Jesse McCabe

What are the current buyer trends for database software and services? My new research note answers that question and has a few unexpected findings on what buyers are looking for. https://lnkd.in/gzaCwN7w

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Big news: Hyphenate now generates RFP-compliant content—without shifting our focus. We’re not entering the crowded RFP response space; we’re doubling down on our mission: helping companies with complex, high-stakes solutions communicate their value with clarity and confidence. Traditional RFP tools extract questions, pull stored answers, and manage workflows. That’s not us. That approach doesn’t work for firms that sell highly customized solutions. Consultants, market researchers, IT service providers, and AEC firms don’t just fill in the blanks; they craft a compelling, compliant story and solution tailored to each client. Even when everything is the same, every project is still a unique snowflake. This new feature extends what we’ve been building from day one: helping you create high-quality, customized proposals—whether you control the format or work within RFP constraints.

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🤔 Are your enablement programs actually making an impact? Tracking the performance of your strategic initiatives isn’t always easy — but it’s critical to your business performance. That’s why the amazing Stacey Justice uses Gong to do it. On our blog, she explains how she uses initiative boards to track adoption of the MEDDICC framework. With Gong, it’s possible to assess adoption by team, individual, or even component level. You can figure out who needs extra coaching and what they need help on. To learn more about how initiative boards work, read Stacey’s full article here: https://lnkd.in/gjWU97ep

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The centralization journey for third-party managers is different than that of owner operators. Dom Beveridge of 20for20’s latest white paper is the first-ever centralization guide tailored for third-party management, and dives into the details. Join us for a LinkedIn live to learn from leaders like David Perez (RMR Residential) and Christi Weinstein (BH) as they share how leading third-party managers are centralizing leasing, admin, and maintenance. 

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Great leaders don’t assert authority—they earn trust. Trust isn’t something you can demand or assume. It’s built through consistency, honesty, and follow-through—and it all starts with how you show up for your team. Here’s what I’ve learned about building trust early on: 🔍 Be Genuinely Curious – I’ve always been naturally curious, and I bring that mindset into leadership. I want to understand what drives my team, what challenges them, and what their unique strengths are. When you truly know your people, you can align their talents with the right opportunities and set them up for success. 👂 Listen More, Talk Less – Create space for your team to share their perspectives—on the organization, processes, and challenges. What they tell you (and what they don’t) will shape your understanding of the landscape. 🤝 Lead with Vulnerability – Leadership isn’t about having all the answers. It’s about admitting what you don’t know, sharing your learning process, and being open to different ways of achieving success. The best teams thrive when leaders nurture strengths rather than impose rigid expectations. At the end of the day, leadership is about unlocking potential—putting people in positions where they can do their best work and grow. Get that right, and everything else falls into place. How do you build trust when stepping into a new leadership role? Would love to hear your thoughts! #LeadershipLessons #TeamBuilding #AuthenticLeadership

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Organizations are constantly looking for ways to improve efficiency, especially in sales.    Hear from Kyle Carter on how Zenylitics is using CallMiner's conversation intelligence platform to deliver customized support to their clients, generating revenue and correlating behaviors back to sales outcomes. https://bit.ly/3Pssfql

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My number one tip for presenting and public speaking. Literally this tip is number one, and then you drop 5,000 feet, and then you get to 2, 3, etc- Watch the tape. Yes, yes, you hate the sound of your own voice. I know you'd rather drag your body across broken glass. It's the fastest path to self-awareness. You cannot observe yourself in the moment while you're speaking to an audience. You know you're uncomfortable, but you don't know what needs to change. You knew your lines, but you're not sure the audience understood the message. You know what good looks like in others, but don't know how to match it. You know what looks good. You'll be able to IMMEDIATELY spot the ways you're being unnatural. You'll notice your pacing, your pausing, your eye contact, your body language. You'll notice what your tick or fidget is. You'll be so SICK of your filler words within the first 60 seconds. You'll pay attention. You'll understand what needs to change, and then you'll practice changing. KEYWORD: PRACTICE. You'll do this lots and lots and lots of times for incremental improvements. And one day, people will ask you for advice on public speaking because "you just seem so natural!", and you'll tell them: (pretend this is a TikTok and loop back to the top) ((you don't have to have a huge presentation to start practicing this - any time you speak in a recorded meeting or session, go back and review. Noticing the difference between how you speak conversationally and how you speak while presenting will clarify your focus areas for improvement))

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Focusing on the financial ROI of a sale transforms nearly any buying decision—regardless of how emotional or irrational it may seem—into a clear, rational choice where the customer recognizes undeniable value. When you achieve this, the prospect will effectively lead the sale themselves.

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