Joe Buzitsky

Is your organization prioritizing the right work or just the loudest? Join ServiceNow Engineering Manager Michael Scalia as he breaks down how Strategic Portfolio Management (SPM) helps teams align initiatives to business goals, optimize resource allocation, and make smarter, value-driven decisions. In this video, you'll learn how leading organizations are using #SPM to cut through the noise, streamline demand intake, and ensure every project drives measurable impact. Watch now: https://rap.dev/3VmAbwk

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Jason Heffes has trained 100's of SDRs at Oracle &, in this clip, he breaks down Oracle's approach to communicating value to prospects. When you're lost in how to approach a prospect or current client your north-star is to share value to see if there is alignment. Value in the b2b tech sales context comes down to 3 things: How can we help prospects... 1. Make money 2. Save money 3. Mitigate risk These 3 pillars of value are just a starting point from which you can drill down to tailor to the industry, accounts, & personas you sell to. If you're a seller covering a 10,000 employee healthcare company in the midwest the onus is on you to translate what making money & saving money looks like for them & then communicate how your solution specifically impacts those areas in a differentiated way VS your competitors. As professional sellers, we aren't just here to set meetings at all costs. We set meetings because we positioned ourselves as a resource who showcased relevant value. If you want to watch the full interview with Jason where he walks us through the process of going from Research->Insight->Value->Business Hypothesis & then translates it all to the phones then DM me "Oracle Trainer" & I'll share the podcast with you directly. Grateful to call Jason a friend and one of our trusted coaches at Tech Sales Accelerator empowering sellers to launch their tech sales careers! Happy Selling & Happy Living, Chris #techsales #salesdevelopmentrepresentative

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“Our pipeline is empty and we don’t know what to do.” I hear this all the time — almost exclusively from execs and sales leaders who have forgotten the basics. There are FOUR super simple reasons why pipeline is dry: 1️⃣ Sucky/Non-existent messaging 2️⃣ No meaningful way for prospects to self-educate 3️⃣ No proof their solution works 4️⃣ The CTAs are “talk to sales” or “learn more” or “book a demo” You don’t need a new channel, your campaigns aren’t stale, and AI isn’t stealing your business. You just aren't any more compelling than the alternatives and you’re being ignored and forgotten. Have a strong message, help buyers learn on their own, prove your solution works, and stop getting people to talk to sales. There’s a million other things they’d rather be doing.

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𝐀𝐈 𝐑𝐞𝐚𝐝𝐢𝐧𝐞𝐬𝐬 𝐈𝐬 𝐚 𝐋𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩 𝐓𝐞𝐬𝐭—𝐍𝐨𝐭 𝐚 𝐓𝐞𝐜𝐡 𝐏𝐫𝐨𝐛𝐥𝐞𝐦 Nearly every enterprise is using #AI. But most workforces aren’t ready for it. Axios calls this a hinge moment. Kyndryl reports 71% of leaders say their workforce isn’t prepared. And Scott Snyder & Hreha point to the knowing–doing gap: while employees feel pressure to adopt AI, many hesitate to use it—often silently. From the boardroom, this isn’t just a tech adoption issue. It’s a strategic misalignment—between ambition and accountability, efficiency and empowerment. 𝐈𝐟 𝐀𝐈 𝐝𝐨𝐞𝐬𝐧’𝐭 𝐭𝐫𝐚𝐧𝐬𝐥𝐚𝐭𝐞 𝐢𝐧𝐭𝐨 𝐡𝐢𝐠𝐡𝐞𝐫 𝐦𝐚𝐫𝐠𝐢𝐧𝐬, 𝐟𝐚𝐬𝐭𝐞𝐫 𝐭𝐢𝐦𝐞 𝐭𝐨 𝐯𝐚𝐥𝐮𝐞, 𝐨𝐫 𝐢𝐦𝐩𝐫𝐨𝐯𝐞𝐝 𝐭𝐚𝐥𝐞𝐧𝐭 𝐥𝐞𝐯𝐞𝐫𝐚𝐠𝐞, 𝐰𝐞’𝐫𝐞 𝐧𝐨𝐭 𝐬𝐜𝐚𝐥𝐢𝐧𝐠 𝐭𝐫𝐚𝐧𝐬𝐟𝐨𝐫𝐦𝐚𝐭𝐢𝐨𝐧 — 𝐰𝐞’𝐫𝐞 𝐬𝐜𝐚𝐥𝐢𝐧𝐠 𝐜𝐨𝐦𝐩𝐥𝐞𝐱𝐢𝐭𝐲. In my experience across global markets, adoption succeeds when leadership connects the dots between tools, talent, and trust. Here’s what that looks like: ✅ 𝐑𝐞𝐟𝐫𝐚𝐦𝐞 𝐞𝐟𝐟𝐢𝐜𝐢𝐞𝐧𝐜𝐲 𝐚𝐬 𝐜𝐚𝐩𝐚𝐜𝐢𝐭𝐲 Treat saved time like capital—reinvest it into innovation, AI fluency, or customer impact. ✅ 𝐌𝐚𝐤𝐞 𝐛𝐞𝐡𝐚𝐯𝐢𝐨𝐫 𝐜𝐡𝐚𝐧𝐠𝐞 𝐞𝐚𝐬𝐢𝐞𝐫 Embed AI into workflows. Use templates, reduce friction. Help employees adapt, not improvise. ✅ 𝐑𝐞𝐝𝐞𝐬𝐢𝐠𝐧 𝐫𝐨𝐥𝐞𝐬 𝐰𝐢𝐭𝐡 𝐞𝐦𝐩𝐥𝐨𝐲𝐞𝐞𝐬 Co-write AI-first job descriptions. When people shape their future role, they own it. ✅ 𝐌𝐚𝐤𝐞 𝐭𝐫𝐮𝐬𝐭 𝐦𝐞𝐚𝐬𝐮𝐫𝐚𝐛𝐥𝐞 Normalize experimentation. Use peer mentors. Reward usage. Don’t confuse training with adoption. Boards should ask not just if AI is deployed—but how leadership is measuring usage, accountability, and performance lift. That’s governance in action. 𝐖𝐡𝐚𝐭’𝐬 𝐨𝐧𝐞 𝐬𝐭𝐞𝐩 𝐲𝐨𝐮𝐫 𝐛𝐨𝐚𝐫𝐝 𝐨𝐫 𝐥𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩 𝐭𝐞𝐚𝐦 𝐢𝐬 𝐭𝐚𝐤𝐢𝐧𝐠 𝐭𝐨 𝐚𝐥𝐢𝐠𝐧 𝐀𝐈 𝐚𝐦𝐛𝐢𝐭𝐢𝐨𝐧 𝐰𝐢𝐭𝐡 𝐚𝐜𝐭𝐮𝐚𝐥 𝐚𝐝𝐨𝐩𝐭𝐢𝐨𝐧? #BoardLeadership #AIAdoption #DigitalTransformation #ExecutiveLeadership

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This is a glimpse into future of Demo Automation with Agentic AI I've seen AI playing a role in the Presales/Solutions space for some time. Automating RFPs, injecting data, call recording software. The next phase is a layer deeper. It's helping us find problems, fix problems, and maintain our demo environments. It's writing the code that makes demos work - not just the click path. Both can be helpful, but in most of my time as an SE I've demo'd beyond a click path. We want AI to produce fully interactive environments that look and behave like the real thing - but are more reliable, predictable, and cost way less to spin up. Dig in with Reprise: https://lnkd.in/ebJXAM-A

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AI won’t replace your sales team. But it’s already replacing every excuse they’ve ever had. “I forgot to update Salesforce.” “I didn’t know what to say.” “I wasn’t sure how to position against that competitor.” “I didn’t know which sales approach to use.” That’s not a rep issue. That’s a systems issue and as leaders, it’s on us to fix. Here’s how I’ve fixed it (with just 3 agents): → Industry Advantage Agent Preps reps with real-time industry insights before every call - so they walk in sounding like insiders, not outsiders. →Competitive Intelligence Agent Gives sharp positioning based on the prospect’s stack - so reps know exactly how to win the comparison battle. → Methodology Match Agent Reads the deal profile + persona + buyer stage and recommends the right sales playbook - SPIN, Challenger, or Sandler before the call even starts. These agents don’t replace reps. They remove drag, reduce hesitation, and increase confidence. They let my team focus on the real game: - Asking sharper questions - Delivering insight - Closing with clarity Most sales leaders manage reps. The best ones design leverage. What’s one part of your sales process you wish you could automate or optimize right now? Follow Suresh Bhagchandani for more such content on leadership, career & building life from scratch.

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🔵 In the AI era, platforms alone won’t deliver value - partners will. 🔵 The pace of change in AI is forcing a reset in how customers think about platforms, partners, and value. In this clip, Marc Monday lays out how ServiceNow is approaching that moment - by putting partners at the center of the AI journey. As Marc puts it, “The partner opportunity is now.” Customers don’t want rip-and-replace strategies. ➡️ They want choice. ➡️ They want to work with the infrastructure they already have. ➡️ And they need partners who can move fast, understand their business, and translate AI into real outcomes. Marc also references a line from Bill McDermott that perfectly captures the urgency of this moment: "The pace of change has never been this fast - and it will never be this slow again." That reality is exactly why partners matter more than ever. Where are partners making the biggest difference for your customers right now? Marc Rolfe - 罗飞 Sonal Patel Michael Park Hasan Kidwai Meaghan Moore Roisin Monaghan Ira Simon Deven Ravel Caroline Parkinson Carla Goldsberry

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As a former sales rep — and later a Head of Sales — I know the pain all too well. Keeping Salesforce up to date always felt like a battle I couldn’t win. 🔄 Reps promised to log updates “later” (they rarely did). 🧩 Data was fragmented, messy, or just plain wrong. 🔮 Forecasting felt more like reading tea leaves than running a process. And yet I was still expected to report confidently on pipeline health, deal momentum, and close probabilities. It was exhausting — and honestly, risky. That’s exactly why we built EverReady Highlights. It’s the tool I wish I’d had in every sales leadership role: 📊 Real-time visibility into deal momentum 🎯 Instant clarity on who’s really engaged — and who’s gone dark ✅ Reliable signals, pulled directly from sales activity (no manual entry needed) Your team shouldn't spend hours updating Salesforce — and you shouldn’t have to guess what’s really going on in your pipeline. 👉 Swipe through to see how it works.

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Here's why our latest episode of The CRM Success Show podcast featuring Chris Neudecker, Sr. Director of Engineering at BHG Financial, should be top of your download list! 1. Expert Insights on Decommissioning Salesforce Business Units Chris shares his extensive experience in managing and decommissioning business units within Salesforce. Gain valuable knowledge on handling complex CRM transitions and system optimizations. 2. In-Depth Discussion on Lending in Healthcare The episode delves into the nuances of lending within the healthcare sector, giving you a deeper understanding of the financial industry's intersection with healthcare and the role of CRM systems in this space. 3. Real-World Lessons from a Salesforce Veteran Chris doesn’t just talk theory—he shares real, battle-tested lessons from leading high-stakes Salesforce programs. Whether you're scaling your platform or cleaning up legacy orgs, his stories offer practical takeaways and cautionary tales you won’t get from a textbook or certification test! Watch: https://lnkd.in/gsQSDQqr Listen: https://lnkd.in/gX57kq8r

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Ever wondered why some sales teams respond to leads in minutes while others take hours or even days? The secret isn’t just discipline, it’s automation. In this video, Shrey break down how Salesforce lead assignment rules can route every lead to the right person instantly no manual work, no missed opportunities, just faster responses and higher conversions. Watch here: - https://lnkd.in/g-rmCwwv #salesforce #plauti #leadassignmnet #leads #salesforcelead

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When your CPQ slows down quoting, approvals, and seller adoption… it’s a problem. At #RevOpsAF, Trintech’s Kellen J. McGuar joined DealHub's own Neal Cook to share how they broke free from the limitations of Salesforce CPQ - and never looked back. 🧩 3 GTM motions → 1 unified sales process ⚙️ Complex pricing → Business-led control 🐢 Slow quoting → Fast, seller-friendly workflows 👉 Swipe through to see how they transformed CPQ from a bottleneck into a growth engine. #RevOps #CPQ #QuoteToCash #SalesOps #SalesforceCPQ #DealHub #RevOpsAF Thanks again to RevOps Co-op, Matthew Volm, and all the amazing folks that were in attendance!

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One of my sales tactics made the Top 15 most listened-to episodes on 30 Minutes to President's Club Here's how you can use "Chunking Up" to close larger deals and get the attention of execs 👇 The problem: Most reps never meet the execs because they don't translate the problem into their language. They do all of this great discovery to find the pain for their champion. And their team. But they never "chunk up" to the business problem. ⛔️ Here's an example of where most reps mess up Let's say you sell a cybersecurity solution. And your goal is to get the CISO engaged in the deal. "Your team is spending hours manually prioritizing alerts as they come in. They're working overtime and experiencing burnout. We can help automate this so your team can get that time back for more strategic tasks." It's not terrible. But "saving time" and helping the team "be more strategic" are not a top priority for the CISO. ✅ Here's a better example Now let's take the specific problems shared previously, then "chunk up" to the business impact. Specific problem: "Your team is spending hours manually prioritizing alerts as they come in. By the time they find something critical, oftentimes days or weeks have gone by..." Executive problem: "By automating remediation, we can help you reduce the likelihood of a breach, avoid disruptions to the business, and increase stakeholder confidence in your org." ~~~~ Key idea: ALWAYS translate your conversations with champions to the business impact. You'll instantly level up your discovery and outbound messaging as well. Catch the episode with 30MPC for 14 other killer tips: https://lnkd.in/eUa6tnJG

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If I were a sales candidate in today’s market, here’s exactly how I’d approach landing my next role: 💥 Get clear on your craft - Sales isn’t something you “fall into” anymore. Know where you add real value: new business, closing, enterprise, retention, account growth. Own your lane. 💥 Be selective and intentional - Only apply to roles that match your strengths and (ideally) your industry knowledge. Spraying and praying won’t cut it in this market. 💥 Make your CV a sales document - Targets, quotas, KPIs, big wins. Hiring managers want numbers, not buzzwords. Show impact, not duties. 💥 Differentiate in your outreach - Don’t just click “apply.” Send a personalised message, a short video, or even pick up the phone. A 30-second pitch on “why me” goes further than another CV in the pile. 💥 Partner with the right recruiter - The best ones aren’t just pushing CVs, they’re giving you live market intel and access to roles you won’t see online. 💥 Prep like you would for a client meeting - Research the company, understand the context, and have real examples ready. Hiring managers can smell buzzword answers a mile off. 💥 Be realistic and transparent -On salary, notice period, and expectations. In today’s market, a £5–10k uplift is already a strong move. 💥 Show your personality - Too many candidates sound over-rehearsed (or worse, like ChatGPT). Energy, curiosity, and authenticity are what stand out. 💥 Use LinkedIn as your pipeline - Share your journey, insights, or even challenges. The right post at the right time can land you on a hiring manager’s radar. 💥 Always follow up - With recruiters, with interviewers, with hiring managers. Going silent kills momentum; communication builds trust. Bonus Tip: Use the STAR method in interviews. Structure your answers with Situation, Task, Action, Result. People don’t just want theory …..they want to hear how you’ve done it before and the outcomes you’ve driven. Solid examples beat fluffy answers every time.

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