Paol Desforges

Great sales leaders don’t fire teams. They fix systems. With THESE 👇 📌 First 90 day KPIs to track 📈 Revenue Signals: → Win rates below target? Check your enablement materials → Deal sizes shrinking? Look at your sales playbooks → Long sales cycles? Audit your current processes 💙 Pipeline Health: → Low meeting volumes? Review your prospecting enablement → Stuck opportunities? Time for advanced negotiation training One of the most common reasons new sales leaders miss quota? They focus on the wrong metrics. They track revenue but ignore the leading indicators that actually drive it. Pay more attention here too: 1️⃣ Track These Now → Time spent selling (vs drowning in admin) → Content adoption rates (are they even using what you give them?) → Sales confidence scores (do they actually know how to sell your product?) 2️⃣ Fix These Next → Ramp time to first sale → Tool adoption rates → Customer engagement metrics H/t 1UP for the too accurate meme 😅 Credit: Sales Enablement Collective

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From scripts to signals, the outbound SDR role is evolving fast. In 2025, SDRs are leveling up with AI and multichannel strategies. Why it matters: ⏱️ Speedy follow-up makes leads 9× more likely to convert 🎯 Personalized outreach drives 2–3× higher reply rates 🔍 Intent data targets buyers actively researching solutions Explore the shift in outbound sales. 👉 https://lnkd.in/dRb6zVHu #OutboundSales #SDR #SalesStrategy #AIinSales #SalesEnablement #LeadGeneration #B2BSales #SalesTips #SalesTech #PersonalizedOutreach

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END THE SELLER'S DILEMMA Most reps spend 65% of their time on admin work leaving only 35% for selling activities. Stop having to decide between admin work and selling with Scratchpad. Create AI Prompts for Agents to automatically update Salesforce with MEDDIC, Next Steps, or whatever your process requires. AI Input Grading makes sure fields are updated with appropriate context and quality. Ask AI answers any question about any deal and generates Executive Summaries in seconds for faster collaboration and better visibility. See how it all works at the 🔗 👇 #Sales #AI #Revenue

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Over the past few weeks, we've shipped several new features to make Unify for Sales Reps faster, simpler, and more powerful:   → Customizable Task Dashboard: Stay focused on the most important tasks with new filters, search, saved views, and displays → Faster Action on Tasks: Skip or dismiss tasks and see who completed them in the “Done” tab - with bulk actions on tasks coming very soon! → CRM Syncs: Keep everything aligned with all tasks syncing to Salesforce and HubSpot → One-Click Play Enrollment: Instantly run any company through a Play that will find and sequence the right people by using the Unify Browser Extension on a company website or LinkedIn page   Check out the video below to see how to use one-click play enrollments in action.   We're so excited to see how reps crush pipeline goals with these new features in Unify!

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"It's like throwing a boy scout in the woods without a compass." That's how Unisys described giving sales teams account lists without intent data. Here's what changed when they implemented buying group intent: 𝗕𝗲𝗳𝗼𝗿𝗲: → 14 salespeople managing endless account lists → Unpredictable pipeline → No visibility into account readiness 𝗔𝗳𝘁𝗲𝗿: → 40% of qualified pipeline from marketing → 150% of revenue goal achieved → 3X increase in new logo wins → $48M deal won by understanding research interests 𝗧𝗵𝗲 𝗯𝗿𝗲𝗮𝗸𝘁𝗵𝗿𝗼𝘂𝗴𝗵: Moving beyond individual lead scoring to buying group behavior. Unisys now identifies which accounts are actively researching, what they care about, and even wins back closed-lost deals by monitoring renewed interest signals. Learn more: https://lnkd.in/e_Tt5Qfe #B2BMarketing #IntentData #ABM #BuyingGroups

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What does a great partner sales motion actually look like? In the State of Partner Sales report, we looked at 6 companies doing it right: G2, IBM, Gong, CallRail, Chili Piper, and Aircall. Inside the report, you'll find: ✅ Real-world revenue strategies ✅ Best practices that work ✅ Co-sell wins, tighter pipelines, and faster close rates This isn’t theory. These are proven plays. 👇 Grab the report and bring the insights to your next partner motion. https://lnkd.in/gb5aH8-y 

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🇫🇷 Looking to expand into the French market? At Cognism, we’ve learned that success comes from understanding the local nuances. So what do you need to know about the French market in order to run successful GTM strategies? Laetitia FALL, Founder of Vendue and French market whizz, shares her insights with us - from building trust in a relationship-driven culture, to mastering compliance and leveraging the power of local networks. 👉 Swipe for Laetitia's practical tips that can guide your French expansion For the full story, check out the blog linked in the comments below.

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📈 From Director to Chief Business Officer : The Enterprise Tech Sales Journey What does it take to rise through the ranks in tech sales? From managing regional sales to shaping business strategy - this is how careers evolve in B2B enterprise sales. 👔 Director of Sales – Strategic execution, often hands-on 📊 VP of Sales – Builds scalable operations, leads GTM success 🧠 Chief Business Officer (CBO) – Crafts business growth, partnerships & innovation As you grow, the role shifts from execution → strategy → enterprise-wide leadership. Are you ready to level up your path in tech sales? #EnterpriseSales #TechCareers #CareerProgression #B2BSales #LeadershipGrowth #SalesStrategy #ScrabblePodcast

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Conversation intelligence goes WAY beyond call recording ☎️ Sales call recording is not enough anymore. Enter conversation intelligence: a tool that captures conversations and turns them into playbook-winning strategies. With Outreach’s conversation intelligence platform, Kaia, sales teams get real-time guidance and post-call insights that make every interaction more productive. → Real-time transcription → Live content cards → Post-call summaries → CRM sync → Curated playlists (e.g. of top-performing calls) Don’t just record, drive results 😉

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Did you know that you’re probably “doing RevOps” without even knowing it? Born in the SaaS sector, the term ‘Revenue Operations’ is still relatively new. But its growth is not slowing... Gartner predict that 75% of the highest-growth companies will adopt a RevOps model by 2026. But don’t panic if you haven’t started building your team yet. In our latest article, specialist RevOps Headhunter, Mark Paterson, breaks down what RevOps means, who should invest in it and why it matters. We reveal how you can start to build a Revenue Operations team in your organisation. Read all about it here: https://lnkd.in/eVHdRkeZ

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Outbound sales is evolving—and so is the role of SDRs. AI and automation are shifting how teams prospect, engage, and close deals. We just published a new article on Zoho One that covers: ✅ Why traditional cold calling no longer works ✅ How SDRs can thrive with AI ✅ What founders and sales leaders must rethink now Explore the new playbook → https://zoho.to/SDR #Sales #AI #OutboundSales #SDRs #ZohoOne

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