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Top Sales Trends for 2024 — and Beyond Speed up the sales cycle with trusted AI Give your sales team generative and predictive AI tools in Sales Cloud — with guidance to close deals faster.

Speed up the sales cycle with trusted AI Give your sales team generative and predictive AI tools in Sales Cloud — with guidance to close deals faster.

🚀 Transform your "popular service" to a "profitable platform service" with dynamic capabilities! 💭 We've all seen new platform services that receive glowing reviews and high buy intent, yet struggle to convert these into actual sales. A prime example is the launch of Microsoft's AI client, Microsoft Copilot. Despite stellar pre-launch reviews, the post-launch pickup rate was unexpectedly low. 🤓 David Teece's research on dynamic capabilities sheds light on this issue. Customers may "sense" the value and even "seize" it by experimenting with free trials, but the real challenge lies in helping them "transform" and internalize the service into their daily operations. 💫 Read our latest article to discover how you can better position your platform company to accelerate this critical transition phase and boost your sales. 🔗 Read more about dynamic capabilities and practical tips here. by Axel Krabberød at platform b.

In the past few years, market conditions have caused many SaaS companies to shift focus from growth at all costs to profitability. Pair this trend with the fast growth of automation and generative AI, and many sales teams have adopted these tools in a race to do more with less. Any quick change raises a lot of questions. Have the scales tipped too far toward automation versus the human touch? Which areas of SaaS sales can be automated, and which ones never will? #𝗦𝗮𝗮𝗦 #𝘀𝗼𝗳𝘁𝘄𝗮𝗿𝗲 #𝗮𝗶

A bit of the latest RevOps RoundUp blog post, articles and events recommended for Revenue Operations lovers 🚀 Check out the full blog here 👉 https://lnkd.in/gZ5tW26v #RevenueOperations #RevOps Nektar.ai Dashly RevOps Co-op DealHub.io Cacheflow Mark Lerner Anthony Enrico

Fantastic article by Forbes around Solving For Tomorrow's Revenue Growth Problems that's extremely relevant jumping into the new fiscal. Typical challenges hitting SaaS orgs: -Buyers that want to engage minimally with sellers -Sellers spending less of their time actually selling -Longer deal cycles -Sellers not hitting quota -Lower conversion rates -Customer churn Read more in the article about how they see solving for these challenges below.. 'Unless organizations take swift action to proactively address these challenges, tomorrow's revenue growth will simply not exist. But there is a path forward. Solving for tomorrow's revenue problems boils down to three key principals: 1) Embracing AI 2) Improving productivity 3) Investing in revenue enablement Tons more in this ~5 minute read that's worth your time!

Once again, I could not be more proud of our team. Today we announced another year of triple digit revenue growth. In addition, we saw our team double in size. We expanded strongly into the EMEA region. We launched a first of its kind AI-capability (Cosmo). And maybe most importantly, we doubled the amount of customers who went live using Logik.io for CPQ and eCommerce. It was an amazing year at Logik.io, and this is just the start. We're on a mission to "consumerize" the way the world buys and sells every product- making every product easy to sell over any channel, no matter how simple or complex. Seeing the growth and success of our customers this year, along with all the other momentum we have, makes me extremely grateful and excited for what's to come. To an even bigger year in 2024. https://lnkd.in/g57d_MRQ #cpq #ecommerce #b2becommerce #ai #artificialintelligence

🚀🚀🚀 Here we did it again. In the economy where tech companies are laying off their employees, we are a different kind of beast. Look at this triple digit revenue growth. Many start-up takes least of 5 years to get here. Wonder how we got here in less than 3 years? #Leadership #Product and #PuttingCustomerFirst. If you are in ecommerce business, and still using configurator other than logik, it's time to explore the best in the market. 🚀🚀🚀 We are here to help you SELL MORE, SELL FAST and MAINTAIN LESS. Proud of the leadership and team here at Logik.io

Time savings ≠ Sales Productivity. This is a common challenge for GenAI initiatives that many Enterprises are grappling with right now. "Most large companies are finding the cost-benefit analysis of using AI tools challenging because of the high cost of the software and the difficulty of measuring productivity gains." This was from an article from The Information a few weeks ago and it chimes with the general trend that I am seeing today. https://lnkd.in/gcEpjiBK The problem is that many GenAI initiatives aim to save 1 FTE 5-10% of their work week. Aggregation and summarization of data into a single pane of glass is one of the most common initiatives right now. However, sellers are still considered FIXED costs on the P&L and they aren't taking a 5-10% haircut on their base pay. Going beyond the obvious solution that many companies have taken (letting go of underperforming sales professionals), how can companies drive Sales Productivity? Revenue growth. 1. Speed up the sales cycle. ⏱ Make it easy for Champions to engage Economic buyers on the economic benefits and case study references that demonstrate you can deliver value THIS year. If you truly add value for your customers, make sure they know it! 2. Higher deal values. 💵 CAC (the cost of acquisition has gone up 60%). Sellers need to solve bigger problems for their customers and there are a lot of big problems right now: Engineering productivity, Customer Support, Sales, etc. Shift up by truly aligning your solution to the CEOs biggest priorities. Then align it to the Champion and Buyer's personal motivations. The inverse isn't working. 3. Increase conversion rates. 📈 Stage 2+ is yielding <20% and in many cases <10% conversion rates right now. Focus on the accounts and the opportunities that have the highest propensity to your solutions with the strongest RoI. Measure propensity against the CxO priorities and not just the people who are visiting your website. In summary, with all else being equal, GenAI initiatives that focus on a 5-10% increase in revenue growth are going to be 10x more valuable than ones that focus on 5-10% time savings. The most forward-thinking sales teams are developing some truly innovative solutions to bring all of this together - its an exciting time to solving the growth challenge in a high-interest rate environment. The winning Sales Organizations will be massively rewarded.