In our latest podcast, industry experts discuss a pressing issue: CROs report losing an average of 16% of their revenue to leaks throughout the sales pipeline.

They share actionable tips on identifying and addressing these leaks effectively, emphasizing the importance of examining your hiring processes, company structure, and incentive alignment.

The conversation highlights the need for a strong RevOps partnership to continuously analyze performance and pinpoint gaps in the process.

Learn how to ensure your sales strategy is aligned and optimized for success.

Featured Experts:

• Jeff Kirchick, VP of Sales, allwhere
• Kasey Devine, VP of Revenue
• Matt Wood, VP of Sales
• Nikita Zhitkevich, VP of Sales, PartnerStack
• Mark van Oppen, VP of Sales, FusionAuth

In this podcast, experts share their insights on tackling the modern sales landscape, focusing on techniques to avoid misalignment with buying teams.

Experts emphasize the importance of aligning with the buyer's journey and utilizing collaborative solutions like shared workspaces to keep stakeholders on the same page throughout the buying process.

They highlight that transparency and collaboration are essential, concentrating on understanding customer pain points and leveraging solutions engineers to align technical expectations early in the sales process.

Mapping out the end result from the start is vital, and slowing down the sales process can lead to better alignment and help avoid surprises down the line.

Featured Experts:

• Matt Wood, VP of Sales
• Jeff Kirchick, VP of Sales, allwhere
• Nikita Zhitkevich, VP of Sales, PartnerStack
• Kasey Devine, VP of Revenue

Watch the full video for actionable insights on solving misalignment with buying teams

61% of companies did not achieve their 2023 revenue targets according to Clari. We spoke to experts on what they are doing differently to improve revenue attainment.

Here are some takeaways:

In the challenging post-2023 environment, purchasing power decreased and layoffs increased. Successful companies focused on controllable factors to improve revenue attainment.

They simplified the customer buying experience. These organizations adapted strategies such as shifting from email outreach to events. Leveraging partner networks for innovation and customer acquisition also proved effective.

In addition, A strong RevOps partnership became essential in these efforts. RevOps teams identify gaps in sales processes, pipelines, and team structures. This data-driven approach allows leaders to focus on strategy and coaching.

Featured Experts:

Nikita Zhitkevich, VP of Sales, PartnerStack

Jeff Kirchick, VP of Sales, allwhere

Kasey Devine, VP of Revenue

Matt Wood, VP of Sales

In this episode of Point of Vieu, we dive into the power of warm introductions and how they can be a game-changer in B2B sales.

Learn how networking with trusted contacts, expanding beyond your industry, and being authentic in your approach can boost your chances of closing deals.

We also cover the importance of customer referrals in shortening sales cycles, the value of investor networks, and the critical role of research in leveraging mutual connections.

Discover how building relationships at industry events and taking a targeted approach to prospecting can lead to more meaningful opportunities.

Featured Experts:

Bethany Ibarra, CRO

Prakhar Jain - VP of Sales at Whatfix

Ayush Sharma - Director of Sales at Rippling

Joe McNeill - CRO at Influ2

Learn how to master the art of warm intros and take your sales strategy to the next level.

Winning the pipeline in today’s market requires a focused approach. How do you succeed? Learn how to win the pipeline in today's market prioritizing customer-centricity, effectively managing multiple stakeholders, and maintaining a strong foundation in fundamental sales strategies.

It's important to identify compelling events that create urgency and drive deals forward.

Featured Experts:

Nikita Zhitkevich, VP of Sales, PartnerStack
Ayush Sharma, Director of Sales at Rippling
Matt Wood, VP of Sales
Jeff Kirchick, VP of Sales, allwhere

Secure pipeline wins in any economic climate by mastering the actionable insights from the podcast.

Cold outbound has been a subject of debate for a long time now. A lot of people have written its obituaries. On the other hand, there are people who swear by it. Two contrary opinions are bound to confound you. That's why we decided to dig deeper on whether cold outbound is still relevant.

Watch sales leaders discuss the evolving landscape of cold outbound in B2B sales and how to use it effectively. Learn how to align sales and marketing efforts, personalize your outreach, and leverage AI and automation for efficiency.

Featured Experts:

Bethany Ibarra, CRO
Joe McNeill, CRO, Influ2
Ayush Sharma, Director of Sales at Rippling
Prakhar Jain, VP of Sales, Whatfix

These insights will help you in ramping up, and refining your outbound efforts or refining your approach to enhance your sales success.

Watch seasoned sales leaders weigh in and offer insights on how you can shorten sales cycles through precision, analysis, problem identification, and problem solving.

Featured Experts:

• Nikita Zhitkevich, VP of Sales, PartnerStack
• Joe McNeill, CRO, Influ2
• Matt Wood, VP of Sales
• Jeff Kirchick, VP of Sales, allwhere
• Prakhar Jain, VP of Sales, Whatfix
• Bethany Ibarra, Chief Revenue Officer

Learn how offering trial accounts, setting clear next steps, using MEDDPICC, and conducting strong discovery shortens sales cycles.

Why another sales podcast? "Point of Vieu" isn't your typical sales podcast. We bring actionable insights from top revenue and sales leaders on mastering B2B sales.

This episode tackles a crucial question: "How do you avoid losing to your competitors?"

Featured experts:
Ayush Sharma, Director of Sales at Rippling
Prakhar Jain, VP of Sales at Whatfix
Bethany Ibarra, CRO
Joe McNeill, CRO at Influ2

Discover how to avoid losing to your competitors, the importance of capitalizing on strengths, tackling market challenges, and evolving sales strategies