Santiago Blasco

Josh Gillespie just raised an important topic about AI potentially replacing sales managers. What we're seeing, however, is not replacement but enhancement. Unfortunately many talented and motivated reps aren’t getting enough coaching from their managers, which can make a huge difference. AI helps bridge this gap by analyzing texts, handling objections, refining tone of voice, and learning from specific case studies. And doing so much more already. Today. It's not about replacing managers but empowering them to better support their teams. With AI, we'll see a new, much more efficient manager who can outperform 10 of their conservative peers by havingtge right insights at hand and spending quality 1-1 time with reps to help them crush their quota. And yes, that wave is just starting!

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SDR KPIs in the ABM program. Most companies create misalignment with wrong KPIs and doom great programs from the start. Here are the most common mistakes - and the KPIs to use to drive the right behaviours. 𝐂𝐨𝐦𝐦𝐨𝐧 𝐦𝐢𝐬𝐭𝐚𝐤𝐞𝐬 - Activity-based KPIs (dials, emails..). 'nough said. - Meetings booked. It's easy to book meetings. It's hard to book meetings that create high ACV opportunities that convert and stay with you for a long time. - SQLs - or AE-accepted leads. It doesn't account for the win-rate or ACV. This is especially problematic with opportunity-hungry AEs that will accept any potential deal. - Total sales revenue (as in, shared revenue targets for the whole sales team). Good performers get penalised. Another common mistake is not having any leading indicators. I've seen orgs that go all in to close as many deals in Q4, only to go hungry in Q1 next year. Here is how to create KPIs and leading indicators in ABM programs. 𝟏. 𝐀𝐜𝐜𝐨𝐮𝐧𝐭 𝐭𝐡𝐫𝐨𝐮𝐠𝐡𝐩𝐮𝐭 𝐚𝐧𝐝 𝐯𝐞𝐥𝐨𝐜𝐢𝐭𝐲 This is about: - How many ICP accounts (that pass qualification criteria and a define engagement and intent threshold) are you able to source, properly engage and connect to (without skipping the key steps) each week? - How many high-odds accounts (high product-need evidence, vendor awareness, and good relationship) are you able to properly research, reach out to and book discovery calls? - What is the total opportunity value of those accounts per month (velocity)? These are the actions that you can control. What this doesn't measure is, how effective are these activities. 𝟐. 𝐅𝐮𝐭𝐮𝐫𝐞 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞 Today's pipeline is the result of previous quarters' efforts. That's why you always need to work on future pipeline. This means: - Identifying vendor aware, engaged accounts - where the product need unknown, and we have limited relationship with - Working to validate the account challenges and product need, and to connect to and warm-up the buying committee The KPIs here are account-to-convo ratio, and account penetration (how many buying center members did we engage and started a conversation with). 𝟑. 𝐀𝐜𝐭𝐢𝐯𝐞 𝐟𝐨𝐜𝐮𝐬 This is about - Identifying accounts with high odds of becoming an opportunity this quarter. They are vendor aware, and product need evidence is strong, and you have built a relationship with some of the key stakeholders. - The goal here is to generate demos/discovery calls and sales opportunities. The KPIs are account-to-pipeline ratio and sales velocity (total amount of revenue generated from these accounts per quarter and per year). --- The biggest mistakes in SDR land are - Proposing a marriage on the first date (=not matching the action to the level of buying intent) - Ignoring the future pipeline - No collaboration with marketing And the most common root-case is lack of alignment and proper KPIs. Wrong KPIs always lead to the wrong outcomes.

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The world of sales as we know it is undergoing a massive transformation, and Pipedrive is at the forefront of this exciting revolution. Fueled by the ever-evolving power of Artificial Intelligence (AI), Pipedrive is poised to take sales automation to a whole new level. In our latest blog post, we’re thrilled to share some of the possibilities that AI holds for the future of Pipedrive, delving into potential applications that could transform the way you close deals, manage pipelines, and ultimately, achieve peak sales performance. Read now: https://loom.ly/BJ_lHDk #PipedriveCRM #AI #FutureOfSales #MotiiMagic

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The only thing your business needs to hit those targets 👇 A RevOps platform aka Corefactors. Try it today 👇 https://lnkd.in/dZn5PqVJ #Revops #olympics #sales #targets

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VISIBILITY INTO PIPELINE = MORE ACCURATE FORECASTS Conditional Highlighting from Scratchpad helps you understand granular details of every opportunity in your pipeline. 🕵‍♀️ Quickly see what deals haven’t progressed stages. 🕵‍♀️ Which need fast prioritization. 🕵‍♀️ Which late stage opportunities haven’t had updates in weeks. 🕵‍♀️ Which deals committed have expired close dates. Better visibility, better coaching, better forecasting, faster deal movement. Learn more or try it out for free at the 🔗 👇 #Sales #Revenue #GTM

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