm amazed at the people, companies and others that turn out to help us all connect, learn, and grow. Marketing technology is perhaps one of the most difficult, and yet most important parts of modern marketing and so this year, we're leaning into that celebration of connection and expanding our audience. This year, we’re partnering with RevOps and SalesOps groups from across the Silicon Slopes to have the discussion we all desperately need to have — how do we integrate systems, processes and people across MarketingOps, SalesOps and RevOps to maximize efficiency and help organizations grow? If you've ever sat in a room with all those groups and tried to figure out how to blend complex systems, you know how frustrating that can be. This year, we're tackling it head on. Collaboration and integration are long discussed topics that are more than just a few nice buzzwords. The integration of systems and the sharing of data across those systems isn’t just a nice idea. Now, it is clearly the future of all Ops Practitioners and we want you to hear from the most seasoned technicians and leaders in Ops to see how they are preparing for the sea change in technology. And you can be a part of all of it. Join us for the conference on December 11, 2024 to discover just how much connecting the dots can drive success for you and your organization. Hope to see you there! Register soon because space is limited! Thanks to our sponsors: Knak, Mobly, Pearagon , ON24, Syncari, Data Dev Design, and Stack Moxie Registration Link: https://lnkd.in/gQvZ8dMx P.S. We still have room for a couple more sponsors. If you want to get your business in front of the largest group of Ops Practitioners at the highest levels of organizations along the Silicon Slopes, you can't beat this event. It's inexpensive, effective and Trent and I are really, really nice people. 😁

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6 Comments

Sales prospecting is getting smarter—and I’m here for it. 💡 With personalization demands up 17%, it’s clear that efficiency alone isn’t enough anymore. That’s why I’m excited when I hear about tools like Outreach’s AI Prospecting Agents. 🤖✨ These AI-driven agents handle the heavy lifting: account research, tailored messaging, and outreach—so sales pros like us can focus on what we do best: connecting and closing. 🤝💼 The game-changer? Prospecting isn’t a one-size-fits-all process. Customizable workflows mean you can blend AI efficiency with your personal touch. 🚀 For me, this reaffirms an important truth: success in sales isn’t just about working harder—it’s about working smarter. https://lnkd.in/eVQ9GVuu What’s your take on integrating AI into sales? Let’s chat! 👇 #SalesLife #AIInSales #WorkSmarterNotHarder #Prospecting #Growth

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2 Comments

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

5

Today on FiredUp!, we talk to Gong VP of GTM Enablement, Stacey Justice about how to equip sales and customer success teams with the tools they need. As you get traction, how do you scale that success to create a repeatable process that is aligned and consistent but also adapts as customer needs develop. How do you get leadership buy-in? How do you measure the effectiveness of your enablement efforts. Gong is clearly a great platform to help with that GTM alignment - so this is a chance to learn from the Stacey who is leading their enablement efforts. https://lnkd.in/g_YdV6pf

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Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

7

Want proof that multi-threading works? Here's our own data: We only win 4% of deals when there's one contact engaged. Scott Tower posted today about this https://lnkd.in/g2y-xjE4 This shows that buying is a team sport, and if there's only one person involved in a buying process it's likely going nowhere fast. One contact usually means they are on an information-gathering tour - typically a person with no decision-making authority - talking to vendors to collect pricing and present it to an executive team. This is the dumbest way to buy anything. People need to stop trying to avoid talking to sales reps. Great sales reps don't pressure prospects to buy products they don't need - they are there to help them buy and ensure their needs fit the solution. They can't do that if they aren't talking to the person with the pain and who has the authority to make the deal happen.

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6 Comments

Let’s talk about customer health. We all know it’s critical, but what does it really mean? According to my bud Michael Forney when we spoke on Friday, he had a recent discussion with Easton Taylor, SVP of CS at Gainsight, who said that looking at empirical data, customer health all came down to one thing: *VERIFIABLE OUTCOMES* (btw, nice to meet you, Easton 🤣) When analyzing churn data, Easton found a pattern: if customers achieve their stated goals, they stay. If they don’t, they churn. It’s that simple. This got me thinking—how can we better track and drive verifiable outcomes across the entire customer lifecycle? Here’s a rough product idea I’ve been working on for UpdateAI: 1. 🎯 Capture Key Outcomes from Day One - Document objectives during pre-sales and onboarding. - Use AI to remind teams when key goals haven’t been captured—and synthesize insights across meetings. 📅 Set a Cadence for Success - Ensure EBRs/QBRs happen on time, with the right info collected at every touchpoint, and from the right stakeholders. - Alert ICs and managers when meetings or data are missing. 📊 Measure and Monitor Outcomes - Use every customer conversation to validate whether goals are being achieved. - Derive customer health from what we hear—aligned with their goals, at risk, or dangerously unknown. BUT... this raises a question: is relying on the voice of the customer enough? Should we also overlay product usage metrics to verify that what customers say aligns with what they’re actually doing? 💬 Over to You, LinkedIn CS Leaders! - What do you think about this framework? - How could we make it stronger? - Are there obstacles or concerns you foresee in executing this? Drop your thoughts in the comments or DM me—I’d love to collaborate and build this concept together with the best minds in CS! Let’s move beyond “health scores” and start driving real, verifiable outcomes. #CustomerSuccess #CSLeadership #CustomerHealth #Innovation

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One of the most significant objections prospects raise when contacted about a buy-side mandate is, "We don't want to sell; we want to buy." Buying a business is hard! Finding one with the right strategic and cultural fit, and one that fits your budget is a significant undertaking. Another approach is to "Sell-In," work with a capital partner, and expand together. This week's Shoot the Moon podcast uncovers why tech-services firms should consider this approach.

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We love hearing Penny Springer share insights about improving rep efficiency, content effectiveness and the seller experience. 62% of heads of sales say that their sellers have difficulty finding relevant sales tools/content. (Gartner 2023) Penny showcases the transformation from sales content chaos to content bliss for her revenue teams at Planview using SalesHood's Revenue Enablement Platform. This short video is a snippet from a longer interview detailing how Penny and her team create high impact sales content their revenue teams use to win more business. The interview includes: -Pillars of an impactful sales content strategy -Top sales content types, every seller needs -How to map sales content to sales process execution -Demo of Gen AI Content: Publishing, Governance and Search -How do you know your sales content is working? Thank you, Penny! 🙏 #salescontent #revenueenablement #salesenablement #contentROI #sellerexperience #genai

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1 Comment

WHY GONG? Just ask Damien Swendsen, SVP of Revenue at Verse.ai. He says choosing Gong as his org’s Revenue AI Platform boiled down to two things: 1. Functionality 2. Ease of use Check out how Verse.ai achieved a 76% boost in revenue and 25% more accurate forecasting with Gong here: https://lnkd.in/g7kHqxfH

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9 Comments

This slide is filling up fast as #MSPartners sign up by the minute for Ultimate Partner LIVE '24 in Dallas, TX, on October 22 and 23rd. Why? 1️⃣ High-Impact Thought Leadership Noted speakers include Sandy Gupta, Global VP for ISV, Stephen Boyle, GM Partner Development for GSIs, Erwin Visser, GM for SMC Partners, and more! 2️⃣ Focused on YOU as a Microsoft Partner. An agenda packed with partner-focused sessions. You’ll walk away with practical, partner-focused strategies that you can implement immediately. 3️⃣ Exclusive, Executive-Level Networking - deep, meaningful connections with leading Microsoft Partners and VP/GM Microsoft leaders from ISV, GSI, and CSP. It's about business acceleration they see at Ultimate Partner events. 4️⃣ Actionable Insights for Business Impact - the HOW you do it as a partner. How to win in this ecosystem—with practical, actionable insights on go-to-market strategies, co-selling, and unlocking new growth opportunities. 5️⃣ The Ultimate Partner Difference - the most important leaders, industry experts, and the Ultimate Partner Workshops a MASTERCLASS in two days. ⚠ Still a couple of days to get your free GOLDEN TICKET 🎫 by tagging people to our posts. Register today https://lnkd.in/egWpnT3t

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26 Comments

Who owns your end to end GTM system? What about the Bowtie data model? This was a key question during our two-day Revenue Architecture Summit in Santa Cruz. Marketing owns awareness. BDRs or equivalent own education. Sales owns selection. Finance oversees the mutual commit/contracting. Professional services do onboarding. CS helps with retention. Account managers focus on expansion. So do we even need somebody to own and optimize the overall #bowtie process and data model? YES! "But my marketing is great at increasing leads and sales is increasing close rates, so why worry about an overall owner?", you might say. What if the new leads are low quality and sales is rushing through the sales cycle, ultimately yielding high onboarding and ongoing churn? Whether you like it or not, revenue production is a closed loop system. Something you do on the left side of the bowtie impacts the right side and the other way around. Best to assign an unbiased data owner who does that personally have anything to gain by making the data tell any particular story. The most likely owner for the overall system, or at least for the overall data model, lives in operations or finance. We see new titles around GTM Strategy and Operations. We also see RevOps moving from CRO to COO or CFO. So hence my question: In your company, who owns the end-to-end revenue production system? Who owns data definitions and brings together your teams to decide on next actions to improve revenue production based on the data? #revenuearchitecture #bowtie #revops Photo courtesy Jill Guardia (she/her)

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📣 Let’s get Connected! 🔥 The Salt Lake City Marketing Operations conference is upon us! 🔥 After last year's success, we've decided to expand. We’re partnering with RevOps and SalesOps groups from across the Silicon Slopes to have the discussion we all desperately need to have — how do we integrate systems, processes and people across MarketingOps, SalesOps and RevOps to maximize efficiency and help organizations grow? Collaboration and integration and long discussed topics that are more than just a few nice buzzwords. The integration of systems and the sharing of data across those systems isn’t just a nice idea. Now, it is clearly the future of all Ops Practitioners and we want you to hear from the most seasoned technicians and leaders in Ops to see how they are preparing for the sea change in technology. And you can be a part of all of it. Join us for the conference on December 11, 2024 to discover just how much connecting the dots can drive success for you and your organization.Hope to see you there! Register soon because space is limited. Thanks to our sponsors: Knak, Mobly, Pearagon , ON24, Syncari, Stack Moxie, Data Dev Design Registration Link in comments P.S. - we still have a few sponsor slots open. If your organization is interested to get in front over 1,500+ of the most senior marketing, revenue and sales ops people here in Utah across three different martech groups, this is the event for you! DM me. #marketingautomation #revops #mops #saltlakecity #siliconslopes #marketing #slcevent

15

2 Comments

GTM efficiency has become a key topic in 2024 and will be front and center for CRO’s and CMO’s as planning begins for 2025. SDR effectiveness and productivity is a significant problem. At The Pipeline Group we built ground up the right talent, data quality, best practices and tech stack to break through the massive digital noise and to not just CREATE pipeline but to help PROGRESS it. Get ahead of the brutal 2025 plan and let us show you how we can take out costs and drive efficiency. I know you have all had a bad experience with outside agencies but we are proven and different! You have nothing to lose, I won’t waste your time and if we can’t help it will be stated in the first 15 mins. DM me or Ken Jisser

57

Exciting alert!! Our CMO, Kelly Hopping and John Eitel new book--"Yes, It's Your Fault"--dedicated to Sales and Marketing Alignment! There are so many indicators that Sales and Marketing alignment is one of the most important success factors in B2B--especially if your selling a complex, high price tag, long sales cycle solution: - Poor alignment between sales and marketing can cost 10% or more in annual revenue (Marketsource). - 48% of companies are struggling with sales and marketing alignment (DGR 2023 C-suite survey). - 66% of companies believe that improving sales and marketing alignment is most critical to driving growth (DGR 2023 C-suite survey) And it doesn't help that the GTM evolution (ABM) intended to improve alignment only has an M in it :) I have enjoyed watching Kelly & John create an amazing partnership that is benefitting us all! You will love the book...let us know what you think! https://lnkd.in/dNM4DxST

15

2 Comments