My journey diverged at the beginning of 2023 when I decided to go “all in” on my role as CEO of my business of two years, Women in Sales. This journey over the past year had so many ups, some downs, and a lot of surprises along the way. Here are some of the major lessons I learned.

Quota never goes away

The very first thing I did as CEO was to set my quota and stretch goals for the year. 

I set the numbers to be difficult, but possible to reach- and then created a digital thermometer to track progress. Something about still having a quota after 10+ years in IC roles is really comforting. I always have something to work towards, build upon, and re-evaluate year after year.

Managing time reigns queen

Much like AE life, CEO life requires you to optimize every minute of the day. 

Time is precious and finite. A few big takeaways in this category for me were:

1. Protect your calendar 
2. Determine ICP early and focus time there 
3. Block your calendar based on activities. 

One of the hardest parts of the last year for me was learning to say no to requests for unnecessary meetings and introductions. But saying no more has allowed me to say yes to much more impactful activities that will benefit not only me, but my community at large.  

Wearing all the hats

Your computer just broke- who do you call?

It’s tax time- how do you calculate all of your annual expenses? 

Early CEO life means you can’t afford to outsource or hire a ton of people, so all of the hats are yours to wear. I learned very quickly where I am and am not strong. Becoming CEO means you also become CTO, CRO, CFO, COO… you get the idea. 

This is an area that was incredibly painful for me initially, but strengthened me faster than anything else. I figured out quickly where I needed to pull in outside help (ie: CPA, Legal Counsel) and what I could own (at least temporarily). 

In Conclusion

This article could be hundreds of pages long, but for the sake of brevity, these are three areas that have really stood out to me in this journey from AE to CEO.

Being an AE for 10+ years prepared me to be CEO in so many ways. I’m grateful to have taken the leap, and I’m getting more comfortable accepting that I don’t know what I don’t know. Learnings are a gift I’m truly grateful to receive at this season of my career.

Follow Alexine here, and check out more content from Women in Sales here.

The post AE to CEO: The Journey appeared first on Demandbase.

In this blog, we interviewed six sellers and asked them about themselves as well as some of their sales opening lines so you could find out: which content house member are you most like?

What is your opening cold call line?

A. Hey there my name is _______, I’m a stranger and we haven’t met before, but if you give me a moment I can tell you something interesting about your business/brand

B. It varies depending on the person

C. I’m usually direct, like “hey this is ___” BUT it depends on the territory. Like the midwest is more laid back so it’s more chit chat versus the north is like fast and quick

D. “Hey! I have an idea”

E. I’m straightforward, just ‘Hi it’s ____ from deel, do you have a quick second?’

F. No Gimmicks, I introduce myself, acknowledge the interruption, and give them the observation for why I’m calling

What is your go-to email subject line?

A. I made/saw this and it made me think of you

B. Referencing a company’s 10K

C. Short and relevant but it depends on who i’m emailing, I try to personalize it and do 2-3 words tops

D. I don’t send emails – I always so Slack or Linkedin

E. The country + new compliance so it’s like Germany New Compliance

F. Super short 2-3 words. I actually try to make it boring and make it look internal

What’s one tool you can’t live without?

A. ChatGPT

B. Linkedin Sales Navigator + Demandbase

C. My brain

D. Slack

E. Sendspark

F. Blender for smoothies

What is your morning routine?

A. I don’t have one

B. 6:30 wake up, then gym, then breakfast, then shower, and a matcha or coffee

C. Wake up, shower, and while I’m showering I listen to a podcast, then I jump on linkedin and drop some comments on other peoples posts, then start my day

D. 6am wakeup, get the kids to school, then I have kickboxing class, stop for coffee, come home, and then get to work

E. I drink like 5 different beverages – electrolytes, water, coffee, armra, and AG – then I do a 10 minute kitchen clean, like I just set a timer and clean my kitchen for 10 minutes, then I workout, and I start work

F. Woo so I wake up to 2 dogs and a 2 year old, then it’s smoothie time! Then we usually have an EDM dance party in the kitchen, then the nanny arrives so I can shower and get ready to start the day

What is your good luck charm?

A. Myself. I think you make your own luck

B. Hype music before a big call

C. My tattoo on my hand. It’s my moms thumbprint so it’s like I’m holding her hand for the rest of my life

D. If I’m wearing a power outfit – so like my favorite pieces of lulu – and rocking some clean kicks, like  clean pair of Nikes

E. Citrine – it’s my stone!

F. This Saint Christopher necklace from my dad

If you got mostly A’s, you’re most like…

Blake Hudson! A little about Blake: “My mission in life is to help people gain clarity in their identity, practice, and purpose – No matter the role that’s the heart behind how I serve as a professional.

Currently, I am on a mission to turn adversity into empowerment. My journey began with a single dollar and an interview, leading me to develop the ‘Story Selling’ framework. This innovative approach focuses on harnessing the power of personal narratives to foster self-belief and enhance communication skills, particularly in job interviews.

Over the years, I’ve realized the most significant asset one can bank on is self-confidence, the ability to own our story, and the courage to tell it convincingly. To that end, I have designed a course to guide others through their struggles, helping them to tap into the transformative power of their story.

My commitment lies in enabling you to unlock your potential, own your story, and communicate with conviction. After all, it’s not just my journey; it’s our shared journey towards becoming unstoppable forces in our respective paths.

Remember, you’re meant for more. Let’s take the first step towards choosing confidence today. Connect with me to learn more about the ‘Story Selling’ course and how it can equip you to thrive even in the face of adversity.”

Follow him on Linkedin here!

If you got mostly B’s, you’re most like…

Vin Matano! A little about Vin: “I started off my sales journey in college, selling Home Internet & TV packages door-to-door. I can confidently say, no other job prepares you for the reality of sales like getting countless doors slammed in your face mid-pitch.

Now, at Demandbase, I am a former SDR turned AE who’s obsessed with creative prospecting and passionate about personal development.

During my day-to-day, I help B2B marketers and salespeople achieve their Account-Based Experience (ABX) goals. On LinkedIn, I make content to help salespeople prospect more efficiently. 

Outside of work you can find me in the gym playing pick-up basketball with friends, holding onto my childhood dream of playing in the NBA (which I’m starting to realize is probably long gone). 

Aside from trying to make the pro’s, I’m either on a run, learning how to cook, binging my favorite mob movies, or creating tons and tons of content!”

Follow him on Linkedin here!

If you got mostly C’s, you’re most like…

Riley Blaisdell! A little about Riley: “In 2013 I stepped into B2B sales, building my book of business by cold calling . It is a full cycle and account management role all in one. My first deal closed a month outside of training for a whopping 345.00! The days of 90-100 cold calls a day paid off .

We had a bell you would ring for new business orders. After that first ring, I set a goal not to ring it unless the start-up order exceeded 10k. It took me seven months to earn it with an order of 29k . Eventually, I was closing high 6-figure to low 7-figure deals . 

August 4th, 2022, a meeting popped up on my calendar to connect. Once HR appeared on the screen, I racked my brain to try and piece together what I did that could cause this. I happened to get laid off . As a father of two kids on a single income, I felt like a failure. I went downstairs and apologized to Megan because I felt like I let her down .

After I took the time to grieve and heal, I wanted to land in tech sales, with no experience or college degree backing me. 

I started to lurk on LinkedIn with my 217 connections in September of 2022. I began to hand out connection requests like Oprah handed out keys . That method didn’t work. On October 7th, 2022, I made my first post. It didn’t go well. Shortly after, I created a lot about myself seeking employment , and I went from 3-4 interviews a week. To 10-15 per week . Thanks to the community. 

I landed in HCM and Payroll software sales, and I am excited about my opportunity at Paycor to serve clients first. Failure is not an option. Just watch !”

Connect with Riley here!

If you got mostly D’s, you’re most like…

Amelia Taylor! A little about Amelia: “As a daily challenger of the status quo, I learn best by taking action with a strategic, yet rebellious mindset…

Through grit, learning my strengths, and knowing where I add the most value as I continue to build my brand, I intentionally invest in mastering the key fundamentals needed to generate more ROI through establishing long-term relationships – striving to bring relevant solutions with an omni-channel presence. 

Whether I am winning or learning by doing, I am growing. And with growth I believe more opportunities, wins, losses, in all fashions, will be presented – but ultimately, the knowledge of becoming the person I tell myself I will be, both professionally and personally will be in full reach.”

Connect with Amelia here!

If you got mostly E’s, you’re most like…

Melissa Gaglione! A little about Melissa: “My endless curiosity has led me to explore careers as an elementary school teacher to an on-air news reporter to currently an AE in SaaS Sales. 

As a meditation & yoga enthusiast, I take my practice off the mat and apply it to my day-to-day work life. I enjoy helping, guiding, and teaching habits that have helped me limit stress and cultivate a happier lifestyle — I’ll post about that! 

I believe in incredibly thoughtful and research-driven outreach to shine a light on challenges my prospects might be facing. I love to do this using video! As a consultative seller, I want to help my prospects and clients be successful by understanding their true needs.

I leverage my teaching and news reporting skills to curate a fun and research-driven sales process. My goal is for prospects to walk away more knowledgeable and feel that they can accomplish their goals.”

Connect with Melissa here!

If you got mostly F’s, you’re most like…

Maria Bross! A little about Maria: “For nearly five years, I have led B2B SaaS GTM teams in identifying and overcoming complex barriers to drive revenue growth and retention. My enthusiasm for empowering sellers with the necessary context, skills, and processes to provide an excellent buyer experience comes from my eight-year journey as a seller.

My career’s purpose is to prepare GTM teams with the context, skills, and processes required to deliver the best client experience and exceed quota.”

Connect with Maria here!

The post Which 2024 Content House Member Are You Most Like? appeared first on Demandbase.

Constructing an Indomitable Sales Team

Benjamin White, VP of Business Development at Ironscales, discusses how he has constructed an indomitable sales team by building personal relationships and focusing on continual learning. He emphasizes the importance of intrinsic motivation over metrics and shares his process for hiring passionate people. Ben also provides insights on adapting to remote work and avoiding burnout. Ben shares lessons from his career and offers wisdom gained from mistakes he has learned from, such as asking questions when uncertain.

Gazing into the future: B2B Sales

Julia McClatchy discusses key findings from McKinsey’s research on B2B trends. She highlights that buyers are more savvy and demanding, sales is increasingly digital, and talent retention is challenging. Julia shares that putting customers at the heart of growth surprised her as the right approach. She provides examples of listening to customers and personalizing experiences. Julia also emphasizes the importance of collaboration between marketing and sales. When asked about 2023 plans, her advice includes championing the customer’s voice, leveraging analytics, and being open to new approaches. Overall, this episode provides valuable insights on adapting to changes in the B2B landscape.

Modernizing the Sales Process

Mike Head, Chief Revenue Officer at Impact.com, discusses modernizing sales strategies. Mike shares Impact’s focus on delivering a delightful customer experience and bringing new products to market. He emphasizes understanding the buyer’s perspective and providing transparency about a solution’s fit and flaws. Mike also discusses adapting messaging to the current economic climate by focusing on profitability metrics that appeal to CFOs.

Unleashing the Power of Customer Experience Optimization

Derek Hall, Sr. Director of Solutions Engineering at ServiceTitan, shares insights from his career journey in sales and leadership. He discusses how he transitioned from a sales development role to becoming a successful sales engineer and leader. Hall emphasizes the importance of team selling and building trust between account executives and solutions engineers. He also stresses adopting a consultative, problem-solving approach focused on the customer’s needs rather than just presenting features. Hall recommends training salespeople using the Challenger Sale methodology. Overall, Derek Hall delivers valuable perspectives on revolutionizing sales through customer experience optimization and unleashing the power of team selling.

Journey of a Sales Titan

Kevin, VP of Sales Development at PureFacts, shares his journey from starting as a door-to-door salesperson at age 21 to becoming a VP in just a few short years. He discusses the importance of finding one’s “why” to stay motivated through rejections. Kevin also provides advice for sales development reps on leveraging AI and technology to improve efficiency without replacing human skills. Additionally, he emphasizes the value of physical self-care, understanding one’s goals, and learning from mentors to avoid burnout. This episode inspires listeners with Kevin’s story and gives practical tips for cultivating long-term motivation and well-being in a sales career.

For more insights like these, check out our resource page – our collection of the best resources on B2B go-to-market that includes blogs, videos, ebooks, and podcasts. Additionally, if you’re curious about discovering the ingredients for ROI success, check out the ROI Cookbook. 

Subscribe to the podcast: Apple | Spotify | Google | Audible

The post The Best Podcast Conversations of 2023 That Sales Shouldn’t Miss appeared first on Demandbase.

Think of it like this: sales teams focus on immediate goals — the next lead or sale — while marketing takes a wider view, planning and developing strategies for the future. Understanding these different approaches is key to getting both teams to work towards the same goal.

I recently had the opportunity to lead a panel discussion on the topic of sales and marketing alignment at the Modern Sales Pros RevEx Fest Sales Fever, titled “Disco Duets: Harmonizing Sales and Marketing.” The panel included Manoj Ramnani, CEO of SalesIntel, Ting Ting Luo, VP of Marketing at Orum, and Paul Ross, CMO at Affinity. We talked about how marketing, with its eye on long-term strategies, can work effectively with sales, which is more focused on immediate results.

Our conversation looked at how these teams, with their own languages, performance metrics, and training, can form a successful partnership to boost business growth. This post delves into the lessons from our panel discussion, shedding light on how these partnerships work best, and exploring key questions, including:

• Where should sales development sit?
• What is the role of the chief revenue officer?
• Where should operations report?
• Should we track marketing and sales sourced pipeline?

As you’ll see, despite LinkedIn soundbites from pundits (including me) that claim to know the answer, our discussion acknowledges that often there is no one “right approach” to these sales and marketing alignment questions; rather, it depends on the specific needs of each company, the experience of their leaders, the size of deals they handle, and other important factors.

The post Collaborative Success: Strategies for Aligning Sales and Marketing appeared first on Demandbase.

First, let’s define revenue enablement. It’s the process by which any business organization acquires and retains customers in order to maximize revenue generated through each stage of the customer journey by focusing on the delivery of great customer experiences. 

Now that we better understand the what, let’s explore how successful revenue enablement is driven:

The post 7 Things Revenue Enablement Leaders Need to Know appeared first on Demandbase.