AT&T’s Post

Management Events is celebrating 30 years! Established in 1994, we've navigated through challenges, including the recent pandemic, reshaping how we foster meaningful b2b connections. Today, we stand resilient, focused & ready to scale. Here's to 30 years of connecting top executives with solution providers! 🚀🥂 #ManagementEvents #30YearsStrong #b2bnetworking #businessconnections

Overcoming Resistance: Convincing Your Sales Team to Embrace ICP As a CRO, it's your job to ensure your sales team is aligned and focused on the right opportunities. One of the most effective ways to achieve this is by defining and implementing a clear ICP. However, getting your sales team on board with your ICP can be challenging. What do you do? Demonstrate the Value: Clearly articulate how understanding the ICP can improve their performance and increase their success rates. Provide Training and Support: Offer training and resources to help your team understand the importance of ICP and how to apply it in their daily work. Involve Your Team in the Process: Encourage your sales team to participate in creating and refining the ICP to foster buy-in. Track and Measure Results: Show your team the positive impact of using ICP by tracking key metrics and celebrating successes. Offer Incentives: Provide incentives or rewards for achieving ICP-related goals to motivate your team. By implementing these strategies, you can overcome resistance and ensure your sales team is fully aligned with your ICP, leading to improved results and increased revenue. Elevate your business with Union Square Consulting's proven revenue strategies. https://bit.ly/3wrrOGJ #CRO #SalesLeadership #ICP #SalesTeam #RevenueGrowth"

How do enterprise sales & marketing leaders win? Just published the October issue of the Boost Win Rate magazine, sharing actionable strategies from enterprise sales & marketing leaders (what works in the trenches). 🔥 Inside this issue: Avery Fisher: “How to sell by building case studies with prospects” Ash G.: “How we scaled our partnership program to 9 figures in 3 years” Jeff Hoffman: “Strategies to revive dead deals in your pipeline” Edward Golod: “How to constantly reinvent yourself and become a star salesperson” Rahul Sengupta: “Master client acquisition through partnership to 8x in 3 years” A huge thanks to this month's incredible contributors!

Navigating the world of B2B is no easy feat. In December I had the pleasure of connecting with Gregg Roberts. Over coffee, we delved into the unique challenges of our B2B service companies. It's always inspiring to swap stories and strategies. Here's to the resilience of fellow business leaders! 🌐 #B2BInsights #CollaborationMatters #enterpreneurship #collaborativelearning #businesscollaboration #nyc #newyorkbusiness

To all my friends, connections, and clients: this is a rare opportunity, and it's one to take advantage of #BoostWinRateMagazine. It's a game-changer for anyone serious about enterprise growth. Featuring top leaders who are making waves, it’s packed with strategies that drive real revenue impact. Want in? Drop 'Hey KP, include me!' below for access. Thank you, Konstantinos Papakonstantinou, for getting this issue out to all of us. #EnterpriseSales #RevenueGrowth #SalesLeadership

One key takeaway from the Partnership Leaders Catalyst event last week is the continued need to drive clarity in your Partner Strategy – as a Partner leader, CEO, or Board member. For many businesses, partners often account for 30-70% of total revenue. As companies increasingly rely on partnerships, it's crucial that your partner strategy drives both growth and profitability. Here are 5 key questions to ask to rethink your partner strategy: 1.     What role do partners play in your customer strategy? It sounds fundamental and it is. Understanding how partners enhance your customer value proposition can inform long-term value metrics like retention, engagement, and expansion. 2.     How much revenue is driven by partners, and how does this align with strategic growth goals? There are many ways to focus this lever for growth: across segments, industries, or cross-sell / up-sell services & solutions in your installed base. Where are you focusing your partners? 3.     Are partner-driven sales contributing positively to profit margins and cash flow? Get smart on the “business of partners” to define how partner activities improve broader profitability goals and ensure generating revenue through partners versus direct sales creates cost efficiency. 4.     How engaged and effective is your partner ecosystem? Always take a customer lens to evaluate the quality and fit of partnerships in supporting your customer experience. The Pareto principle rings true. 5.     Do you have the right partners? This question might lead you right back to question #1! What would you add to the list? ⬇ Bridge Partners | Tania Fernández de Castro (She/Ella) | RJ Hilgers | Kyrsa Dixon | Penny Byron | Jen McCready | John Tribble | Rob Toledo | Lincoln Barr | Todd Vold | Marisa Lather | #partnerstrategy #growthstrategy #partnergrowth

Last week at #CannesLions Taeko Yamamoto Emily Ketchen, and I joined @LinkedInCollective to discuss how B2B marketing is changing as we enter a new era of creativity, growth and transformation. How will the role of the CMO will evolve? And how can B2B leaders restructure their teams to meet these challenges?  Watch the full discussion here: https://lnkd.in/efp-QgQj as we cover this and more!

While market uncertainty will continue to plague B2B leaders everywhere, there is no better time to pursue sustainable revenue performance. When you go sustainable with your revenue performance, you will find that those times of uncertainty are not as tumultuous. As 2025 is quickly approaching, now is a great time to begin your journey, starting with your kickoff event. You will find that focusing on sustainable revenue performance will boost your teams’ dedication to the solution and provide your buyers with the best possible service. Learn more about implementing sustainable revenue performance in your 2025 kickoff here: https://hubs.ly/Q02Sm9Fh0 #SustainableRevenue #RevenueKickoff #RevenueEnablement

🚀 Building a high-performing co-sell motion with the best partners in your ecosystem is the modern B2B sales playbook. Catch up on the second installment of our four-part Co-Sell Transformation webinar series. Learn how to develop and design a high-performing co-sell program from practitioners who have successfully built and scaled co-sell programs at some of the world's largest companies. 🌟 Cassandra Gholston, CEO & Co-founder of PartnerTap 🌟 Maria (Lueck) Chien, VP & Partner Ecosystem Practice Leader Forrester 🌟 Kathryn Caday, Director of Ecosystem Strategy & Transformation at Spur Reply. 🔗 Recording link in the comments below. #CoSell #CoSellTransformation #BusinessGrowth #CoSellWebinar

Why not manage partner sales performance the way you manage your direct sales performance? Multiply: ImpartnerCon ’24, the ultimate B2B conference for partner and channel leaders. 🗓️ Mark your calendars for February 5-7, 2024, and make your way to the luxurious JW Marriott Marquis in vibrant Miami, Florida. ☀️ ImpartnerCon 2024 is not your average conference – it's your golden ticket to a future where partner ecosystems know no bounds. Gain the insights and connections you need to supercharge your growth, exponentially. So, what’s in store for #ImpartnerCon24? 🌟 Discussions led by top ecosystem experts, uncovering game-changing best practices, and career-enhancing technology tips for mastering partnership management. Register here >>> https://lnkd.in/g_unxbjs #ImpartnerCon24 #partnerships #PRM