John O'Donnell

To all the presales managers out there... you are distracting your team if you are randomly pinging them for deal updates. Do this instead! 💪 ✅ Schedule recurring deal reviews with your sales engineers, typically on a weekly basis. ✅ Keep them simple; you will have a lot of deals to review in a short amount of time. ✅ At a minimum, include these 5 items in your deal review checklist. ----- ✅ PRO TIP: Run your deal reviews directly out of your presales management solution (for example, Homerun Presales). When everyone is working from one central location for all-things-presales, you (1) eliminate the need for 'side tools' used for reviews and status updates, and (2) you eliminate all the admin burden and manual data entry by your SEs to provide ongoing updates. ----- If you want to see how to run effective deal reviews with your presales team… come get a demo of Homerun Presales: https://lnkd.in/gYKA6UvE #presales #salesengineering #technicalsales #salesengineer #cro #sales

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Sales360's automated custom pricing changes the game and shortens turnaround times. Simply... 1) Enter details and get a quote 2) Send to the customer for DocuSign 3) Instant automated enrollments + confirmations Book a free demo. ➡️ https://hubs.ly/Q02D_M0l0 #energysales '#fastercontracting

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Can presales & PMM alignment be a secret weapon for GTM success? We think so. Join James Kaikis Kaikis Head of Go-To-Market and Meghan Spork, Product Marketing Lead as they take a deep dive into how to maximize the relationship between these critical stakeholders. They’ll cover:  Why alignment is crucial between presales and product marketing teams Some common misconceptions about these stakeholders and their functions How should presales & PMMs should work together tactically How to measure results that impact revenue and overall GTM success RSVP here: https://lnkd.in/gkvRFP-K

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How do you set Gen Z sellers up for succes? Calling all sales leaders! This is a must-listen to cap off your week: https://lnkd.in/gj9izm8M In case you missed it, we've just launched a new season of the Redefining Sales podcast. Listen to our first episode with our fantastic guests Lucy Lee and Danielle Dacunha-Howarth from PurplePatch, and stay tuned for new episodes dropping soon. #Sales #Podcast #AIinSales #Prospecting #SalesEnablement #SalesStrategy #SalesTraining

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Presales IS in the business of deal gen and pipe qualification. If you're producing things that go on the website like a demo - tie that to a marketing campaign! "...and dang it - go get some KPI credit for it!"   Didn't catch our last episode of Presales in a Pod? 🎙️ Listen in, and catch up before the next one drops: https://lnkd.in/eEDUgqqA #Presales #SolutionsEngineering

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MEDDICC should not be a compliance exercise for your managers. You need to make it part of the DNA of your sales organization to see results. This clip is part of our longer conversation with John Kaplan and Dave Davies on the MEDDICC Maturity Model. Watch the whole conversation here: https://bit.ly/3yK1YyI

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Today at #Cloudscape2024, Blue Mantis cybersecurity specialists Jay Pasteris (COO) and Jay Martin (CISO) teamed up with Boston College Sentinel Mintz to engage in an eye-opening panel discussion. They explored a unique roleplaying scenario focusing on the technical details, legal ramifications, and financial impact a data breach can impose on organizations and their C-suite leaders. #LetsMeetTheFuture #OneTeamOneMantis #Cloudscape #SecuringThePresent #InnovatingTheFuture #SecureOurWorld #CybersecurityAwarenessMonth #CyberSecurity

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We love when sales organizations have a strong operating cadence. Daily sales forecast reviews have become a mandate in most sales teams. Along with this most sales leaders are prioritizing deal reviews for large million $ deals and strategic accounts. But the problem we see in many sales organizations is in constructing a repeatable process around productive deal reviews. As an organization working with multiple customers around deal reviews, we believe that deal reviews when executed in the right manner can be a game changer for sales execution. The AE to the top management benefit from deal reviews. Want to understand the reality of deal reviews and how it can help your teams, click on the below link. https://lnkd.in/gxTEAV6r Venkataraman SubramanyanSripriyaa VenkataramanKumar SomayajiluRashmi GognaKrithiga BalasubramanianCh Srinivas Rao ( GLP NEU )Sugavanam Sundaresan https://lnkd.in/g754mkJT

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Curious about the implications of NIST CSF 2.0 for MSPs and MSSPs?  Cynomi CEO, David Primor, and William Birchett the founder of the vCISO Network break down the NIST update with 4 questions. Read the blog ↘️ https://hubs.la/Q02CnK_80 #Cybersecurity #NIST #RiskManagement #MSSP #Cynomi

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❌ No, the SDR role isn’t going away. ❌ While SDRs and AEs are here to stay, their roles are shifting in response to evolving buyer demographics and changing preferences. At LeadIQ, we’re helping SaaS sales and GTM teams stay ahead of the curve and learn how to thrive in today’s evolving sales landscape. Deep dive into the webinar: “The evolving role of AEs and SDRs in building sales pipeline” for tips and tricks on how to best utilize the AE and SDR relationship for Q4 and into 2025 🤝 Thank you to our webinar panelists: Jessica Nelson, Global Vice President of Sales at Stream Sam Lau, Senior Director of Global GTM Enablement at Anomali Ronald Halbert, Global SVP of Sales Development, Sales Enablement, SMB Sales at Sirion Watch now 🎥: https://lnkd.in/gx7dMRuK volving-role-of-aes-and-sdrs-in-building-sales-pipeline #sales #salestips #SDR #AE #leadiq

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When it comes to annual territory planning, a #sales ops bias can really shake things up in the wrong way. This mindset can lead to inefficiencies, imbalanced and unfair #territory assignments, and a lot of frustration among the sales team. On the flip side, this article explains how a RevOps approach sets the stage for optimized territories and encourages productive connections and collaborations across all teams involved in generating revenue. It’s a win-win for everyone! Read more! https://lnkd.in/g7ccjRAZ Fullcast, The Go-to-Market Cloud Brad Warnock #revops #salesops #gotomarketcloud #gotomarket Dylan Ferguson Alyssa Suchy Amy Osmond Cook, Ph.D. Susan Macomber Amanda Fletcher Ryan Christensen #revopsleadership #gtm #revenueoperations

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Let's cut to the chase—today's sales game is a high-speed, high-stakes battleground suited only for those armed with the best in tech. Imagine arming your sales force with a tech stack that is so seamless that it feels like an extension of their own insights, whispering secrets of customer desires and market trends straight into their ears. As tech evolves, so should your stack... The integration of AI tools can provide on-the-fly customer service scripts, sales pitch enhancements, and real-time problem-solving, all while learning from interactions to improve future engagements. 🦾 🚀

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Sales leaders in Q4 "Helping" 🤝 The oldest problem in sales? Time NOT spent selling. - Your AEs spending hours finding good leads - Your SDRs drowning in manual research - Your best closers doing data entry When they should be selling 💰 What your reps REALLY want in 2025? It's not a President's Club retreat. It's not more deal coaching. It's more TIME back to sell. How do you give them that? Give your reps an AI Sales Agent. Think of it as giving each rep their own "sales multiplier" One that works 24/7 to: 1️⃣ Research 1000s of qualified leads weekly 2️⃣ Personalize outreach at scale 3️⃣ Book 10-15 meetings monthly All while your team focuses on what they do best: Closing deals. P.S. Your 2025 tech stack needs an AI teammate. Not just another tool. The future of sales is human + AI. h/t RepVue for the meme 😂 Credit: Jeff Chen

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10X Sales Reps... Is that the future of Sales? And more importantly... Is it doable? We're in the middle of 2024, and predictions (as usual) are in order. That's why we asked Brendan Short, Product-Led Sales at Apollo.io, about his views on the future of the sales rep profession, and they are pretty interesting. Would you agree? Drop your 2 cents in the comments! #sales #salestalk #salestech

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Heading to Data Connectors Boston Cybersecurity Conference today? Join us at our booth to discover the latest in automated threat modeling and cloud security. 🗓 Thursday, June 13, 2024 📍 The Westin Waltham-Boston Come meet our team, see live demos, and learn how we’re making one-click threat modeling a reality. Don’t miss this opportunity to enhance your cloud security strategy! See you there! #DataConnectors #Boston #CloudSecurity #ThreatModeling #CyberSecurity

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Get the ball out of your court as quickly as possible. YOU should never be the choke point for your deals. My daily pipeline exercise: 1. Pull up a list of my open opps 2. For those that have a next step scheduled, find ways to "juice" the deal between meetings. Examples: - Work to multithread with other stakeholders at the account - Send materials (whitepaper, case study, mini-demo of a feature they had expressed interest in) as a value touch between meetings - Comment something meaningful on their recent LinkedIn post - Call them ("Hey Dave, I know we're meeting in a couple weeks but I actually just got some answers back from my SME about the questions you had during our last demo...have a sec?") 3. For deals WITHOUT a next step: Get a next step on the books. CALL THEM before emailing. If calling + emailing fails, try LinkedIn. Contact other stakeholders you've met with if need be. Create movement. ___ Exhaust forward momentum on your pipeline each day. If you do that...you're going to have a far less stressful forecast call.

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