Brad Rager’s Post

Learning different Provider offerings can keep you ahead of the competition and can position you to land and expand, growing your base exponentially as a technology expert. In the recent Sandler Partners breakout panel “Rapid Fire Provider Solution Review: What’s New, Exciting, and Areas to Add to Your Selling Strategies,” Andrew Rustad, Director, Sales Engineer – East, and David Povlick, Senior Sales Engineer – Midwest, explored some solutions Partners should keep in mind. Joined by John Young, AireSpring SVP Channel Sales; Joe Elder, Comcast Business | Masergy Channel Sales Manager; Jeff DeVerter, Rackspace Technology Chief Technology Evangelist; and Dave Pruse, Sinch VP of Channel Sales they discussed the resources you have to help you offer their solutions, selling strategies, and why customers are using/choosing them. To prepare for changing your narrative and expanding the conversations you have with your customers, start by reading this blog and then watch the session recording: https://lnkd.in/gASkn9PQ #sellingstrategies #sellingtechniques

Netskope names security veteran Raphaël Bousquet as new sales leader. Industry veteran Raphaël Bousquet takes the helm as Netskope's new EVP, Worldwide Sales, succeeding Chris Andrews after a decade of leading the company's impressive growth. Key Highlights: ↳ Bousquet brings decades of experience building high-performing sales teams at leading tech companies. ↳ He's already achieved significant success at Netskope, expanding the company's reach and attracting top clients. ↳ Chris Andrews steps down after a remarkable career, leaving a lasting legacy of growth and innovation. Netskope's SASE and zero-trust solutions are empowering secure cloud transformations for businesses worldwide. Ready to learn more? Head over to our website to discover how Netskope can help you secure your cloud journey #Netskope #Security #SASE #CloudTransformation #Leadership

In this new role, Raphaël Bousquet is set to lead all aspects of Netskope’s global sales and channel strategy. He will also drive Netskope's secure access service edge SASE and zero-trust solutions, facilitating secure cloud transformations. Commenting on the promotion, Dave Peranich, president, go-to-market at Netskope, said, “Raphaël’s deep industry experience, passion for winning, and the extensive accomplishments he’s already achieved at Netskope make him the unanimous choice of the company’s executive team and board of directors to take the sales leadership reins and drive this next era of our growth. As we make a graceful sales leadership transition, the entire Netskope team salutes Chris Andrews for everything he has helped us achieve over the past decade, including scaling to the several hundred-million-dollar market leader we are today.” Speaking about Chris Andrew’s retirement, on the other hand, Sanjay Beri, CEO and co-founder at Netskope, remarked, “Chris’ achievements go hand-in-hand with Netskope’s biggest milestones, and we thank him for his leadership and determination over a long, impressive run that spans nearly the entire history of Netskope sales to date." #leadership #cybersecurity #global ------ -[Conferences] MARKETECH APAC's "What's NEXT" conference makes its Singaporean debut this March 7! Hear from our stellar lineup of speakers from brands such as Citi Singapore, DirectAsia, Grab, Johnson & Johnson, SingPost, StarHub, and Unilever on what's in various marketing facets, from AI, digital advertising, CX, and customer engagement. Register HERE: https://bit.ly/481d9Pc -[Conferences] Our "What's NEXT" conference returns to the Philippines, this time for a two-day event from March 19-20! Learn more about the future of marketing; from CX, digital advertising, e-commerce, influencer marketing; from our diverse speaker lineup representing brands like DITO, foodpanda PH, FWD Insurance, GoTyme Bank, Home Credit PH, Primer Group, Rebisco, and UnionBank Digital. Register HERE: https://bit.ly/47Xwd0W -[Report] Learn how brands can strategically implement conversational commerce and leverage these platforms to craft exceptional and personalized customer experiences in this in-depth report: https://bit.ly/3SSKVCG

An insightful community to be a part of. One of my basis of knowledge includes reaching out to incorporate Lean, Value Streaming and Process development as effective business development professional. Sales enablement is another. It gives me concrete mindset rails for when I train sales/capture professionals and executives/stakeholders that are #makingthemarket and selling solutions. This is #continuouslearning so that when I help your organization build and sustain revenue I am speaking varied languages and helping people connect the dots in a landscape that is increasingly about nuanced #growthstrategies Catch the live stream, join the slack community. #jobseeker #hirethishuman #proposalmanagement #businessdevelopment #salesenablement #bids #Proposals #Tenders

How do you measure the effectiveness of your enablement teams?

It's disappointing to see that there are few companies out there that promote their sales team to reach out to existing customers of the competitor companies BUT try to keep as many terms and conditions as possible when it comes to their employees trying to join the competitor companies. LOYALTY ISN'T A ONE-SIDE GAME PS: This post isn't related to my current employer; it's based on one of my recent observations of the ecosystem.

Some Sales Magic happening in Q1 for our Revenue Teams. More than a 2x increase YoY 🚀 🔥 . We see this as a result of shifting some of our audience segments toward Enterprise Sales motions. And this is how we did it. ➡ Brought in an incredible VP Sales with proven experience with Enterprise selling. Ruben Bru 👏 ➡ Reorganized the Sales org between Mid-size and Enterprise to match skills and focus ➡ Increased US presence and capacity. Welcome, Gabriel Solis! And you were really on fire this Q Andreas Nejner 👏 ➡ Identified segments early and dynamically routed leads to either Product-trials (PLG) OR Immediate calls with Enterprise AE’s. Not both. Routing specific channels and using tools like Typeform were really helpful. Well done, Mariana B Albertini 👏 ➡ Packaged new Enterprise pricing bundles. Tailor-made offers, including enhanced security & cloud infrastructure, premier support, performance, and solutions assistance. Great job, Mariia Onyshchenko 🇺🇦 👏 ➡ Removed pricing from our website. We have been experimenting with making this dynamic between different segments and showing pricing based on whether they need to be routed through self-serve trials or require a custom package not included in a basic subscription. ➡ Reallocated Solution Engineers to later in the process to avoid having them spend time in "Bad Demos". This allowed us to optimize engineering resources towards helping prospects who needed it the most. Of course, making shifts this quickly requires a dynamic GTM-team that is agile enough to adapt to new experiments and processes. Kudos to Manoosh Majdzadeh for the quick turnarounds and Sales team for all the sweat that went inside this quarter. Excited to see how we will keep this momentum going in Q2 💪

Exciting News - I’ve joined Curvo as a GTM advisor I’m thrilled to announce that I’ve joined Curvo as a GTM advisor ahead of their launch in the next few months. I can’t wait to help get this fantastic piece of tech in the hands of sales leaders and their reps across the UK. I’m also looking forward to working closely with Co-Founder and CEO Leo Rogers, who’s a real inspiration. The idea for Curvo came about when Leo, at the time running Solace, a global product design and development agency, was getting frustrated with the inefficiencies of sales. It irked him that his team had so many tasks to do that kept them away from prospects. He also wanted more consistency in his reps’ actions, having moved from freestyling sales calls to the enterprise sales framework MEDDIC and seeing a 20% increase in close rate. Curvo is an AI deal accelerator that delivers conversational intelligence to sales reps at each step of the process. Using large language models trained at every stage of the sales process using insights from top sales leaders, Curvo listens to your calls with prospects. At the end of the call, it automatically populates the MEDDIC framework in your CRM and delivers an overall deal score. It also provides actionable suggestions that align with your organisation’s playbook and enterprise sales frameworks. In this way, it’s like a sales manager who’s always with you, ready to help with the best advice to manage risk and close more deals. What sets Curvo apart from the other AI-powered solutions out there is that it: Incorporates playbooks and frameworks in every deal for every rep Delivers a MEDDIC score - also supports BANT, SPIN and custom frameworks Allows the rep to ask questions, delivering answers that align with how you want to sell. Read the full Article in the comments.

Joining the sales team a year ago felt like jumping into a fast-paced river. Time flew by, leaving me with invaluable lessons and surprising experiences. Here are a few that stand out: 1. Letting go, but remembering: Coming from support, handing off clients after nurturing them was initially tough. We build relationships, envision solutions, and see the potential – saying goodbye stings. Yet, it taught me the power of collaboration and the joy of seeing clients thrive with our team. While I fondly remember past prospects, knowing they're in good hands brings satisfaction. 2. Shared struggles, unique stories: I encountered a surprising similarity in companies' challenges. Regardless of industry, many struggle with growth pains, needing automation, streamlined processes, and sharper insights for swift, informed decisions. This realization helped me tailor solutions better, resonating with their pain points and offering relevant strategies. 3. The connected world of Salesforce: The vast Salesforce ecosystem feels remarkably compact. I've met prospects who know sales engineers at other firms, and SIs who previously worked with our partner apps. This interconnectedness highlights the collaborative nature of the industry and opens doors to unexpected connections, fostering trust and deeper understanding. Here's to year 2 with our incredible sales team!

The secret to moving upmarket into enterprise sales? Company-wide alignment. On this week's Grow & Tell, Robby Allen, CRO at AgentSync, said it takes way more than just sales training to transition upmarket: "It's a big investment that you have to make over a pretty long period of time." "If you half-ass that investment, you'll get stuck with a needy customer with expectations you don't have the capability to meet, and it can create a huge drain on your organization." Of course, that requires means close alignment on between Product, Sales, and Success. But Robby says revenue leaders also need to get real about the makeup of their sales team before making the leap: 👉 Do you have the right people to sell value to enterprise leaders? 👉 Do you have the right people who can show up on-site and give enterprise-level service? -- Check out the full story of how Robby helped AgentSync move upmarket, and the big differences between his role as VP of Sales vs CRO. Alex Kracov and Robby also discuss his experiences leading sales at Zenefits, Flexport, and SaaStr. 📺 Watch or listen here: https://lnkd.in/gm9kEQeh