Hot Takes

Burning Questions, Counterintuitive Insights and Surprising Datapoints to Spark Your Imagination

Armando, Massimo & Gary
All Marketing Product Revenue Sales
Sep 2023, 06

Screw Your ROAS–Focus on ROU with Tim Kilroy

Sales Development organizations are vital to the success of most sales functions, but it seems to be one of the hardest areas to get right. These organizations are the lifeblood of sales opportunities for your sales teams and often are the pipeline of talent that eventually moves into full closing roles.

During this 15-minute session, Tim Kilroy, CEO of Tim Kilroy Agency, will outline how to create a GTM for sales development that prioritizes desired outcomes and ultimately drives more business for you.

You will learn how to:

  • Get the best out of your sales development reps
  • Break down some of the challenges you face when creating or scaling an effective sales development organization
  • Understand how Sales Development fits into the broader sales ecosystem

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Sep 2023, 04

Winning With Value-Based Sales with Jimmy Ku

The ABCs of selling no longer work and might push customers away. But humans are always tuned into WIIFM. So, if you can show the value of what you are providing, you will win their trust and the sale.

In this session, Jimmy Ku, Head of Growth for Developed Markets at Flutterwave reveals how to win with value-based sales.

You’ll learn the keys to unlock more deals, how to use trust as a key metric in sales, and how to make sure that each of your customers feels valued.

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Aug 2023, 11

Tips to Turn Client Feedback into Revenue with Donti Twine

Changes in technology, along with increasing market shifts and the pace of business, make it even more important to get closer to customers and obtain a deeper understanding of their needs has become critical for business actions and success.

Any organization can gather customer feedback, but turning that feedback into actionable plans that are impactful to your customer’s success will ultimately contribute to directly driving revenue for your organization.

In this session with Donti Twine, Director of Sales at Kaseya, you will learn:

  • Data collection approaches
  • How to improve customer satisfaction
  • How to boost loyalty and revenue

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Jul 2023, 25

You’re Thinking about Sales Development Wrong with Ian Wroobel

Sales Development organizations are vital to the success of most sales functions, but it seems to be one of the hardest areas to get right. These organizations are the lifeblood of sales opportunities for your sales teams and often are the pipeline of talent that eventually move into full closing roles.

Despite the importance of this role, there are a million different opinions when it comes to structure, purpose, enablement, and metrics for these organizations. This lack of consistent vision for the sales development GTM is severely hindering the potential of this function for your organization.

During this 15-minute session, Ian Wroobel will outline how to create a GTM for sales development that prioritizes desired outcomes and ultimately drives more business for you.

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Jul 2023, 19

Your Buyer Journey is More Important Than Your Roadmap with Sebastien van Heyningen

It’s a crowded, crowded world out here in SaaS. Every new product or service enters an already oversaturated market, filled to the brim with worthy and similar competitors.

“Standing out” is harder than ever. So how do we do it?

  • New bells and whistles on your solution? NO
  • Hire a new VP Sales? NOPE
  • Product-Led Growth? CLOSE, BUT NO

The big winners are standing out by providing a smooth and valuable Buyer Journey. They’ve anticipated the twists and turns that come before making a purchase. They are meeting their Buyers where they’re at.

In this Hot Takes Live session with Sebastien van Heyningen, President of Central Metric, we discussed why your buyer journey is more important than your roadmap.

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Jul 2023, 14

Your Next CRM is a Data Warehouse with Andy Mowat

Legacy CRM is a term you will start hearing more and more. Current CRMs are inflexible both in terms of their data models and UI for reps. The data warehouse has revolutionized how data is used, and moving to a more flexible CRM brings tons of advantages.

In this session with Andy Mowat, CEO at Gated, you will learn:

  • How data is changing GTM
  • The impact on how you manage your team
  • The skill set changes will drive

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Have a hot take you’d like to see published? 🌶️

Write it down in 250-350 words, fill out the form below, and let us know.

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Jul 2023, 10

Your Lead Scoring Model is Wrong with Kenny Lee

Marketing teams invest a lot of money/time into creating sophisticated lead scoring models to hand off to SDRs.

Opportunities are then dispositioned by SDRs using their own defined methodology and handed off to Sales, who either accepts/rejects opportunities based on a sales methodology to work them into closed won deals.

This situation often leads to a common occurrence where all teams can meet or exceed their own targets but the overall business misses on bookings goals. The right solution starts when all teams are aligned to a common qualification methodology based on what attributes of winning opportunities look like in your sales CRM.

By aligning all teams around these winning attributes, GTM teams can qualify better, create standards for hand-offs to improve conversions, and ensure the pipeline for sales is “born on 3rd base” for the highest chances of conversion to bookings.

Listen in as Kenny Lee, VP of Revenue Marketing at Seismic, explains why your lead scoring model is wrong. Well, maybe not so much wrong, but how it could be better.

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Jul 2023, 03

Why Sales and Product Need To Know Each Other’s Job with Vivek Bedi

Sales is driving revenue, and Product is driving value. It’s important they come together and drive results.

In this session, we will explore why these two highly important functions in the product growth model need to spend more time with each other to be successful.

In this session with Vivek Bedi, CPO at Product Immersion, you will learn:

  • How to leverage product needs, features, roadmaps, and stories to help generate more revenue
  • How to leverage sales sentiment to build better products
  • How to partner with each other to do your own job better!

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Have a hot take you’d like to see published? 🌶️

Write it down in 250-350 words, fill out the form below, and let us know.

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Jun 2023, 30

The ‘Request A Demo’ Button Is About To Die with Collin Smith

70% of B2B buyers demand a self-serve demo. Unfortunately, this stat is intuitive–if you’re a buyer, you’ve never gotten excited over a ‘book a demo’ button. If you’re a seller, you viscerally understand how hard it is to earn 30 minutes on a prospect’s calendar.

In 2023, companies that democratize the value of their platform by enabling anyone, anywhere, to feel the power of their platform on-demand … those companies will win. And those who hide their product behind a ‘book a demo’ button may struggle to get ahead.

In this session with Collin Smith, Head of Commercial Strategy at Viz.ai, you will learn:

  • How to win in 2023 with self-serve product experiences
  • The importance of building atop of your real product vs. screenshots
  • KPIs that will improve when you transition from sales-led only to enabling prospects to experience your product

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Revenue Acceleration Manifesto

Breadcrumbs is on a mission to break down silos between customer-facing teams. We enable operators to acquire and grow revenue faster by unlocking the value that already exists in their data and technology.

READ THE MANIFESTO