OpenView Labs

DECEMBER 3, 2020

This time I met up with Lisa Campbell, Chief Marketing Officer at Autodesk, to talk about leadership, the most underrated superhero, and the thing that’s always in her pocket. I refer to myself as The Great Distiller. You also have to be a great communicator. Who is your role model? And I think you have to do that with empathy.

Leadership 52

Leadership CTO Coach CTO Interviewing 52

Sales Hacker

MAY 31, 2023

Where to find them : LinkedIn Key Insights Building Strong Teams through Thought Leadership. In the episode, there was an extensive discussion around the importance of fostering thought leadership within a sales team. The Role of Community in Sales Success.

Sales 85

Sales Leadership Development Engagement 85

Intercom, Inc.

JANUARY 8, 2019

The other path, the one I’ll focus on in this post, continues along the journey of individual contributor : to mastery of the craft of design, to leadership without the need to manage, to above all else shipping great work. Behaviors are how you approach your work – how you act, think and communicate in your role.

Leadership 152

Leadership AI Search Communication Engineering 152

Kellblog

NOVEMBER 26, 2023

I love these studies because you can get not a two-fer , but a three-fer, in terms of benefits: Thought leadership, via leading discussion of emerging ideas (e.g., There are no “go arounds,” no undermining the leadership team. You can find some old references to it, but Blue Ridge Partners seems to have archived it off their website.

Market Research 85

Market Research Marketing Leadership Compensation 85

ChurnZero

JUNE 7, 2022

In order to create uniform buy-in for the work of Customer Success, leadership needs to take steps to first and foremost ensure that the mission of their department is fully aligned with the corporate mission. Be empathetic to your leadership peers. Of course, leadership comes with a lot of responsibility.

Customer Success 98

Customer Success Scale Leadership Education 98

Buffer Resources

AUGUST 16, 2023

As the founder of a PR agency that defied the odds, I learned firsthand that reaching the seven-figure mark requires more than just a passion for communication and storytelling. This will help you understand cultural nuances and communication preferences in each region. Lastly, hire leaders who embrace diversity and promote inclusion.

Scale 81

Scale Scaling Strategy Social Media 81

Totango

JUNE 28, 2022

The primary mission of a Chief Marketing Officer (CMO) is to foster growth, attract new leads, and increase sales by effectively communicating the value the company’s products and services can provide. Using a digital engagement model can help you better deliver and scale these important communications. Make Your Company Relevant .

Scale 73

Scale Headcount Systems Review Communication 73

User Pilot

NOVEMBER 27, 2023

Finally, progress reports allow the senior leadership to make informed decisions as to whether to continue the project or pull the plug and divert the resources to another initiative. To communicate the findings of your report, use language that’s easy to understand for all of them, regardless of their expertise in the field.

Management 103

Management Technical Review Software Review Leadership 103

Kellblog

JULY 24, 2021

My other formative experience came from watching yet another movie, Wall Street , where antagonist Gordon Gekko refers to Sun Tzu’s The Art of War. ?. While Gekko doesn’t use my favorite quote for these purposes [4], his reference to the book was very much in vogue at the time, and probably why I first read it.

Product Marketing 137

Product Marketing Marketing Sales Hiring Payment Services 137

SaaSX

AUGUST 30, 2020

Before you even think about rolling out OKRs make sure your leadership team is truly bought in to the idea. Run a test quarter with leadership. . But don’t roll out OKRs without a framework you can communicate to staff. Document your company OKR framework in your internal knowledge base so staff can refer to it as needed.

Leadership 75

Leadership Communication Management Strategy 75

Sales Enablement, SaaS and Growth

MARCH 23, 2020

MSPOTs are a valuable tool for a number of reasons - they drive alignment and communicate in simple terms what can often be a complex area. I favour the DARCI Accountability Grid as it forces you to be thoughtful about communication, while empowering you to make decisions and move forward. Prioritisation 4. This is always wrong.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Sales Hacker

DECEMBER 9, 2022

Approaches vary from top-down (leadership pushes goals all the way to sellers) and bottom-up (sellers and managers determine realistic goals and commitments and roll them up). Effectively communicate target assignments to sellers and help them understand how they can succeed. Many recommend a hybrid approach.

Scale 97

Scale Headcount Sales Forecasting 97

SaaStr

MARCH 30, 2021

You’re missing a chance to communicate and share. Because if your existing investors, even if they are angels, small VCs, whatever … don’t give you a 100.0000% positive reference … you may be dead in the next round. Or at least, invite them to your office / co-working space / wherever.

Sales Funnel 363

Sales Funnel Investment Metrics Customer Success 363

Buffer Resources

AUGUST 16, 2023

As the founder of a PR agency that defied the odds, I learned firsthand that reaching the seven-figure mark requires more than just a passion for communication and storytelling. This will help you understand cultural nuances and communication preferences in each region. Lastly, hire leaders who embrace diversity and promote inclusion.

Scale 52

Scale Scaling Strategy Social Media 52

Buffer Resources

APRIL 19, 2023

I loved getting to use my voice and story to help create a more inclusive world and started working on a strategic plan for turning my thought leadership into a business. I came from the world of education and nonprofits, but I was spending my free time sharing my own experience with disability on my Instagram page, Blindish Latina.

Outsourcing Services 100

Outsourcing Services Investment Social Media Revenue 100

Sales Hacker

MARCH 1, 2024

Owned media refers to content distributed through a brand’s channels , including self-hosted video, company blogs, and email campaigns. In this episode, you’ll get insight on the challenges marketers face with AI, the future of AI in marketing, the transition from data to storytelling, and leadership.

VP of Engineering 71

VP of Engineering Scale SaaS AI Search 71

ChurnZero

NOVEMBER 24, 2020

Because leadership doesn’t value our contribution, or all the behind-the-scenes work that goes into keeping our customers happy – especially when dealing with problems like product bugs or bad-fit customers that were never our fault to begin with; we can’t control the cards we’re dealt. Lacking strategic, cross-functional relationships.

Customer Success 59

Customer Success Part-Time VPE Scale Leadership 59

ProfitWell

OCTOBER 14, 2019

Communication needs to be more purposeful and transparent. Any conversation you have must be rigorously documented for future reference. Communication, social interaction, and setting boundaries become much more difficult in a distributed workforce. If leadership can’t do remote well, the whole company will fail.

Development Team Review 72

Development Team Review Technical Review Communication Leadership 72

SaaStr

FEBRUARY 4, 2020

Now this work came out of some really good people analytics from Google that was performed over two years where a group that is referred to as Project Oxygen looked at teams, all functions across many organizations. In addition to being good, it has to be well communicated to everybody in the organization and we’ll come back to that.

Scale 177

Scale Underperforming Technical Team Scaling Leadership 177

SaaStr

SEPTEMBER 24, 2019

If you told me there was an employment strategy that would improve my company’s employee retention, hiring, and productivity — yet I ignored it — I bet you’d question my leadership. . Simply put, if they don’t love where they work, they won’t refer members of their network who could be a good value-add to your organization.

Business 151

Business Software Engineering Company Culture Retention 151

ChurnZero

JUNE 7, 2022

In order to create uniform buy-in for the work of Customer Success, leadership needs to take steps to first and foremost ensure that the mission of their department is fully aligned with the corporate mission. Be empathetic to your leadership peers. Of course, leadership comes with a lot of responsibility.

Customer Success 52

Customer Success Scale Leadership Education 52

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. Without considerations and principles Customer Reference Programs can falter. Customer reference program went from something that was nice to have and important to absolutely critical to our new business sales cycle. It was a category leader.

Scale 142

Scale Payment Services Sales Hiring Payment Methods 142

Intercom, Inc.

FEBRUARY 25, 2021

CX teams wear a lot of different hats – they have to be problem-solvers, project managers, good listeners, and excellent communicators. Bobby: I imagine it’s one thing to lead customer support or to offer that leadership and consulting, and another thing, as you said, is to put it on paper. ” Or those kinds of things.

Scale 211

Scale Consulting Interviewing Customer Support 211

ChurnZero

AUGUST 11, 2020

However, most companies never consider regularly auditing their knowledge bases (by removing or updating old reference pages) as a way to decrease support minutes and make the customer experience even better. David Ellin, chief customer officer at Centric Leadership Strategies , recommends expanding relationships as much as possible: .

Retention 97

Retention Strategy Underperforming Technical Team Software Review 97

Intercom, Inc.

OCTOBER 3, 2019

If you have any leadership skills, it seems pretty natural for them to grow that way” They had all expressed all these different problems, and I knew that they really wanted some help, and I could take it off of their plate. If you have any leadership skills, it seems pretty natural for them to grow that way, and I did that.

Onboarding 143

Onboarding Sales Hiring Churn Consulting 143

Sales Hacker

OCTOBER 27, 2022

When a deal was lost and the sales rep would change the stage in their CRM system to “Closed Lost,” a notification was triggered to each member of the organization’s senior leadership team. Do you think the rep would own a mistake and communicate that to the CEO? I’m happy to refer you to others.”. What typically happens?

Forecasting 86

Forecasting Systems Review Leadership Sales 86

Sales Hacker

OCTOBER 19, 2022

Kevin ‘KD’ Dorsey , Revenue Leadership Practice Lead for Winning By Design , said “Understand how individuals make decisions. When asked about changing comp plans, he said, “The [lack of] communication of the changes leaves people in the dust.”. His solution: simple plans and clear communication when goals change. We know this.

Compensation 94

Compensation Sales Recruiting Sales Finance 94

SaaSX

AUGUST 9, 2020

Strategic planning is an area that many startup leadership teams struggle with. You plan ahead, set the course, communicate it, do it, and measure it. You can do this with your executive leadership team (your direct reports). You can post the plan in your internal wiki so that staff can refer to it as needed.

Startup 59

Startup Systems Review Leadership Communication 59

Sales Hacker

JANUARY 27, 2020

For example, have you ever found yourself in a situation where someone colored outside the lines on a deal — yet received praise from senior leadership (and maybe even yourself)? I’m not referring to anything illegal. Culture change may start with senior leadership, but culture is more than just senior leadership.

Sales Hiring 84

Sales Hiring Underperforming Technical Team Sales Leadership 84

Sales Enablement, SaaS and Growth

APRIL 10, 2017

Many companies are investing in the creation of sales enablement teams, but as they’re so new, there’s a distinct lack of thought leadership, standardised measurement and best practices available. As part of the reset, sales enablement leadership will develop a strategy, mission and goals that are aligned with the sales organisation.

Sales Enablement 112

Sales Enablement Sales Hiring Underperforming Technical Team Sales 112

CustomerSuccessBox

MARCH 10, 2022

The skills that are looked into are analytical skills and communication skills, so it is helpful to come up with strategic thoughts to meet the goals of the business and to build meaningful relationships with clients. Keeping track of the client interactions to document them for future reference in training.

Engagement 52

Engagement Management Underperforming Technical Team Outsourced Development 52

InsightSquared

FEBRUARY 21, 2020

However, in order to set your RevOps organization for success, it’s critical to ensure leadership has a cross-functional view of not only the sales process but every function involved in revenue creation. . However, tools can help smooth the hand-off between function, share data and resources, and facilitate cross-functional communication.

Leadership 71

Leadership Communication B2B Revenue 71

Sales Enablement, SaaS and Growth

APRIL 10, 2018

We consider sales enablement to be a bottom of the funnel (BOFU) function, but after listening to the sales and marketing leadership it became apparent that I could have the biggest impact by strategically focussing on the bottom of the BOFU, and providing “deal closing optimisation” activities to the business.

Scale 112

Scale Sales Sales Enablement Software Review 112

Totango

FEBRUARY 5, 2021

Just as you need to understand your customers to market to them effectively, you need to know what your executives’ top priorities are in order to better communicate with them. For VP Sales: Emphasize case studies, references, and expansion revenue data. Something else to consider: what type of communication is taking place?

Customer Success 72

Customer Success Business Forecasting Onboarding 72

Sales Hacker

FEBRUARY 11, 2019

” Do your LinkedIn, Twitter, Instagram, and Facebook posts contain men-only images and content referring to potential company employees as “he” or “his”? Your Sales Leadership Team All Looks the Same. Who is comprising your current sales leadership team?

Sales Hiring 54

Sales Hiring Sales Recruiting Social Media Sales 54

Sales Hacker

APRIL 9, 2020

There’s still an opportunity to build your brand, establish digital thought leadership, and develop your audience. At Skaled , we refer to this as building your digital presence. It’s the act of generating business results through content, community, and conversation in the digital space. Establish Thought Leadership.

Engagement 79

Engagement Social Media Leadership Technical Review 79

Intercom, Inc.

AUGUST 12, 2021

For years, we’ve been following a best-in-breed approach, searching for the very best communication app for each specific need. Dialpad is a cloud communication and collaboration platform. I read on LinkedIn that you like to refer to Dialpad as this Pangea of communication. Could this trend be changing? Dan: Absolutely.

Revenue 223

Revenue Scale AI Search Customer Support 223