Podcasts about xactly

With longer and more complex sales cycles, it's harder than ever to capture and keep a prospects attention — let alone win in highly saturated, competitive markets. So the question is, how can organizations navigate these extended sales cycles and outperform their competitors?In this fireside chat, Ross and Arnab Mishra, CEO of Xactly, discuss how to build a culture of excellence and win in competitive markets. Drawing on his extensive leadership experience, Arnab shares practical insights on defining the right behaviors, setting clear expectations, and maintaining an adaptive mindset.

Could artificial intelligence be the secret ingredient to transforming sales performance management? Today, we're joined by Arnab Mishra, CEO of Xactly, to explore this intriguing possibility. Under Arnab's leadership, Xactly has pioneered the integration of generative AI into the sales process, offering organizations remarkable productivity enhancements and more streamlined operations. Arnab brings a rich background in software executive leadership and a deep understanding of SaaS product development, making him uniquely positioned to speak on the revolutionary impact of AI in sales. With his extensive experience, including roles at Xactly as SVP of Products and later COO, Arnab has been at the forefront of driving growth and innovation within the company. In this episode, we delve into the practicalities and potential of AI in redefining sales jobs and boosting overall sales productivity. Arnab will share insights on Xactly's AI Copilot, which utilizes the largest empirical sales performance dataset to enhance decision-making and productivity in sales organizations. We'll discuss the current barriers to AI adoption in sales, such as the steep learning curve and the rapid pace of sales cycles, which often hinder the effective implementation of new technologies. Moreover, Arnab will outline Xactly's strategies for overcoming these challenges, including micro-trainings embedded within products to ease the learning process and streamline adoption. We'll also touch on the broader implications of AI in sales, from automating routine tasks to transforming customer interactions through personalized experiences. As AI continues to evolve, its role in sales goes beyond merely increasing efficiency; it's about enhancing the quality of decisions and interactions. Join us as we uncover how Xactly's innovations are not just changing the game but also setting the stage for a future where AI and human ingenuity work hand in hand for superior sales performance. What do you think the future holds for AI in sales? After listening, share your thoughts and join the conversation below.

Jennifer McAdams, Chief Marketing Officer at Xactly, delves into the realm of marketing in the era of AI. In this episode, Jennifer shares her perspectives on utilizing AI tools in daily operations for sales and marketing, implementing AI chatbots for marketing purposes, and establishing an AI committee with subcommittees for governance. Show NotesConnect With:Jennifer McAdams: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jennifer McAdams, Chief Marketing Officer at Xactly, delves into the realm of marketing in the era of AI. In this episode, Jennifer shares her perspectives on utilizing AI tools in daily operations for sales and marketing, implementing AI chatbots for marketing purposes, and establishing an AI committee with subcommittees for governance. Show NotesConnect With:Jennifer McAdams: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jennifer McAdams, Chief Marketing Officer at Xactly, delves into bridging the gap between marketing & sales. In this episode, Jeniifer shares her perspectives on the importance of aligning sales and marketing teams, the impact of misalignment between sales and marketing teams, and statistics on increased deal closure with aligned marketing and sales. Show NotesConnect With:Jennifer McAdams: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jennifer McAdams, Chief Marketing Officer at Xactly, delves into bridging the gap between marketing & sales. In this episode, Jeniifer shares her perspectives on the importance of aligning sales and marketing teams, the impact of misalignment between sales and marketing teams, and statistics on increased deal closure with aligned marketing and sales. Show NotesConnect With:Jennifer McAdams: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Developing AI and generative AI initiatives demands significant investment, and without delivering on customer satisfaction, these costs can be tough to justify. Today, SVP of Engineering and General Manager of Xactly India, Kandarp Desai joins us to discuss Xactly's AI initiatives and why customer satisfaction remains their top priority. Key Points From This Episode:An introduction to Kandarp and his transition from hardware to software.How he became SVP of Engineering and General Manager of Xactly India.His move to Bangalore and the expansion of Xactly's presence in India.The rapid modernization of India as a key factor in Xactly's growth strategy.An overview of Xactly's AI and generative AI initiatives.Insight into the development of Xactly's AI Copilot.Four key stakeholders served by the Xactly AI Copilot.The Xactly Extend, an enterprise platform for building custom apps.Challenges in justifying the ROI of AI initiatives.Why customer satisfaction and business outcomes are essential.How AI is overhyped in the short term and underhyped in the long term.The difficulties in quantifying the value of AI.Kandarp's career advice to AI practitioners, from taking risks to networking.Quotes:“[Generative AI] is only useful if it drives higher customer satisfaction. Otherwise, it doesn't matter.” — Kandarp Desai [0:11:36]“Justifying the ROI of anything is hard – If you can tie any new invention back to its ROI in customer satisfaction, that can drive an easy sell across an organization.” — Kandarp Desai [0:15:35]“The whole AI trend is overhyped in the short term and underhyped long term. [It's experienced an] oversell recently, and people are still trying to figure it out.” — Kandarp Desai [0:20:48]Links Mentioned in Today's Episode:Kandarp Desai on LinkedInXactlyHow AI HappensSama

Jennifer (Jen) McAdams is a seasoned marketing veteran with more than 25 years of experience within the software industry. Jen went to Northeastern where she graduated with a resume and a business suite, and hit the ground running in her career. She worked closely with Xactly in an advisory CMO role initially as part of Vista Equity Partners' Value Creation Team – and her partnership and execution of a comprehensive marketing plan that generated increased pipeline and higher quality leads led her to permanently join Xactly as a member of the senior leadership team and CMO. Before Xactly and Vista Equity Partners, she's previously held senior roles with SAP, Cisco, Progress, Ixia, and Kaseya. Xactly is a platform “for sales leaders founded by a sales leader”. Their main legacy product is for automating sales compensation and commissions. However, over the years, they have made acquisitions that have allowed them to extend their offerings into sales planning and forecasting tools that live in a single platform and are available as modular pieces that grow with their clients. On the show today, Alan and Jen talk about how she is bridging the gap between marketing and sales at Xactly and what she has seen work across the different types of companies that she's worked for. Jen gives us practical tips to align around a common goal, how she thinks about organizing teams, and the importance of leading by example. Alan and Jen also discuss how marketing is organized within her group, how that relates to customer marketing as she builds that new function and how AI can be a resource for marketers. In this episode, you'll learn: The importance of bridging the gap between marking and sales Tips on how to collaborate, align, and operationalize around a common goals How Jen organizes her team for a focus on customer marketingKey Highlights: [01:58] Life with a rescue Chihuahua (Biscuit)   [03:20] Jennifer's career path [08:06] What Xactly does and who they serve [09:13] The gap between B2B marketing and sales[11:22] Aligning goals with compensation[12:15] How to operationalize[15:15] Getting the rest of the team on the same page[16:42] What does marketing look like at Xactly[17:58] What customer marketing looks like[20:38] Experience of your past that defines you[22:39] Advice to younger self[24:37] A topic that you and other marketers need to learn more about - AI[25:47] Trends or subcultures others should follow[27:08] Largest opportunity or threat to marketers todayLooking for more?Visit our website for the full show notes, links to resources mentioned in this episode, and ways to connect with the guest! Become a member today and listen ad-free, visit https://plus.acast.com/s/marketingtoday. Hosted on Acast. See acast.com/privacy for more information.

Melissa Perri sat down with Christopher Li, SVP of Product at Xactly on this episode of the Product Thinking podcast. In this enthralling episode, Christopher shares his journey from engineering to product management and the challenges his company faced in adopting the Scaled Agile Framework. Christopher has spent the past 15 years in product management, working through different functions and eventually becoming the SVP of Product at Xactly, an enterprise software provider.

Xactly is a tech platform for assisting companies with compensation and forecasting with the sales team, and has been around since 2005. They started sharing research about men in sales roles versus women in 2014 or so - quite some time ago, and just released their 2024 research results which includes the following: ● Representation disparities: The gender ratio in sales is alarming. Women are underrepresented in sales roles, constituting only 34% of the sales force and only 29% of sales managers. ● Female salespeople earn less: On average, men earn 3.5% more than women as salespeople, and 3.7%* more as sales managers when it comes to fixed pay. Without adjustment of outside factors, men earn 9% more than women as salespeople, and 13% more as sales managers. ● Pay gaps widen over time: At the start of salespeople's careers, men earn 2.2% more on average than women. After 2 years, this gap widens by 30%. After 5 years, the gap increases even more significantly, with a 77% increase. ● The gaps differ from industry to industry: The pay gap varies significantly across sectors, with female sales professionals in the Life Sciences and Pharma space reporting a 9% gap in pay and Manufacturing space with an 8% gap. It might be more opportune for women in sales to enter the Financial Services industry, where no pay gap was reported. ● State-by-state disparities: The state sales people live in seems to correlate with the pay disparities. Colorado and New Jersey hold the largest pay gap between men and women at 7%, with Georgia and Washington claiming the lowest pay gap at 1%. ● Performance remains unaffected: Despite the overwhelming disparities in representation and pay, female sales professionals consistently outperformed their male counterparts. Female salespeople outperformed men by 1.5%, and female sales managers outperformed by 3%. ● Loyalty is not a factor: Women tend to show greater loyalty to their Sales teams, staying with the same organization on average four months longer than their male counterparts. ● Unfair impact on quota assignments: Many organizations do not seem to recognize women's higher performance. On average, male salespeople are assigned 3% higher quotas, and male sales managers are assigned 5% higher quotas, suggesting that sales teams assign men to higher potential sales territories or opportunities.   Follow Women Sales Pros for more research, interviews, and recommendations to add more women into sales and sales leadership roles.  Sign up for our newsletter for 2x month insights, ideas, and stories - and submit your own! Sign up: https://bit.ly/thewspnews Contribute: https://forms.gle/v9rRiPDUtgGqKaXA6 Past News Issues: bit.ly/past_news_issues

Send us a Text Message.In this insightful episode of the Customer Success Playbook Podcast, hosts Roman Trebon and Kevin Metzger engage in a dynamic conversation with Jarvis Harris, Global Head of Customer Success and Renewals at Xactly. The discussion revolves around creating an effective segmentation plan for first value delivery, emphasizing the importance of early value realization in the customer journey and its impact on long-term success.Detailed AnalysisThe Importance of First Value DeliveryJarvis Harris emphasizes the critical nature of delivering first value early in the customer journey. He explains that in the SaaS world, where customers don't incur as much technical debt, demonstrating value quickly is essential for ensuring renewals, maintaining high retention rates, and driving growth revenue retention (GRR) and net revenue retention (NRR).The 30-60-90 Day Segmentation PlanHarris introduces a strategic 30-60-90 day segmentation plan for onboarding, tailored to different product types and market segments. He stresses the importance of understanding the product type, market, and customer base when developing this plan. The approach varies for self-service products, niche market products, and enterprise solutions.The Three D's of Success: Driver, Dreamer, DoerA key concept introduced is the "Three D's of Success": Driver, Dreamer, and Doer. Harris explains how identifying these roles within a customer organization is crucial for effective onboarding and value delivery. Each role has different stakes and requires a tailored approach during the onboarding process.Preventing Scope CreepTo prevent scope creep during longer onboarding cycles, Harris advises maintaining clear communication, adhering to defined goals, and having the confidence to say "no" when necessary. He emphasizes the importance of the Customer Success Manager (CSM) acting as a trusted advisor and maintaining the original definition of success.Communication and Milestone SettingConstant communication and setting interim milestones are highlighted as crucial elements in maintaining customer confidence during extended onboarding processes. Harris stresses the importance of success plans as guiding documents and the need for CSMs to have visibility into the work of professional services or partner teams.Product-Driven Onboarding StrategiesFor product-driven onboarding, especially in lower-priced, self-service scenarios, Harris recommends leveraging in-app tools like WalkMe or Pendo, community-based tools like Higher Logic Vanilla, and customer success platforms tailored to the specific needs of the product and market.Understanding Your Market and ProductHarris emphasizes the critical importance of understanding your market, product, and ideal customer profile when implementing a segmentation strategy. This understanding should inform the entire customer success approach, from staffing models to technology choices.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Traditional product-centric sales tactics are no longer effective, especially given the diverse and strategic spending patterns of SMBs and enterprises on SaaS. 45% of SMBs spend $600,000 or less annually on SaaS, while 38% allocate between $600,000 and $2.4 million. On the other hand, 38% of enterprises spend between $2.4 million and $12 million annually, with 26% exceeding $12 million and 11% investing more than $60 million each year. These numbers highlight how companies are becoming increasingly strategic and discerning in their SaaS investments. For enterprises, significant budgets indicate that they prioritize solutions aligning with their core initiatives and delivering clear ROI. This shift means that offerings not tied to top strategic goals are quickly deprioritized. As a result, value selling — where the focus is on demonstrating tangible business outcomes rather than just product features — has become more crucial than ever. In this Masterclass, leaders from Freshworks, MongoDB, and Xactly reveal practical frameworks for selling remotely, hiring the right talent, and building a strong value selling culture.

In this episode of “Ask the Expert” we are joined by Gregg Taylor, chairman and managing partner of GTE Holdings, parent company for Xactly by GTE, specializing in restoration recruiting, and Restoration Sales Force specializing in restoration sales management. We discuss the management of Restoration Industry Sales Reps, and the challenges that surround the management of a restoration sales team and what he is doing to solve those challenges!

Jennifer McAdams, Chief Marketing Officer at Xactly, delves into the realm of marketing in the era of AI. In this episode, Jennifer shares her perspectives on utilizing AI tools in daily operations for sales and marketing, implementing AI chatbots for marketing purposes, and establishing an AI committee with subcommittees for governance. Show NotesConnect With:Jennifer McAdams: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jennifer McAdams, Chief Marketing Officer at Xactly, delves into the realm of marketing in the era of AI. In this episode, Jennifer shares her perspectives on utilizing AI tools in daily operations for sales and marketing, implementing AI chatbots for marketing purposes, and establishing an AI committee with subcommittees for governance. Show NotesConnect With:Jennifer McAdams: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jennifer McAdams, Chief Marketing Officer at Xactly, delves into bridging the gap between marketing & sales. In this episode, Jeniifer shares her perspectives on the importance of aligning sales and marketing teams, the impact of misalignment between sales and marketing teams, and statistics on increased deal closure with aligned marketing and sales. Show NotesConnect With:Jennifer McAdams: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jennifer McAdams, Chief Marketing Officer at Xactly, delves into bridging the gap between marketing & sales. In this episode, Jeniifer shares her perspectives on the importance of aligning sales and marketing teams, the impact of misalignment between sales and marketing teams, and statistics on increased deal closure with aligned marketing and sales. Show NotesConnect With:Jennifer McAdams: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

On a remote Wyoming cattle ranch, young Jason Godley faced a dire situation: the baler attached to his tractor suddenly caught fire. Alone, with no immediate help and devoid of modern conveniences like cell phones, 12-year-old Jason had to think quickly and act decisively. His decision to drive to a neighbor's house to use their hose not only extinguished the fire but also preserved the surrounding fields. This incident on the ranch, Godley tells us, instilled a lifelong “bias for action” and an ability for “independent thinking,” themes that would profoundly shape his professional ethos and success. Jason's journey from the plains of Wyoming to the corporate boardrooms of global finance began at PricewaterhouseCoopers, where he dealt with complex international finance and technical accounting in Denver and Paris. The skills cultivated during his youth—swift decision-making and self-reliance—proved invaluable as he navigated diverse business environments and cultures. These traits became even more crucial as Jason ascended to the role of CFO at Xactly. Here, his bias for action and independent thinking enabled him to drive strategic initiatives, particularly in improving sales and marketing efficiency. By dissecting and refining operational levers, Jason applied his ranch-learned pragmatism to enhance corporate performance and alignment, demonstrating how foundational experiences can echo through a career, influencing leadership style and business outcomes.

This BetterTech episode "Business-Aligned Cybersecurity: Turning Strategy into Meaningful Outcomes," with host Colin McCarthy and guest Matthew Sharp, CISO at Xactly, focuses on integrating cybersecurity with business strategies. They highlight the need for aligning security with business goals, enhancing boardroom cybersecurity awareness, and navigating new SEC regulations. The discussion also touches on the future of cybersecurity with AI and ethical considerations, emphasizing the importance of proactive, integrated approaches for achieving meaningful business outcomes. --- Send in a voice message: https://podcasters.spotify.com/pod/show/bettertech/message

Bill and Bryan are joined by Taylor Wilding, VP of Sales at Xactly, to discuss key principles around effective sales compensation plan design. Taylor shares insights on motivating the right behaviors, balancing corporate goals with individual incentives, the importance of pipeline accuracy, and how reps can take an intentional approach to achieving their own income goals. They also cover warning signs that your compensation plan may need an overhaul and provide details on Xactly's upcoming Upside user conference in San Francisco. Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast!  ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

In this thought-provoking episode, Bryan and Bill explore the concept of accountability in sales. They challenge the traditional notion of leaders holding sales teams accountable, arguing that true accountability stems from within. Through insightful discussions and real-life examples, they provide a practical framework for salespeople to assess their strengths, identify areas for improvement, and find joy in the process. Discover how embracing self-accountability can unlock greater motivation, discipline, and ultimately, better sales results. Whether you're a salesperson seeking personal growth or a leader looking to foster a culture of ownership, this episode offers valuable insights to help you reinvent your approach to accountability. Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast!  ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

Accurate sales forecasting is a consistent struggle for many organizations. In this episode, Bill and Bryan dive deep into the root causes behind this prevalent issue. They explore how leadership's pressure for inflated pipelines can lead to inaccurate forecasts, as well as the inherent unpredictability of human nature that impacts both buyers and sellers. The guys discuss the importance of extreme objectivity in the sales process, addressing lagging closed dates and the need for a true partnership mindset between buyers and sellers.  Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast!  ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================

In this episode, Bill and Bryan discuss best practices for motivating sales teams through compensation. The guys explain why overly complex commission structures often backfire by eroding trust between sales reps and management. They share real world examples of commission plans gone wrong, and advise simplifying compensation to focus on customer needs instead of maximizing rep pay. They also emphasize striking a balance between company goals and rep motivations. Listen for tips on creating commission plans that incentivize integrity and service. Struggling to design a sales compensation plan that actually works? Check out Xactly, xactlycorp.com, and see how their AI-powered platform can help optimize your commissions, motivate your team, and drive growth - be sure to mention The Advanced Selling Podcast!  ================================= Want our "Insider Secrets?" Go to http://advancedsellingpodcast.com/insidersecrets to get them right now! The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join today! If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http://ultimatepregame.com =================================  

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth  

Today in the SaaS Fuel Founder Episode, Jeff sits down with Chris Cabrera, the brilliant mind steering the ship at Xactly. In this power-packed episode, we're not just scratching the surface; we're taking a deep dive into Chris' remarkable journey. From the wild waves of early-stage ventures to navigating the complexities of public companies. We're unpacking the highs, the lows, and those elusive "Aha!" moments that shaped his path to success.Between steering Xactly and crafting his art, Chris manages to find time for his passion project—Cabrera Cellars. And he just dropped his latest masterpiece, "The Unicorn Fallacy". We're dissecting the myth of unicorn success in the SaaS universe, separating fact from fiction, and uncovering the gems that can redefine your perspective on success.Key Takeaways00:00 Public role is unfulfilling; prefers to focus on customers.05:41 Cloud company learned from past, strategic acquisitions.09:38 Started small, raised flag, symbolizes early days.12:18 The Company values a humane approach, and welcomes returning employees.14:30 Lessons learned from the pursuit of unicorn valuation.19:19 Unicorns led to wrong focus and failure.22:10 Importance of achieving the "rule of 40"25:21 Anticipate growth and build balanced infrastructure for sustainability.31:25 Salesforce is a longtime customer with forecasting issues.33:16 Machines with data change forecasting game. Embrace technology or risk obsolescence.38:19 DirectTV customers have opportunities to change plans.42:29 Finding mental escape through art and activities.45:55 Adapt to obstacles, roll with life's punches.47:51 Find unicorn fallacy on a website or Amazon.Tweetable Quotes"Let's buy companies that make sense to our strategy, let's buy technologies that fit into our core technology so that they're additive." — Chris Cabrera 00:06:12"The whole point of the unicorn fallacy is exactly that focusing on the valuation drove companies and even investors to do dumb things And to build the company in the wrong way." — Chris Cabrera 00:19:49 "And so if you can create the machines to have enough data, and we have all these 20 years of data to allow them to do this pattern recognition, it changes the whole game on how forecasting is done." — Chris Cabrera 00:33:16 “I've thought for a long time, we gotta change the definition of unicorn to a profitable SaaS company. Yeah. Those are a whole lot more rare than ones that are valued at $1,000,000,000 or more, but fundamentals matter, and they always have." — Jeff Mains 00:24:11 "Fundamentals have always mattered, and I'm glad to see they're starting to be valued again. That's how you build a future-proof company. That's how you manage the high tides and the low tides because they're coming." — Jeff Mains 00:27:30"I think you do build differently as a leader, whether it's a short term, build this and flip it, versus building for something that does have long term potential." — Jeff Mains 00:29:51 SaaS Leadership Lessons1. Emphasize long-term value: Focus on building a SaaS company for sustainable, long-term success rather than solely for a potential sale. This includes prioritizing customer satisfaction, employee loyalty, and product excellence.2. Utilize technology for forecasting: Embrace AI and machine learning for accurate revenue and expense forecasting. This allows for informed decision-making and the alignment of sales strategies with long-term corporate goals.3. Align compensation with company goals: Integrate technology into the compensation system to incentivize longer-term deals and align compensation with the company's broader strategic objectives.4. Balance growth and profitability: Strive for sustainable growth and EBITDA margins, rather than solely pursuing high growth and

Have you heard of the "Tiger Seller Profile"? It's a concept and framework developed and used by Rodney Umrah during his years in sales, account management and enablement at IBM, Microsoft, NetSuite and in his current role as Head of Global Revenue, Partner and Customer Enablement.In this episode Rodney explains how to elevate your sales team's performance as we dissect the elements that transform good sellers into great ones, and how tailored enablement programs can act as a catalyst for widespread excellence. For example:Identifying the skills, tactics and techniques of a Tiger SellerWorking with HR and recruiting teams to elevate the hiring processIdentifying skills gaps and enablement priorities based on Tiger SellersAligning sales process stages to the strengths of Tiger SellersRodney Umrah has 26 years' experience working in the global technology industry (software / cloud) at IBM, Microsoft, Oracle NetSuite, Xactly and Forcepoint. He has a wealth of experience in technical, sales, revenue, partner and customer enablement leadership roles. Rodney's vision is to deliver enablement services globally that accelerate revenue growth and improve customer retention and satisfaction. Please subscibe on Apple, Spotify or Google.

Joining Laura on this week's episode of ‘Speaking to Influence' is Johann Wrede, Chief Experience Officer at Emburse. Johann shares how he manages group dynamics among key stakeholders to keep them from hijacking meetings with their own agendas so that his plan stays intact. In this episode you will learn: What a great customer experience is really about. What exactly a Chief Experience Officer does, and why more C-Suites should think about adding one to take collaboration of departments to integration. How Johann was able to bridge the divide between his expertise on the technical side and his creativity when it came to talking to customers through sales. How Johann went about getting prepared to be assertive in a meeting with other executives in order to keep everyone focused and achieve his objectives and ensure his meeting didn't get hijacked by other stakeholders' agendas. The approach of a ‘Yes we can do it, here's what I need' perspective during negotiations, and how you can use it to show you are collaborative as well as to highlight alternative options. 24 Hour Challenge: Go to every person you run into in your business and ask them how the work they do impacts the customer experience. About Johann: As the first-ever Chief Experience Officer at Emburse, Johann is responsible for leading a cross-functional marketing and customer success organization, with the goal of delivering a world-class customer experience from first awareness through subscription renewal. Over the course of the last 25 years, Johann has written, implemented, sold and marketed a variety of customer database, CRM and customer experience (CX) products. An evangelist for customer experience, he has spoken to keynote and media audiences in 18 different countries. Prior to Emburse, Johann served as Chief Marketing Officer at Xactly Corporation. Before joining Xactly, he held several executive leadership positions within SAP Global Marketing, including the first-ever Creative Director for SAP. You can connect with Johann in the following ways: LinkedIn: https://www.linkedin.com/in/johannwrede/ Web: www.emburse.com You can connect with Dr. Laura Sicola in the following ways: LinkedIn: https://www.linkedin.com/in/drlaurasicola LinkedIn Business Page: https://www.linkedin.com/company/laurasicola-inc YouTube: https://www.youtube.com/c/VocalImpactProductions Facebook: Dr. Laura Sicola Twitter: @LauraSicola Instagram: @drlaurasicola Website: https://laurasicola.com Laura's Online Course: virtualinfluence.today See omnystudio.com/listener for privacy information.See omnystudio.com/listener for privacy information.

In the fast-paced world of SaaS, achieving revenue growth and maintaining happy customers can sometimes seem impossible. But fear not, because, in this episode of the SaaS Fuel, Jeff Mains is joined by Arnab Mishra, COO of Xactly – a SaaS provider of sales performance management and revenue intelligence solutions. Arnab shares insights on creating pipelines and forecasts with confidence and the importance of collaboration and alignment between sales, marketing, and finance teams. Discover the secret sauce to empowering your team, leveraging data, and fostering collaboration.Key Takeaways[00:02:43] - Empower, trust, and recognize for exceptional service[00:08:11] - Sales success requires both art and science[00:11:08] - Data can inform sales decisions[00:16:35] - Unique data set for AI[00:23:49] - AI can improve sales planning[00:26:08] - Collaboration is key in sales planning[00:31:36] - Simpler compensation plans are better[00:39:23] - Alignment and collaboration drive success[00:41:31] - Automating mundane tasks increases productivity[00:50:49] - Take a systems-level approach[00:52:18] - Implement an intelligent revenue platform earlyTweetable Quotes"It's another to have a team that is completely sold out to the mission, and they're engaged, they're driven, they're ready to tackle any mission doesn't even matter what it is." - 00:05:27 Jeff Mains"And so I think that's such a game changer, just to be able to ask a question and get back an answer that you can make a decision on right now." - 00:19:06 Jeff Mains"But what we do is we validate those biases or we negate those biases by saying, oh, the data says that it's something different." - 00:23:18 Arnab Mishra"Well, it's like the collaboration is the eternal balancing act, aligning sales teams objectives with the broader revenue goals of the organization." - 00:28:20 Jeff Mains"Our general view is that simpler compensation plans are better." - 00:31:36 Arnab Mishra"But the real value of that is that it frees people up to do the strategic value-added work that they wanna be doing." - 00:41:31 Arnab MishraSaaS Leadership LessonsBreak Down Silos. Silos between different departments can hinder collaboration and alignment. It is crucial to break down these silos and create a unified perspective by implementing a platform that allows all teams to access and analyze the same data. Embrace Data-Driven Decision Making. Data is a powerful tool that can guide decision-making and provide valuable insights. Encourage your teams to embrace data-driven approaches and leverage technology, such as AI and machine learning, to analyze and interpret data effectively. Simplify Compensation Plans. Complex compensation plans can confuse sales reps and hinder their performance. Aim for simplicity in your compensation plans, focusing on three to four key measures that align with the company's objectives. This clarity will enable sales reps to understand how they are rewarded and motivate them to achieve their targets.Augment Intuition with Data: While experience and intuition play a role in sales forecasting and pipeline management, augmenting them with data-driven insights can enhance accuracy. Use technology to capture and analyze customer interactions, deal health, and other relevant data points. Focus on Value-Added Work. By automating mundane tasks and streamlining processes, you can free up your teams to focus on value-added work. This not only improves efficiency but also allows individuals to contribute strategically to the...

  If you're feeling frustrated and defeated because your attempts to close deals are constantly getting stalled, then you are not alone! It can be disheartening when you put in all the effort but still face resistance from prospects who are not moving forward. Despite your best efforts to engage and persuade, you might be experiencing a lack of commitment or a fear of making decisions from your potential clients. This is Ryan Maggio's story: Ryan Maggio's journey is a tale of resilience and growth. A Silicon Valley native, he had a unique start in the corporate world. As a young man, he cleverly navigated a loophole in his college's reimbursement program, managing to save and invest in experiences that would shape his future. This early display of entrepreneurial spirit was a sign of his grit, a quality that would serve him well in his future role in Xactly, a leading software company. Here, he weathered the company's evolution, from its initial VC funding stages to its private equity ownership. The fluidity of the company, coupled with his own dynamism, allowed him to thrive in an ever-changing ecosystem. Ryan's understanding of stalled deals and the challenges faced by sales professionals was born not just from his experiences but also from his passion for understanding the intricacies of the field. You have to retrain the mind of how do I go sell right now? How do I go in and drive value, get that person to open up? What is your fear? Because if you tell me what you're apprehensive about, it can be a little bit different of an experience. - Ryan Maggio My special guest is Ryan Maggio Introducing Ryan Maggio, a stalwart in intelligent revenue sales with a notable career spanning nearly 15 years at Xactly Corporation. Rising from an individual contributor to his current position as Vice President of North American Sales, Ryan's career trajectory is commendable. He has been a pivotal force during the venture-capitalist backed early days, the IPO phase and the current private equity-owned era of the company. His acumen in driving value sales and deep-rooted understanding of dealing with common sales hurdles such as stalled deals sets him apart. Ryan's insights on navigating turbulent selling environments and thoughtful engagement strategies are truly enriching. In this episode, you will be able to: Discover effective tactics to troubleshoot stale deals and navigate through the intricate labyrinth of sales obstacles. Uncover unique methods to mitigate buyer apprehensions and successfully interact with the decision-making hierarchy. Learn how to deploy a powerful multi-faceted approach and showcase rapid value realization to win prospects. Realize the critical role of team synergy and how tools like Fly Engage can be a game-changer in your sales journey. Gain insights into proactive measures to prevent deal stagnancy and guarantees customer delight. List 2:   The key moments in this episode are: 00:00:08 - Introduction, 00:01:14 - Get to Know Ryan Maggio, 00:04:24 - Juicy Fact About Ryan, 00:06:45 - Causes of Stall Deals, 00:10:21 - Selling to the Right Level, 00:15:42 - Getting Ahead of Churn, 00:16:19 - Addressing Stalled Deals, 00:19:40 - Identifying and Preventing Stalled Deals, 00:22:17 - Transparent Communication and Mutual Action Plans, 00:25:59 - Driving Accountability and Next Steps, 00:29:59 - Leveraging LinkedIn Connections, 00:31:21 - Understanding the Buying Committee, 00:33:01 - Utilizing LinkedIn Company Page Followers, 00:36:58 - Leveraging AI and ML for Sales Coaching, 00:39:18 - Tying Commissions to Discounts, 00:44:12 - Connecting with Ryan Maggio, 00:45:07 - Connecting with Ryan Maggio on LinkedIn, 00:45:39 - Ryan's All-Time Favorite Movie, 00:46:08 - Finding Common Ground with Kids, 00:47:14 - Closing Remarks, Timestamped summary of this episode: 00:00:08 - Introduction, Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso and the host of The Modern Selling Podcast. He introduces his guest, Ryan Maggio, the VP of North American Sales at Xactly Corporation, and mentions that they will be discussing stalled deals. 00:01:14 - Get to Know Ryan Maggio, Ryan Maggio shares his background and experience at Xactly Corporation, where he has been for almost 15 years. He talks about the company's evolution from a commissions vendor to an intelligent revenue platform. 00:04:24 - Juicy Fact About Ryan, Ryan Maggio reveals that he essentially got paid to go to college through a reimbursement program at the Apple retail store he worked at. His parents didn't know that he was getting reimbursed for his college tuition fees while living at home. 00:06:45 - Causes of Stall Deals, According to Ryan Maggio, the majority of stalled deals are caused by the lack of engagement and failure to sell value. In a good time selling motion, sellers focused on value, but now buyers have a fear of messing up and require more engagement and understanding of their apprehensions. 00:10:21 - Selling to the Right Level, Ryan Maggio emphasizes the importance of selling value to the right level in the organization. Getting buy-in from the CFO or engaging with the office of the CFO is crucial for deal approval. It's necessary to build relationships and understand the power dynamics within the organization. 00:15:42 - Getting Ahead of Churn, The guest discusses the importance of customer satisfaction and renewal even before a deal is signed, emphasizing the need to engage the right team to give customers confidence. 00:16:19 - Addressing Stalled Deals, The guest suggests engaging prospects with relevant information such as recent earnings releases or LinkedIn activity. They also emphasize the importance of understanding the customer's objectives and initiatives to craft personalized messaging and reengage stalled deals. 00:19:40 - Identifying and Preventing Stalled Deals, The guest mentions the use of technology to monitor prospect engagement and search activities. They also highlight the importance of ongoing communication, qualifying the prospect's commitment, and using mutual action plans to prevent stalled deals. 00:22:17 - Transparent Communication and Mutual Action Plans, The guest emphasizes the need for transparent communication, setting clear expectations, and establishing mutual action plans with prospects. They stress the importance of accountability and ongoing qualification to prevent deals from stalling. 00:25:59 - Driving Accountability and Next Steps, The guest discusses the importance of driving accountability by setting up clear next steps and follow-up meetings during sales interactions. They highlight the need for both reps and customers to take action and fulfill their commitments to keep deals progressing. 00:29:59 - Leveraging LinkedIn Connections, Ryan discusses the importance of leveraging LinkedIn connections to gain valuable introductions and insights. He highlights the need to go beyond the main point of contact and reach out to other individuals in the organization to gather information and determine if the deal is worth pursuing. 00:31:21 - Understanding the Buying Committee, Ryan emphasizes the importance of understanding the entire buying committee associated with an opportunity. He shares the advice he received from his mentor to go two levels up, two levels down, and one to the side to identify key individuals who may have influence in the decision-making process. 00:33:01 - Utilizing LinkedIn Company Page Followers, Ryan reveals a valuable technique of utilizing the followers of a company's LinkedIn company page. By sorting and searching followers, sales professionals can identify potential members of the buying committee and engage with them to strengthen their network and gather insights. 00:36:58 - Leveraging AI and ML for Sales Coaching, Ryan discusses how his company's solution, Xactly, utilizes AI and ML technology to provide valuable insights and coaching for sales professionals. The solution analyzes various data points, such as email and conversation language, to identify areas for improvement and drive momentum in deals. 00:39:18 - Tying Commissions to Discounts, Ryan highlights the importance of tying commissions to discounts offered during the sales process. By showing sales professionals the financial impact of their discount decisions, they can make more informed choices and prioritize value-driven negotiations. 00:44:12 - Connecting with Ryan Maggio, Mario asks Ryan the best way to connect with him, and Ryan suggests using LinkedIn or email. He is open to discussing various topics such as stalling deals, forecasting, and commissions. Mario also comments on the confusing branding of different social media platforms. 00:45:07 - Connecting with Ryan Maggio on LinkedIn, Mario provides Ryan's LinkedIn profile information and advises listeners to send a personalized connection request message. He encourages listeners to mention that they heard Ryan on the Modern Selling podcast to establish a connection. 00:45:39 - Ryan's All-Time Favorite Movie, Mario asks Ryan about his all-time favorite movie. Ryan mentions that his favorite movie changes over time but currently he enjoys watching "Rookie of the Year" with his son, who loves baseball. 00:46:08 - Finding Common Ground with Kids, Mario and Ryan discuss the movies they watch with their children. They both enjoy watching movies that resonate with their kids, particularly sports movies. Mario shares his recent experience of watching "Big" with his children. 00:47:14 - Closing Remarks, Mario thanks the listeners for tuning in and encourages them to leave a five-star rating and review for the Modern Selling podcast on iTunes. He also promotes FlyMSG, a text expander and personal writing assistant tool, and signs off with a message of good selling. Mitigate Buyer Apprehensions Mitigating buyer apprehensions, as Ryan puts forward, necessitates an anticipatory approach towards understanding potential risks and problems from the client's perspective. By engaging in absolute honesty and direct queries about what could deter them from closing the deal, sales professionals can proactively prevent obstacles. This fosters a sense of reliability, reaffirming customer trust and validating the salesperson's commitment to making the deal successful. The resources mentioned in this episode are: Check out FlyMSG.IO, the free personal writing assistant and text expander application created by Vengreso. Listen to The Modern Selling Podcast hosted by Mario M. Martinez Jr., featuring sales leaders, practitioners, and influencers sharing insights on growing sales numbers at scale. Learn more about Xactly Corporation, a leading provider of intelligent revenue platforms for sales forecasting, sales planning, and commission execution. Explore the revenue enablement solutions offered by Xactly Corporation to drive value and solve business problems for your organization. Access the report conducted by LinkedIn on the causes of stall deals and the challenges faced by sellers in today's market. Find out how to overcome the fear of messing up and engage with buyers at the right level to ensure decision-making and deal progression. Develop a multi-channel approach to engaging with the CFO and other key decision-makers in the buying committee to prove value and ROI. Leverage Turbo teams, a cross-functional approach involving sales, product, innovation, sales enablement, finance, and customer success teams, to strategically attack

According to Gartner, only 6% of Chief Sales Officers (CSOs) are extremely confident about their team's ability to meet or exceed revenue goals. This lack of confidence has a ripple effect throughout an organization, especially between the RevOps and sales teams who each believe they hold the best strategy to meet quota. Because of this, RevOps and sales teams often interact like vinegar and oil – they don't mix well and struggle to see eye-to-eye. How can we repair this relationship and encourage collaboration between the two departments? Today we're going to talk about strengthening (and in some cases repairing) the relationship between RevOps and sales teams to drive revenue and re-energize sales teams. To help me discuss this topic, I'd like to welcome Xactly's Bayley Fesler, Director of RevOps, and Annie Jones, RevOps Business Partner. CORRECTION: In the introduction, Annie Jones introduces herself and says that she joined Bayley at Xactly 7 years ago. They actually started working together at Marketo 7 years ago, not Xactly. Enjoy the episode! RESOURCES Xactly website: https://www.xactlycorp.com/ The Agile Brand podcast website: https://www.gregkihlstrom.com/theagilebrandpodcast Sign up for The Agile Brand newsletter here: https://www.gregkihlstrom.com Get the latest news and updates on LinkedIn here: https://www.linkedin.com/company/the-agile-brand/ For consulting on marketing technology, customer experience, and more visit GK5A: https://www.gk5a.com The Agile Brand podcast is brought to you by TEKsystems.Learn more here: https://www.teksystems.com/versionnextnow The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company

According to Gartner, only 6% of Chief Sales Officers (CSOs) are extremely confident about their team's ability to meet or exceed revenue goals. This lack of confidence has a ripple effect throughout an organization, especially between the RevOps and sales teams who each believe they hold the best strategy to meet quota. Because of this, RevOps and sales teams often interact like vinegar and oil – they don't mix well and struggle to see eye-to-eye. How can we repair this relationship and encourage collaboration between the two departments? Today we're going to talk about strengthening (and in some cases repairing) the relationship between RevOps and sales teams to drive revenue and re-energize sales teams. To help me discuss this topic, I'd like to welcome Xactly's Bayley Fesler, Director of RevOps, and Annie Jones, RevOps Business Partner. CORRECTION: In the introduction, Annie Jones introduces herself and says that she joined Bayley at Xactly 7 years ago. They actually started working together at Marketo 7 years ago, not Xactly. Enjoy the episode! RESOURCES Xactly website: https://www.xactlycorp.com/ The Agile Brand podcast website: https://www.gregkihlstrom.com/theagilebrandpodcast Sign up for The Agile Brand newsletter here: https://www.gregkihlstrom.com Get the latest news and updates on LinkedIn here: https://www.linkedin.com/company/the-agile-brand/ For consulting on marketing technology, customer experience, and more visit GK5A: https://www.gk5a.com The Agile Brand podcast is brought to you by TEKsystems.Learn more here: https://www.teksystems.com/versionnextnow The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company

When you think about careers for women in sales, we typically talk about revenue responsibility roles plus sales leadership. In the past 5-7 years we started to see sales enablement roles as well as RevOps. .Personally I get a little confused between enablement and ops, so I brought on a team of RevOps leaders at Xactly to help us understand what their roles are and how they both got into them. Meet Bayley Fesler, Director, Revenue Ops, and Annie Jones, Revenue Ops Business Partner. Together these women break things down for us and dispel myths about forecasting - it isn't hard anymore, for one thing!  Bayley Fesler, Director, Revenue Ops, Xactly Corp Annie Jones, Revenue Ops Business Partner, Xactly Corp Their latest article about AI and Sales   Podcast is hosted by Lori Richardson, President of Women Sales Pros, a community helping to get more women into sales and sales leadership. Lori is also author of "She Sells: Attract, Promote, and Retain Great Women in B2B Sales" available here on Amazon.  Learn about and donate to the Barbara Giamanco Memorial Scholarship for women in university sales programs here. 

In this episode, we are joined by Chris Cabrera, founder and CEO at Xactly, a SaaS company that helps businesses manage aspects of their sales force including compensation and sales forecasting. Today we discuss how Mr. Cabrera built Xactly, the lessons he learned from his experiences working with VCs, and why Xactly was able to grow from $5 million in revenue in their first year to $20 million in revenue by their third year. Stick around to the end to hear Mr. Cabrera's best advice for being effective in sales.Please subscribe to Studying Success to hear more from the best entrepreneurs and investors!Also check out our website at www.studyingsuccesspodcast.com.And follow us on Instagram @studyingsuccesspodcast.

Follow Dan on LinkedIn at linkedin.com/in/cotterdan Follow Pat on LinkedIn at https://www.linkedin.com/in/donald-patrick-eckler-610290824/ Predictions Sure To Go Wrong: Hansen: Affirm Cleeton: Reverse Hatory: Reverse Illinois appellate arguments can be found at: https://www.illinoiscourts.gov/courts/appellate-court/oral-argument-audio/ Illinois Supreme Court case can be found here: https://www.illinoiscourts.gov/courts/supreme-court/oral-argument-audio-and-video/   SCOTUS can be found here: https://www.supremecourt.gov/oral_arguments/argument_transcripts/2022/22-179_mjo0.pdf

Florian Durban est responsable Commercial des zones France & Europe du Sud chez Xactly, un acteur dans le domaine de la gestion des performances commerciales, proposant aux entreprises des solutions SaaS de planification, d'exécution et d'optimisation. En chiffres, Xactly c'est : 1600 clients, 700 employés Au menu : ⚔️ La méthode exacte pour construire son planning stratégique (et atteindre ses objectifs à coup sûr) ⚔️ Les 3 actions mises en place par Florian à l'ouverture des bureaux français ⚔️ Les best practices de Florian pour élaborer un plan de rémunération pour ses commerciaux ⚔️ Les apprentissages de Florian après 7 ans chez IBM Merci à notre sponsor : Salesforce Pour soutenir le podcast : 1. S'inscrire Dans l'Arène pour ne pas rater les prochains épisodes ! 2. Mettre 5 étoiles sur Apple Podcast pour aider d'autres startupers à découvrir le podcast

Jeffrey Partyka, Principal Data Science Engineer at Xactly, joins me on Tech Talks Daily in a discussion about the rise of data scientists and their value for companies. Jeffrey shares how forecasting models work, the importance of statistical analysis, and how wider teams can utilize data to create better business products. He discusses how this role has evolved and is better institutionalized in recent years. We also explore Xactly's survey report - Insights on The Sales Talent Crisis of more than 400 U.S. sales leaders, and the lessons learned from the great resignation. Jeffrey Partyka has been a principal data science engineer at Xactly since July 2020, actively conducting and overseeing numerous machine learning/statistical projects relating to sales forecasting, churn, cross-selling, and other sales areas. Jeff has worked in data science since 2007 as a Big Data engineer, data science team lead, research & development manager, and part-time professor across multiple domains, including geospatial indexing, psychometrics, productivity optimization, and sales performance management.

Chris Cabrera, Founder, and CEO of Xactly, talks about how revenue leaders can use AI in their sales strategy. A disconnected rev tech stack is unlikely to move the need for your company. In these times, the focus should be on maximizing the performance of your salespeople by providing them with a single view of the data. Today, Chris discusses revenue solutions and changing markets. Show NotesConnect With:Chris Cabrera: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Chris Cabrera, Founder, and CEO of Xactly, talks about how revenue leaders can use AI in their sales strategy. When your forecasting tool isn't fully integrated with your comp tool and your planning tool, you're essentially using siloed apps. However, to achieve long-term profits and growth in today's market, the apps you use must communicate with one another and use data across the platform of apps. Today, Chris discusses inflation's impact on budgets. Show NotesConnect With:Chris Cabrera: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Chris Cabrera, Founder, and CEO of Xactly, talks about how revenue leaders can use AI in their sales strategy. Xactly is an intelligent revenue solution that has been in the game for 17 years. Over these 17 years, they've been able to gather a large amount of proprietary data, putting them a notch above the rest in terms of sales planning best practices. Today, Chris discusses AI-driven sales planning. Show NotesConnect With:Chris Cabrera: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Chris Cabrera, Founder, and CEO of Xactly, talks about how revenue leaders can use AI in their sales strategy. A disconnected rev tech stack is unlikely to move the need for your company. In these times, the focus should be on maximizing the performance of your salespeople by providing them with a single view of the data. Today, Chris discusses revenue solutions and changing markets. Show NotesConnect With:Chris Cabrera: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Chris Cabrera, Founder, and CEO of Xactly, talks about how revenue leaders can use AI in their sales strategy. When your forecasting tool isn't fully integrated with your comp tool and your planning tool, you're essentially using siloed apps. However, to achieve long-term profits and growth in today's market, the apps you use must communicate with one another and use data across the platform of apps. Today, Chris discusses inflation's impact on budgets. Show NotesConnect With:Chris Cabrera: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Chris Cabrera, Founder, and CEO of Xactly, talks about how revenue leaders can use AI in their sales strategy. Xactly is an intelligent revenue solution that has been in the game for 17 years. Over these 17 years, they've been able to gather a large amount of proprietary data, putting them a notch above the rest in terms of sales planning best practices. Today, Chris discusses AI-driven sales planning. Show NotesConnect With:Chris Cabrera: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today we're going to talk about the business value of partner programs to both the sales pipeline as well as to the Customer Experience. To help me discuss this topic, I'd like to welcome Bernie Kassar, Chief Customer Officer at Xactly.

Incentive Compensation and Sales Performance Management - two key ingredients to scaling a successful B2B SaaS company.  Is Intelligent Revenue the next key ingredient to growth?Chris Cabrera, founder, and CEO of Xactly, built a very successful company by helping companies to automate and optimize those two disciplines. The result was an Initial Public Offering (IPO) in 2015 and a $564M acquisition by Vista Equity in 2017...but Chris's and Xactly's story did not stop there and continues to evolve.Currently Xactly is evolving to provide an Intelligent Revenue Platform that enables companies to scale revenue predictably more effectively.Chris defines Intelligent Revenue as the combination of Revenue Planning, Incentive Compensation Management, Pipeline Management, and Revenue ForecastingRevenue Operations and Intelligence is an evolving category still yet to be defined. Why the world is waking up that "siloed" apps are not an efficient or effective way to optimize revenue performance. Moreover, to leverage real intelligence across the entire customer journey requires consistent data across every phase of the journey, and a fragmented revenue technology stack does not provide the core foundation required for Intelligent Revenue.Chris's experience suggests that designing an intelligent revenue plan and incentive compensation model will lead to more predictable and profitable revenue growth. Revenue Intelligence does not start with better forecasting; it begins with using the insights and signals from the past to design the right Go-To-Market structures and plans - ultimately leading to better and more intelligent forecasts.Ninety-seven percent of Xactly's customers opt-in to share their data in an anonymous and aggregated fashion to develop benchmarks enabling the entire Xactly customer community to leverage the shared intelligence to build better revenue plans and incentive compensation programs.Who most benefits from Intelligent Revenue? Revenue Operations, often the combination of Sales Ops, Marketing Ops, and Customer Success Ops, directly benefit by being able to develop better territory plans, design incentive compensation plans that drive the right behavior and now provide more intelligent insights into how current pipeline trends will result in more accurate revenue forecasts.An example that Chris shared was how Revenue Operations can use Intelligent Revenue to design a program to reduce the use of discounting in price negotiations. As an example, incentive compensation plans that pay different rates based upon the "discount" that a sales professional negotiates. One of the traditional barriers to paying this way is the challenge of paying different commission rates based upon discount rates which is a complex, multi-variate calculation challenge - but one that can significantly impact profitable revenue growth.If you are responsible for one of the most common challenges that every company leader faces - delivering profitable revenue growth and consistent revenue forecasts, this conversation with Chris is entertaining, enlightening, and makes for a great listen!

This week's show is entitled, "How CROs Can Flip the Relationship with Finance" and my guest is Jamie Anderson, at Chief Revenue Officer at Xactly. Tune in to hear more about how to navigate the relationship between CROs and CFOs while learning about: the metrics you need to prioritize to promote productivity how Xactly helps businesses as a data driven company how to align aggressive yet innovative strategies between finance and marketing key traits to posses when transitioning from a marketing role into a revenue role Listen in now for this and MORE, watch the video or read the transcript on the Heinz Marketing blog starting 5/9/22 (search "Anderson"). I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena@heinzmarketing.com. For sponsorship opportunities, contact Cherie@heinzmarketing.com 

Join us in the BreakLine Arena for an authentic conversation with Sue Bostrom and Sue Barsamian.Sue Bostrom is the former EVP and CMO at Cisco Systems. She also serves on the board of directors at ServiceNow, Nutanix, and Anaplan, Druva, GitLab, Outreach, and Samsara. Sue Barsamian served as Chief Sales and Marketing officer at HPE Software for 10 years, and now is a Board Director at Five9, Box, NortonLifelock, Gainsight, Xactly, Onfido and formerly Segment, and Auth0. Both their rich industry experience and senses of humor make for a compelling conversation that ranges from the keys to their successes, to their overcoming imposter syndrome. If you've liked what you've heard, please like, rate, or review our show! We'd love to hear your thoughts. If you're interested in joining our community, please visit breakline.org.

HIGHLIGHTS1:20 What exactly is Xactly and who are their ideal customers? 7:00 Sales journey to CEO 11:55 Entrepreneurial enthusiasm26:42 Sales organization's evolution after 16 years30:10 The balance of having partners and direct sellers 38:20 From private company to public, then to private and going back to being public  QUOTES11:30  “So many things could go differently, so many startups fail for so many different reasons - but that never entered my mind. Looking back, I didn't understand that - but at the time the idea of it not working was never ever in the realm of possibility”11:55 “I call that entrepreneurial enthusiasm, if you didn't have it - you won't make it. You have to believe, you can't even look back and think that it's not gonna work - that's not the way we think as entrepreneurs”24:24 “CEOs can really be the chief evangelist for their company and it makes a huge difference. It's more about that networking and developing and drawing people to you because they see you and they see “oh, this CEO isn't afraid to be out there, is available we can talk to him” Connect with Chris Cabrera in the link below.Website: https://www.xactlycorp.com/LinkedIN: https://www.linkedin.com/in/christophercabrera/Twitter: https://twitter.com/cabrera You can learn more about and connect with Alice Heiman in the links below.Website: https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/

We've had listeners ask SEVERAL times for us to talk about our books and writing... haven't we done that yet?!

In this episode, Jamie Cole (Chief of Staff, TaskRay) sits down with Bernie Kassar (Chief Customer Officer, Xactly) to discuss why companies should prioritize onboarding within their customer success strategy, what the future of customer onboarding can look like, and more. Learn how to onboard customers faster, better, and with higher success. Leading customer support and customer experience leaders share their hard-won onboarding strategies that have enabled them to retain customers and increase their customer's life-time value. On each episode, your host Jamie Cole (Chief of Staff, TaskRay) uncovers how leading companies in SaaS, telecommunications, finance, and beyond ensure the success of new customers. Jamie and guests discuss onboarding best practices, innovative strategies, and how to plan a career in customer onboarding. Subscribe today and learn how companies like Dominos, The YMCA, Calix Technologies, and others ensure success for their customers in their first 90-120 days every time. TaskRay, the customer onboarding company, is the maker of the top-rated enterprise customer onboarding solution on the Salesforce AppExchange. Since 2010, we've provided innovative solutions that help companies scale their onboarding and implementation processes, drive greater efficiencies, and create unmatched customer experiences—all within Salesforce. We've also built our business on the belief that providing world-class support to help our customers excel is just as important as our powerful, flexible, and simple-to-use tools.

Everyone owns revenue. It's not sales job, it's our job. The silos of organizations have to be destroyed in order for us all to get back to the one thing that drives our business: revenue growth. Partnering with the entire organization to create #OneTeam driven toward one goal, regardless of your department, is every leader's responsibility, says Karen Steele, CMO at LeanData. Karen's seen it all in her incredibly B2B marketing career: she's rallied marketing teams to drive company growth as a senior executive at Marketo, VMware, Informatica, and Xactly. Before these, she worked at Next. (Yeah, that Next, with that guy, Steve Jobs.) Karen delivered a powerful message at the #FlipMyFunnel conference, and we captured the entire thing on our #FlipMyFunnel podcast.