James Ski’s Post

The culture in many sales teams can be toxic, with territorial behaviors, general friction between sales reps and worst case deals being lost because clients are ultimately confused about who they should be dealing with and the messages they are receiving. The salesperson, company and the client all lose out when these behaviors are allowed to occur. Himesh Soneji and I both kicked off our consulting businesses in different parts of the world in the same month back in 2019. We've been fortunate enough to be able to cross paths on a couple of different projects including Enyx | now part of Exegy and Blackcore Technologies where we've divided and conquered but also worked together for a common goal and to help push each other forward rather than get caught in the common pitfalls of traditional sales teams and territories. If there's an overlap in a deal we are working on we talk, shake hands and get the job done with the client being #1 priority. It's easy to find stuff to complain about, and just accept that "salespeople will be salespeople" - but we both share a common view that changing perception of sales (especially in the trading technology space) is what will set the best companies apart. Deep technical product knowledge, client advocacy, industry knowledge and co-operation are what will move the needle, not adding large numbers of sales reps with quotas. Great to get some time to catch up last week Himesh at the Exacta Technologies Ltd summer party, always good to see you in real life! Look forward to many more years of selling the best technology for trading working together.

I fired our entire sales team—and it was the best decision I’ve ever made! Sounds crazy, right? Well... back in January, after a game-changing conversation with Piotr Nowicki, I completely overhauled how we approach sales at Voluum. Instead of a traditional sales team, We transformed the department into a group of GTMs (Go To Market Specialists), keeping nearly the same people but empowering them to focus on what they do best—using their deep industry knowledge to truly help our clients. 9 months later: 🚀 450% increase in New ARR month over month 💼 140% increase in Average Deal Value 🤝 Much better retention 📉 Improved CAC to LTV ratio So, what changed? 1. Mindset: We developed a deeper understanding of our clients' situations and their role within the broader ad tech industry (aided by the incredible professionals on our team) 2. Process: We focus on consultations and recommendations—when clients are open to receiving them—rather than pushing a product 3. Industry Knowledge: Our team now knows not just our tool, but the entire ecosystem. We’ve built connections with AMs of other tools to quickly pass clients along when we detect mutual interest (it helps during the entire sales process) 4. GTMs’ Approach: - Our Go To Market Researchers (formerly BDRs) adopted BANT and CHAMP, with an empathetic approach to ensure we're a good fit for each other - Our Go To Market Specialists (formerly AEs) began using consultative sales techniques as well as SPIN and MEDDPICC, personalizing every conversation 5. Focus on Alignment: We prioritize market alignment, operational scale, and our clients' previous experiences 6. RUDA Approach: Implemented for GTMr, focusing on key market fit strategies 7. Healthy Acquisition Environment: We fostered a healthy and sustainable acquisition culture within the team Now, whenever our GTMs engage with someone about Voluum, the goal isn’t to "sell" our platform. Instead, they’ve moved away from selling to misaligned prospects, focusing instead on finding the right fit, helping those clients grow—whether with us or through our partners. #GrowthStrategy #Voluum #BusinessTransformation #SalesInnovation

HUGE THANK YOU TO Steph Neale & Bryan Neale for inviting me to attend Blind Zebra’s annual sales event, on behalf of SalesIntel! What I witnessed over the the last two days was an authentic community of sales leaders who care about one another. Some of the members have been with BZ for 15 years!!!! 🤯🤯🤯 Although I’m not a Hoosier, I felt very at home. They welcomed me with open arms! The outcome? 1) New friendships that’ll last a lifetime 2) I learned what’s top of mind for sales leaders: - Sales is a science. Follow the right process and you’ll get the right result - AE & BDR efficiency - Condensing the sales tech stack - AI with a human touch 3) SalesIntel.io sponsored the Sushi Dinner. I gave an opening speech that focused on telling our story and how we empower gtm teams to generate revenue without a hassle. After the speech, multplie leaders came up and asked me to learn more. I was pretty nervous, so this made me feel very good 😊 What resonated? We are like no other data provider. We don’t believe in data credits. We don’t believe in nickel and diming. We believe in doing what’s right for the customer! We provide each of our customers unlimited data, free enrichment, top notch customer success (look at reviews), and a team of 2000 researchers at their disposal. P.S. I love my job ♥️

Ever felt like sales teams are flying solo? I’ve been in sales for years and I know how hard it is to open doors when nobody’s heard of your brand. Sid is our way of helping sales teams hit those key accounts before they even make the first call. When a client signs up, we work with them to identify their dream accounts, and then our team rolls out ads that build credibility with those specific decision-makers. ↳ Thought leadership, testimonials, product demos—it’s all about making sure your brand shows up where it counts. Sales is tough as it is. We're here to make it a little easier.

In sales, it can feel like many of your tasks don’t generate results… because it’s not instantaneous. Put the work in, stay consistent and you’ll start to see a difference 🎯 #sales National Sales Conference | The Growth Hub

🌟 Excited to share some insights from my journey in sales! 🌟 Sales is more than just closing deals; it’s about building lasting relationships and understanding your clients’ unique challenges. 🤝 Every conversation is an opportunity to listen and learn, turning prospects into partners. In my experience, success in sales comes from a mix of persistence, empathy, and creativity. 💡 By leveraging data and embracing feedback, we can craft solutions that truly resonate with our clients. Here’s to all the sales professionals out there—let’s keep pushing boundaries and driving impact! 🚀 #Sales #RelationshipBuilding #GrowthMindset

If you’ve followed me here for a while, you probably know … sales process and sales development isn’t my job, it’s my passion. I recently came across the team at Spiky.AI and felt compelled to share what they built and why I’m bullish on it. First: Spiky.AI placed #1 as Product of the Day on Product Hunt and are about to become Product of the Week (give them some love on Product Hunt – link in the comments)! Second: Whether you're an IC, consultant, or work in an organization's sales department, you can improve your sales outcomes and change the way revenue teams sell. How? Real-time virtual call coaching for your video calls, helping you stay on track with key talking points, questions, and your overall sales process/methodology On top of that, their real-time feature is able to gauge live interest and momentum of how the call is going. My biggest struggle has been getting on as many calls as possible or carving out time to review my team's video calls to make sure our process is being followed. Spiky.AI is going to help me take our team from good to great ASAP! 

This week we brought together our sales teams from across all our brands for our monthly pipeline meeting 🚀 It’s always exciting to see everyone come together, share insights, and set ambitious goals for the next quarter. Watch this space! 🌟 #WeAreForEveryone #Sales #OneTeam

The grand activity of your sales reps’ day is … interactions! The building block of a closed deal, interactions should always be the priority. Watch for ways to prioritize interactions, and take a sip of the sweet results. 🥃 #sales #salesleaders #salesmanager

As I reflect on my 20 years in sales this month, I'm reminded of where I started: cold-calling hospitals and clinics in a telesales role. The journey from those early days to leading sales in the SaaS industry today has been nothing short of transformative. One key lesson I've learned is that success in sales is as much about perseverance as it is about strategy. In an ever-evolving market, adaptability and resilience are our greatest assets. Sales isn't just about just closing deals; it's about building relationships, understanding customer needs, and delivering genuine value. Every "no" I heard back then was a step closer to a "yes," and every challenge was an opportunity to grow. Today, those lessons are just as relevant. With the end of the quarter in sight, I encourage everyone to dig deep and push a little harder. Remember, the last few days can be the most impactful. Happy Selling ! Happy Weekend ! #SalesJourney #FromTelesalesToSaaS #SalesLeadership #Perseverance #Resilience #QuarterEnd #TeamSuccess