Howard Fine

PTC built its own “ROI Engine” — and the results are shocking 😲 When PTC leaned into 6sense + Drift + People.ai to power their GTM motions, they transformed how they find, engage, and convert high-potential accounts. Here’s what that looks like in action: 🚀 1,200 net-new high-intent accounts discovered 🎯 1,000 6QLs (6sense Qualified Leads) in 3 months 💰 $18M+ net-new pipeline in the first 4 months Their story shows what’s possible when teams stop guessing and start orchestrating every step of the buyer journey. Dive into the full case study: https://okt.to/7knltZ

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Is Your CPQ Holding You Back? RLM Moves You Forward. Traditional CPQ tools weren’t built for today’s complex sales cycles, recurring revenue models, and audit-ready financials. If your team is juggling spreadsheets, workarounds, and disconnected systems, it may be time to rethink your revenue tech stack. In this article, Abhijeet Andrews Baneka, Associate Vice President - Salesforce, shares how the shift unlocks agility, compliance, and real-time visibility across your quote-to-cash process. 🔗 https://lnkd.in/d9dmq9iJ #SalesforcePartner #SalesforceRLM #JadeGlobal Tom Valaika Raja Sekhar Rajaraman Anandha Krishnan Ankur Birla Rajesh Wani Jagdish Lohar

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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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When a PE-backed manufacturing company struggled with inconsistent sales growth, it wasn’t just revenue at risk—it was valuation. Learn how Sales Xceleration stepped in to build a sales organization that fueled sustainable growth. 📊 Defined a strategic go-to-market plan 📊 Installed sales leadership & accountability 📊 Drove measurable revenue impact Read Now: https://hubs.la/Q03lVZ3W0 #CaseStudy #Manufacturing #PE

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SDRs are the backbone of every sales engine—but outdated scripts, vague processes, and one-size-fits-all outreach leave even the best SDRs frustrated and prospects cold. If your SDRs aren't hitting quota, this blog explores what makes a winning SDR strategy—from precision targeting to hands-on enablement—and demonstrates how a modern, growing playbook can open motivation, pipeline growth, and increased revenue. Check out: https://lnkd.in/gJgJG6QP #SDR #SalesDevelopment #SalesLeadership #PipelineGrowth #B2BSales #SalesPlaybook #BeyondCodes #SalesStrategy #ModernSelling

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Case Study: Effortless Office Transforms Healthcare IT Effortless Office helped an in-home healthcare provider across Central & South Texas by unifying fragmented IT systems, ensuring compliance, and boosting productivity through secure, scalable solutions. Key Results: ✅ Streamlined IT operations with no downtime ✅ Enhanced Microsoft 365 security and compliance ✅ 24/7 U.S.-based support ensuring continuous patient care ✅ Secure, HIPAA-compliant cloud infrastructure The Outcome: A fully managed, healthcare-ready IT environment with proactive threat protection and reliable support, allowing the company to focus on patient care without IT disruptions. 👉 https://lnkd.in/ghh3uejd #HealthcareIT #HIPAACompliance #ITSupport #CloudSecurity #EffortlessOffice #TechSolutions #HealthcareTech #ProactiveSupport

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Meeting prep shouldn't take longer than the meeting itself. But for most AEs, it does. Jumping between between endless tools and spreadsheets just to show up prepared. ZoomInfo Account Executive Braya Hays demonstrates how GTM Workspace changes that. Watch how she finds expansion opportunities, multi-threads deals by mapping buying committees, automates meeting prep with AI-generated briefings, and prioritizes accounts based on signals across her entire book. All in one workspace. All synced to CRM in real time. No more 12+ browser tabs. Just answers based on your actual book of business. See how Braya manages her portfolio in minutes, not hours 👇 Learn more: https://bit.ly/4oVTnOr

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SMB sales reps can’t sell to large enterprises. Enterprise sales reps are ineffective at selling to small businesses. Period. Have you ever thought about what the key criteria for hiring a sales representative are? Among others, most companies focus on whether a sales representative has experience selling to customers in similar industries or selling a similar product. Of course, those are important requirements but they’re not the only things a company should pay attention to when hiring. 𝐓𝐡𝐞 𝐢𝐦𝐩𝐨𝐫𝐭𝐚𝐧𝐭 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧 𝐢𝐬: Does the sales representative have experience closing deals with similar amounts, sales cycles, and levels of complexity? SMB sales and enterprise sales are two different universes. 𝐒𝐌𝐁 𝐬𝐚𝐥𝐞𝐬: ▪️ You must be able to handle dozens of deals at the same time. ▪️ You must be ready to conduct two or more demos a day. ▪️ You must be super quick with qualification, preparing proposals, and sending follow-ups. 𝐄𝐧𝐭𝐞𝐫𝐩𝐫𝐢𝐬𝐞 𝐬𝐚𝐥𝐞𝐬: ▪️ You must master complex qualification methodologies. ▪️ You must be extremely good at discovery calls. ▪️ You must know how to do multithreading. ▪️ You must be ready for harsh competition. ▪️ You must be mentally prepared for the fact that closing can take five months or even longer. I’ve listed just a few parameters that distinguish these two types of sales. There are more. So, a person who is used to closing large deals spending time on research, developing winning tactics, building relationships before closing, and handling 10–15 deals in the pipeline — can’t easily adjust to conducting multiple demos per day and working for the count of closed deals. On the other hand, an SMB rep often doesn’t have enough qualification to dive deeply into an account. Also, they are often not mentally prepared for the fact that after months of extensive work on a deal, it can still be lost. That’s why, when hiring a new sales representative, it’s imperative to make sure they have experience closing deals with similar sizes and complexity levels.

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🔍 What does it take to build a sales pipeline that 𝘢𝘤𝘵𝘶𝘢𝘭𝘭𝘺 performs? According to Molly McKinstry, ex-VP of Sales at Calendly, it starts with precision—not guesswork. In this #SalesMasterclass, she shares how great pipeline velocity comes from consistent language, structured steps, and treating your sales process like the science it is. Because repeatable success isn’t accidental—it’s operational. ☕ Catch the full episode here: https://bit.ly/4mqEbHN #SalesLeadership #SalesExecution #MarketStar #GrowthDecoded

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HOW SDRs and AEs CAN DRIVE MORE PIPELINE SDRs and AEs often use different systems, data, and processes, which negatively impacts the buyer experience and the bottom line. To close more deals, sellers must work in lockstep. Check out our latest cheat sheet to learn how. In it, we unpack how to use AI to: 1️⃣ Start the conversation on the right foot 2️⃣ Gain complete call visibility 3️⃣ Perfect the account handoff process 4️⃣ Get an unbiased view of deals 5️⃣ Evaluate SDR and AE performance And drive revenue growth. Get your copy: https://lnkd.in/g5R_fDPu

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Unlocking the Power of Geofencing: A Game-Changer for Customer Experience In today’s fast-moving world, businesses need to engage customers at the right time and place. That’s where geofencing comes in. By creating virtual boundaries around key locations, companies can deliver real-time, location-based interactions that drive engagement, efficiency, and satisfaction. At Glympse, we see geofencing as a critical tool for: ✅ Enhancing Customer Experience – Send proactive notifications when a technician, delivery, or service provider is on the way. ✅ Optimizing Operations – Automate check-ins, reduce wait times, and improve workforce efficiency. ✅ Personalizing Engagement – Trigger relevant offers, messages, or support when customers enter or exit key locations. The result? Higher customer satisfaction, improved operational efficiency, and increased loyalty. How are you leveraging geofencing to enhance your business? Let’s discuss! #Geofencing #CX #CustomerExperience #LocationTech #Innovation

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Is your CPQ capable of supporting separate sales motions? Mary Wike, VP of Sales Ops at Quilt Software, scaled quoting operations while preserving the unique GTM motion of two parallel brands. With DealHub.io CPQ, Quilt were able to create a shared, scalable quoting foundation that adapts to each brand's needs. Read the full story here 👉 https://lnkd.in/dUY7xGE2 #SalesOps #GTMmotions #CPQflexibility

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